SyllabusLatest 2009 11

M.S.
Ramaiah Institute of Technology

(Autonomous Institute affiliated to VTU)
Bangalore, Karnataka – 560 054
Date: 22-07-2009
Approved Scheme and Syllabus of MBA

(2009 – 2011)
Sl. Chairman
Name Institute Signature
No. /Member
1. Dr.B.Janakiraman Chairman MSRIT
2. Dr.M.G.Krishnamurthy VTU Nominee JNNCE, Shimoga
3. Dr.R.Srinivasan Member IISc, Bangalore
Sigma Aldrich
4. Ms.Roopa Pattanad Member Chemicals Pvt. Ltd.,
Bangalore
5. Dr.P.V.Raveendra Member MSRIT
6. Mr.Y.M.Satish Member MSRIT
7. Mr.V.K.Srirama Member MSRIT
8. Mrs.M.Rizwana. Member MSRIT
9. Mrs.A.Mahalakshmi Member MSRIT
10. Mr.Vijay.N.Rao Member MSRIT

M S RAMAIAH INSTITUTE OF TECHNOLOGY
(Autonomous Institute affiliated to VTU)
DEPARTMENT OF MANAGEMENT STUDIES
BREAK UP OF CREDITS FOR THE MBA DEGREE

CURRICULUM 2009-11
Core Courses Elective Courses Seminar Project Total Credits

52 36 2 10 100
SCHEME FOR THE AUTONOMOUS MBA PROGRAMME 2009-11
SL. No. of Credits Total No. of

No. of subjects
No. per subject Subjects
I Sem – 8 Subjects
1 7 subjects Core 3 credits
1 subject 4 credits 25 Credits
2 II Sem – 8 Subjects Core 3 credits 24 Credits
III Sem – 1 Core Paper 3 credits
3
Seminar 2 credits 05 Credits
IV Sem – Project in the area of
4
specialization 10 Credits 10 Credits
Note: The student must earn a total of 100 credits for the award of
MBA Degree. Hence, the student must choose electives for a total
of 36 credits spread over semesters 3 and 4.
SCHEME OF TEACHING FOR I SEMESTER MBA 2009-11
Subject code Name of the subject No. of Credits
MBA – 11 Principles of Management 3:0:0

MBA – 12 Managerial Economics 3:0:0
MBA – 13 Organizational Behaviour 3:0:0
MBA – 14 Accounting for Managers 4:0:0
MBA – 15 Management Information Systems 3:0:0
MBA – 16 Marketing Management 3:0:0
MBA – 17 Business Statistics 3:0:0
MBA – 18 Business Communication 3:0:0
TOTAL 25
SCHEME OF TEACHING FOR II SEMESTER MBA 2009-11
MBA – 21 Quantitative Techniques for Management 3:0:0

MBA – 22 Economic Environment 3:0:0
MBA – 23 Business Law 3:0:0
MBA – 24 Financial Management 3:0:0
MBA – 25 Human Resource Management 3:0:0
MBA – 26 Supply-Chain Management 3:0:0
MBA – 27 Production and Operations Management 3:0:0
MBA – 28 Change and Knowledge Management 3:0:0
TOTAL 24
SCHEME OF TEACHING FOR III SEMESTER MBA 2009-11
MBA – 31 Business Research Methods 3:0:0

MBA – 32 Seminar 2:0:0
Electives – 6 Subjects: 18:0:0
Total 23
SCHEME OF TEACHING FOR IV SEMESTER MBA 2009-11
No. of
Subject code Name of the subject Prerequisite
Credits
The Candidate should have registered
Project work in the area
MBA – 41 10:0:0 and appeared for the course
of specialization
MBA – 31 – Business Research Methods
Electives – 6 Subjects 18:0:0
Total 28
LIST OF ELECTIVES – MBA 2009-11
No. of
Subject code Name of the subject
Credits
MBA - E101 Total Quality Management 3:0:0
MBA - E102 Management Accounting and Control Systems 3:0:0
MBA – E103 Business Ethics and Corporate Governance 3:0:0
MBA – E104 Customer Relationship Management 3:0:0
General MBA – E105 Strategic Management 3:0:0
MBA – E106 Entrepreneurship Management 3:0:0
MBA – E107 Intellectual Property Rights 3:0:0
MBA – E108 Business Process Re-engineering 3:0:0
MBA – E109 E-Commerce 3:0:0
MBA – E110 Business Marketing 3:0:0
MBA – E111 Sales and Retail Management 3:0:0
MBA – E112 Consumer Behavior 3:0:0
Marketing MBA – E113 Services Marketing 3:0:0
Management MBA – E114 Rural Marketing 3:0:0
MBA – E115 Strategic Brand Management 3:0:0
MBA – E116 Integrated Marketing Communications 3:0:0
MBA – E117 International Marketing 3:0:0
MBA – E118 Advanced Financial Management 3:0:0
MBA – E119 Security Analysis and Portfolio Management 3:0:0
MBA – E120 Mergers, Acquisitions and Corporate Restructuring 3:0:0
MBA – E121 Merchant Banking and Financial Services 3:0:0
Financial MBA – E122 Business Analysis and Valuation 3:0:0
Management MBA – E123 Project Appraisal, Planning and Control 3:0:0
MBA – E124 International Financial Management 3:0:0
MBA – E125 Risk Management 3:0:0
MBA – E126 Tax Management 3:0:0
MBA – E127 Financial Engineering 3:0:0
MBA – E128 Organizations: Structure, Process and Design 3:0:0
MBA – E129 Legal Environment & Industrial Legislations 3:0:0
Management of Organizational Behavior and
MBA – E130 3:0:0
Human Developing Competencies
Resources MBA – E131 Personal Growth & Interpersonal Effectiveness 3:0:0
Management MBA – E132 International HRM 3:0:0
MBA – E133 Team Building and Leadership 3:0:0
MBA – E134 Organizational Development 3:0:0
MBA – E135 Training and Development 3:0:0
Principles of Management
Subject Code: MBA – 11 Credits: 3:0:0
Module 1 (6 Hours)
Management theory and practice – definition of management – nature, purpose and functions
– management: science or art – systems approach to operational management – the functions
of managers – systems model of management – factors responsible for increasing
significance of management – managerial roles – Fredrick Taylor and scientific management
– Fayol: father of administrative management theory – the emergence of behavioral sciences
– the Hawthorne studies – recent contributions to management thought – Peter Drucker –
social responsibility of managers
Module 2 (8 Hours)
PLANNING – the nature of planning – types of plans – steps in planning – the planning
process – objectives – MBO – the process of managing by objectives – strategies – policies –
planning premises – decision making – search for alternatives – evaluation of alternatives –
selection of an alternative – programmed and non-programmed decisions – modern
approaches to decision making under uncertainty – decision trees
Module 3 (7 Hours)
ORGANIZING – nature of organizing and entrepreneuring – formal and informal
organizations – organizational structure and departmentation – span of control –
decentralization – delegation of authority – the art of delegation – matrix organization
Module 4 (6 Hours)
STAFFING – definition – the systems approach to human resources management – overview
of staffing function
Module 5 (12 Hours)

LEADING – human factors and motivation – motivation and motivators – the carrot and stick
theory of motivating – basic theories of motivation – McGregor‘s theory X and Y –
Maslow‘s need hierarchy – hygiene approach to motivation – relative analysis of theories –
Leadership – definition – ingredients – trait approaches to leadership – leadership based on
the use of authority – Likert‘s four systems of management – the managerial grid – Robert
Blake and John Mouton model – committees – nature of committees – reasons for using
committees – types – merits and demerits
Module 6 (6 Hours)
CONTROLLING – the basic control process – critical points and standards – control as a
feedback system – requirements of effective control
RECOMMENDED BOOKS:
1. Management – A Global Perspective – Harold Koontz, Heinz Weihrich – TMH 6th
edition, 2004
2. Management – Hellierigel – Thomson Learning, 10/e, 2004
REFERENCE:
1. Principles And Practices Of Management – L M Prasad – Sultanchand And Sons,
2003
2. Principles of Management – Tripathy & Reddy – TMH Publications, 3/e, 2005
3. Principles of Management – V.S.P.Rao – Excel Books, 2008
Managerial Economics
Module 1: (5 Hours)
Introduction to Economics: Managerial Economics- Nature, Scope, & significance, Role of
Managerial Economist in decision making- Relationship of Managerial Economics with
functional areas of business
Module 2: (5 Hours)
Concepts, Objectives of the firm, alternate objectives of firm, firm & Industry: Theories of
firm, Managerial theories: Baumol‘s model, Marris‘s Theory, Williamson‘s theory,
Behavioural theories: Satisfying Behaviour, Simple model of Behaviorism, Fundamental
Principles of Managerial Economics: Opportunity Costs, Incremental, Time perspective,
Discounting and Equimarginal principles
Module 3: (8 Hours)
Demand analysis, Law Of Demand, Exceptions to law of demand, Elasticity of demand-
Price, Income & cross elasticity. Uses of elasticity of demand for Managerial decision-
making Measurement of elasticity of demand, Advertising and promotional elasticity of
demand
Demand forecasting: Meaning & Significance, Methods of demand forecasting
Module 4: (5 Hours)
Production analysis: Concepts, production function: Single Variable & Two variable
Function. Total, Average & Marginal Product, Law of diminishing returns, returns to scale
Module 5: (5 Hours)
Costs & Revenue functions, Short run and long run cost curves, combination, expansion path,
Economies and diseconomies of scale, Law of supply, Elasticity of supply
Module 6 (9 Hours)
Market Structure: Perfect Competition, Features. Determination of pricing under perfect
competition
Monopoly: Features, Types of monopoly, monopoly power, Pricing under monopoly, Price
discrimination
Oligopoly: Features, Kincked demand Curve, Cartels, Price leadership
Monopolistic Competition: Features, Pricing Under monopolistic competition, Product
differentiation
Module 7 (8 Hours)
Profits- nature, measurement, Break-even analysis – Meaning, Applications and limitations
RECOMMENDED BOOKS:
1. Dr D M Mithani: Managerial Economics Theory and Application Himalayan
Publication, 2/e, 2005
2. Managerial Economics – Jhinghan and Stephen – Vrinda Publications 2008
REFERENCE BOOKS:
1. Economics for management texts and cases – Misra and Puri, HPH 2006
2. Managerial Economics – Varshney & Maheshwari – Sultanchand, 2003
3. Managerial Economics – P.N.Chopra, Kalyani Publishers. 2007
Organizational Behaviour
Module 1 (7 Hours)
ORGANIZATIONAL BEHAVIOR – Introduction, nature – scope – perspectives, The
Behavioural approach, Challenges, Past and Contemporary. Theoretical framework,
Contributing disciplines to the OB field. Foundation of individual behavior
Module 2 (7 Hours)
Personality – definition – determinants – personality traits – types – from concepts to skills –
personality attributes influencing OB Personality: Values, Emotions, Attitudes and Job
related outcomes, theories of personality
Module 3 (7 Hours)
Perception – meaning – factors influencing perception – the link between perception and
individual decision making – creativity and innovative behavior – decision making in
organizations. The Perception Processes: Nature, Implications in the Organizational Context.
Module 4 (5 Hours)
LEARNING – definition – theories of learning – some specific organizational applications,
Learning processes: objectives, principles, organizational systems and applications.
Module 5 (8 Hours)
VALUES, ATTITUDES AND JOB SATISFACTION
Values – definition – importance of values – sources of our value systems – types of values –
loyalty and ethical behavior
Attitudes – definition – sources of attitudes – types of attitudes – cognitive dissonance theory
– from concepts to skills – changing attitudes
Job satisfaction – meaning – measuring job satisfaction – determinants – effect of job
satisfaction on employee performance
Module 6 (5 Hours)
Motivation – Concepts and Application, Definition, Early and Contemporary theories, From
Concept to Applications – Job design, goal setting and other programmes.
Module 7 (6 Hours)
FOUNDATION OF GROUP BEHAVIOR – defining and classifying groups – stages of
group development – internal influence of group – group structure – group decision making.
RECOMMENDED BOOKS:
1. Organizational Behavior (Concepts, Controversies, Applications) – Stephen Robbins –
Pearson Education / PHI, 11/e, 2005
2. Organizational Behavior, Fred Luthans, McGraw Hill, 10th edition, 2005
REFERENCE BOOKS:
Understanding Organizational Behaviour, Udai Pareek – Oxford, 1/e, 2003
Management And Behavioral Processes – K Shridhar Bhat – Himalaya Publications, 1/e,
2005
Accounting For Managers
Module 1: (7 Hours)
Principle of double entry bookkeeping: Importance & scope of accounting, Accounting
concepts, conventions, GAAPS & accounting standards. Accounting equations, Users of
accounting statements
Module 2: (10 Hours)

Preparation of books of original records: Journals, subsidiary book, problems on cashbook
and petty cash book, Ledgers & trial balance

Preparation of final accounts/statement: Sole traders with basic adjustments, Preparation
of final accounts / statement of companies (Both horizontal & vertical form of financial
statements)
Module 4: (6 Hours)
Depreciation & Inventory valuation: Concepts & methods of depreciation, Problems on
straight line & WDV methods, Inventory-concepts & methods, Problems on LIFO, FIFO &
weighted average
Module 5: (5 Hours)
Nature and incidence of window dressing: Determination of EBDIT, EBIT, EDT, EAT,
EPS, DPS, Payout ratio- P/E ratio, Net cash accrual, ROCE, RONW, BV and Entity Value,
(This concept to be introduced using a financial statement)
Module 6: (4 Hours)
Provisions of the companies act 1956: Provision affecting preparation, presentation &
analysis of Audit reports & directors reports (Students should be exposed to reading of annul
reports of companies both detailed & summarized version)

Analysis of financial performance of a firm: Different tools, Ratio analysis- Different types
of ratio‘s, Inter-relation between Ratio‘s, Due-point analysis, Common size statement of inter
firm and intra firm
Module 8: (6 Hours)
Statement of changes in Funds: Funds Flow Statement, Cash Flow Statement, Problems
with basic adjustment on FFS & CFS
RECOMMENDED BOOKS:
1. Accounting For Managers – Jawaharlal –Himalaya Publishing House, 4/e, 2004
REFERENCE BOOKS:
1. Advanced Accountancy- R.L. Gupta & M. Radhaswamy –Sultan Chand Publications,
2002
Management Information Systems
Module 1 (5 Hours)
Introduction
Foundation Concepts: MIS Concept, Definition, Role of MIS, Impact of the MIS, MIS and
user
System Concepts, Systems Control, Types of System, Handling system complexity, post
implementation problems in a system, MIS and System analysis
Module 2 (5 Hours)
Decision Making and Information
Decision Making Concepts, Decision Making Process, Tools and Procedures, Decision
Analysis by Analytical Modeling, Behavioral concepts in Decision Making, Organizational
Decision Making, MIS and Decision Making Concepts
Information: Concepts, Quality Product, Classification of the information, Methods of data
and information collection, MIS- information-knowledge.
Module 3 (6 Hours)
Systems Analysis and Design
Introduction, The need for system analysis, System analysis of the existing system, system
analysis of a new requirement, System development model, Structured system analysis and
Design(SSAD), MIS and systems analysis
Module 4 (6 Hours)
Databases and Networks
Database Concepts, Database models, Data models, Database design, Conceptual and
Physical model, RDBMS, MIS and RDBMS.
Networks: Introduction, Network Topology, Features of Network, Data communication
Module 5 (5 Hours)
Decision Support Systems
Decision Support Systems: DSS concept and Philosophy, Artificial Intelligence Systems,
Knowledge Based Expert System, MIS and role of DSS
Module 6 (7 Hours)
Applications of MIS
Introduction – Personnel management, financial management, production management,
materials management, marketing management, corporate overview.
Introduction to service sector, creating a distinctive service, MIS applications in service

industry, MIS: service industry
Module 7 (11 Hours)

MS Office : Introduction, Components and their functionaliry (Word, Excel, PowerPoint,
Access, Outlook, Publisher, Infopath, Visio).
Using MS Word for Project Work and Assignments: Opening word and creating a new
document – Saving a document – Opening a saved document - Designing the Title Page –
Contents page – using the Header and footer – Designing tables – Inserting pictures, symbols,
page number, Charts, bullets and numbering.
Using MS Powerpoint for presentations: Opening powerpoint and creating a new ppt – saving
in ppt and pps – opening a saved document – Designing the title slide – layout, design of
slides – inserting sounds, animations.
Using MS Excel for Data analysis: Introduction to basics of excel , elementary data handling,
correlation analysis, regressions models, time series analysis, using functions.
RECOMMENDED TEXT BOOKS

