Course Curicullum PDF

Post Graduate Diploma in Management
PGDM
Approved by All India Council for Technical Education (AICTE),
Ministry of HRD, Government of India
Course Curriculum
PGDM Batch 2019-21

Two-Year Full Time Program
GL Bajaj Institute of Management & Research

Plot No. 2, Knowledge Park III, Greater Noida – 201306
Email : director@glbimr.org; Website: www.glbimr.org
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Post Graduate Diploma in Management

PGDM Program GLBIMR, Greater Noida
GL Bajaj Institute of Management & Research, Greater Noida was established in 2007 under the umbrella of GL Bajaj
Group of Institutions. GLBIMR embarked on the journey to promote higher education in NCR. In record time of 12 years,
GLBIMR has demonstrated meteoric growth and has carved a distinct niche for itself in the field of management
education.
GL Bajaj Institute of Management & Research, Greater Noida is a leading B -School of North India offering Post
Graduate Diploma in Management (PGDM) approved by AICTE, Ministry of HRD Govt. of India, a two year full time
program with dual specialization in areas of Marketing, Finance, Human Resource Management, International Business
and Information Technology
The key features of the program are:
• Global Academic Exposure through International Exchange Programs
• Consistent 100 % Placements in various sectors like FMCG, Retail, Banking & Finance, Hospitality service
sector and many reputed organization with an offer in hand 6 months before the completion of the course.
• Tie-up with Internationally acclaimed Corporate Leaders as Adjunct Faculty Members
• Free Laptop to all PGDM students
• Accreditation by International Accreditation Organization
• Certification Courses: Digital Marketing, Yellow Belt Six Sigma, Advance MS Excel Certification etc.
• Dual Specialization
• International Study Tour as a part of the curriculum.* (Meritorious Students)
• Scholarship Policy/Fees in easy Installments
• Corporate Interface / Industrial Visits
• Located in NCR
The 2 year Post Graduate Diploma in Management (PGDM) is designed for a holistic development of students making
them not only career oriented but also employable & corporate ready for various roles and responsibilities. The program
enables students with strong conceptual skills to manage businesses in an integrated manner. Achieving academic
excellence integrated with skill enhancement is the core focus of the Institute. Innovative pedagogy, Value based
research Orientation & Academic Excellence are our cornerstones, where it is made sure that both, the course curriculum
& pedagogical methodologies are revised as per the requirement. GLBIMR updates the curriculum and add Innovative
practices based on present requirements of the corporate sector, benchmarking against top B-Schools and insights
from recent studies on the effectiveness of PGDM programs.
PGDM Course Curriculum
Term Subjects Credits Total Credits
I Core papers 7 21 22
Certification program 1 1
Core papers 8 24
II 25
Core papers 7 21
III 22
Core papers 3 9
IV Electives 4 12 27
Summer Internship Project (SIP) 1 6
Core papers 2 6
V 18
Electives 4 12
Core 1 3 15
VI
Electives 2 6
Dissertation 1 6
GrandTotal 129
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First Year
Term – I
Sr. No. Code Nomenclature Credits Hours
1 PG01 Organizational Behaviour-I 3 30
2 PG02 Marketing Management – I 3 30
3 PG03 Accounting for Managers 3 30
4 PG04 Quantitative Techniques for Managers 3 30
5 PG05 Information Technology for Managers 3 30
6 PG06 Managerial Communication 3 30
7 PG07 Igniting Self and Interpersonal Skills 3 30
(*SSP-I)
8 PG24 Value Added Certification Course I (**VACC-I) 1 10
Total Credits 22 220
Term – II
1 PG09 Organizational Behavior-II 3 30
2 PG10 Marketing Management – II 3 30
3 PG 11 International Business Environment 3 30
4 PG12 Business Transformation with Information Systems 3 30
5 PG13 Managerial Economics 3 30
6 PG14 Operations Management 3 30
7 PG15 Teams and Emotional Intelligence (*SSP-II) 3 30
8 PG31 Costing & Control Management 3 30
9 PG08 Value Added Certification Course II (**VACC-II) 1 10
Term – III
1 PG17 Human Resource Management 3 30
2 PG18 Consumer Behavior 3 30
3 PG19 Research Methods in Business 3 30
4 PG20 Corporate Finance 3 30
5 PG21 Legal Environment of Business 3 30
6 PG25 Strategic management 3 30
7 PG23 Resume Writing & Art of Converting SIP intoPPO 3 30
(*SSP-III)
8 PG16 Value Added Certification Course III (**VACC-III) 1 10
GL Bajaj Institute of Management & Research, Greater Noida

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Summer Internship of 6 – 8 week

Summer Internship Program (SIP) Note:
a) At the end of Term-III, students will be sent for Summer Internship in the Industry, which will be for the period
of 6-8 weeks.
b) The SIP will be arranged largely by the Institute.
c) Each student will be assigned a Faculty mentor and an Industry mentor for the Internship.
d) Students will submit a SIP report on the basis of original research work carried by them.
e) Summer Internship Project will comprise of 200 marks which is equivalent to 06 credits.
f) SIP evaluation presentations will be conducted in Term – IV.
g) Final evaluation of SIP presentations will be done through a panel of external examiners - 3 members.
Second Year
Term- IV
1 PG22 Management of Technology, Innovations and 3 30
Change (MTIC)
2 PG32 Supply Chain Management 3 30
3 PG26 Art of Self-Branding for Successful Corporate 3 30
Inning (*SSP-IV)
4 PG27 Summer Internship Project 6 60
5 4 Electives (Two each from two areas of specialization) 12 120
(4*3 Credit each)
Term – V
1 PG33 Entrepreneurship & Design Thinking 3 30
2 PG29 Personal and Professional Excellence (SSP-V) 3 30
3 4 Electives (Two each from two areas of specialization) 12 120
(4*3 Credit each)
Term-VI
1 PG 28 Business Ethics & Corporate Governance 3 30
2 PG30 Dissertation Research Project 6 60
3 2 Electives (One each from two areas of specialization) 6 60
(2*3 Credits each)
Total Credits – 129 Total Hours- 1290
Dissertation Note:
a) Topics of Dissertation will be finalized during Term - IV.
b) Each student will be assigned a faculty mentor and they have to get Dissertation topics and synopsis approved
by their faculty mentors.
c) Students will submit a Dissertation report on the basis of original research work carried by them.
d) Dissertation will comprise of 200 marks which is equivalent to 6 credits.
e) Dissertation progress review presentations will be conducted in Term - IV & Term - V.
f) The soft and hard bound copies of Dissertation report will be submitted at the end of Term - V.
g) Final evaluation of Dissertation presentations will be done through a panel of external examiners - 2 members.
*SSP- Soft Skills Programs
**VACC- Value Added Certification Course (Please Refer Page no. 6)

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List of Electives
Marketing
1 PGM01 Integrated Marketing Communications 3 30
2 PGM02 Sales and Distribution Management 3 30
3 PGM03 Product and Brand Management 3 30
4 PGM04 Services Marketing 3 30
5 PGM09 Digital & Social Media Marketing 3 30
6 PGM06 Marketing Research 3 30
7 PGM07 Retail Management 3 30
8 PGM08 International Marketing 3 30
Finance
1 PGF05 Taxation for Managers 3 30
2 PGF02 Security Analysis & Portfolio Management 3 30
3 PGF03 Management of Banking And Financial Services 3 30
4 PGF04 Financial Derivatives and Risk Management 3 30
5 PGF07 Corporate Restructuring & Business Valuation 3 30
6 PGF08 International Financial Management 3 30
7 PGF09 Fixed Income Securities 3 30
8 PGF01 Project Planning, Analysis and Management 3 30
Human Resource
1 PGH01 Talent Acquisition, Retention & Engagement 3 30
2 PGH02 Learning & Development 3 30
3 PGH03 Performance Management And Competency Mapping 3 30
4 PGH04 Compensation and Reward Management 3 30
5 PGH08 Industrial Relations & Labour Laws 3 30
6 PGH06 Management of Change and Organizational Development 3 30
7 PGH07 HR Metrics and HR Analytics 3 30
8 PGH05 Strategic HRM 3 30
Information Technology
1 PGIT01 Business Intelligence and Data Mining 3 30
2 PGIT02 Enterprise Resource Planning (ERP) 3 30
3 PGIT03 Big Data Analytics 3 30
4 PGIT04 Internet Technology and E-Commerce 3 30
5 PGIT05 Managing Software Project 3 30
6 PGIT06 Strategic Management of Information Technology 3 30
7 PGIT07 Security and Control of Information System 3 30
8 PGIT08 Data Visualization for Decision Making 3 30
Note: The institute reserves the right to make any changes in the subjects offered along with the content.

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Value Added Certification Courses @ GLBIMR

Besides the regular courses mentioned, GLBIMR also conducts the Value Added Certification Courses (VACC) for its
students. These courses are offered with an objective of developing professional skills and attributes that enhance the
overall development of an individual and make them industry ready. The schedule and structure of these courses vary
as per real-time Industry requirements. These programs are delivered by highly accomplished faculty and renowned
industry practitioners who ensure rigorous coaching with stipulated contact hours. These programs are offered to
students as a value addition beyond the curriculum in each trimester free of cost.
The value added certification courses offered to the PGDM students are as follows:
1. Advanced Microsoft Excel Certification
2. Digital Marketing
3. Yellow Belt Six Sigma
These certificate courses will benefit students for:
• Placement Competency Enhancement
• Nurturing Skills as well as Knowledge.
• Understanding the Corporate Environment.
Weightage for SIP Evaluation
Components of Assessment Weightage

Workshop on “Excelling in Summer Internship” on April 27,2020 20 marks
Summer Internship Project Report 50 marks
Summer Internship Project Presentation (Students are informed that SIP Presentation 75 marks
is Compulsory to get Promoted in Term IV. If you fail to appear, you will have to
reappear with your junior batch in 2021)
Form-I - Student’s weekly Performance Appraisal Form by Industry Guide 15 marks
Form-II - Student’s Aggregate Performance Appraisal Form by Industry Guide 25 marks
Form-III - Student’s Feedback Form by Faculty Guide 15 marks
Total 200 marks
Weightage for Dissertation Evaluation
Components of Assessments Weight age

Workshop on “ Effective Dissertation Writing” 25 marks
Topics and Synopsis Submission 25 marks
Dissertation Progress Review Presentation 25 marks
Dissertation Project Report 75 marks
Final Dissertation Presentation (Dissertations presentations is compulsory to successfully 50 marks
complete the PGDM program. Evaluation of dissertation presentations will be done
through a panel of external examiners)
Total 200 marks

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TERM-I
Organizational Behaviour-I
Code: PG01 Credits: 03 Hours: 30
Course Objectives
• To acquaint the students with different managerial functions and their application in an organizational setting
• To explain various theories of management, and the practice of management in contemporary organizations from a
conceptual, analytical, and pragmatic perspective.
• To help students analyze various topics pertaining to behavioral orientation to management in organizations such
as Learning, Motivation, personality, etc.
Course Learning Outcomes:

On completion of this course, students will be able to:
1. Define and understand the fundamental principles of management and relate it with other business functions.
2. Demonstrate and apply different concepts related to organizational behaviour and human perception to situations.
3. Draw conclusions and demonstrate inferences about attitudes and behaviour, when confronted with different
situations that are common in modern organizations.
4. Identify and explore how to leverage human potential by understanding different personality types and their
underlying needs and expectations.
5. Critically think and analyse issues related to people (personality traits, attitude, behaviors, learning, communication,
motivational factors etc) for enhancing organizational performance.
Course Contents:
Unit I: Principles of Management

Management: Concept, Nature, Scope and Functions. Management Level, Management roles, Managerial skills, Manager
as a planner & strategist: Fundamentals of Planning, planning at different levels. Evolution of Management Concepts:
Scientific Management theory, Weber’s bureaucratic system of management, Fayol’s Principles of Management,
Behavioral Approach to Management, Hawthorne Studies, Theory X, Theory Y & Theory Z, System Theory, Contingency
Theory.
Unit II: Introduction to Organizational Behavior

Nature and Concept of OB; Models of Organizational Behavior; Relationship with Other Disciplines, Contemporary
challenges, Management: Steps of OB Modification Process.
Unit III: Individual Behavior, Personality and Values

Individual Behavior: MARS model of Individual Behavior , Types of Individual Behavior
Personality: Personality development, Determinants of Personality, Five–Facto rmodel of Personality, The Myers
Briggs Type Indicator: (MBTI), Theories of Personality: Freudian Theory (Psychoanalytic Theory of personality),
Jungian theory-Carl Jung, Job fit Theory.
Values: Nature of Values, Types of Values: Terminal and Instrumental Values, Determinants of Values, Importance of
Values in Organizational Behavior.
Unit IV: Perception, Attitude and Learning

Perception: Meaning, Perceptual Process, Social Identity Theory, Attribution Theory and Attribution Errors, Decisions
Making: Elements, Process and Techniques.

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Attitude: Nature & Dimension of Attitudes, Components of Attitude, Types of Attitude, Cognitive Dissonance Theory,
Attitude Formation Attitude Change, Job Satisfaction.
Learning: Nature and Significance of Learning, Process of Learning, Theories of Learning.
Unit V:Employee Motivation

Nature of Motivation, Classification of Motives, Motivation Process, Theories of Motivation: Early Theories: Hierarchy of
needs, Two-Factor Theory, McClelland’s Theory of Needs, Contemporary Theories: Goal Setting Theories, Self-Efficacy
Theory, Reinforcement Theory, Equity Theory, Expectancy Theory and Application of Motivation Theories.
Text Books:
1. Robbins Stephen P., Timothy A. Judge & Neharika Vohra (2016), “Organizational Behavior”, Pearson Education
2. Singh Kavita (2015),”Organizational Behavior: Text and Cases”, Vikas Publishing
References:
1. James A F Stoner, R Edward Freeman, Daniel R Gilbert (2018),”Management”, Pearson Education,
2. Fred Luthans (2016)”Organizational Behavior: An Evidence based Approach”, Tata McGraw Hill
3. K. Aswathappa (2013),”Organisational Behavior”, Himalaya Publishing House
4. Steven McShane & Mary Von Glinow (2018),”Organizational Behavior”, McGraw Hill
5. Richard Daft (2012),”New Era of Management”, Cengage Learning
Journals:
1. Research in Organizational Behavior
https://www.journals.elsevier.com/research-in-organizational-behavior/open-access-articles
2. Journal of Organizational Behavior Management
http://www.tandfonline.com/toc/worg20/20/3-4?nav=tocList
Magazines:
1. People & Management
2. People Matters
Marketing Management-I
Course Objectives
Marketing Management is being one of the most important functional areas in business organization; the Objectives
of this course is
• To use marketing concepts to develop a clear understanding of a company’s product line, target market and
positioning;
• To understand the basics of Consumer/Buyer behavior;
• Applying the fundamentals studied in class to a Real Market situation.
Course Learning Outcomes:-

On completion of this course, students will be able to:-
1. Understand conceptual framework and the basic principles of marketing and their application in real life situations.

