Mba-2022 Reg-18-08-2023

KALASALINGAM BUSINESS SCHOOL
MASTER OF BUSINESS ADMINISTRATION

(REGULATIONS 2022)
CURRICULUM & SYLLABUS
KALASALINGAM ACADEMY OF RESEARCH AND EDUCATION

ANAND NAGAR, KRISHNANKOIL-626 126
Phone No.04563-289042
Fax No.04563-289322
Website: www.kalasalingam.ac.in
PROGRAMME: MBA
VISION
To be a world class business school providing value based professional excellence
MISSION
To create an excellent teaching and learning environment to impart quality education by
focusing on nurturing innovation, entrepreneurship, research and ethics by enhancing
their self-confidence, creative skills and professional expertise thereby developing
leaders of competence, conscience, and compassion
PROGRAMME EDUCATIONAL OBJECTIVES
Graduates will have adequate skill and confidence to choose diverse careers in
PEO1
management and entrepreneurship.
To develop professional competency among graduates to do research and lifelong
PEO2
learning for continuous growth and development.
To transform graduates into responsible citizens and leaders to create positive impact
PEO3
on business through ethical, value based and environment friendly business solutions.
PROGRAM SPECIFIC OUTCOMES
PSO1 Graduates should exhibit their knowledge of management principles.

PSO2 Graduates should demonstrate their critical-thinking and problem solving skills.
PSO3 Graduates should manifest their leadership qualities.
PSO4 Graduates should be able to work in multidisciplinary teams.
PROGRAMME OUTCOMES
Business Knowledge:
An understanding of management skills in their areas of specialization in fields of
PO1
Finance, Human Resources, Marketing, Production, Supply Chain and Logistics,
Healthcare, Banking and Insurance enabling enriched global business impact.
Critical Thinking and Problem Analysis:
PO2 Ability to Identify, Formulate and Analyze the contemporary issues in the business
process by critical thinking to identify the best strategic alternatives.
PO3 Conduct investigations of complex Problems:
Conduct investigation using appropriate research design and analyze the qualitative
and quantitative data by suitable research tools and techniques to solve the complex
problem with detailed interpretation.
Strategic Decision Making and solutions:
PO4 Apply technology and Brain Storm the innovative ideas to enhance organizational
efficiency and choose the optimal strategic decision for obtaining effective solutions
Modern tool usage:
Ability to utilize the advanced contemporary tools and techniques for predictive analysis
PO5
and modeling of the complex business issues to sustain and flourish in the dynamic
business environment.
Entrepreneurial Skills
PO6 Ability to business ideas, develop business plans, understand regulatory requirements,
and locate sources of finance to start, manage and sustain new business ventures
Environment and sustainability:
Ability to understand the business environment and develop legal and ethical strategic
PO7
plan that align with societal and environmental context for the purpose of sustainable
development in the business.
Professional Integrity:
PO8 Ability to address the social, legal, cultural diversity issues through ethical and value
based.
Team work:
PO9
Ability to function effectively on multi-disciplinary teams with extensive participation
Communication:
PO10 Ability to communicate effectively and clearly, to comprehend, write, prepare and make
effective presentations.
Global Business Opportunities:
Ability to demonstrate the management principles and understand the diverse
PO11 opportunities in the management functions and apply those as an Entrepreneur,
Projects, field Work, Consultancy, and work in the Multidisciplinary business
environment.
Life-long learning:
Ability to empathize the impact of changing management concepts and thoughts on
PO12
society and create awareness of contemporary issues through independent and lifelong
learning.
MASTER OF BUSINESS ADMINISTRATION
(REGULATIONS 2022)
SEMESTER-I
S.No. Course Code Course Name L T p X C H
1 222MBA5101 Accounting for Management 4 0 0 0 4 4

2 222MBA5102 Economic Analysis for Business 4 0 0 0 4 4
3 222MBA5103 Foundations of Business Analytics 2 0 2 0 3 4
Fundamentals of Management and
222MBA5104
4 Organizational Behaviour 4 0 0 0 4 4
5 222MBA5105 Legal Aspects of Business 3 0 0 0 3 3
Quantitative and Qualitative Techniques for
222MBA5106
6 Business Research 4 0 0 0 4 4
EXPERIENTIAL ELECTIVES
7 225MBA6201 Business Communication 0 0 2 3 2 5

8 225MBA6202 Data Analysis and Modeling Lab - I 0 0 4 0 2 4
9 225MBA6203 Social Immersion / Leadership Talk Series 0 0 0 2 2
TOTAL CREDITS 21 0 8 3 28 34
SEMESTER-II
S.No. Course Code Course Name L T P X C H
1 Entrepreneurship and Innovation
222MBA5107
Management 3 0 0 0 3 3
2 222MBA5108 Financial Management 4 0 0 0 4 4
3 222MBA5109 Human Resource Management 4 0 0 0 4 4
4 222MBA5110 Marketing Management 4 0 0 0 4 4
5 222MBA5111 Operations Management 3 0 0 0 3 3
6 Quantitative Techniques for Business
222MBA5112
Decisions 4 0 0 0 4 4
EXPERIENTIAL ELECTIVE
7 225MBA6204 Data Analysis and Modeling Lab – II 0 0 4 0 2 4
8 225MBA6205 Design Thinking 0 0 2 3 2 5
9 Professional Body Activity
225MBA6206
/Entrepreneurship Development /Business 0 0 0 0 2 2
Modeling
SEMESTER-III

Business Ethics, Sustainability & Corporate
222MBA5113
1 Social Responsibility 3 0 0 0 3 3
2 222MBA5114 Strategic Management 3 0 0 0 3 3
3 223MBA45XX Elective – I 4 0 0 0 4 4
4 223MBA45XX Elective – II 4 0 0 0 4 4
5 223MBA45XX Elective – III 4 0 0 0 4 4
6 223MBA45XX Elective – IV 4 0 0 0 4 4
7 223MBA45XX Elective – V 4 0 0 0 4 4
8 223MBA45XX Elective – VI 4 0 0 0 4 4
EXPERIENTIAL ELECTIVE
9 225MBA6207 Business Simulation Lab 0 0 2 3 2 5
SEMESTER-IV
Industry Internship/Social
1 223MBA3562 Immersion/Project Work /Business 0 0 0 0 12 5
Incorporation (Period – 3 Months)
Semester Credits
I – Semester 28
II – Semester 28
III – Semester 32
IV – Semester 12
Total 100
LIST OF ELECTIVES
MARKETING ELECTIVES
1 223MBA5115 Brand Management 4 0 0 0 4 4
2 223MBA5116 Consumer Behavior 4 0 0 0 4 4
3 223MBA5117 Customer Relationship Management 4 0 0 0 4 4
4 223MBA5118 Retail Marketing 4 0 0 0 4 4
5 223MBA5119 Sales and Distribution Management 4 0 0 0 4 4
6 223MBA5120 Services Marketing 4 0 0 0 4 4
FINANCE ELECTIVES
1 223MBA5125 Derivatives Management 4 0 0 0 4 4
2 223MBA5126 Direct and Indirect Tax 4 0 0 0 4 4
3 223MBA5127 Financial Institutions and Services 4 0 0 0 4 4
4 223MBA5128 Fundamentals of Fin-Tech 4 0 0 0 4 4
5 223MBA5129 International Finance 4 0 0 0 4 4
6 223MBA5130 Security Analysis and Portfolio 4 0 0 0 4 4
Management
HUMAN RESOURCE ELECTIVES
1 223MBA5135 HR Analytics 4 0 0 0 4 4
2 223MBA5136 Industrial Relations and Labor Welfare 4 0 0 0 4 4
3 223MBA5137 International HRM 4 0 0 0 4 4
4 223MBA5138 Learning and Development 4 0 0 0 4 4
5 223MBA5139 Managerial Behavioral Effectiveness 4 0 0 0 4 4
6 223MBA5140 Strategic Human Resource Management 4 0 0 0 4 4
and Development
DIGITAL MARKETING ELECTIVES
1 223MBA5145 Brand Management & Dynamics 4 0 0 0 4 4
2 223MBA5146 Customer Experience Management 4 0 0 0 4 4
3 223MBA5147 Digital Advertising and Sales Promotion 4 0 0 0 4 4
4 223MBA5148 E-Commerce 4 0 0 0 4 4
5 223MBA5149 E-Customer Relationship Management 4 0 0 0 4 4
6 223MBA5150 Marketing Analytics 4 0 0 0 4 4
FIN-TECH ELECTIVES
1 223MBA5155 AI , ML for Financial Services 4 0 0 0 4 4
2 223MBA5156 Block Chain Management 4 0 0 0 4 4
3 223MBA5157 Derivatives Market 4 0 0 0 4 4
4 223MBA5158 Fundamentals of Financial Technology 4 0 0 0 4 4
5 223MBA5159 Spreadsheet modeling and Python 4 0 0 0 4 4
6 223MBA5160 Tally ERP 9 4 0 0 0 4 4
LOGISTICS AND SUPPLY CHAIN ELECTIVES
1 223MBA5165 Container and Freight Services 4 0 0 0 4 4
Management
2 223MBA5166 Logistics in E-Commerce 4 0 0 0 4 4
3 223MBA5167 Port Management 4 0 0 0 4 4
4 223MBA5168 Supply Chain Analytics 4 0 0 0 4 4
5 223MBA5169 Supply Chain Management 4 0 0 0 4 4
6 223MBA5170 Warehouse and Inventory Management 4 0 0 0 4 4
HEALTH CARE ELECTIVES
1 223MBA5175 E-Health Care 4 0 0 0 4 4
2 223MBA5176 Foundation of Health Care Management 4 0 0 0 4 4
3 223MBA5177 Health Care Law and Ethics 4 0 0 0 4 4
4 223MBA5178 Health Care Marketing and Services 4 0 0 0 4 4
5 223MBA5179 Health Care Planning 4 0 0 0 4 4
6 223MBA5180 Hospital Information System 4 0 0 0 4 4
BUSINESS ANALYTICS ELECTIVES
1 223MBA5185 Business Forecasting Models 4 0 0 0 4 4
2 223MBA5186 Data Science Using R 4 0 0 0 4 4
3 223MBA5187 Data Visualization and Tableau 4 0 0 0 4 4
4 223MBA5188 Data Warehousing and Data Mining 4 0 0 0 4 4
5 223MBA5189 Predictive analysis using Python 4 0 0 0 4 4
6 223MBA5190 Spreadsheet Modeling and Simulation 4 0 0 0 4 4
L T P X C H
222MBA5101 Accounting for Management
4 0 0 0 4 4
Pre-requisites Nil
Course Category: Program Course Type: Theory
Core
Course Objective(s):
The objective of the course is to acquaint the students with the language
of Accounting and to develop in them the ability to evaluate and use
accounting data as an aid to decision making. The main purpose is to assist
the students in developing skills in Problem solving and decision making in the
financial area. Emphasis is laid on analysis and utilization of financial and
accounting data for planning and control.
Course Outcome(s):
After completing this course, the student will be able to:
CO1: Understand the role of different branches of accounting i.e. Financial
Accounting, Cost Accounting and Management Accounting and able to
generate final account statements by applying GAAP.
CO2: Analyse and interpretation of income statement and Balance sheet.
CO3: Analyze the Financial Statements through various tools like ratio
analysis, fund flow and cash flow etc.
CO4: Prepare the cost statement; Apply budgetary control and Cost Volume
Profit analysis tools as a controlling technique
CO5: Evaluate the overheads and other costs across various products.
Mapping of Course Outcome(s):

CO / PO
PO 1 2 3 4 5 6 7 8 9 10 11 12
CO1 S S M
CO2 M
CO3 M L
CO4 S L
CO5 L
Unit I: Introduction to Accounting 12 Hours

Introduction to Financial, Cost and Management Accounting -Generally
accepted accounting principles, Conventions and Concepts-Balance sheet
and related concepts- Profit and Loss account and related concepts-
Fundamental Accounting Equation approach - International Financial
Reporting Systems
Unit II: Financial Accounting 12 Hours

Preparation of Trading Account, Profit and Loss Account and Balance Sheet
– Reading of Financial Statements
Unit III: Analysis of Financial Statements 12 Hours

Analysis of financial statements –Financial ratio analysis, cash flow (as per
Accounting Standard 3) and funds flow statement analysis.
Unit IV: Cost Accounting 12 Hours

Cost Accounting: Meaning - objectives- Classification and Elements of Costs,
Cost Concepts Preparation of Cost Sheet - Marginal Costing - Application of
Marginal Costing Techniques in Managerial Decision Making: Cost Volume
Profit Analysis, Break Even Analysis and Margin of safety.
Unit V: Management Accounting 12 Hours

Budget and Budgetary Control – Types of Budget: Cash Budget, Functional
Budgets and Flexible Budget – Zero based budgeting-Accounting ERP Packages
& Software Applications
Total – 60 Hours
Text Book(s):
1. Narayanaswamy.R, Financial Accounting: A Managerial Perspective, 5th
Edition, Prentice Hall India Pvt., Ltd., New Delhi. 2016.
2. N.Ramachandran, Ram Kumar Kakani, “Financial Accounting for
Management”, 4th Edition, New Delhi: Tata McGraw Hill, 2015
3. Karen W. Braun, Wendy M. Tietz, Managerial Accounting, 4th Edition,
Pearson Publications, 2014
Reference(s):
1. Khan.M.Y and P.K.Jain, Management Accounting, 7 th edition, Tata
McGraw Hill publishing company Ltd., New Delhi, 2016.
2. Pillai.R.S.N and Bagavathi, Management Accounting, Revised edition,
S.Chand and Co. Ltd., New Delhi, 2010.
3. Don Hansen, Maryanne Mowen, Management Accounting, 8 th Edition,
Cengage Learning, Delhi, 2007.
L T P X C H
222MBA5102 ECONOMIC ANALYSIS FOR BUSINESS
4 0 0 0 4 4
Pre-requisites Nil
Core
This course is designed to impart knowledge of the concepts and
principles of Economics, which govern the functioning of a firm / organisation
under different market conditions. It further aims at enhancing the
understanding capabilities of students about macro–economic principles and
decision making by business and government.
Course Outcome(s):
CO1: Examine basic economic problems facing society and apply theory to
practical problems in a business context in order to obtain optimum
solution.
CO2: Explore the business cycle implications and determine the interaction of
demand and supply in the marketplace
CO3: Analyze the interrelationships between economic variables and evaluate
the major economic aggregates and how they are measured
CO4: Understand the financial structures of India and its role in the growth of
the economy.
CO5: Intends the understanding of various economics, social, legal and other
factors that influence business in India.
PO
CO / PO
1 2 3 4 5 6 7 8 9 10 11 12
CO1 S L M
CO2 M S S
CO3 L S
CO4 L M
CO5 M
Unit I: Introduction to Economics and Demand Analysis 12 Hours
Introduction to Economics Concepts in Decision-Making – Distinction Between
Micro and Macroeconomics - Scope of Managerial Economics and Other
Disciplines – Factors Influencing Managerial Decisions - Demand analysis:
Types, Determinants, Elasticity and Its Applications, Demand Function, Law of
Demand and Demand Forecasting.
Unit II: Cost and Price Analysis 12 Hours

Cost Analysis: Various Cost Concepts and Its Types - Cost Functions -
Economies of Scale - Cost Output Relationship in Short and Long Period,
Supply Analysis - Pricing Analysis: Market Structures, Price Determination
Under Different Market Situations, Price Discrimination, Various Pricing
Methods and Break-Even Analysis.
Unit III: Money and Banking 12 Hours

Introduction to Macroeconomics – Money – National Income – Business Cycle –
Inflation – Unemployment – Central Banks – Commercial Banks – Monetary
policy
Unit IV: Fiscal measures 12 Hours

Financial Markets – Overview of Instrument and Players – Government
Interventions and efficacy – Tax and Expenditure – Fiscal policy – Economic
Growth - SEBI
Unit V: International Business Environment 12 Hours

Globalization- Forces, Meaning, Dimensions and Stages - Introduction to
International Trade Theories - Balance of Payment - The Role of Trade Policy -
General Agreement on Trade and Tariffs (GATT) and World Trade Organization
(WTO) – Trade Blocks – Tariff and Non- Tariff Barriers – EXIM Policy –
Performance of Indian Economy in external sector. Economic Integration (FTA,
PTA, EU, Custom Union, EEC) - Foreign Exchange market and Exchange rate –
International financial institutions – World bank and IMF
Total - 60 Hours
Text Book(s):
1. K.Aswathappa, Essentials of Business Environment, 12th, Revised
Edition, Himalaya Publishing House, Mumbai, 2015.
2. Francis Cherunilam, Business Environment – Text and cases (Business
Environment), Revised Edition, Himalaya Publishing House, Mumbai,
2015.
Reference(s):
1. Gupta, G.S. Macroeconomics, Theory and Applications, 4th edition, Tata
McGraw-Hill publishing company Ltd., New Delhi, 2015.
2. Dwivedi D.N., Macroeconomics: Theory and Practice: Theory & Practice,
4th edition, Tata McGraw-Hill publishing company Ltd., New Delhi, 2015.
3. Gaurav Datt, Ashwani Mahajan, Indian Economy, 70th Edition, S Chand
Publishers, 2015.
FOUNDATIONS OF BUSINESS L T P X C H
222MBA5103
ANALYTICS 2 0 2 0 3 4
Pre-requisites Nil
Course Category: Program Course Type: Practical
Core
To cover all aspects of business analytics for decision making. To enable
the students to apply the appropriate analytics and generate solutions. To
develop Model and analyze the business situation using analytics.
Course Outcome(s):
CO1: Ability to understand the role of Business Analytics in decision making
CO2: Ability to identify the appropriate tool for the analytics scenario
CO3: Ability to apply the descriptive analytics tools and generate solutions
CO4: Understanding of Predictive Analytics and applications
CO5: Knowledge of Prescriptive Analytics and demonstrating business process
improvement

CO / PO
PO 1 2 3 4 5 6 7 8 9 10 11 12
CO1 S L M
CO2 M S S
CO3 L S
CO4 L M
CO5 M
Unit I: Introduction to Business Analytics 9 Hours

Business Analytics - Terminologies, Process, Importance, Overview of Analytics
model. Strategy and Business analytics Value Chain – Types of Data, Big Data
– Characteristics – Sources – Types – Structured, Semi-structures and
Unstructured Data
Unit II: Data Preparation and Methodology 9 Hours
Data Pre-processing – Data Quality – Cleaning – Integration – Reduction –
Transformation – Normalization – Knowledge Discovery – Supervised Vs Un
Supervised learning – Training and test data sets - Managing Information
policy, data quality and change in BA.
Unit III: Descriptive Analytics 9 Hours

Introduction to Descriptive analytics - Visualizing and Exploring Data -
Descriptive Statistics - Sampling and Estimation - Probability Distribution for
Descriptive Analytics - Analysis of Descriptive analytics
Unit IV: Predictive & Prescritive Analytics 9 Hours

Introduction to Predictive analytics - Logic and Data Driven Models - Predictive
Analysis Modeling and procedure - Data Mining for Predictive analytics.
Analysis of Predictive analytics – Prescriptive Analytics: Prescriptive Modeling -
Non-LinearOptimization - Demonstrating Business Performance Improvement.
Unit V: Application of Data Visualization Tools 9 Hours

Data Objects and attributes types – Overviews of data visualization techniques
for various kind of data – Methods for visualizing text, graphs, tags and
multidimensional data – Overview of Power BI for visualization.
Total - 45 Hours
Text Book(s):
1. Marc J. Schniederjans, Dara G. Schniederjans and Christopher M.
Starkey, " Business Analytics Principles, Concepts, and Applications -
What, Why, and How”, Pearson Ed, 2014
2. Essentials of Business Analytics: An Introduction to the methodology and
its application, Bhimasankaram Pochiraju, SridharSeshadri, Springer
3. An Introduction to Business Analytics, Ger Koole, Lulu.com, 2019
Reference Book(s):
1. Christian Albright S and Wayne L. Winston, "Business Analytics - Data
Analysis and Decision Making", Fifth edition, Cengage Learning, 2015.
2. James R. Evans, "Business Analytics - Methods, Models and Decisions",
Pearson Ed, 2012
FUNDAMENTALS OF MANAGEMENT & L T P X C H
222MBA5104 ORGANIZATIONAL BEHAVIOUR 4 0 0 0 4 4
Pre-requisites Nil
Core
To acquaint the students to the fundamentals of management and
organizational behaviour and help them to understand how organizations
functions and apply the knowledge management and behaviour to real world
situations. Also students get familiar with the theories of management and
organizational behaviour which will help them make informed decisions.
Course Outcome(s):
CO1: To expose students to basic concepts of management

CO2: To enable students gain appreciation for emerging ideas, techniques,
procedures & practices in the field of management
CO3: Apply controlling in problem solving and critical thinking abilities to
initiate, manage and implement changes in organization.
CO4: To develop & understanding of individual and group behavior inside

organization
CO5: Enhance skills in understanding & appreciating individual, interpersonal
and group process for increased effectiveness within the outside the
organization. Familiars students with behaviour dynamics of the
organization.