1. ―Management Information Systems‖, James A. O‘ Brien, Galgotia/Tata McGraw Hill, 6th
Edition, 2004
2. ―Management Information Systems ―, W. S. Jawadekar, Tata McGraw Hill Edition, 3/e,
2007
3. Using Ms Office 2007, bott, leonard, Que publishing, 2008 edn.
4. Data Analysis using Microsoft Excel, Ash Narayan Sah, Excel books, 2009 edn.
Marketing Management
Module: 1 (6 hours)
Introduction to Marketing Management: Marketing management-meaning, importance,
concepts, marketing mix, services marketing – characteristics of services marketing,
importance of services marketing, differences between goods and services
Module: 2 (5 hours)
Marketing environment: Environment scanning, measuring and concept of Macro/Micro
Environment
Introduction to marketing research objectives, limitations, scope and applications
Module: 3 (6 hours)
Consumer buying behavior: Consumer decision-making process, Market segmentation-
concept and importance, bases and factors determining the choice of bases, targeting and
positioning
Module: 4 (7 hours)
Product planning and development: Product concept, product hierarchy, new product
development, product life cycle, branding, packaging and labeling
Module: 5 (4 hours)
Pricing: Importance of pricing, objectives, special pricing strategies
Module: 6 (5 hours)
Distribution (placing): Channel of distribution, meaning, types, and factors influencing
channel selection, channel design, channel conflict and control.
Module: 7 (6 hours)
Promotion: Integrated Marketing Communication (IMC), Promotion mix – meaning,
introduction to personal selling, advertising-advantages and disadvantages, sales promotion-
types, publicity and public relations, CRM-meaning and importance.
Module: 8 (6 hours)
Marketing planning: Marketing planning, scope of planning, strategic company planning,
strategic marketing planning, annual marketing plan, contents and importance of annual
marketing plan, marketing audit, importance and limitations
RECOMMENDED BOOKS:
1. Fundamentals of Marketing Management, M J Etzel,BJ Walker, William Stanton, TMH
13th Edition 2005
2. Principles of Marketing, Philip Kotler,Gary Armstrong,Perason/PHI 12th Edition 2005
3. Marketing Management :the Indian context,Ramaswamy & Namakumari-McMillan
India Ltd,2004
4. Customer Relationship Management by Peru Mohammed ,VPH,2nd edition,2004
5. Case Studies in Marketing – Indian Context by R.Srinivasan, PHI, 4th edition, 2008.
REFERENCE BOOKS:
1. Marketing by Lamb, Hair, McDaniel – Thomson, 7/e, 2004
2. Marketing Management by Rajan Saxena – TMH, 3/e, 2005
3. Marketing Management, Subhash G Jain Thomson–, 6th Edition, 2004
4. Marketing Management by Zinkota & Kotbe – Thomson, 2/e, 2001
5. Marketing by Zigmund / Amico, Thomson, 7th Edition, 2001
6. Marketing by Evans & Berman, 2/e, Biztantra, 2005
7. Marketing in the New Era by J S Panvar 2007
Business Statistics
Module 1: (7 Hours)
Introduction to Statistics: Definition of Statistics – Importance and Scope of Statistics –
Functions of Statistics - Statistical Investigation - Limitations of Statistics – Distrust of
Statistics
Statistical Data: Primary and Secondary data – Sources of Data – Types of Classification of
data - Frequency Distribution: Discrete or Ungrouped Frequency Distribution, Grouped
Frequency Distribution, Continuous Frequency Distribution
Diagrammatic and Graphic Representation: Line Diagram, Bar Diagram, Rectangle

Diagram, and Pie Diagram -Choice of a suitable Diagram – Graphs: Histograms, Frequency
Polygon, Cumulative Frequency Curves or Ogives – Advantages and Limitations of
Diagrams and Graphs
Module 2: (7 Hours)
Measures of Central Tendency: Average: Concept, Types – Mathematical Averages:
Arithmetic Mean, Geometric Mean, Harmonic Mean – Position or Locational Averages:
Median, Mode - Partition Values: Quartiles, Deciles and Percentiles - Comparison of the
Various Measures of Central Tendencies.
Module 3: (8 Hours)
Measures of Dispersion: Range – Quartile Deviation – Mean Deviation – Standard
Deviation – Variance – Coefficient of Variance – Comparison of various measures of
Dispersion
Module 4: (7 Hours)
Correlation: Scatter Diagram, Karl Pearson‘s coefficient of Correlation, Rank Correlation,
Concurrent Deviation
Regression: Method of Least Squares, Curve Fitting.
Module 5: (4 Hours)
Time Series Analysis: Introduction, Objectives of Time Series, Identification of Trend -
Variations in Time Series: Secular Variation, Cyclical Variation, Seasonal Variation, and
Irregular Variation –– Methods of Estimating Trend
Module 6: (8 Hours)
Probability: Concept and Definition - Relevance to Management Decisions - Sample Space
and Events - Relevance of Permutations and Combinations to Probability - Rules of
Probability, Random Variables and Concept of Probability Distribution. Theoretical
Probability Distributions: Binomial, Poisson and Normal.
Module 7: (4 Hours)
Sampling and Sampling Distribution: Concept and Definitions - Census and Sampling -
Probability Samples and Non-Probability Samples. Relationship between Sample size and
errors
NOTE: THE QUESTION PAPER SHALL CONSIST OF THEORY & PROBLEMS

IN THE RATIO OF 40:60
RECOMMENDED BOOKS:
1. Fundamentals of Statistics, S. C. Gupta, Himalaya Publishing House, 6/e, 2004
2. Statistics for Management, Richard I Levin, Pearson Education / PHI, 17/e, 2000
3. Complete Business Statistics 6/e, Aczel and Sounderpandian, Tata-McGraw Hill, 2005
REFERENCE BOOKS:
1. Statistics – Concepts and Applications, Nabendu Pal and Sahadeb Sarkar, PHI, 1/e,
2005
2. Statistics for Business and Economics‖, Anderson, Sweeney, William, Thomson
Publishing, 8/e, 2002
3. Statistical Methods, S. P. Gupta, Sultan Chand & Sons, 2002
4. Business Statistics, J.K.Sharma, Pearson, 1/e, 2004
5. Business Statistics for Contemporary decision-making, Ken Black, 4th Edition, John
Wiley, 2004
6. Statistics for Business and Economics, JIT S Chandan, Vikas Publishing House, 2/e,
2004
Business Communication
Module 1: ( 05 Hrs )
Introduction: Communication – Definition, classification, purpose, characteristics
of successful communication, barriers, communication structure in organization
Oral Communication: Conversation Control, refection and empathy, two sides of effective
oral communication written communication : principles of effective writing, 3x3 writing
process, coherence
Business Letters and Reports: Writing routine and persuasive letters, writing memos , what is
a report, purpose and kinds, writing reports
Presentations: What is a presentation, elements, designing a presentation
Module 4: ( 04 Hrs)
Case method of Learning: Types of cases, reading a case, case analysis approaches, dos and
don‘ts for case preparation
Negotiation: What is negotiation , need, factors affecting negotiation, stages, negotiation
strategies
Employment Communication: Writing CV, group discussions, interviews
Advanced Visual Support for business presentations: Types of visuals, media selection,
impact of technological advancements on communication
Communication networks – intranet, internet, teleconferencing, video conferencing
Group Communication: purpose of meeting, common complaints about meetings, media
management, press release, press conference, seminars, workshops
Case Studies
RECOMMENDED BOOKS:
1. Basic Business Communication- Lesikar, Faltley,TataMcGrawHill, Eleventh Edition
2. Business Communication: Concepts, Cases and Applications – P D Chaturvedi, Mukesh
Chaturvedi Pearson Education, 1/e, 2004
3. Communication – C.S.Rayadu, Himalaya Publishing, 8/2, 2007
4. Advanced Business Communication – Penrose, Rasberry, Myers –Thomson Learning,
4/e, 2002
Quantitative Techniques for Management
Module 1 (3 Hours)
Introduction to Operations Research
Origin, Development, Meaning and Definition of Operation Research; Scope, Techniques,
Characteristics and Limitations of Operation Research; Methodology and Models in OR
(only theory)
Module 2 (8 Hours)
Linear Programming Problem (LPP)
Application of LPP in Management, Advantages of LPP (only theory) Formulation of LPP,
Solution of LPP by Graphical method: Infeasible and Unbounded Solution, Formulation of
Dual of a LPP.
Module 3 (10 Hours)

Transportation Models
General Structure; Various methods for finding initial solution: Maximization and
Minimisation problems North West Corner Method, Least Cost Method, Vogel‘s
Approximation Method; Finding Optimal Solution: Modified Distribution method;
Variations: Unbalanced Transportation Problem, Degenerate Solution (Theory only);
Assignment problems; General Structure; Finding Optimal Solution; Variations: Non square
matrix, Maximization problem, Restrictions on Assignments, Alternate Optimal solutions.
Module 4 (07 Hours)

Network Analysis
Terminology; Networking Concepts; Rules for drawing network diagram; CPM
Computations: CPM Terminology, Finding critical path - Different Floats; PERT
Computations: Computation of earliest and latest allowable times, Probability of meeting the
scheduled dates; difference between PERT and CPM, Crashing of a Project (Theory only)
Module 5 (5 Hours)
Theory of Games
Terminology; Two person zero sum game; Solution to games: Saddle point, dominance rule,
Value of the game, mixed strategy, Graphical method of solving a game – (2 x n) and (m x 2)
games.
Module 6 (6 Hours)
Queuing Models
Introduction; Characteristics of Queuing models, Models for Arrival and Service Times;
Single Poisson arrival with Exponential Service Rate; Applications of Queuing models.
Module 7 (6 Hours)
Simulation of Management Systems
Terminology, Process of Simulation, Monte Carlo Method, Waiting Line Simulation Method,
Inventory Management Simulation, Marketing Management Simulation, Financial
Management Simulation
RECOMMENDED BOOKS
1. V.K.Kapoor, ―Operations Research‖, Vikas Publication. 4th ed,2009
2. R Srinivasan, Engineering Management & Operations Research by Sanguine Technical
Publishers, Bangalore 2005
3. S. D. Sharma, ―Operations Research‖, Kedar Nath and Ram Nath & Co. Ltd.15th ed, 09
4. ―Operations Research‖, J.K.Sharma, McMillan India. 2007,
ECONOMIC ENVIRONMENT
Module 1 (4 Hours)
Business, Business Environment, Environmental scanning, Internal and external environment
economic and non-economic environment, macro economic elements to be monitored by
managers.
Module 2 (7 Hours)
Economics of Development: Determinants, major issues of developments, India as a
developing economy, price stability – inflation, price indices, business cycle – features,
phases, indicators – lead, lag, coincidental.
Module 3 (7 Hours)
National Income Accounting: National income estimates in India - difficulties in measuring
national income – methods of measurement – income method, product method and
expenditure method. GNP, GDP, Circular flow of income, consumption, savings and
investment.
Module 4 (5 Hours)
Introduction to Indian Financial System & Markets; Money and Banking: RBI – role and
functions, monetary systems, measures of money supply, commercial banking structure in
India – Nationalization, classification.
Module 5 (7 Hours)
Over view of planning commission, finance commissions, public accounts committee,
comptroller and auditor general, public investment board, center and state relations.
Industrial policy of 1991, the recent budget. Monetary policy: Objectives, credit control tools.
Fiscal policy: Objectives, budget, direct and indirect taxes, revenue and expenditures of the
union and the state.
Module 6 (9 Hours)
Globalization – meaning, drivers, advantages disadvantages; types of international business,
modes and entry strategies, Trade theories – merchantilism – absolute and comparative
advantage – Hecksher – Ohlin theory- The new product life cycle theory – the new trade
theory – Porter‘s diamond model.
Module 7 (6 Hours)
New foreign trade policy, Exim policy , Instruments – tariffs, subsidies, local content
requirements, Administrative policies, Antidumping policies, Development of world trade
system -WTO, GATT, TRIPS, Trade Blocks
RECOMMENDED BOOKS:
Misra & Puri, Economic Environment, Himalaya Publishing Co. 2009
M Adhikari, Economic Environment, S.Chand & Co. 2009
Rudder dutt and K P M Sundaram, Indian Economy, 49/e, S.Chand & Co. 2009
Charles W L Hill International Business: Competing in global market place, Mc Graw Hill,
5th Edition 2008.
P.Subba rao: International Business Text and Cases – Himalaya Publishing House. 2008
REFERENCE BOOKS:
Rudiger Dorn Bush, Stanley Fisher and Richard Startz – Macro Economics, 9e – TMH,
2005
G S Gupta, Macro Economics – Theory and Applications, TMH, 2/e, 2005
Business Law
Module 1 (10 Hours)

Law of Contract: Definition, essentials and types of contracts, offer – definition and
essentials, acceptance – definition and essentials, consideration – definition and essentials,
exceptions to the rule, no consideration, no contract, doctrine of privity of contract, capacity
of parties, free consent, quasi contract, legality of object, performance of contract,
termination of contract, remedies for breach of contract.
Module 2 (6 Hours)
Law of Agency: Essentials, kinds of agents, rights and duties of agent and principal, creation
of agency, termination of agency
Bailment and Pledge – Bailment, definition, essential elements, rights and duties of bailer and
bailee. Pledge – essentials, rights and duties of pledger and pledgee
Module 3 (6 Hours)
Negotiable instruments act 1881, Nature and characteristics of Negotiable instruments, kinds
of negotiable instruments – promissory notes, bills of exchange and cheques. Parties to
negotiable instruments, Negotiation, presentment, discharge and dishonour of negotiable
instruments / Law of insurance – general principles of insurance, life, fire and marine.
Module 4 (6 Hours)
Companies Act: definition, characteristics and kinds of companies, steps in formation of
company. Memorandum of association, articles of association, prospectus.
Directors: appointment, power, duties and liabilities. Meeting and resolutions: types of
meetings. Auditor: Appointment, rights and liabilities. Modes of winding up of a company.
Module 5 (6 Hours)
Law of partnership: Definition, essentials of partnership, formation of partnerships, kinds of
partners, authorities, rights and liabilities of partners, registration of partnership, dissolution
of partnership firm.
Module 6 (5 Hours)
Sale of goods Act: Essentials, sale v/s agreement to sell. Condition v/s warranties, rights of
unpaid seller.
Consumer Protection Act: Objectives, definition, consumer protection council and state
consumer protection council
Module 7 (6 Hours)
Factories Act- Factory, occupier-Definition and meaning-Welfare, Health and safety of
workers-Employment of Women and young person-Provisions regarding leave and holiday.
RECOMMENDED BOOKS:
1. Saravanavel & Sumathi – Busines Law for Management – HPH-2008
2. N D Kapoor – Elements of Mercantile Law – Sultan Chand-2009
Financial Management
Module 1: (06 Hrs.)

Introduction to Financial Management: Objectives of financial management, risk return
trade off, emerging role of financial manager in India, Indian Financial System: Financial
market, Capital Market, Money Market, Forex Market, Time value of money.
Module 2: (07 Hrs.)

Capital Budgeting: Importance, Project classification, Investment Criteria - discounting and
non discounting criteria, estimation of cash flows – elements, basic principles and cash flow
estimation for new and replacement projects.
Module 3: (07 Hrs.)

Cost of Capital: Basic concepts, cost of debt and preference, cost of equity, weighted
average cost of capital, CAPM, cost of retained earnings, floatation cost and WACC.
Module 4: (06 Hrs.)

Working Capital Management: Characteristics of current assets, factors influencing
working capital requirements, level of current assets, current assets financing policy,
operating cycle and cash cycle, estimation of working capital requirements, Projected P&L
account, Balance sheet.
Module 5: (08 Hrs.)

Capital Structure: Meaning, difference between capital structure and financial structure,
EBIT – EPS Analysis, ROI – ROE Analysis, leverages, Capital Structure Theories – NI, NOI
and MM Approach.
Module 6: (06 Hrs.)

Sources of Funds: Long term sources – equity capital, internal accruals, preference capital,
term loans and debentures. Raising long term finance – initial public offer, venture capital,
rights issue, private placement, preferential allotment. Working capital financing – accruals,
trade credit, working capital advance by commercial banks, public deposits, short term loans
from financial institutions, commercial paper, factoring.
Module 7: (05 Hrs.)