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2. Critically analyze and apply the theoretical concepts of marketing management through the application of
marketing models and frameworks.
3. Formulate and assess strategic, operational and tactical marketing decisions at all managerial levels.
4. Assimilate marketing information and correlate it with marketing decisions.
Course Contents:
Unit –I: Core Marketing Concepts

Introduction, Importance and Scope of Marketing, Elements of Marketing - Need, Want, Demand, Customer, Consumer,
Markets and Marketers, Consumer Markets and Industrial Markets ,Marketing Philosophies, Transfer & Transaction,
Consumer Markets and Industrial Markets, Value Delivery Process, Porter’s model of Value Chain, Marketing
Environment, Factors Affecting Marketing Environment, Marketing Mix (Four Ps of Marketing).
Unit –II: Segmentation, Targeting and Positioning

Market Segmentation, Targeting and Positioning (STP) - Market Segmentation - Demographic, Geographic,
Psychographic and Behavioral Segmentation, Targeting- Five Patterns of Target Market Selection, Positioning Concept
of Positioning, Perceptual Mapping.
Unit –III: Understanding Consumers

Customer Perceived Value (CPV) - Customer profitability, Consumer Advocacy, CRM, Delivering high customer value,
Cultural, social, Personal and psychological factors in Buying Behavior, Models of Consumer Behavior, Buying Decision
Model-Five stage model, Level of Consumer involvement.
Unit –IV: Product Mix Strategies

Product Levels, Value Hierarchy, Product Vs. Brand, Product line, Product Length, Product Width, Product Depth,
Product Mix, Packaging & Labeling, Product Life Cycle, Strategies at different stages of PLC, New Product Development,
Consumer Adoption Process, BCG matrix and Ansoff matrix.
Unit –V: Concept of Services

Product Vs. service, the importance of the Service Sector of the economy, Distinctive characteristics of services,
Services Marketing Mix-The 7Ps of Service Marketing, Categories of service mix, Customer Expectations ,Gaps Model.
Text Books:
1. Kotler Philip, Koshy Abraham, Jha Mitheleshwar, - Marketing Management, – South Asian Perspective,
Pearson Education
2. Rajan Saxena, Marketing Management, Tata McGraw-Hill
References:
1. Ramaswamy V.S. and Namakumari S - Marketing Management: Planning, Implementation and Control,
Macmillan
2. Czinkota, Kotabe, Marketing Management, Thomson Publications.
3. Dhruv Grewal, Michael Levy, Marketing, Tata McGraw Hill
4. Etzel M.J., Walker B.J. and Stanton William J – Marketing, Tata McGraw Hill
5. McCarthy & Perreault, Basic Marketing, Tata McGraw Hill
6. Kurtz and Boone – Principles of Marketing, Cengage Learning
7. Tapan Panda, Marketing Management, Text Cases, Excel Books
Journals:
1. International Journal on Customer Relations
2. Indian Journal of Marketing
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3. Journal of Marketing
4. International Journal of Applied Marketing and Management
Magazines:
1. Business World
2. Business India
Accounting for Managers

Course Objectives
• This course imparts the students with a vivid knowledge, and professional skill in the preparation and presentation
of financial information to assist management in the formulation of policies and planning. More specifically this
course aims
• To familiarize students with accounting concepts, process and preparation of financial statements and their
analysis.
• To develop critical thinking skills to analyze financial data as well as the effects of differing financial accounting
methods on the financial statements.
• To impart the necessary knowledge and skills to understand interpret, and analysis financial information provided
in financial statements for improved financial decisions.

1. Understand accounting concepts, principles and conventions for the recording and summarization of day-to-
day business transactions.
2. Demonstrate knowledge of current auditing standards and international accounting standards as to have global
competences.
3. Apply critical thinking skills to analyze and interpreter financial data presented in financial statements as well as
the effects of differing financial accounting methods on financial statements.
4. Effectively analyze the needs of the various users of accounting data and demonstrate the ability to communicate
such data effectively, as well as the ability to provide knowledgeable recommendations
Course Contents:
Unit –I: Meaning & Scope of Financial Accounting

Financial Accounting : An introduction to Financial Accounting & its Scope, Recording and Classification of Business
Transactions,(Journal, Posting Rules and Ledger), Trading and Profit & Loss Account and Balance Sheet (with
adjustments), Profit & Loss Account and Balance Sheet- Step Form and Report Form, Marshalling of Balance Sheet,
Numerical Examples.
Understanding interpreting the financial statements, Generally Accepted Accounting Principles (GAAPs), Theoretical
base of Accounting, Accounting Standards & IFRS, and Annual Reporting as per revised schedule III of the Companies
Act 2013
Unit –II: Depreciation Accounting

Depreciation- Introduction - Depreciation (As Per AS-6), Methods of Depreciation (Straight Line and Diminishing
Balance Method), Important Differences & Significance Numerical Examples

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Unit –III: Inventory Valuation

Inventory Valuation, Meaning and Nature of Inventory, Purpose & Benefit of Holding Inventory, Methods of Inventory,
Valuation (FIFO, LIFO and Weighted Average Cost Methods) Valuation of inventories as per AS-2, Perpetual Inventory
System, ABC and VED Analysis
Unit –IV: Statement of Changes in Financial Position

Statements of Change in Financial Position, Cash Flow Statement (As per AS-3) Important Differences, Introduction to
Funds flow Statements & Preparation of cash flow statement, understanding the statement.
Unit –V: Financial Statement Analysis

Financial Statements Analysis, Introduction of Ratio, Ratio Analysis and interpretation of Ratio, Use & Significance of
Ratio, Limitations of Ratio Analysis , Common Size statements, Trend Analysis & DuPont Analysis. Practical Analysis
of Financial Statements of Business Concerns
Text Books:
1. Narayanaswamy, R. (2017). Financial Accounting, A Managerial Prospective; PHI Learning Pvt. Ltd,
2. Rajasekaran, V. and Lalitha, R. (2011) Financial Accounting, Pearson Education,
References:
1. Gabriel S. and Marcus A. (2011), Financial Accounting, Tata McGraw Hill,
2. Shukla, M. C., Grewal T. S. and Gupta, S. C. (2016). Advanced Accounts, S. Chand & Company Ltd., Volume
I, Ram Nagar.
Journals:
1. Chartered Secretary –ICSI
2. ICAI-Knowledge Gateway- www.icaiknowledgegateway.org
3. Indian Journal of Finance
4. Accounting Compliance & reporting-Online Journal of Accountancy
Magazines:
1. Outlook money
2. The Week
3. India Today
Quantitative Techniques for Managers

Course Objectives
• Prepare students to organize, visualize, and analyze data and make decisions using statistical methods.
• Understand descriptive statistics using measures of central tendency and dispersion.
• Apply inferential statistics such as correlation and regression to analyze and forecast data for decision making
in financial analysis, marketing, operations management, strategy and other areas.
• Develop a basic understanding about conducting research and using analytical tools and software.

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1. Understand sources and types of data used in business.
2. Compute data using tables and charts with the help of ICT tools.
3. Analyze a business situation using the concepts of probability, descriptive and inferential statistics using ICT
tools to analyze data and support managerial decision making.
4. Forecast future outcomes using past data.
Course Contents:
UNIT-I: Introduction to Business Statistics

Why learn statistics, basic vocabulary of statistics, data collection, and type of variables, organizing and visualizing
data: tables and charts for categorical data- bar chart, pie charts and Pareto charts, tables and charts for numerical data-
frequency distribution, relative frequency distribution and percentage frequency distribution, the cumulative
distribution, histograms, contingency tables, Pivot tables for business analytics
UNIT-II: Numerical Descriptive Measures

Measures of central tendency: the mean the median, the mode, the geometric mean, Variation and Shape: the range, the
variance and standard deviations, the coefficient of variations, Z score, skewness and kurtosis, excel tool pack descriptive
statistics results, descriptive statistics using SPSS.
UNIT- III: Probability Distribution and Sampling

Basic probability concepts- simple probability, joint probability, conditional probability, Binomial distribution and
Poisson distribution, Normal distribution, concept of sample and its applications, application of hypothesis in business
research, ANOVA
UNIT- IV: Regression Analysis

Concept of correlation, simple linear regression-types of regression models, determining the simple linear regression
equation, the least square method, prediction in regression analysis, introduction to multiple regression models.
Performing Correlation and Regression using Excel and SPSS.
Unit-V: Business Forecasting

Forecasting Basics, Qualitative methods of Forecasting, Quantitative Method of Forecasting- Moving Average using
Microsoft Excel, and Forecasting Using Regression Model.
Text Books:
1. Srivastava, U. K. & Shenoy, G.V., Quantitative Techniques for Managerial Decisions, New Age Techno
Press.
2. David M Levine, David F Stephan, Kathryn A. Szabat, PK Viswanatha, Business Statistics: A first Course,
Pearson Education,.
References Books:
1. Render; Barry, Ralph M Stair Jr and Michael E Hanna, Quantitative Analysis for Management, Prentice
Hall, New Delhi ,India
2. Anderson; David R, Dennis J. Sweeney and Thomas A. Williams, Quantitative Methods for Business,
Prentice-Hall, West Publishing Company
3. Gupta S.C., Fundamental of statistics Himalaya Publishing House
4. Richard Levin & David Rubin, Pearson Education, Latest Edition, Statistics for Management
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Journals and Databases:
1. Journal of Business and Economic Statistics (United Kingdom)
2. Google Finance and Yahoo Finance
3. Moneycontrol
Magazines:
1. The Sale of a Lifetime: How the Great Bubble Burst of 2017-2019 Can Make You Rich (online)
2. The Road to Ruin: The Global Elites’ Secret Plan for the Next Financial Crisis (online)
3. Business Today
4. Outlook Money
Information Technology for Managers

Course Objectives
• To provide a foundation for understanding Information Technology in the context of the present business
environment and impart the skills necessary for informed decision making in this competitive environment.
• To enable the students to understand the skills needed to manage and use Information Technology in as
professionals.
• To create awareness about the latest trends in technology adopted across the globe for effective and efficient
decision making.
• To provide practical exposure through MS Office Tools and its usages in business environment.

1. Understand the importance of IT and its implementation across the various functions of an organization.
2. Operate across the user-interface of leading operating systems.
3. Organize data using database management systems.
4. Understand web-based applications and the use of social media as tools of business outreach.
5. Develop working knowledge of Microsoft Windows user-interface and the Microsoft Office Tools
6. Understand the environment of Industry 4.0
Course Contents:
Unit-I: Introduction to Information Technology

Concepts and Definition, Information System and Information Technology, Why Managers must understand IT, The
Role of Manager’s vis-à-vis IT, Strategy for Competitive Advantage and IT Support, Using Technology to Transform the
Organization , Interpreting and Understanding Information, Information Technology in Perspective, The Impact of IT on the
organization, Strategic issues of IT, International Business and IT.
Unit –II: Information Technology Infrastructure & Data Management

Computer System, Hardware and Software, Types of Software: Systems Software, Application Software and Packages;
Fundamentals of Operating System: Windows, Unix/Linux; Introduction to Data and DBMS; Data Warehouse, Data
Marts, Business Intelligence - Need for BI, Decision Support Systems, and HTML Basics.

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Unit –III: Information Technology Contemporary Platforms

The Internet & Extranet, World Wide Web, Internet of Things (IoT), Cloud Computing, Mobile Computing & Mobile
Commerce, Introduction to Big Data, IT Environment of Industry 4.0, Social Networking, Social Media and Digital
Marketing, ERP, E-Business, E– Commerce and E-Commerce Business Models, e-payments/digital payments.
Unit-IV: Microsoft Windows- Lab-Work (Practical)

Exploring Windows : Introduction, New in windows, Identify Personal Computer Functionality, Log On to Windows ,
Explore the Desktop, Work with Windows, Access the Help and Support Feature, Turn Off the Personal Computer,
Customizing the Windows Desktop- Customize the Start Menu, Customize the Taskbar, Personalize the Desktop, Add
Gadgets to the Desktop, Managing Folders and Files- Navigate to Folders Using Windows Explorer,Work with Folders
and Files, Secure Folders and Files, Organize Folders and Files, Search for Folders and Files.
Unit-V: MS Office Tools – Lab-Work (Practical)

MS Word: Working in the Word Environment, Word Screen its Components, Opening, Closing, Views Creating, Saving,
Previewing, Printing Editing and Proofreading Documents, Presenting Information in Columns and Tables, Mail Merge.
MS Power Point Presentation: Basics of MS – PowerPoint, Word Art and Shapes, Design and Layout, InsertingTables
and Charts, Clip Art, Pictures, Animation and Custom Animation, Using Transitions, Slide Master, Handout Master,
Notes Master, Macros, Shape Styles, WordArt Styles, Insert Shapes.
MS Excel (Basics) : Introduction to Spreadsheets and Excel, Creating and Manipulating Data, Formatting Data and
Content, Creating and Modifying Formulas, Sorting, Grouping, and Filtering Cells, Presenting Data Visually. Introduction
to MS Access
Text Books:
1. Efraim Turban, Lenda Volonino, “Information Technology for Management: Transforming Organizations
in the Digital Economy”, Wiley India Pvt. Ltd.
2. Ramesh Behl, “ Information Technology for Management”, Mc Graw Hill
References:
1. Lucas, Henary C , “ Information Technology for Management”, Tata McGraw Hill
2. B. Muthukumaran, “Information Technology for Management”, Oxford University Press.
3. Rajaraman .V, “Introduction to Information Technology”, PHI
4. Carroll W. Frenzel, John C. Frenzel, “Management of Information Technology”, Cengage Learning
5. Pradeep K. Sinha, Priti Sinha, “Information Technology”, PHI
Journals:
1. International Journal of Information Technology and Management Information System (IJITMIS), IAEME
Publication (Open Access) URL: http://www.iaeme.com/IJITMIS/index.asp
2. Indian Journal of Science and Technology (Open Access) URL: www.indjst.org
3. International Journal of Business and Management-(Open Access)-URL: http://www.ccsenet.org/journal/
index.php/ijbm/issue/archive
Magazines:
1. DataQuest
2. Computer World
3. PCQuest

