revised mba scheme and syllabus passed by 6th ac

5Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsMANAGERIAL ECONOMICSPaper Code: SMS-102Objectives:The purpose of Managerial Economics is to apply a series of basic economics principlesto the decision making process within the firm. Issues related to optimal pricingstrategies, demand forecasting, optimal financing, appropriate hiring decisions, andinvestment decisions, among others, can be successfully tackled with managerialeconomics tools.UNIT – 1Nature, scope and applications of managerial economics; alternative objectives ofbusiness firms; Demand function; Law of demand; Demand elasticities; Demandestimation and forecasting; consumer equilibrium-utility and indifference curveapproach; theory of consumer choice; Relationship between price elasticity and marginalrevenue.UNIT – IILaw of variable proportions; laws of return; Production function; Short-run analysis;long-run function; short-run and long-run cost function. Empirical estimation ofproduction and costs.UNIT – IIIPrice-output decisions, Market structures; Price decisions under perfect, imperfect;monopoly and duopoly; Pricing practices and strategies; measurement of profit and profitpolicy. Pricing of public utilities; Special pricing techniques-limit pricing, peak loudpricing and transfer pricing.UNIT – IVRisk analysis; Investment and capital replacement decisions; locational choice of a firm.Measures of national income; Balance of payment and fiscal policies; inflation analysis.Suggested Readings:1. Hailstones, Thomas J. and Rathwell, John C., Managerial Economics, PrenticeHall International, New Delhi.2. Hirschey, Mark, Managerial Economics, Thomson learning,Bangalore.3. Keat, Paul B., and Philip K.Y.Young, Managerial Economics- Economics Toolsfor Today’s Decision Makers, Pearson Education, Delhi.4. Davis, J.R. and Chang, Simon, Principles of Managerial Economics, Prentice HallInternational, New Delhi.5. Petterson: Managerial Economics, 3 rd Ed., Prentice Hall of India, Delhi.Note: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

6Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsQUANTITATIVE METHODS FOR MANAGERIAL DECISIONPaper Code: SMS-103Course Objectives: The purpose of this course is to acquaint the students with the broadframework of Quantitative Methods and decision-making in abusiness unit.UNIT-IRole of mathematics & Statistics in business decision: Introduction, use of statistics &material for decision making, importance of statistics in business and industry A.P. &G.P. and their managerial application, Matrices, Construction of frequency distributionand their analysis in the form of measure of central tendency and variations; types ofmeasures, their respective merits, limitations and characteristics; skewness: meaning andco-efficient of skewness.UNIT-IIProbability: Basic Concepts and approaches, addition and multiplication, ProbabilityDistribution- Binomial, Possion, Normal Distributions.UNIT-IIISampling; Reason and methods of sampling, Techniques of Sampling, Test ofSignificance; Hypothesis testing; large samples small samples:UNIT-IVCorrelation analysis – meaning & types of correlation, Karl Pearson’s coefficient ofcorrelation and spearman’s rank correlation; regression analysis – meaning and two linesof regression; relationship between correlation and regression co-efficient. Time seriesanalysis-measurement of trend and seasonal variations ; time series and forecastingSuggested Readings1. Sharma, J.K. Business Statistics, Pearson Education,Delhi2. Srivastava, Statistics for Management, Tata Macgraw Hill, Delhi3. Khanna, Quantitive Techniques for Decisions, PHI Learning, Delhi4. Bali, N.P.Quantitative Techniques, Laxmi Pub., Delhi5. Chandan, J.S. An Intro. To Statistical Methods, Vikas Pub. House, Delhi6. Bhardwaj, R.S. Business Statistics, S. Chand & Co. Delhi.7. Gupta C.B. & Gupta,Vijay – Business Statistics S. Chand & Co. Delhi.8. Kothari C.R. Quantitive Techniques, Vikas Publishing House, New Delhi.9. Hooda. R.P. Statistics for Business & Economics, Macmillan India Ltd.Note: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

7Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsACCOUNTING FOR MANAGERSPaper Code : SMS 104Objective:This course is an introduction to accounting concepts and the operatingcharacteristics of accounting systems. With a focus on both financial and managerialaccounting, the course teaches students the basics of financial statements, how tointerpret these statements, and how to make good decisions based on them. It is designedfor the user of accounting information and not as an introduction to a professionalaccounting career.UNIT-IFinancial Accounting-Concept, importance and scope, accounting principles, journal,ledger, trial balance, depreciation (Straight line and diminishing balance methods), andpreparation of final accounts with adjustment.UNIT-IIAnalysis and interpretation of financial statements- meaning, importance and techniques,ratio analysis; fund flow analysis; cash flow analysis.UNIT-IIICost accounting- meaning, importance, methods, techniques; classification of cost sheet;inventory valuation; an elementary knowledge of activity based costing.UNIT-IVManagement accounting – concept, need importance and scope; Budgetary controlmeaningneed, objectives, essentials of budgeting, different types of budgets; standardcosting and variance analysis ( materials, labour); marginal costing and its application inmanagerial decision making.Suggested Readings:1. Pandey, I.M. Management Accounting, Vikas Publishing House, New Delhi.2. Mittal, S.N., Management Accounting and Financial Management, ShrreeMahavir Book Depot, New Delhi.3. Jain, S.P and Narang K.L., Advanced Cost Accounting , Kalayni Publishers,Ludhiana.4. Khan, M.Y. and Jain P.K. Management Accounting, TMH, New Delhi.Note: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

8Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsORGANISATIONAL BEHAVIOURPaper Code: SMS-105Objectives: This course aims to provide an introduction to the behaviour of peoplewithin organizations, and the behaviour of the whole organizations.UNIT- IFoundation and background of OB, contemporary challenges- workforce diversity, crossculturaldynamics, changing nature of managerial work, ethical issues at work, emotionalintelligence in contemporary business.UNIT-IIIndividual behaviour and processes: individual differences- values and attitudes;Perception- concept, process and application; Personality- concept, determinants andtheories applications; Learning and Reinforcement, Stress- symptoms, causes,consequences and management.UNIT-IIIInterpersonal and team processes: group behaviour, group development, group dynamics,social loafing; developing teams- self directed work teams, virtual teams; team building;Empowerment- concept, significance, process, prerequisites, conflict- concepts, sources,types, management of conflict, Power- concept, sources, approaches; organizationalpolitics.UNIT- IVOrganizational processes and structure: organizational structure and design, Work and jobdesign; organizational learning; organizational culture; organizational change anddevelopment.Suggested Reading:-1. Nelson, Debra L and James C Quick, Organisational Behaviour,Thomson Learning.2. Pareek, Udai, Understanding Organisational Behaviour, OxfordUniversity Press, Ne Delhi3. Robbins, S.P., Organisational Behaviour, Prentice Hall of India , NewDelhi4. Luthans, Fred, Organisational Behaviour, McGraw Hill, New York5. Hellgiegel, D& J.W. Slocum, Organisational Behaviour, ThomsonLearningNote: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