Dividend Policy: Dimensions of dividend policy, legal procedural aspects, Bonus shares and
stock splits, share buy backs. Dividend models – traditional and MM models.
RECOMMENDED BOOKS:
1. Financial Management – Prasanna Chandra, 6/e, 2004, TMH Publications
2. M.Y. Khan & P.K. Jain – Basic Financial Management (TMH) 2008
3. Financial Management – Sharma & Shashi K Gupta, Kalyani Publishers,2007
Human Resource Management
Module 1 (6 Hours)
Nature and scope of HRM and HRD – introduction – definition – human resource
management – personal v/s HR – meaning of HRM – features of HRM – role of HRM –
managerial functions and operative functions – objectives of HRM policies – procedures and
programmes – organization of HRM – line and staff and personnel management – role of
personnel manager and HR manager – qualities of HR / personnel manager
Module 2 (5 Hours)
HR planning (HRD) – introduction – objectives of HRP – definition and need for HRP –
benefits of HRP – factors affecting HRP – process, -recent trends in HRP -problems and
limitations of HRP – job analysis – job evaluation – job description
Module 3 (4 Hours)
RECRUITMENT – definition – objectives – subsystems – factors affecting recruitment
policy – centralized and decentralized recruitment – recruitment techniques – recruitment
process, e-recruitment, employee referrals.
Module 4 (6 Hours)
SELECTION, PLACEMENT AND INDUCTION – meaning – definition of selection –
essentials of selection procedure – significance of selection process and selection as a source
of competitive advantage – selection procedure – recruitment application form – written
exams – preliminary interview – various types of tests (aptitude, achievement, situational,
interest, personality) – different types of interviews and interview process – means to make
interview effective – medical exams – reference checks – final decision – employment –
placement and induction
Module 5 (8 Hours)
HUMAN RESOURCE TRAINING AND DEVELOPMENT – meaning of T & D –
importance of training – benefits of training – need and objectives –– on-the-job and off-the-
job training methods –– training procedures – final evaluation,- how to make training
effective-Performance appraisal (PAS) – introduction – meaning – need – purpose –
objectives – contents of PAS – appraisers and different methods of appraisal – uses of
performance appraisal – limitations and problems of performance appraisal – 360° Appraisal
Module 6 (5 Hours)
INTERNAL MOBILITY AND CAREER PLANNING – career planning – meaning – need,
career development actions – promotion – meaning – purpose – bases of merit – seniority –
merit cum seniority – benefits – problems – promotion policy – transfer – meaning – purpose
– types – reasons – benefits – demotion – meaning – need for demotion policy
Module 7 (7 Hours)
PAYROLL AND BENEFITS – Introduction – definition – need for sound salary
administration – objectives – factors affecting wages / salary levels – wage salary survey –
wage incentives – merits and types of incentive plans – profit sharing – bonus concepts –
ESOPs – pay for performance, employee benefits-continuing education opportunities, flexi
time, insurance schemes, work life balance – organizational initiatives for employee benefits.
Module 8 (4 Hours)
HR records – HR accounting – HR audit – HRIS, HR outsourcing.
RECOMMENDED BOOKS:
1. Personal And Human Resource Management – P Subba Rao – Himalaya Publication,
2002
2. Human Resource Management – Biswajeet Patnayak – PHI 3/E, 2005
3. Managing Human Resources – Bohlander, Snell, Sherman – Thomson Learning 13/E,
2004
4. Human Resource Management – Cynthia Fisher, Shaw – Wiley Dreamtech / Biztantra,
5/e, 2005
REFERENCE BOOKS:
1. Human Resource Management – Gary Desler – Pearson Education 9/E / PHI, 10/e
Pearson, 2005
2. Human Resource Management – John M Ivancevich – TMH 9/E, 2004
3. A Hand Book Of Human Resource Management – Michael Armstrong – Kogan Page
India Ltd.2008
4. Human Resource And Personnel Management – Text And Cases – K Ashwatappa –
TMH 4/E, 2005
5. Human Resource Management – Ian Beardwell, Len Holden – Mcmillan India
Ltd,2003
6. Human Resource Management – Robbins, D‘ Cenzo – John Wiley & Co 9/e,2006
7. Managing Human Resources – Gomes Mejia, Bakin Candy – Pearson Education / PHI,
4/e, 2005
Supply Chain Management
Module 1: (5 Hours)
Introduction to supply chain management: meaning, necessity and key issues, Logistics –
Network configuration, Data collection, modeling and data validation
Module 2: (6 Hours)
Inventory management and risk pooling: single warehouse inventory, risk pooling,
centralized versus decentralized systems, managing inventory in the supply chain, demand
forecasting
Module 3: (7 Hours)
Information in SCM: Introduction, Bull whip effect, effective forecasts, and information for
the coordinated systems, lead time reduction, information and supply chain trade offs
Module 4: (7 Hours)
Supply Chain Integration: Introduction, push, pull, push-pull systems, demand driven
strategies, impact of internet, distribution strategies, centralized versus decentralized control,
central versus local facilities
Module 5: (7 Hours)
Strategic alliances: Framework, 3PL, retailer-supplier partnerships, distributor integration,

procurement and outsourcing strategies – outsourcing benefits, e-procurement
Module 6: (7 Hours)
Coordinated product and supply design: Design for logistics, supplier integration into new
product development, mass customization
Module 7: (6 Hours)
Customer value and supply chain management: Dimensions of customer value, strategic
pricing, IT and customer value
RECOMMENDED BOOKS
1. David Simchi-Levi, et al – ―Designing and Managing the Supply Chain‖ – TMH, 2e,
2008
2. Mohanty, Deshmukh – ―Supply Chain Management‖ – Biztantra Publications, 2005
REFERENCE BOOKS
1. Logistical Management – Donald J Bowersox, David Closs – TMH, 2004

2. Logistics Management – K Shridhar Bhat – HPH, 1/e, 2005
3. Supply Chain Management – Sunil Chopra, Peter Meindl –Pearson /PHI, 2/e, 2004
4. The Management Of Business Logistics – Coyle, Bardi, Langley – Thomson Sw, 7/e,
5. Essentials Of Supply Chain Management – Mohanty, Deshmukh – Jaico Publication, 6/e
2008
Production and Operations Management
MODULE 1 (04 Hours)

Introduction to Production & Operations Management (POM):
Nature of production & Operations, Systems approach to POM, Factors affecting POM
today, types of Production and Production systems, Productivity and competitiveness,
Production/Operations Strategy.
MODULE 2 (05 Hours)

Facility, Capacity, Location and Layout:
Manufacturing facility planning, Long range capacity planning, Facility location and Facility
layout (Problems in Layout)
MODULE 3 (06 Hours)

Product, Process and Service design:
PPC, Product design and development, Process planning and process design, Production
processes, Service operations, Production Technology.
MODULE 4 (07 Hours)

Work Study:
Job Design, Ergonomics, Methods Study and Work Measurement, Employee Productivity
(Problems in Work Measurement).
MODULE 5 (04 Hours)

Capacity Planning:
Learning Curve, Short-term Capacity Planning, Aggregate planning and Capacity
requirement planning.
MODULE 6 (08 Hours)

Materials Management:
Scope of Materials Management, functions, information systems for Materials Management,
Purchasing functions, Stores Management, Inventory Management, Materials requirement
planning, Just in Time (JIT) and Enterprise Resource Planning (ERP), (Problems in Inventory
Management and Vendor Selection)
MODULE 7 (06 Hours)

Production scheduling:
Master Production scheduling, detailed scheduling, facility loading sequencing operations,
priority sequencing techniques, line balancing and line of balance (LOB),
(Problems in Priority sequencing, Johnson‘s rule and Line Balancing)
MODULE 8 (05 Hours)

Technology Management:
Advanced Manufacturing Technology, Automation and Robotics, Managing Technological
Change, Applications of Information Technology in POM, Maintenance Management and
Total Productive Maintenance
RECOMMENDED BOOKS:
1. Production & Operations Management – Elwood S Buffa, Sarin, PHI, 2008
2. Production & Operations Management – Prof. K Ashwathappa, K Sridhar Bhat – HPH,
2008
3. Operation Management – Norman Gaither, Greg Frazier – Thomson Learning, 9/e, 2002
4. Operations Management – SN Chari, TMH, 3/e, 2008
REFERENCE BOOKS:
1. Operations Management – Lee J Krajewski, Larry P Ritzman – Pearson Education/PHI,
7/e, 2005
2. Operations Management for Competitive Advantage – Chase, Jacobs, Aquilano – TMH,
10/e, 2006
Change and Knowledge Management
Subject Code: MBA - 28 Credits: 3:0:0
Part A – Change Management

Module 1 (06 hours)
PERSONAL CHANGE: Meaning of personal change - Self awareness – self analysis – self
efficacy – self esteem – organizational roles – role efficacy
Module 2 (07 Hours)

ORGANIZATIONAL CHANGE– definition – nature – types – forces – organizational
change process- models of organizational change – Kurt Lewin‘s three step Model-Action
Research Model-Griener‘s model- Force field analysis perspectives on change – Planning
Model on change
Module 3 (06 Hours)

ORGANIZATIONAL CULTURE & CHANGE – Definition – Types of culture - learning
culture in organizations – Developing organizational culture – blocks in creativity.
Module 4 (05 Hours)

CHANGE MANAGEMENT –reasons for change – resistance to change, dealing with
individuals and groups – overcoming resistance to change – Developing learning
organizations
Module 5 (06 Hours)

IMPLEMENTING CHANGE - Managerial options for implementing change – top down
approach – Laissez faire approach – collaborative approach – What is OD? - Intervention
strategies

1. Management Of Organizational Change – K Harigopal – Response Books 2001
2. Managing Organizational Change – V Nilkant, S Ramanarayan – Response Books 2004
REFERENCE BOOKS
1. Making Organizational Roles Effective – Udai Pareek – TMH-6/e
Part B – Knowledge Management
Module 1 (6 Hours)
Introduction – evolution – need – scope – approaches to knowledge management – Global
knowledge economy – sources of knowledge -
Module 2 (05 hours)

Essentials of knowledge management – Types of knowledge – Nonaka‘s model of knowledge
creation – Knowledge management strategies – Implementing KM in organizations.
Module 3 (04 Hours)

Role of CKO– managing knowledge workers – knowledge audit – knowledge management
practices in organization.
Note: The syllabus is divided in the ratio of 2:1 for change management and knowledge
management respectively. In the examination the question paper should consist section A
with 5 questions and section B with 2 questions with instructions for answering any four
questions choosing minimum of one question from each section A and B. One Case Study for
20 marks is compulsory.

1. Knowledge Management – Sudhir Warier – Vikas 2003
2. Knowledge Management – Elias M Award, Hussain M Ghazini – Pearson Education
2004
REFERENCE BOOKS
1. Leading With Knowledge – Madan Mohan Rao – TMH 2003
2. Fifth Discipline And Field Book – Peter Serge – Random House Business Books
Business Research Methods
Module 1 (4 Hours)
INTRODUCTION TO RESEARCH METHODOLOGY
Meaning of research –objectives – Motivation in research – Types of research – Approaches
– Significance – Research methods vs. methodology – Research Process – Criteria of good
research – Problems for researchers in India
Module 2 (4 Hours)
RESEARCH PROBLEM AND RESEARCH DESIGN
Research Problem – Selection – defining – techniques involved in defining
Research Design – meaning – nature – features of good design –Different research designs –
principles of experimental designs
Module 3 (7 Hours)
SAMPLING DESIGN, MEASUREMENT AND SCALING
Meaning – census and sample survey – steps in sampling design – criteria of selecting
sampling procedure – characteristics of good sampling design – types of sample designs
Measurement in research – measurement scales – sources of error – techniques of developing
sound measurement tools
Scaling – meaning – important scaling techniques
Module 4 (5 Hours)
METHODS OF DATA COLLECTION
Collection of Primary data – observation method – interview method – questionnaires –
schedules – other methods – collection of secondary data – selection of appropriation method
– case study method
Module 5 (4 Hours)
DATA ANALYSIS
Processing operations – problems associated in processing – types of analysis – statistics in
research – Central tendency, Dispersion, Correlation, Regression and others (Theory Only)
Module 6 (7 Hours)
TESTING OF HYPOTHESES
Hypothesis – meaning – basic concepts – procedure of testing of Hypotheses – Tests of
hypotheses – parametric and non-parametric (F-test, t-test, Z-test, ANOVA, ANCOVA –
Theory only)
Module 7 (5 Hours)
MULTIVARIATE ANALYSES
Characteristics and applications – classification – variables in multivariate techniques –
important techniques (Theory only)
Module 8 (6 Hours)
INTERPRETATION AND REPORT WRITING
Meaning of interpretation – techniques – precautions
Report writing – significance – steps in report writing – types of research reports – oral
presentation – precautions for writing research reports
Note: (Numerical problems on the above modules are excluded)
Demonstration of the application of software package – SPSS (3 Hours)
RECOMMENDED BOOKS:
1. Research Methodology – C R Kothari – New Age International Publishers, 2nd Revised
Edition, 2008
2. Marketing Research – Naresh Malhotra – Pearson Education / PHI, 4/e, 2004
REFERENCE BOOKS:
1. Business Research Methods – William G Zikmund – Thomson 2/e 2007
2. Business Research Methods – Cooper And Schinder – TMH, 8/e, 2004
Seminar
Seminar is a course requirement wherein under the guidance of a faculty member a student is
expected to do an in-depth study in a specialized area by doing literature survey,
understanding different aspects of the problem and arriving at a status report in that area.
While doing a seminar, the student is expected to learn investigation methodologies, study
relevant research papers, correlate work of various authors/researchers critically, study
concepts, techniques, prevailing results etc., analyze it and present the same in the seminar
presentation. It is mandatory to give a seminar presentation before a panel constituted for the
purpose. The marks are awarded on the basis of the depth of the work done, understanding of
the problem and presentation by the student concerned.
Seminar Guidelines:
1. A panel consisting of 2 faculty members drawn from the faculty list on a specified date.
2. The faculty member in the panel will value the seminar for a maximum of 50 marks each
individually and the total will be taken for 100.
3. One of the panel members will be the Guide.
4. A faculty may not be required to guide more than 10 students for the purpose of seminar.
Criteria for allotting marks:
S.No Criteria Marks

1 Introduction – This includes a brief description of the 10
background, significance and objectives of work.
2 Review of Literature 05
3 Methodology 10
4 Interpretation 05
5 Discussion and Evaluation of the findings/suggestions 10
6 Time Management/ Question & Answer Session 10
TOTAL 50
Project
i) Objectives:
1. To expose students to the working of any organization and managers.

2. To relate the concepts learnt by the students to the working of the organization.
3. To work on a problem identified by the organization / student and thus understand the
practical aspects of the working of an organization.
GUIDELINES
1. The project work shall be for a period of 4 weeks immediately after III semester
examinations and the prerequisite for a student to take up this paper is registration and
attendance of MBA – 31 .
2. The subject code of the project report shall be MBA – 41 and shall be compulsory for all
students opting all specializations.
3. The student shall submit 3 copies of project reports within one month after the
commencement of the 4th semester.
4. No two students of the institute shall work on the same problem in the same
organization.
5. The student shall seek the guidance of the internal guide on a continuous basis, and the
guide shall give a certificate to the effect that the candidate has worked satisfactorily
under his/her guidance.
6. On completion of the project work, student shall prepare a report with the following
format.
i. The project report shall be prepared using word processor Viz., MS Word, Times
New Roman 14 or Ariel 12.
ii. All the reports shall be printed in the A4 size 1‖ margin on all sides, 1.5 line spacing.
iii. The report shall be hard bound facing sheet (only white colour) indicating the title of
college and month and year of admission (Spiral binding not permitted).
iv. A certificate by the guide, HOD and Head of the institution indicating the bonafide
performance of project by the student to be enclosed.
v. An undertaking by the student to the effect that the work is independently carried
out by him.
vi. The certificate from the organization, if the project work is done outside the
institution.
vii. Acknowledgement
viii. Contents,
a. Executive Summary – should contain a brief explanation of the project.
b. Introduction to the concept
c. Industry profile,
d. Company profile
- Background and inception of the company
- Nature of the business carried
- Vision, Mission and Quality Policy
- Product/Services Profile
- Area of Operation – Global/National/Regional
- Ownership Pattern
- Competitors Information
- Infrastructural facilities
- Achievement Award if any
- Workflow model (end to end)
e. i) Mckinsey‘s Seven S Model as applicable to that organization
Structure:
a. Overall organization structure details – Board of Directors/functional head etc.
b. Substructure dealing with each functional discipline
Skill:
a. Classification of skill – detail the steps taken to impart necessary skills – on the job/off the
job training
Style:
a. Top down / Bottom up
b. Authoritarian / Participative
Any one decision making parameter should be studied pertaining to day-to-day operation, to
conclude the style of functioning.
Strategy:
Any one strategy adopted by the company should be considered to explain, ―How it is
implemented‖ e.g. – pricing/waste elimination etc.
System:
System followed in any one department in the organization should be detailed. Inventory
control system / order execution system / Merit rating system etc.
Staff:
Classification / Duties and responsibility of various groups of staff. Eg.: Technical /
Supervisory / Clerical.
Shared Value:
i) Study of implementing shared value in the company by an illustration, where the company has
implemented its stated objective.
ii) The SWOT Analysis
f. Research Methodology
- Title of the Project
- Statement of the problem
- Objectives
- Operational definitions
- Data collection
- Statistical Tools used for research
- Sampling Technique – Sampling Unit, Sample Size and Sampling method.
- Plan of Analysis
- Limitations to the study
g. Data Analysis and interpretation
h. Summary of findings
i. Suggestions
j. Conclusions – Future Growth
k. Learning Experience
l. Annexure
i) Financial Statements
ii) Questionnaires
iii) Bibliography – Details of articles, books and websites referred.
7. The Project report shall be around 75 pages.
8. The Project work shall be on a topic in the area of specialization specified in the syllabus
and opted by the candidate.
MARKS ALLOCATION FOR IV SEMESTER MBA PROJECT REPORT (MBA – 41)
Sl. No. Particulars Max. Marks

1. Executive Summary 05
2. Industry Profile, Company Profile, Product/Services Profile 05
3. McKensey‘s 7S Model 05
4. SWOT Analysis 05
5. Research Methodology 10
6. Data Analysis and Interpretation 10
7. Findings, Suggestions and Conclusion 05
8. Learning Experience 05
Total Marks 50
MARKS ALLOCATION FOR PROJECT VIVA-VOCE (MBA – 41)
Sl. No. Particulars Max. Marks