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Managerial Communication
Course Objectives
• To equip the students with necessary techniques and skills of communication and help them in acquiring skills for
handling day to day responsibilities such as making speeches, designing and delivering presentations, writing
letters, circulars, memos, minutes of meeting and reports.
• To enable the students understand the nuances of effective communication and significance of oral, visual,
audio-visual forms of communication.
• To develop the confidence and skills in students so that they can project a positive image of themselves,
especially in today’s technological driven multi cultural set-up.
Course Learning Outcomes

1. Identify and analyse the communication considerations to be made in varying business scenarios.
2. Understand the range of communication media to be used in various business scenarios.
3. Apply the art of writing by explaining the importance of design elements in creating written messages, including
headings, indentation, bullet points and paragraph length.
4. Analyze common types of tools for audio, video, and web sharing tools.
5. Create and practice public speaking, voice modulation and answer questions in screening and behavioral interviews.
Course Contents:
Unit I: Introduction to Business Communication

Meaning and definition of communication; Importance and purpose of communication; Objectives of communication;
Forms of communication; Process of communication; Barriers to communication; Overcoming barriers to communication;
Importance of business communication; Difference between oral and written communication; Communication network
of the organization.
Unit II: Oral Communication

Oral Communication: Importance of oral communication skills; Principles of successful oral communication; Guidelines for
effective oral communication; Barriers to effective oral communication; Listening.
Presentation Skills: Meaning and characteristics of good presentation; Difference between presentation and lecture;
Technical and non technical presentation; Preparing a presentation: Three step process.
Persuasive communication: Strategies for persuasive messages; Speech: Guidelines for preparing a speech;
Types of speech: speech of introduction, speech of thanks, occasional speech, theme speech
Unit III: Non Verbal and Interpersonal Communication
Introduction to non-verbal communication; Types of non-verbal communication: Body language or kinesics, clothing,
para-language or voice, proxemics or space language, chronemics or time language, haptics or Touch .Advantages of
non-verbal communication.
Interpersonal Communication: Transactional Analysis, Johari Window, Personality Types and Communication style.
Negotiating for Business: Strategy & Tactics. Technology and Business
Unit IV: Written Business Communication

The Art of Writing: The skills required in written communication, 7C’s of written communication, Style and toneof
written communication.
Report writing: The purpose of a report; Kinds of reports; Five Ws and one H of Report Writing; Writing Report:
Structure and parts of a report.
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Business Letter Writing: Inquiries, Circulars, Quotations, Orders, Complaints, Collection letter, Banking correspondence,
Agency correspondence, Acknowledgments Executions, Claims & adjustments, Inter-office memos, Minutes, Circulars
& notices.
Group communication: Meetings – Planning meetings – objectives – participants – timing – venue of meetings –
leading meetings. Media management – the press release press conference – media interviews Seminars – workshop –
conferences. Business etiquettes.
Applicationsforemployment:Thecoveringletter;Theinterviewletter;Letterofreference.
Unit V:Technology and Communication

Role of technology in communication: Communicating in the internet age; Understanding the role of internet in
communication;E-mail;Teleconferencing;VideoConferencing;Exploring innovations in other communication
technologies. Corporate Communication; Global Business Etiquette & Cross Cultural communication
Text Books:
1. Sinha KK(2012); Business Communication, Taxman Publications
2. Chaturvedi & Chaturvedi(2011);Business Communication:Concepts, Cases and Applications.Pearson
Education
References:
1. Bovee, Thill & Schatzman (2017); Business Communication Today. Pearson Education
2. Bhatia RC(2016); Business Communication. Ane Books, New delhi
3. Geraldine E. Hynes(2010), Managerial Communication. Tata McGraw Hill
Journals:
1. International Journal of Business Communication http://journals.sagepub.com/home/job
2. The International Encyclopedia of Organizational Communication http://onlinelibrary.wiley.com
Magazines:
1. Business Communication 2.0:Social Media and Electronic Communication http://www.scoop.it/t/
businesscommunication-2-0-social-media-and-electronic-communication
2. Teaching Business Communication and Workplace Issues http://www.scoop.it/t/teaching-
businesscommunication-and-workplace-issues
Igniting Self and Interpersonal Skills (SSP-I)

Course Objectives
• To help the students understand the concepts for building a positive self-image.
• To help them build a better personality.
• To make the students better equipped with business education and the skill.
• To help students learn the skills of presentation and articulation.

1. Develop of basic concept and fundamentals of Soft Skills.

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2. Evaluate own thinking skills, listening abilities and communication through practical orientation.
3. Assert strengthened personal character and enhanced ethical sense an understanding of appropriate soft skills
for the development of individual.
4. Able to apply soft skills in order to work effectively in the corporate world and in all spheres of their lives.
Course Contents:
Unit I: Understanding Self

Who am I?; Formation of Self Concept; Self Image; Dimensions of Self ;Self Disclosure; JOHARI Window; Discovering the
Professional and Personal Strength and Weakness (SWOT-I).
Unit II: Essentials of Group Discussion

Introduction of GD; Preparation for a GD; Purpose of a GD; Types of GD; Strategies in a GD;Conflict management in GD;
Do’s and Don’t’s in a GD; Sample GD to pics-Factual topic|Controversial topics|Abstract topics|Case based;Attitude
management; Body Language in GD.
Unit III: Building Interpersonal Relationships

Interpersonal Relationship: Concept, Need, Importance; Building Interpersonal Relationship through Trust and
Communication; Steven Covey Model of Interdependence; Networking and its importance; Disruption of Interpersonal
Relationships and its Management.
Unit IV: Finding Your Rough Edges

Measuring Personality; 16 PF; FIRO-B; Personality Characteristics-What’s your Locus of Control; Are you High/Low
Self Monitor & High/Low Mach; Personality Differences; coming out of comfort zone
Unit V: Art of Speaking

Speaking with Confidence; Be a Presenter; Presentation Skills; Impromptu; Delivering Speech; Communicating to
Persuade; Communicating to Inform; Envision the Audience.
Readings
1. Robbins Stephen P., Judge and Sanghi (2015).” Organizational Behavior”, Pearson Education
2. Singh Kavita,(2015). “Organizational Behavior: Text and Cases”, Vikas Publishing
3. Chaturvedi & Chaturvedi; Business Communication: Concepts, Cases and Applications. Pearson Education
4. Sinha K K; Business Communication, Taxman Publications
5. Hari Mohan Prasad & Rajnish Mohan,(2012). How to prepare for Group Discussion & Interview, Tata Mc
Graw Hill.
6. Barun K. Mishra,(2016). Personality Development & Soft Skills, Oxford.
7. Gopalaswamy R, & Mahadevan R.,(2010). The Ace of Soft Skills: Attitude, Communication and Etiquette for
Success, Pearson
8. Suzane C. de. Jansaz,(2015).Interpersonal Skills in Organizations.

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TERM-II
Organizational Behaviour-II
Course Objectives
• To provide an understanding about interpersonal relationship, their existence in the organization and familiarize
students with the concepts of group and team dynamics.
• To enable the students in understanding the behavioral patterns of human beings at individual and group levels
while working as an employee in an organization
• To facilitate an understanding about how events within an organization structure, culture and climate influence
individual as well as organizational well-being.

On completion of this course, students will be able to
1. Develop an understanding of individual, team, and group behavior by analysis and comparison of different
models of group dynamics.
2. Demonstrate the behavior and skills required for working in a group/ team.
3. Identify different Leadership styles and role of leaders in decision making process.
4. Analyze the role and importance of power and politics in achieving the deliverables, as well as in conflict
management and resolution.
5. Reflect upon the organization culture, its dimensions & various organization designs.
Course Contents:
Unit I: Groups Dynamics and Teams

Groups: Meaning and Definition; Why People join Groups; Types of Groups – Formal Groups and Informal Groups;
Characteristics of groups: Composition, size, status hierarchy, norms, group cohesiveness, size, leadership; Stages of
Group Formation: Tuckman’s Five Stage Model; The Punctuated –Equilibrium Model; Teams: Meaning and Definition;
Nature of Teams; Benefits of Teams; Differences between Groups and Teams; Types of Teams – Problem-Solving, Self-
Managed, Virtual Teams and Cross-Functional Teams; Team-effectiveness Model
Unit II: Leadership

Leadership: Meaning and Definition; Difference between managers and leaders; Leadership styles, traits and skills of
Effective Leaders; Theories of Leadership: Trait Perspective; Behavioural Perspective; Contingency Perspective;
Transformational versus Transactional Perspective, Leadership and Emotional Intelligence
Unit III: Power, Politics and Conflict Management

Power: The concept of power, Classification of power, two faces of power, Sources of power, Consequences of power.
Politics: Politics -Power in Action; Managing political behavior in organizations; Impression Management.
Conflict Management: Concept, Functional versus dysfunctional conflict; Sources and forms of conflict; Conflict
Management Styles.
Unit IV: Organization Structure and Culture

Organization structure: Meaning and definition; Elements of Organizational Structure; Types of Organizational Structure:
Functional, Divisional, Matrix, Horizontal, Modular& Hybrid Structures.
Organizational Culture: Meaning and definition; Elements of Organizational Culture; Managing Organizational Culture;
Understanding Cross-Cultural Dimensions.

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Unit V: Organizational Change and Development
Organizational Change :Meaning, Definition and Importance; Forces of Change in the Organization; Resistance to
Change; Overcoming Resistance to Change.; Approaches to managing organizational Change: Lewin’s Three Step
Model, Kotter’s Eight Step Plan.
Organizational Development: Meaning and Relevance of organizational development, OD Practitioner and OD
Interventions
Text Books:
1. Robbins Stephen P.,Timothy A. Judge & Neharika Vohra (2016), “Organizational Behavior”, Pearson Education
2. Singh Kavita (2015),”Organizational Behavior: Text and Cases”, Vikas Publishing
References:
1. James A F Stoner, R Edward Freeman, Daniel R Gilbert (2018),”Management”, Pearson Eductation,
2. Fred Luthans (2016)”Organizational Behavior:An Evidence based Approach”, Tata McGraw Hill
3. K. Aswathappa (2013),”Organisational Behavior”, Himalaya Publishing House
4. Steven McShane & Mary Von Glinow (2018),”Organizational Behavior”, McGrawHill
5. Richard Daft (2012),”New Era of Management”, Cengage Learning
Journals:
1. Research in Organizational Behavior
https://www.journals.elsevier.com/research-in-organizational-behavior/open-access-articles
2. Journal of Organizational Behavior Management
http://www.tandfonline.com/toc/worg20/20/3-4?nav=tocList
Magazines:
2. People Matters
Marketing Management-II
Course Objectives
• To facilitate understanding of the conceptual framework of marketing and various types of decisions which
marketing managers are required to make under different environmental constrains.
• To develop the knowledge and skills necessary to formulate, implement and control marketing strategies.
• To analyze the opportunities and importance of marketing decisions in the overall business strategy of the
enterprise.
• To understand and apply concepts and techniques in marketing to get acquainted with the duties of a marketing
manager.

After the completion of course, students should be able to:
1. Understand the major strategies of Price Mix, Place Mix and Promotion mix. Practical applications in price and promotion
analytics.
2. Develop the interpersonal skills to enable the application of the knowledge to marketing decision making and activities.

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3. Think analytically, creatively and in an integrated manner to apply and strategies the marketing practices.
4. Be able to develop marketing strategies based on the understanding gained through research.
Course Contents :
Unit–I:PricingMix and Pricing Analytics Strategies
Pricing Concepts, Understanding Pricing, How Companies Price, Consumer psychology and pricing, Steps in setting the
price, Promotional Pricing ,Differentiated Pricing, Price Bundling, determine optimal bundling pricing, profit maximizing
strategies using nonlinear pricing strategies, price skimming & sales..
Unit–II : Place Mix Strategies

Importance of Marketing Channels, Channel Development, Role of Channel levels, Channel Management Decisions,
Channel Conflict, Basic Concepts of Wholesaling and Retailing.
Unit–III: Promotion Mix Strategies

Integrated Marketing Communications’Mix (IMC), Role of Marketing Communication, Developing effective
communication, Characteristics of Marketing Communication Mix, Advertising, Sales Promotion, Public Relations, Direct
Marketing, Word of Mouth, Personal selling Principles, Introduction to Digital Marketing (e-Marketing, social media
marketing), Telemarketing.
Unit–IV: Dealing with Competition

Analyzing competitors; Competitive strategies for Market Leader; Market-Challenger; Market-Follower; Market-
Nicher; Marketing Information System, Marketing Research System, Steps in Research Process, Forecasting &
Demand measurement.
Unit–V:Marketing Strategies and Emerging Trends

Strategic Marketing Planning, Green marketing, Globalisation, Rural Marketing, Neuromarkeing
Text Books:
1. Kotler Philip, Koshy Abraham, Jha Mitheleshwar,-Marketing Management,–South Asian Perspective, Pearson
Education
2. Rajan Saxena, Marketing Management, Tata McGraw-Hill
References:
1. Ramaswamy V.S. and Namakumari S-Marketing Management: Planning, Implementation and Control,
Macmillian
2. Kurtz and Boone–Principles of Marketing, Cengage Learning
3. Tapan Panda, Marketing Management, Text Cases, Excel Books
4. Czinkota, Kotabe, Marketing Management, Thomson Publications.
5. Dhruv Grewal, Michael Levy, Marketing, Tata McGraw Hill
6. Etzel M.J., Walker B.J. and Stanton William J–Marketing, Tata McGraw Hill
7. Mc.Carthy and Perreault-Basic Marketing:A Global Marketing Approach, Tata McGraw Hill
Journals:
1. International Journal on Customer Relations
4. Intentional Journal of Applied Marketing and Management
Magazines:
1. Bloomberg Business week
2. Outlook Business

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International Business Environment

Course Objectives
• To understand the changing nature of business environment.
• To know the impact of the government’s decisions/ policies on business.
• To understand how business operates in the general and Institutional framework of the whole economy.
• To equip the students with analytical tools to understand the global economic situation.
• To evaluate critically the emerging economic problems & their implications for trade and commerce.