CO / PO
PO 1 2 3 4 5 6 7 8 9 10 11 12
CO1 S S M
CO2 M
CO3 M L
CO4 S L
CO5 L
Unit I: Introduction to Management 9 Hours

Management Introduction – Definition of management – Nature, Purpose &
Functions – Levels & Types of Managers- Manager Roles – Evolution of
Management thought – Theories of Management – Social Response, Ties of
business, Recent trends in Management
Unit II: Planning & Organizing 9 Hours

Planning- Meaning, Nature of Planning – Planning Process – MBO – Decision
Making – Process of Decision Making – Types of Decision Making - Techniques
of Decision Making -Organizing – Organization Structure – Design and Types –
Principles of Organization - Impact of Technology on organization Design.
Unit III: Coordination & Controlling 9 Hours

Coordination – Meaning and Essence- Controlling -Meaning- meaning- need-
process of control - Importance of controlling – Controlling Process – Types of
control – Factors influencing control - Modern theories of management-Report
Unit IV: Organizational Behavior & Group Dynamics 9 Hours

Organizational Behaviour – Principles of OB- Evaluation of OB – Group
dynamics – Leadership styles – Organizational Climate & Culture –
Organizational Change & Development
Unit V: Foundation of Individual Behavior 9 Hours

Personality – Traits of Personality – Big 5’s & MBTO – Personality Attributes
influencing of OB – Theories of Motivation – Leadership theories & Behavior
Theories.
Text Book(s):
1. Harold Koontz and Heinz Weihrich- Essentials of Management- Tata
McGraw Hill publishing company Ltd- New Delhi-8th edition- 2016.
2. L. M. Prasad; Principles of Management- 6th edition- Sultan Chand and
Sons- 2015.
3. Essentials of Organizational Behavior by Stephen Robbins and Timothy
Judge
Reference(s):
1. Gilbert- Principles of Management- 6th edition- McGraw Hill- 2009.
2. Greenberg Jerald and Baron Robert A.- Behaviour in Organisations:
Understanding and Managing The Human Side of Work- Prentice Hall of
India- 2010.
3. Kaul Vijay Kumar- Business Organisation & Management - Text and
Cases- Pearson- 2012
L T P X C H
222MBA5105 LEGAL ASPECTS OF BUSINESS
3 0 0 0 3 3
Pre-requisites Nil
Core
This course's general Learning Goals are to provide students with
understanding of basic business law issues sufficient to Identify and discuss
the legal implications of business decisions. Formulate policies and practice
procedures designed to minimize risk of liability and litigation. Cultivate
effective, long-term, business and professional relationships based on
character, competency, and communication
Course Outcome(s):
CO1: Identify the fundamental legal principles behind contractual agreements
and examine how businesses can be held liable in tort for the actions of
their employees.
CO2: Appreciate the relevance of business law to individuals and businesses
and the role of law in an economic, political and social context.
CO3: Acquire problem solving techniques and to be able to present coherent,
concise legal argument.
CO4: Able to examine the various legal forms that a business entity can take
and the relative advantages and disadvantages of each of these forms.
CO5: Able to have a basic understanding of the laws relating to contract,
consumer protection, competition, companies and dispute resolution.

CO / PO
PO 1 2 3 4 5 6 7 8 9 10 11 12
CO1 S M L S L
CO2 S M L
CO3 S L M
CO4 L M
CO5 M L M
Unit I: The Indian Contract Act 1872 9 Hours

Definition of contract, essentials elements and types of a contract, Formation of
a contract, performance of contracts, breach of contract and its remedies,
Quasi contracts - Contract of Agency: Nature of agency, Creation and types of
agents, Authority and liability of Agent and principal: Rights and duties of
principal and agents, termination of agency.
Unit II: Sale of Goods Act 1930 9 Hours

Sale of Goods Act - Conditions, Warranties, conditional sales and rights of an
unpaid seller Negotiable Instruments Act, Negotiable Instruments, Banker and
Customer Relation, Bills of Exchange, Cheque, And Banker’s Cheque.
Unit III: Companies Law 2013 (amended on 03.05.18) 9 Hours

Companies Act - Incorporation, Types of Companies, Articles and
Memorandum of Association, Prospectus, Borrowing Powers of the Company,
Powers, Duties and Liabilities of Directors.Amendments of Companies Act,
2013
Unit IV: Industrial Law 9 Hours

Overview of Factories act - Payment of Wages Act, Payment of Bonus Act,
Minimum Wages Act, ESI Act, Workmen’s Compensation Act, Industrial
Disputes Act, Shops and Establishments Act, Trade Unions Act.
Unit V: Consumer Protection Act and Introduction of Cyber Laws 9 Hours

Consumer Protection Act – Consumer Rights, Procedures for Consumer
Grievances Redressal, Types of Consumer Redressal Machineries and Forums-
Competition Act 2002 - Cybercrimes, IT Act 2000 and 2002, Cyber Laws,
Introduction of IPR – Copy rights, Trade marks, Patent, Filing of patent
applications, Rights from patents, Infringement of patents.
Total – 45 Hours
Text Book(s):
1. Kapoor N.D., Elements of Mercantile Law, 35th edition, Sultan Chand and
company, New Delhi, 2017.
2. Akhileshwar Pathack, Legal Aspects of Business, 4th Edition, Tata McGraw
Hill, 2011
Reference(s):
1. P.C. Tulsian, “Business and Corporate Law for CA PE – II”, New Delhi: Tata
McGraw Hill,2012
2. Padhi, P. K., “Legal Aspects of Business”, New Delhi: PHI Learning, 2010.
3. Richard Stim, Intellectual Property- Copy Rights, Trade Marks, and Patents,
Cengage Learning, 2008.
QUANTITATIVE AND QUALITATIVE L T P X C H

222MBA5106
TECHNIQUES FOR BUSINESS RESEARCH 4 0 0 0 4 4
Pre-requisites Nil
Core
The course is aimed at improving students’ knowledge and skills in diagnosing
and measuring marketing problems and data-based decision making, advanced
qualitative and quantitative data collection and analysis, multivariate
statistical tools, and marketing intelligence in the context of marketing
application. The course will use hands on experiential learning methods to
impart and strengthen the required skills and knowledge.
Course Outcome(s):
CO1: Students will be able to develop strong understanding and applying the
research process, appropriate methodologies and their relevance in
identifying research problems
CO2: Students will be able to identify suitable sampling techniques and
instruments for data Collection
CO3: Students will apply the various descriptive statistical tools and
techniques and probability for data analysis
CO4: Students will apply the various inferential statistical tools and
techniques for research
CO5: Students will be able to develop strong understanding of writing research
report, articles, and Research Ethics

CO/ PO
PO 1 2 3 4 5 6 7 8 9 10 11 12
CO1 S M L L L M M L L
CO2 S M L L L L L M M L L
CO3 S M L L L L M L M M L L
CO4 S M L L L M L M M L L
Unit I: Introduction to Business Research 12 Hours

Concepts of Business Research: Characteristics, Objectives, -Types of Research
- The Research Process – The Research Problem Development Process-Review
of Literature. Research Design - Exploratory, Descriptive, causal research
design.
Unit II: Sampling Techniques and Data Collection 12 Hours

Sampling Techniques: Probability and Non-Probability Sampling Methods,
Determination of Sample Size and Research Instruments.
Fundamentals of Measurement and Scaling: Measurement of Variables – Types
of Scales - Development of Scales – Reliability testing – Validity testing
Data Collection Method: Primary Data Collection Methods - Guidelines for
Questionnaire Design – Secondary Sources of Data Collection - Special Data
collection Methods.
Unit III: Data analysis and Interpretation-I 12 Hours

Measures of Central Tendency: Mean, Median and Mode - Measures of
Dispersion: Range, Quartile Deviation, Mean Deviation, Standard Deviation,
Variance and Coefficient of Variation- Probability Definitions- Addition and
multiplication properties, conditional probability- Bayes’ theorem
Unit IV: Data analysis and Interpretation-II 12 Hours

Development of Hypothesis and Testing.-Parametric Test Methods: Student t-
test and Z-test, ANOVA, Correlation, Regression Analysis.-Non-parametric Test
Methods: Chi Square test ,Mann Whitney U Test, Sign Test, Wilcoxon Signed-
Rank Test, Kruskal Wallis Test
Unit V: Research Report Writing and Ethics 12 Hours

A Research Proposal - Research Articles- Research Report –Purpose Contents –
Research Ethics
Total – 60 Hours
Text Book(s):
1. Kothari C.R., Research Methodology, 3nd edition, New Age International
Private, Ltd, New Delhi, 2017
2. Donald Cooper, Boca Rator and Pamela Schindler, Business Research
Methods, 12th edition, Tata McGraw Hill, New Delhi, 2015.
3. Anderson D.R., Sweeney D.J. and Williams T.A., Statistics for Business
and Economics, 13th edition, Cengage Learning, Delhi, 2016. ISBN-13:
978-1305585744
Reference(s):
1. Saunders M. N, (2012), Research Methods for Business Students, 6th
edition, Pearson Education India
2. Srivastava T, Rego S, (2012), Statistics for Management, Tata McGraw Hill.
3. Murray R. Spigel, (2010), Theory and Problems of Statistics – Schaums
outline Series 4th edition, McGraw Hill.
4. S.P. Gupta, (2014), Statistical Methods, 13th edition, Sultan Chand
Publications
5. Zikmund, Adhikari, (2016), Business Research Methods, Cengage
Learning.
L T P X C H
225MBA6201 BUSINESS COMMUNICATION
0 0 2 3 2 5
Pre-requisites Nil
Course Category: Program Core Course Type: Theory
1. To understand the fundamentals and importance of communication for
managers.
2. To prepare students to acquire necessary communication skills required for
better effective performance.
3. To enhance soft skills that are important to achieve goals.
Course Outcome(s):
CO1: Learning key principles of effective business communication.

CO2: Effectively solving problems using communication skills.
CO3: Developing and delivering business presentations.
CO4: Collaborating in business with team and cross-functional teams
CO5: Developing business etiquettes

CO / PO
PO
1 2 3 4 5 6 7 8 9 10 11 12
CO1 S S M L
CO2 M M M
CO3 M L S
CO4 S L M M
CO5 S M L L
Unit I: Introduction to Business Communication 6 Hours
Business Communication-Process, Barriers to Communication, the
Importance of Communication at Workplace, Applying 7 C’s of
communication.
Practice: Describing about personal life and work life, one way and two way
communication and understand the various communication barriers,
noise, filters. Select a text-based data (e.g., a news paper article, a story,
etc.) and analyze the effectiveness of 7 C’s of communication.
Unit II: Oral & Written Communication Skills 6 Hours

Oral communication: paralanguage - appropriate use of voice, tone, pauses
and vocabulary, elevator speech.
Practice: creating an outline for a short (30 to 90 second) elevator speech to

introduce oneself.
Written Communication: Introduction, need, significance and practice

of:
a) Cover Letters/Business letters
b) Preparation of CV/Resume,
c) Email writing and etiquette,
d) Social Media writing
e) Write your own one-page resume, Cover Letters/Business letters etc.
f) Memo
g) Circulars
h) Press Release
Unit III: Art of Presentation 6 Hours

Elements of effective presentation, Designing Content, Use of creative ideas
and interesting audio-visual aids, impressive grooming as per occasion –
appearance, posture and gestures, Handling Stage fear and anxiety,
practicing delivery of presentation.
Practice: Initial Planning, Preparation and Handling questions. Make

effective use of Power Point Presentation demonstrating the use of
animation, effects, hyperlinks, and productivity tools.
Unit IV: Business Reports and Proposals 6 Hours

Writing the report, planning the Report, Steps in writing Business Reports,
Parts of a Report, Corporate Report and Business Proposal, citing sources.
Practice: Drafting business reports, preparing business proposals.
Unit V: Employment Communication 6 Hours

Getting ready for interview: First Impression and Clothing styles; Practicing
Mock interviews, types of interviews, creating first right impression while
approaching interview panel, analyzing interview questions (FAQ). Group
Discussions. Account creation on various social Media Platforms for
employability and Networking, Case Analysis & Presentation
Practice: Practicing power postures, Participating in GD, Mock Personal

Interview, Account creation on LinkedIn, Model Case Discussions.
Total - 30 Hours
Text Book(s):
1. Murphy, Effective Business Communication, 7th edition, Tata McGraw-Hill.
2. Sethi, Anjanee, and Bhavana Adhikari. Fundamentals of Communication,
McGraw-Hill Education, 2013
3. Kaul, Asha, Effective Business communication, Prentice Hall of India.
Reference(s):
1. Chaturvedi, P. D. and Mukesh Chaturvedi, Business Communication:
Concepts, Cases and Applications, Pearson Education.
2. Ludlow, Ron & F. Panton, The Essence of Effective Communication, Prentice
Hall of India.
L T P X C H
225MBA6202 DATA ANALYSIS & MODELING LAB-I
0 0 4 0 2 4
Pre-requisites Nil
To cover all aspects of creating spreadsheet, performing calculations,
formatting, some very widely used formulas. To enable the students to create,
build models and customize graphs. To develop advanced solutions on the
worksheet in the areas of marketing, finance, statistics, production and human
resource and to assemble the proper Excel tools. It further aims at enhancing
the concepts of Spread Sheet Modelingin Production and Human Resource
Course Outcome(s):
CO1: Perform, recognize and formulate business problems in using Excel
spreadsheets
CO2: Evaluate or solve Excel spreadsheet models using professional software
CO3: Apply analytical knowledge in the concepts and techniques of spread
sheets to solve the real- world business situations and take
effective decisions
CO4: Use cognitive skills to the application of t-test and ANOVA through
spread sheet and develop competitive edge for a large corporate.
CO5: Capable to analyze problems using spread sheet modeling in Finance,
HR and Marketing fields.

CO / PO
1 2 3 4 5 6 7 8 9 10 11 12
PO
CO1 S L M
CO2 M S S
CO3 L S
CO4 L M
CO5 M
Experiment
Name of the experiments Duration
No
1 Arithmetic Calculation, Sorting and filtering, 3
Basic functions (IF, COUNT, COUNTIF,

2 4
CONCATENATE),
3 Conditional formatting, Pivot table, Paste Special 3
4 What if analysis, Protecting spread sheets 3
5 Risk analysis, Time Series 4
6 Creating Charts, Data Validation 3
7 Measures of central tendency, t test, ANOVA 4
8 Sensitivity Analysis 3
9 Scenario Analysis 3
10 Pivot Table and its Function

`*Business models studied in theory to be practiced using Spreadsheet
Total – 30 Hours
Text Book(s):
1. Kenneth R. Baker, Optimization Modeling with Spreadsheets, John Wiley &
Sons2015
2. Walkenbach, John. Excel Bible. New Delhi: Wiley India Pvt Ltd. 2ndedition,
2010
Reference(s):
1. MacDonald, Mathew. Excel: The Missing Manual. Sebastopol: O'reilly
2ndedition, 2010
2. Ragsdale, Cliff. T, Spread sheet Modeling and Decision Analysis. New York:
Thomson south– western publications.6th edition, 2008
3. Monahan, George E. Management Decision Making : Spread Sheet,
Modeling, Analysis. London: Cambridge University. 8th edition, 2000
222MBA5107 ENTREPRENEURSHIP AND INNOVATION L T P X C H

MANAGEMENT 3 0 0 0 3 3
Pre-requisites Nil
Entrepreneurs are the innovators that stimulate job growth, economic growth
and development that allows any country to compete with and in the global
economy. India, being far more developed and forward-looking country than
some of the third world countries, can provide lead to entrepreneurial
development activities. The purpose of exposing the students to
Entrepreneurship is to motivate them to look at entrepreneurship as a viable,
lucrative and preferred career.
Entrepreneurs require a foundation in several key areas in order to be
successful. This course will
focus on multiple topics including: opportunities and challenges for new
ventures, benefits/drawbacks of entrepreneurship, strategic management and
forms of business ownership,
marketing strategies, venture finance and human resource management.
Course Outcome(s):
CO1: Have the ability to discern distinct entrepreneurial traits.
CO2: Know the parameters to assess opportunities and constraints for new
CO3: Understand the systematic process to select and screen a business idea
CO4: Design strategies for successful implementation of ideas
CO5: Analyse the way for write a business plan
CO / PO
PO 1 2 3 4 5 6 7 8 9 10 11 12
CO1 S S M
CO2 M
CO3 M L
CO4 S L
CO5 L
Unit I: Introduction to Entrepreneurship 9 Hours

Meaning, Definition and concept of Enterprise, Entrepreneurship and
Entrepreneurship Development, Evolution of Entrepreneurship, Theories of
Entrepreneurship. Characteristics and Skills of Entrepreneurship, Concepts of
Intrapreneurship, Emerging trends: Internet & E-commerce, Corporate
Entrepreneurship – Nature, Concepts and Sustainability
Unit II: Entrepreneurial Competency 9 Hours

Meaning and concept of Entrepreneurial Competency, Developing
Entrepreneurial Competencies, Entrepreneurial Motivation: Meaning and
concept of Motivation, Entrepreneurship Development Program: Needs and
Objectives of EDPs, Phases of EDPs, Evaluation of EDPs. Negotiations
Unit III: Government Initiatives 9 Hours

Role of Government in promoting Entrepreneurship, MSME policy in India,
Agencies for Policy Formulation and Implementation: DIC, SISI, EDII, NEDB,
Financial Support System: Forms of Financial support, Sources of Financial
support, Development Financial Institutions.
Unit IV: Innovation & Project Management 9 Hours

Design Thinking, Business Design, The Adoption of Innovations, Idea
Management. Project Management: Concept, Features, Classification of
projects, Issues in Project Management, Project Identification, Project
Formulation, Project Design and Network Analysis, Project Evaluation, Project
Appraisal, Project Report Preparation, Specimen of a Project Report.
Unit V: Forms of Business Ownership 9 Hours
Forms of Business Ownership, Issues in selecting forms of ownership,
Environmental Analysis, identifying problems and opportunities, Defining
Business Idea, Business Plan, Business Process, Women Entrepreneurship,
Family Business.
Total – 45 Hours
Text Book(s):
1. Khanna, S. S., Entrepreneurial Development, S. Chand, New Delhi.2020
2. Kuratko, F. Donald, Richard M. Hodgetts, Entrepreneurship: Theory,
Process, Practice, Thomson, 7ed,2020
Reference Book(s):
1. Entrepreneurship: Strategies and Resources, 3/E -: Marc Dollinger; Prentice
Hall, 2017
2. Bringing New Technology to Market- Kathleen R. Allen, Prentice Hall, 2020
3. Entrepreneurship in Action, 2/E - Mary Coulter; Prentice Hall, 2021
L T P X C H
222MBA5108 FINANCIAL MANAGEMENT
4 0 0 0 4 4
Pre-requisites Nil
To familiarize students to understands the operational nuances of a
Finance Manager and comprehend the technique of making decisions
related to finance function
Course Outcome
Upon completion of the course students are able to
CO1 Demonstrate the different financing decision and Estimate the value of
different financial instruments
CO2 Formulate the optimum Capital Structure by choosing appropriate
source of finance
CO3 Estimate cash flows and make capital budgeting decisions under both
certainty and uncertainty
CO4 Construct dividend policy of a firm by analyzing the factors
influencing the dividend decision
CO5 Assess working capital needs of the firm and arrange short-term
financing

PO
CO/PO
1 2 3 4 5 6 7 8 9 10 11 12
CO1 S M
CO2 S H M M
CO3 S H M H H M
CO4 M H H H
CO5 S H M
Unit I: Foundations of Finance 12 Hours

Meaning of Finance, Nature of financial management – scope of finance
function, objectives of firm and goals of finance function - concepts of value of
return, valuation of bonds and shares, Role of Modern managers. Financial
Information Systems.
Unit II: Long-term Sources of Finance 12 Hours

Long term sources of finance- Cost of capital Cost of debt, cost of equity, cost of
preference and retained earnings, weighted average cost of capital– Leverages
and types, capital structure theories and policy. Startup financing- Bootstrap,
Angel Investors, venture capitalist, Private Equity
Unit III: Investment Decisions 12 Hours

Time value of money, PV and FV, Capital budgeting - Process, methods - Cash
flow determination –- Risk analysis in capital budgeting, Feasibility study of
startup ideas.
Unit IV: Dividend Decisions 12 Hours

Dividend Decision - dividend theories, dividend policies, and practices -
financial planning and strategy. Financial distress prediction models,
Behavioral finance.
Unit V: Liquidity Decisions 12 Hours

Working capital management – Concepts, Determinants Accounts receivables
management; operating cycle & Cash cycle - Inventory management &
techniques- Cash management – Short term sources of finance: trade credit,
bank finance, commercial papers
Total - 60 Hours
Text Book(s):
1. Prasanna Chandra, Financial Management, Theory and Practice, 10th
edition, Tata McGraw-Hill Education, 2007
2. Pandey, I.M., Financial Management, 11 th edition, Vikas Publishing
House Pvt. Ltd., New Delhi, 2015.
3. Eugene F. Brigham, Joel F. Houston, Fundamentals of Financial
Management, South western Cengage learning.
4. Khan M.Y. and Jain P.K, Financial Management, Text, Problems and
Cases, 7th edition, Tata McGraw Hill publishing company Ltd., New Delhi,
2017.
Reference(s):
1. Aswath Damodaran, Applied Corporate Finance: A User’s Manual. John
Wiley and Sons, Inc., 2005.
2. James C. Vanhorne, Financial Management and Policy, 12 th edition,
Pearson Education Asia (low priced edition), 2012.
3. Brearly and Myers, Principles of Corporate Finance, 7th Edition, McGraw
Hill, 2002.
4. William Megginson, Principles of Corporate Finance, 2nd Edition, Cengage Learning, Delhi, 2008
222MBA510 L T P X C H
HUMAN RESOURCE MANAGEMENT
9 4 0 0 0 4 4
Pre-requisites Nil
To acquaint students with different subsystems of Human Resource
Management and their importance. The students would also be able to
appreciate the importance and applications of industrial relations and different
legislations related the same.
Course Outcome(s):
CO1: To provide knowledge about management issues related to staffing,
training, performance, compensation, human factors consideration and
compliance with human resource requirements.
CO2: To Designing the appreciate role of HR specialist for implementing HRM
policies.
CO3: Managing the manpower to motivate and attract them to retain in the
organization.
CO4: Develop the responsibility of employer and legal system to manage the
employment relation.
CO5: Develop the Employment Relations and Knowledge to resolve the issues.

