III SEMESTER

301: BUSINESS POLICY AND STRATEGIC MANAGEMENT

Objective: to enlighten the students with the Concepts and Practical applications oI Business
Policy and the Process oI the Strategic Management

Unit-1: Overview oI Strategic Management oI Strategic Management Business Policy and
Strategic Management - Strategic Management Model Business Ethics and Strategic
Management.

Unit-II: Business Vision, Mission, Objectives Characteristics oI Mission Statement Types
oI Strategies Integration strategies Intensive strategies DiversiIication strategies-
DiversiIication strategies- Michael Porter Generic Strategies

Unit-III: Strategic Iormulation: Environmental Analysis External and industry analysis
Internal analysis Strategic analysis and choice Input stage Matching stage decision
stage Cultural aspects oI strategy choice.

Unit-IV: Strategic Implementation: The nature oI strategic implementation resource
allocation Strategy and structure Creating Supportive culture Implementing strategies
in Iunctional areas.

Unit V: Strategy Evaluation: The nature oI strategy evaluation Review and Control
Characteristics oI eIIective evaluation systems Criteria Ior strategy control Mechanism Ior
strategic control.
(Case Study is compulsory in all Units)

Suggested Books
1. ill & Jones, An Integrated Approach to Strategic Management, Cengage, ND
2. Glueck, William F. Strategic Management and Business Policy, New York McGraw ill.
3. Sukul Lamesh, Business Policy and Strategic Management, Vikas, ND
4. ugh McMillan- Strategic Management, OxIord University Press.
5. Budhiraja, S.B. and Athereya, MB.Cases in Strategic Management, Tata McGraw-ill,ND
6. ax A.C and MajluI, N.S. Strategic Management, Englewood CliIIs, New Jersey , Prentice all oI India.
7. Mathur U.C. Strategic Management, Macmillan.
8. Gupta, Strategic Management, Premtice all oI India.
9. PS Rao, Business Policy & Strategic Management, imalaya, Mumbai










CP 302: OPERATIONS RESEARCH

Objective: to make the students Iamiliar with principles and techniques oI Operations Research
and their applications in decision-making.

Unit I: Importance and Scope oI Operations Research Linear Programming Graphic
Method Simplex Method Big-M Method Dual L.P. and Its Applications.

Unit II: Transportation Problem Assignment Problem queuing Theory M/M/I and M/M/C
Models.

Unit III: Dynamic Programming Applications oI D.P. (Capital Budgeting, Production
Planning, Solving Linear Programming Problem) Integer Programming Branch and Bound
Method.

Unit IV : Game Theory Two Person Zero sum Games Pure Strategies Mixed Strategies
Dominance Principle Graphic and Algebraic Method Linear Programming Approach
Simulation Simulation Inventory and Waiting Lines.

Unit V: Project Management PERT and CPM Crash Time Crash Cost Trade OII
Resource Leveling and Resource Allocation Non-Linear Programming Model Formulation
Graphic Method oI Solving Simple Problems.

(Case Studies are compulsory in all units)

Suggested Books:

1. Winston, Operations Research, Cengage, ND
2. Anand Sharma, Operations Research, imalaya Publishing ouse,
3. Kalavarthy, S. Operations Research, Vikas Publishers ouse Pvt Ltd.,
4. Mcleavey & Mojena, Principles oI Operations Research Ior Management, AITBS publishers,
5. V.K.Kapoor, Operation Research Techniques Ior Management, Sultan Chand & Sons,
6. Richard Bronson & Govindasami Naadimuthu, SCAUM`S OUTLINE OF TEORY & PROBLEMS OF
Operations Research, 2
nd
Ed., Tata Mc Graw-ill Edition,
8. JK Sharma Operation Research Theory and Applications, MacMillan












CP - 303: INTERNATIONAL BUSINESS
Objective: The objective oI this course is to acquaint the students to emerging global
trends to business environment.

Unit I: International Business: SigniIicance, Free Trade Vs. Protection. Emerging
Trends, Trade Barriers Trade Strategies.

Unit II: Balance oI Payments: Concept, Disequilibrium in BOP, Structural Cyclical and
Monetary Disequilibrium, Methods oI Correction; 1990 BOP Crisis.

Unit III: Foreign Exchange Markets: Foreign Exchange Market Mechanism; Exchange
Rate Determination, Convertibility oI Rupee and its Implications.

Unit IV: Globalisation: Role oI Multinational Corporations Impact on India Role oI
GDRs, FIIs Export Promotion Zones Special Economic Zones.

Unit V: International Liquidity: Problems oI Liquidity; Role oI IMF and IBRD in
Managing International Liquidity Problems.

Suggested Books:

1. Crinkota, Ronkainen and MoIIett, International Business, Cengage, New Delhi
2. Andrew arrison International Business, OxIord University Press.
3. E. Bhattacharya: International Business, Excel Publications.
4. Francis Cherunilam, International Business: Text and Cases, Prentice all oI India.
5. Sundaram & Black, International Business Environment The Text and Cases, Prentice all oI India.
6. Taggart and Medrmott, The Essence oI International Business, Prentice all oI India.
7. Bhalla, V.K., & S. Sivaramu, International Business Environment and Business, Annual Publications.
8. Daniel John D and Redebough, Lee. ., International Business, Addision Wesley India.


