After the completion of the course, students will be able to:
1. Understand and interpret macro-economic variables like consumption, saving, investment, and interest rates, for
better decision making.
2. Apply balance of payment statement for predicting volatility in forex markets.
3. Analyze and assess the impact of changes in Fiscal policy on company’s profitability.
4. Demonstrate professional excellence in terms of raising money through Money markets or Capital Market
instruments.
5. Evaluate international business environment with a view to look for better business opportunities in global
perspective.
Course Contents :
Unit-1: Business Environment

Economic and Non-Economic Environment: The interaction Matrix, The nature of Economic systems:Capitalism,
Socialism & Mixed Economy, Economic problem of fluctuations and Growth : Recession, Inflation & Stagflation ,
Business cycle: Meaning, Phases, and Forecasting Business cycles
Unit-2:Economic Planning & Development

Indian Economic Systems: Five years plans, Public, Private, Joint and Cooperative Sectors, Fiscal Policy and Tax
systems in India, Financial Market structure: Money and Capital Markets, Stock Exchanges and its regulation, Monetary
Policy and Bank Reforms in India
Unit3:India and the World

Liberalization and Privatization in India, Export and Import of India, Private and Public Sector in India, FDI,
MNCs,Regional economic integration. Structure and functioning of EU, NAFTA, ASEAN, BRICS etc, Disinvestment in
public enterprises.
Unit-4:India and the World

Liberalization and Privatization in India, Export and Import of India, Private and Public Sector in India, FDI, MNCs,
Unit-5:Strategy for Going Global

WTO: Origin, Objectives, Organization structure, and Functioning, Impact of WTO in Indian Business, Fund raising
from global capital market, Basic Entry Decisions; Modes of entry into international business, selecting an Entry
Strategy.

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Reference Books/ Suggested Readings
Text Books:
1. Francis Cherunilam, Business Environment: Text and Cases, 2019, Himalayan Publishing
2. Justin Paul, Business Environment: Text and Cases, , 2019, TMH.
References:
1. John D. Daniels, Lee H. Radebaugh, Daniel P Sullivan, Prashant Salwan, International Business Environment
and Operations, 2019, Pearson Education India.
2. Sundaram and Black, International Business Environment: Text and Cases, 2010, PHI
Journals:
1. Multinational Business Review
2. Journal of International Business Studies
3. International Trade Journal
4. Columbia Journal of World Business
5. Academy of Management Journal
Magazines:
1. Business World
2. The Week
Online Resource:
1. http://www.mckinsey.com/quarterly/overview
2. http://nptel.ac.in
3. https://www.wto.org
Business Transformation with Information Systems

Course Objectives
• To provide knowledge of application of computer-based Information Systems for the management of organizations
• To equip the students with the understanding of implications of ISM in both the wider managerial context and in
the narrower confines of the selection, support, design and development of computer applications, to focus
on the concepts that a manager needs to understand in order to make effective use of information
• To enable facilitation of managerial decision making with the help of MS Excel Worksheets.

After completion of course, students will be able to:
1. Understand the basic concepts of an Information System, including its various components and intricacies
2. Understand the recent trends as well as the dynamic environment of changing Information Systems and its effect
on business organizations.
3. Understand the importance of Enterprise Resource Planning and its implementation across the various business
functions of an organization, i.e. marketing, HR, Supply Chain, Finance, Accounting, et all.

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4. Derive actionable information for better decision-making using advanced tools of MS Excel.
5. Understand e-Commerce Architecture
Course Contents:
Unit -I: Foundation of Information Systems in Business

Concept and Definition of Information System, Information Systems in Business and its types, Components of Information
Systems, Trends in Information System, The Information Age in Which You Live: Changing the Face of Business, Major
Business Initiatives: Gaining Competitive Advantage with IT
Unit- II: Emerging Concepts of Information Systems

Introduction of Emerging Concepts of IS, Enterprise Business System: Supply Chain Information Management System,
Customer Relationship Information Management System, Introduction to Data Warehousing, Data Mining and its
Applications, Promising idea in Information System Design and Applications.
Unit- III: Electronic Way of Doing Business

E-Business System, Electronic Business: Strategies for the New Economy, Architecture of Enterprise Resource
Planning, Functional Business System- Marketing System, Manufacturing System, Human Resource System,
Accounting System, Financial Management System, E-Commerce and E-Commerce Business Models
Unit –IV: Information System for Supporting Decision Making

Decision Support System (DSS), DSS Components and AI technologies in Business- Expert System, Knowledge
Management Information System, Neural Networks, Fuzzy Logic Systems, and Genetic Algorithms
Unit-V: Decision Modeling through Advanced Excel: Lab-Work (Practical)

Understanding the spreadsheet functions in Advanced Excel, Extract data from web, Introducing Pivot Tables, Financial
functions & Statistical Functions, Introduction to R
Text Books:
1. James O’Brien & George Marakas , Introduction to Information Systems Tata McGraw Hill, 7th edition.
2. OZ Effy, Management Information System, Cengage Learning.
Reference Books:
1. Stephen Haag & Maeve Cumming, Management Information Systems for the Information, Tata McGraw Hill
2. Goyal, D. P. , Management Information Systems, MacMillan
3. Loudan, Kenneth C, Management Information Systems, Pearson Education
4. Schultheis, Robert, Management Information Systems- The Manager’s View, Tata McGraw Hill
5. Kelker S.A, Management Information Systems- A concise study, PHI
Journals:
1. International Journal of Computer Application (IJCA), MECS PRESS (Open Access) URL: http://
www.iaeme.com/IJITMIS/index.asp
2. Indian Journal of Science and Technology (Open Access): URL: www.indjst.org
3. International Journal of Business and Management-(Open Access)- URL: http://www.ccsenet.org/journal/
Magazines:
1. Dataquest
2. Computer World

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Managerial Economics
Course Objectives
• To introduce the application of economic theory, the tools of analysis to examine how a firm can make optimal
managerial decision in the face of the constraints it faces.
• To provide a complete understanding of basic managerial economic concepts and application of these concepts
in business decision making.
• To explain the links between production costs and the economic models of supply
• To provide understanding of different market structure and how prices get determined in these markets structure.

After completion of course, students should be able to:
• Remember the concepts of micro economics and also able to understand the various micro economic principles
to make effective economic decisions.
• Establish the relationship between microeconomic principles and business decision making situation so as to
utilize these principles effectively
• Apply the concepts of demand, supply, production and cost for the determination of future demand and optimum
allocation of resources.
• To analyze and evaluate different market structure and their different equilibriums for industry as well as for
consumers and suggest appropriate pricing strategic.
Course Contents:
Unit-I: Business Economics

Introduction to Business Economics: Basic Economic Problem, Understanding the concepts of Micro, Macro, other
traditional branches of economics and Managerial Economics, Objectives of Business Firms: Maximization of Profit vs.
Revenue, Long Term Survival vs. Short Term Gains, Market Leadership.
Unit-II: Analysis of Individual Demand

Theory of Consumer Demand: Demand and Supply Functions, Determinants and Exceptions of demand price relationship,
Market Equilibrium through demand and supply curves, Price Mechanism, Elasticity of Demand: Types and Measurement
and Its application to Business Activity, Demand Forecasting.
Unit –III: Cost and Production Analysis

Theory of Cost and Production: Basic cost concepts and classification, Long run and Short run Cost concepts,
Revenue concepts and classification.
Basic Production concepts: Total, Average and Marginal Product concepts, Production Function: production function
with one variable factor and two variable factors. Revenue productivity, Marginal productivity theory of distribution,
Pricing of factors of production.
Unit- IV: Market Structure and Pricing

Market System and Equilibrium: Concepts of Market, Market Structure: Perfect Competition, Imperfect Competition,
Price Discrimination, Pricing strategies: Dual Pricing, Psychological Pricing and Cartel Based Pricing, Skimming.
Unit–V: National Income

National Income: Concepts, Models of National Income Determination, Economic Indicators, Business Cycles: Phase,
Management of Cyclical Fluctuations, Economic Policy: Fiscal and Monetary Policies, Foreign Investment

25
Text Books:
1. Dwivedi, D.N. (2018), Managerial Economics, Vikas Publishing House,
2. Geetika, Ghosh and Roy, (2017), Managerial Economics, McGraw Hill Education, New Delhi.
References:
1. Petersen, H.C, Lewis W.C. and Jain, S.K., (2009). Managerial Economics, Pearson Education, India.
2. Salvatore D and Shrivastava A, (2016). Managerial Economics: Principles and Worldwide Application, Oxford
University Press,
3. Mehta, P.L. (2016). Managerial Economics; Analysis, Problems and Cases, Sultan Chand and Sons,
Journals:
1. Finance India
2. Indian Journal of Finance, www.indianjournaloffinance.co.in
3. Monetary Policy report, https://www.rbi.org.in/Scripts/BS_ViewBulletin.aspx 4.
4. Monetary and Credit information review, www.rbi.org.in/Scripts/MonthlyPublications.aspx?
head=MonetaryandCreditInformationReview
Magazines:
1. Outlook Money
2. The Week
3. India Today
Operations Management
Course Objectives
• The basic objective of this subject is to understand the strategic role of operations management in creating and
enhancing a firm’s competitive advantages.
• It also aims at acquainting the students with key concepts and issues of OM in both manufacturing and service
organizations.
• An appreciation to understand the interdependence of the operations function with the other key functional
areas of a firm would be created. It would help to familiarize student managers about concepts, approaches and
the practical aspects of the key decision making variables like design of process, plant layout and location
planning, Inventory and capacity planning, quality control, project management in business operations.
• This subject has wide application in the practical work life; so the emphasis will be on analytical skills and problem-
solving tools to the analysis of the operations challenges in the organization.
Course Learning Outcomes :

1. Understand theoretical and conceptual frameworks of operations management for product and services. Recognize
and understand practice of operations management systems to meet the customers and stakeholders expectations.
2. To apply theoretical knowledge in the key decision making areas like plant location, layout planning, Inventory
and capacity planning, project management for effectiveness in operation management.
3. Develop critical thinking and skills to design the process for product and services, quality management process
and their implementation.
4. To analyse the changes in last decade due to globalization, innovation in technology, automation and digital
communication with respect operations and its impact on overall business.
26
Course Contents:
UNIT-1- Operations Management overview

Operations Management overview: Nature, scope and evolution. Manufacturing trends in India, OM’s future challenges,
Product life cycle Technology life cycle, Product Development process , Funnel approach, Product platform, Modular
Approach, Target Costing, Value engineering, Reverse engineering, Concurrent engineering, Mass production Vs
Mass customization
UNIT-2- Process and Process design concept, Process characteristics

Process and Process design concept, Process characteristics: Flow, Volume, Variety, Type of process and operations
systems, Process-product matrix, Process in services & issues, Product services matrix.
UNIT-3- Layout and Location

Type of layout planning, process layout and product layout, group technology layout, fixed position layout, Performance
measure for layout, Plant Location, Factors affecting location decisions, Qualitative and Quantitative location planning
methods, Lean processes.
UNIT-4- Inventory Management and Capacity

Definition of capacity and measures of capacity, Process mapping and Capacity Analysis
Augmentation of capacity and decision tree for capacity planning, Material resource Planning (MRP)-1 & 2, ERP, Type
of inventory and EOQ model, Inventory cost, ABC classification of inventory and analysis.
UNIT-5- Quality and Project Management

Introduction to statistical quality control, X-Bar Chart, Introduction to Supply chain management, Network diagram-
Activity on arrow(AOA) and AON, Type of floats-ES, LS, EF,LF, Project Planning, Critical path method (CPM), Total
completion time, Project schedule , Analysis of projects, Environment and safety considerations
Text Books:
1. Production and Operations Management, S N Charry, 5e, Tata Mcgraw Hill.
2. Operations Management, Mahadevan B, 5e, Pearson Education.
Reference Books:
1. Operations Management Steveson, William J, Tata McGraw Hill.
2. Operations Management; Russel and Taylor, Pearson Education.
3. Production and Operations Management, R. Paneerselvam, PHI.
4. Production and Operations Management, K. Bedi, Oxford University Press.
Teams and Emotional Intelligence (SSP-II)

Course Objectives
• To connect and work with others to achieve a set of tasks and to enhance teamwork expertise.
• To learn and implement techniques to build and sustain teams.
• To apply the skills and knowledge to a real-world team.
• To be an effective team member or leader in the future.
• To help the students recognize and regulate their own emotions and the emotions of others in order to achieve
their goals.

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1. Understand team dynamics and demonstrate skills required to with others to achieve a set task.
2. Comprehend and practice Indian working in teams for professional excellence and personal growth.
3. Analyze the behavior of individuals and groups to handle emotions including tolerance and behavioral responses,
building positive friendships and bonding with peers and classmates.
4. Assess the requirements of a task; identify the strengths within the team, display the diverse skills of the group
to achieve the set objective.
Course Contents:
Unit I : Teams and Sociometry

Sociometry :Concept and Importance; Sociometry in Teams; Designing Sociograms; Team Cohesion; Pairing out Informal
Leaders; Synergistic Cooperation; Team Building.
Unit II: Communication in Teams

Transactional Analysis; Life Position and Life Scripts; Understanding Non-verbal Messages; Active Listening;
Unit III: Negotiation and Conflict Management

Negotiation Skills, Importance in Workplace; Negotiation Tactics; Conflict and its Types; Conflict Management Styles;
Approaches to Conflict Handling: Conventional and Appreciative Inquiry.
Unit IV: Learning Teams from Timeless Classics and Scriptures (Project Based)
Learning Team Formation and Building through various timeless classics and scriptures.
Unit V: Emotional Intelligence

Emotional Intelligence (EQ); Scope of Emotional Intelligence; Awareness and Management of Emotions; Learn the Four
Core Skills Required to Practice Emotional Intelligence; Practicing Self-Management, Self-Awareness, Self-Regulation, Self-
Motivation and Empathy; Emotional Intelligence in the Workplace.
Readings:
1. Robbins Stephen P., (2015). Judge and Sanghi” Organizational Behavior”, Pearson Education
2. Singh Kavita,(2015).”Organizational Behavior:Text and Cases”,Vikas Publishing
3. Francis & Thomas,(2007). Ancient Tales of Wisdom-Jataka Tales, Jaico
4. Sunita Parasuraman,(2013).The Panchatantra Wisdom for Today from the Timeless Classic, Jaico
5. Daniel Goleman, “Emotional Intelligence:Why It Can Matter More Than IQ”, Bantam Books
6. Chaturvedi & Chaturvedi, (2012).Business Communication: Concepts, Cases and Applications, Pearson
Education
7. Sinha K K; (2011). Business Communication, Taxman Publications
8. Suzane C. de. Jansaz, (2015). Interpersonal Skills in Organizations

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Costing and Control Management

Course Objectives
• To familiarize the participants with concepts, principles, techniques and procedures of Cost and Management
Accounting.
• This course also covers application aspects of Management Accounting techniques for the purpose of
effective decision making for business organizations.