1. Practical application of Mckinsey‘s 7S Model and SWOT Analysis 10
2. Presentation of relevance and suitability of the project work 10
3. Presentation of methodology 10
4. Presentation of Analysis, Interpretation, findings and recommendations 10
5. Communication, Expression and overall presentation 10
Total Marks 50
Total Quality Management
Subject Code: MBA – E101 Credits: 3:0:0
MODULE 1 ( 05 Hrs)
Introduction: Quality- definition, dimensions, costs of quality, quality control, quality
assurance, concept of total quality, total quality control & management, TQM concept,
benefits of TQM, reasons for failure of TQM
MODULE 2 ( 09 Hrs)
Quality management philosophies: Quality management philosophies - Deming philosophy,
Deming cycle, Deming14 points, Juran Philosophy- quality trilogy, universal breakthrough
sequence, comparison of Deming with Juran philosophy, Crosby philosophy –absolutes of
quality management, 14 steps for quality improvement, taguchi‘s quality loss function
MODULE 3 ( 10 Hrs)
Managing for quality and high performance: Elements of TQM - Quality function
deployment, robust design, quality at source, Process capability – process capability index,
TQM models-integrated model by Sohal,Tay,Wirth, Zaire model, TQMEX model, Quality
standard awards- Malcolm Baldridge National Quality awards, the Deming Prize, European
quality awards, ISO standards
MODULE 4 ( 10 Hrs)
Process management : Scope, concurrent engineering, quality engineering-system design,
parameter design, tolerance design, process improvement, Quality circles, kaizen umbrella,
product design concepts and techniques- DFM, DFA, FMECA ,Value Analysis, DFO, design
for post sales service, design for recycling, poka yoke, 7 QC tools
MODULE 5 ( 04 Hrs)
Benchmarking; Evolution of benchmarking, advantages, limitations, levels and types,
benchmarking process, issues related to benchmarking process
MODULE 6 ( 07 Hrs)
CMM & BPR: Capability Maturity models – concepts, levels, components, Business process
reengineering: Definition, principles, reengineering process, benefits and limitations.
RECOMMENDED BOOKS:
1. Total Quality Management Prof.K.Shridhar Bhat HPH, 1/e, 2002
2. Total Quality Management – Dr.B. Janakiraman, Prof.R.K.Gopal, PHI,2005
Management Accounting and Control Systems
Module 1 (6 hours)
Basic concepts, goals, and strategic key variables in management control systems.
Management by objectives. Management Control - Operational Control – Task Control.
Concept of cost centers, profit centers and investment centers. sources for cost information,
Cost units- classification of costs- cost analysis for management decision making.
Module 2 (6 Hours)
Determining product costs: cost elements for product costing- - accounting for factory
overheads- principles of allocation and absorption – determining product costs. Mechanics of
ascertaining product costs under job order costing and process costing (Does not include
Equivalent production, Byproducts) . Theoretical concepts of Activity Based Costing(ABC)
Module 3 (8 hours)
Cost-volume – profit (CVP) Relationship: Profit planning- behavior of expenses in relation to
volume- CVP model- sensitivity analysis of CVP Model for changes in underlying
parameters- assumptions of the CVP Model- Utility of the Model in Management Decision
Making.
Module 4 (7 hours)
Variable costing: Concept of variable (Marginal) costing. Comparison between variable
costing, - advantage of variable costing, Decisions involving alternative choices: cost analysis
for decision making like discontinuing a product, accepting a special order, make or buy, Sell
or Process further, Product Mix
Module 5 (5 hours)
Pricing policies:- objectives of pricing policies- marginal analysis and pricing – full cost
pricing-ROI pricing – contribution approach to pricing – concepts of transfer pricing.( only
theory)
Module 6 (5 hours)
Budgeting and budgetary control: - Budgeting as a tool of management control-steps in
budget preparation-Functional budget (simple Problems on Sales, Production, Material),
flexible budgets. (Does not include Master budget & Cash budget)
Module 7 (5 hours)
Standard costing and variance analysis: Need for setting standards- development of standards
for material and labour costs- variance analysis –breakup of material and labour cost
variances- analyzing overhead variance (only theory)
Module 8 (3 hours)
Cost control and cost reduction: introduction to cost control- cost reduction- fields covered by
cost reduction- tools and techniques for cost reduction. Cost Audit: Scope of cost audit –
Types ,Advantages, limitations.
RECOMMENDED BOOKS:
1. Jain and Narang – Cost Accounting – Kalyani Publishers,2005
2. Khan& Jain- Management Accounting –(TMH), 3/e, 2003
REFERENCES:
1. Cost Accounting -Charles T Horngren –Pearson/PHI, 11/e, 2003
BUSINESS ETHICS AND CORPORATE GOVERANCE
Module 1 (7 Hours)
Introduction to Ethics: : Meaning and definition of ethics –nature and objective of ethics—
meaning of business ethics—need and objective of business ethics—significance of business
ethics—Ethical dimensions—factors causing unethical behaviour—important factors of
building an ethical infrastructure—values and ethics
Module 2: (6 Hours)
Ethics in organization : Development ethical corporate behaviour—Leadership—ethics and
values—significance of Ethical Leadership-Establishment an ethical framework
Modulel 3: (7 Hours)
Ethical decision making: Ethical decisions in organization—structure of ethical decision
making—Problems in ethical decision making—Guidelines for managers for ethical decision
making—Ethical dilemmas in organizations
Module 4 (6 Hours)
Ethics in different management practices: Ethics in Marketing-Ethics in finance—Ethics in
Human Resource Management—Ethics in Information Technology and other related issues
CORPORATE GOVERNANCE:
Module 5: (7 Hours)
Introduction to corporate governance:
Definition—Historical perspective of corporate governance and Issues in corporate
governance—Theoretical basis of corporate governance—mechanism- corporate governance
systems—Indian model of governance –What is good corporate governance—obligations
towards society and stake holders
Module 6 (6 Hours)
Mckensey survey on Corporate governance—Indian committee and guideline—working
group on the companies act, 1996, the Confederation of Indian Industry‘s initiative—SEBI,s
Initiatives
Module 7 (6 Hours)
Rights and Privileges of share holders—Views of various committees on the issue—poor
track record of shareholder protection—grievance redressal process
Investors‘ problems and Protection—Corporate governance and other stakeholders—Board
of directors: a powerful instrument in governance.
Books Recommended
1. Business Ethics – Concepts and Cases – Manuel G Velasquez – PHI Publication.6/e
2. Corporate Governance – Principles, Policies & Practices – A.C. Fernando.2005
3. Ethical Management – Text & Cases – Satish Modh.2003
Customer Relationship Management
Module 1 (6 Hours)
what is a customer? How do we define CRM? CRM concepts: Acquiring customers,
customer loyalty, and optimizing customer relationships. CRM success factors, the three
levels of Service/ Sales Profiling, Service Level Agreements (SLAs), creating and managing
effective SLAs.
Module 2 (6 Hours)
CRM in Marketing: One-to-one Relationship Marketing, Cross Selling & Up Selling,
Customer Retention, Behaviour Prediction, Customer Profitability & Value Modeling,
Channel Optimization, Event-based marketing. CRM and Customer Service: The Call Centre,
Call Scripting, Customer Satisfaction Measurement.
Module 3 (6 Hours)
Sales Force Automation - Sales Process, Activity, Contact, Lead and Knowledge
Management. Field Force Automation.
Module 4 ( 7 Hours)
CRM links in e-Business: E-Commerce and Customer Relationships on the Internet,
Enterprise Resource Planning (ERP), Supply Chain Management (SCM), Supplier
Relationship Management (SRM), Partner relationship Management (PRM).
Module 5 (8 Hours)
Analytical CRM: Managing and sharing customer data - Customer information databases,
Ethics and legalities of data use. Data Warehousing and Data Mining concepts. Data analysis:
Market Basket Analysis (MBA), Click stream Analysis, Personalization and Collaborative
Filtering.
Module 6 (6 Hours)
CRM Implementation: Defining success factors, preparing a business plan - requirements,
justification, processes. Choosing CRM tools: Defining functionalities, Homegrown versus
out-sourced approaches.
Module 7 (6 Hours)
Managing customer relationships: conflict, complacency, Resetting the CRM strategy.
Selling CRM .internally: CRM development Team, Scoping and prioritizing, Development
and delivery, Measurement.
RECOMMENDED BOOKS:
1. Stanley A.Brown: CUSTOMER RELATIONSHIP MANAGEMENT, John Wiley &

Sons, Canada, Ltd.
2. Jagdish Seth, et al: CUSTOMER RELA TIONSHIP MANAGEMENT
3. Paul Greenberg: CRM AT THE SPEED OF LIGHT: CAPTURING AND KEEPING
CUSTOMERS IN INTERNET REAL TIME
4. Jill Dyche: THE CRM HANDBOOK: A BUSINESS GUIDE TO CUSTOMER
RELATIONSHIP MANAGEMENT, Addison Wesley Information technology Series.
5. Kristin L. Anderson & Carol J Kerr: CUSTOMER RELA TIONSHIP MANAGEMENT
6. Bcrnd H Schmitt: CUSTOMER EXPERIENCE MANAGEMENT: A
REVOLUTIONARY APPROACH TO CONNECTING WITH YOUR CUSTOMERS.
Strategic Management
Module 1: (4 hours)
Introduction to strategic management : Evolution of SM—-Strategic Decision making—
Schools of thought of strategy formation—Introduction to Strategic management.
Module 2: (4 hours)
Strategic Intent—Vision—Mission—features—Business definition—Business models—
Goals and objectives—features –roles-Critical success factors
Module 3: (4 hours)
Environment appraisal; Concept of Environment-Internal and External –SWOT analysis—
classification of environment-sectors—scanning—appraising the environment
Module 4: (6 hours)
Organizational appraisal: dynamics of internal environment- organizational capability
factors-financial capability—marketing capability-operations capability --personal
capability—information management capability—general management capability—
considerations in organizational appraisal—methods and techniques used for organizational
appraisal.
Module 5: (6 hours)
Corporate level strategies: Expansion—-combination strategies—integration—diversification
strategies—Internationalization—cooperation and digitalization-- stability—retrenchment.
Module 6: (5 hours)
Business level strategies: Generic business strategies—cost leadership—differentiation—
focus—business strategies for different industry conditions—business strategies and
digitalization, internationalization.
Module 7: (8 hours)
Strategic analysis and choice Process of strategic choice—strategic analysis—tools and
techniques for strategic analysis—subjective factors in strategic choice—contingency
strategies-- Activating strategies: Natures of strategy implementation—barriers –
interrelationship between formulation and implementation—structural implementation—
behavioral implementation—functional operational implementation
Module 8: (8 hours)
Strategic evaluation and control: Nature of strategic evaluation and control-importance—
requirements for effective control—strategic control-operational control—techniques of
strategic evaluation and control and role of organizational system in evaluation
Case study
RECOMMENDED BOOKS:
1. Strategic Management and business policy: Azhar kazmi, The McGraw-Hill, 3rd edition,
2008
2. Strategic Management: R.Srinivasan, PHI, 3rd edition, 2009, New Delhi.
3. Business policy and Strategic Management Lawrence, Januch & Wiliam I Glueek, 4ed,
1989
Entrepreneurship Development
Module 1 (8 hours)
Definition and Nature of Entrepreneurship—Role of Entrepreneurship in Economic
Development, Intrapreneurship, Entrepreneurship, Careers and Education—Qualities of
Entrepreneur—Entrepreneurial Process—Identifying and evaluation the opportunities,
Developing a Business plan, Determine the resources required –Managing the Enterprise.
Module 2 (5 hours)
Starting the business: business idea, opportunity recognition, Product planning and
development at different stages, Creativity, Innovation and entrepreneurship, barriers to
creativity, Techniques for improving the creative process
Module 3 (4 hours)
Legal issues for the entrepreneur—various forms of organization, legal issues setting up the
organization, the various statutory registrations and clearances required.
Module 4 (8 hours)
Project Preparation, feasibility and evaluation, what is the business plan, various types of
business plans, format of business plan, writing of business plan (including various functional
areas of business plan), using and implementation of the business plan, measuring plan
progress, updating the plan. Reasons for business plan failure, feasibility and evaluation.
Module 5 (6 hours)
Financing the new venture: Sources of capital- An overview, debt and Equity financing,
Internal and External funds, Funding from banks and financial institutions, Government and
development sources, various schemes, types of loans, Venture capital, Natures of venture
capital approaching and presenting and obtaining the funds.
Module 6 (8 hours)
Managing and growing the new venture: Risk reduction strategies for new entry exploitation,
market scope strategy, imitation strategies, and growth strategies. Identifying the growth
opportunities, penetration strategies, market development strategies, product development
strategies, diversification strategies, and turnaround strategies.
Module 7 (4 hours)
Small and Medium Enterprises: Role of SME, concept and definitions, government policy
and SME in India, Growth and performance of SME Sector, problems for SME, Sickness in
SME, criteria to identify sickness, causes and symptoms and remedial measures for sickness.
Module 8 (2 hours)
Presentation and discussion on Project reports prepared by the students from the feasibility
point of view.
RECOMMENDED BOOKS
1. Entrepreneurship Development – Mr. Renu Arora, Dr. S. K Sood – Himalaya
Publication.4/e
REFERENCE BOOKS
1. Dr. Mathew J Manimala, Entrepreneurship theory at crossroads, Biztantra
2. Vasant Desai, Entrepreneurial Development and Management, Himalaya Publication
Intellectual Property Rights
Introduction to IPR