CO / PO
PO 1 2 3 4 5 6 7 8 9 10 11 12
CO1 S M
CO2 L S
CO3 M S
CO4 M S
CO5 S M
Unit I: Introduction to Human Resource Management 12 Hours

Introduction, meaning, significance and importance of HRM-Evolution of
human resource management – The importance of the human factor –
Challenges - Environmental Influences-Role of human resource manager –
Human resource policies – Computer applications in human resource
management.
Unit II: HRP, Recruitment and Selection Process 12 Hours

Importance of Human Resource Planning – Forecasting Human Resource
Requirement – Internal and External Sources, Recruitment - Selection –
Induction - Placement
Unit III: Human Resource Development 12 Hours

Training - Types of training methods – purpose - benefits- resistance. Executive
development programmes – Career and Succession planning, Separation, HRD
interventions - Common practices - Benefits – Self-development – Knowledge
management.
Unit IV: Job Evaluation 12 Hours

Performance and Potential appraisal - Compensation Plan, Competency based
pay - Motivation – Application of Theories of Motivation - Employee Benefits –
Insurance, Retirement, Personal Services and Family Benefits.
Unit V: Employee Health, Safety and Welfare 12 Hours

Occupation security and Safety, Accidents – Workplace health hazards -
Grievances and discipline – Social Security – Personnel records, HR accounting
and audit – Stress Management
Total 60 Hours
Text Book(s):
1. Dessler Human Resource Management, Pearson Education Limited,15th
Edition 2017
2. Decenzo and Robbins, Human Resource Management, Wiley, 12 th Edition,
2016.
Reference(s):
1. Luis R.Gomez-Mejia, David B.Balkin, Robert L Cardy. Managing Human
Resource, PHI Learning. 2012
2. Bernadin , Human Resource Management, Tata McGraw Hill, 8th edition
2012.
3. Ivancevich, Human Resource Management, McGraw Hill 2012.
L T P X C H
222MBA5110 MARKETING MANAGEMENT
4 0 0 0 4 4
Pre-requisites Nil
The objective of this course is to familiarize the students with the marketing
concepts and practices and develop their analytical skills, conceptual abilities
and substantive knowledge in the aforesaid field. It seeks to achieve the
objective by helping the participants to undergo meaningful exercises in
decision making in a variety of real-life situations. This course is intended to be
a foundation course for those who plan to do further work in marketing in the
second year. It is also designed to serve as a terminal course for those not
intending to specialize in marketing.
Course Outcome(s):
CO1: Develop understanding of marketing concepts, philosophies and historical
background.
CO2: Develop a platform to understand the various operations of marketing and
their complexities for the students in order to apply in practical business
situations.
CO3: Understand concepts related to STP, product attributes, and pricing
strategies prevalent in domestic and international scenario.
CO4: Study Various Tools and Techniques of Promoting the Products in an
Ethical Manner.
CO5: Understand Emerging Concepts of Marketing in the Emerging Global
Markets.

CO / PO
PO 1 2 3 4 5 6 7 8 9 10 11 12
CO1 S S M
CO2 M S L
CO3 M L
CO4 S M
CO5 S
Unit I: Fundamentals of Marketing
12 Hours
Importance of Marketing - Basic Functions; Core Concepts, Frame Work,
Marketing Environment, Types of Market, Characteristics of Business Market -
Marketing Interface with Other Functional Areas - Social Marketing and Others
- Challenges in Marketing, Rural Marketing, Ethics in marketing.
Unit II: Marketing Mix 12 Hours

Market Segmentation - Target Marketing, Relationship Marketing, Positioning
Strategies - Marketing Mix - Consumer Behavior Analysis, Consumer Behavior
decision - Competitive Strategies - Marketing Communication, - Sales
Promotion - Personal Selling - Direct Marketing
Unit III: Assessing Market Opportunities and Product Strategies 12 Hours

Scanning the Marketing Environment – Conducting Market Research: Process
and Report Development, New Product Development – Classification of
products, Product Life Cycle - Product Mix, Branding, Packaging. Types of
Pricing and Pricing Issues - Pricing Process
Unit IV: Marketing in the Digital Era

12 Hours
E-marketing: The virtual world-Changing Marketing Landscape - the internet
and business - online Marketing Domains - The behavioral Internet - Online
advertising - Internet and Integrated Marketing communication – sales and
Trade Promotion - Digital Marketing Optimization - The need for digital
engagement - Generation Y - Online Marketing Mix - Online consumer.
Unit V: Customer Relationship Management in a Web World

12 Hours
CRM – Needs – Goals - Benefits – Process – E-CRM and the customer Life cycle
- electronic customer relationship management - Key CRM Applications – Next
generation CRM - A mobile App and a community - The New Age E-enterprise -
Collaborative web and the E-enterprise - Case studies.
Total - 60 Hours
Text Book(s):
1. Kotler, P, Keller K, Koshy, Jha, (2012), Marketing Management: A South
Asian Perspective, 14thedition, Pearson Education.
2. Vandana Ahuja,'Digital Marketing' Oxford University Press, 2016 edition
3. KS Chandrasekar, “Marketing management-Text and Cases”, Tata McGraw
Hill, First edition, 2010.
Reference(s):
1.Walker Jr. Mullins, (2012), Marketing Strategy, 8th edition, McGraw Hill.
2.Paul W. Farris, Neil T. Bindle, Philip E. Pfeifer, David J. Reibstein (2006),
Marketing
Metrics: 50+ Metrics Every Executive should master, 1st edition, Financial
times/Prentice Hall.
3.Michael J. Etzel, Bruce J Walker, Willium J. Stanton, (2004), Marketing,
13th edition,
McGraw Hill.
4.Leon G. Schiffman, Leslie Lazar Kanuk, Ramesh Kumar (2010), Consumer
Behaviour, 10th edition, Pearson Education.
5.Gillespie, Hennessey, (2013), Global Marketing, 3rd edition, Cengage
Learning.
OPERATIONS MANAGEMENT
1 3 0 0 0 3 3
Pre-requisites Nil
Course Objectives:
To provide a broad introduction to the field of operations management and
explain the concepts, strategies, tools and techniques for managing the
transformation process that can lead to competitive advantage. Identify the
customer needs and convert that into a specific product or service (numbers
of products required for specific period of time). Based on product
requirement the organizations will do back-ward working to identify raw
material requirements.
Course Outcomes:
CO1: Understand and appreciate the concept of Production and Operations
Management.
CO2: Recognize the scope of Production and Operations Management and its
role in creating competitive advantage for business organizations.
CO3: Understand the concept and contribution of various constituents of
production operations (both manufacturing and service) viz. Product
design, Process design, Location planning, Layout planning, Capacity
planning, Work study, Quality management, Purchasing management
and Inventory management towards effective production and operations
management.
CO4: Acquaint with Tools viz. TQM, JIT Six Sigma, Value analysis and their
contribution towards production and operations management.
CO5: Develop an understanding of the strategic importance of manufacturing
supply chains and how operations can provide a competitive advantage in
the marketplace.
PO
CO/
PO 1 2 3 4 5 6 7 8 9 10 11 12
CO1 S M L L M M L
CO2 S M L L L L M M L
CO3 S M L L L L M L M M L
CO4 S M L L L L M L M M L
CO5 S M L L M L M M L
Unit I: Introduction to Operations Management 9 Hours

Operations Management–Nature, Importance, historical development,
transformation processes, differences between service sand goods, a system
perspective, functions, challenges, current priorities, recent trends;
Operations Strategy–Strategic fit, framework; Supply Chain Management
Unit II: Forecasting, Capacity and Facility design 9 Hours
Demand Forecasting–Need, Types, Objectives and Steps. Overview of
Qualitative and Quantitative methods. Capacity Planning –Long range, Types,
Developing capacity alternatives. Overview of sales and operations planning.
Overview of MRP, MRP-II and ERP. Facility Location– Theories, Steps in
Selection, Location Models. Facility Layout–Principles, Types, Planning tools
and techniques. (CRAFT, CORELAP, ALDEP).
Unit III: Design of product, Process and Work systems 9 Hours
Product Design–Influencing factors, Approaches, Legal, Ethical and
Environmental issues. Process – Planning, Selection, Strategy, Major
Decisions. Work Study–Objectives, Procedure, Method Study and Motion
Study, Work Measurement and Productivity–Measuring Productivity and
Methods to improve productivity.
Unit IV: Materials Management 9 Hours
Materials Management–Objectives, Planning, Budgeting and Control,
Purchasing– Objectives, Functions, Policies, Vendor rating and Value
Analysis. Maintenance Management – Objectives - Types of Maintenance,
Stores Management–Nature, Layout, Classification and Coding, Inventory–
Objectives, Costs and control techniques, Overview of JIT.
Unit V: Project Management 9 Hours
Project Management –Scheduling Techniques, PERT, CPM; Scheduling-work
centers–nature, importance; Priority rules and techniques, shop floor control;
Flow shop scheduling– Johnson’s Algorithm – Gantt charts; personnel
scheduling in services.
Total - 45 hours
Text Book(s):
1. Aswathappa K and Shridhara Bhat K, Production and Operations
Management, Himalaya Publishing House, Revised Second Edition, 2015
2. Chary S.N, Production and Operations Management, 5th edition, Tata Mc
Graw Hill, New Delhi, 2012.
Reference(s):
3. Thomas Vollmann, David Clay Whybark, Manufacturing Planning and
Control Systems, 5th edition, Tata Mc Graw Hill, New Delhi, 2004.
4. Norman Gaither, Operations Management, 9th Edition, CENGAGE
Learning, Delhi, 2002.
222MBA511 QUANTITATIVE TECHNIQUES FOR L T P X C H

2 BUSINESS DECISIONS 4 0 0 0 4 4
Pre-requisites Nil
This course is designed for individuals with a strong analytical background
who seek a professional business degree that utilizes their quantitative skills.
Operational Research (OR) uses mathematical techniques to tackle real-life
decision problems. This field of study can be applied to almost any business or
scientific field. It utilizes observation, modeling and diagnosis.
Course Outcome(s):
CO1: Students will be able to gain basic knowledge in Operations and linear
programming.
CO2: Students will be able to examine the issues in the scheduling problems
and find the solution by using Optimization models.
CO3: The student would be able to examine the issues in the inventory
planning, and control and Job Sequencing in Manufacturing.
CO4: The student would be able to apply the Game theory and heuristics of
decision making in real time strategic decision making.
CO5: The students will be able to gain the knowledge in Queuing theory and
Reliability analysis
PO
CO/
PO
1 2 3 4 5 6 7 8 9 10 11 12
CO1 S M L L L M M L L
CO2 S M L L L L L M M L L
CO3 S M L L L L M L M M L L
Unit I: Linear Programming (LP) 12 Hours

Introduction to OR, Models of OR, Scope and Application of OR Linear
Programming-Formulation- Graphical Method-Simplex methods, Sensitivity
Analysis. Application using software
Unit II: Transportation & Assignment Models 12 Hours

Transportation Models - Transshipment Models. Assignment Models-
Travelling Salesman problem, Crew Assignment Models. Application using
software
Unit III: Inventory Models & Project Scheduling 12 Hours

Inventory Models – EOQ and EBQ Models, Quantity Discount Models. Project
Scheduling- PERT-CPM, Job Sequencing algorithm, Application using
software
Unit IV: Game Theory & Decision Theory 12 Hours

Game Theory-Two-person Zero sum games- Dominance Rule, Graphical and LP
solutions. Decision Theory- Decision making under Certainty & uncertainty,
under risk – Decision trees Application using software
Unit V: Queuing Theory & Replacement Models 12 Hours

Queuing Theory - single and Multi-channel models, Replacement Models
Individuals replacement Models, Group Replacement Models. Application using
software
** Application using software: Solving operation research problems using

Excel-Solver
Total - 60 hours
Text Book(s):
1. Hamdy A Taha, Introduction to Operations Research, 5th edition,
Prentice Hall India, New Delhi, 2014.
2. Paneerselvam R., Operations Research, Prentice Hall of India, Fourth
Print, 2010.
3. N. D Vohra, Quantitative Techniques in Management, TataMcgraw Hill,
2010.
4. Pradeep Prabakar Pai, Operations Research - Principles and Practice,
Oxford Higher Education.
Reference(s):
1. G. Srinivasan, Operations Research – Principles and Applications, PHI,
2007.
2. Gupta P.K, Hira D.S, Problem in Operations Research, S.Chand and Co,
2007.
3. Kalavathy S, Operations Research, Second Edition, Vikas Publishing
House, 2004.
4. Frederick & Mark Hillier, Introduction to Management Science – A
Modeling and case studies approach with spreadsheets, Tata Mcgraw
Hill, 2005.
DATA ANALYSIS & MODELING LAB-II
4 0 0 4 0 2 4
Pre-requisites Data Analysis & Modeling Lab-I
Course Category: Program Core Course Type: Practical
The course aims at providing fundamental knowledge and exposure of
the concepts, theories and hands-on experience on decision modeling.
Course Outcome(s):
CO1: Perform, recognize and formulate business problems in using SPSS
CO2: Evaluate or solve research problems using professional software
CO3: Apply analytical knowledge in the concepts and techniques of spread
sheets to solve the real-world business situations and take effective
decisions
CO4: Use cognitive skills to the application of statistical tools through SPSS
and develop competitive edge for a large corporate.
CO5: Capable to analyze problems using POM & TORA modeling in Finance,
HR, Marketing and Operation fields.
CO / PO
PO 1 2 3 4 5 6 7 8 9 10 11 12
CO6 S L M
CO7 M S S
CO8 L S
CO9 L M
CO10 M
Experiment
Name of the experiments Duration
No.
1. Descriptive Statistics 3
1a. Frequencies
1b. Descriptive
1c. Crosstabs [an observation of cross-tabulation]
2. Hypothesis – Parametric 4
2a. One Sample t-Test
2b. Independent Sample t-Test
2c. Paired Sample t-Test
2d. One-Way ANOVA
3. Hypothesis – Non-parametric 5
3a. Runs Test
3b. Chi – Square Test
3c. Mann-Whitney U Test
3d. Wilcoxon Signed Rank Test
3e.Kruskal - Wallis Test
4. Correlation & Regression 2
4a. Correlation
4b. Regression
5. Portfolio Selection 3
6. Revenue Management 2
7. Transportation & Assignment 3
9a. Transportation Problem
9b. Assignment Problem
8. Networking Models 3
9. Queuing Theory 2
10. Inventory Models 3
Text Books
1. Robert H Carver, Doing Data Analysis with SPSS: Version 18.0, 5th Ed,
Cengage Learning, Delhi, 2016.
2. David M. Levine et al, Statistics for Managers using MS Excel, 8th
Edition, Pearson Publications, 2016.
Reference Books
1. David R. Anderson, et al, An Introduction to Management Sciences:
Quantitative approaches to Decision Making, 15th edition, Cengage
Learning Inc, 2016.
2. Paneerselvam R., Operations Research, 2th edition, Prentice Hall of
India, New Delhi, 2009.
3. Hamdy A Taha, Introduction to Operations Research, 9th edition,
Prentice Hall India, New Delhi, 2014.
L T P X C H
225MBA6205 DESIGN THINKING
0 0 2 3 2 5
Pre-requisites Nil
Course Category: Program Core Course Type: Practical
To cover the basic dimensions of design thinking and help students
apply the concepts of design thinking. To enable the students to relate better to
businesses and connect with customers’ needs and preferences. To help
students to draw from diverse fields like social sciences, sciences, engineering
etc. and develop the mindset to solve human problems in the business world.
Course Outcome(s):
CO1: Remember the basics of design thinking
CO2: Understand to empathize with the needs of customers through design
thinking
CO3: Apply the ideas generated through design thinking
CO4: Analyze the effectiveness of analyses carried out through design thinking
CO5: Evaluate the solutions framed through design thinking

CO / PO
PO 1 2 3 4 5 6 7 8 9 10 11 12
CO1 S L M
CO2 M S S
CO3 L S
CO4 L M
CO5 M
Unit I: Introduction to Design Thinking 9 Hours

Design thinking- Meaning and definition- Applications-Different phases-
Outcomes in terms of innovation and problem solving
Unit II: Empathize Phase in Design Thinking 9 Hours

Empathy and understanding- Identifying a customer- Customer journey
mapping- Defining users’ explicit needs- Understanding users’ feelings and
emotions- Insightful thinking- User centric approach
Unit III: Analyze Phase in Design Thinking 9 Hours

Analyze- Multi-whys- Analyzing whys-5-Whys-Identifying and understanding
Conflict of interest- Different types, tools- ENV model- Creating and reasoning
Unit IV: Solve Phase in Design Thinking 9 Hours

Solve- Divergent phase- TRIZ and ARIZ-TRIZ methodology in Karmic design
thinking-Principles of inventive problem solving
Unit V: Test Phase in Design Thinking 9 Hours

Test-New ideas testing- importance of customer insights-Conditions for tests to
be successful-Assumptions, features and Trials for testing of ideas-
Significance of iterations for products/services.
Total - 45 hours
Text Book(s):
1. Ramadurai, B. (2020). Karmic Design Thinking: A Buddhism-Inspired
Method to Help Create Human-Centered Products & Services. Self-Published.
https://www.amazon.in/Karmic-Design-Thinking-Buddhism-Inspired-Human-
Centered/dp/9354190103
Reference Book(s):
1. Brown, T. (2009). Change by Design. HarperCollins e-books.
https://www.amazon.in/Change-Design-Transforms-Organizations-
Innovation-ebook/dp/B002PEP4EG
L T P X C H
222MBA5114 DESIGN THINKING
3 0 0 0 3 3
Pre-requisites Nil
This Lecture provides an overview of strategic management. It introduces a

practical, integrative model of the strategic-management process and defines basic
activities and terms in strategic management anddiscusses the importance of business
ethics. After reading this lecture you will be able to know that: What Is Strategic
Management?Discuss the nature of strategy formulation, implementation, and
evaluation activities
Course Outcome(s):
CO1 To provide the better and up-to-date information about the

organization's current position and to predict where can be the
organization stand in future.
CO2 To make managers and organizational members more alert about
the opportunities and threatening development in their
corresponding field.
CO3 To analyze and choose the various strategies for develop the
business
CO4 To analyze the opted strategy for evaluation and make corrective
action.
CO5 To identify the various strategic issues in the business.
CO/ PO PO PO PO PO PO PEO PEO PEO

PO7 PO8 PO9 PO10 PO11 PO12
PO 1 2 3 4 5 6 1 2 3
CO1 S M L L L M M L M M M
CO2 S M L L L L M M L M M M
CO3 S M L L L L L M M L M M M
CO4 S M L L L L L M M L M M M
CO5 S M L L L L M M L M M M
Unit – I Introduction To Strategic Management 09 Hours
Conceptual framework for strategic management, the Concept of Strategy and
the Strategy Formation Process – Stakeholders in business – Vision, Mission
and Purpose – Business definition, Objectives and Goals - Corporate
Governance and Social responsibility - Strategic Leaders – outcomes of
strategic decision-case study.
Unit – II COMPETITIVE ADVANTAGE 09 Hours
External Environment - Competitor Analysis:Porter’s Five Forces Model-
Strategic Groups Competitive Changes during Industry Evolution-Globalization
and Industry Structure - National Context and Competitive advantage Internal
Environment:Resources- Capabilities and competencies–core competencies-
Low cost and differentiation Generic Building Blocks of Competitive Advantage-
Distinctive Competencies Resources and Capabilities durability of competitive
Advantage- Avoiding failures and sustaining competitive advantageCreating
Value chain-Case study.
UNIT III STRATEGIES 09hours
The generic strategic alternatives – Stability, Expansion, Retrenchment and
Combination strategies - Business level strategy- Strategy in the Global
Environment-Corporate Strategy Vertical Integration-Diversification and
Strategic Alliances- Building and Restructuring the corporation- Strategic
analysis and choice - Environmental Threat and Opportunity Profile (ETOP) -
Organizational Capability Profile - Strategic Advantage Profile - Corporate
Portfolio Analysis -SWOT Analysis - GAP Analysis - Mc Kinsey's 7s Framework
- GE 9 Cell Model – Distinctive competitiveness - Selection of matrix - Balance
Score Card-case study.
UNIT IV STRATEGY IMPLEMENTATION & EVALUATION 09Hours
The implementation process, Resource allocation, Designing organizational
structure-Designing Strategic Control Systems- Matching structure and control
to strategy-Implementing Strategic change-Politics-Power and Conflict-
Techniques of strategic evaluation & control-case study.
UNIT V STRATEGIC ISSUES 09hours
Functional Strategies: Marketing, Human Resources, Production / Operations
and R & D Finance / Accounting and other issues. Managing Technology
and Innovation-Strategic issues for Non-Profit organizations, Leadership
Implications for Strategy in the Indian Scenario-case study.
Managing Technology and Innovation-Strategic issues for Non-Profit
TEXTBOOKS
1. Charles W Hill & Jones, An Integrated Approach to Strategic Management,
12thIndian edition, Cengage Learning, Delhi, 2017.
2. Gregory Dess, Strategic Management Text and Cases, 3rd edition, Tata
McGraw Hill, New Delhi, 2015.
3. John A.Parnell. Strategic Management, Theory and practice Biztantra
(2012).
4.AzharKazmi, Strategic Management and Business Policy, 3 rdEdition,Tata
McGraw Hill, 08
REFERENCES
1. AdriauHAberberg and Alison Rieple, Strategic Management Theory &
Application, Oxford University Press, 2008.
2. Lawerence G. Hrebiniak, Making strategy work, Pearson, 2005.
3. Gupta, Gollakota and Srinivasan, Business Policy and Strategic
Management – Concepts and Application, Prentice Hall of India, 2005.
4. Dr.DharmaBir Singh, Strategic Management & Business Policy, KoGent
Learning Solutions Inc., Wiley, 2012.
5. John Pearce, Richard Robinson and Amitha Mittal, Strategic Management,
McGraw Hill, 12th Edition, 2012
LOGISTICS AND SUPPLY CHAIN MANAGEMENT
Course Code Course Name L T P X C H
222MBA5165 Container and Freight Services Management 4 0 0 0 4 4
222MBA5166 Logistics in E-Commerce 4 0 0 0 4 4
222MBA5167 Port Management 4 0 0 0 4 4
222MBA5168 Supply Chain Analytics 4 0 0 0 4 4
222MBA5169 Supply Chain Management 4 0 0 0 4 4
222MBA5170 Warehouse and Inventory Management 4 0 0 0 4 4
CONTAINER AND FREIGHT L T P X C H
223MBA5165
MANAGEMENT 4 0 0 0 4 4
Pre-requisite : Basic Knowledge in Operations Management
Course Category: Elective Course Type: Theory
In the course of Container Management of current developments in the liner
shipping, and to enable them to understand the application of quantitative
techniques in container transport management decision making.
Course Outcome(s):
CO1: Identify the principal container ship types, characteristics, layout, sizes
and tonnages.
CO2: Understand the modes of handling containers in International transport
operations.
CO3: To understand the nature of operating and voyage costs in scheduled
liner shipping services.
CO4: Understand the structure of world containerized trade routes and the
major container ports within it.
CO5: Analyze the business related problems in intermodal problems.