1. Understand and identify the key elements of costing and management control systems.
2. How costing and control system helps managers to solve managerial problems.
3. Critically analyze and evaluate costing alternatives from business perspectives.
4. Proposing various cost control in overall financial planning and decision making.
Course Contents:
Unit-I: Concepts of Cost and Management Accounting

Concepts, Cost Volume Profit Analysis, Concepts, Relevant Cost and Differential Cost, BEP, P/V Ratio, Margin of
Safety, Break Even Chart, Price Fixation Marginal Cost Equations and their application in practice, Key-factor concept
Unit-II: Application of Marginal Costing in Corporate Decision Making

Alternative decision making process, making buy decision, Selection of Plant Decision, Profit Planning through change
in Product Price, Closing Down or Suspending Activities.
Unit-III: Activity Based Costing System

Concept of ABC, Functional Area, Activities and Cost Drivers, Allocation of overheads under ABC.
Unit-IV: Application of Standard Costing in Cost Control

Fixation of Standard Cost, Computation of Material, Labour Variances, Analysis& Interpretation of Variances, Cost
Management Techniques.
Unit-V: Budgetary Control & Reporting

Budget, Budgeting and Budgetary Control, Types of Budget: Cash Budget, Fixed Budget, Flexible Budget, Budgetary
Control & Reporting.
Text Books:
1. Kishore, R.M. (2018). Cost & Management Accounting, Taxmann, New Delhi.
2. Arora, M.N. (2010). Cost Accounting Principles and Practice, Vikas Publishing House Pvt Ltd,Delhi,
Reference Books/Suggested Readings:

1. Garrison, N. and Brewer. (N.A.). Managerial Accounting, Tata McGraw Hill Education Pvt. Ltd, New Delhi
2. Maheshwari, S.N. and Maheshwari, S.K. (2014). Accounting For Management, Vikas Publishing House Pvt
Ltd, Delhi, 2014

29
3. Khan, P.Y. and Jain, P.K. (2014). Cost Accounting, Tata McGraw Hill Education Pvt. Ltd, New Delhi, 2014
4. Jain, N. and Agarwal (N.A.) Accounting for Managers, Kalyani Publishers, New Delhi,
Journals:
1. Finance India
2. Management Accountant (Publication of ICMAI, the Institute of Cost Accountants of India)
3. Indian Journal of Finance: www.indianjournaloffinance.co.in/
Magazines
1. Outlook Money
2. The Week
3. India Today

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Term-III
Human Resource Management
Course Objectives
• To create an awareness of the new HR role, responsibilities , policies and procedures of HRM
• To understand current practical, intellectual and policy challenges in HRM.
• To describe the process of recruitment, selection, training and development, compensation management, performance
appraisal system and dynamics of industrial relations.

At the end of the course students will be able to:
1. Demonstrate the knowledge of essential theories, models, practices and aspects of strategic, dynamic, global
and contemporary HRM that contributes in developing organizational policies, procedures and practices.
2. Interpret the role of key components of compensation, employee performance, career planning and learning in
administering employee development and organizational effectiveness.
3. Analyze the role of human resource planning and talent acquisition, workforce diversity in organization’s business
development and achieving its core objectives.
4. Display and integrate the application of process and methods of learning and development and performance
appraisal for organizational, societal and individual competitive advantage.
5. Compare and contrast the components of various laws and acts applicable in employer and employee relations
that impacts the employee welfare and organization’s goals and strategies..
Course Contents:
Unit I: Introduction to Human Resource Management and the Environment

Human Resource Management: Defining HRM, Major functions of HRM, HR Roles and responsibilities, Strategic
Human Resource Management, Defining Strategy, Linkage between strategy and HRM and HR strategies, Global
Human Resource Management, Globalization and HRM, Managing International Assignments and assignee.
HRM Environment: HRM in a dynamic environment, Contemporary issues in HR; Human resource outsourcing; HRIS;
HR Audit; Work life Balance; Dual Career Couples, Workforce Diversity, Golden Handshake. HRM linkage with TQM
& productivity.
Unit II: Human Resource Planning and talent Acquisition

Job Analysis: Definition; Objectives; Process; Methods; Job Description and Job Specification.
Human Resource Planning: Defining HRP; Objectives of HRP; Importance of HRP; Process; Factors affecting HRP;
Barriers to HRP.
Talent Acquisition, Recruitment and Selection: Definition, External Influences, Screening and Short listing, Increasing
the Candidate Pool; Methods of Recruiting- Internal recruiting and External Recruiting; Employer Branding, Alternatives
to Recruitment, Selection Process; Methods; Employment Tests; Interviews, Measuring Effectiveness of Selection.
Job Design, Techniques for designing Job, Recent Trends in recruitment
Unit III: Learning & Development

Concept of Learning, Training and Development; Steps of Training Process; Training Need Assessment Program;
Training in a changing technological environment. Importance of Training; Types of Training; Methods of Training;
Designing Training Program; Evaluation of Training effectiveness.

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Career Planning and Development: Career Planning Process, Career Development Strategies of Companies Succession
Planning, Talent Management Employee Engagement, Knowledge Management
Unit IV: Performance Management and Compensation

Performance Management: Concept; Objectives; Process; Methods of Performance Appraisal Traditional and Modern
Methods for Evaluation of Employee Performance; Limitations of Performance Appraisal methods; Appraisal Methods;
Errors in performance appraisal; Potential Appraisal Compensation Management: Bases of Compensation; Types of
Compensation; Components of Employee Compensation; Compensation Management Process: Job Evaluation: Concept;
Process; Significance; Methods. Incentives, Financial and Non Financial Incentives, Group and Individual Incentives,
Fringe Benefits, Employee Separations.
Unit V: Employee Relations and Employment Law

Dynamics of Employee Relations; Origin and Growth of Labor Relations; Trade Unions; Collective Bargaining;
Negotiation; Grievance Handling; Labor Laws: Industrial Dispute Act; Trade Union Act; Standing Order Act; Provident
Fund Act; Bonus Act; and Gratuity Act. Basics of ethics and fair treatment at work, measures and policies for employee
safety at work. Overview of HR Analytics
Text Books:
1. Ashwathapa, K (2013). “Human Resource & Personnel Management, Text & Cases”, Tata McGraw Hill.
Kindle Edition.
2. Dessler, Gary (2017). “Human Resource Management”. Pearson Education.
References:
1. Gomez R Louis, Balkin B David & Cardy L. Robert (2014). “ Manageing Human Resource” Pearson.
2. Rao V S P (2010). “Human resource Management, Text & Cases”. Excel Books.
3. Armstrong, M. (2006). “Armstrong’s Handbook of human resource management practices”. London: Kogan
page.
4. Cascio, W. (2009). “Managing Human Resources” New Delhi: McGraw Hill.
5. Snell S and Bohlander (2000). “Human Resource Management”. Cengage Learning
Journals:
1. Journal of Human Resource Management http://www.jhrm.eu/
2. Journal of Human Resource http://www. jhr.uwpress.org/
3. http://www.researchjournali.com/journal-of-human-resource/details.php
Magazines:
1. People and Management
2. National HRD Network
3. People Matters

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Consumer Behaviour
Course Objectives
• To introduce the students to the fundamentals of Consumer Behaviour, its scope, its diversity and its development.
• To help students to develop an understanding about Consumer Decision –Making Process.
• To discusses and develops an insight in to the applications of concepts of Consumer Behaviour in marketing
functions of the firms.
• To focus on Indian perspective using illustrations from Indian corporate houses.

After the completion of course, students will be able to:
1. Understand the three major influences on customer choice: the process of human decision making in a marketing
context; the individual customers make up; the environment in which the customer is embedded;
2. Implement appropriate combinations of theories and concepts to marketing decision making and activities.
3. Demonstrate how consumer behavior concepts may be applied to marketing strategy.
4. Analyze the trends in consumer behaviour, and apply them to the marketing of an actual product or service.
5. Critically evaluate the social and ethical implications of marketing actions on consumer behavior.
Course Contents:
Unit-I:Consumers and Marketing

Development of the field of Consumer Behaviour: Consumer Behaviour and Marketing Success, Consumer Behavior
Perspectives, Customer Orientation, Customer & Consumer, Decision Making Unit, Different why’s of Consumer,
Consumer Insight and Marketing Decisions.
Understanding Consumer Behaviour: Consumer v/s Customer, Organizational Buyer, Process of Organizational Buying,
Customer Orientation: The foundation of Consumer Behaviour, Family Buying Process, Applications of Consumer
Behaviour in marketing functions of a firm. Organizational consumer behaviour: differences, models and strategies
Unit-II: Consumers as Decision Makers

Consumers as Decision Makers : Consumer Research, Consumer Analytics, Consumer Decision Making Process,
Consumer Buying Process, Consumer Decision Making Framework, Problem Solving Perspective: EPS, LPS, RVPS,
Various Layers of Consumer’s Variables having Impact on Market-Driven Approach, Kotler’s Models of Consumers
Behaviour (Black Box Model), Nicosia Model, Fishbien model & Howard – Sheth Model , Handling Different Types of
Consumers, Psychographics in CB, Consumer Lifestyle (AIO’s).
Unit-III: Consumers as Individuals - I

Consumer Needs and Motivation: Motivation, Dynamic Nature of Motivation, Diversity of Need system, the measurement
of motives, Models of Motivation & their application in CB, The Measurement of Buying Motives, Personification of
Products., Lifestyle and Psychographic Segmentation-An Important Area of Motivational Research, Consumer Advocacy,
Motivational Research, Consumer Motivation & market place behaviour.
Consumer Perception: Sensation v/s Perception, The Absolute Threshold, The Differential Threshold, Subliminal
perception, Dynamics of Perception-Perceptual selection, Perceptual organization, Perceptual interpretation, Product
& Service images, Perceived Price, Brand image, Perceptual Space Maps(Perceptual Mapping).
Unit –IV Consumers as Individuals – II

Learning & Consumer Involvement: Cues, Response, Reinforcement, Behavioural Learning Theories-Classical
conditioning Theory, Instrumental conditioning Theory, Cognitive Learning Theory, Developing Brand Loyality, Brand
Equity.
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Personality & Consumer Behaviour: Personality–Meaning, Nature, Theories of Personality and Understanding
Consumer Diversity, Consumer Innovativeness & Related Personality Traits, Cognitive Personality Factors, Consumer
Ethnocentrism, Self and Self Image.
Influence of Attitude on Buying Behaviour: Consumer Attitude, Structural Models of Attitudes-Tricomponent Attitude
Model, Multiattribute Attitude Model, Attitude–Towards–the Ad Model, Consumer Attitude Formation and Change –
Attitude Formation, Sources of influence on Attitude formation, Strategies of Attitude Change.
Unit-V: Group Dynamics, Cultural & Sub Cultural Influences &Consumer Buying Behaviour
Types of groups, Consumer Relevant Groups, Reference Groups, Factors that affect reference group influence, Reference
groups and consumer conformity, Applications of the Reference Group Concept–Celebrities, The Expert, The “Common
man” ,Benefits of Reference Group Appeal.
Social Class and Consumer Behaviour: Social Class, Social status, Social class categories, Lifestyle profiles of social
classes, Social class mobility, Applications of Social class.
Culture and Subcultures: Meaning, Characteristics, Dynamism in culture, Relevance of culture on Consumer Behaviour,
Effect of core values of culture.
Text Books:
1. Schiffman, G L., &Wisenblit J, Kumar Ramesh S., (2014). Consumer Behaviour, Prentice-Hall.
2. Engel, J. F., Kollat, D, Miniard W Paul, Rehman Zillur (2017). Blackwell. RD, Consumer Behaviour.
References:
1. Loudon, L. D., & Albert, J. Della Bitta.(2002), Reprint 2017 Consumer Behaviour, Indian edition
2. Solomon, M. R. (2014). Consumer behavior: buying, having, and being. Engelwood Cliffs, NJ: Prentice Hall.
3. Khan, M. (2007). Consumer behaviour and advertising management. New Age International.
4. Gupta, S. L., & Pal, S. (2001). Consumer Behaviour–An Indian perspective, Text and cases (1/e). New Delhi:
Sultan Chand & Sons
Journal:
1. Journal of Marketing and Consumer Research :(available on the following web site :https://iiste.org/Journals/
index.php/JMCR)
2. Journal of Marketing and Consumer Behaviour in Emerging Markets (available on the following http://
www.wz.uw.edu.pl/portale/journal-of-marketing-and-consumer-behaviour-in-emerging-markets)
Magazines:
1. Business World
2. Pitch
Useful Websites:
1. www.cb.hbsp.harvard.edu
2. http://www.mckinsey.com/quartely
3. www.marketresearch.com

34
Research Methods in Business

Course Objectives
• To equip students with an understanding of the research process, tools and techniques of statistical analysis in
order to facilitate managerial decision making. More specifically this course aims
• To provide understanding and learning of fundamental concepts in the field of research
• To Develop necessary critical thinking skills in order to apply using descriptive statistics and inferential statistics
• To make them equipped with statistical software like SPSS and MS-Excel for the single and multivariate data
analysis.