Evolution of IPR, Technology – a key driver, Intellectual Assets and value realization, the
knowledge canopy, knowledge parasites, the balancing of interests by national regulatory
bodies. International Trade & IPR, the task ahead, the changing R&D processes and IPR,
Evolving Research Models and IPR, Approaches for Today‘s industrial innovators,
Incorporating IPR in Project Management, TRIPs – its scope and options. The IPR Tool kit,
International & Regional Agreements/ Treaties in IPR, The paris convention
Patents Law
Module 2: (5 Hours)
Introduction, Meaning of the term Patent, Objective, Legislative, principles underlying the
patent law in India, patentable subject matter, Patent of addition, Procedure for obtaining
Patent, provisional and complete specification, Contents and form of specification, Kinds of
specification, the interpretation of specification and its importance
Module 3: (4 Hours)
Rights conferred on a patentee, Exceptions and Limitations, How the rights of a patentee are
enforced, duties of a patentee, Transfer of patent, Kinds of assignment, conditions to create a
valid assignment, Licence, Transmission of patent by operation of law, Revocation and
Surrender of Patents
Module 4: (4 Hours)
Infringement of patents, Construction of Claims and the infringement, What can amount to
infringement, patent law and the court, patents held to be infringed, patents held not to be
infringed, Action for infringement, procedure followed in the suit, who is entitled to sue,
Onus of establishing infringement, Expert Evidence, Reliefs available – injunctions,
damages, Patent Agents- Qualifications, rights, Patent in Computer Programmes
Trade Marks Law
Module 5: (6 Hours)
Meaning of Trade Mark, The principles for comparison of the marks, Trade description, the
functions of trade mark, Need and emergence of Trade Marks Law, Essentials of a Trade
Mark, Trade Mark Law in India, The trade mark rules 2002- procedure for registration of
trade mark, Statutory authorities, the jurisdiction of Trade Mark offices, Registrar of trade
mark, Register of trade mark
Module 6: (5 Hours)
Rights conferred by registration of trade marks, Infringement of Trade marks, essentials of
infringement, forms of infringement, Suit for infringement, who can sue and who can be
sued, Relief in suits for infringement or passing off, types of relief
Copyright Law
Module 7: (6 Hours)
Meaning of copyright, Characteristics of copyrights, Indian Copyright Law, Basic principles
of copyright and the Indian Contract Act, Requirements of copyright, subject matter of
copyright, Works in which copyright subsists, Author and Ownership of copyright, The
distinction between contract of service and contract for service, Quantum of Extracts, Piracy
and copyright law
Module 8: (5 Hours)
Rights conferred by copyright – nature of rights, Term of copyright, Assignment of
Copyright, mode of assignment, transmission of copyright by operation of law, Licencing of
copyright, Infringement of copyright, acts which constitute infringement, General Principle,
Acts not constituting infringements, Remedies against infringement of copyright,
Registration of copyright, Regulatory authorities
RECOMMENDED BOOKS
1. Dr. B. L. Wadehra, Law relating to Intellectual Property, Universal Law Publishing Co.,
4th ed, 2008
2. Prabuddha Ganguli, Intellectual Property Rights, TMH Publishing Co. Ltd, 1st ed, 2001
REFERENCE BOOKS
1. Deborah E. Bouchoux, Intellectual Property Rights, Cengage Learning India Edition 1,
2008
Business Process Re-engineering
Module 1 (4 hours)
Definition of Business process, Dimensions of Business process, Common Business
processes in an Organization. Definition of various management related terms, overview of
Business Process Reengineering, Business process improvement
Module 2 ( 6 hours)
History of BPR, Basics of BPR, Definition of BPR, The need for Reengineering, Benefits of
BPR, Role leader and manager, Breakthrough Reengineering Model, BPR guiding principles,
BPR and performance improvement, Key targets of BPR, Myths about BPR.
Module 3 (6 hours)
Introduction to Information technology and BPR, relationship between BPR and Information
Technology, Role of IT in Reengineering, Role of IT in BPR with practical examples.
Module 4 (9 hours)
Reason for implementation of BPR, necessary attributes of BPR methodology, Key concepts
of BPR, BPR methodology, different phases of BPR, BPR model, BPR methodology
selection guidelines, implementation of BPR and the common steps in it, different BPR
methodologies and their comparison, consolidated model, steps of process reengineering,
Organizational redesign using BPR, Performance measure of BPR, BPR project management,
recommendations, threads of BPR in various phases.
Module 5 (6 hours)
Success factors of BPR, managing barriers to BPR, BPR and relevant technologies
Module 6 (8 hours)
History definition and importance of lean manufacturing, Tools and methods used for lean
implementation, steps to lean manufacturing implementation, six sigma and lean production.
Virtual manufacturing.
Module 7 (6 hours)
ERP – introduction, evolution, need, major characteristics, suppliers of ERP, Feature and
components of ERP, BPR and ERP, Selection of ERP, Implementation, ROI.
RECOMMENDED BOOKS:
1. Business Process Reengineering text and cases – R.Radhakrishnan , S. Balasubramanian,
Prentice Hall India.2004
2. Reengineering The Corporation: A Manifesto For Business Revolution – Michael
hammer & James Champy , Harper Collins.4/e
3. Business process Reengineering and change management – Dey – Wiley.
E-COMMERCE
Module 1 (7 Hours)
Introduction to E-Commerce-Benefits, Impact of E-Commerce, Classification of E-
Commerce, Application of E-Commerce Technology, Business Models, Framework of E-
Commerce., Business to Business, Business to Customer, Customer to Customer
Module 2 (7 Hours)
Network Infrastructure – LAN, Ethernet ( IEEE 802.3), WAN, Internet, TCP/IP reference
model, Domain names, Internet Industry Structure, FTP applications, Electronic Mail,
WWW.
Module 3 (5 Hours)
HTTP, Web Browsers, HTML, Simple exercises in HTML, Common Gateway Interface,
Multimedia objects
Module 4 (7 Hours)
Securing Business on Network: Security Policy, Procedures and Practices, Site Security,
Firewalls, Securing Web Service, Transaction Security, Cryptology, Cryptological
Algorithms, Public Key algorithms, Authentication Protocols, Digital Signatures, Security
protocols for Web Commerce
Module 5 (6 Hours)
Electronic Payment Systems: Online Electronic Payment Systems, Prepaid and Post Paid
Electronic Payment Systems Information Directories and Search Engines
Module 6 (6 Hours)
Internet Advertising, Models of Internet advertising, Sponsoring Content, Corporate
Website, Weaknesses in Internet advertising, Web Auctions.
Module 7 (7 Hours)
Launching Your E business- Marketing an E-Business, Search Engines and Directories,
Public Relations, Consumer Communication, News Groups & Forums, Exchanging Links,
Web Rings, E-Business Back end systems, Business Record Maintenance, Back up
procedures and disaster Recovery plans
RECOMMENDED BOOKS:
1. Electronic Commerce -Framework, technologies and Applications - Bharat Bhasker
TMH Publications
2. World Wide Web Design with HTML : C Xavier
3. Creating a winning E-Business: Napier, Judd, Rivers, Wagner- Course Technology-
Thomson Learning, 2001
REFERENCE BOOKS:
1. E-Commerce – Cutting Edge of Business- Kamlesh K Bajaj, Debjani Nag – Tata
McGraw Hill, 1/e, 2003
2. Global Electronic Commerce- Theory and Case Studies J Christopher Westland,
Theodre H K Clark- University Press
3. E-Commerce – an Indian perspective – P T Joseph – Prentice Hall, 2/e, 2005
4. E-Commerce concepts, Models, Strategies – C S V Moorthy – Himalaya Publications
5. Electronic Commerce – Gari P Schneider – Thomson Course Technology, 4/e, 2004
6. Strategic Management of e-Business Stephen Chen John Wiley & Co.
Business Marketing
Module 1: (5 Hours)
Dimensions of Industrial Marketing: Nature of Industrial Marketing, Industrial marketing
Vs. Consumer Marketing, Economics of Industrial Demand – The resellers market – The
industrial Marketing concept, Understanding Industrial markets, Types of Industrial markets,
Classifying Industrial Products, Organizational Procurement Characteristics – The Industrial
Marketing Environment, Environment effect on industrial Market with special reference to
government Rule.
Module 2: (6 Hours)
Organizational Buying and Behaviour: The nature of Industrial buying, Organizational
buying activity, Buying models and buying center concept – Inter personal Dynamics of
Industrial buying behaviour, Influencers and Decision makers influence in Industrial buying
process conflict resolution in Decision making – buying committee, supplier choice and
evaluation
Module 3: (6 Hours)
Strategy formulation in Industrial Markets: Development of Strategic plans, Strategic
planning process – Assessing market opportunities, Marketing research for industrial
products, Standard industrial classification (sic) of industrial products – industrial market,
Use of marketing Decision Support systems in Segmentation – Target marketing and
positioning, Differentiated and undifferentiated Markets, Concentrated market and Niche
markets, Positioning Strategies.
Module 4: (6 Hours)
Formulating Product Planning: Developing product strategy, analyzing industrial product
life cycle, developing strategies for existing and new products. Systems marketing and
services marketing, new industrial product, innovation and competitiveness, technology and
diffusion of innovation, product development strategy, new product development process
Module 5: (6 Hours)
Formulating Channel Strategy: Industrial distributors – choice of the right distributors,
participation of the other channel members in industrial distribution – Channel Logistics –
relationship of logistics and physical distribution, total cost approach, customer service,
assessing the customer service, identifying the cost centers such as transportation and
warehousing.
Module 6: (5 Hours)
Pricing strategies: Price determinants, factors that influence the pricing strategies, concept
of BEP, ROI, learning curves, pricing strategies, competitive bidding, leasing. Negotiations,
Module 7: (5 Hours)
The Promotional Strategies: Advertising in Industrial markets, Sales Promotion, publicity,
message and media strategies, funding
Module 8: (6 Hours)
Planning, Organizing, Staffing and controlling of sales function: selecting and
recruitment of industrial sales person, sales training, directing, motivating, compensation,
managing the industrial sales force, organizing and controlling the sales force activities,
planning for the sales force development.
RECOMMENDED BOOKS:
1. Industrial Marketing, Robert R Reeder & Betty H Reeder – PHI 2008
2. Business Marketing Management, Michael D Hutt, Thomas W Speh – Thomson, 8/e,
2004
REFERENCE BOOKS:
1. Business to Business Marketing, Vitale Giglierano – Thomson Learning, 1/e, 2004
2. Industrial Marketing, Robert Dwyer, John F Tanner Jr. – TMH, 3/e, 2005
3. Industrial Marketing, Krishna Havaldar – TMH, 2/e, 2004
Sales and Retail Management
Part A: Sales Management
Module: 1 (6 hours)
Introduction to sales Management: meaning, importance, Emerging trends in sales
management qualities and responsibilities of sales manager, Elementary study of Sales
Organization. Sales forecasting –methods of sales forecasting.
Module: 2 (6 hours)
Selling Process: The Personal Selling process, Importance of Personal Selling, Classifications
of Personal selling approaches, Selling skills.
Module: 3 (6 hours)
Management of Sales Territory and Quota, sales territory, meaning, designing ,sales
quota, types of sales Quota, Recruitment and Selection of Sales force, training of sales
force
Module: 4 (7 hours)
Sales force motivation and Compensation: Importance of Motivation, Compensation-
meaning, Types of compensation plans and evaluation of sales force by performance
appraisal process.
Part B: Retail Management
Module: 5 (7 hours)
Retail Management: Introduction meaning, characteristics, retail Industry in India, trends in
retailing, types of retail stores retail location and Layout, Careers in Retailing.
Module: 6 (7 hours)
Retailing channels: Merchandise Management and Pricing-Developing Merchandise Plans,
implementing Merchandise Plans, Criteria for selection of Suppliers. Pricing in retailing-
Factors affecting the retail price Strategy, Developing a Retail Price Strategy.
Module: 7 (6 hours)
Retail Promotional Strategy: Elements of Retail Promotional Mix, Relationship Marketing in
Retailing, and Evaluation of Relationship Marketing Retail audits.
Note: The Syllabus consists of Two Parts and the Question paper shall have two parts with 4
questions from Sales management and 3 questions from Retail Management. The case study
can be from either of the parts. The Candidate shall answer at least one question from both
the parts
RECOMMENDED BOOKS:
1. Sales Management, Charles Futrell-Thomson Learning 6/e .
2. Sales and Distribution Managemnet,Tapan Panda-Oxford. 2008
3. Retail Management ,Barry Berman,PHI,9/e,2005
4. Retail Management, Levy & Weitz TMH,5/e 2002
5. Retail Management- Chetan Bajat-Oxford 2008
REFERENCE BOOKS:
1. Retail Marketing Management, David Gilbert – Pearson Education, 1/e, 1999
2. Management of Sales force, Rosann Spiro – TMH, 11/e, 2004
3. Integrated Retail Management, James Osden – Biztantra, 2005 Indian Reprint
4. Retailing Environment and Operations, Andrew J Newman – Thomson, 1/e, 2002
5. Sales Management, Douglas J Dalrymple, William L Crowe – John Wiley & Co
6. Retail Management, Chetan Bajaj – Oxford 2008
7. Retail Management – Rosemary Varley, Mohammed Rafiq – Palgrave Macmillan 2007
Consumer Behaviour
Module 1 (5 Hours)
Introduction To The Consumer Behavior: Definition and scope of CB, Development of
consumer behavior, consumer research, Market segmentation
Module 2 (6 Hours)
Consumer as an individual: Consumer needs and motivation – what is motivation –
motivation needs – goals – positive and negative motivation – rational versus emotional
motives – the dynamic nature of motivation – needs and goals – frustration – arousal of
motives – types and systems of needs – diversity of need systems – the measurements of
motives – motivational research – development – motivational research today
Module 3 (5 Hours)
Personality and consumer behavior: personality, theories, self and self image, consumer
innovativeness and personality traits – brand personification – perception, elements and
dynamics, imagery,
Module 4 (6 Hours)
Elements of consumer learning, theories, measurement, attitudes, models, formation and
change, relationship between attitude and consumer behavior
Module 5 (5 Hours)
Communication and persuasion: Components of communication – the communication
process – the message initiator (the source) – the target audience (the receivers) – feedback –
the receivers response – designing persuasive communications – communication strategy –
media strategy – message strategies – crisis communication strategies
Module 6 (6 Hours)
Consumers in their social and cultural setting: Consumer relevant reference groups –
family decisions making and consumption related roles – family life cycle – social class and
consumer behaviour – influence of culture on consumer behaviour
Module 7 (7 Hours)
Consumer decision making process: Personal influence and the opinion leadership process
– what is opinion leadership – dynamic of the opinion leadership process – opinion leaders
are persuasive – the motivation behind opinion leadership
Diffusion of innovations – the diffusion process – the innovation – the channels of

communication – the social system, time – the adoption process – stages in the adoption
process – the adoption process and information sources
Module 8 (5 Hours)
Consumer decision making, choosing and consuming – what is a decision – levels of
consumer decision making – extensive problem solving – limited problem solving –
routinized responsive behavior – models of consumer four views of consumer decision
making – an economic view – passive view – cognitive view – emotional view – model of
consumer decision making – input-process-out put – consumer gifting behavior – beyond
decision: consuming and possessing
1. Consumer Behavior – Leon Schiffman, Leslie Lazar Kanuk – Pearson / PHI, 8/e
2. Shopper, Buyer And Consumer Behavior – Dana Nicoleta, Jay Lindquist – Biztantra,
2/e, 2003/04
3. Cross cultural marketing – Robert Rugimbana and Sonny Nwankwo – Thomson
Learning, 1/e, 2003
4. Customer Relationship Management – Peeru Ahamed & Sagadevan – Vikas
Publishing, 2007
REFERENCE BOOKS
1. Consumer Behavior – Hawkins, Best, Coney – TMH, 9/e, 2004
2. Consumer Behavior In Indian Perspective – Suja Nair – Himalaya Publishers, 2004
3. Customer Behavior – A Managerial Perspective – Sheth, Mittal – Thomson, 2/e, 2004
4. Conceptual Issues In Consumer Behavior Indian Context – S Ramesh Kumar –
Pearson, 1/e, 2002
Services Marketing
Module 1: (5 hours)
Introduction to services: what are Services? Why Services Marketing? Differences between
goods v/s services, the services marketing mix, the gap model of service quality.
Module: 2 (7 hours)
Consumer behavior in services: Search, Experience & credence properties.
Customer Expectations of services. Meaning and types of services expectations, Factors that
influence customer expectation, Model of customer service expectation Current issues
involving customer service expectations, Customer Perception, customer satisfaction, service
quality, service encounters.
Module 3: (7 hours)
Understanding customer expectation through marketing research – Using marketing research
to understand customer expectations, Elements in effective Market Research, Types of
service research, analyzing and interpreting Market Research, Relationship Marketing, levels
of relationship strategies
Module: 4 (7 hours)
Customer defined service standards – Factors necessary for appropriate service standards,
customer defined service standards, Process of developing customer defined service
standards, Physical evidence and service scape: Physical evidence, types of service scapes,
role of service scapes, framework for understanding service scapes.
Module: 5 (7 hours)
Employee‘s role in service delivery – The critical importance of service employees,
Boundary – Spanning roles, Strategies for closing GAP 3, , The importance of customers in
service delivery, Customer‘s roles, Self service technology, Strategies for enhancing
customer participation.
Module 6: (6 hours)
Managing Demand & Capacity – Lack of Inventory Capability, understanding demand
patterns, strategies for matching capacity and demand, waiting line strategies.
Module 7: ( 6 hours)
The need for co-ordination in marketing communication – Four category of strategies to
match service promises with delivery, Exceeding customer expectations.
RECOMMENDED BOOKS:
1. Services Marketing, Valarie A Zeithmal & Mary Jo Bitner – TMH, 3/e, 2004
2. Services Marketing, Christopher Lovelock, Jochen Wirtz – Pearson, 5/e, 2004
3. Services Marketing, Rajendra Nargundkar – TMH, 1/e, 2004
4. Services Marketing, R.Srinivasan-PHI, 2nd edition, 2009.
REFERENCE BOOKS
1. Services Marketing, Kenneth E Clow, David L Kurtz – Biztantra, 2/e, 2003/04
2. Essentials of Services Marketing, K Douglas Hoffman, John E G Bateson – Thomson,
2/e, 2002
3. Services Marketing, Govind Apte – Oxford
4. Services Marketing, R Srinivasan – PHI, 2003
5. Steve Bonon & Kim Harris, Services Marketing – Palgrave, 2004
6. Ravishankar, Services Marketing, Excel Books.
Rural Marketing
Module: 1 (5 Hours)
Rural Marketing: nature, definition,. components of rural markets, classification of rural
markets, rural vs. urban markets The future of Rural Marketing , Rural marketing
environment -Population – occupation pattern – income generation – location of rural
population – expenditure pattern – literacy level – land distribution – land use pattern –
irrigation – development programs – infrastructure facilities, rural retail outlets – print media
in rural areas , rural demand – rural market index(Thomson rural Market index)
Module: 2 (6 Hours)
Rural Consumer behavior: Consumer buying behaviour models, Factors affecting
Consumer Behaviour, Social factors, Technological Factors, Economic Factors, Political
Factors,Characteristics of Rural consumer- Age and Stages of the Life cycle, Occupation and
Income, Economic circumstances, Lifestyle, Personality and Brand Belief, Information
Search and pre purchase Evaluation, Rise of Consumerism, Consumer Buying Process,
Opinion Leadership Process, Diffusion of Innovation, Brand Loyalty
Module 3: ( 6 Hours )
Segmenting, Targeting and Positioning :Segmentation- Heterogeneity in Rural,
Prerequisites for Effective, Segmentation, Degrees of Segmentation, Basis of Segmentation
and Approaches to Rural Segmentation- Geographic Segment, Demographic Segmentation,
Psychographic Segmentation, Behaviour Segmentation, Multiattribute Segmentation,
Targeting- Evaluation and Selection of Segments, Coverage of Segments,
Positioning- Identifying the positioning Concept, Selecting the positioning Concept,
developing the Concept, Communicating the Concept.
Module 4: ( 6 Hours)
Rural Marketing Strategies - Product Strategy
Introduction, Marketing Mix Challenges, Product concepts classification-Five Levels
Products, Classification of Products, Rural Product Categories – Fast moving Consumer
goods, Consumer Durables, Agriculture Goods, Services, New Product Development
Consumer Adoption Process, Product life cycle, Product Mix, Branding in Rural India- Brand
building in Rural India, Brand Spectrum in Rural, Brand Loyalty Vs Stickiness ,Fake Brands-
The Fakes Market, Strategy to counter fakes, Structure of competition in Rural India, Product
warranty and After-sales service,
Module 5 (5 Hours)
Rural Marketing Strategies -Pricing Strategy
Introduction, Internal Influences, objectives, External Influences, Pricing Strategies, Market
Entry Strategies.
Module 6: ( 6 Hours )
Rural Marketing Strategies -Distribution Strategy:
Introduction: Accessing Rural Markets, Coverage Status in Rural Markets, Channels of
Distribution, Evolution of Rural Distribution Systems- Wholesaling, Rural Retail System,
Vans, Rural Mobile Traders: The last Mile Distribution, Haats/Shandies, Public Distribution
System, Co-operative Societies Behavior of the Channel, Prevalent Rural Distribution
Models- Distribution Models of FMCG Companies, Distribution Model of Durable
Companies, Distribution of fake products, Emerging Distribution Models- Corporate –SHG
Linkage, Satellite Distribution, Syndicated Distribution, ITC‘s Distribution Model, Petrol
pumps and Extension counters, Barefoot agents, Agricultural agents, Agricultural input
dealers, Other channels, Ideal distribution model for Rural
Module 7 (7 Hours)
Rural Marketing Strategies -Communication strategy:
Challenges in Rural Communication, A view of Communication Process, Developing
Effective- Profiling the Target Audience, Determining communication objectives, designing
the message, selecting the communication channels, deciding the promotion mix, Creating
advertisement for rural audiences rural media- Mass media, Non- Conventional Media,
Personalized media, Rural Media: The importance of the two-step flow of communication
Media Typology, The Media Model, Media innovation, Influence of Consumer Behaviour on
Communication strategies,
Module 8 (4 Hours)
Financial Services
Introduction, Need for credit, Consumer finance for Durables, Sources of credit,Innovative
credit delivery System, Financial Products in Rural.
RECOMMENDED BOOKS:
1. Rural Marketing, Pradeep Kashyap & Siddhartha Raut, Biztantra, 2005.