9Course Credits : 4.5 External Practical Marks: 50Internal Marks : 50Time: 3 HrsCOMPUTER APPLICATION IN BUSINESSPaper Code: SMS-106Objective: Course objective is to inculcate the theoretical as well as practical knowledgeof computer applications in Business to enhance the working skill in an organization.UNIT-IComputer Organization: Introduction, components, classification, capabilitiescharacteristics & limitation. Operating System ; Storage devices: Application ofComputer in Business, Computer Languages.UNIT-IIUse of MS-Office: Basics of MS-Word. MS-Excel and MS- Power Point; Applicatios indocumentation preparation and making reports; preparation of questionnaires,presentation, tables and graphs.UNIT-IIIInternet: Internetworking, concepts, Internet Protocol Addresses, WWW Pages &Browsing, Security, Internet Applications, Analog & Digital Signals, Bandwidth,Natwork Topology, Packet Transmission, Long Distance communication, NetworkApplication. E-mail.UNIT-IVIntroduction to database: Concept, Characteristics, Objectives, Advantage & limitations,entity, attribute, schema, subschema.Lab: Operating Systems Commands, Internet Surfing, MS Office, MS Word, MS Excel,MS Power point.Suggested Readings:1. Leon & Leon, Introduction to Computers, Vikas Publishing House, New Delhi.2. Junne Jamrich Parsons, Computer Concepts 7 th Edition , Thomson Learning ,Bombay.3. Comer 4e, Computer networks and Internet, Pearson EducationNote: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

10Course Credits : 4.5 External Practical Marks: 50Internal Marks : 50Time: 3 HrsBUSINESS COMMUNICATION AND SKILLS DEVELOPMENTPaper Code: SMS-107Objective: This course will provide with practice in occupational writing, bothcorrespondence and reports. It will enhance the business communication skills to improvethe overall personality in the private world.UNIT-IPurpose and process of communication; myths and realities of communication; paths ofcommunication; oral communication: noise, barriers to communication; listeninglisteningprocess, types of listening, deterrents to listening process, essentials of goodlistening; telephonic communication.UNIT-IIPresentation skills: preequisites of effective presentation; Assertiveness- indicators ofassertive behaviour, stratedies of assertivs behaviour; communication skills for groupdiscussion and interviews.UNIT-IIINon verbal communication: gestures, handshakes, gazes, smiles, hand movement, stylesof working, voices modulations, body sport for interviews; business etiquettes: businessdining, business manners of people of different cultures, managing customer care.UNIT-IVWritten communication: mechanics of writing ,report writing, circulars, notices, memos,agenda and minutes; business correspondence- business letter format, styles of letterarrangement, types of letters, telex manages, facsimiles, electronic mail; dairy writing;developing resumes.Suggested Reading:1. Kaul,Asha, Business Communication, PHI, New Delhi2. Kaul,Asha, Effective Business Communication, PHI, New Delhi3. Chaturvedi,P.D., and Mukesh Chaturvedi, Business Communication, PearsonEduction4. McGrath,E.H., Basic Managerial Skills for All, PHI, New DelhiNote: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

11Course Credits : 4.5 External Practical Marks: 50Internal Marks : 50Time: 3 HrsMARKETING MANAGEMENTPaper code: SMS-201Objectives: The purpose of this course is to develop an understanding of theunderlying concepts, strategies and issues involved in the marketing ofproducts and services.Course ContentsUnit-1Nature, scope and concept of marketing, corporate orientations towards the marketplace;building and delivering customer value and satisfaction: retailing customers: Marketingenvironment and Environment scanning; Marketing information system and MarketingresearchUnit-IIUnderstanding consumer and Industrial markets; Market segmentation, Targeting andpositioning; tools of product differentiation: marketing strategies in the different stagesof the product life cycleUnit-IIINew product development process, product mix and product line decisions; branding andpackaging decisions; Pricing methods and strategies; managing marketing channels;wholesaling and retailingUnit-IVAdvertising and sales promotion; public relations; personal selling; evaluation andcontrol of marketing effort; web marketing; Ethics in Marketing; New issues inmarketing- Globalization, Consumerism, Green marketing, Direct Marketing, NetworkMarketing, Event Marketing, Cyber Marketing.Suggested Readings1. Kotler, Philip and Armstrong, G. Principles of Marketing. New Delhi, Prentice Hallof India, 20022. Kotler Philip. Marketing Management, 11 th Edition, New Delhi, Prentice Hall ofIndia, 2002.3. Perreault, William D. and McCarthy, Jr. E. Jerome, Basic Marketing, 14 edition,TMH, 2002.4. Rajan Saxena, Marketing Management, 2 nd edition, Tata McGraw Hill, 2002.5. Czinkota & Kotabe, Marketing Management, Vikas Publishing, New Delhi.Note: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

12Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsHUMAN RESOURCE MANAGEMENTPaper Code: SMS-202Course Objective:The objective of this course is to sensitize students to the various facets of managingpeople and to create an understanding of the various policies and practices of humanresource managementUnit IStrategic importance of HRM; objectives of HRM; challenges to HR professionals; role,responsibilities and competencies of HR professionals; HR department operations; humanresource planning—objectives and process; human resource information systemUnit IITalent acquisition: recruitment and selection strategies, career planning and management,succession planning, socialization and induction of new employees; training anddevelopment, investment in training, training need assessment, designing andadministering training programme; executive development programme, evaluation of T &D programme .Unit IIIAppraising performance: development and instituting performance appraisal system,assessment and development centres, potential appraisal; rewarding performance: linkingrewards to organizational objectives, determine compensation structure, pay forperformance and incentive plans, ESOP. Executive compensation, designing andadministering benefits and services.Unit IVHR in knowledge era: HR in knowledge industry, HR in virtual organizations, HR inmergers and acquisitions, outplacement, outsourcing HR functions, employee leasing, HRaudit, international HRMSuggested Readings1. Aswathappa, K., Human Resource and Personnel Management Tata Mc Graw Hill,New Delhi, 1997.2. De Cenzo, D A & Robbins S P., Human Resource Management. 5th ed., New York,John Wiley, 1994.3. Holloway, J. Ed. Performance Measurement and Evaluation. New Delhi, Sage,1995.4. Monappa, A & Saiyadain M. Personnel Management. 2nd, New Delhi, TataMcGraw-Hill, New Delhi, 1966.Note: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

13Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsFINANCIAL MANAGEMENTPaper Code: SMS-203Objectives:The purpose of this course is to acquaint the students with the broad framework offinancial decision-making in a business unit.Unit IFinancial management-scope finance functions and its organization, objectivesof financial management; time value of money; sources of long term finance.Unit IIInvestment decision importance, difficulties cash flows, methods of capital budgeting;risk analysis; cost of different sources of raising capital; weighted average cost of capital.Unit IIICapital structure decisions- financial and operating leverage; capital structure theories-NI, NOI, traditional and M-M Theories; determinants of dividend policy and dividendmodels- Walter, Gordon & M.M. modelsUnit IVWorking capital- meaning, need, determinants; estimation of working capital need;management of cash, inventory and receivables.Suggested Readings:1. Hampton, John. Financial Decision Making. Englewood Cliffs, New Jersey, PrenticeHall Inc., 1997.2. Khan, M.Y and Jain, P.K. Financial Management, McGraw Hill, 2001.3. Prasanna Chandra, Financial Management, McGraw Hill, 2002.4. Pandey, l.M. Financial Management, Vjkas Publication House, 2000.5. Van Horne. James C. Financial Management ~nd Policy. 10th. ed., New Delhi,Prentice Hall of India, 1997.6. Winger, Bernard and Mohan, Nancy. Principles of Financial Management. NewYork. Macmillan Publishing Company, 1991.Note: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

14Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsMANAGEMENT SCIENCEPaper Code: SMS-204Course Objectives: The purpose of this course is to acquaint the students with the broadframework of Management Science and decision-making in abusiness unit.Unit IOperation Research : Evolution, methodology and role in managerial decision making ;Linear programming: Meaning, assumptions, advantages, scope and limitation ;Formulation of problem and its solution by graphical and simplex methods special casesin simplex methods: infeasibility, degeneracy, unboundedness and optimal solution ;duality.Unit-IITransportation problems including transhipment problems; Special cases intransportation problems: unbalanced problems, degeneracy, maximization objective andmultiple optimal solutions; assignment problems including travelling salesman’sproblem. Special cases in assignment problems: unbalanced problems, maximisationobjectives and multiple optional solutions.Unit-IIIPERT/CPM: Difference between PERT and CPM, network construction, calculatingEST, EFT, LST, LFT and floats. Decision theory: decision making under uncertainty andrisk, Bayesian analysis, decision trees.Unit-IVGame theory, pure and mixed strategy games; principle of dominance; two person zerosum game; Queuing theory: concept, assumptions and applications; analysis of queuesystem, Position distributed arrivals; Simulation; meaning, process, advantages,limitations and applicationsSuggested Readings1 Paneerselvam, Operations Research, PHI, New Delhi .2 Taha, Operations Research: An introduction,PHI, New Delhi.3 Vohra, N.D.;Quantitative Techniques in Management; Tata McGraw HillPub. Co. Ltd. New Delhi.4 Kapoor, V.K., Operations Research; Sultan Chand & Sons, New Delhi.5 Sharma, J.K., Operations Research: Theory and applications, Macmillan.Note: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

15Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsBUSINESS RESEARCH METHODSPaper Code: SMS-205Course Objectives: The purpose of this course is to impart knowledge about variousstages of research processes and their application in decisionmakingUnit INature, scope and need of business; managerial value of business: components of theory– concepts, constructs, variables, definitions and hypothesis; the process of research:structure of research proposal.Unit IIResearch design concept and types; Validity and reliability aspects; sampling dsigntechniques; factors influencing sample size; nature of measurement; characteristics ofsound measurement; nature of measurement scales: scale construction techniques:sources and methods of data collection; questionnaire designing.Unit IIIData preparation and descriptive analysis; hypothesis testing; parametric and nonparametric(analysis of variance, sign test, the mann-Whitney U-Test, kruskel _ Wallis H-test); computer program for analysis.Unit IVNature of multivariate analysis; dependence methods - multiple regression, discriminateanalysis, MANOVA, LISREL, conjoint analysis; interdependent methods – factoranalysis, cluster analysis and multi dimensional scaling: ingredients of formal reports;construction of formal reports; nature of oral reports; mechanism of documentation andbibliography construction.SUGGESTED READINGS:1 Zikmund, Millian G., Business Research Methods , Thomson learning ,Bombay2 Cooper, Donald R- and Pamels schindler, Business Research Methods, TataMcGraw Hills, New Delhi.3 Geode, Millian J. & Paul K. Hatl, Methods in Research , Tata McGraw Hills,New Delhi.4 Shekhran, Uma, Business Research Methods, Wiley Education, Singapore5 Kothari, C.R., Research Methodology.Note: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

16Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsBUSINESS ENVIRONMENTPaper Code: SMS-206Course Objectives: The purpose of this course is to sensitize the students towards theoverall business environment within which organisation has tofunction and to provide insight to students of its implication fordecision making in business organisation.Unit INature and structure of business environment; macro and micro indicators; assessing riskin business environment; emerging sectors of Indian Economy; relative size and growthof public and private sectors.Unit IIDesign and strategy of economic reforms; current state of growth and investment; interestrate structure and present monetary policy; fiscal environment; current inflationaryposition and its impact on business sector; competitive environment; legislation for anticompetitiveand unfair trade practices; consumer and investor protection.Unit IIICurrent industrialization trends and industrial policy; environment for SME sector;infrastructure development and policy; public sector reforms and performance; publicprivatepartnership; intellectual property regime and the R&D environment; trends inservice sector growth; banking reforms and challenges.Unit IVGlobalisation trends and challenges; balance of payments trends; environment for foreigntrade and investment; exchange rate movements and their impact; India’s competitivenessin the world economy; External influences on India’s business environmentSUGGESTED READINGS:1 Acharaya, Shankar, India Macroeconomic management in the Nineties, ICRIER,New Delhi.2 Ahluwalia,I.J. and IMD Little, India’s Economic reforms and Development,Oxford University Press, Delhi.3 Datt, R., Second Generation Economic Reforms in India, Deeep and Deep, NewDelhi.4 Khan, M.Y. Indian Financial System, Tata McGraw Hill, New Delhi.Note: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

17Course Credits : 4.5 External Practical Marks: 50Internal Marks : 50Time: 3 HrsCOMPUTER NETWORKPaper Code: SMS-207Course Objectives: The purpose of this course is to sensitize the students withtechnologies like networking and internet and to build skills in applying thesetechnologies to various business processes.Unit IIntroduction to Internet: Definition of networks, concepts of web page, website and websearching. Concepts of data transmission, half-duplex transmission, modems, clientserver computing, Introduction to OSI, TCP/IP reference models, cryptography.Unit IINetworked economy; Impact of computer networks on business, elements of networkedeconomy, using IS Functions to deal with business risks. Infrastructure of networkedeconomy; Hardware, software, sharing information and resources through networks,LAN WAN, and wireless networks,Unit IIIPrivacy and ethical issues in networked economy; treats to privacy, protecting privacy ,ethical issues in networked economy, social and economic issues in networked economy,health issues in networked economy, future of the networked economy.Unit IVHTML: Build a simple HTML document, tables, frames, links, adding multimediadocuments, home page. Applications of networks in information sharing anddissemination: application in banking, E-Goverence, ticket reservation etc.Lab: WebDesigning in HTML, Internet Surfing.Suggested Readings1 McKeown, Information Technology and the Networked Economy, ThomsonLearning.2 Forouzan, Data Communication & Networking, TMH, Delhi.3 Miller, Data and Network communication, Vikas Publication House, NewDelhi4 Tannenbaum, Computer Networks, PHI, Delhi.5 Hagg, Baltzan & Philips,Business Driven technology,TMH,N.DelhiNote: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

18Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsBUSINESS POLICY and STRATEGIC MANAGEMENTPAPER CODE: SMS-301 (Compulsory)COURSE OBJECTIVE:The objective of the course is to develop a holistic perspective of an organization and toenable the students to analyse the strategic situation facing the organization, to accessstrategic options available to the organization and to implement the strategic choicesmade by it.Unit-IStrategic Management Process: defining strategy, levels of approaches to strategicdecision making, process of strategic management, roles of strategies, mission andobjectives, strategic business unit, environment - concept, components and appraisalUnit-IIOrganization appraisal and strategy formulation: organizational dynamics and structuringorganizational appraisal, SWOT analysis formulation - corporate level strategies andbusiness strategies, strategy analysis and choice - the process, BCG matrix, GE matrix,SPACE approach, QSP matrix and strategic planUnit-IllStrategy implementation: aspects, structures, design and change; behaviouralimplementation - leadership, culture, value and ethicsUnit-IVFunctional implementation: functional strategies, plans and policies; marketing; financial,personal, operations, its plans and policies; strategic evaluation and control - an overviewof strategic evaluation and control, techniques of strategic evaluation and controlSuggested Readings:1. Kazmi, Azhar, Business Policy and Strategic Management, Tata McGraw HillPublishing Company Ltd., New Delhi2. David, Fred R. Strategic Management - Concept and Cases, Pearson Education,Delhi3. Hitt, M.A., Ireland R.D. and Hos Kisson R.D., Strategic ManagementCompetitiveness and Globalisation; Thomson Asia Pvt. Ltd.4. Pearce II J A and Robinson Jr., R.B., Strategic Management - StrategyFormulation and Implementation, AITBS Publishers and Distributors, DNote: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

19Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsMANAGEMENT INFORMATION SYSTEMPAPER CODE: SMS-302 (Compulsory)COURSE OBJECTIVE:This course will equip students with skills to analysis information requirements formanagerial decision making.Unit-IData and Information. MIS- need and concepts, factors influencing MIS andcharacteristics of MIS. Technology of MIS. Structure of MIS. Decision Making androle of MIS. Data communication. Basic H/W required, Channel features and conceptof Distributed Data basesDecision Support System: Overview, components and classification, steps inconstructing a DSS, role in business, group decision support systemUnit-IIInformation system for strategic advantage, strategic role for information system,breaking business barriers, business process reengineering, improving businessqualities.Unit-IllPlanning for MIS; System Development Methodologies; Conceptual and detaileddesigns of MIS. Information system analysis and design, information SDLC, hardwareand software acquisition, system testing, documentation and its tools, conversionmethods.Unit-IVSystem implementation Strategies and process; System Evaluation and Maintenance.Applications -cross -functional MIWS; ERP; CRM; SCM; Transaction Processing;Artificial Intelligence technologies in business: neural network, fuzzy logic, virtualreality; Executive information system.Suggested Readings :1. Jawadekar, Management Information Systems, TMH, N Delhi.2. Brien, James, Management Information System, Tata McGraw Hill, Delhi.3. Stair, Principles of Management System, Thomson Learning, Bombay.4. Mckeown, Information Technology and the Networked Economy,Thomson Learning, Bombay.5. Brady, Cases in MIS, Thomson Learning, Bombay.6. Murdick & Ross, Management Information System, PHI, Delhi.Note: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

20Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsCOURSE OBJECTIVE:BUSINESS LEGISLATIONPAPER CODE: SMS-303(Compulsory)The course is designed to provide an understanding of legal processes involved inmanagement of an organization. The main focus is on understanding basic laws affectingthe operation of a Business EnterpriseUnit-IThe Indian Contract Act: Essentials of a valid contract, void agreements, performance ofcontracts, breach of contract and its remedies, Quasi-ContractsUnit-IIThe Sale of Goods Act: Contract of sale of goods, conditions and warranties, transfer ofproperty, rights of an unpaid seller; the negotiable instruments act: nature and types;negotiation and assignment; holder-indue cours e, dishonour and discharge of anegotiable instrument, arbitrationUnit-IIIThe Companies Act, 1956: Nature and types of companies; formation; memorandum andarticles of association; prospectus, shares and share capital, allotment of sharesUnit-IVMembership; borrowing powers; management and meetings; accounts and audit;compromise arrangements and reconstruction; prevention of oppression andmismanagement; winding up; Consumer Protection Act and Cyber LawSuggested Readings:1. Kuchhal, M.C. and Deepa Parkash, Business Legislation Management, VikasPublishing House Pvt. Ltd.2. Khergamwala, J.S., The Negotiable Instrument Acts, N.M. Tripathi, Bombay,19803. Ramaiyam, A., Guide to the Companies Act, Wadhwa, Nagpur, 19924. Shah, S.M., Business Law for Managers, Sultan Chand, New Delhi, 19985. Tulisian P.C., Busienss Law, TMH, New DelhiNote: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

21Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsCOURSE OBJECTIVE:TRAINING AND DEVELOPMENTPAPER CODE: SMS-304 (Optional-HR)This course is designed to provide in depth understanding and enable the students tomanage training processes and system for developing human resource of the organizationUnit-ITraining - concept, and rationale; training process: role of stakeholders in trainingprogramme; Organization and Management of training function; Training needsassessment - organizational analysis, operational analysis, person analysis; competencymappingUnit-IIDesigning the training programme: process of barning in training programme - attributesand factors influencing; learning process; learning styles; training climate and pedagogy;developing training modules; Training aidsUnit-IllTraining methods and techniques - role playing, business games, in basket exercises,laboratory training; incidents and cases; seminars, syndicates and group discussion;lecture, programmed instructions; inspirational techniques - brainstorming, mindmapping, creative problem solvingUnit-IVEvaluation of training - need for evaluation, principles of evaluation, criteria andapproaches; return on investment in training, process of calculating ROI in training;emerging trends in training and development; new perspectives on training - cross culturaltraining, e-learning, knowledge managementSuggested Readings:1. Agochia, Devendra, Every Trainer's Handbook, New Delhi; SagePublications2. De Simone, R.L. and Harris, D.M., Human Resource Management, ThomsonLearning, Bombay3. Sahu, R.K., Training for Development, Excel Books, New Delhi4. Blanchard, P Nick, and James W. Thacker, Effective Training - Systems,Strategies, and Practices, Pearson Education, New Delhi5. Goldstein, Training in Organization, Thomson Learning, BombayNote: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

22Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsCOMPENSATION MANAGEMENTPAPER CODE: SMS-305(Optional-HR)COURSE OBJECTIVE:This course is designed to promote understanding issues related to compensation incorporate sector and impart skills in designing, analysis and restructure compensationmanagement system, policies and strategiesUnit-IRole of compensation in organization: economic and behavioural theories related tocompensation; strategic perspectives of compensation; compensation as motivationaltool; compensation policyUnit-IIInternal and external equities in compensation system; determining the worth of jobs;understanding inter and intra-industry compensation differentials, designing pay structureand administering compensation package; understanding different components ofcompensation package like fringe benefits, incentives and retirement plans; pay forperformance plansUnit-IllCompensation of special group: Corporate Directors, Chief Executives, Senior Managers;components of executive compensation package; compensation of professionals andknowledge workers, R&D staff, sales compensation plan, international compensationUnit-IVStatutory provisions governing different components of reward systems; working ofdifferent institutions related to reward system like wage boards, pay commissions, role oftrade unions in compensation management; tax planningSuggested Readings:1. Milkovich, George T and Newman J.M., Compensation, Tata McGraw Hill2. Henderson, R.O., Compensation Management, Pearson Education3. Martocchio, J.J., Strategic Compensation, Pearson Education4. Armstrong, M and Murlis H, Reward Management, Kogan Page, UK5. Singh, B.D., Compensation Reward Management, Excel Books, New DelhiNote: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

23Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsOURSE OBJECTIVE:ORGANISATIONAL CHANGE AND DEVELOPMENTPAPER CODE: SMS-306 (Optional-HR)This course is designed to provide in depth understanding of behavioural interventionsand enable the students to apply these intervention for building individual, team, systemsand process related competencies and helping organizational to achieve peak performanceand become self sustainingUnit-IOrganizational Change - meaning, nature, types; theories of planned change;Organizational Development - nature and characteristics; process of organizationaldevelopmentUnit-IIHuman Process Interventions - T-group, process consultation, third party interventions,team building; organizational confrontation meeting, coaching and mentoring, rolefocused interventionsUnit-IllTechno structural Interventions - restructuring organization, reengineering, employeeinvolvement, work design; Strategic Interventions - Organization and environmentrelationships, organization transformationUnit-IVContemporary issues and applications - Organizational development in global context,organizational development in service sector, OD Practioners - role, competenciesrequirement, professional ethics and values and experiences; future trends in ODSuggested Reading:1. Cummings, Thomas G. and Christopher G. Worley, Organisation Developmentand Change, Thomson Learning2. Ramnarayan S., T.V. Rao and Kuldeep Singh, OrganisationDevelopment Interventions and Strategies, Response Books, New Delhi3. French, Wendell L. and Lecil H. Bell, Organisation Development, PHI, NewDelhi4. Chowdhury, Subir, Organisation 2IC, Pearson EducationNote: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

24Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsANAGEMENT OF FINANCIAL SERVICES AND INSTITUTIONSPAPER CODE: SMS-307 (Optional-Finance)COURSE OBJECTIVE:The objective of this paper is to acquaint the students about major financial services andinstitutionsUnit-IFinancial Services: salient features, scope and problems; mutual funds; venture capitalfinancing; regulatory and theoretical framework of leasing; issue managementactivities/procedures of merchant bankingUnit-IICredit rating; factoring and forfeiting; housing finance; merger/amalgamation andacquisition/takeover; debt securitizationUnit-IEDevelopment Banks - operational policies and practices of IDBI, ICICI, IFCI, SIDBI;EXIM BANK; UTI; LICI; segments/instruments of money marketUnit-IVMechanism of security trading, NSE, OTCEI, scripless trading, depository system andcustodial services; SEBI - its objectives, functions and powersSuggested Reading:1. Bhole, L. M., Financial Institutions and Markets, Tata McGraw Hills, NewDelhi2. Khan, M. Y., Financial Services, Tata McGraw Hill, New Delhi3. Pathak, Indian Financial System, Pearson Education4. Khan, M. Y., Indian Financial System, Tata McGraw Hill, New Delhi5. Machiraju, H.R., Indian Financial System, Vikas Publishing House6. Machiraju, H.R., Working of Stock Exchange in India, New Age Publication7. Shrivastava, R.M., and Nigam, Divya, Management of Indian FinancialInstitutions, Himalaya Publishing HouseNote: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

25Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsMULTINATIONAL FINANCIAL MANAGEMENTPAPER CODE: SMS-308 (Optional-Finance)COURSE OBJECTIVE:International boundaries are blurring therefore MNCs can raise funds from internationalfinancial management. The purpose of this paper is to equip the students with financialand investment decision ofMNCsUnit-IAn overview of multinational financial management; international monetary andfinancial systems, IBRD and development banks; finance function in a multination firms;international flow of fundsUnit-IIInternational working capital management: international cash management; internationalreceivable management, managing short term assets and liabilities; international capitalmoney markets; euro dollar and currency market; financial market instruments - GDRs,ADRs, Euro issues, CP and ECBUnit-IHMultinational capital budgeting, cost of capital and capital structure decisions; dividendpolicy of multinational firmUnit-IVDevelopments in foreign exchange markets; exchange rate determination; measuring andmanaging various risks and exposure; country risk analysis; taxation in multinationalfirmsSuggested Readings:1. Madura Jeff, International Financial Management; Thomson Learning2. Sharan, V., International Financial Management, PHI, New Delhi3. Allen Shapiro, Multinational Financial Management, PHI, New Delhi4. Levi, Maurice D., International Finance, McGraw Hill5. Apte, P.G., International Financial Management, Tata McGraw Hill6. Eiteman, David K., Stonehill, Arthur I., Moffett, Michael H. and Pandey, Alok,Multinational Business Finance, Pearson EducationNote: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

26Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsOBJECTIVES:MICRO FINANCEPAPER CODE: SMS-309 (Optional-Finance)• To provide an in-depth knowledge of the concept of micro finance.• To understand the timely availability of microfinance services so as to help thepoor people to enhance their live hood.• To sensitize the students of the fact that poor have the right to credit and otherfinancial services like the other people.Unit-I Micro Finance-An OverviewConcept, a brief history of micro finance in India, relation with poverty in India, MicroFinance Institutions, Micro-Finance-Issues and Challenges.Unit-II Historical BackgroundEvolution of credit system: from credit to micro credit, Credit Union, CooperativeMovements, Regional Rural Banks, NGO’s Initiative taken in our neighboring countries.Unit-III Self Help GroupConcept of SHGs, group formation, stages of SHG formation, emergence of SHGs inIndia, Self Help Group and Bank Linkage, Impact assessment of Micro finance.Unit-IV SHGs Federation.SHGs Clusters and Federations, Networking, Best Practices of SHGs.Suggested Readings:1. Burra, N., Deshmukh, J., & Murthy, R.K. (2007). Microcredit, Poverty and Empowerment-Linking the Traid. Sage Publication.2. Chaterjee, S. (2004). Development of Rural Poor through Self Help Groups. Jaipur: RBSAPublishers.3. Meenai. Z. (2003). Empowering Rural Women: An approach to empowering women throughcredit based self help groups. Delhi: Aakar Books.4. Sundaram, S.(2007). Micrifinance in India. Delhi: B.R. Publishing Corporation.5. Thomas fisher M.S. (2004). Beyond micro-Credit: putting Development back into MicroFinance, New Delhi: Vistaar publications.Note: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

27Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsBRAND MANAGEMENTCOURSE OBJECTIVE:PAPER CODE: SMS-310 (Optional Marketing)To introduce the concept of branding and brand management with special emphasis ondeveloping brand equityUnit-IBranding concepts; branding challenges and opportunities; brand equity concept; strategicbrand management process; customer based brand equity; building a strong brand and itsimplications; identifying and establishing brand positioning; defining and establishingbrand values; internal brandingUnit-IIChoosing brand elements to build brand equity; designing marketing programs to buildbrand equity: integrating marketing communication to build brand equity: informationprocessing model of communication, marketing communication options, leveragingsecondary brand knowledge to build brand equity: conceptualizing the leveragingprocess, country of origin; co-branding, licensing, celebrity endorsement, sporting,cultural and other eventsUnit-IllDeveloping a brand equity measurement and management system: establishing brandequity management system; measuring sources of brand equity - capturing customermindset: qualitative research techniques, quantitative research techniques; measuringoutcomes of brand equity; capturing market performanceUnit-lVDesigning and implementing branding strategies: brand-product matrix, brand hierarchy,introducing and meamng new products and brand extensions; managing brands over time:managing brands over geographic boundaries and market segmentsSuggested Reading:1. Keller, Kevin Lane; Strategic Brand Management; Pearson Education; NewDelhi2. Kapferer, Jean Noel; Strategic Brand Management; Kogan Page; New Delhi3. Kumar, S. Ramesh; Marketing and Branding - The Indian Scenario; PearsonEducation; New Delhi4. Kapoor, Jagdeep; 24 Brand Mantras; Sage Publications; New Delhi5. Sengupta subroto; Brand Positioning: Strategies for competitive advantage;Tata McGraw Hill; New Delhi6. Clifton, Rita & Simmons, John; Brands and Branding; The Economist; DelhiNote: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

28Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsCOURSE OBJECTIVE:INTERNATIONAL MARKETINGPAPER CODE: SMS-311(Optional Marketing)The course seeks to develop international marketing skills on a sound theoretical andconceptual foundation. It provides an insight into global marketing environment and themanagerial decision making in the context of contemporary dynamics of the globalmarkets.Unit-INature of international marketing; domestic vs. international and global marketing;benefits, tasks and challenges of international marketing; organizational structure forinternational marketing; WTO framework and the international marketer; internationalmarketing environment; screening international marketing opportunities; techniques offoreign market selection; broad structure of an international marketing plan.Unit-IIInternational marketing research and information system; foreign market entry modes;global marketing operations and strategies; product and banking decisions; internationalproduct life cycle; counterfeiting and IPR issues; pricing strategies; environmental factorsaffecting international prices; international dumping; financing international marketingtransactions.Unit-IllThe structure of international distribution systems; channel selection decisions; managingchannel conflicts; aspects of international supply chain management; international directmarketing; leveraging international distribution for competitive advantage.Unit-IVInternational promotion mix; push and pull strategies; aspects of international salesmanagement; challenges of international advertising; global media strategy;organizational structure for international marketing planning; operations and control;managing risk in international marketing.Suggested Readings:1. Onkvisit Sak and John J. Shaw, International Marketing - Analysis andStrategy, PHI, New Delhi2. Doole Isobel and Robin Lawe, International Marketing Strategy, ThomsonLearning,3. Keegan Warren J., Global Marketing Management, Pearson Education, DelhiNote: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

29Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsSERVICE MARKETINGPAPER CODE: SMS-312 (Optional Marketing)COURSE OBJECTIVE:To understand the service product and key elements of services marketing mix. Anotherobjective deals with managing the service delivery process and the implementation ofservices marketingUnit-IIntroduction to services marketing: role of services marketing; consumer behaviour inservice encounters: customer interaction, purchase process, needs and expectations ofcustomers; positioning services in competitive markets: search for competitive advantage;market segmentation, positioning vis-a-vis competitors,Unit-IICreating the service product: identifying and classifying supplementary services,planning and branding service products, new service development; designingcommunication mix: branding and communication; effective pricing, objectives andfoundations for setting prices; distributing services: options for service delivery, placeand time decisions, delivery in cyberspace, role of intermediariesUnit-IllDesigning and managing service processes: service process redesign, customermisbehaviour; balancing demand and capacity: fluctuations in demand, capacityconstrain, planning the service environment: consumer responses to and dimensions ofservice environment; managing people for service advantage: service leadership andcultureUnit-IVManaging relationship and building loyalty: customer-firm relationship, analyzing andmanaging customer base; customer management relationship system in servicesmarketing; customer feedback and service recovery: customer complaining behaviour,principles and responses to effective service recovery, service quality and the gap model,measuring and improving service quality, defining, measuring and improving serviceproductivity; organizing for service leadership: search for synergy in servicemanagement, creating a leading service organizationSuggested Readings:1. Lovelock, Christopher, Wirtz, Jocken and Chatterjee, Jayanta; servicesMarketing - People, Technology, Strategy; Pearson Education; New Delhi2. Zeithaml, Valarie A. & Bitner, Mary Jo; Services Marketing - IntegratingCustomer Focus Across the Firm; Tata McGraw Hill; New Delhi3. Rao, K. Rama Mohana; Services Marketing; Pearson Education; New Delhi4. Hoffman & Bateson; Essentials of Service Marketing; Thomson AsiaPtc. Ltd., New Delhi5. Rampal, M.K. & Gupta, S.L. Services Marketing; Galgotia Publications;Note: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

30Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsELECTRONIC COMMERCE PAPER CODE: SMS-401(Compulsory)COURSE OBJECTIVE:The objective of the course is to learn types, process of e-commerce, the tools,channels and the related issues in implementing the e-commerce practices.Unit-IIntroduction to Electronic Commerce: origin and need; Framework, applications;network infrastructure (including internet), internet commercialization; factorsaffecting e-commerce; business and technological dimensions of e-commerce;Unit-IIElectronic payment system, inter-organizational commerce & intra-organizationalcommerce, EDI, value-added network; digital library; smart card, credit card andemerging financial instruments.Unit-IllB2B e-commerce; e-procurement, supply-chain coordination; on-line research;organizing for online marketing. Internet retailing; multi channel retailing, channeldesign; selling through online intermediaries. Mobile commerce: Introduction tomobile commerce; benefits of mobile commerce; mobile commerce framework;Internet advertising;Unit-IVSecurity; advertising & marketing in the internet, introduction to marketing & CRM,consumer search & resource discovery, computer based education & training, digitalcopyrights. Search engines & directory services; Agents in electronic commerceLab: Internet Surfing of E-Commerce Sites.Suggested Readings:1. Schneider P. Gary, Perry T.James, E-Commerce, Thomson Learning, Bombay.2. Hanson & Kalyanam, Internet Marketing & e-commerce, Thomson Learning,Bombay.3. Bharat Bhasker, Electronic Commerce, TMH, N Delhi.4. Kosiur, Understanding E-Commerce, Prentice Hall of India, Delhi.5. Kalakota, Whinston , Frontiers of Electronic Commerce, Addison Wesley.6. Shurety, E-business with Net Commerce (with CD), Addison Wesley.7. Napier,Creating a winning E-business, Vikas Publishing House,DelhiNote: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

31Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsUnit-IENTREPRENEURSHIPPAPER CODE: SMS-402(Compulsory)Entrepreneurship: Concept, knowledge and skills requirement; characteristics ofsuccessful entrepreneurs; role of entrepreneurship in economic development;entrepreneurship process; factors impacting emergence of entrepreneurship; managerialvs. entrepreneurial approach and emergence of entrepreneurshipUnit-IIStarting the venture: generating business idea - sources of new ideas, methods ofgenerating ideas, creative problem solving, opportunity recognition; environmentalscanning, competitor and industry analysis; feasibility study - market feasibility,technical/operational feasibility, financial feasibility: drawing business plan; preparingproject report; presenting business plan to investorsUnit-IHFunctional plans: marketing plan - marketing research for the new venture, steps inpreparing marketing plan, contingency planning; organizational plan - form ofownership, designing organization structure, job design, manpower planning; Financialplan - cash budget, working capital, proforma income statement, proforma cash flow,proforma balance sheet, break even analysisUnit-IVSources of finance: debt or equity financing, commercial banks, venture capital; financialinstitutions supporting entrepreneurs; legal issues - intellectual property rights patents,trade marks, copy rights, trade secrets, licensing; franchisingSuggested Readings:1. Hisrich, Robert D., Michael Peters and Dean Shephered, Entrepreneurship,Tata McGraw Hill, New Delhi2. Barringer, Brace R., and R. Duane Ireland, Entrepreneurship, Pearson PrenticeHall, New Jersy (USA)3. Lall, Madhurima, and Shikha Sahai, Entrepreneurship Excel Books, New Delhi4. Charantimath, Poornima, Entrepreneurship Development and Small BusinessEntreprises, Pearson Education, New DelhiNote: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

32Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsCOURSE OBJECTIVE:INDUSTRIAL RELATIONS AND LABORLEGISLATIONS PAPER CODE: SMS-404 (Optional-HR)The objective of this course is to sensitize and expose students to critical tasks, functionsand issues of industrial re lations and to gain insight into the dynamics of employeemanagement relations on the different job situations.Unit-IIndustrial Relations: Concept, Scope, Objectives, emerging socio-economic and technoeconomicprofile; Impact of technological change on industrial relations; Role of State inmanaging industrial relations factors affecting industrial relations.Unit-IIILO and Trade Unions: Objectives and functions; Development of trade Unionmovement in India; Challenges of Trade Union movement; Forms of union; Trade Unionresponse toward liberalization and change; Role and objectives of ILO. Prevention andsettlement of disputes.Unit IIILabor Legislations: Objectives, forms and significance; Grievance handling legislations:Social security legislations, Regulatory legislations and protective and employmentlegislations; Harmony and disciplineUnit- IVCo-ownership management; Concept and significance; Involvement of workers withmanagement processes; Strategic implementation of WPM; Collective bargaining andempowerment: role, methods and significance to quality management. Quality ofworklifeSuggested Readings1. Ramaswamy, E. Managing Human Resources, New Delhi, Oxford University press2. Venkataratnam, C.S. and Sinha, Pravin, Trade Union Challenges at the Designingof 21 st Centry, IIRA-Excel Books, New Delhi3. Monappa, A. Industrial Relations, Tata McGraw Hill, New Delhi4. Monappa, A. Managing Human Resources, Tata McGraw Hill, New Delhi5. Sinha, Sinha, Sakher, Industrial Relations, Trade Unions and LabourLegislations, Pearson Education, New delhi6. Venkataratnam, C.S., Industrial Relations, Oxford University Press, New Delhi7. Dutta, S.K. Guide to Disciplinary Action, Tata McGraw Hill, New DelhiNote: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

33Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsPERFORMANCEMANAGEMENT PAPER CODE:SMS-405 (Optional-HR)COURSE OBJECTIVE:Performance management is the most critical function and strong determinant oforganizational excellence. This course is designed to develop appreciation and skillsessential for designing and instituting effective performance management systemsUnit-IConcept, characteristics, role and significance of performance management; performanceappraisal vis -Elvis performance management, process of performance management;performance management and strategic planning linkagesUnit-IIEstablishing and operationalising performance management system; measuringperformance - results and behaviour; conducting performance review discussions;harnessing performance management system for performance improvementUnit-IllPerformance management strategies and interventions - reward based performancemanagement; career based performance management, team based performancemanagementUnit-lVCulture based performance management; measurement based performance management;competency based performance management; leadership based performance managementSuggested Readings:1. Aguinis, Herman, Performance Management, Pearson Education, Inc.2. Kandula, Srinivas R., Performance Management, PHI, New Delhi3. Rao, TV., Performance Management and Appraisal Systems, Response Bank,New Delhi4. Cardy, Robert L., Performance Management: Concepts, Skills and Exercises,PHI, New Delhi5. Sahu, R.K., Performance Management System, Excel Books, New DelhiNote: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

34Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsCROSS-CULTURAL HUMAN RESOURCE MANAGEMENTPAPER CODE: SMS-406 (Optional-HR)COURSE OBJECTIVE:This course builds on the notions and frameworks in developing and understanding aboutthe diverse nature of behavior patterns and issues involved in multivariate values andculture systems to maintain excellence of management.Unit -IHuman Resource management h global organizations: Meaning and concept of Culture,dimensions, characteristics and elements; Human and cultural variables of organization;Culture diversity, models and attitudinal dimensions; cultural differences, similarities andmanagerial implicationsUnit-IIGlobal HR issues: Cross-national differences; Differences in communication, worksettings, negotiations, leadership, motivational context, standardization and adoption ofwork practice; Training and development of international staffUnit IIIManaging global staff: Recruitment, Selection criteria and issues; Retaining andmotivating International staff; bargaining behavior and negotiation strategies; Culturecaricatures, team development and cooperationUnit IVCompensation: Objectives, determinants and key components; Standards of performancemanagement in global perspective; Issues and challenges in global perspective;Expatriate and repatriate issues in global contextSuggested Readings1. Hodgetts, Richard M., Fred Luthans, and Jonethan P. Doh, International Management- Cultural, Strategy and Behaviour, Tata McGraw Hill, New Delhi2. Holt,David H., International Management - Text and Cases, Dry den Press,Thomson Learning, Bombay3. Harzing and Van Ruysseveldt, International Human Resource Management SagePublication, New Delhi4. Peter J. Dolling, Danice E. Welch, International Human Resource Management,Thomson Learning- Excel books5. Cullen, Multinational Management, Thomson Learning, Bombay6. Larry E. Sen and John R. Childress, The Secret of a Winning Culture (BuildingHigh Performance Teams) PHI (Pvt.) Ltd., New Delhi7. Francesco, International Organizational Behavior, 2 n Edition, Pearson Education,New Delhi8. Deresky, International Management, Managing Across Borders and Cultures, $Ed. Pearson Education, New DelhiNote: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

35Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsPROJECT MANAGEMENT AND INFRASTRUCTURE FINANCEPaper code: SMS-407 (Optional-Finance)COURSE OBJECTICE:The objective of this paper is to acquaint the students about the projectappraisal and control and financing of infrastructure projects.planning,Unit-IPhases and objectives of capital budgeting; generation and screening of project ideas;market, demand and situational analysis, technical analysis and financial analysis.Unit-IISpecial decision situations, analysis of project risk; appraisal criteria, firm risk and marketrisk.Unit-IHSocial cost benefit analysis, UNIDO approach, SCBA by financial institutions, projectfinancing in India-project appraisal by financial institutions, environmental appraisal ofProjects.Unit-IVProject management: organisation, planning, control, human aspects and pre-requisites.Financing infrastructure projects: Concept, rational and financial instruments; Publicfinance for infrastructure projects; BOOT/ BOT system for infrastructure projects.Suggested Readings1. Chandra, Prasanna, Projects : Planning Analysis, Selection, Implementation andReview, Tata McGraw Hill, New Delhi, 2002.2. Bhavesh, M Patel, Project Management, Vikas Publishing House, New Delhi.3. Machiraju, H. R., Project Finance, Vikas Publishing House, New Delhi.4. Rao, P.C.K., Project Management and Control, Sultan Chand & Sons, N.Delhi.5. Nijiru, Cyrus and Merna,Tony, Financing Infrastructure Projects, ThomasTelford, UK, ISBNNote: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

36Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsMANAGEMENT OF BANKING AND INSURANCEPAPER CODE: SMS-408 (Optional-Finance)COURSE OBJECTIVE:The attempt of this paper is to impart knowledge of various functional areas and riskmanagement in banking and insurance sectorsUnit-IAn overview of the banking sector- growth and structure; function and operations - RBI,Commercial Banks, RRBs, Cooperative Banks and NABARD; regulatory issues forgovernance of banking sector- role of RBI and Ministry of Finance; marketing in bankingindustry- component of bank marketing strategy; role of technology in bankingUnit-IIComponent of ALM and their management; liquidity management, interest ratemanagement, management of credit and operational risk; treasury operations andmanagement; managing capital adequacy and profit planning; managing NPAs.Unit-IHOrigin and development of insurance sector; objective and process of risk management;types and structure of insurance plans; investment pattern and policies of insurancecompanies; challenges of insurance marketing; role of IRDA; pension funds in IndiaUnit-IVOrganizational forms, structure and administration of life and non life insurancecompanies; life and non-life insurance management - strategic management, planning andcontrol cycle, use of life insurance in personal and business planning; life and non-life(health and motor vehicle) insurance underwriting; financial management of lifeinsurance companiesSuggested Readings:1. Black, Kenneth jr. & Skipper, Harold D. jr., Life and Health Insurance, PearsonEducation, Delhi2. Rejda, George E, Principles of Risk Management and Insurance, PearsonEducation, Delhi3. Shekhar, K.C. and Shekhar, Lekshmy, Banking Theories and practices, VikasPublication4. BesisJoel Risk Management in Banking, John Mily & Sons5. Risk Management, Indian Institute of Banking and Finance, McMillan Publisher6. The New Basel Record, ICFAI Publication7. Financial Intermediation, Indian Institute of Banking and FinanceNote: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

37Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsSECURITY ANALYSIS AND PORTFOLIO MANAGEMENTPAPER CODE: SMS-409 (Optional-Finance)COURSE OBJECTIVE:The objective of this paper is to acquaint the students about the investment decisions,Risks involved in them, theories of security valuation, fundamental and technical analysisand theories and concepts involved in portfolio management.Unit-IInvestment-Meaning, nature, process and alternatives; return and risk; Concept andcomponents of total risk; Measuring historical and expected return and risk; systematicand unsystematic risk. Measurement of systematic risk.Unit-IIObjectives and benefits of investment analysis and security valuation ; theories offixed and variable income securities; Efficient Market Theory; Fundamental Analysis -Economic, Industry and Company Analysis; Technical Analysis.Unit-IHPortfolio - Meaning, advantages and selection; Selection Problems: Markowitz portfoliotheory; expected return and standard deviation for portfolios; the efficient frontier; theefficient frontier and investor utility; the selection of the optimal portfolio; Sharpe singleindexmodel; Capital Asset Pricing Model; Arbitrage Pricing Theory.Unit-IVBond portfolio management strategies - passive portfolio strategies, active managementstrategies; Portfolio revision - meaning, need, constraints and strategies; formula plans -constant-dollar-value plan, constant ratio plan, variable ratio plan; Portfolio performanceevaluation: risk adjusted measures of performance.Suggested Readings1. Reiley & Brown, Investment Analysis & PortfolioManagement, Thomson Learning, Bombay.2. Pandian, Security Analysis and Portfolio Management, VikasPublishing House, New Delhi3. Sharpe, Alexander & Wiley, InvestmentPrentice Hall of India, New Delhi.4. Alexander, Gorden J. and Bailey, Jeffery V., Investment analysis and PortfolioManagement, Dry den Press, Thomson Learning, Bombay.5. Bodie ZVI, Kane Alex, Marcus, Alan J and Mohanty, Pitabas, Investments, TMH,New Delhi, 2006.6. Elton, Edwin J. & Gruber, Martin J., Modern Portfolio Theory &Investment Analysis, John Wiley & Sons.7. Haugen, Robert A., Modern Investment Theory, Pearson Education, Delhi.Note: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

38Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsCONSUMER BEHAVIOURPAPER CODE: SMS-410 (Optional-Marketing)COURSE OBJECTIVE:The subject explores the mysterious world of the consumer's psyche and guidelines to thestudents to understand what makes consumers to purchase a particular product or avail aparticular serviceUnit-IConsumer behaviour and consumer research; importance of consumer behaviour;evolution of consumer behaviour; methods of studying consumer behaviour; customercentric organizations; market analysis; market segmentation, marketing mix strategies;value of brands in marketing strategy; customer loyalty and retention strategy; globalmarketing strategy; global marketing strategy; global advertising effectiveness; consumerdecision process model; variables affecting the decision process; types of decision process;factors influencing the extent of problem solving; pe purchase processes; needrecognition; internal and external search; pre-purchase evaluationUnit-IIDifferent types of purchase situations; retailing and the purchase process; determinants ofretail success or failure; point-of-purchase materials; consumer logistics; location basedretailing; direct marketing consumption behaviours; consumption experiences;importance of customer satisfaction; factors affecting satisfaction level; demographicsand consumer behaviour; economic resources and consumer behaviour; personality andconsumer behaviour; personal values; lifestyle motivational conflict and need priorities;motivational intensity; motivating consumerUnit-IHImportance of consumer knowledge; types of consumer knowledge; sources of consumerknowledge; benefits of understanding consumer knowledge; consumer beliefs; consumerfeelings; consumer attitudes; consumer intentions; culture and its effect on consumerbehaviour; changing values and its effect on consumer behaviour; changing values and itseffect on marketing; determinants of social class; social class and consumer behaviour;importance of families and households on consumer behaviour; role behaviour and itsinfluence on the decision process; family life cycles; changing roles of women; childrenand household consumer behaviourUnit-IVGroup and personal influences on individuals; reference group and its influence onindividuals; transmission of influence through dyadic exchanges; word of mouth andopinion leaders in advertising and marketing strategy; diffusion of innovations; diffusionprocess; reaching the consumer; gaining consumer's attention; shaping consumer'sopinion; opinions change; product's and advertising's role in shaping consumer opinion;Note: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

39cognitive learning; retrieval of information; company's role in helping consumers torememberSuggested Readings:1. Blackwell, Roger, Miniard, Paul & Engel, James; Consumer Behaviour, ThomsonLearning; New Delhi2. Loudon, David J. & Dellabitta, Albert; Consumer Behaviour, Tata McGraw Hill; NewDelhi3. Schiffman, Leon G. & Kanuk, Leslie Lazar; Consumer Beaviour, Pearson Education;New Delhi4. Soloman, Michael R.; Consumer Behaviour - Buying, Having and Being; PearsonEducation; New DelhiNote: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

40Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsCOURSE OBJECTIVE:CUSTOMER RELATIONSHIP MANAGEMENTPAPER CODE: SMS-411 (Optional-Marketing)The customer is gaining more and more importance in the current scenario. The keybehind the successful organizations is retention of the customers. The key objective ofthis subject is to introduce the students to the current thinking about the customersUnit-ICost of acquiring customers; turning customer acquisition into customer loyalty; internetand its effect on CRM; different terms of CRM; CRM and business intelligence;marketing retrospective on product to customer; campaign management; CRM marketinginitiatives; customer privacy; marketing automation; call center and customer care;automating the contact center; customer service for successUnit-IISalesforce automation; key areas of salesforce automation; salesforce automation andmobile CRM; field force automation; evolution of eCRM; multichannel CRM; CRM inbusiness to business marketing; enterprise resource planning; supply chain management;supplier relationship management; partner relationship managementUnit-IHIntegrated data; major types of data analysis; click stream analysis; personalization andcollaborative filtering; defining CRM readiness; maintaining a customer focus; definingCRM functionality; defining technical requirements; development approaches towardspurchasing CRM softwareUnit-IVPre-implementation checklist; CRM development team; CRM implementation; avoidingfailures in implementing CRM; selling CRM idea inside the organization; CRMroadblocks-process, perception, privacy and politics; other CRM saboteurs; future ofCRMSuggested Readings:1. Dyche, Jill; The CRM Handbook; Pearson Education; New Delhi2. Greenberg, Paul; CRM at the Speed of light; Tata McGraw Hill; New Delhi3. Sheth, Jagdish N, Atul Parvatiyar and G. Shainesh, Customer RelationshipManagement,Tata McGraw HillNote: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)

41Course Credits : 4.5 External Marks: 50Internal Marks : 50Time: 3 HrsSALES & DISTRIBUTION MANAGEMENTPAPER CODE: SMS-412 (Optional-Marketing)COURSE OBJECTIVE:The objective of the course is to familiarize students with theories, techniques andpractices related to sales and distribution managementUnit-IObjective of sales management; Personal selling objectives; theories of selling; personalselling process; size of sales force; social and ethical responsibilities in salesmanagement; compensation and motivation of sales forceUnit-IISales meetings; sales contests; sales quotas; sales territories; evaluating and controllingthe sales personnel; analysis of sales, costs and profitabilityUnit-IHDistribution management and marketing mix; marketing channels; channel institutions -wholesaling and retailing; designing channel systemUnit-IVChannel management; channel information system; market logistics and supply chainmanagement; international sales managementSuggested Reading:1. Havaldar, Krishna K.& Cavale, Vasant M.; Sales and DistributionManagement; Tata McGraw Hill, New Delhi2. Khan, Mateen; Sales and Distribution Management; Excel Books; New Delhi3. Still, Richard R., Cundiff, Edward W. & Govoni, Norman; Sales Management -Decision, Strategies and Cases; Pearson Education/Prentice Hall of India; New Delhi4. Dalrymple, Douglas J.; Cron, William L. & Decarlo, Thomas; SalesManagement; John Wiley & Sons (Asia) Pvt. Ltd; New Delhi5. Futrell, Charles M.; Sales Management - Team work, Leadership andTechnology, Thomson Learning.; New Delhi6. Rosenbloom, Bert; Marketing Channels: A Management View, ThomsonLearning; New Delhi7. Stern, Louis W.; El-Ansary, Adel & Coughlan, Anne T.; Marketing Channels;Prentice Hall of India/Pearson Education; New Delhi8. Kapoor, Satish K. & Kansal, Purva; Basics of Distribution Management;Prentice Hall of India; New DelhiNote: 1. Instruction for External Examiner: The question paper will have two sections.Section ‘A’ shall comprise of 7 small answer type question out of which 5 questions arecompulsory. Section ‘B’ will contain 8 question (2 questions from each unit). Thestudents will be required to attempt four question (one question from each unit)