1. Understand the basic concepts and framework of research process.
2. Locate and classify business problems to identify appropriate and effective ways to answer those problems
3. Formulate the hypothesis for business problems and apply various parametric tests to test the hypothesis.
4. Develop critical thinking skills for formulating comprehensive research methodology for a research question and
applying descriptive statistics and inferential statistics for the analysis.
Course Contents:
Unit-I: Introduction to Business Research

Introduction to Business Research: Definition, Nature, and its application in various functional areas of management,
Process of Research: Steps involved in research process, Identification and formulation of research problem, identifying
objectives, review of literature, identifying and measuring variables, Level of measurement and scales: nominal, ordinal
interval and ratio, Types of scaling: competitive V/S non comparative scaling.
Unit-II: Research Design

Research design: concept, nature and classification, exploratory, descriptive and causal research design, qualitative v/
s quantitative research design, cross sectional v/s longitudinal research design. Primary and secondary data collection,
methods of primary data collection- survey, interview and observation, designing and administering survey questionnaire,
sources of secondary data collection.
Unit-III: Sampling and its Application

Concept of sample, population, sampling frame, elements and sample units, classification of sampling techniques,
probability sampling: simple random sampling, systematic sampling, stratified random sampling, multistage cluster
sampling, non probability sampling: convenience sampling, quota sampling, purposive sampling, snowball sampling
determination of sample size, sample v/s census
Unit-IV: Data Preparation and Preliminary Analysis with SPSS

Analysis of data: coding, editing, reduction and tabulation of data, Analysis of validity and reliability, data visualization:
various types of charts and diagrams used in data analysis: bar and pie diagrams and their significance, introduction
to SPSS and its use in data analysis, application of measurement and central tendency, measure of dispersion and their
application, introduction to hypothesis testing, Parametric and non-parametric test
Unit-V: Advanced Data Analysis Techniques using SPSS

Chi square test and its application, one sample t-test, independent t-test and paired t- test, one-way analysis of
variance, and correlation and regression analysis, basic concepts of factor analysis, report writing and reference
management, guidelines for effective report writing. Ethical issues in business research.

35
Text Book:
1. Mishra, P. (2016). Research Methods in Business, Oxford University Press,
References:
1. Malhotra, N.K. and Dash, S. (2011). Marketing Research an Applied Orientation, Pearson Education,
2. Bryman, A., and Bell, E. (2015). Business Research Methods, Oxford University Press.
3. Chawla, D and Sondhi, N (2011). Research Methodology, Vikas Publication.
Magazines:
1. Research World Magazine
Journals:
1. Journal of Indian Business Research
2. Global Business Reviews
3. Indian Business Journal
Corporate Finance
Course Objectives
• To provide a framework, concepts, and tools for analyzing corporate finance problems and issues, based on
fundamental principles of modern financial theory.
• To develop theoretical framework to make students understand major financial problems of modern firm in the
market environment.

After studying this course, you should be able to:
1. Recognize the professional issues in corporate financial management.
2. Understand how risk and the cost of capital impact on investment appraisal.
3. Apply best practice tools and methods in corporate finance and investment management to different settings.
4. Analyze a range of real-life financial situations using the concepts, frameworks and theories learned throughout
the course.
5. Design financial strategies for managing business risks.
6. Evaluate critically corporate financial management practices with the aim of proposing and implementing
improvements.
Course Contents:
Unit-I: Financial Management

Introduction- Nature of Financial management, scope of finance, finance function, finance managers’ role in changing
world and financial goal: profit maximization Vs wealth maximization. Concept of Agency. Agency problems – conflict of
goals. Long-Term Financing: Ordinary Shares, Right Issue of equity shares, Preference Shares, Debentures, Term
Loan, and Warrants.
Unit-II: Risk and Return

Concept of Value and Return - Time Preference for money, computation of future value and present value of cash flow.
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Cost of capital - concept, determinants, significance & computation of cost of debt, cost of preference shares, cost of
equity capital, weighted average cost of capital. Floatation costs, cost of capital and investment analysis.
Unit-III: Investment Decisions

Capital Budgeting: Techniques of capital budgeting-payback, ARR, NPV, IRR, PI calculation of cash flows. Estimation of
incremental cash flow, Capital rationing, Risk Analysis in capital budgeting- (risk adjusted discount rate method and
certainty equivalent method, Break-even Analysis, Sensitivity Analysis).
Unit-IV: Financing Decisions

Leverage-Operating leverage, financial leverage, combined leverage, use of leverage. Financial leverage and shareholders
risk. Capital structure- conceptual aspects, Theories of capital structure. M-M theory, Agency cost, pecking order,
trade off and behavioral theory of Capital structure. Capital structure practices and determinants.
Unit-V: Dividend Decisions

Dividend policies in practice, Bonus shares. Forms of dividends. Dividend practices of Indian companies. Concepts of
Working Capital. Estimation of working capital, Inventory management, Cash Management, Receivable management.
Working capital financing.
Text Books:
1. Pandey, I.M. (2017). Financial Management, 11th edition, Vikas Publishing House.
2. Ross, Stephen. A and Westerfield, Randolph W. (2017). Corporate Finance, Tata McGraw Hill Publication, 11th
edition, New Delhi
References:
1. Damodran, Aswath (2007). Corporate Finance, 2nd edition, John Wiley & Sons, Inc.
2. Brigham & Houston (2015). Fundamentals of Financial Management, 13th edition, Thomson Press.
3. James C. Van Horn and Dhamija, S (2011). Financial Management and Policy, 12th edition, Pearson Education
India.
4. Rustagi, R. P. (2018). Financial Management – Theory, Concepts, Problems, 6th edition, Taxmann.
Journals:
1. Finance India, Indian Institute of Finance
2. International Journal of Managerial Finance, Emerald
3. Journal of Corporate Finance, Elsevier
4. Managerial Finance, Emerald
Magazines:
1. Outlook money
2. The Week
5. The Economist
6. Investor’s Business Daily
7. Money Magazine
8. Business Insider

37
Legal Environment of Business

Course Objectives
• To make students understand various social, political, legal and other factors that influence business in India so
as to enable them appreciates associated opportunities, risks and challenges and their relevance for managerial
decisions.
Learning Outcomes:
After completion of course, students will be able:
1. To explain the concept of legal business environment & Indian Constitutional Framework
2. To be able to explain the differences among the various laws and rules within
3. Gain an understanding of Indian Contract Act 1872; Essential Elements for business
4. Critical knowledge of the Remedies for Breach of Contract, Law of Partnership, Rights and Duties of Partners
5. To understand the Law of Sale of Goods and Negotiable Instruments
Course Contents:
Unit I: Introduction to Legal Business Environment & Indian Constitutional Framework
Meaning of business environment, Economic and non-economic factors influencing business, and their interaction,
Economic systems, Historical perspective on public control of business, Constitutional framework of state control of
Business. Business Law: Meaning and Nature of Law, Sources of Indian Law, Legal Environment of Business.
Unit II: Law of Contract

Indian Contract Act 1872: Formation, Essential Elements, Definition of a Valid Contract, Offer and Acceptance, Capacity to
Contract, Consent ,Consideration, Performance and Discharge of Contract, Remedies for Breach of Contract, Overview of
Special Contracts.
Unit III: Law of Partnership

Indian Partnership Act, 1932: Meaning and Essential Elements, Formation of Partnership, Registration, Types of Partners and
Partnership, Rights and Duties of Partners, Dissolution of Partnership Firm, Old Partnership vs. Limited Partnership
(Limited Liability Partnership Act, 2008).
Unit IV: Law of Sale of Goods and Negotiable Instruments

Sale of Goods Act, 1930: Meaning and Essential Elements of Contract of Sale, Meaning of Goods, Conditions and
Warranties, Transfer of Ownership, Doctrine of Caveat Emptor, Performance of a Contract of Sale, Transfer of Title by
Non-Owners, Unpaid Seller, Auction Sale. Negotiable Instruments Act, 1881: Meaning and Essential Features, Types,
Endorsement of NI, Presentment of NI, Discharge of Parties, Liabilities of Banker and Dishonour of NI, Hundis.
Unit V: Company Law

Companies Act 2013: Meaning and Essential Features of Company, Types of Companies, Formation of Company,
Memorandum and Articles of Association, Prospectus, Allotment of Shares, Share and Share Capital, Corporate
Governance, Dividends, Bonus and Interest. Law of Insolvency and Bankruptcy Code, and Basis Provisions of SARFAESI
Act 2002
Arbitration and Conciliation Act 1996, Meaning of Arbitration and Conciliation, Arbitrators and their Appointment,
Conciliators and Their Appointment, Powers and Duties of Arbitrators and Conciliators, Procedures, Arbitral Awards
and Settlement Agreements.
Text Books:
1. Albuquerque, Daniel, Legal Aspects of Business, Oxford University Press –Pg 34
2. N D Kapoor, “Elements of Mercantile Law by Mercantile Law”, Sultan Chand and Sons

38
References:
1. M C Kuchhal, “Business Law, Vikas publishing House Pvt. Ltd.
2. Agarwal Rohini “Mercantile Laws and Commercial Laws,” Taxman Allied Services Pvt. Ltd.
3. Gulshan,S.S. Business Law, Excel Books, New Delhi
4. Akhileshwar Pathak, Legal Aspects of Business, Tata McGraw Hill
5. Satish B Mathur, “ Business Laws,” McGraw Hill Higher Education
Journals:
1. The Chartered Accountants Journal, (e-journal) ICAI
2. IIMB-Management Review
3. Chartered Secretary-ICSI
4. Vikalpa, IIM Ahmedabad
5. Vision-Journal of management, MDI
Websites:
1. www.vakilno1.com
2. www.indiankanoon.org
3. www.sebi.gov.in/
4. www.companylawonline.com
5. www.claonline.in
Strategic Management
Course Objectives
• To acquaint students with the nuances of strategic management.
• To make the students understand the process of strategic management
• To appreciate and analyse the role of environment in strategic decision making.
• To develop the corporate, business and functional levels ofstrategicformulationtohandle different situations in
corporate world.
• To understand the current scenario of market, nature & type ofcompetition in determining the future course of
action for sustainability of the organisation.
After completing this course, a student will be able to:
1. Understand the fundamental of strategic management.
2. Relate the strategy concepts taught in class with the strategies adopted by different firms.
3. Analyse the corporate and business level strategies being adopted by firms in the same (or different) industries
and apply them to an organisation of choice.
4. Develop a strategic plan in a group for an organisation in a given context.

39
Course Contents:
Unit –I: Introduction to Strategy

Mintzberg’s 5Ps of Strategy, What is Strategy, Fit and Trade-offs, Strategic Management Process.
Unit II: Strategic Intent and Environmental Appraisal

Strategic Intent- Vision, Mission, Goals, and Objectives
External and Internal Environment Appraisal- PESTLE, ETOP, Porter 5 Force, Core Competence, Resource Based view,
SWOT, Strategic Groups
Unit –III: Strategy Formulation at Corporate and Business level, Strategic Analysis and Choice
Classifications- Stability Strategy, Growth strategy, Retrenchment strategy, Combination Strategy / Portfolio
restructuring. Diversification, Integration, Defensive, Intensive Strategies. Ansoffs Product Market matrix. Generic
Strategies and Value Chain analysis, BCG growth share matrix.
Stages of Strategic Analysis and Choice- Input, Matching and Output. IE Matrix, BCG Growth Share Matrix, SPACE,
Grand Strategies, QSPM
Unit –IV: Implementation, Evaluation & Control of Strategic Management

Strategy formulation vs Strategy implementation, Resource Allocation, Managing conflict and resistance to change,
Role of culture, structure, and leadership in implementing strategy
Functional level strategic implementation, McKinsey 7S for organisational effectiveness, Evaluating Strategy- Balanced
Scorecard
Unit- V: Strategies for the 21st century

Blue Ocean Strategy, Business Models and Strategy, Innovation as a Strategy, Disruptive Innovation, Strategies for
Platform Businesses
Text Books:
Fred R. David, “Strategic Management”, (Fifteenth Edition), Pearson Education.
References:
1. Thompson, Petraf, Gamble, Strickl and & Jain, “Crafting and Executing Strategy – The quest for competitive
advantage”, (Nineteenth edition), McGraw Hill Education.
2. Wheelen, Hunger, Hoffman, Bamford, and Kansal, “Concepts in Strategic Management and Business Policy:
Globalization, Innovation and Sustainability”, Fifteenth edition, Pearson
Journals:
1. Strategic Management Journal
2. Journal of Strategy and Management
Magazines:
1. Harvard Business Review
2. MIT Sloan Management Review
3. McKinsey Quarterly
4. Business Today
5. Outlook

40
Resume Writing & Art of Converting SIP into PPO (SSP-III)

Course Objectives
• To develop the art and ability of resume writing and designing cover letter.
• To inculcate skills for group discussions, facing interviews and delivering effective presentations.
• To build the skills and competencies required for converting SIP into PPO

1. Understand the different types of resumes and display skills of making professional resumes and cover letters.
2. Identify the importance of networking for effective internship
3. Understand through mock interview sessions, various ways to crack the interview
4. Develop various strategies for group discussion and deliver formal presentations.
5. Demonstrate skills required to excel and perform during Internship
Course Contents:
Unit I: Preparing Resume and Building Network through LinkedIn

Structuring Resume: Standard parts of resume; Professional way of resume writing; Preparing Cover Letter; Types of
resume; Aesthetic factors of resume
From ‘net work’ to network; How to build an Efficient and Reliable Network; Find new contacts; Using LinkedIn to
create network and business opportunities.
Unit II: Excelling in Group Discussions

Preparing the Current GD topics; Reviewing the Past Performance in GD; Improving GD Skills.
Unit III: Facing Interview for SIP

Preparing for a successful interview: Study Your Resume, About Yourself, About the Organization, Plan Your Appearance,
and Plan Your Time and Material; Useful Tips for Answering Tough Interview Questions; Sample Interview Questions:
General, Behavioral, Subject related; Understand What You Should Ask Your Interviewer; Entry and Exit in an Interview
Unit IV: Report Writing and Presentation

Contents of Project Report; Importance of report; Characteristics of Good Report; Steps in Report writing.
Preparing Power Point Presentation of the Project; Delivering Presentation.
Unit V: Summer Internship to Pre-placement Offer (SIPO)

Tips to convert SIP into PPO; Do’s and Don’t’s of SIP.
Readings
Education
3. Anandamurugan, S., (2011). Placement Interviews: Skills for Success, Tata McGraw Hill
4. Kavin Donan, (2004). Cover Letter magic JIST Publishing, Inc.
5. AcyL. Jackson & C. Kathleen Geckeis, (2010). How to Preapre your Curriculum Vitae, Tata McGraw Hill.
6. Jeffrey G. Allen, (2004). The Complete Q & A Job Interview Book, John Wiley & Sons, Inc

41
Term-IV
Management of Technology, Innovations and Change (MTIC)
Course Objectives
• To provide a foundation for understanding of technology and its life cycle, innovation types and scale, change
management and its force in the context of today’s business
• To create knowledge about how to use the most modern technology for effective and efficient decision making
and also provide a practical exposure for problem solving and decision making.