CO/ PO PO PO PO PO PO PO PO PO PO PO PO PEO PEO PEO
PO 1 2 3 4 5 6 7 8 9 10 11 12 1 2 3
CO1 S M L L L M M L L M M M
CO2 S M L L L L L M M L L M M M
CO3 S M L L L L M L M M L L M M M
CO4 S M L L L M L M M L L M M M
S=Strong, M=Medium, L=Low
Module1: Multimodal Transport 12 Hours
Types of containers - Multimodal Transport -Advantages - Freight Rate
Structure & Shipping Regulations, Principal factors impacting ocean freight
rates - International Commercial Terms Multimodal Transport Network System
- Advanced system in Container management - Sea Freight Container details -
Customs connection & Multimodal Transport in International Trade - Maritime
Frauds. Container crimes
Module2: Containerization 12 Hours
Introduction to the Container Business and Role of Container Terminals.
Containerisation- The beginning of the container revolution and changes in
Liner trades in the modern supply chain - The growth of Containerisation in
global trade. Types and functions of container terminals- Gateway,
transshipment, transit, dedicated, common user. Terminal ownership - Global
container terminal operators - Regional terminal operators
Module3: Container Terminology 12 Hours
Container characteristics - ISO standards - Types and purpose - Container
terminology - Marks and numbers. Container integrity and security. Container
packing. Container seals and securing techniques - Container ownership and
management - Owning vs. Leasing – Storage, maintenance and repair.
Container ship types, sizes and characteristics - Layout and design of a
modern containership - Lack of deck obstructions, speed - Owning vs.
Chartering.
Module4: Infrastructure and Layout of Container Terminals
12 Hours
Infrastructure and layout of container terminals - Berth and quay
characteristics - Apron width, quay crane rails - Container yard size, layout
and markings - Container Freight Station (CFS) - Gates, offices, maintenance
facilities, fencing and traffic control. Types and purpose of equipment used in
container terminals - Ship to shore handling equipment -Yard equipment for
transfer, storage and delivery - CFS and other terminal equipment - Terminal
automation
Module5: Ship and Quay operations 12 Hours
Container Terminal Operations - Ship and quay operations - Discharge and
load procedures Crane numbers and productivity. Yard operations - Yard
Management - Storage and delivery. Gate operations - Layout and traffic flows -
Security and Inspections. CFS operations - Outturns and customs inspections
- Repacking and value adding. Container terminal resourcing - Managing staff
numbers - equipment matrix - Electronic Data Interchange (EDI). KPIs for
terminal operations -
Text Book(s):
1. Dr. Hariharan K. V,“ Container & Multimodal Transport Management”,
Shroff Publishers and Distributors Pvt. Ltd, 3 st Edition, 2017.
2. Kap Hwan Kim,Hans- Otto Günther, “ Container Terminals and Cargo
Systems: Design, Operations Management, and Logistics Control Issues”,
Springer; 2nd Edition, 2015.
3. Evrim Ursavas Guldogan , “ Port Operations and Container Terminal
Management: with applications”, Springer , 6th Edition, 2015
Reference(s):
1. Wiley, “Port Operations and Container Terminal Management”, Evrim
UrsavasG uldogan, Springer, Latest Edition,2017.
2. Urgen Sorgen Frei, “Port Business”,BoD Books, 3rd Edition,2016
L T P X C H
223MBA5166 LOGISTICS IN E-COMMERCE
4 0 0 0 4 4
Pre-requisite: Basic Knowledge in Operations Management
In the course of logistics in E-commerce of current developments in the liner
shipping, It is also designed to serve as a terminal course for those not
intending to specialize in Logistics. to enable them to understand the
application of quantitative techniques in container transport management
decision making.
Course Outcome(s):
CO1: Identify the principal e-commerce, characteristics, scheduling through
MIS.
CO2: Understand the technology and framework in E-commerce
CO3: To understand the nature of e-commerce in marketing and advertising
CO4: Understand the structure of reverse logistics and optimization
CO5: Analyze the business related electronic data interchange tools.

PO 1 2 3 4 5 6 7 8 9 10 11 12 1 2 3
Module1: Introduction 12 Hours
Introduction to E-commerce logistics including delivery and pickup models and
the overall logistic setup – Order Processing – Activities associated with order
processing like identifying order request from MIS, creating customer account
for new customers, identifying the order requirements and placing a processing
request in MIS, notifying customers through system, updating the delivery
requirements, checking with stock, coordinating with vendor, etc – Types of
order processing - Roles and responsibilities associated with order processing -
Procedures for generating plans and schedules through MIS
Module2: E-commerce and its Technological Aspects 12 Hours
Overview of developments in Information Technology and Defining E-
Commerce: The scope of E commerce, Electronic Market, Electronic Data
Interchange, Internet Commerce, Benefits and limitations of E-Commerce,
produce a generic framework for E-Commerce, Architectural framework of
Electronic Commerce, Web based E Commerce Architecture.
Module3: Types of Ecommerce 12 Hours
B2B-B2C and intra business. Retail Ecommerce – Retailing through internet,
Direct Online Sales model and its types- Business Models for e commerce-
meaning definition importance. E business models based on the relationships
of transaction types- manufacture model, advertising model, value chain
model, brokerage Model Marketing on the web-marketing strategies, creating
web presence, advertising, customer service and support, web branding
strategies, web selling models. Electronic Payment system Electronic CRM
Applications. E-Security-Understanding of Key terms of E- Commerce
Module4: Reverse Logistics 12 Hours
Basic of reverse logistics - The concept of reverse logistics. The key activities
involved in terms of identifying daily pickups, scheduling pickup for the day,
coordinating with carriers, route map optimization, collecting pickup and
feedback - Types of reverse logistics – Return from customer, return by career,
return of damaged product, etc - Roles and responsibilities associated with
reverse logistics - Global best practices and statistics associated with reverse
logistics
Module5: Electronic Data Interchange 12 Hours

Benefits of EDI, EDI technology, EDI standards, EDI communications, EDI
Implementation, EDI Agreements, EDI Security. Electronic Payment Systems,
Need of Electronic Payment System: Study and examine the use of Electronic
Payment system and the protocols used, Study Electronic Fund Transfer and
secure electronic transaction protocol for credit card payment. Digital economy:
Identify the methods of payments on the net – Electronic Cash, cheques and
credit cards on the Internet.
Text Book(s):
1. Course Material Prepared by LSC
2. Mr. Gibson G, “Retail Management: Functional Principles& Practices”,
Jaico Publishing house, 6th Edition, 2003.
3. Ray, Supply Chain Management For Retailing, TMH, 2010.
4. James B. Ayers, Retail Supply Chain Management, Auerbach
Publications, 2007
Reference(s):
1. Elias. M. Awad, " Electronic Commerce", Prentice-Hall of India Pvt Ltd.
2. RaviKalakota, Andrew B. Whinston, "Electronic Commerce-A Manager's
guide", Addison-Wesley.
3. Efraim Turban, Jae Lee, David King, H.Michael Chung, “Electronic
Commerce–A ManagerialPerspective", Addison-Wesley.
4. Elias M Award, “Electronic Commerce from Vision to Fulfilment”, 3rd
Edition, PHI, Judy Strauss, Adel El-Ansary, Raymond Frost, “E-
Marketing”, 3RDEdition, Pearson Education
L T P X C H
223MBA5167 PORT MANAGEMENT
4 0 0 0 4 4
The objective of this course is to enable the students understand the types of
ships and working of port. It seeks to achieve the objective by helping the
participants to undergo meaningful discussions and deliberations relating to
the processes involved in the port during the course of handling cargo and the
transportation of the same for tackling them during their real assignment in
logistics. This course is intended to be a equipping course for those who plan to
do further career in Ports. It is also designed to serve as a terminal course for
those not intending to specialize in Logistics
Course Outcome(s):
CO1: Understanding the basics of variety of ships and controls in ports
CO2: Learn to do appropriate surveys related to ships and cargo through
inspections and
acquire required certificates.
CO3: Understand the role and responsibilities of the charter parties and crew
in the ship
CO4: Learn the document the cargo inside and outside the ship on the course
of its stay in the port.
CO5: Understanding the roles, responsibilities and legal framework relating to
Port and Port Agent.

PO 1 2 3 4 5 6 7 8 9 10 11 12 1 2 3
Ship-Ship Sizes-Bulk Carrier – Tween deckers-Tankers-Chemical &Parcel
Tankers-Gas Carriers-Specialized Dry Cargo Ships. Registration &
Classification. Flags of Convenience-Offshore Flags-Port State Control-
Classification
Module2: Safety Aspects 12 Hours

Safety Certificates and Surveys, Safety Certificates-Load line Certificates-Cargo
Gear Certificate- Maritime Declaration of Health Certificate-Surveys and
Inspections. Charter parties. Time Charter- Delivery-Owner’s Agent-Agent’s
Influence upon Charter-Port Agent’s Role in Charter party
negotiations/Implementation
Module3: Time Counting 12 Hours

Importance of Time-Notice of Readiness-Demurrage and Despatch-Statements
of Facts &Timesheets-Stoppages. Operations. Arrangement and Supplying of
Services Upon Behalf of Principal-Cargo-Ship-Crew Repatriation-Desertion-
Mail.
Module4: Cargo Documentation 12 Hours

Introduction-Letter of Indemnity-Collecting Freight-Discharging Port Agent and
Bill of Lading-Functions of Bill of Lading-Mate’s Receipt-Manifest. Geography of
Trade - Political Factors – Labour – Port - Places of Source-Economic Factors-
Environmental Issues
Module5: Port Agents and Law 12 Hours

Introduction-Practical Duties and Obligations-Noting Protest - P&I
Associations- General Average - Sensible Precautions taken by Prudent Port
Agent. Relationships with Principals, Disbursement Accounting-Division of
Costs-Final Disbursement Invoice - Operational Accounting - Office
Organization.
Text Book
1. Port Management and Operations, Patrick M. Alderton, Lloyd's List
Publisher, Fifth Edition, 2015.
Reference Books
1. Port Security Management, Kenneth Christopher, Auerbach Publications,
Eighth Edition, 2016.
2. Elements of Port Operation and Management, Branch, A. E., Chapman &
Hall, Fourth Edition, 2015.
L T P X C H
223MBA5168 SUPPLY CHAIN ANALYTICS
4 0 0 0 4 4
To make them to understand the importance of Context of today’s supply
chains (SC) Analytics. To facilitate the students for role and applications of
Descriptive Analytics in a Supply Chain. To equip them to Foundation of
Business Analytics (BA). To provide insight on the Network Planning in a
Supply Chain and Foundation of Modelling Coordination Decisions & Role of
ICT in Supply Chains.
Course Outcome(s):
CO1: Understand the importance of Supply Chain Analytics
CO2: Provide Optimal solution to supply chain problems.
CO3: Apply Descriptive and Predictive Analytics in a Supply Chain
CO4: Analyze the level of uncertainty associated with the supply of products
and services
CO5: Targeted customer segments and justify the choice of a supply chain
strategy and its fit with competitive strategy.

PO 1 2 3 4 5 6 7 8 9 10 11 12 1 2 3
Context of today’s supply chains (SC) analytics-Understanding and defining the
supply chain analytics (SCA)-Revisions of Basic Lessons of Supply Chain
Management-Analytics Important in a supply chain-Relating Operations
Management with Supply chain concepts with SC Analytics-The importance of
supply chain analytics in the flows involving material, money, information and
ownership-
Module2: Descriptive Analytics in Supply Chain 12 Hours
Concept of Descriptive Analytics in a Supply Chain-Discussion on a Few
Supply Chains Analytics applications in India -Decision Domains in in supply
chain analytics- Key issues in supply chain analytics-contents in supply chain
analytics- A Case Study of Supply Chain Analytics.
Module3: Designing and Planning in SCA 12 Hours
Introduction to Modeling, Approaches for Optimization and Simulation, -
Supply Chain (SC) Decisions that requires mathematical or interpretative –
modelling Understanding of Data and its role in Analytics-Analytics of a
Transportation problem in a Supply Chain-Managerial implication of results of
analytics- Case Studies- Foundation of Prescriptive Analytics in Network
Planning - Supply Chain Network Planning in a Supply Chain
Module4: Prescriptive Analytics in Network Planning in a Supply Chain
12 Hours
Importance of Network Planning-Design of Logistics Network using
Heuristics/optimization -Concept of 3PL/4PL in a Supply Chain- Case Studies-
Foundation of Modeling Coordination Decisions in Supply Chain Management-
Foundation of Performance Management in Supply Chain Management- It
Enablement of Supply Chains -Role of ICT In Supply Chains-Case studies
Module5: Actionable Insights, SC & Analysis 12 Hours
Recap of Google Analytics reports and tools - Finding actionable insights -
Getting the organization involved - Creating a data-driven culture &Resources -
Common mistakes analysts make - Additional Web analytics tools - Radian-
Sentiment analysis - Workflow Management - Text analytics
Text Book(s):
1. Brian Clifton (2012).Advanced Web Metrics with Google Analytics (3rd ed), Wiley.
2. Sunil Chopra, and Peter Meindl (2013).Supply chain management (10th
ed), Pearson.
3. RahulSaxena, AnandSrinivasan (2013). Business Analytics (3rd ed) Tata
McGraw Hill.
Reference(s):
1. Brent Dykes (2014). The Web analytics Kick Start Guide, Adobe Press
Book by Peachplt
2. Waisberg Daniel(2015).Google Analytics Integrations (Kindle Edition),
Wiley
L T P X C H
223MBA5169 SUPPLY CHAIN MANAGEMENT
4 0 0 0 4 4
This module provides an overview of logistics management in organizations
based on the concept of supply chain management (SCM). From the knowledge
of the logistical implications in the functions of the organization we take an in-
depth look at each of the traditional fields of logistics: sourcing and
procurement, storage, distribution and reverse logistics. Each one presents and
analyses the different logistics strategies and basic tools commonly used for
design and management. Finally, we present the technologies used to identify
and monitor products in the supply chain.
Course Outcome(s):
CO1: Explain concept of Supply Chain Management and propose the main
performance drivers of supply chain performance.
CO2: Express the major slacks in supply chains and formulate the approaches
to manage them and construct a mode to generate forecasts for a
company’s products.
CO3: Conceptualize the phenomenon of bull-whip effect in supply chains and
propose the methods to mitigate its effect in supply chain.
CO4: Evaluate modes of transportation, assess the selection criteria and select
transportation options and analysis the various factors to select an
appropriate location for a facility.
CO5: Evaluate the sourcing decisions and prepare the supplier selection and
interpret the strategic framework and synthesis for supply chain
operational (SCOR) model.

PO 1 2 3 4 5 6 7 8 9 10 11 12 1 2 3
Module1: Introduction to Supply Chain Management 12 Hours
Supply Chain – Objectives – Importance – Decision Phases – Process View –
Competitive and Supply Chain Strategies – Achieving Strategic Fit – Supply
Chain Drivers – Obstacles – Framework – Facilities – Inventory –
Transportation – Information.
Module2: Designing the Supply Chain Network 12 Hours

Designing The Distribution Network – Role of Distribution – Factors Influencing
Distribution – Design Options – E-Business and Its Impact – Distribution
Networks in Practice – Network Design in The Supply Chain – Role Of Network
– Factors Affecting The Network Design Decisions – Modeling For Supply
Chain.
Module3: Designing and Planning Transportation Networks 12 Hours

Overview of Demand Forecasting in the Supply Chain, Aggregate Planning in
the Supply Chain, CPFRP, Managing Predictable Variability, Managing Supply
Chain Cycle Inventory, and Role of transportation, modes and their
performance, transportation infrastructure and policies, design options and
their trade-offs, Tailored transportation, Outbound to customer logistics
systems.
Module4: Sourcing and Pricing 12 Hours

Sourcing – In-house or Outsource – Types of Purchasing Strategies - 3rd and
4th PLs – supplier scoring and assessment, selection – design collaboration –
procurement process – sourcing planning and analysis, World Wide Sourcing.
Pricing and revenue management for multiple customers, perishable products,
seasonal demand, bulk and spot contracts.
Module5: Coordination in Supply Chain Activities 12 Hours

Uncertainty in the Supply Chain – Safety Inventory. Determination of Optimal
Level of Product Availability, Lack of supply chain coordination and the
Bullwhip effect – obstacle to coordination, managerial levers, building
partnerships and trust, continuous replenishment and vendor-managed
inventories, collaborative planning, forecasting and replenishment.
Text Book(s):
1. Sunil Chopra and Peter Meindl, Supply Chain Management – Strategy,
Planning and Operation, Pearson/PHI, 3rd Edition, 2017.
2. Coyle, Bardi, Longley, The management of Business Logistics – A supply
Chain Perspective, Thomson Press, 2015.
Reference(s):
1. Donald J Bowersox, Dand J Closs, M Bixby Coluper, Supply Chain
Logistics Management, TMH, Fourth Edition, 2015.
2. Supply Chain Management by Janat Shah Pearson Publication, 2015.
3. Wisner, Keong Leong and Keah-Choon Tan, Principles of Supply Chain
Management A Balanced Approach, Thomson Press, 2015.
223MBA5170 WAREHOUSE AND INVENTORY L T P X C H

MANAGEMENT
4 0 0 0 4 4
The objective of the course is to provide students with analytical skills that are
necessary for the understanding of inventory and warehousing management
knowledge and principles. This course emphasizes the importance of the roles
and functions of inventory and warehousing operations in logistics and supply
chain management. This subject also provides students with the basic
knowledge and skills regarding the design and management of warehousing
operations.
Course Outcome(s):
CO1: Understanding the concepts related to warehousing.
CO2: Demonstrate the importance of optimum inventory and efficient
warehousing management in business
CO3: Identify inventory and warehousing issues in an integrated logistics flow
which reflects
sound business practices
CO4: Understand the role of Inventory control in Warehouse management
system.
CO5: Understand and analyze the need for Inventory management system.

PO 1 2 3 4 5 6 7 8 9 10 11 12 1 2 3
Module1: Introduction to Warehouse Concepts 12 Hours
Introduction-Definition of Warehouse-Need for Warehousing-Selection of
Warehouse- Sequence of Warehousing Decisions-Types of Warehouses-Factors
determining location of warehouse- Characteristics of Ideal Warehouse.
Module2: Functions of Warehouse 12 Hours

Factors affecting number of warehouses-Functions of Warehouse-Warehouse
Operations
Module3: Storage Systems 12 Hours

Centralized and Decentralized-Storage Systems-Palletized Storage Systems.
Module4: Inventory Management 12 Hours

Role in Supply Chain-Role in Competitive Strategy-Role of Inventory Control-
Functions of Inventory-Types of Inventory-Inventory Cost-Need to hold
Inventory- Mechanics of Inventory Control-Selective Inventory Control-
Economic Order Quantity-Just In Time System-Warehouse Management
System.
Module5: Inventory Control 12 Hours

Warehouse Management System-Master Production Scheduling-Material
Requirement Planning-Distribution Requirement Planning-Comparison
between independent and Dependant Demand Systems-Inventory Records-ABC
Inventory Control-Fundamentals of various types of material handling
Equipment-Types of Conveyors-Bar Code-Benefits of Bar Coding-Tracking,
Inventory Management-Validation-RFID-Principle of RFID Benefits of RFID-
Antenna-Potential, Benefits of RFID.
Text Book(s)
1. Bowersox, D.J., Closs, D.J., Cooper, M.B., & Bowersox, J.C. Supply Chain
Logistics Management. (5th ed.), McGraw Hill/Irwin,2016
Reference Book(s)
1. Warehouse Management and Inventory Control, J P Saxena, Vikas
Publication House
Pvt Ltd, Third Edition, 2015.
2. Warehouse Management: Automation And Organisation Of Warehouse and
Order Picking Systems [With CDROM], Michael Ten Hompel, Thorsten
Schmidt,Springer-verlag, Sixth Edition, 2016
MARKETING MANAGEMENT
222MBA5115 Brand Management 4 0 0 0 4 4
222MBA5116 Consumer Behaviour 4 0 0 0 4 4
222MBA5117 Customer Relationship Management 4 0 0 0 4 4
222MBA5118 Retail Marketing 4 0 0 0 4 4
222MBA5119 Sales and Distribution Management 4 0 0 0 4 4
222MBA5120 Services Marketing 4 0 0 0 4 4
L T P X C H
223MBA5115 BRAND MANAGEMENT
4 0 0 0 4 4
Pre-requisite: 222MBA5110-Marketing Management
Course Category: Traditional Elective Course Type: Theory
The course builds on existing communications and consumer behaviour

models in order to explore many of the issues facing a modern-day brand
manager. Topics: evaluation of brands, brands and their relationships with
consumers, how to create brand equity and the tools required to manage equity
over time.
Course Outcome(s):
C01: Develop the knowledge about the brands prevalent at local and global
level
CO2: Understand, evaluate and compare the utility of brands for products and
services
CO3: Create ideas based on branding strategy enabling effectiveness in
marketing
CO4: Develop decision making based on brands and enable others to
understand
CO5: Develop Marketing decisions to implement branding strategies
PO 1 2 3 4 5 6 7 8 9 10 11 12 1 2 3
Module 1: Introduction to Brands 12 Hours
Basic Understanding of Brands – Concepts and Process – Significance of A

Brand – Brand Mark and Trade Mark – Different Types of Brands – Family
Brand, Individual Brand, Private Brand – Selecting a Brand Name – Functions
of a Brand – Branding Decisions – Influencing Factors.
Module 2: Brand Extension and Positioning 12 Hours
Introducing & Naming New Products and Brand Extensions-Advantages of

Extension-Disadvantages Of Extension-Types Of Extensions-Importance Of
Brand Extension-Understanding How Consumer Evaluate Brand Extensions-
Evaluating Brand Extension Opportunities-Identifying & Establishing Brand
Positioning, Positioning Strategies.
Module 3: Brand Association and Equity 12 Hours
Choosing Brand Elements to Build Brand Equity-Designing Marketing

Programs to Build Brand Equity-Integrating Marketing Communication to
Build Brand Equity-Leveraging Secondary Brand Association to Build Brand
Equity.
Module 4: Marketing Brand Overtime 12 Hours
Reinforcing Brands-Revitalizing Brands-Adjustment to Brand Portfolio-

Managing Brand Over Geographic Boundaries & Market Segment-Regional
Market Segment-Advantages and Disadvantages of Global Marketing Program
Global Brand Strategy.
Module 5: Marketing Strategy 12 Hours
Designing and Implementing Branding Strategies - Corporate Brand Building –

Retail Branding – Services Branding- Brand Audit– Case Studies.
Text Book(s):
Kevin Lane Keller, Strategic Brand Management, 4th Edition, Pearson
Education Publishers, New Delhi, 2013.
Lan Batey, Asian Branding: A great way to fly, Prentice Hall of India, Publishers
Singapore 2012.
Reference(s):
Ramesh Kumar S., Managing Indian Brands, Vikas publishing House (P) Ltd.,
New Delhi, 2011.
Uncles, M., Perspectives on Brand Management. Tilde University Press,
Melbourne. (ISBN 9 780734 610652), 2011.
Harsh.V.Verma, Brand Management Text & Cases, 2nd edition, Excel
publication,.2011
L T P X C H
223MBA5116 CONSUMER BEHAVIOR
4 0 0 0 4 4
Pre-requisite: 222MBA5110-Marketing Management
The course deals with the behavioral aspects of marketing management. It

explains how the markets, consumers behave under circumstances and how
the cultural, social, personal and psychological factors influence their behavior.
The course should enable students to develop marketing strategies that are
consumer based and create and enhance customer value.
Course Outcome(s):
CO1: To understand the fundamentals of consumer behavior, with emphasis
on the consumer in the marketplace, consumers as individuals, consumers as
decision makers, and consumers as influenced by culture and subcultures.
CO2: To develop your understanding of the consumer as an individual with

emphasis on various psychological theories of motivation, learning, personality,
and perception. To understand, discuss, and apply these theories to
advertising design.
CO3: To expand your understanding of market segmentation strategy, focusing

on sociological segmentation variables including social class; cultural, sub-
cultural, and cross-cultural influences, changing values and demographics;
and traditional vs. modern family influences.
CO4: To understand the application of consumer behavior concepts in a

competitive, dynamic, and global business environment.
CO5: To understand how consumer behavior highlights concerns about ethics

and social responsibility in the marketplace.