2. Rural Marketing, T.P. Gopal Swamy, Vikas Publishing House,2/e
3. Rural Marketing, Balaram Dogra & Karminder Ghuman, TMH,1/e
4. Rural Marketing, Sanal Kumar Velayudhan,2/e, Response, SAGE Publication
REFERENCE BOOKS:
1. Rural Marketing – U.C.Mathur, excel books, 1/e

2. Rural Marketing – C G Krishnamacharyulu, Lalitha Ramakrishnan – Pearson Education
3. Rural Marketing – Habeeb Ur Rahman – HPH, 1/e, 2004
4. Rural Marketing – Sukhpal Singh – Vikas Publishers, 2004
5. Rural Marketing – Minouti Kamat& R. Krishnamoorthy -HPH, 3/e,
Strategic Brand Management

Branding Perspective
Brand Management- Brand -, Branding challenges and opportunities, The brand equity
concept and importance, Strategic Brand Management Process brand identification,
identifying and establishing brand positioning, Consumer Based Brand Equity, building a
strong brand, brand building implications.
Module: 2 (06 Hours)

Planning and implementing brand marketing programs
Criteria for choosing brand elements, options and tactics for brand elements, legal brand
considerations

Leveraging brand knowledge and building brand equity (loyalty, awareness, quality,
association, assets) Concept of leveraging, Co branding, Licensing, Celebrity endorsement,
Sporting cultural & other events,third party resources.

Measuring and interpreting brand performance, brand value chain, designing brand-tracking
studies, establishing brand equity management systems

Measuring sources of brand equity, qualitative research and quantitative research techniques,
measuring out comes of brand equity, comparative methods, and holistic methods
Module : 6 (07 Hours)

Designing and implementing brand strategies, brand product matrix, brand hierarchy,
designing brand strategy, brand extension advantages, disadvantages, forms of extension
consumer evaluation of brand extension opportunities, evaluation of extension, Indian
examples to be discussed

Brand imitations, assessing the brand imitations, types, first movers advantages, free rider
effect.

1. Strategic Brand Management, Building Measuring & Managing Brand Equity – 3rd Ed
Phi / Pearson Education – Kevin Lane Keller
2. Brand Management The Indian Context – Y L R Moorthi – Vikas Publication.2005
REFERENCE BOOKS
1. Brand Management – Chunnawalla – HPH, 1/e, 2003
2. Brand Imitations – Dr S S Kaptan, Dr S Pandey – HPH, 1/e, 2004
Integrated Marketing Communications
Module 1 (5 Hours)
Introduction to Integrated Marketing Communication
Communication mix, Role of IMC in marketing communication process Source, Message &
Channel Factors
Module 2 (9 Hours)
Advertising
Advertising – Definition, importance, types of advertising. Advertising agency- Definition,
Types of agencies, agency compensation, evaluation, services offered by agencies, career in
agencies. Setting goals, objectives, deciding on advertising budgets, DAGMAR approach
Module 3 (4 Hours)
Media Planning
Media selection, planning, scheduling, strategy, print media, broadcast media, out-door
media, electronic media, Media in Indian scenario, media evaluation, readership survey, TRP
rating.
Module 4 (5 Hours)
Creative Planning
Creative strategy, meaning, planning, developments, implementation copy writing, for
different media, TV, Radio, Newspaper
Module 5 (8 Hours)
Direct Marketing
Role, development of Direct Marketing, Role of Direct Marketing in IMC, Indian scenario in
Direct Marketing
Sales Promotion
Importance & type, integration of advertising with Sales Promotion and publicity
Public relations
Meaning, Press release, Issuing news and information power of publicity, corporate
advertising, Integration of Public Relations into IMC
Module 6 (8 Hours)
Measuring Advertising Effectiveness

Monitoring, evaluating, control, effectiveness of advertising, methods used for evaluating
advertising effects, evaluating print and broadcasting media, other media, test for checking
advertising effectiveness, recognition test, recall test
Module 7 (6 Hours)
International advertising
Role, international environment, global v/s local advertising, advantages and problems in
global advertising
RECOMMENDED BOOKS
1. Advertising and Promotions IMC Perspectives: Belch and Belch – Tata Mc Graw Hill,
6/e 2008
2. Integrated Advertising Promotion, & Marketing Kenneth E Clow – Pearson/PHI, 2/e
3. Foundation of Advertising Theory and Practices Chunawalla – Himalaya Publications,
7/e, 2004
REFERENCE BOOKS:
1. Advertising and Integrated Brand Promotions – O‘ Guinn, Allen, Semenik- Thomson,
3/e, 2003
2. Promotion & IMC Richard J Semenik – Thomson, 1/e, 2001
3. Advertising management Rajeev Batra – PHI, 5/e
International Marketing
Module 1 (4 Hours)
Framework of international marketing
Definition – scope and challenges – difference between international marketing and domestic
marketing – the dynamic environment of international trade – transition from domestic to
international markets – orientation of management and companies
Module 2 (7 Hours)
Developing a global vision through marketing research
Breadth and scope of international marketing research – research process – problems in
availability and use of secondary data – gathering primary data – qualitative and quantitative
research – problems in gathering primary data – multicultural research – a special problem –
research on internet – a new opportunity – estimating market demand – problems in
analyzing and interpreting research information – responsibility for conducting marketing
research – communicating with decision makers
Module 3 (6 Hours)
Global marketing management – planning and organization
Global perspective – global gateways – global marketing management – an old debate and a
new view – planning for global markets – alternative market entry strategies – organizing for
global competition
Module 4 (5 Hours)
Products and services for consumers
Quality – products and culture – analyzing product components for adaptation – marketing
consumer services globally – brands in international markets
Products and services for business
Module 5 (5 Hours)
Products and services for Business
Demand in global business-to-business markets – quality and global standards – business
services – trade shows' crucial part of business-to-business marketing – relationship markets
in business-to-business context
Module 6 (6 Hours)
Pricing decisions
Pricing policies and decisions – price escalations – cost of exporting – marginal cost pricing –
its importance – price quotation – INCO terms – preparation of quotations
Module 7 (6 Hours)
International distribution
International marketing channels – distribution patterns – alternative middlemen choices –
factors affecting choice of channels – surface vs. air transportation – advantages and
disadvantages – marine transportation – warehousing
Module 8 (6 Hours)
International Promotions
Promotions – international advertising – sales promotion in international markets –
international advertising – direct mailing – personal selling – exhibition – generic promotions
in international marketing
1. International Marketing – Cateora, Graham – TMH 12/E, 2005
2. International Marketing – R Srinivasan – PHI, 3/e, 2008
3. Global Marketing Management – Warren Keegan – Pearson / PHI, 7/e, 2007
4. International Marketing – Rakesh Mohan Joshi – Oxford, 2004
5. International Marketing – Dana – Nicoleta, Lascu – Biztantra, 2003
REFERENCE BOOKS
1. International Marketing: Analysis And Strategy - Sak Onkvisit, Johnshaw – Pearson
Education/PHI, 3/e, 2008
2. International Marketing – Varshney, Bhattacharya – S Chand, 4/e, 2006
3. International Marketing – Francis Cherunillam – HPH, 7/e, 2004
4. International Marketing – Michael Czinkota, Illka A Ronkainen – Thomson, 7/e, 2004
5. Global Marketing Strategies – Jean Pierre Jeannet, A David Hennessey – Biztantra,
6/e, 2005
6. International Logistics – Pierre David – Biztantra, 2004/05
Advanced Financial Management
Module 1 ( 04 Hrs.)
Working capital management – Determination of level of current assets, Sources for
financing working capital, Bank finance for working capital, Working capital leverages
Module 2 ( 06 Hrs.)
Cash Management – Forecasting cash flows – Cash budgets, long term cash forecasting,
monitoring collections and receivables, optimal cash balances – Baumol model, Miller-orr
model, stone model, Strategies for managing surplus fund
Module 3 ( 05 Hrs.)
Receivables Management – Credit management through credit policy variables, marginal
analysis, credit evaluation: Numerical credit scoring and discriminate analysis, Control of
accounts receivables, Factoring
Module 4 ( 06 Hrs.)
Inventory Management - Determination of inventory control levels, ordering, reordering,
danger level, EOQ model, Pricing of raw material, Monitoring and control of inventories,
ABC Analysis
Module 5 ( 07 Hrs.)
Divisional performance appraisal- meaning of divisions – reasons for divisionalisation –
management of investment in division. Measurement of divisional performance – return o
investment – residual income approach, Inter-divisional relationship – transfer pricing
Module 6 ( 06 Hrs.)
Corporate financial modeling - Agency problem and consideration, effect of inflation on:
Asset value, firm value, returns, corporate governance- Relevance of Clause 49 of SEBI
listing agreement, corporate governance rating
Module 7 ( 06 Hrs.)
Financial Management of sick units: Definition of sickness, causes, symptoms, predictions,
revival strategies, institutions for revival of sick units
Approaches to value measurement: Economic Value Added (EVA) – concept, components

of EVA, Market Value Added (MVA)
Case Studies ( 05 Hrs.)
RECOMMENDED BOOKS:
1. Prasanna Chandra: Financial Management, (TMH06/e,2004
2. M.Y.Khan & P.K.Jain – Financial management (TMH), 4/e, 2004
Security Analysis and Portfolio Management
Module 1 (04 Hours)

Introduction: Concepts of investment- forms of investment – Objectives of financial
investment, Sources of investment information.
Module 2 (05 Hours)

Financial markets – primary and secondary markets – major players and instruments in
secondary market - Functioning of stock exchanges, trading and settlement procedures at
NSE & BSE.. Stock markets guidelines on primary & secondary markets.
Module 3 (07 Hours)

Valuation of securities – bond and fixed income instruments valuation -bond pricing
theorems, duration of bond and immunization of interest risk, term structure of interest rate,
determination of yield curves, valuation of equity and preference shares (Dividend
capitalization & CAPM).
Module 4 (06 Hours)

Analysis of risk & return, concept of total risk, factors contributing to total risk, systematic
and unsystematic risk, default risk, interest rate risk, market risk, management risk,
purchasing power risk. Risk & risk aversion. Capital allocation between risky & risk free
assets-Utility analysis
Module 5 (06 Hours)

Fundamental & Technical Analysis of equity stock, Concept of intrinsic value, Objectives
and beliefs of fundamental analysts, Economy-Industry-Company framework, Economic
analysis and forecasting, Theory of Technical analysis, points and figures chart, bar chart,
contrary opinions theory, confidence index RSA, RSI, Moving average analysis, Japanese
Candlesticks.
Module 6 (05 Hours)

Behaviour of stock market prices – The market mechanism, testable hypothesis about market
efficiency, implications of efficiency market hypothesis for security analysis and portfolio
management. Asset pricing theories, CAPM & Arbitrage pricing theories
Module 7 (07 Hours)

Modern portfolio theory – Asset allocation decision, Dominant & Efficient portfolio – simple
diversification, Markowitz diversification model, selecting an optimal portfolio – single index
model, Treynor – Black model, Determination of corner portfolio, Process of portfolio
management – International Diversification
Module 8 (05 Hours)

Portfolio performance evaluation – Sharp & Treynor & Jensen‘s measure, Portfolio revision
– Active and passive strategies & formula plans in portfolio revision, Mutual funds- types,
performance evaluation of mutual funds, functions of Asset Management Companies
RECOMMENDED BOOKS
1. Portfolio Management –S. Kevin – Prentice Hall Ind, 2007.
2. Reilley & Brown – Investment Analysis & Portfolio Mgmt. – Thomson Learning, 7/e,
2004
3. Prasanna Chandra - Investment Management – Tata McGraw Hill.3/e
REFERENCE BOOKS
1. Punithavathy Pandian – Security Analysis & Portfolio Mgmt. – Vikas, 2/e, 2005
Mergers, Acquisitions and Corporate Restructuring
Module 1 (5 Hours)
Mergers: types and characteristics – motives behind mergers – theories of mergers –
operating, financial and managerial synergy of mergers – role of industry life cycle – value
creation in horizontal, vertical and conglomerate mergers – change forces contributing to M
& A activities
Module 2 (10 Hours)

M & A – A strategic perspective
Merger Process: Five-stage model – due diligence (detailed discussion) – methods of
financing mergers – cash offer, share exchange ratio – mergers as a capital budgeting
decision
Module 3 (8 Hours)
Corporate restructuring – different methods of restructuring – joint ventures – sell off and
spin off – divestitures – equity carve out – leveraged buy outs (LBO) – management buy outs
– master limited partnerships – employee stock ownership plans (ESOP)
Module 4 (5 Hours)
Valuation – valuation approaches – discounted cash flow valuation – relative valuation –
valuing operating and financial synergy – valuing corporate control – valuing of LBO
Module 5 (3 Hours)
Process of merger integration – organizational and human aspects – managerial challenges of
M&A
Module 6 (8 Hours)
Accounting for amalgamation – pooling of interest method, purchase method – procedure
laid down under Indian companies act of 1956
Module 7 (3 Hours)
Take over defenses – financial defensive measures – Coercive offers and defense – anti-
takeover amendments – poison pill defense
Module 8 (3 Hours)
Legal and regulatory frame work of M & A – provisions of company‘s act 1956, Indian
Income Tax act 1961 – SEBI take over code, Provisions of Competition Act.
RECOMMENDED BOOKS:
1. Fred Weston, Kwang S Chung, Susan E Hoag – Mergers, Restructuring And Corporate
Control – PHI
REFERENCE BOOKS:
1. Sudi Sudarsanam – Value Creation From Mergers And Acquisitions – Pearson
Education, 1/e, 2003
2. Ashwath Damodaran – Corporate Finance-Theory And Practice – John Wiley & Sons,
2nd edition.
3. Shukla & Grewal- Advanced Accounts Vol 2 – S.Chand & Sons
Merchant Banking and Financial Services
Module 1 ( 06 Hrs.)
Merchant Banking -Nature of services, structure of merchant banking firms.
Financial Markets: Capital markets, Money market, Forex markets, Linkages between the
markets.
Module 2 ( 06 Hrs.)
SEBI guidelines for merchant bankers: Issue Management--equity issues, rights issues,
debenture issues, Book building, Private placement- Pre issue and post issue activities
Module 3 ( 06 Hrs.)
Raising of capital from international markets: Loan syndication, ADRs, GDRs, EDRs,
ECB, pricing of issues.
Module 4 ( 06 Hrs.)
Financial services- fund based and fee based services; Credit rating- Definition, Process of
credit rating of financial instruments
Depositary services: role of depositories—a brief discussion on performance of NSDL and
CSDL. Stock Broking Services including SEBI guidelines:
Module 5 ( 06 Hrs.)
Money markets - Treasury bills, commercial bills, commercial papers, certificate of deposits
and gilt-edged securities, Money Market Mutual Funds, Bills Discounting, Factoring,
Forfeiting.
Consumer finance, credit cards, vehicle financing and consumer durable financing.
Module 6 ( 06 Hrs.)
Lease financing—meaning and types, present legislative frameworks of leasing, lease &
taxes
Hire Purchasing- concept and characteristics, hire purchase Vs Lease, condition and
warranties in leasing and their implications, tax implications of hire purchasing. Evaluation of
hire purchasing from hirer & hire‘s angle. (including problems)
Module 7 ( 05 Hrs.)
Securitization of debt - Meaning, Features, Special Purpose Vehicle, Pass Through
Certificate & mechanism.
Module 8 ( 04 Hrs.)
Marketing of Financial Services – Conceptual framework – distribution – pricing –
promotion– segmentation – positioning – development and launching of new products, recent
developments.
RECOMMENDED BOOKS
1. Merchant Banking & Financial Services – Dr.S.Guruswamy – TMH -3rd ed
2. Merchant Banking –J.C.Verma,4th edn, Bharat Law House
3. Financial Services – Gorden & Nataraju – HPH ,2006
4. Financial Services & Systems– S.G.Guruswamy – Thomson Learning, 2004
REFERENCE BOOKS
1. Financial Markets & Institutions—S.G. Guruswamy—Thomson Learning, 1/e, 2004
2. Financial Services – Dr.R.Shanmugam, Wiley India Pvt. Ltd., 1/e, 2009
Business Analysis and Valuation
Module 1: (3 Hours)
Introduction to Business Analysis with Financial statements; Business strategy analysis,
accounting analysis, financial analysis, prospective analysis.
Module 2: (4 Hours)
Strategy analysis: Industry analysis, competitive strategy analysis, corporate strategy
analysis.
Module 3: (5 Hours)
Accounting analysis: Institutional frame work for financial reporting, factors influencing
accounting quality, steps in accounting analysis. Implementing accounting analysis, financial
analysis.
Module 4: (5 Hours)
Prospective analysis: Forecasting future performance – Techniques, sensitivity analysis
(Defining value for share holders: Methods of valuation and implementation).
Module 5: ( 4 Hours)
Application of valuation concepts in equity analysis, credit analysis and distress prediction,
mergers and acquisitions.
Module 6: (8 Hours)
Corporate governance and executive compensation: Divergence of interest, devices for
containing agency costs, corporate governance in industrially developed world, corporate
governance in India, reforming corporate governance, legal provisions and SEBI code,
executive compensation, employee stock option plan.
Module 7: (8 Hours)
Performance measurement and balanced scorecard: Rationale for the current focus on
business performance measurement, financial measures, non-financial measures, balanced
scorecard, parta system, performance excellence awards, divisional performance
measurement, strategic performance measurement – Evolving practice.
Module 8: (8 Hours)
Financial management in intangible – intensive companies: Characteristics or features of
intangible assets or intangible-intensive firms, implications for financial management, types
of intangible assets and approaches to valuation, the economic approach to valuation, Infosys
Technologies – An Exemplar Intangible – Intensive company.
RECOMMENDED BOOKS:
1. Financial Management – Prasanna Chandra, 6th edition, TMH
Project Appraisal, Planning and Control
Module 1 (4 Hours)
Planning & Analysis Overview: Phases of capital budgeting, Levels of decision making,
Resource Allocation Framework - Key criteria for allocation of resource – elementary
investment strategies – portfolio planning tools – interface between strategic planning and
capital budgeting.
Module 2 (6 Hours)
Generation and screening of project ideas: Monitoring the environment – regulatory
framework for projects – corporate appraisal – preliminary screening – project rating index –
sources of positive NPV – the porter model for estimation of profit potential of industries.
Market and demand analysis: Situational analysis and specification of objectives – collection
of secondary information – characterization of the market – demand forecasting.
Technical analysis: Study of material inputs and utilities – manufacturing process and
technology – product mixes – plant capacity – location and site – machinery and equipment –
structures and civil works – project charts and layouts – work schedule
Module 3: (5 Hours)
Financial Analysis: Estimation of cost of project and means of financing – estimates of
sales– cost of production – working capital requirement and its financing – estimates of
working results – breakeven points – projected cash flow statement – projected balance sheet.
Module 4: (8 Hours)
Types and measure of risk – simple estimation of risk – sensitivity analysis – scenario
analysis – monte carlo simulation – decision tree analysis – selection of project – risk
analysis in practice.
Special decision situations: Choice between mutually exclusive projects of unequal life –
optimal timing decision – determination of economic life – inflation and capital budgeting.
Analysis of firm and market risk: Portfolio theory and capital budgeting – capital asset
pricing model – estimation of key factors – CAPM and Capital budgeting
Module 5: (4 Hours)
Social Cost Benefit Analysis(SCBA): Rationale for SCBA – UNIDO approach to SCBA –
Little and Mirle approach to SCBA.
Module 6: (5 Hours)
Multiple projects and constraints: Constraints – methods of ranking – mathematical
programming approach – linear programming model – integer linear programming model –
goal programming model.
Qualitative Analysis: Qualitative factors in capital budgeting – strategic aspects – strategic