MARKETING MANAGEMENT (SPECIALIZATION PAPERS)


MM 304 - CONSUMER BEHAVIOUR AND CUSTOMER
RELATIONSHIP MANAGEMENT

Objective: to enlighten the students with the Concepts and Practical applications oI Consumer
Bevaviour and CRM

Unit-I : Introduction to the study oI Consumer Behaviour Consumer and Marketing Strategy
Determinants oI Consumer Behaviour ProIile oI the Indian Consumer.

Unit II : Perception Nature Perception and Marketing Strategy, Motivation Motivation
Theories and Marketing Strategy Personality.

Unit III : Attitude Measurement and Change SelI Concept and LiIe Style Marketing,
InIluence oI Social and Cultural Iactors on Consumer Behaviour Family, ReIerence groups,
Cross Cultural Variations in Consumer Behaviour.

Unit IV : Consumer Decision Process Problem Recognition InIormation Search
Evaluation oI alternatives and selection Post Purchase Behaviour Organizational buyer
Behaviour DiIIusion oI Innovation.

Unit V : Customer Relationship Management : Facets and Elements oI CRF CRM Process
Importance oI CRM Planning and Managing CRM Programme Concept oI Customer Loyalty
Customer Value Assessment Customer Retention Strategies CRM in services.

(Case Study is compulsory in all Units)
Suggested Books:

1. awkins, Best, Coney: Consumer Behaviour Building Marketing Strategy, Tata McGraw ill.
2. Lindquist & Sirgy, Consumer Behaviour, Cengage, New Delhi
3. N Gautam & K Jain, Consumer Behaviour, Wisdom, Delhi
4. Kazmi : Consumer Behaviour, Excel Publishers.
5. .Peer Mohammed: Customer Relationship Management, Vikas, ND
6. Panwar, J.S. Beyond Consumer Marketing, Sage Response Books, New Delhi.
7. Mukesh Chaturvedi and Abhivan Chaturvedi : Customer Relationship Management An Indian Perspective. Excel Books.
8. Deon Buyer Behaviour, OxIord University Press.
9. enry Assael: Consumer Behaviour, Willey India, New Delhi.









INANCIAL MANAGEMENT

M 304: INANCIAL MARKETS AND SERVICES

Objective: to enlighten the students with the Concepts and Practical dynamics oI Financial
Markets and Financial Services

UNIT I : Structure oI Financial System role oI Financial System in Economic Development
Financial Markets and Financial Instruments Capital Markets Money Markets Primary
Market Operations Role oI SEBI Secondary Market Operations Regulation Functions oI
Stock Exchanges Listing Formalities Financial Services Sector Problems and ReIorms.

UNIT II : Financial Services: Concept, Nature and Scope oI Financial Services Regulatory
Frame Work oI Financial Services Growth oI Financial Services in India Merchant Banking
Meaning-Types Responsibilities oI Merchant Bankers Role oI Merchant Bankers in Issue
Management Regulation oI Merchant Banking in India.

UNIT III : Venture Capital Growth oI Venture Capital in India Financing Pattern under
Venture Capital Legal Aspects and Guidelines Ior Venture Capital, Leasing types oI Leases
Evaluation oI Leasing Option Vs. Borrowing.

UNIT IV : Credit Rating Meaning, Functions Debt Rating System oI CRISIL, ICRA and
CARE. Factoring, ForIeiting and Bill Discounting Types oI Factoring Arrangements
Factoring in the Indian Context;

UNIT V : Mutual Funds Concept and Objectives, Functions and PortIolio ClassiIication,
Organization and Mangement, Guidelines Ior Mutual Funds, Working oI Public and Private
Mutual Funds in India. Debt Securitisation Concept and Application De-mat Services-need
and Operations-role oI NSDL and CSDL.
(Case Studies are Compulsory)
Suggested Books:
1. Bhole & Mahakud, Financial Institutions and Market, TM, New Delhi
2. V.A.Avadhani, Marketing oI Financial Services, imalayas Publishers, Mumbai
3. DK Murthy, and Venugopal, Indian Financial System, IK Int Pub ouse
4. Anthony Saunders and MM Cornett, Fin Markets & Institutions,TM, ND
5. Edminister R.D., Financial Institution, Markets and Management:6.
7. Punithavathy Pandian, Financial Markets and Services, Vikas, New Delhi
8. Vasanth Desai, Financial Markets & Financial Services, imalaya, Mumbai
9. Meir Khan Financial Institutions and Markets, OxIord Press.
10.Madura, Financial Markets & Institutions, Cengage, ND








MM 305: SALES AND DISTRIBUTION MANAGEMENT

Objective: to enlighten the students with the Concepts and Practical applications oI Sales and
Distribution Management.

Unit I: Modern Trends in Sales Management Inter Departmental Relations Organization oI
Sales Department DiIIerent Types oI Sales Organizations.