PO 1 2 3 4 5 6 7 8 9 10 11 12 1 2 3
Module 1: Introduction to Consumer Behaviour 12 Hours
Consumer Behaviour – Introduction, Importance, Determinants of Consumer

Behaviour, Factors Affecting Consumer Behaviour – Consumer Behaviour –
Concepts – Dimensions of Consumer Behaviors – Application of Consumer
Behaviour Knowledge In Marketing Decisions – Approaches To The Study Of
Consumer Behaviour.
Module2: Perception and Motivation 12 Hours
Motivation, Ability and Opportunity, Exposure, Attention and Perception

Categorizing and Comprehending Information - Attitude Formation and Change
– Consumer Learning-Personality Influence in Consumer Behaviour.
Module3: Socio Cultural Impact 12 Hours
Group Dynamics and Consumer Reference Groups – Family, Lifestyle – Social

Class Cultural and Sub-Cultural Aspects, Characteristics Of Social Class,
Social Influence On Consumer Behaviour – Cross Cultural Consumer
Behaviour- Problems In Cross Cultural Marketing.
Module 4: Consumer Behaviour Models 12 Hours
Personal Influence and Opinion Leadership – Diffusion of Innovations,

Adoption Process – Consumer Decision Making Process – Models of Consumer
Decision Process – Nicosia - Howard Sheth and Engel - Kollat Model - Post
Purchase Behaviour– Market Segmentation Consumer Behaviour – Consumer
Behaviour In Indian Context – Emerging Issues.
Module 5: Consumerism 12 Hours
Consumerism In India & Industrial Buying – Consumer Protection Act 1986,

MKTP Act 1969 – Industrial Buying & Service Marketing.
Text Book(s):
Leon G. Schiffman, Joseph Wisenblit Consumer Behaviour, 11th edition,
Pearson Education, 2015.
Amit Mookerjee , David L Mothersbaugh , Del I Hawkins, Consumer Behaviour,
Building Marketing Strategy , 11th edition, Tata McGraw Hill Education Private
Limited, 2010.
Reference(s):
Suja.R.Nair, Consumer behaviour in Indian Perspective, Himalaya
publications, 2nd Edition, 2015.
Paul Peter, Madison, Jerry C Olson, Consumer Behaviour & Marketing
Strategy, 9th edition, Tata McGraw Hill, New Delhi, 2010.
Loudon, Consumer Behaviour: Concepts and Application, 7th edition, Tata
L T P X C H
223MBA5117 Customer Relationship Management
4 0 0 0 4 4
Pre-requisites: 222MBA5110 - Marketing Management
Course Category: Traditional Course Type: Theory

Elective
This course is focused on the holistic understanding of customer relationship

management. It is important that such a course gives students a real world
understanding of CRM. How do organizations implement CRM such that it
benefits their business needs? How has CRM helped define best practices and
customer management methodology? How has CRM allowed for decision
making, evolved relationships to a higher level of understanding and more
meaningful interactions? The course seeks to give students exposure to all
these questions and more.
Course Outcome(s):
CO1: Apply the concept of CRM, the benefits delivered by CRM, the contexts in
which it is used, the technologies that are deployed and how it can be
implemented.
CO2: Implement how CRM practices and technologies enhance the

achievement of marketing, sales and service objectives throughout the
customer life-cycle stages of customer acquisition, retention and development
whilst simultaneously supporting broader organizational goals.
CO3: Implement various technological tools for data mining and also
successful implementation of CRM in the Organizations.
CO4: Apply CRM in the area of Analytics.
CO5: Design customer relationship management strategies by understanding

customers’ preferences for the long-term sustainability of the Organizations.
PEO PEO PEO

CO/ PO PO PO PO PO PO PO PO PO PO PO PO
CO1 S M L L M M L M M M
CO2 S L L L L M M L M M M
CO3 S M L L L M L L M M M
CO4 S L L L M L M M L M M M
CO5 S M L L M L M M L M M M
Module1: Introduction to CRM 12 Hours
CRM Definition, Need and Importance: Conceptual Framework of Customer

Relationship Management; The Value Pyramid, Customer Interaction Cycle,
Customer Profiling and Total Customer Experience, Goals of a CRM Strategy
and Obstacles, CRM Solutions Map, Discussing People, Processes and
Technology, CRM myths.
Module 2: CRM as a Business Strategy 12 Hours
CRM - Issues and Strategies; Winning Markets through Effective CRM; CRM as
a business strategy, CRM Process, Effective Customer Relation Management
through Customer Knowledge Management; Customer Interaction
Management, Call Centre management in CRM. Customer Centricity in CRM-
Concept of Customer centricity, Customer touch points, Customer Service,
Measuring Customer life time value-. Customer life cycle Management.
Module 3: Technological Tools for CRM and Implementation 12 Hours
Data Mining for CRM - Some Relevant Issues, Changing Patterns of e-CRM
Solutions in the Future; Structuring a Customer Focused IT Organization to
Support CRM; Organizational Framework for Deploying Customer Relationship;
measuring profitability CRM implementation – set by step process.
Module 4: CRM in Analytics 12 Hours
Analytical CRM: Managing and sharing customer data - Customer information

databases, Ethics and legalities of data use. Data Warehousing and Data
Mining concepts. Data analysis: Market Basket Analysis (MBA), Click stream
Analysis, Personalization and Collaborative Filtering.
Module 5: CRM in Services 12 Hours
Customer Relationship Management in service industry in India; Relevance of

CRM for Hospital Services; Customer Relationship Management in Banking
and Financial Services; CRM in Insurance Sector, Supply-Demand Mismatches
and their impact on CRM; The Past, Present and Future of CRM;
Text Book(s):
Jagdish N Sheth, Parvatiyar Atul, G Shainesh, Customer Relationship

Management: Emerging Concepts, Tools and Applications, 1st Edition, Tata
McGraw Hill, June 2008
Reference(s):
Ramesh Kumar S., Managing Indian Brands, Vikas publishing House (P) Ltd.,
New Delhi, 2011.
Uncles, M., Perspectives on Brand Management. Tilde University Press,

Melbourne. (ISBN 9 780734 610652), 2011.
Harsh.V.Verma, Brand Management Text & Cases, 2nd edition, Excel

publication,.2011
223MBA5118 RETAIL MARKETING L T P X C H

4 0 0 0 4 4
Pre-requisite: 222MBA5110 – Marketing Management
Providing students an exposure to basic concepts of retailing and latest trends

in Indian Retailing. Exploring the complexity of retail services and in
understanding how marketers differentiate their services offerings (customer
experiences),
Course Outcome(s):
CO1: To provide insights on retail operation
CO2: To understand effective methods and strategies required for retail

management
CO3: To understand how to utilize resources and techniques used in retail

management
CO4: To understand analysis of store location, merchandising, products and

pricing
CO5: To gain knowledge about shopping behaviour.
PEO PEO PEO

Module 1 -INTRODUCTION 12 Hours
An overview of Global Retailing – Challenges and opportunities – Retail trends

in India – Socio economic and technological Influences on retail management –
Government of India policy implications on retails.
Module II RETAIL FORMATS 12 Hours
Organized and unorganized formats – Different organized retail formats –

Characteristics of each format – Emerging trends in retail formats – MNC's role
in organized retail formats.
Module III RETAILING DECISIONS 12 Hours
Choice of retail locations - internal and external atmospherics – Positioning of

retail shops – Building retail store Image - Retail service quality management –
Retail Supply Chain Management – Retail Pricing Decisions. Merchandizing
and category management – buying.
Module IV RETAIL SHOP MANAGEMENT 12 Hours
Visual Merchandise Management – Space Management – Retail Inventory

Management – Retail accounting and audits - Retail store brands – Retail
advertising and promotions – Retail Management Information Systems - Online
retail – Emerging trends.
Module V RETAIL SHOPPER BEHAVIOUR 12 Hours
Understanding of Retail shopper behavior – Shopper Profile Analysis –

Shopping Decision Process - Factors influencing retail shopper behavior –
Complaints Management - Retail sales force Management – Challenges in
Retailing in India.
Text Book:
Michael Havy, Baston, Aweitz and Ajay Pandit, Retail Management, Tata
Mcgraw Hill, Sixth Edition,2007
Ogden, Integrated Retail Management, Biztantra, India, 2008.
Patrick M. Dunne and Robert F Lusch, Retailing, Thomson Learning, 4th
Edition 2008.
References:
Chetan Bajaj, Rajnish Tow and Nidhi V. Srivatsava, Retail Management, Oxford
University Press,2007.
Swapna Pradhan, Retail Management -Text and Cases, Tata McGraw Hill, 3rd
Edition, 2009.
Dunne, Retailing, Cengage Learning, 2nd Edition, 2008
Ramkrishnan and Y.R.Srinivasan, Indian Retailing Text and Cases, Oxford
University Press, 2008
SALES AND DISTRIBUTION L T P X C H
223MBA5119 MANAGEMENT
4 0 0 0 4 4
It aims to expose the students to development of sales and distribution

strategy, principles of sales force management and the management of
marketing channels. To enable the students, acquire and understand the
concept and meaning of distribution management.
Course Outcome(s):
CO1: Understand the basic concepts in sales management
CO2: Familiarise with sales force techniques and sales evaluation programs
CO3: Understand the training and development of sales force.
CO4: Identify the process of intermediaries
CO5: To gain insights into the selling and distribution process.
PEO PEO PEO

Module 1: INTRODUCTION TO SALES MANAGEMENT 12 Hours
Introduction - The Sales Management Function – Scope and Importance; Sales

Management —Sales Management and the Environment —Sales and Other
Departments —The Scope of Sales Management —Characteristics of the Sales
Job —Categories of Salesperson
Module 2: SALES FORCE MANAGEMENT 12 Hours
Sales Force Job Analysis and Description- Recruiting and Selecting Sales
Personnel- Training Sales Personnel- Motivating the Sales Force- Sales Force
Compensation- Evaluating Sales Performance- Ethical and Legal Issues in
Sales Management
Module 3: Training and Development of Sales Force 12 Hours
Training and Development of sales force—Significance of training— The focus

of sales training —The Sales Training Process—Assessing training needs—
Designing training content—Conducting group training sessions— Training
methodologies
Module 4: MANAGING DISTRIBUTION CHANNELS 12 Hours
Distribution Management - Introduction, need and scope. Channels -

Strategies and levels, retailing and wholesaling. Designing channel systems
and channel management
Module 5: Warehousing and Inventory Management 12 Hours
Definition—Global Warehouses—Field Warehouses—Policies and Procedures—

Types of Warehouse Space—Basic Principles of Warehouse and Inventory
Management.
Text books:
Krishna K. Havaldar, Vasant M. Cavale, Sales and Distribution Management -

Text and Cases,Third Edition, McGraw Hill Education, 2017
Gupta S.L., Sales and Distribution Management - Text and Cases - An Indian
Perspective, Excel Books, 2008.
Reference books:
Still, R. R. & Cundiff, E. W., Govoni, N. A. P. (2017). Sales and distribution

Management: (6th ed), Pearson.
Krishna K Havaldar and Vasant M Cavale (2017). Sales and Distribution

Management (3rd ed), Tata McGraw Hill. Tapan. K. Panda and Sunil Sahadev
(2019). Sales and Distribution Management(2nd ed), Oxford University Press
223MBA5120 SERVICES MARKETING L T P X C H

4 0 0 0 4 4
This course focuses on the key elements (culture, communications, strategy,

operations, people, and technology) that marketers must integrate to establish
and sustain service excellence and provide customer value. While the course
examines broad issues in managing service businesses and the service
component of manufacturing firms, a core theme is a how customer value is
created.
Course Outcome(s):
CO1: Develop in-depth understanding of key concept of customer expectation,

perception, Consumer behaviour and service quality dimensions in services
marketing.
CO2: Demonstrate an understanding of each part of the extended mix and be

able to present solutions to particular case study scenarios.
CO 3: Demonstrate an understanding of the drivers of growth in the service

industry and how these can be managed in a particular industry.
CO4: Learn the strategies and tools to deal with Service marketing challenges.
CO5: To understand how consumer expects services in the marketplace and

serves the customers accordingly to gain service satisfaction.
PEO PEO PEO

Module1: Introduction to Services Marketing 12 Hours
Foundations of Services Marketing - Concepts - Scope and Dimensions -

Services Marketing Environment – Global and National Perspectives-Consumer
Behaviour in Services-Customer Expectations of Services-Customer Perception
of Services, Understanding Customer Expectation Perception through
Marketing Research.
Module II: Features of Services 12 Hours
Classification of Services - Distinctive Features of Services - Service Market

Potential - Factors Contributing to the Growth of Service Marketing in the
Indian Context- Service Design.
Module III: Product Strategies 12 Hours
Assessing Service Marketing Opportunities Service Location – Service Market

Segmentation - Targeting Service Users - Positioning Strategies - Developing
Brand New Services - Pricing of Service - Issues Relating to Distribution-
Delivering Services through Interim.
Module IV: Communication Mix 12 Hours
Designing Communication Mix for Promoting Services - Advertising and

Publicity for Services - Personal Selling in Relation To Services - Information
Technology Impact on Service Marketing-Service Quality Measurement,
Integrated Gaps Model of Service Quality.
Module V: Marketing Strategy 12 Hours
Building Marketing Strategy for Hospitality, Tourism, Travel, Insurance,

Medical, Information Technology, Educational, Financial and Entertainment
Services – Event Management.
Text Book(s):
K. Hoffman, Marketing of Services, Concept, Strategies and Cases, 5 th Edition,
CENGAGE Learning, Delhi, 2016
Christian Gronroos, Service Management and Marketing, Illustrated & Revised
Edition, John Wiley and Sons Ltd, New Delhi, 2016.
Reference(s):
Christopher Love Lock, Service Marketing, 6th edition, Pearson Education Asia,
New Delhi, 2015.
Adrian Palmer, Principles of Services Marketing, 4th edition, Tata McGraw Hill,
New Delhi, 2012.
Rajendra Nargundkar, Service Marketing: Text and Cases, 3 rd edition, Tata
FINANCIAL MANAGEMENT
222MBA5125 Behavioural Finance 4 0 0 0 4 4
222MBA5126 Computational Finance 4 0 0 0 4 4
222MBA5127 Financial Derivatives 4 0 0 0 4 4
222MBA5128 Financial Institution and Services 4 0 0 0 4 4
222MBA5129 International Finance 4 0 0 0 4 4
222MBA5130 Mergers and Acquisitions
222MBA5131 Micro Finance
222MBA5131 Principles of Actuaries
222MBA5132 Security analysis and Portfolio Management
L T P X C H
222MBA5125 BEHAVIOURAL FINANCE
4 0 0 0 4 4
Pre-requisites Basic Knowledge in Financial Market
Course Category: Major Course Type: Theory
Elective
The objective and purpose of this course is to provide an in-depth discussion of
the modern development in behavioral finance. Both theory and empirical
evidence will be discussed. Learners will study the formation and burst
process of speculative bubbles, and Behavioral Portfolio Theory (BPT).
Course Outcome(s):
CO1 Identify the need for behavioral finance.
CO2 Understand various decision and behavioral theories.
CO3 Learn about heuristics and behavioral biases of investors.
CO4 Analyse and understand arbitrage and managerial decisions.
CO5 Thorough understanding about the price discovery in markets.

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CO S M L L L M M L L M M M
1
CO S M L L L L L M M L L M M M
2
CO S M L L L L M L M M L L M M M
3
CO S M L L L M L M M L L M M M
4
5 S=Strong, M=Medium, L=Low
Module 1: INTRODUCTION: WHY BEHAVIORAL FINANCE 12 Hours
The role of security prices in the economy – EMH – Failing EMH – EMH in
supply and demand Framework – Equilibrium expected return models –
Investment decision under uncertainty –Introduction to neoclassical economics
and expected utility theory – Return predictability in Stock market -
Limitations to arbitrage.
Module 2: DECISION AND BEHAVIORAL THEORIES 12 Hours

Utility/ Preference Functions: Expected Utility Theory [EUT] and Rational
Thought: Decision making under risk and uncertainty - Expected utility as a
basis for decision-making – Theories based on Expected Utility Concept -
Investor rationality and market efficiency.
Module 3: DECISION MAKING BIASES 12 Hours

Information screening bias - Heuristics and behavioral biases of investors –
Bayesian decision making – cognitive biases – forecasting biases – emotion and
neuroscience – group behaviour – investing styles and behavioral finance.
Module 4: ARBITRAGEURS 12 Hours

Definition of arbitrageur - Long-short trades - Risk vs. Horizon - Transaction
costs and short-selling costs - Fundamental risk - Noise-trader risk -
Professional arbitrage - Destabilizing informed trading.
Module 5: MANAGERIAL DECISIONS 12 Hours

Supply of securities and firm investment characteristics (market timing,
catering) by rational firms - Associated institutions - Relative horizons and
incentives - Biased managers.
TEXT BOOK(S):
1. Pompian, Michael M. Behavioral Finance and Wealth Management.
Wiley: New Jersey.
2. HershShefrin, Behavioural Corporate Finance, Tata Mc Graw Hill Irwin
Publishers
REFERENCE(S):
1. John R. Nofsinger, The Psychology of Investing (4th Edition), Pearson
Prentice Hall,
2. Meir Statman, What Investors Really Want, Learn the lessons of
behavioral Finance, McGraw Hill
3. Shleifer, Andrei (2000) Inefficient Marktes - An Introduction to
Behavioral Finance, ClarendonLectures in Economics.
4. Ackert, Lucy F., and Richard Deaves (2009) Behavioral Finance
Psychology, Decision-Making,and Markets, South Western.
5. Nofsinger, John (2013) The Psychology of Investing, 5th ed., Pearson.
L T P X C H
222MBA5126 COMPUTATIONAL FINANCE
4 0 0 0 4 4
Pre-requisites 222MBA5108 - FINANCIAL MANAGEMENT
Elective
The objective of this course is
To prepare students for basic empirical work in economics. In particular, topics
will include basic data analysis, regression analysis, testing, and forecasting.
Students will be provided with the opportunity to use actual economic data to
test economic theories.
To develop the critical insight to appraise econometric results obtained by other
researchers
Course Outcome(s):
Explain basic assumptions of the OLS, test their validity in

CO1
practical situations, and deal with their violations.
Apply basic simple and multiple linear regressions, and Ordinary
CO2
Least Squares (OLS) estimation procedure to real world problems.
Generate and test hypotheses using simultaneous equation and
CO3
know the consequences of multicollinearity and possible solutions
Use several statistical and econometric analyzing models and
CO4
techniques
Apply volatility models to estimate the return and market
CO5
movement.