planning and financial analysis – informational asymmetry and capital budgeting –
organizational considerations.
Environmental appraisal of projects: types and dimensions of a project – meaning and
scope of environment – Environmental resources values – environmental impact assessment
and environmental impact statement.
Module 7: (5 Hours)
Project financing in India: Means of finance – SEBI guidelines – structure of financial
institutions in India – schemes of assistance – project appraisal by financial institutions.
Assessing the tax burden - frame work for deriving taxable income – determination of tax
burden – financial feasibility analysis – preparation of detailed project report
Module 8: (8 Hours)
Project Management: Forms of project organization – project planning – project control –
prerequisites for successful project implementation.
Network techniques for project management – development of project network–

determination of critical path – scheduling when resources are limit – PERT and CPM
models – Network cost system
Project review and administrative aspects: Initial review – performance evaluation –

abandonment analysis – administrative aspects of capital budgeting – evaluating the capital
budgeting system of an organization.
RECOMMENDED BOOKS:
1. Prasanna Chandra – Project Planning: Analysis, Selection, Implementation and Review –
TMH, 5/e
2. Narendra Singh – Project Management and Control – HPH , 2003
REFERENCE BOOKS:
1. Gray & Larson – Project Management: The Managerial Process – TMH, 3/e , 2005
International Financial Management
Module 1 (4 Hours)
International financial Environment- The Importance, rewards & risk of international
finance- Goals of MNC- International Business methods – Exposure to international risk-
International Monetary system- Multilateral financial institution-Government influence on
exchange rate.
Module 2 (4 Hours)
International flow of funds:- Balance of payments(determination of current account, capital
account & ORA)-International Trade flows-International Capital Flows-Agencies that
facilitate International flows – Equilibrium, disequilibrium & adjustment of Balance of
payment & Trade deficits.
Module 3 (6 Hours)
International Financial Markets:- Foreign exchange markets-foreign exchange trading-Cash
& Spot exchange markets-foreign exchange rates & quotation- forward markets-Exchange
rate Behavior-Cross Rates-Foreign exchange market participants-arbitrage profit in foreign
exchange markets, Swift Mechanism.
Module 4 (6 Hours)
Forecasting foreign Exchange rate:- Measuring exchange rate movements-Exchange rate
equilibrium – Factors effecting foreign exchange rate- forecasting exchange rates-
international parity relationship: interest rate parity, purchasing power parity & fisher effects.
Module 5 (8 Hours)
Foreign Exchange exposure:- Management of Transaction exposure- Management of
Translation exposure- Management of Economic exposure- Management of political
Exposure- Management of Interest rate exposure.
Module 6 (8 Hours)
Foreign exchange risk Management: Hedging against foreign exchange exposure – Forward
market- Futures Market- options Market- Currency Swaps-Interest rate Swap- Cross currency
Swaps-Hedging through currency of invoicing- Hedging through mixed currency invoicing –
Hedging through selection of supplying country.
Module 7 (5 Hours)
International Capital Budgeting: Concept, Problems associated ,Evaluation of a project,
Factors affecting, Risk Evaluation, Impact on Value.
Module 8 (4 Hours)
Long term Asset & Liability management:- Foreign Direct investment – Foreign portfolio
investment- International Financial instruments : International Bond & Equity market –
Country risk analysis. Short term Asst & liability management:-Working Capital Policy-Cash
management –Receivable Management- Inventory Management- Short term Financing
decision – international Banking and money market.
RECOMMENDED BOOKS:
1. S P Srinivasan & Dr B Janakiram - International Finance Management ---(Biztantra
Wiley Dreamtech, 2005)
2. Jain, Periyad, & Yadav – International Finance Management ---(Mc Millan)
REFERENCE BOOKS:
1. Eun & Resnick – International Finance Management ---(McGraw Hill), 3/e
2. Jeff Madura International Finance Management ---(Thomson), 7/e, 2004
3. P.G. Apte-International Finance Management- ( Tata McGraw Hill), 3/e
Risk Management
Module 1 ( 05 Hrs)
Introduction to Risk: Concept of risk, types of risks
Risk Management and Control - Definition, process; Risk Management objectives , Risk
Financing, Risk Retention, Risk Transfer, Risk Control, Risk Management Information
System, Types of financial derivatives
Module 2 ( 05 Hrs)
Financial forward and futures contracts – differences, valuation of forward and futures
contract, types of futures, hedging strategy using futures
Module 3 ( 05 Hrs)
Options – concept, types, distinction between options and futures, option valuation
Option pricing models – determinants of option prices, Black - Scholes option pricing model,
binomial option pricing model –one step
Module 4 ( 07 Hrs)
Options trading: Strategies, option spreads, Volatility trading, straddles, strangles, strips,
straps
Hedging with options: Fixed hedging, Strategies - stop loss, zero cost, delta, theta, gamma,
vega, rho and phi
Module 5 ( 07 Hrs)
Options on future contracts : Valuing European future options, valuing American futures
options
Using options to manage interest rate risk : caps, floors, collars, valuation
Module 6 ( 07 Hrs)
Short term interest rate futures: Types of interest rates, forward interest rates, FRA,
hedging FRA, Treasury bill futures, hedging using short term interest rate futures
Long term interest rate futures: Treasury bonds- bond transaction price, duration of the
bond, Treasury bond futures contract – conversion factor, determining T-bond futures prices,
hedging with T-bond futures
Module 7 ( 05 Hrs)
Credit risk: Concept, assessment; Credit Derivative instruments –CDS, TRS, Credit options,
credit linked notes, benefits of credit derivatives
Module 8 ( 04 Hrs)
Value at Risk (VAR) – Measure, computing VaR, stress testing and back testing
RECOMMENDED BOOKS:
1. Futures and Options, NDVohra and B R Bagri, 2nd edition, Tata Mcgraw hill, 2007
2. Derivatives Valuation and Risk Management, David A.Dubofsky and Thomas
W.Miller,Jr, Oxford University press,2003
3. Options,Futures andother derivatives, JohnC. Hull, Sixth edition, PHI, 2007
4. Financial Derivatives Theory, Concepts and problems, S.L.Gupta,PHI,2007
Tax Management
Module 1 (5 hours)
Basic concepts: assessment year, previous year, person, assessee, Income, charges on income,
gross total income, capital and revenue receipts, residential status, receipt and accrual of
income, connotation of income deemed to accrue or arise in India, incidence of tax, Tax
Planning, Tax Evasion, Tax Management.
Module 2 (8 hours)
Computation of income under the head salary: different forms of salary – leave salary,
gratuity, commutation of pension, provident fund.
Module 3 (5 hours)
Income under capital gain, basis of charge, transfer of capital asset, inclusion & exclusion
from capital asset, capital gain, computation, theory & problems, slump sale, Exemptions,
capital gain in special cases.
Module 4 (7 hours)
Income under the head profit and gains of business or professions and its computation- basis-
method of accounting- scheme of business deductions/ allowance- deemed profits-
maintenance of books, Depreciation (Both Theory & Problems) special provisions relating to
44AD, 44AE& 44AF. Problems on computation of income from business/ profession.
Module 5 (3 hours)
Setoff and carry forward of losses- permissible deductions –under Ch. VI-A 80C, 80CCC,
80D, 80DD, 80DDB, 80E, 80U, Sec 10A, 10B, 10BA.
Module 6 (6 hours)
Computation of taxable income of a firm and partners – Computation of taxable income of a
company with special reference to MAT.
Module 7 (11 hours)

VAT – important provisions, Central excise and custom acts- objects and provisions of the
act in brief (theory)- goods, excisable, marketable Concept of CenVAT- customs- Basic
definition, charge.
RECOMMENDED BOOKS:
1. Vinod Singhania- Students Guide to Income Tax – Taxman Publications
2. V S Datey – Indirect Taxes – Taxman Publications
REFERENCE BOOKS:
1. Vinod Singhania – Direct Taxes – Taxman Publications
2. Mehrotra- Direct Tax – Sahitya Bhavan
FINANCIAL ENGINEERING
Module 1: (4 Hours)
Introduction –money market problem- Review of Markets, Players and Conventions:
Markets-Players-mechanics of deals- market conventions –instruments-positions-syndication
process
Module 2: (4 Hours)
Cash flow Engineering and Forward Contracts: What is synthetic? – Forward and currency
forwards- synthetics and pricing- contractual equation- applications – a better synthetic –
conventions for forwards
Module 3: (5 Hours)
Engineering simple interest rate derivatives: LIBOR and other benchmarks – forward loans –
FRA-euro currency contracts-real world complications – forward rates and term structure –
conventions – strips
Module 4: (5 Hours)
Swap Engineering: Swaps – engineering interest rate swaps – uses of swaps – mechanics of
swapping new issues-conventions-currency swaps versus FX swaps
Module 5: (6 Hours)
Repo Market strategies in FE: Repo-types – equity repos - repo market strategies-synthetics
using repos
Engineering of Equity Instruments: Engineering equity products, financial engineering of
securitization
Module 6: (7 Hours)
Dynamic replication methods and synthetics: review of static replication, Ad-hoc synthetics,
principles of dynamic replication, real life complications
Framework for fixed income engineering: term structure modeling-term structure dynamics-
measure change technology
Module 7: (6 Hours)
Option Engineering with Applications: Option strategies, volatility based strategies, Exotics,
Quoting conventions, real world complications
Module 8: (7 Hours)
Tools for volatility Engineering: Volatility positions – invariance of volatility payoffs-pure
volatility positions-volatility swaps-uses of the contract-volatility smile-trading the smile –
pricing with the smile
REFERENCE BOOKS:
1. Financial Engineering Principles: A Unified Theory for Financial Product Analysis and
Valuation By: Perry H. Beaumont , 2004, Wiley
2. Principles of Financial Engineering. By Salih N. Neftci. Elsevier
Organisations: Structure, Processes and Design
Module 1 (04 Hours)

ORGANIZATION: Nature and scope – definitions – overview of various components and
structure – evolution of organization theory – organizational theories – images of
organization
Module 2 (05 Hours)

ORGANIZATIONAL EFFECTIVENESS: Definition – importance and approaches to
organizational effectiveness – the goal attainment approach – the systems approach – the
strategic approach – constituencies approach – the competing values approach – relative
comparison of approaches
Module 3 (05 Hours)

ORGANIZATIONAL PROCESSES: Organizational work flow processes / business
processes – process re-engineering – work flow as the basis for organizational design
Module 4 (08 Hours)

ORGANIZATIONAL DESIGN : determinants of organizational design – components of
organizational design – complexity – formulization – centralization – types of organizational
structures – technological determinants of organizational design – nature of technological
influences – technology and organizational structure – job design – organization –
environment – interface – environmental impact on organizations – strategies for managing
environment
Organizational strategy and structure – strategy * structure link – strategic choices – strategic
failures
Module 5 (08 Hours)

ORGANIZATIONAL POWER, CONFLICT AND POLITICS : Significance of power
and politics in organizations – structural determinants of organizational power – power
imbalances – sources of organizational conflicts
Labor – management conflicts – low formalization – dependence on common scarce
resources – differences in evaluation criteria and reward systems – participative decision
making – heterogeneity of members – status in congruence – role dissatisfaction –
communication distortions – managing organizational conflicts – five major conflict
resolution techniques – super ordinate goals – reducing interdependence between units –
expanding resources – mutual problem solving approach systems – formal authority –
increasing interaction – organization wide evaluation criteria and reward systems – merging
conflicting units – conflict stimulation techniques
Module 6 (05 Hours)

ORGANIZATIONAL DECISION MAKING AND STRATEGY FORMULATION :
organizational decisions – operating decisions – strategic decisions – administrative decisions
– influences on organizational decisions – approaches to organizational decision making – the
normative / rational approach – the entrepreneurial approach – the political approach – the
consensus building approach
Module 7 (05 Hours)

MANAGING ORGANIZATIONAL CULTURE : The essence of organizational culture –
definition – functions – types – characteristics – creating – sustaining and transmitting culture
– strong and weak cultures – organizational culture and strategy – when cultures collide –
mergers and acquisitions – the effective organization culture – culture and organizational
effectiveness
Module 8 (05 Hours)

MANAGING ORGANIZATIONAL EVOLUTION : Growth and decline of organizations
– changing environment – information / communication technology – globalization and
competition – customer and quality – managing growth and decline – corporate restructuring
– mergers and acquisitions – human face of mergers and acquisitions – cultural and structural
adjustments – restructuring designs and implementation – organizing for the future
RECOMMENDED BOOKS
1. Understanding Organizations – Madhukar Shukla – PHI
2. Organization Theory And Design – Richard Daft – Thomson Learning, 8/e, 2004
REFERENCE BOOKS
1. Designing Organizations – Philip Sadler – Kogan Page India Ltd
2. Organization Behavior – Concepts, Controversies And Applications – Stephen
Robbins – Pearson/PHI, 11/e
3. Organizations: Structure, Processes And Outcomes - Richard Hall – Pearson/PHI
Legal Environment and Industrial Legislation
SECTION – A – LEGAL ENVIRONMENT
Module 1: (3 Hours)
Indian Industrial Relations – An overview – A general survey, need, objectives and principle
of legal environment. IR in the post Independence period, Importance and objectives of
Industrial Relations, Main approaches to IR.
Module 2: (3 Hours)
Labour and Indian constitution, special features of Indian Industrial Relations, policies and
practices in India, code of Discipline and historical initiatives for harmonious IR,
Government policies relating to labour in 5 year plans, Legal Enactments, ILO and its
influence on Legal Enactments in India.
Module 3: (3 Hours)
Collective Bargaining in India: Definition, Essential conditions for the success of collective
bargaining, functions of collective bargaining, collective bargaining process, prerequisites for
collective bargaining, trends and conclusions, Techniques of negotiation.
Module 4: (3 Hours)
Trade Unions: Meaning, Historical perspective of trade union movement in India, functions
of trade unions, objectives of important trade unions, union structure, problems of trade
unions, measures to strengthen trade union movement in India, Rights and responsibilities,
future trends of trade union movement in India.
Module 5: (3 Hours)
Industrial Conflicts: Nature of conflicts and its manifestations, causes and types of Industrial
conflicts, prevention of Industrial conflicts, settlement of Industrial conflicts.
SECTION – B – INDUSTRIAL LEGISLATIONS
An overview of the following labour enactments covering the definitions, applicability,

provisions, registers and returns; penalties for non-implementation and other major
provisions including the schedules and latest amendments.
Factories Act‘ 1948

Employee‘s provident Fund and Miscellaneous Provisions Act‘ 1952
Payment of Gratuity Act‘ 1972
Maternity Benefit Act‘ 1961
Trade Union Act
Payment of Wages Act
Industrial Disputes Act
Workmen‘s Compensation Act
Employee‘s State Insurance (E.S.I) Act
Payment of Bonus Act‘ 1965
Industrial Employment standing order‘s Act‘ 1946
Minimum wages Act‘ 1948
(30 Hours)
Note: The syllabus is divided in the ratio of 1:2 for Legal Environment and Industrial
legislation respectively and as such in the Examination, the paper should be with section A
and B with 3 questions in section ‗A‘ and 5 questions in section ‗B‘ with instructions for
answering any 5 questions choosing minimum of 2 questions form each of the sections ‗A‘
and ‗B‘.
RECOMMENDED BOOKS:
1. Mamoria & Mamoria – ‗Dynamics of Industrial Relations‘, Himalaya Publishing house,
Mumbai, 2004
2. Arun Monappa – Industrial Relations, Tata McGraw Hill Publishing Company Ltd, 1/e,
2002.
REFERENCE BOOKS:
1. P Subba Rao – Essentials of Human Resource Management and Industrial Relations
(Text, Cases and Games), Himalaya Publishing House, Mumbai, 10th Ed., 2008
Management of Organisational Behaviour and Developing Competencies
Micro Perspective
Module 1: (4 Hours)
Background of OB; Personality: Values, Emotions, Attitudes and Job related outcomes
The Perception Processes: Definition Nature, Factors influencing and Individual Decision
Making, Implications in the Organizational Context.
Module 2: (2 Hours)
Learning Processes: Objectives, Principles, Organizational Systems and applications.
Macro Dynamics
Module 5: (6Hours)
Foundations of Group Behaviour: Nature, types, Stages, Framework for analysis,
Organizational Context, Structure, Process and Decision-making. The Emerging Team
concept, Groups and Teams difference, Effective Teams.
Module 6: (4 Hours)
Conflict, Transition Process: Levels: Individual, Interpersonal, Intergroup, Organizational.
Conflict Resolution Approaches at various levels, Functional / Dysfunctional skills, including
negotiations.
Module 7: (6 Hours)
Stress: Meaning, Nature and levels of stress, causes, effects and coping strategies
Module 8: (4 Hours)
Employee Counseling: Meaning – need – Manager‘s role in changing behaviour
Module 9: (6 Hours)
Managing Diversity in Behaviour:
The Nature of Diversity, Reasons for the Emergence of Diversity, Characteristics of
Diversity, Work force Diversity, Managing Diversity, Developing the Multicultural
Organization, Individual Approaches to Managing Diversity, Organizational Approaches to
Managing Diversity

Behaviour Assessment Tools – Psychological Tests – Big Five Factors, Type A & B, Self-
monitoring etc.