Unit II : Analysis oI Market Potential Sales Potential Sales Volume Forecasting Sales
DiIIerent Techniques oI Forecasting Sales Sales Budgets time and Territory Management
Sales Quotas.

Unit III : Recruitment Selection and Training oI Salesmen Salesmen`s Compensation Plans
Evaluation oI Salesmen`s PerIormance Sales Control Research.

Unit IV: Marketing Channels Structure and Functions Channel Design Selecting Channel
Members Motivating Channel Members.

Unit V: Channel ConIlicts Reasons Managing Channel ConIlicts Evaluating Channel
Member PerIormance Supply Chain Management Managing Logistics.

(Case Studies are Compulsory)

Suggested Books:

1. Pingali Venugopal, Sales and Distribution Management: An Indian Perspective, Response Books, New
Delhi.
2. AItab Alam Sales and Distribution Management, Wisdom Publication
3. Richard R.Stire, Edward W.CandiII and Norman, A.P.Gavani, Sales Management Decisions, Policies and
Cases Prentice all.
4. Arun Mittal, Advertising & Sales Promotion, Wisdom,Delhi
5. Eugene. M.Johnson, David L.Kurty and Enirhard. E.Scheuing Sales Management, Concepts, Practices
and Cases by McGraw ill International.
6. S.L.Gupta, Sales and Distribution Management: Text and Cases, Excel Publishers.
7. Berg Rosenbloom Marketing Channels a Management View by the Dryden Press, insdale, Illinois.
8. Aune T.Coughlan, Stern E.Ansary Marketing Channels, Prentice all oI India.
9. Panda Sales & Distribution Management, OxIord University Press.
10. Matin Khan: Sales and Distribution Management, Excel Publishers.












M 305: SECURITY ANALYSIS AND PORTOLIO MANAGEMENT

Objective: to enlighten the students with the Concepts and Practical applications oI Security
Analysis and PortIolio Management

Unit-1: Concept oI Investment, Investment Vs Speculation, and Security Investment Vs Non-
security Forms oI Investment-Investment Environment in India. Investment Process - Sources oI
Investment InIormation, Security Markets Primary and Secondary Types oI securities in
Indian Capital Market, Market Indices. Calculation oI SENSEX and NIFTY

Unit-II: Return and Risk Meaning and Measurement oI Security Returns. Meaning and Types
oI Security Risks: Systematic Vs Non-systematic Risk. Measurement oI Total Risk - Intrinsic
Value Approach to Valuation oI Bonds - PreIerence Shares and Equity Shares.

Unit-III: Fundamental Analysis Economy, Industry and Company Analysis, Technical
Analysis Concept and Tools and Techniques Analysis Technical Analysis Vs Fundamental
Analysis - EIIicient Market ypothesis; Concept and Forms oI Market EIIiciency.

Unit-IV: Elements oI PortIolio Management, PortIolio Models Markowitz Model, EIIicient
Frontier and Selection oI Optimal PortIolio. Sharpe Single Index Model and Capital Asset
Pricing Model, Arbitrage Pricing Theory.

Unit-V: PerIormance Evaluation oI PortIolios; Sharpe Model Jensen`s Model Ior PF
Evaluation, Evaluation oI Mutual Fund.

(Case Studies are Compulsory)

Suggested Books:

1. Fisher DE and Jordon RJ, Security Analysis and PortIolio Management,PI, New Delhi
2. Ambika Prsasad Dash, Security Analysis and PortIolio Management,IK Int Pub ouse, New Delhi
3. irt and Block, Fundamentals oI Investment Management, TataMcGrawill, New Delhi
4. Reily Frank K, Investment Analysis and PortIolio Management,Cengage, New Delhi
5. Bodie,Kane,Marcus and Mohanty, Investments, TataMcGraw ill, New Delhi
6. Peter Lynch, One Up on Wall Street, Simon & Schuster Paperbacks, New York
7. Sharppe W, Alexander,GJ., & Baily JV., Investments, TM, New Delhi
8. Avadhani, VA, SAPM, imalaya Publishers.
9. Bhalla, VK Investment Management, S.Chand., New Delhi
10. Preeti Singh, Investment Management, imalaya Publishers.
11. Timothy Vick, ow to Pick Stocks like Warren BuIIett, TM, New Delhi







MBA PG COURSE (ULL TIME) III SEMESTER EXAMINATIONS




Date & Day Time Subject
31-10-2011 9:00 AM to 12:00 Noon Business Policy & Strategic Management
Monday

01-11-2011 9:00 AM to 12:00 Noon Operations Research
Tuesday

02-11-2011 9:00 AM to 12:00 Noon International Business
Wednesday

03-11-2011 9:00 AM to 12:00 Noon Consumer Behavior & Customer
Thursday Relationship Management

04-11-2011 9:00 AM to 12:00 Noon Financial Markets & Services
Friday

09-11-2011 9:00 AM to 12:00 Noon Sales & Distribution Management
Wednesday

10-11-2011 9:00 AM to 12:00 Noon Security Analysis & PortIolio Management
Thursday

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