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3
4
Module 1: INTRODUCTION 12 Hours
Computational finance – Scope, applications, overview of tools and techniques
event study methods - Single equation regression model - CNLRM - Hypothesis
Testing
Module 2: TECHNIQUES 12 Hours

Multiple Regression Models – Heteroscedascity – testing for Heteroscedascity -
Multicollinearity Autocorrelation, Cross Correlation.
Module 3: TIME SERIES AND FORECASTING METHODS 12 Hours

Stochastic process – unit root, test of stationarity, transforming non-stationary
time series, Cointegration augmented Dicky Fuller Test - Forecasting -
Application, methods modeling and forecasting trend, seasonality and cycle –
MA, AR and ARMA Models - VAR and Causality
Module 4: SIMULTANEOUS EQUATION MODELS 12 Hours

Nature - Identification of problem, test of simultaneity, methods - indirect least
square, two stage least square. Modeling Non-linear Time Series- Simple
nonlinear models-Threshold Autoregressive Model (TAR), The Smooth
Transition Autoregressive (STAR) model etc. Nonlinearity Tests etc.
Module 5: VOLATILITY MODELS 12 Hours

Basic ARCH process and GARCH process – Extension of ARCH and GARCH
model estimation - Conversion methods - VECM - Application of neutral
network, genetic Algorithm, expert system to finance - financial modeling
through use of GRETL, JMULTI and SPSS.
TEXT BOOKS
1. Christian Gourieroux, Joann Jasia, Financial Econometrics: Problems,
Models, and Methods,Princeton University Press, 2001.
2. Damodar.N.Gujarti , Basic Econometrics, 5 th edition, Tata McGraw-Hill,
New Delhi.
REFERENCES
1. Mark A White, Financial Analysis with an Electronic Calculator, 5 th
edition, Tata McGraw-Hill, New Delhi, 2004.
2. Russell lundholm and Richard Sloan, Equity Valuation and Analysis with
Eval 2004 CD-ROM, 2nd edition, Tata McGraw-Hill, New Delhi, 2004.
3. Peijie Wang, Financial Econometrics: Methods and Models, 1 st edition,
Routledge, 2002.
4. Walter Enders, Applied Econometric time series, John Wiley &Sons, New
Delhi.
L T P X C H
222MBA5127 FINANCIAL DERIVATIVES
4 0 0 0 4 4
Pre-requisites 222MBA5108 - FINANCIAL
MANAGEMENT
Elective
This course aims and providing an in-depth understanding of financial
derivatives in terms of concepts, structure, instruments and trading strategies
for profit and risk management.
Course Outcome(s):
CO1 Develop good skills in hedging risks using derivatives
CO2 Appreciate about future contract and options.
CO3 Understand in depth about options and swaps
CO4 Trace the evolution of derivative markets.
CO5 Develop in depth knowledge about stock options and index
futures in NSE

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Module 1: INTRODUCTION 12 Hours
Derivatives – Definition – Types – Forward Contracts – Futures Contracts –
Options – Swaps – Differences between Cash and Future Markets – Types of
Traders – OTC and Exchange Traded Securities – Types of Settlement – Uses
and Advantages of Derivatives – Risks in Derivatives.
Module 2: FUTURES CONTRACT 12 Hours

Specifications of Futures Contract - Margin Requirements – Marking to Market
– Hedging using Futures – Types of Futures Contracts – Securities, Stock Index
Futures, Currencies and Commodities – Delivery Options – Relationship
between Future Prices, Forward Prices and Spot Prices.
Module 3: OPTIONS 12 Hours

Definition – Exchange Traded Options, OTC Options – Specifications of Options
– Call and Put Options – American and European Options – Intrinsic Value and
Time Value of Options –Option payoff, options on Securities, Stock Indices,
Currencies and Futures – Options pricing models – Differences between future
and Option contracts.
Module 4: SWAPS 12 Hours

Definition of SWAP – Interest Rate SWAP – Currency SWAP – Role of Financial
Intermediary – Warehousing – Valuation of Interest rate SWAPs and Currency
SWAPs Bonds and FRNs –Credit Risk.
Module 5: DERIVATIVES IN INDIA 12 Hours

Evolution of Derivatives Market in India – Regulations - framework – Exchange
Trading in Derivatives – Commodity Futures – Contract Terminology and
Specifications for Stock Options and Index Options in NSE – Contract
Terminology and specifications for stock futures and Index futures in NSE –
Contract Terminology and Specifications for Interest Rate Derivatives
TEXT BOOKS
1. John.C.Hull, Options, Futures and other Derivative Securities‟, PHI
Learning, 9th Edition, 2012.
2. Keith Redhead, „Financial Derivatives – An Introduction to Futures,
Forwards, Options and SWAPs‟,– PHI Learning, 2011.
REFERENCES
1. Stulz, Risk Management and Derivaties, Cengage Learning, 2nd Edition,
2011.
2. Varma, Derivaties and Risk Management, 2ndt Edition, 2011.
3. David Dubofsky – „Option and Financial Futures – Valuation and Uses,
McGraw Hill International Edition.
4. S.L.Gupta, Financial Derivaties- Theory, Concepts and Practice, Prentice
Hall Of India, 2011.
WEBSITE
NSE, BSE.
FINANCIAL INSTITUTION AND L T P X C H
222MBA5128
SERVICES 4 0 0 0 4 4
Elective
The core objectives of this course are to understand the theories of financial
intermediaries and the importance role of financial institutions in the global
economy and evaluate the performance of different types of financial
institution. And also identify the main types of risk financial institutions are
exposed to and apply different methods to measure those risks to suit different
contexts.
Course Outcome(s):
CO1: To impart knowledge regarding the components of Indian Financial
System.
CO2: To provide in depth understanding of Indian banking system and risk
management in Banks.
CO3: To enable the students to understand the functioning of investment
banks and regulation governing their operations.
CO4: To equip the students with skills required to understand the operational
features of lending institutions and credit unions.
CO5: Describe the fund based and fee based services offered by financial
institutions.

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Module 1: INTRODUCTION TO FINANCIAL SYSTEMS 12 Hours
Overview of Indian Financial System – Concepts related to financial market and
institutions – Financial Regulations and Regulatory Institutions in India (RBI,
SEBI, IRDA, PFRDA) - Liberalization in Banking Sector - Banking Services -
Risk Management - Bank Norms, Banking Regulation Act, Payment Gateways-
Trends in Banking and Financial Services in India
Module 2: COMMERCIAL BANK 12 Hours

Size, Structure, and Composition of Industry, Wholesale and Retail Banking
Services, Regulators and Types of Regulation, Recent Trends in Commercial
banks - Risk Management in Banking - International Banking.
Module 3: INVESTMENT BANK 12 Hours

Securities Firm and Investment Bank, Services and Trading of Securities firm
and Investment Bank, Cash management, Mergers and acquisitions,
Regulation and investment banking trends.
Module 4: LENDINGINSTITUTIONSANDINSURANCECOMPANIES12 Hours

Development banks, Payment banks, small finance banks, Finance companies
- Size, structure, and composition of Industry, Regulators and Types of
Regulation. Life Insurance Companies and General Insurance Companies,
Recent trends and Regulation.
Module 5: FUND AND FEE BASED SERVICES 12 Hours
Bills discounting – Debt Securitization – Housing finance – Insurance Services,
Venture Capital Financing – Stock Broking – Credit Rating – Real Estate
Financing – Leasing and Hire Purchase – Mutual Funds – Letter of credit –
Bank Guarantee – Credit rating – Issue Management – Debt Restructuring.
Text Book(s):
1. Peter S. Rose, Sylvia C. Hudgins, (2014). Bank Management and Financial
Services, 8/e; New Delhi: Tata McGraw-Hill.
2. Khan, M.Y. (2015). Financial Services, 8/e; New Delhi: McGraw Hill
Education.
Reference(s):
1. Shanmugam, R. (2014). Financial Services, New Delhi: Wiley India.
2. Gurusamy, Financial Services and Markets, 1st edition, Thomson Learning,
New Delhi, 2007.
3. ZviBodie, Alex Kane, Alan J Marcus and Pitabas Mohanty, Investments,
6th edition, Tata Mc-Graw Hill, New Delhi, 2006.
4. Jeff Madura, Financial Markets & Institutions, 7th Edition, CENGAGE
5. Agarwal, OP, Banking & Insurance, Himalaya Publishing House, Mumbai.
6. George E Rejda, Principles of Risk Management & Insurance, Pearson
Education, New Delhi.
7. Joshi and Joshi (2009). Managing Indian Banks: The Challenges Ahead,
3/e; NewDelhi: Sage Publications.
L T P X C H
222MBA5129 INTERNATIONAL FINANCE
4 0 0 0 4 4
Elective
1. To familiarize the student with the various international funding agencies
and its contribution to world economy
2. To impart the knowledge in foreign exchange market and operations
3. To equip the student to understand the factors influencing the exchange
rate and its impact on MNC.
4. To provide insight to the various analytical techniques used in managing
foreign exchange exposure
5. To develop knowledge in euro currency market, instruments and market
operations
Course Outcome(s):
CO1 Know about the various international funding agencies, its functions,
financial product and services
CO2 Describe the foreign exchange market functioning and identify the
various determinants of foreign exchange rate.
CO3 Formulate the strategies for managing foreign exchange exposure
CO4 Understand and incorporate exchange risk into capital budgeting,
capital structure and cash management decisions
CO5 Demonstrate the operation of euro currency market and procedure
followed for euro issue.

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Module 1: INTERNATIONAL SOURCE OF FINANCE 12 Hours
International Finance overview - International Financial
Institutions/Development Banks – World Bank – IBRD – IDA – IFC – MIGA –
International Monetary Fund – Special Drawing Rights – Asian Development
Bank – Internationalization process.
Module 2: THE FOREIGN EXCHANGE MARKET 12 Hours
Swift – Arbitrage – Spot Market – Forward market – Cross rates of exchange,
Bid, Ask spreads – Balance of payments – Foreign exchange rates – Theories of
Foreign Exchange Rate.
Module 3: FOREIGN EXCHANGE EXPOSURE AND MANAGEMENT

12 Hours
Management of translation exposure – Methods – Management of transaction
exposure – Management of economic exposure - Methods, strategies.
Module4: FINANCIAL MANAGEMENT OF THE MULTINATIONAL FIRM

12 Hours
Foreign direct investment – Cost of capital and capital structure of the
multinational firm – Multinational capital budgeting – Multinational cash
management – Country Risk Analysis – International Taxation.
Module 5: FINANCING FOREIGN OPERATIONS 12 Hours

Eurocurrency markets – Instruments, interest rate swaps, currency swaps and
its pricing – Depository receipts – GDR and ADR, Euro and its implications for
India.
.
TEXT BOOKS
1. Adrian Buckley, Multinational Finance, 5 thedition, Prentice Hall of India,
New Delhi, 2003
2. Clark, International Finance Management, 2nd Edition, Cengage Learning,
Delhi, 2007.
REFERENCES
1. Shapiro, Multinational Financial Management, 4th edition, Prentice
Hall of India, New Delhi, 2001.
2. Sharan, Vyuptakesh, International Financial Management, 4th
revised edition, Prentice-Hall Of India Pvt. Limited.
3. C. Jeevanandam, Foreign Exchange - Practice, Concepts &
Control,15th edition, Sultan Chand and Sons, New Delhi, 2012
4. Madura, International Financial Management12th edition, South
Western, New Delhi, 2016.
L T P X C H
222MBA5130 MERGERS AND ACQUISITIONS
4 0 0 0 4 4
Elective
Course Outcome(s):
After completing this course, the student will be able to:As the course
combines theory and practice, students will learn the practical component by
visiting the sector and studying topics relevant to a specific area/topic, as well
as writing a report based on their findings.
CO1: Identify the key issues and concepts of mergers and acquisitions.
CO2: Understand the regulatory framework governing mergers and
acquisitions.
CO3: Equip students with various valuation approaches to mergers and
acquisitions.
CO4: Assess various case studies to analyze valuation strategies, pre and post-
merger issues and challenges.
CO5: Analyse the impact of taxation on corporate restructuring
PO 1 2 3 4 5 6 7 8 9 10 11 12 1 2 3
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Module 1: INTRODUCTION TOMERGERS AND ACQUISITIONS 12 Hours
Merger and Acquisition – Divestitures, reorganization, joint ventures, leveraged
buyouts - Corporate restructuring - Economic, legal and corporate finance
considerations of Mergers and Acquisitions.
Module 2: LEGAL FRAMEWORK 12 Hours

Laws Governing Mergers, Acquisitions, and Tender Offers - Securities Laws -
Measuring Concentration and Defining Market Share - European Competition
Policy - Regulation of Insider Trading - Company’s Obligation to Disclose -
Merger Negotiations, - Merger Strategy.
Module 3: VALUATION FOR MERGERS AND ACQUISITION 12 Hours

Financial Analysis - Hostile versus Friendly Deals – Free cash flow approach –
APV method – Comparable approach, Valuation Vs Pricing, Exchange Ratio.
Module 4: INTERNATIONAL NORMS 12 Hours

International takeovers, guidelines, case studies.
Module 5: ACCOUNTING FOR MERGERS AND ACQUISITIONS 12 Hours

Accounting for Merger and acquisition - Tax issues – Post Merger Integration
Issue
TEXT BOOKS
1. Borgese, Mergers and Acquisition, 1st edition, Tata Mc Graw Hill, New
Delhi, 2004.
2. Narayankar, Ravi, Merger and Acquisitions Corporate Restructuring,
Strategy and Practices- 2nd Ed. International Book House Pvt. Ltd- 2013
REFERENCES
1. Deans, Winning the Merger Endgrame, 3rd edition, Tata Mc Graw Hill,
New Delhi,2004.
2. Patrick A. Gaughan, Mergers, Acquisitions and Corporate
rd
Restructurings, Wiley Publications, 3 Edition, 2007.
3. Weston, Mitchell and Mulherin, Takeovers, Restructuring, and Corporate
Governance, 4th edition, Prentice Hall, New Delhi, 2004.
4. AswathDamodaran, Damodaran on Valuation: Security Analysis for
Investment and Corporate Finance, 2nd edition, Wiley, 2006.
L T P X C H
222MBA5131 MICRO FINANCE
4 0 0 0 4 4
Elective
This course introduces microfinance as a tool for social and rural development.
On completion of this course the students will be able to, recognize various
credit lending models, identify role of microfinance institutions and assess the
risk associated with microfinance
Course Outcome(s):
Understand the fundamentals of micro finance model in the Indian
CO1
economy.
Introduce various products and services offered by micro finance
CO2
institutions.
Device the methods to monitor financial products and services
CO3
offered by micro finance institutions.
Introduce methods to measure performance of micro finance
CO4
institutions.
CO5 Trace the evolution of micro finance institutions and recent trends.
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Module 1: INTRODUCTION TO MICROFINANCE 12 Hours
Fundamentals of Microfinance – Evolution of Microfinance – Need and
Objectives of the Microfinance Institution - Supply, Intermediation and
Regulations of Microfinance - Government Mandates for Sectoral Credit
Allocations - Strategic Issues in Microfinance. Micro finance models - Generic
models viz. SHG, Grameen, and Co-operative, variants SHG NABARD model,
SIDBI model, SGSY model, Grameen Bangladesh model, NMDFC model, credit
unions etc. unbranded primitive models - Emerging practices of Microfinance
in India state wise cases, Emerging Global Microfinance practices.
Module2: PRODUCTS AND SERVICES 12 Hours

Financial Intermediation – Credit - Savings – Insurance – Credit Cards and
Smart Cards – Payment Services – Social Services.
Module 3: DESIGNING AND MONITORING FINANCIAL PRODUCTS AND

SERVICES 12 Hours
Cash Patterns, Loan Terms, and Payment Frequency – Client Cash Patterns
and Loan Amounts – Loan Collateral – Loan Pricing – Calculating Effective
Rates – Demand for Savings Services – Legal Requirements for Offering
Voluntary Savings Services – Types of savings Products for Micro entrepreneurs
– Liquid Accounts – Semi liquid Accounts – Fixed - Term Deposits.
Module 4: MEASURING PERFORMANCE 12 Hours

Accounting Adjustments – Adjusting for Subsidies and Inflation – Portfolio
Quality – Productivity and Efficiency Ratios, financial viability, profitability
ratios – Leverage and Capital Adequacy – Performance Management,
delinquency management, productivity and efficiency management – Risk
Management
Module 5: MICROFINANCE IN INDIA 12 Hours

Challenges to Microfinance movement – Demand and Supply of Micro financial
services – State Intervention in rural credit – RBI Initiatives - NABARD & SHG –
Bank Linkup & Programs- – Governance and the constitution of the Board of
various forms of MFIs – Intermediaries for Microfinance –State sponsored
Organizations.
TEXT BOOKS
1. Seethapathi K., Sivaram Y.G. and Rama Krishna Rao, Financial
Intermediation: Innovations and Practices, 2nd edition, Icfai University
Press, Hyderabad, 2004.
2. NageswaraRaoKaturi, Rural Credit and Micro Finance, 1 st edition, Icfai
University Press, Hyderabad, 2006.
REFERENCES
1. SN Ghosal, Some Radical Thoughts on Microfinance, 5 th edition, Icfai
University Press, Hyderabad, 2005.
2. Y Chandra Sekhar, Urban Infrastructure: An Introduction, 2 nd edition,
Icfai University Press, Hyderabad, 2005.
3. Hawawini, Finance for Executives: Managing for Value Creation, 2 nd
edition, Thomson Learning, New Delhi, 2007.
4. Armendáriz, Beatriz, and Marc Labie (eds.). 2011. The Handbook of
Microfinance. Singapore: World Scientific.
5. Armendáriz de Aghion, Beatriz, and Jonathan Morduch. 2005. The
Economics of Microfinance. Cambridge, MA and London: The MIT Press.
6. Joanna Ledgerwood. 2013. The New Microfinance Handbook. A Financial
Market System Perspective. Washington, D.C: The World Bank
7. Labie, Marc, and Roy Mersland. 2011. “Corporate Governance
Challenges in Microfinance”. In The Handbook of Microfinance edited by
Beatriz Armendáriz and Marc Labie, 283-298. Singapore: World Scientific
8. Ledgerwood, Joanna et al. 2013. “Chapter 14. Monitoring and Managing
Financial and Social Performance”. In The New Microfinance Handbook.
A Financial Market System Perspective, edited by Joanna Ledgerwood et
al., 341-349. Washington, D.C: The World Bank.
9. Beatriz Armendariz and Jonathan Morduch, “The Economics of
Microfinance”, Prentice-Hall of India Pvt. Ltd. Delhi, 2005.
L T P X C H
222MBA5132 PRINCIPLES OF ACTUARIES
4 0 0 0 4 4
Pre-requisites MAS18R5104-Principles of Banking and
Insurance
Elective
This course introduces the basic concepts of Insurance and its premium.
On completion of this course the students will be able to know about various
insurance schemes and policies for savings
Course Outcome(s):
CO1 To introduce to the learner the basic elements that are involved in
actuarial profession.
CO2 The student will identify key elements of financial underwriting
CO3 To know the basics of insurance mechanism.
CO4 The student will discuss and enrich the knowledge in classifications of
insurance.
CO5 To develop information in financial underwriting.

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Module 1: Introduction to Actuaries 12 Hours
Actuarial profession-Overview: Introduction to profession and professionalism –
Evolution of Actuarial profession –Characteristics of the ideal profession -
Characteristics of the Actuarial Profession-Actuary in Financial Services
Industry: -Role of Actuaries-Insurance Business-valuation of liabilities-profit
distribution-product design and product pricing-profit testing-Assessment of
solvency.
Module 2: Introduction to Insurance 12 Hours

Introduction to Insurance: Definitions of insurance –Origin and History-
Significance of insurance –Tax benefits –Factors influencing on insurance
products –Features of insurance company –Nature of insurance –Reforms in
insurance sector –Recent developments–Fundamental principles of insurance –
Comparison of reinsurance and double insurance
Module 3: General Insurance and Premium 12 Hours

General Insurance: -Premium rating –Reinsurance requirements –Health
insurance -Role of an appointed Actuary –Role of an Actuary-other areas -skills
required for the Actuary –Acquiring Knowledge about the Aspects of the
Company where Actuary is employed
Module 4: Insurance Policies 12 Hours

Classification of insurance: Coinsurance –Types of life insurance policies-–
Policy conditions-Difference between nomination and assignment –Policy
conditions and Privileges –valuation –Life fund –Method of distributing surplus.
Module 5: Financial Underwriting 12 Hours

Financial Underwriting: Purpose of financial underwriting -Objectives of
financial underwriting -Concept of Insurable interest & Insurable value -
Personal Insurance Cover-Human Life Value
TEXT BOOKS
1. Life Insurance Textbook Part A Learning material on Life insurance for
the Institute of Actuaries of Australia Part III Course 2A Life Insurance.
Edition v1, June 2016© Institute of Actuaries of Australia 2016.
2. Value at Risk: The New Benchmark for Managing Financial Risk, Jorion,
P., Third Edition, 2007, McGraw Hill
REFERENCES
1. C11- Principles and practice of insurance for the insurance institute of

india(III).
SECURITY ANALYSIS AND L T P X C H
222MBA5133
PORTFOLIO MANAGEMENT 4 0 0 0 4 4
Elective
1. To familiarize the student with the various types of securities and
functioning of stock markets.
2. To impart the knowledge in government regulations and legal issues
related securities.
3. To equip the student to understand the economic, industry and
company related factors on the price behaviour of securities.
4. To provide insight to the various analytical techniques used in
evaluation and valuation of the securities.
5. To provide skills needed to create and maintain an appropriate
portfolio for a client and for themselves
Course Outcome(s):
CO1 Identify the various investment alternatives and construct

investment planning.
CO2 Know about Capital Market, participants and its procedure for
trading and fund raising.
CO3 Analyse the economic, industry and company factors and predict
the company performance and determine the intrinsic value of an
asset.
CO4 Identify the right time for buying and selling securities by
performing technical analysis.
CO5 Analyze, select, and monitor clients and their own portfolio by
evaluation, construction and revision.