Developing Competencies: Meaning, definition and history of competency method.
Characteristics of competencies. Types of competencies. Competency mapping: Meaning,
definition, purpose and approaches of mapping. Tools for mapping: behavioural event
interview, repertory grid, critical incident technique, subject expert discussions, survey
method and participant observation. Competency Assessment: Meaning, definition and
purpose of assessment. Tools for assessment: Assessment Center, 360-degree feedback,
performance records, tests and interviews. Balanced score card- HR score card
RECOMMENDED BOOKS
1. Hellerigel et.al. Organizational Behaviour, Thomson Learning, 10/e, 2004
2. Stephen P Robbins Organizational Behaviour, Pearson / PHI, 11/e, 2005
REFERENCE BOOKS
1. Fred Luthans, Organizational Behaviour, TMH, 10/e, 2005
Personal Growth and Interpersonal Effectiveness
Subject Code: MBA – HR E131 Credits: 3:0:0
Module 1: (5 Hours)
Meaning – Personal Growth, Concepts of Personal Growth, Personal Life style choices,
Personal Growth and Training Individual conflict.
Module 2: (5 Hours)
Individuals and organization, individual and inter-personal behaviour, Nature of values and
attitudes, Job satisfaction, Job involvement, Organizational commitment.
Module 3: (6 Hours)
Feeling, thinking and behaviours. Personality theories, Carl Jung‘s theory of personality types
and Myers Briggs type Indicator (MBTI) Trait theories – Guilford Peogut, Emotional
intelligence – Nature and scope for personal growth.
Module 4: (4 Hours)
Pedagogy and Androgogy, Adult Learning Process; learning styles and its relatedness to
personality development.
Module 5: (7 Hours)
Interpersonal relations and personal growth, Interpersonal needs, motivation and behaviour –
FIRO – B and Johari Window. Defense Mechanism in groups.
Module 6: (5 Hours)
Micro perception of organization behaviour, Perception process, importance of sensation
versus perception, Personality and attitude, interactive conflict and negotiation, Personality –
meaning, Definition of how personality is formed.
Module 7: (5 Hours)
Interpersonal behaviour, Nature of conflict, Levels of conflict, Source of conflict, Effects of
conflict, Assertive Behaviour, Transactional Analysis, Ego status, Types of Transaction, Life
position, Application of T.A in Organizational context with cases.
Module 8: (5 Hours)
Emotional Intelligence – Nature and Scope – Working with emotional intelligence – self
mastery – people skills – Emotionally intelligent organization.
The seven habits of highly effective people. (3 Hours)
RECOMMENDED BOOKS:
1. Organizational Behaviour – Human Behaviour at work – by John.W.Newstrom and
Keith Davis – Tata McGraw Hill, 11/e, 2003
2. Organizational Behaviour – Concepts, controversies and applications – Stephen P
Robbins – Prentice Hall International, 11/e
REFERENCE BOOKS:
1. Training Instruments in HRD & OD – Udai Pareek – TMH, 2/e, 2004
2. Organizational Behaviour – Fred Luthans, TMH, 10/e, 2005
3. Emotional Intelligence – Daniel Goleman, Bantam Books.
4. The Seven Habits of Highly Effective People by Stephen R Covey, Simon & Schuster.
International HRM
Module 1: (5 Hours)
Introduction
Definition – Approaches to IHRM – Difference between IHRM and Domestic HRM –
Reasons for emergence of IHRM – Models of IHRM – Matching model – Harward Model –
Contextual Model – 5P Model – European Model
Module 2: (6 Hours)
Internationalization of HRM
Socio-cultural context – Culture and employee management issues – Culture and specific
HRM issues – non-cultural influences of HRM.
Module 3: (6 Hours)
International Recruitment and Selection
Different approaches to multinational staffing decisions – Advantages and Disadvantages of
different selection methods – parent country nationals – third country nationals – host country
nationals – selection criteria – use of selection tests.
Module 4: (5 Hours)
Performance Management
Constraints in goal attainment – performance and appraisal in IHRM – appraisal of
expatriate, third and host country employees
Module 5: (6 Hours)
Training and Development
Expatriate training – training of host country nationals – developing international staff and
multinational teams – knowledge transfer in multinational companies
Module 6: (5 Hours)
International compensation: Approaches to international compensation – repatriation
process
Module 7: (5 Hours)
International Labour Relations
Key issues – response of labour unions to MNCs – social dumping
Module 8: (7 Hours)
HRM International Joint Ventures
HRM Practices in different countries – Japan, USA, UK, Turkey, Middle East, India and
China – International HRM strategies.
RECOMMENDED BOOKS
1. International Human Resource Management – Peter J Dowling, Denice E Welch,
Randall S Schuler – Thompson South Western Excel Books – third edition – 2005
2. International Human Resource Management – Monir H Tayeb – Oxford University Press
– 2005.
Team Building and Leadership
Module 1: (7 Hours)
Introduction to team work, Meaning of group and team. Differences between team and group.
Scope and significance of team work. Classification of teams. Advantages and disadvantages
of team work. Is team work a necessity?
Module 2: (5 Hours)
Characteristics of effective teams. Team decision making approaches, What to observe in a
team meeting? Importance of shared purpose and common goals
Module 3: (4 Hours)
Team development stages, Team performance curve, Conflict resolution and collaboration in
teams.
Module 4: (3 Hours)
Selection and development of team members, Knowledge, skill, attitude, and personality type
of members for effective team work.
Module 5: (3 Hours)
Self Managed Work Teams (SMWT). Meaning, Advantages and disadvantages of SMWTs.
Objectives of SMWTs.
Module 6: (3 Hours)
Virtual teams, Meaning, objectives. Advantages and disadvantages. Barriers of
communication and the challenge of supervision in virtual teams.
SECTION B: LEADERSHIP

Meaning, definition, significance of leadership in organizations. Theories of leadership,
Types of leaders
Module 8: (6 Hours)
st
Leadership challenges in 21 century, Change management and leadership, Leadership
functions, Leadership development
Module 9: (4 Hours)
A study of contemporary leaders in business
RECOMMENDED BOOKS:
1. Dr.B.Ratan Reddy, Team Development & Leadership, Jaico Publishing, 2004
2. Richard L Daft - The Leadership Experience - Thomson Learning , 2/e, 2002
REFERENCE BOOKS:
1. Andrew Dubrin – Leadership – Biztantra/Wiley Dreamtech, 6th ed, 2004
Organizational Development
Module 1: (4 Hours)
Conceptual framework of OD:
Overview of the field of OD, Definitions of OD, History of OD, values, assumptions and
beliefs in OD, characteristics of OD,
Module 2: (5 Hours)
Organizational change and OD:
Dynamics of planned change, models and theories of planned charge, force field analysis.
Types of organizational change, triggers for change, factors leading to resistance to change,
objectives and strategies for implementing organizational change, OD interventions to
implement organizational change initiatives.
Module 3: (5 Hours)
An overview of OD interventions:
Process of OD, steps in OD, types of OD interventions
Classification of OD interventions, OD cube
Organizational Diagnosis, Weisbord‘s (Six Box) model for organizational diagnosis,
Diagnostic tools and their appropriate usage in the diagnostic process
Bechkard‘s confrontation meeting.

Theory and Management of OD:
Systems theory
Participation and empowerment, empowerment & commitment
Group & team processes.
Teams and team work, Broad team – building interventions, A gestalt approach to team
building, techniques and tools used in team building.
Parallel learning structures
A Normative re – educative strategy of changing
Process of consultation approach to change
Action research, a process and an approach, history and varieties of action research, example
of action research in OD
Third-party peace making interventions
Organization Mirror interventions
Partnering
Survey Feedback, Systems 1 – 4T
Grid organization development
Person focused OD interventions
Role – focused OD interventions
Module 5: (4 Hours)
Organizational climate – OCTAPACE Model of climate survey
Training Based OD Interventions:
Applied behavioural science, T-Group
Behavioural modeling
Life and career planning
Coaching and mentoring
Instrumented training
Module 6: (5 Hours)
Structural Interventions and the applicability of OD:
Techno structural approach – socio technical system, job design, job enrichment and job
enlargement
Work redesign
Self-managed teams: Problems in implementation
Quality of work life projects
TQM and OD, re-engineering organizations, large-scale systems change and organizational
transformation
Module 7: (2 Hours)
The Future and OD:
The changing environment
Fundamental strengths of OD
Implications of OD for the client
Ethical standards in OD
OD‘s future
RECOMMENDED BOOKS:
1. Wendell L French, Cecil H & Bell Jr. – Organizational Development – Behavioural
Science Interventions for Organization improvement (6e) –PHI,
2. S Ramnarayan, T V Rao & Kuldeep Singh – Organization Development – Interventions
& strategies – Response Books, 2003
3. Richard Bechard – Organizational Development: Strategies & Models – Addison Wesley
Publishing.2005
4. Cummings & Worley Organizational Development & Change – Thomson Learning, 7/e,
2002
Training and Development
Module 1: (5 Hours)
INTRODUCTION
Definition, Scope, Difference Concepts, Objectives, Benefits of training, The role of Training
in Organizations, Place of Training in organizational structure, A training process Model,
Difference between training and development.
Module 2: (6 Hours)
TRAINING NEEDS ANALYSIS
Why conduct Training Needs Analysis? When to conduct a Training Need Analysis? Where
to look for Performance Discrepancies? The framework for conducting a Training Needs
Analysis: Organizational Analysis, Operational analysis, Person Analysis, Gathering Training
Needs Data, Outcomes of Training Needs Analysis – Non training Needs, Training Needs,
Approaches to Training Needs Analysis Business. TNA and Design.
Module 3: (6 Hours)
TRAINING DESIGN
Factors, Organizational constraints, Developing objectives, why use Training objectives,
Facilitations of learning-focus on trainee, Design theory, Outcomes of Design.

TRAINING METHODS, TECHNIQUES & AIDS
Approaches to Training, Matching Methods with Outcomes.
Lectures and Demonstrations – Straight Lectures, Discussion Methods, Demonstrations
Computer – Based Training-Programmed Instruction, Intelligent Tutoring Systems,
Interactive Multimedia, Virtual Reality.
Games and Simulations – Equipment Simulators, Business Games, In-Basket Technique,
Case studies, Role Play, Behaviour Modelling.
On-The-Job Training – Job Instruction Technique, Apprenticeship Training, Coaching,
Training The Trainer For On-The-Job Training.
Audio Visual Enhancements To Training – Static Media, Dynamic Media – Training Aids for
Training.
Module 5: (8 Hours)
DEVELOPMENT AND IMPLEMENTATION OF TRAINING
Facilities – The Training Room, Off-Site Training Facilities. The Strategy, Alternatives.
Implementation – Dry Run, Pilot Program, Tips For Trainers, Training Policy.
Module 6: (8 Hours)
VALIDATION AND EVALUATION OF TRAINING
Validation concepts, Types, Methods.
Rationale For Evaluation, Need, Principles, Criteria, Objectives, Approaches, Resistance to
Evaluation, Types of Evaluation Instruments, Types of Evaluation Data, Evaluation Designs.
Training Audit – Meaning, Features, Approaches, Functions, Model, and Steps.
BOOKS RECOMMENDED
1. Dr.B.Janakiraman, Training & Development, Biztantra/Wiley Dreamtech, 2005
2. Effective Training, P Nick and Blanchard, Pearson Education/PHI, 2/e, 2005
REFERENCE BOOKS
1. Training for Organizational Transformation, Rolf Lynton and Udai Pareek, Sage
Publications, New Delhi. 2006.
2. Effective HR Training Development Strategy, Dr.B.Ratan Reddy, HPH, 2005
3. Training and Development – concepts and practices, S K Bhatia, Deep and Deep
Publications (P) Ltd., 2004
4. Management of Training Programme R P Singh Anmol Publications, 2004
5. Training in Practice, A H Anderson, Infinity Books
6. Training and Development, ISTD Publications-Excel Books
7. An Introductory Course in Training and Training Methods for Management
Development – ILO Publication – Sterling Publications (P) Ltd.2006
8. Training and Development – S True Love Sage Publications. 6/e
9. ASTD Hand book of design & development of Training – Philip – TMH, 1/e

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M.S.

Ramaiah Institute of Technology

Approved Scheme and Syllabus of MBA

2. Dr.M.G.Krishnamurthy VTU Nominee JNNCE, Shimoga

3. Dr.R.Srinivasan Member IISc, Bangalore

5. Dr.P.V.Raveendra Member MSRIT

6. Mr.Y.M.Satish Member MSRIT

7. Mr.V.K.Srirama Member MSRIT

8. Mrs.M.Rizwana. Member MSRIT

9. Mrs.A.Mahalakshmi Member MSRIT

10. Mr.Vijay.N.Rao Member MSRIT

DEPARTMENT OF MANAGEMENT STUDIES

BREAK UP OF CREDITS FOR THE MBA DEGREE

Core Courses Elective Courses Seminar Project Total Credits

SCHEME FOR THE AUTONOMOUS MBA PROGRAMME 2009-11

SL. No. of Credits Total No. of

Subject code Name of the subject No. of Credits

MBA – 11 Principles of Management 3:0:0

SCHEME OF TEACHING FOR II SEMESTER MBA 2009-11

Subject code Name of the subject No. of Credits

MBA – 21 Quantitative Techniques for Management 3:0:0

Subject code Name of the subject No. of Credits

MBA – 31 Business Research Methods 3:0:0

SCHEME OF TEACHING FOR IV SEMESTER MBA 2009-11

Module 5 (12 Hours)

Module 2: (10 Hours)

Module 3: (12 Hours)

Module 7: (10 Hours)

Networks: Introduction, Network Topology, Features of Network, Data communication

Introduction to service sector, creating a distinctive service, MIS applications in service

Module 7 (11 Hours)

RECOMMENDED TEXT BOOKS

Subject Code: MBA – 17 Credits: 3:0:0

Diagrammatic and Graphic Representation: Line Diagram, Bar Diagram, Rectangle

Regression: Method of Least Squares, Curve Fitting.

NOTE: THE QUESTION PAPER SHALL CONSIST OF THEORY & PROBLEMS

Presentations: What is a presentation, elements, designing a presentation

Employment Communication: Writing CV, group discussions, interviews

Communication networks – intranet, internet, teleconferencing, video conferencing

Module 3 (10 Hours)

Module 4 (07 Hours)

Module 1 (10 Hours)

Module 1: (06 Hrs.)

Module 2: (07 Hrs.)

Module 3: (07 Hrs.)

Module 4: (06 Hrs.)

Module 5: (08 Hrs.)

Module 6: (06 Hrs.)

Module 7: (05 Hrs.)

Subject Code: MBA – 25 Credits: 3:0:0

Subject Code: MBA – 26 Credits: 3:0:0

Strategic alliances: Framework, 3PL, retailer-supplier partnerships, distributor integration,

1. Logistical Management – Donald J Bowersox, David Closs – TMH, 2004

Subject Code: MBA – 27 Credits: 3:0:0

MODULE 1 (04 Hours)

MODULE 2 (05 Hours)

MODULE 3 (06 Hours)

MODULE 4 (07 Hours)

MODULE 5 (04 Hours)

MODULE 6 (08 Hours)

MODULE 7 (06 Hours)

MODULE 8 (05 Hours)