1. Appraise how technology and innovation are forcing organizational change in the business landscape.
2. Understand of the types and scale of disruptions happening due to technological innovations.
3. Relate the principles of technology, innovations and change with practical examples from the business landscape.
4. Analyze the industries and organizations impacted by the change happening due to technology and innovation.
Course Contents:
Unit-I: Technology Management

Understanding Technology and its Relationship with Wealth of Nations and Firms Specific Knowledge, Technology
Life Cycles, Technology Acquisition and Absorption, Technology Exports/Joint Venture (Abroad), Technological
Intelligence and Forecasting, Global Trends in Technology Management.
Unit-II: Change Management

Understanding the Nature, Importance, Forces, Types of Change, Diagnosing Organizational Capability to Change-
strategy, Structure, Systems and People, Building Culture and Climate for Change, Role of Leadership, Managing
Transformations
Unit-III: Innovations Management

Creativity vs. Invention vs. Innovation; Innovation Strategies, Innovation Models, Concurrent Engineering, Innovation
Types and Scale- Process Innovation, Product Innovation, Business Model Innovation, Incremental and Disruptive
Innovation, Innovation Management, Technology as an enabler to innovation.
Unit-IV: Creative and Lateral Thinking

Management Thinking, Creative Thinking, Problem Solving, Managing Lateral Thinking.
Unit-V: Project Development and Analysis

Framework of E-Commerce, Business project analysis of different sectors Retail, Education, Banking, Hotel, Hospital, and
Transport.
Text Books:
1. Dubey, Sanjiva Shankar, Technology and Innovation Management, PHI (2017).
2. Narayanan,VK.,Managing Technology and Innovation for Competitive Advantage. Pearson Education.
References:
1. Albright, Zappe, Winston,Data Analysis Optimization, and simulation Modeling, Cengage Learning
2. Steve Lambert, M. Dow Lambert III, and Joan Preppernau, Step by StepMSOfficeAccess2007,Microsoft
Press.
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3. David Whigham, Business Data Analysis using Excel, OXFORD

4. Parag Kulkarni,Pradip K.Chande, IT Strategy for Business, OXFORD
5. S.A.Kelker, Strategic IT Management-A Concise Study, PHI
6. MelissaA Schilling, Strategic Management of Technological Innovation, The McGraw Hill
Journals:
1. International Journal of Information Technology and Management Information System(IJITMIS), IAEME
Publication(OpenAccess)-URL:http://www.iaeme.com/IJITMIS/index.asp
2. Indian Journal of Science and Technology (OpenAccess)-URL:www.indjst.org
3. OMICSInternationalOpenAccessJournals–URL-(OpenAccess)https://www.omicsonline.org/open-access-
journals-list.php
Magazines:
1. Dataquest
2. Computer World
3. PC Quest
Supply Chain Management

Course Objectives
• To introduce student managers to the key concepts and techniques that will allow students to analyze, manage
and improve supply chain processes for different industries and markets.
• To assess supply chain performance and able make recommendations to increase supply chain competitiveness
in their future role.

1. Understand theoretical and basic elements of supply chain management. Recognize and understand practice of
supply chain management systems to meet the customers and stakeholders expectations.
2. To apply theoretical knowledge in the key decision making areas like plant location, layout planning, Inventory
and capacity planning, project management for effectiveness in operation management.
3. Develop ability to assess and solve supply chain related problems effectively and efficiently.
4. To analyse the supply chain data with mathematical models and IT tools for improving overall business performance.
Course Contents:
UNIT-1- Introduction to Supply chain management Fundamentals

Introduction to Supply chain management Fundamentals; SUPPLY CHAIN decision areas- facilities, inventory,
transportation, information; Operations strategy and SUPPLY CHAIN designs; Supply chain performance measurement.
UNIT-2- Inventory Management in Supply chain

Inventory Management in Supply chain: Revision of inventory fundamentals; Basic EOQ models; various models of
order quantities and order points; Lot sizing with multiple products; Inventory review policies; Materials Requirements
planning; Just-in-time manufacturing; Enterprise resource planning.

43
UNIT-3- Designing a Supply Chain Network
Designing a Supply Chain Network: Decisions in Supply chain network design; Factors influencing network design;
Phases of network design; Network optimization model for regional configuration of facilities;
UNIT-4- Distribution and Transportation Networks

Distribution and Transportation Networks: Distribution network in Supply chain and its performance measures; Types
of distribution network; Selection of a distribution network; Role of transportation in SUPPLY CHAIN; Modes of
transportation; Types of transportation network; Trade-offs in transportation design.
UNIT-5- Information Technology and Supply chain management

Information Technology and Supply chain management: Use of IT in Supply chain; Supply chain macro processes; E-
business and its impact on supply chain’s responsiveness and costs.
Text Books:
1. Shah, J., Supply Chain Management: Text and, 2e, 2009, Pearson Education.
2. Sharma, S., Supply Chain Management, 1e, 2010, Oxford University Press.
Reference Books:
1. Krajewski, L.J. and Ritzman, L.P., Operations Management: Processes and Value Chains, 7e, First impression,
2006, Pearson Education.
2. Simchi-Levi, D., Kaminsky, P. and Simchi-Levi, E., Designing and Managing the Supply Chain, 2e, 2004, Tata
McGraw Hill.
Art of Self-Branding for Successful Corporate Inning (SSP-IV)

Course Objectives
• To equip the student with practical, effective communication skill.
• To be an active listener, listening with comprehension and understanding, speak clearly with efficiency and
success in delivering the message.
• To assess general on-verbal behaviors and respond effectively and excel at GD and interview.

Upon successful completion of this course, students should be able to:
1. Develop a deep understanding in the organization about the key terms (such as leadership, time management,
communication, coaching, etc.) in the context of the organization’s culture and values.
2. To develop himself as a professionals with idealistic, practical and moral values.
3. To develop communication and problem solving skills.
4. Develop critical thinking skills for enhanced performance.
Course Contents:
Unit I: Self Reflection and Reality Check

Summer Internship: Learning and Experience; Gap Analysis, Introspection: Where I stand?; Updating Resume for Final
Placement, SWOT-II

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Unit II: Corporate Etiquette

Introduction, Greetings and Art of Conversation; Norms of Business Dressing; Personal Grooming; Social Grace;
Etiquette and Body Language; E-mail Etiquettes; Telephone Etiquettes
Unit III: Time Management

Time Management Importance; Personal Goal Setting; Creating to-do list; Plan and Prioritize work; Setting SMART
goals; Dealing with Unexpected Events that Steal Time; Tools and Techniques for Effective Delegation; How to Say‘no’ to
Say ‘now’ Requests; Dealing with Procrastination.
Unit IV: Placement Readiness Enhancement Program

Tactics of Getting Noticed in a GD; Initiating and Ending GD; Being a Star Performer in the Group Discussion, Job
Interview Preparation for Placement, Specialized Area Preparation for Job Interview; Current Affairs; Abstract Thinking;
Lateral Thinking; Stress Interviews.
Unit IV: Self- branding through Social Media

Branding through LinkedIn, Facebook, Twitter, Whats APP.
Readings:
Education
3. Kavin Donan,(2004). Cover Letter magic JIST Publishing, Inc.
4. Acy L. Jackson & C. Kathleen Geckeis, (2010). How to Preapre your Curriculum Vitae, Tata McGraw Hill.
5. Jeffrey G. Allen,(2004). The Complete Q & A Job Interview Book, John Wiley & Sons, Inc.
6. Arruda William, Career Distinction, John Wiley & Son, Inc (2007)

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Term -V
Entrepreneurship and Design Thinking
Course Objectives
• To appraise students with processes and tools to generate business ideas and convert them into new ventures.
• To provide a platform to budding entrepreneurs into creating new ventures by acquaintingthem on how to create
a business plan, raise fund, and launch and grow the venture.
After completion of this course, a student should be able to:

1. Identify, acquire and hone their entrepreneurial traits that are distinct in nature.
2. Understand and apply theoretical knowledge and critical thinking to assess new business opportunities.
3. Analyze the journey for new ventures from business ideas to growth using design thinking approach.
4. Develop entrepreneurial strategies for success of a new business idea.
Course Contents :
Unit I: Entrepreneurship Perspectives

Introduction and Importance of Entrepreneurship, Types and Process of Entrepreneurship, Entrepreneurs vs
Intrapreneurs vs Managers, Entrepreneurial Dilemmas and Mindset, Entrepreneurship ecosystem in India, New Entry
Generation and Exploitation,.
Unit II: Design Thinking- from Idea to Opportunity

Creativity and Innovation, Design Thinking tools to generate and analyze ideas, identifying and analyzing opportunities,
Legal aspects of protecting ideas and Intellectual Property Rights.
Unit III: From Opportunitty to Business Plan

Creating a business plan, Creation of functional plans- Finance, Marketing, HR, Organizational plan, platforms to share
and improve the business plan, testing the business idea and use cases, Sustainable Business models and startup
strategies for competitive advantage
Unit IV: From Business Plan to Funding, Launch and Growth Using Design Thinking Tools
Funding strategies for startups, sources of fund raising, assessing and managing risks, forming and registering the
enterprise, role of government and other institutions, selecting form of ownership.
Design Thinking Approach for scaling up and managing growth of venture- resource allocation, strategies for growth,
succession planning, and sustainability of venture, winning customers for life, pitfalls to avoid during growth, divesting
and closing the venture.
Unit V: Entrepreneurship, Technology and Society

Social Entrepreneurship, Family businesses, women entrepreneurship, entrepreneurship in the technology world,
entrepreneurship for platform businesses.
Text Books:
1. Hisrich, Robert; Peters, Michael; and Shepherd, Dean. “Entrepreneurship”. McGraw Hill Education
2. Liedtka, Jeanne and Ogilvie Tim. “Designing for Growth – A Design Thinking Tool Kit for Managers”.
Columbia University Press.

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References
1. Osterwalder, Alexander and Pigneur, Yves. “Business Model Generation” Wiley.
2. Johnson, Steven. “Where good ideas come from: The Seven Patterns of Innovation”. Penguin UK.
3. Drucker, Peter. “Innovation and Entrepreneurship”. Harper Business.
Journals
1. International Journal of Entrepreneurship and Innovation Management
2. International Journal of Entrepreneurship
3. Strategic Entrepreneurship Journal
Magazines
2. MIT Sloan management review
3. Entrepreneur (India edition)
Personal and Professional Excellence (SSP – V)

Course Objectives
• To add value to the students by building their strengths and talents.
• To help the students learn both personal and professional excellence.
• To let the student get exposures to various selection procedures and interview techniques and become corporate
ready.

1. Become self-confident individuals by mastering inter-personal skills, team management skills, and leadership
skills.
2. Develop broad career plans, evaluate the employment market, identify the organizations to get good placement,
match the job requirements and skill sets.
3. Develop all-round personalities with a mature outlook to function effectively in different circumstances
Course Contents:
Unit I: Professional Preparation for Placement

Mocktests: Personality test; Aptitude test; Extempore. Enhancing Confidence during Interview; Do’s and Don’ts of
Interview
Unit II: Functional Area Fundamentals for Placement Readiness

Mock tests: Functional Area Fundamentals-Marketing, Human Resource Management, Finance
Unit III: Practicing Group Discussion

Strengthening the Readiness of GD Process and to Nail the Interview; Evaluation by Corporate Expert

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Unit IV: Professional Excellence for Corporate Readiness (PECR)
Mock Interviews by Corporate Experts; Strengthening the Readiness of Interview Process and to Nail the Interview;
Evaluation by Corporate Expert
Unit V: Final Review & Introspection

Revisiting the Final Resume; Working on the Finer Details; Learning from the Placed Students ; Experience Sharing by
Alumni; SWOT-III
Readings:
1. Chaturvedi & Chaturvedi, (2012). Business Communication: Concepts, Cases and Applications, Pearson
Education
2. Sinha KK; (2011).Business Communication, Taxman Publications
3. Kavin Donan, (2004). Cover Letter Magic JIST Publishing, Inc.
4. Acy L.Jackson & C. Kathleen Geckeis, (2010). How to Preapre your Curriculum Vitae, Tata McGraw Hill.
5. Jeffrey G. Allen, (2004). The Complete Q & A Job Interview Book, John Wiley & Sons, Inc.
6. Arruda William, Career Distinction, John Wiley & Son, Inc (2007
7. Barun K. Mishra,(2012). Personality Development & Soft Skills, Oxford.
8. Gopalaswamy R, & Mahadevan R.,(2010). The Ace of Soft Skills: Attitude, Communication and Etiquette for
Success, Pearson

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Term -VI
Business Ethics & Corporate Governance
Course Objectives
• To provide the knowledge about the basics and overview of business ethics and corporate governance.
• To apply ethical concepts to business decision making.
• To understand the statutory framework developed in India for achieving sound corporate governance practices.
• To know the importance and significance of adopting corporate social responsibility orientation among the
employees and management.
Course Learning Outcomes:-

On successful completion of this course, students will be able to:-
1. Develop understanding of Business Ethics and corporate governance and their perspectives.
2. Comprehend and practice Indian Ethos and Value Systems for professional excellence and personal growth.
3. Analyze the behavior of individuals and groups in organizations in order to work effectively in teams.
4. Assimilate Ethical concepts and correlate it during various decision making situations
Course Contents:
Unit –I: Introduction of Business Ethics

Business Ethics: Concepts: Introduction to Business ethics, Principles, Need, Importance, Nature, Scope, Objectives
of Business Ethics, values and ethics, Factors influencing Business Ethics, Characteristics of ethical Organization,
Theories: Normative, Egoism, Utilitarianism, Kantianism, Stakeholder theory, Social Contract theory. Role of Indian
Ethos in Managerial Practices
Unit –II: Models of Business Ethics