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Module 1: INVESTMENT SETTING 12 Hours
Financial and economic meaning of Investment – Characteristics and objectives
of Investment – Investment process -Types of Investment – Investment
Alternatives – Securities – Sources of investment information – Security market
indications – Security Contract regulation Act - Investor Protection.
Module 2: CAPITAL MARKETS 12 Hours

Over view of capital market, Institutional structure in capital market, Reforms
and state of capital market, New issue market and problems, Securities and
Exchange Board of India (SEBI), Debt Market, Stock Exchanges –NSE, BSE
and MCA.
Module 3: FUNDAMENTAL ANALYSIS 12 Hours
Economic Analysis – Economic forecasting and stock Investment Decisions –
Forecasting techniques. Industry Analysis – Industry classification. Economy
and Industry Analysis. Industry life cycle – Company Analysis Measuring
Earnings – Forecasting Earnings – Applied Valuation Techniques – Graham
and Dodds investor ratios.
Module 4: TECHNICAL ANALYSIS 12 Hours

Fundamental Analysis Vs Technical Analysis – Charting methods – Market
Indicators.Trend – Trend reversals – Patterns - Moving Average – Exponential
moving Average – Oscillators – ROC Momentum – MACD – RSI – Stoastics.
Module 5: PORTFOLIO MANAGEMENT 12 Hours

Portfolio Theory – Portfolio Construction – Diagnostics Management –
Performance Evaluation – Portfolio revision- Mutual Funds
TEXT BOOKS
1. Donald E.Fischer& Ronald J.Jordan, Security Analysis & Portfolio
Management, PHI
Learning., New Delhi, 8th edition, 2011.
2. Prasannachandra, Investment analysis and Portfolio Management, Tata
McGraw Hill, 2011.
REFERENCES
1. Reilly & Brown, Investment Analysis and Portfolio Management, Cengage
Learning,
9th edition, 2011.
2. S. Kevin , Securities Analysis and Portfolio Management , PHI Learning ,
2012.
3. PunithavathyPandian, Analysis & Portfolio Management, Vikas
publishing house PVT LTD, second edition, 2013.
4. Bodi, Kane, Markus, Mohanty, Investments, 8th edition, Tata McGraw
Hill, 2011.
5. V.A.Avadhan, Securities Analysis and Portfolio Management, Himalaya
Publishing House, 2013.
6. V.K.Bhalla, Investment Management, S.Chand& Company Ltd., 2012.
BUSINESS ANALYTICS
222MBA5185 Data Science Using R 4 0 0 0 4 4
222MBA5186 Data Visualisation and TABLEAU 4 0 0 0 4 4
L T P X C H
222MBA5185 Data Science Using R 4 0 0 0 4 4
Pre-requisite : Knowledge of Business statistics and Programming Skills
COURSE OBJECTIVES
1. To understand the basic principles and concepts of Data Science
2. To develop fundamental knowledge of concepts underlying data
Science with R
3. To give a hands-on experience with real-world data analysis.
4. To understand and develop predictive modelling techniques
COURSE OUTCOMES
Upon successful completion of this course students are able to:
1. Understand the concepts of Data Science
2. Know standard methods of data analysis and information retrieval
3. Learn to develop complex analytical reasoning using R
4. Develop predictive data models for business problems using R
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Module 1 INTRODUCTION 8 Hours
Introduction to R - Data Structures - R Studio – GUI - Syntax and
Structure - Base functions – Exploration- Plotting, Visualizing, Cleaning
data
Module 2 R PACKAGES AND FUNCTIONS 7 Hours

Data import and export - Type conversions - Packages – Installation and
libraries - Conditionals – Looping - Apply family of functions
Module 3 DATA MANIPULATION 8 Hours

Introduction to dplyr- Data manipulation in R with dplyr – selecting,
mutating, filtering, arranging and summarising - Pipe operator - Data
blending and joining - Outliers and Missing values treatment
Module 4 EXPLORATORY DATA ANALYSIS 9 Hours

Data Visualization, Grammar of Graphics, Exploring ggplot - Tidying data
- Variables to visuals, Aesthetics – Attributes and visible aesthetics -
Geometrics – Histogram, Scatter, Line, Bar, Stacked Bar charts.
Module 5 PREDICTIVE MODELLING 8 Hours

Regression – Simple, Multiple and Logistic - Model building - Tuning and
Prediction - Intuition of Machine learning algorithms – Decision trees -
Random Forest - Support Vector Machine - Clustering
TEXT BOOKS:
1. John Mount, ‘Practical Data science with R’, Manning

Publishers,2014
2. Paul Teetor, ‘Proven recipes for Data Analysis, Statistics and
Graphics’, O-Reilly, 2011
3. Kjell Johnson, Max Kuhn, ‘Applied Predictive Modelling’, Springer,
2013
REFERENCE BOOKS:
1. Jeeva Jose, ‘Data Analysis using R Programming’, Khanna
pulishers,2018
2. Roger D.peng, ‘R Programming for Data science’, Leanpub, 2015
3. Garrett Grolemund, ‘R for Data Science’, O’Reilly, 2016
222MBA5186 DATA VISUALISATION AND TABLEAU L T P X C H

4 0 0 0 4 4
Pre-requisite: Basic knowledge about Graphs and pictorial representations
COURSE OBJECTIVES

To understand the basic principles and concepts of Data Visualisation

To understand the applications of analytical process in Business

To familiarize with the technical aspects of TABLEAU for data
visualisation purposes
 To provide exposure on detailed knowledge on visualizing complex data
types
COURSE OUTCOMES
1. Upon successful completion of this course students are able to:

2. Understand the concepts of Data visualization
3. Extract business knowledge using Analytical techniques
4. Explore recent technical Visualisation aspects in Decision making
5. Acquire insights into TABLEAU software utilities for Business Analysis
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Module 1 INTRODUCTION 8 Hours
Purpose of Visualization - Excellence and Integrity - Sources – Sophistication –

Forms, Data characteristics – Representation methods and techniques for
different types of data– Visualization Process
Module 2 Design of Data Visualisation 8 Hours

Theory of Data Graphics, Design – data density – Aesthetics- Dashboards –
principles of creation – real time data visualization
Module 3 DATA VISUALIZATION ON DECISION MAKING 8 Hours
Principles of decision making – Semiotics- use of data in aiding quality of

decision making – Theories of visual cues – colour, Pattern, Space etc.,
Module 4 TABLEAU 10 Hours
Connecting to the data - Editing and saving a data source - Understanding

Tableau terminology - use the Tableau interface/paradigm to effectively create
powerful visualizations - Performing Basic arithmetic calculations - Custom
aggregation and ratios - Date math and quick table calculations - Maps, tree
maps, Pie charts and bar charts - Dual axis and combined charts with different
mark types - Highlighting tables, scatter Plots - Building dashboards to share
visualisations.
Module 5 DECISION MANAGEMENT SYSTEM 6 Hours
Decision Management Systems – Business Rules – Principles – Service Oriented

Platform-Designing and Implementing Decision Services.
TEXT BOOKS:
EdwardTufte, ‘The Visual Display of Quantitative Information’ ‘Graphics Press’,

2001
EfraimTurban , Jay E. Aronson , Ting-Peng Liang, ’ Decision Support Systems

& Intelligent Systems’, Prentice Hall, 2010.
JenStirrup, ‘Tableau creating interactive data visualisation’, Packt Publishing

,2016
REFERENCE BOOKS:
Stephen Few, ‘Information Dashboard Design’, Analytics Press, 2015
Wilkinson, L, ‘.The Grammar of Graphics ‘. Springer Science & Business Media,

2006
Edward Tufte, ‘Envisioning Information’, Graphics Press , 1997
Daniel G Murray, ‘TABLEAU YOUR DATA: Fast and Easy Visual Analysis With
Tableau Software’, Wiley, 2016
DIGITAL MARKETING
222MBA5145 Brand Management and Dynamics 4 0 0 0 4 4
222MBA5146 Digital Advertising and Sales Promotion 4 0 0 0 4 4
222MBA5147 E- Commerce 4 0 0 0 4 4
222MBA5148 E- Customer Relationship Management 4 0 0 0 4 4
222MBA5149 E- Retailing 4 0 0 0 4 4
222MBA5150 Marketing Analytics 4 0 0 0 4 4
L T P X C H
223MBA5145 Brand Management and Dynamics
4 0 0 0 4 4
Course Category: Contemporary Course Type: Theory
Elective
The course builds on existing communications and consumer behaviour

models in order to explore many of the issues facing a modern-day brand
manager. Topics: evaluation of brands, brands and their relationships with
consumers, how to create brand equity and the tools required to manage equity
over time.
Course Outcome(s):
CO1: Develop the knowledge about the brands prevalent at local and global
level.
CO2: Understand, evaluate and compare the utility of brands for products and
services.
CO3: Create ideas based on branding strategy enabling effectiveness in
marketing.
CO4: Develop plan, decision making based on brands and enable others to
understand.
CO5: Develop Intellectual Property to introduce brand.
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Module-1 Introduction to Brand 12 Hours
Brand – Definition, Product Vs Brand, Challenges and opportunities, Brand

Equity – Definition and sources, Strategic Brand Management Process, 3-V
Principle of Brand Management, The Brand Value chain, The Framework for
Brand Management, Brand Mantras.
Module-2 Brand Design 12 Hours
Brand identifiers - Brand name, Logo, Motto, Character, Sound mark, Product
design, and Packaging, Key Principles in Designing Brand Identifiers, Brand
referents, Brand Image –Definition, Positioning using four different frames of
reference.
Module -3 Developing a Brand Strategy 12 Hours
5Cs - Brands as a Means of Creating Customer Value, Functional Value,

Psychological Value, Monetary Value, Company Value and Collaborator Value,
Brand Communication - Brand media and Creative Execution, Key Principles
of Managing Brand Communication
Module-4 Brand Power, Brand Analysis and Planning 12 Hours
Brand Power - Customer-Based Brand Power, Collaborator-Based and

Company-Based Brand Power, The Brand Management Plan - G-STIC
Framework for Brand Management - The Structure of the Brand Management
Plan - The Brand Value Map - Brand Audit - Brand Action plan audit, Brand
implementation audit, Customer value audit, Company value audit.
Module- 5 Managing Brand Dynamics & Brand Protection 12 Hours
Brand Repositioning - Defintion, Types, Reasons to Reposition a Brand, Co

branding, Brand Extension - Defintion, Types, Brand Licensing, The Concept of
Intellectual Property - Copyright, Patent, Trade secret, and Trademark.
Text Book(s):
1. Alexander Chernev, Strategic Brand Management, 2nd Edition,
Cerebellum Press, USA, 2017.
2. Kevin Lane Keller, Strategic Brand Management, 4 th Edition, Pearson
Education Publishers, New Delhi, 2013.
Reference(s):
1. Ramesh Kumar S., Managing Indian Brands, Vikas publishing House (P)
Ltd., New Delhi, 2011.
2. Uncles, M., Perspectives on Brand Management. Tilde University Press,
Melbourne. (ISBN 9 780734 610652), 2011.
3. Harsh.V. Verma, Brand Management Text & Cases, 2nd edition, Excel publication,.2011
223MBA5146 DIGITAL ADVERTISING AND L T P X C H
SALES PROMOTION 4 0 0 0 4 4
Course Category: Course Type: Theory
Contemporary Elective
The primary objective of this module is to examine and explore the role and
importance of digital marketing in today’s rapidly changing business
environment. It also focusses on how digital marketing can be utilized by
organizations.
Course Outcome(s):
CO1: To examine and explore the role and importance of digital marketing in
today’s rapidly changing business environment.
CO2: 2: Plan, manage, strategize and execute multi-channel campaigns
CO3: To know the key elements of a digital marketing strategy
CO4: Anticipate the market requirements from digital marketing
CO5: Plan and build effective campaigns

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Module I SOCIAL MEDIA MARKETING 12 Hours
Introduction to social media-Understanding various social media platforms-

Social Media Communication-Social Media Landscape-Social Media Content
Marketing-Introduction to Social Media Advertising Campaigns- Social Media
Optimization (SMO)
Module II SEARCH ENGINE OPTIMISATION 12 Hours
Search Engine optimization - Keyword Strategy- SEO Strategy - SEO success

factors -On-Page Techniques - Off-Page Techniques. Search Engine Marketing-
How Search Engine works- SEM components- PPC advertising -Display
Advertisement.
Module III GOOGLE ADS 12 Hours
Understanding Ad Rank and Bidding in Google Ads-What is Google Ad Words

and how it works-Google Display advertising-Google Networks-Google Ads
account management and Dashboard overview
Module IV EMAIL MARKETING 12 Hours
Introduction to Email Marketing-Elements of Email Marketing-List generation,

Email Planning-Creating an Email marketing campaign and managing-
Measurements of Email marketing campaigns and evaluating results
Module V Social Media Advertisements 12 Hours
Business tools on LinkedIn- Creating campaigns on LinkedIn- Facebook Ads -

Creating Facebook Ads- Ads Visibility- Business opportunities and Instagram
options -Optimization of Instagram Profiles-Integrating Instagram with a Web
Site and other social networks- Keeping up with posts.
TEXT BOOKS:
1. Fundamentals of Digital Marketing by Puneet Singh Bhatia;Publisher:

Pearson Education; First edition
2. Digital Marketing by Vandana Ahuja; Publisher: Oxford University Press
(April 2015).
REFERENCES:
1. Puneet Singh Bhatia (2019). Fundamentals of Digital Marketing

(2nd.), Pearson.
2. Ian Dodson (2016). The Art of Digital Marketing: The Definitive Guide
to Creating Strategic, Targeted, and Measurable Online Campaigns
(1st ed.), Wiley.
3. Avinash Kaushik (2009). Web Analytics 2.0 (2nd ed.), Wiley.
4. Mark Jeffery (2010). Data – Driven marketing (1st ed.), Wiley.
L T P X C H
222MBA5147 E- COMMERCE
4 0 0 0 4 4
1. To familiarize the students with the technologies in e-commerce, e-

business, and its impact in business.
2. The students will be able to formulate competitive strategies for the digital
market places.
3. To enable the students to identify and implement the right e-commerce
model and understand the ethical and legal issues associated with it.
4. To give an insight about electronic payment system and its security.
Course Outcome(s):
CO6: The objective of the course is to acquaint the students with

definitiveandoutstandingassessmentofthemarketshareandcompetitiveadvan
tageofcompetitorsin the market place
CO7: The student does a comprehensive analysis of potential dangers of
competitors activity
CO8: The student provides comprehensive industry assessment and strategy
formulation and implementation details
CO9: Understand the electronic payment system for e-commerce and its security
issues.
CO10: Recognize the legal and ethical issues in E-commerce.

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Module 1: Introduction to E-Commerce 12 Hours

Introduction to E-Commerce–E- commerce v/s Traditional Commerce -E-
commerce Framework- Challenges in E-Commerce– EDI-Impacts of E-
Commerce-Types of E-Commerce.
Module2: Technical Aspect of E-Commerce 12 Hours

Security on the Net –Implementation and Management Issues of E-commerce–
Electronic Data Interchange-Introduction – Online payment systems – prepaid
and postpaid payment systems – e- cash, e- cheque, Smart Card, Credit Card,
Debit Card, Electronic purse – Security issues on electronic payment system –
Solutions to security issues – Biometrics – Types of biometrics.
Module3: Business Models of E – Commerce 12 Hours

Business to Business – Business to customers – customers to customers -
Business to Government – Business to employee – E – Commerce strategy –
Influencing factors of successful E- Commerce
Module4: E-Commerce Strategies and Applications 12 Hours

E-CommerceStrategiesforDevelopment-ElementsofNationalE-
CommerceStrategiesLegalAspectsofE-Commerce-PlanningSuccessfulE-
Commerce–CaseStudies- Commercial Aspects of E-commerce -E-Commerce and
Banking - E-Commerce and Retailing- Electronic Commerce and Online
Publishing -E-Business Issues & Internet Marketing.
Module 5: E-Commerce Integration and Security issues 12 Hours

Integrating E-Commerce with ERP, SCM and other Business applications
Systems, Future of E-Commerce and Collaborative Commerce- Security issues
in E- Commerce- Regulatory frame work of E- commerce – Legal procedures to
be handled in E-Commerce.
Text Books
1. EfraimTurban et.al,(2010),Electronic Commerce– A Managerial
Perspective,Pearson
Education.
2. Janice Reynolds, The complete E- Commerce book, focal press book,
2016.
3. David whitely, e- commerce, Mc Graw Hill Education, 2010.
References
1. R.Kalokota,AndrewV.Winston,(2005),Electronic Commerce–
Manager’sguide,PearsonEducation.
E- Customer Relationship L T P X C H
223MBA5148
Management 4 0 0 0 4 4
Preamble Acquaint the students with the basic and advance concepts of E-
Customer Relationship and its management and to develop its analytical skills
to be able to manage customer operations of a business firm. Also impart with
innovative and analytical knowledge on recent trends E- customer relationship
management. Cognize the customer’s needs and wants and expectations and
offer them products and service to fulfil their needs profitably.
Course Outcome(s):
CO1: Relate, identify, and recommend the Meaning, Need, Nature and
Importance of CRM
CO2: Recognize, apply, inspect and analyses Strategies for Building

relationship–CRM and Competitors, Cost Supply Chain, Employees, Partnership
with customers
CO3: Elaborate, represent, organize, analyze and appraise the CIM and analyze
the Routes to CIM – Factors influencing CIM– Electronic Data Interchange (EDI)–
Specific skills for CIM
CO4: Recall, organize, determine, and measure the- CRM–CRMvs.e-CRM-

NeedtomovetoonlineCRM–BasicRequirementsofe-CRM–e-CRMfeatures–
Futureofe-CRM.
CO5: Identify, illustrate, analyze, and interpret the enterprise resource planning
and its evolution.
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MODULE I INTRODUCTION 12 Hours
Meaning-Need–Nature–Importance of CRM–Reasons for loss of customers –
Strategies to prevent defection and recover lapsed customers –CRM process–
CRM and Marketing organization.
MODULE II UNDERSTANDING CUSTOMERS 12 Hours
Strategies for Building relationship CRM and Competitors, Cost Supply Chain,
Employees, Partnership with customers– organizing customer clubs-
Complaints monitoring cell–Implementing CRM– Customer Acquisition Inputs –
Requisites for effective acquisition–Attention on adoption process.
MODULE III e-CRM STRUCTURES 12 Hours

Elements of e-CRM –e-CRM Process – Strategies for Customer acquisition –
Retention and Prevention of defection – Models of e-CRM –e-CRM road map for
business applications.
MODULE IV: E-CRM PLANNING AND IMPLEMENTATION 12 Hours

Strategic e-CRM planning process – Implementation issues –e-CRM Tools-
Analytical e-CRM – Operational e-CRM – Call centre management – Role of e-
CRM Managers- TRENDS IN E-CRM E-CRM Solutions – Data Warehousing –
Data mining fore-CRM
MODULE V: ERP AND CRM 12 Hours

Meaning – Characteristics – Benefits – Disadvantages – ERP and modern
enterprise – CRM - ERP Integration – Impact of ERP on vendors, companies, and
customers- TRENDS In e-CRM- e-CRM Solutions – Data Warehousing – Data
mining fore-CRM – an introduction toe-CRM software package.
TEXT BOOKS
1. Jerry Fjermestad, Nicholas C. Romano, JR, Electronic Customer

Relationship Management, Routledge Taylor Francis Group Publication,
London, 2015
2. Rania Baker, Yousra Harb, E- marketing and e- CRM, LAMBERT
Academic Publishing 2014.
3. 3. M.P. Jaiswal, Anjali Kaushik, e-CRM Business and system frontiers,
Asian books private limited, 2002.
4. G.Shainesh, Jagdish, N.Sheth, Customer Relationships Management
Strategic Perspective, Macmillan 2005.
5. Alok Kumar et al, Customer Relationship Management: Concepts and
applications, Biztantra, 2008.
REFERENCES
1. H.Peeru Mohamed and A.Sahadevan, Customer Relation Management, Vikas

Publishing 2005.
2. Jim Catheart, The Eight Competencies of Relatioship selling, Macmillan India,
2005.
3. Assel, Consumer Behavior, Cengage Learning, 6th Edition.
4. Kumar, Customer Relationship Management - A Database Approach, Wiley
India, 2007.
5. Francis Buttle, Customer Relationship Management: Concepts & Tools,
Elsevier, 2004.
L T P X C H
223MBA5149 E- RETAILING
4 0 0 0 4 4
This course provides an overview of e-retailing from both technological and

managerial perspectives. It introduces e-retailing frameworks, and
technological foundations; and examines basic concepts such as strategic
formulation for e-retailing enterprises, management of their capital structures
and marketing an online store. This course is designed to familiarize students
with current and emerging electronic retailing changes.
Course Outcome(s):
CO1: Introduce E-retailing to the students.
CO2: Implement E-Retailing practices so as to make students capable of

setting up an E-store
CO3: Implement marketing strategies for an E-store.
CO4: To understand the payment and security issue dealt in E-retailing.
CO5: Design customer relationship management strategies for e-retailing by

understanding customers’ preferences for the long-term sustainability of the
Organizations.

PEO PEO PEO
1
2
3
4
Module I: E-retailing
Meaning, concept, significance, comparison with convention retailing,
Transition from Traditional Marketing to e-Marketing, Demographics and
Targeting, Adaptability and Closed – Loop Marketing, Advantages of e-Retailing,
Shortcomings of e-Retailing. Brick & Mortar, Click & Mortar and pure E-
retailing, multi-channel retailing.
Module II: E-retailing models, starting an E-store
E-retailing models, Weighing the options, approaches to building an E-store,
requirements of an effective E-store, E-store design: web atmospherics,
navigability, interactivity, retail information
Module III: Marketing Strategies for E-stores
Marketing mix in the age of E-retailing; the roles of cyber intermediaries in E-
retailing; E-retailing and supply chain management system; Promotional
strategies of E-retail business, Branding on the web, offline marketing, cross
selling, referral services, permission marketing.
Module IV: Payment & Security issues
Online payment processing, internet payment gateways, internet security
issues, E-malls, future of e-retailing
Module V: Customer Relation Management in E-retailing
Building customer loyalty, CRM implementation, Customer service, gift
reminder services, contests & promotions, online communities, loyalty
programs, personalization
Text Book(s):
1. D.P. Sharma, E-retailing Principles and Practice, Himalaya Publications •
2. Caroll & Broadhead, Selling Online: How to Become a Successful E-
Commerce Merchant, Dearborn publishers • Janice Reynolds, The
Complete
Reference(s):
1. E-Commerce Book: Design, Build, and Maintain a Successful Web-Based
Business, CMP Media.
2. Dennis, Fenech & Merrilees, E-retailing, Routledge Press
3. Levy & Weitz, Retailing Management, Tata McGraw Hill
L T P X C H
223MBA5150 Marketing Analytics
4 0 0 0 4 4
to know basics of marketing and marketing analytics. In this course we will
combine various concepts of marketing and business analytics in storytelling
and problem solving. Real life marketing problems are often solved through a
sequence of quantitative approaches. Identifying that sequence in the context
of various marketing problems is important. This course will help the students
in building the same.
Course Outcome(s):
CO1: To brief about Marketing analytics

CO2: Critically analyse the product-oriented analytics and how well it meets
customer needs
CO3: Investigate, analyse, demonstrate and present the salient aspects of a
Price analytics
CO4: Formulate and assess strategies for Place analytics.
CO5: Evaluate Promotion analytics and measuring consumer responses

PEO PEO PEO
1
2
CO S M L L L LM L M M L L M M M
3
4
5 CO6: S=Strong, M=Medium, L=Low
Module 1: Introduction to marketing Analytics 12 Hours
Marketing Analytics- Meaning, Nature, Data collection, Predictive analytics,

summarizing market data using Ms Excel, Pivot table, charts, Exploratory data
analytics
Module 2: Product Analytics 12 Hours
Product Analytics – Meaning, Product design (Conjoint analysis), Deciding the

attributes of the product (Regression), Test marketing (Moving average),
Demand forecasting (naïve method, least square, Regression, Time series
analysis)
Module 3: Price Analytics 12 Hours
Linear and non-linear pricing, Price optimization, Price bundling, Discounted

pricing, Price skimming, Revenue Management, Mark down pricing.
Module 4: Place Analytics 12 Hours
Designing retail outlet, Online product assortment, Allocating retail space and
sales resources, Distribution management, catalogue – mail marketing.
Module 5: Promotion Analytics & Measuring Consumer responses 12

Hours
Media Selection model, Digital Advertisement, Viral marketing, measuring

consumer satisfaction (Regression Analysis), calculating consumer value,
Analyzing consumer reviews.
Text Book(s):
1. Marketing Analytics 2nd Edition Mike Grigsby, Kogan Page India

2. Marketing Analytics, 2nd Edition, Wayne L. Winston, Wiley Publications.
References(s):
1. Data Analysis Fundamentals Certificate; AICPA
2. Fundamentals of Business Analytics, 2nd Edition; R N Prasad,
SeemaAcharya; Wiley
3. Business Analysis with Microsoft Excel and Power BI, 5th edition;
Conrad G. Carlberg; Pearson
4. Monetizing Your Data: A Guide to Turning Data into Profit-Driving
Strategies and Solutions;
5. Andrew Roman Wells, Kathy Williams Chiang; Wiley
6. AI and Analytics, Accelerating Business Decisions; Sameer Dhanrajani;
Wiley
7. Data Analytics with R; BhartiMotwani; Wiley.Zikmund -Customer
Relationship Management- Wiley 2012.
HUMAN RESOURCES MANAGEMENT
222MBA5135 HR Analytics 4 0 0 0 4 4
222MBA5136 Industrial Relations and Labour Welfare 4 0 0 0 4 4
222MBA5137 International Human Resource Management (IHRM) 4 0 0 0 4 4
222MBA5138 Learning and Development
222MBA5139 Managerial Behavior and Effectiveness 4 0 0 0 4 4
Strategic Human Resource Management &
222MBA5140
Development 4 0 0 0 4 4
L T P Credit
223MBA5135 HR Analytics
4 0 0 4
Pre-requisite: Basic knowledge in Human Resource Management.
Course Category: Major Elective Course Type: Theory
The course is aimed to:
 Provide knowledge necessary data tools and techniques to informed
decision-making using data-based reasoning and analysis. Areas include
recruitment and selection, Compensation and Benefits, Training and
Human Capital development etc.
 Develop the student’s knowledge, skill, and ability to use the results of
data collection and analysis to tell a story in a compelling manner so that
change follows.
Course Outcome(s):
At the end of this course the student will be able to:
CO1: Apply HR Analytical techniques in the areas of HRP, recruitment and
selection, Compensation and Benefits, Training and Human Capital
development etc.
CO2: Demonstrate HR function in adding value in business terms.
CO3: Analyse the value of Intangibles that HR helps builds for the organization
given a particular business context.
CO4: Utilise soft factors in a people management context and convert them
into measurable variables.
CO5: Design a Metrics and Analysis index for recruitment, performance and or
a training and development context.

CO/
1 2 3 4 5 6 7 8 9 10 11 12 1 2 3
Module I 09 Hours
Understanding core concepts of HR Analytics. Business Intelligence, Business
analytics and its Evolution. Role of Data in HR, Assembling Data, Describing
Data, Visualization. Measures of Data, Probability and Managing Uncertainty.
HR Analytics: The Third Wave for HR value creation.
Module II 09 Hours
Quantitative and Qualitative Dimensions of HR Planning. Methods and
Techniques of HR Demand Forecasting. Data Base for Manpower forecasting.
Analysis of Labour Market Behaviour. Analyzing Turnover trends.
Module III 09 Hours

approaches to behavioral assessment ‐ Sorting application. Identifying and
developing Key Performance Indicators (KPI) ‐ create, Build and maintain a HR
Scorecard ‐ classification based on performance indicators‐ identifying
performance drivers.
Module IV 09 Hours
Linking Compensation and performance. Analyzing and classifying training
needs, measuring training effectiveness, Predicting training effectiveness with
performance and compensation Surveys on employee satisfaction, engagement,
work life balance, etc.
Module V 09 Hours
HR Scorecards & Workforce Scorecards and how they are different from HR
Analytics. Overarching components of an effective Analytics framework.
Introduction to Tools that performs HR analytics, Predictive Analytics:
Conditions including correlation, causality and isolation. Diagnosing and
clarification of symptoms of HR problem
TEXT BOOKS
1. Sesil. J, (2014), Applying advanced analytics to HR management decisions:
Methods for recruitment, managing performance and improving knowledge
management. Prentice Hall.
REFERENCES
1. Barnett K, Berk J, (2012), Human Capital Analytics. Word Association
Publication. Fitz‐Enz J, (2010), The HR Analytics: Predicting the Economic
Value of your Company's Human Capital Investments, AMACO
INDUSTRIAL RELATIONS AND L T P Credit
223MBA5136
LABOUR WELFARE 4 0 0 4
 This course is designed to enable the students to understand and
acquaint with legislations related to Industrial disputes and labor
welfare.
Course Outcome(s):
CO1: To study constitutional provisions regarding Industrial laws.
CO2: To assess and understand the functioning of Trade Unions and their
social responsibility.
CO3: Analyze the methods of setting Industrial dispute in India.
CO4: Explore the concept of Collective bargaining in international context.
CO5: Intends the understanding of labor administration

CO/
1 2 3 4 5 6 7 8 9 10 11 12 1 2 3
Module I 09 Hours
Introduction to industrial relations-Industrial Relations Systems (IRS)-Values
in IR-Role of State in Industrial Relations in India.
Module II 09 Hours
Trade Unions- Purpose, Functions and Structure of Trade Unions-Trade Union
Legislation-Multiplicity of Trade Unions-Social Responsibility of Trade Unions-
IR Management and management of Trade unions.
Module III 09 Hours

Industrial Dispute: Causes, types, methods of settlement of dispute in India -
Code of Discipline-Discipline and Grievance Redressal machinery- Purposes
and Procedures of Disciplinary Action-Employee Counseling-Types, Methods,
Content, Problems.
Module IV 09 Hours
Workers Participation in Management: Concepts, Scope, Levels and functions,
Forms of Workers’ Participation, Workers Participation in other countries-
Collective Bargaining (Perspective, Bargaining Structure, Procedure and
Machinery for Collective Bargaining)-The bargaining process-Strengths and
skills.
Module V 09 Hours
Labor Administration- ILO, ILC - Indian Constitutional provisions in Relation to
labor Administration-General machinery of Labor Administration - Labor
Administration at the State, District and local levels - Contemporary Trends
and Future of Industrial Relations in India.
TEXT BOOKS
1. Arun Monappa, Industrial Relations, Tata Mc-Graw Hill Publishing Company
Ltd, 2017
2. Pramod Verma, Management of Industrial Relations- Reading and Cases,
Oxfordand IBH Publication,2015
REFERENCES
1. T.N.Bhagoliwala, Economic of Labor and Social Welfare, 2016
2. Relevant Reports of Government of India such as Report of National
Commission Labor-Five-year plans.
3. B.O.Sharma, Art of Conciliation and Industrial Unrest, Labour Consultancy,
Bureau, Bombay,
2015.
INTERNATIONAL HUMAN RESOURCE L T P Credit
223MBA5137
MANAGEMENT (IHRM) 4 0 0 4
Course Objectives:
The course is intended to provide a basic understanding about the finer
aspects of international business to the students. It is aimed at making the
students realize that International Business is a combination of multiple
disciplines brought together in a systematic manner. The integration of General
Management, Operations, Financial Management, Marketing Management as
well as Human Resources Management in an international perspective is
essential to International Business.
COURSE OUTCOMES:
The student gets to learn about
CO1: The basics of IHRM, models and practices
CO2: Strategic orientation and cultural context towards IHRM
CO3: International practices on recruitment and selection
CO4: International perspectives on Training, development, performance
appraisal
CO5: International practices on Compensation management

CO/
1 2 3 4 5 6 7 8 9 10 11 12 1 2 3
Module I INTRODUCTION TO IHRM 12 Hours
Definition – Evolution of HRM- Importance of IHRM, Components of IHRM
strategy, Models of IHRM – Matching Model, Harvard Model, Contextual Model,
5p Model, European Model – Difference between HRM and IHRM – Overview of
IHRM activities
Module II IHRM STRATEGIES 12 Hours

Internationalization and world business – Strategic orientation, IHRM in cross
border Mergers and Acquisitions, International Alliances – IHRM & Competitive
advantage - Cultural context of IHRM
Module III RECRUITMENT AND SELECTION 12 Hours

International Managers staffing – Approaches to staffing – Role of Expatriates –
Role of expatriate – Role of Non-expatriates- recruitment and selection
methods- Current practices
Modul IV TRAINING AND DEVELOPMENT, PERFORMANCE APPRAISAL
12 Hours
Expatriate training program, components, types, effectiveness measures, HCN
training- Trends in international training and development – repatriation
process and training. International performance Management methods –
cultural issues in Performance Management
Module V INTERNATIONAL COMPENSATION 12 Hours

Components of international compensation- Approaches to international
compensation – Challenges and choices -International Labor Standards –
emerging Issues
REFERENCES:
1. Peter J Dowling & D E. Welch: International Human Resource
Management, Cengage Learning 7th Edition IE.,2017
2. Monir H. Tayeb: International Human Resource Management,A
Multinational Company Perspective Oxford University Press, IE
3. IbraizTarique, Dennis Briscoe&randall, International Human Resource
Management- Policies and practices for Multinational Enterprises,
Routledge, 5th edition
4. Anne- WilHarZing, Ashly Pinnington, International human Resource
Management, 3rd edition, Sage Publication
5. P L Rao, International Human resource Management- Text and Cases,
Excel Books
6. Christopher Brewster, Guy Vernon, Paul Sparrow, Elizabeth
Houldsworth – International Human
L T P X C H
223MBA5138 Learning and Development
4 0 0 0 4 4
The knowledge economy places new demands on people to acquire knowledge
and skills to be able to function and create value in their day to day lives. Equipping
people to deal with these demands requires a new model of training, learning and
development opportunities. This course attempts to shed light on the changing role of
L&D function to accommodate new methods, tools, and technologies adoption to
improve organizational capabilities, competencies and literacies required to keep
business competitive. Towards these objectives, this course facilitates students learn
methods to identify training needs, develop curriculum, instructional design,
implement and evaluate a training program.
Course Outcome(s):
CO1 : To understand, define and differentiate related concepts of education,

training, learning, and development and trace its links to organizational
strategy.
CO2 : To develop conceptual knowledge about theories underlying learning and
development.
CO3 : To understand different training methods, its advantages and
disadvantages.
CO4 : To learn how to do conduct training needs analysis, designing training
program, conduct training and evaluate its outcome.
CO5 : To understand the major role of training in talent management
and competency mapping

CO/
1 2 3 4 5 6 7 8 9 10 11 12 1 2 3
Module 1: Introduction to Employee learning and
Development 12 Hours
Introduction to Training, Learning and Development – Meaning, Definition
and its Importance -Principles of Learning - Theories, Strategies and Styles
of Learning - Andragogy, Kolb, Bloom’s Taxonomy
Module 2: Training and Learning 12 Hours

Process of Training - Steps in Training – Identification of Job Competencies –
Criteria for Identifying Training Needs- Organization Analysis, Task
Analysis, Person Analysis – Assessment of Training Needs – Methods and
Process of Training Needs Assessment
Module 3: Training Needs Analysis 12 Hours

Designing and Implementing a Training Program - Trainer Identification –
Designing a Training Module (Cross Cultural – Leadership – Training the
Trainer – Change) – Management Development Program – Budgeting for
Training
Module 4: Training implementation & Methods 12 Hours

Methods and Techniques of Training – Technology in Training - CBT –
Multimedia Training – e-Learning/Online Learning- Distance Learning -
Resistance to Training
Module 5: Training Evaluation 12 Hours

Evaluation of Training Program – Kirk Patrick Model of Evaluation – CIRO
model – Cost-Benefit Analysis – ROI of Training
Text Book
1. Blanchard N.P., Thacker, J., & Ram, A. Effective Training: Systems,
Strategies and Practices, 6/E. Pearson, 2019.
2. Noe, R.A. Employee Training & Development, 7/E, Tata McGraw Hill,
2018.
3. Saks, A.M. Managing Performance through Training and Development,
6/E, Cengage, 2015.
4. Lawson, K. The Trainers Handbook, 4/E, John Wiley & Sons, 2016.
MANAGERIAL BEHAVIOR AND L T P Credit
223MBA5139
EFFECTIVENESS 4 0 0 4
This course is designed to impart knowledge of the concepts and principles of
Managerial Behavior and its effectiveness.
Course Outcome(s):
CO1: To examine managerial styles in terms of concern for production and
concern for people.
CO2: To assess different systems of management and relate these systems to
organizational
Characteristics.
CO3: Analyze the interrelationships between economic variables and evaluate
the major economic aggregates and how they are measured
CO4: Design competition strategies, including costing, pricing, product
differentiation, and market environment according to the natures of
products and the structures of the markets.
CO5: Intends the understanding of various economics, social, legal and other
factors that influence business in India.

1 2 3 4 5 6 7 8 9 10 11 12 1 2 3
Module I DEFINING THE MANAGERIAL JOB 09 Hours
Descriptive Dimensions of Managerial Jobs – Methods –Model – Time
Dimensions in Managerial Jobs – Effective and Ineffective Job behaviour –
Functional and level differences in Managerial Job behaviour.
Module II DESIGNING THE MANAGERIAL JOB 09 Hours

Identifying Managerial Talent – Selection and Recruitment – Managerial Skills
Development Pay and Rewards – Managerial Motivation – Effective
Management Criteria – Performance Appraisal Measures – Balanced Scorecard
- Feedback – Career Management – Current Practices.
Module III THE CONCEPT OF MANAGERIAL EFFECTIVENESS 09 Hours

Definition – The person, process, product approaches – Bridging the Gap –
Measuring Managerial Effectiveness – Current Industrial and Government
practices in the Management of Managerial Effectiveness- the Effective
Manager as an Optimizer.
Module IV ENVIRONMENTAL ISSUES IN MANAGERIAL EFFECTIVENESS

09
Hours
Organizational Processes – Organizational Climate – Leader – Group Influences
– Job Challenge– Competition – Managerial Styles.
Module V DEVELOPING THE WINNING EDGE 09 Hours

Organizational and Managerial Efforts – Self Development – Negotiation Skills –
Competitive Spirit – Knowledge Management – Fostering Creativity and
innovation.
TEXT BOOKS
1. Peter Drucker, Management, Harper Row, 2015.
2. Milkovichand Newman, Compensation, McGraw-Hill International, 2015.
3. Blanchard and Thacker, Effective Training Systems, Strategies and Practices
Pearson 2016.
REFERENCES
1. Dubrin, Leadership, Research Findings, Practices & Skills, Biztantra, 2015.
2. Joe Tidd, John Bessant, Keith Pavitt, Managing Innovation, Wiley 3rd
edition,2016.
STRATEGIC HUMAN RESOURCE L T P Credit
223MBA5140
MANAGEMENT & DEVELOPMENT 4 0 0 4
The aim of this course is to facilitate the learning of concepts and practices
related to human resource management and development. The courses will
emphasis the role of HRD in operationalizing corporate strategy and in the
creation and management of organizational knowledge. Students will learn
about contemporary adult learning and HRD theories. Students will learn how
to integrate this knowledge when undertaking the analysis, design and
development of effective HRD interventions in organizations.
Course Outcome(s):
CO1: Understand the basic concepts and the importance of human resource
development and their effective management in organizations.
CO2: Be aware of the strengths and weaknesses of traditional HR methods with
those of technology-based methods.
CO3: Understand and recognize, outline, and illustrate the enduring global
contexts of International HRM.
CO4: Understand the best practices and legal implications of core HR practices
relating to recruitment and selection, induction, career development and
know how to apply training and development concepts to their career.
CO5: Demonstrate the ability to use different performance management
techniques, for coaching, mentoring, career development of human
resources.

CO/
1 2 3 4 5 6 7 8 9 10 11 12 1 2 3
Module I: Introduction to Human Resource Development 09 Hours
Human Resource Development, meaning – Strategic framework for HRM and
HRD – vision, mission and values, importance, challenges to organizations,
HRD needs assessment, HRD practices, measures of HRD performance – Links
to HR, Strategy and Business Goals, HRD Program Implementation and
Evaluation – Recent trends – Strategic Capability - Bench Marking and HRD
Audit.
Module II: E- Human Resource Management 09 Hours
E- Employee Profile – E- Selection and Recruitment - Virtual Learning and
Orientation – E - Training and Development – E- Performance Management
And Compensation Design – Development And Implementation Of HRIS.
Module III: Cross Cultural HRM 09 Hours

Domestic Vs International HRM - cultural dynamics, culture assessment, cross
cultural education and training programs – Leadership and Strategic HR Issues
in International Assignments - Current challenges in Outsourcing, cross border
M and A - Repatriation etc. - Building Multicultural Organizations -
International Compensation.
Module IV: Career and Competency Development 09 Hours

Career Concepts – Roles, Career Stages, Career Planning and Process – Career
Development Models – Career Motivation And Enrichment – Managing Career
Plateaus - Designing Effective Career Development Systems – Competencies
And Career Management – Competency Mapping Models – Equity And
Competency Based Compensation.
Module V: Employee Coaching and Counseling 09 Hours

Need for Coaching – role of HR in coaching, coaching and performance, skills
for effective coaching, coaching effectiveness – Need for Counseling – role of HR
in counseling, components of counseling programs, counseling effectiveness –
Employee Health and Welfare Programs.
Text Book(s):
1. Jon M Werner, Human Resource Development, 4th Edition, CENGAGE
2. Srinivas Kandula, HRD in Competitive Business Environment – Realities,
3rd edition, ICFAI University press, Hyderabad, 2015.
Reference(s):
1. Anukool M Hyde and Sanjyot Pethe, Impact of HRD Climate on
Empowerment and Organization Citizenship Behavior, 2nd edition, ICFAI
University press, Hyderabad, 2015.
2. Robert L. Mathis and John H. Jackson, Human Resource Management,
Thomson Southwestern, Singapore, 2017.
3. Udai, Pareek, Instruments for Human Resource Development, 1st
edition, Tata McGraw Hill, New Delhi, 2016.

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KALASALINGAM BUSINESS SCHOOL

MASTER OF BUSINESS ADMINISTRATION

CURRICULUM & SYLLABUS

KALASALINGAM ACADEMY OF RESEARCH AND EDUCATION

PROGRAMME EDUCATIONAL OBJECTIVES

PROGRAM SPECIFIC OUTCOMES

PSO1 Graduates should exhibit their knowledge of management principles.

1 222MBA5101 Accounting for Management 4 0 0 0 4 4

7 225MBA6201 Business Communication 0 0 2 3 2 5

S.No. Course Code Course Name L T P X C H

S.No. Course Code Course Name L T P X C H

Mapping of Course Outcome(s):

Unit I: Introduction to Accounting 12 Hours

Unit II: Financial Accounting 12 Hours

Unit III: Analysis of Financial Statements 12 Hours

Unit IV: Cost Accounting 12 Hours

Unit V: Management Accounting 12 Hours

Mapping of Course Outcome(s):

Unit II: Cost and Price Analysis 12 Hours

Unit III: Money and Banking 12 Hours

Unit IV: Fiscal measures 12 Hours

Unit V: International Business Environment 12 Hours

Mapping of Course Outcome(s):

Unit I: Introduction to Business Analytics 9 Hours

Unit III: Descriptive Analytics 9 Hours

Unit IV: Predictive & Prescritive Analytics 9 Hours

Unit V: Application of Data Visualization Tools 9 Hours

CO1: To expose students to basic concepts of management

CO4: To develop & understanding of individual and group behavior inside

Mapping of Course Outcome(s):

Unit I: Introduction to Management 9 Hours

Unit II: Planning & Organizing 9 Hours

Unit III: Coordination & Controlling 9 Hours

Unit IV: Organizational Behavior & Group Dynamics 9 Hours

Unit V: Foundation of Individual Behavior 9 Hours

Mapping of Course Outcome(s):

Unit I: The Indian Contract Act 1872 9 Hours

Unit II: Sale of Goods Act 1930 9 Hours

Unit III: Companies Law 2013 (amended on 03.05.18) 9 Hours

Unit IV: Industrial Law 9 Hours

Unit V: Consumer Protection Act and Introduction of Cyber Laws 9 Hours

QUANTITATIVE AND QUALITATIVE L T P X C H

Mapping of Course Outcome(s):

Unit I: Introduction to Business Research 12 Hours

Unit II: Sampling Techniques and Data Collection 12 Hours

Unit III: Data analysis and Interpretation-I 12 Hours

Unit IV: Data analysis and Interpretation-II 12 Hours

Unit V: Research Report Writing and Ethics 12 Hours

CO1: Learning key principles of effective business communication.

Mapping of Course Outcome(s):

Unit II: Oral & Written Communication Skills 6 Hours

Practice: creating an outline for a short (30 to 90 second) elevator speech to

Written Communication: Introduction, need, significance and practice

Unit III: Art of Presentation 6 Hours

Practice: Initial Planning, Preparation and Handling questions. Make

Unit IV: Business Reports and Proposals 6 Hours

Unit V: Employment Communication 6 Hours

Practice: Practicing power postures, Participating in GD, Mock Personal

Mapping of Course Outcome(s):

1 Arithmetic Calculation, Sorting and filtering, 3

Basic functions (IF, COUNT, COUNTIF,

7 Measures of central tendency, t test, ANOVA 4

10 Pivot Table and its Function