Ethical Dilemmas and Decision Making: Ethical dilemmas, challenges, and resolutions, Walton’s Model of business
conduct, Kohlberg’s Model of Cognitive moral development, corporate values and ethical decision making, Role of
ethics in workplace: personnel policies and procedures for hiring, promotions. Discipline & discharge of remuneration
and performance related pay and perks.
Unit –III: Corporate Social Responsibility

Concepts: definition, principles, CSR Legislation in India and the world, CSR as a strategic business tool for sustainable
development, Section 135 of Companies Act 2013,The Drivers of CSR in India, current trends and opportunities in CSR,
Case Studies of Major CSR Initiatives.
Unit –IV: Introduction of Corporate Governance

Corporate Governance: An overview; the theory and practice of corporate governance; Landmarks in the emergence of
corporate governance. Agents and institutions in corporate governance: Rights and privileges of shareholders;
Investor’s problems and protection: Corporate governance and other stakeholders; Board of Directors A powerful
instrument in Corporate governance; Role, duties and responsibilities of auditors, independent directors, Banks,
Facilitators, Role players and Regulators. The role of media in ensuring corporate governance.
Unit –V: Global Perspectives on Corporate governance

Corporate governance in developing and transition economies; corporate governance-The Indian scenario; The
Corporation in a Global society, Case in business ethics and CSR from India and Globe like Satyam Debacle, Kingfisher
Airlines, Lehman Brothers, Volkswagen scandals, Johnson & amp; Johnson lawsuits, Nike Sweatshop, etc .Committees

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on Corporate Governance in India: kumar mangalam birla committee 1999; Uday Kotak Committee, 2017 ; Global
Committee - Sir Adrian Cadbury Committee (UK), 1992; OECD Principles of Corporate Governance, 1999; and Sarbanes-
Oxley (SOX) Act, 2002 (USA).
Text Book:
1. Fernando A.C., Business Ethics and Corporate Governance, Pearson Education.
References:
1. Alexander Brink, “Corporate Governance and Business Ethics”, Springer
2. Moon, Marc Orlitzky, Glen Whelan, “Corporate Governance and Business Ethics”, Edward Elgar Publishing,
Incorporated.
3. Das Gupta, Ananda, “Business Ethics: Text and Cases from Indian Perspective”, Springer
4. Sarkar Jayati, Sarkar Subrata, “Corporate Governance in India”, Sage Publishing
5. S. Prabakaran, “Business Ethics and Corporate Governance”, Excel Books
Journals:
1. International Journal of Corporate Governance
2. Corporate Governance: An International Review
3. Indian Journal of Corporate Governance
4. Corporate Governance: The International Journal of Business in Society
Magazines:
1. Investor Relations Business
2. Business World
3. Outlook Money
4. India Today

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Specialization : Marketing
Integrated Marketing Communications
Code: PGM01 Credits: 03 Hours: 30
Course Objectives
• To throw light on the new perspective on how advertising fits into the bigger marketing communications
picture and to understand the newly acquainted concept of Integrated Marketing Communication.
• To provide a picture of rapidly changing pace of advertising and ad-agencies in the total context of marketing
communications.
• To acquaint the students with concepts and techniques for developing an effective advertising program.
• To emphasis on various promotional tools and techniques used in promotion to dealers and consumers.
• To leverage growth by exploring opportunities in the digital space and understanding of recent trends and
contemporary issues along with basics of IMC that will further prepare students to become effective managers.

1. Understand and identify the various key elements of an integrated marketing communications program and
Emerging Concepts and Issues in Marketing Communications:
2. Develop the cognitive skills to enable the application of the above knowledge to business decision making and
activities
3. Apply an IMC approach with the help of Ethical Standard in the development of an overall advertising and
promotion plan.
4. Analyze and evaluate effectiveness of overall Promotional Tools and Media.
5. Enhancing creativity, critical thinking and analytical ability through developing an integrated marketing
communication campaign
Course Contents:
Unit-I: Marketing Communication and IMC

Role and Objectives of Marketing Communication in marketing programme, Integrated Marketing Communication (IMC),
Barriers to effective IMC, Impact of IMC on Advertising, Process of IMC
Advertising as a tool of Communication: The process of communication ,Role of Advertising in “Communication Mix”,
Active Participants in Modern Advertising, Determination of Target Audience, Market Segmentation, Targeting and Them
identification, Product Life Cycle (PLC) and Advertising, Decision Process and Role of Consumer Behaviour, Types of
Purchase Decision Behaviour,
Unit-II: IMC Advertising Tools

Situation Analysis: Organizing Advertising and Promotion, Advertising Agency, Types of Ad Agency, Agency
Compensation, Specialized Services, And Collateral Services, Creative Strategy - Advertising Creativity, Advertising
Campaigns.
Advertising Planning, Decision Making and Setting Goals & Objectives
Consumer Analysis & Competitor Analysis. Advertising goals, DAGMAR approach. Types of campaigns, Advertising
Budget, DAGMAR Approach
Building Advertising Programme, Message Strategy: Big Idea, Message Design and Positioning, Creative brief,
Message Presentation, Advertising Message Format-Message Theme, Headline, Layout, Copy Logo ,Appeals, Use of
symbols in Advertising, Message Appeals.

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Rational Appeals, Emotional Appeals: Message Tactics-Creative Approaches, Rational Creative Approaches, Emotional
Creative Approaches. Using an Endorser: Issues and concerns, multiplicity of endorsers
Unit-III: IMC Media and Promotion Tool: Sales Promotion

Media Selection, Planning, Scheduling and Strategy
Traditional Media, Types of Media, Media Planning, Media Selection, Media strategy, Media scheduling strategies,
Multiplicity of media –challenges and opportunities, Ostraw Model for Media Frequency Decisions.
Fundamentals and Techniques of Sales Promotion

Sales Promotion & Promotion Mix, Impact of Sales Promotion on Sales, Issues and challenges involved in Sales Promotion,
Techniques of Consumer Promotion and Trade Promotion.
Unit –IV IMC Promotional Tools: Direct Marketing, Personal Selling, Public Relation, Publicity
and New Communication Media (Online and Mobile)
Direct Marketing and Database Marketing, Personal Selling, Public Relations Functions, Preventing or Reducing
Image Damage, Sponsorships, Event Marketing
New Communication Media: Programmatic, native advertising, video, mobile, digital, Sponsorship, Role of E-Commerce
in Marketing Communication.SEO, SEM, Per Click (PPC) online advertising, Social media marketing on facebook,
Linkedin, Twitter, Instagram, Snapchat, Video streaming and Mobile Marketing,
Unit – V IMC Ethics Regulation and Advertising Analysis &Evaluation
Legislation affecting advertising, self-regulatory codes of conduct, Legal and Ethical concepts and issues, Regulations
governing sales promotion/packaging/labelling/direct marketing/internet marketing.
Measuring Advertising Effectiveness, Message Evaluations, Behavioral Evaluation, Evaluating Public Relation,
Evaluating Unconventional Tools and Overall IMC Program.
Text Books:
1. Batra Rajeev;Myers, John G;Aaker, DavidA. (2018).Advertising Management, Pearson.
2. Belch George E; Belch Michael; Purani Keyoor. (2017). Advertising and Promotion- An Integrated Marketing
Communications Perspective, Mc Graw Hill.
3. Clow E. Kenneth; Baack Donald. (2012). Integrated Advertising, Promotion and Marketing Communications,
Pearson
4. Shah, Kruti.(2018). Advertising and Integrated Marketing Communication, Mc Graw Hill
References:
1. Kumar, Malaval. (2015). Integrated Marketing Communication, Pearson
2. Hackley, Chris; Hackley,Rungpaka Amy. (2017). Advertising and Promotion. Sage Publishing.
3. Sethia, K C; Chunawalla S A. (2011). Foundations of Advertising- Theory and Practice. Himalaya Publishers.
4. Kaser, Kan. (2012).Advertising and Sales Promotion. Cengage Learning.
5. Dutta, Kirti. (2016). Integrated Marketing Communication. Oxford
6. Ahuja, Vandana. (2015) Digital Marketing, Oxford University Press India
7. Gupta, Seema (2018) Digital Marketing, Mc Graw Hill Education
Journals:
1. Journal of Advertising and Brand Management : http://mbajournals.in/index.php/JoABM/about
2. Journal of Marketing Communications: https://www.tandfonline.com/toc/rjmc20/current
3. Journal of Interactive Marketing : https://www.journals.elsevier.com/journal-of-interactive-marketing
4. Journal of Digital Marketing : https://www.henrystewartpublications.com/jdsm
5. Digital Marketing–The Marketing Journal

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Magazines:
1. PITCH
2. Business World
3. Outlook Business
5. Brand Equity (Economic Times)
6. Advertising Age : https://adage.com/
7. Mint News Paper
Sales & Distribution Management

Course Objectives
• To covers various aspects of the sales function ranging from selling process, key skills, sales organization
structures to the role of the sales manager in improving sales volume and profits by hiring, training, motivating
and leading the sales force.
• To impart skills and knowledge needed to manage sales force and distribution function so as to gain competitive
advantage.
• To includes focuses on the sales process, the key decisions in the area of marketing intermediaries (including
technology aspects) and other inter-related concepts to improve understanding of sales and distribution function.

1. Understand theoretical and conceptual sales models and role of sales and distribution processes in organizations.
Recognize and understand the significant responsibilities of sales manager and his/ her role in recruiting,
motivating, managing and leading sales team
2. Apply the sales management principles and key selling skills in simulated sales situation.
3. Develop critical thinking skills to design customer oriented distribution channels, logistics, warehousing and
their implementation.
4. Demonstrate practical and analytical skills with use of information technology and digital communication to
enhance the sales force productivity and sales performance
Course Contents:
Unit –I: Introduction to Sales Management

Definition, nature, scope and evolution of sales management. Difference in Selling and Marketing. Sales Organization:
Need for sales organizations, their structure, sales manager’s functions and responsibilities. Interface of sales function
with other functions. Salesmanship and Personal Selling. Selling Process and Selling strategies: Understanding buying
motives, selling and buying styles, Theories of Selling- AIDAS theory, buying formulae, need satisfaction selling,
features v/s benefits. Pre-sales preparation. Prospecting, Sales presentation, Handling customer objections, The art of
persuasion and negotiation skills and sales closure, BATNA, Type of selling-Telemarketing, Relationship marketing
and Business to Business selling.
Unit –II: Sales Force Management

Sales force job analysis and description, Sales force recruitment and selection, sales force training- Design and training
methods. Managing sales information and sales forecasting, data analysis, designing sales territories and sales quotas.

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Setting sales objectives, Sales reporting & monitoring, Sales meetings, Sales Ethics. Sales Budgeting, Routing and
scheduling of sales force. Sales force motivation and compensation plan, Sales Contests, Evaluating Sales performance
Unit-III: Marketing Intermediaries and its Role

Marketing Intermediaries and its role: Functions of intermediaries, Selection and motivation of intermediaries, Channel
designing approach. Multi-channel/Omni-Channel designs, franchise. The need for channel management. Distribution
planning and control, Channel Dynamics, Channel power and conflict, Operational issues in channel management.
Online Vs Offline Channels, Distribution management ERP and Software
Unit –IV: Integration of Sales and Distribution Functions

Integration of Sales and Distribution Functions, Physical distribution and outbound logistic management, Methods of
transport and their characteristics. Overview of warehousing management, Location and type of warehouse. Logistics
Integration for customer service satisfaction
Unit –V: Emerging Trends

Emerging Trends in sales and distribution, Role of electronic media, E-Tailing, Technology in distribution, Distribution
management in e-commerce, Reverse logistic, Challenges and opportunities with technology, Emergence of VMS and
HMS and its significance
Text Books:
1. Still, Cundiff, Govini, Puri “Sales and Distribution Management”, 6th Edition, Pearson Education.
2. Panda T and Sahadev S “Sales and Distribution Management” Oxford University Press.
References:
1. Jobber, Lancaster , “ Selling and Sales Management” Pearson Education
2. Krishna K. Havaldar, Cavale, Sales and Distribution Management, Tata McGraw Hill
3. Spiro &, Stanton, : “ Management of Sales Force”, Tata McGraw Hill
4. Tanner, Honeycutt, Erffmeyer, Sales Management, Pearson Education
5. Hair, Anderson, Mehta, Babin, Sales Management, CENGAGE Leaning
Journals:
1. Journal of Personal Selling & Sales Management
2. International Journal of Sales & Marketing Management Research and Development
4. International Journal of Sales & Marketing Management
Magazines:
1. Network Magazine: Technology Decisions for the Enterprise
2. Consumer Reports
3. The Week
4. Business World

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Product and Brand Management

Course Objectives
• To explore their knowledge by learning all the concepts of Product & Brand Management.
• To study of Brand equity, brand personality, Brand image, Product fundamentals, Brand positioning &
repositioning & certain other facts will make them a true professional to handle different situations in corporate
world.
• To understand the basic facts, concepts & Theories of Brand Management; to understand the fundamentals of
Brand Management; to understand the current scenario of the Indian Market & application of the concepts
studied in real life situations.

1. The students will be able to identify, discuss and indicate variables that drive the success of brands and product
lines and the interrelationships among these variables.
2. They will be better equipped to utilize practical tools to interpret, relate and evaluate product and brand strategies
in an array of customer contexts and competitive contexts
3. Understand and conduct the measurement of brand equity and brand performance
4. Practically develop a brand, including positioning and communication
5. Prepare a professional, logical and coherent report in the form of a brand audit
Course Contents:
Unit –I: Introduction to Product Concept

Product Concepts: What is a product, Levels of product, Product Mix concepts - Product Line, Product Length, Product
Depth, Product Breadth, Product mix decisions, BCG Model, General Electric Multifactor Portfolio Matrix.
New Product Concepts: What is a new product? , New Product Development, Process of New Product Development,
Techniques of Idea Generation and Screening, Concept Development and Testing, Business analysis, Product development
and Test Marketing, Barriers to success - Internal and exterior Barriers, why do products fail? Product Life Cycle: Product
Life Cycle concept, Marketing implications of Product Life Cycle stages and corresponding Strategies - Rapid skimming,
Slow skimming, Rapid Penetration, Slow Penetration strategies, Why changes occur in the product life cycle? Fad and
Fashion, Corporate Strategy and Product Policy Product line Decisions.
Unit –II: Introduction to Brand Management

Introduction to brand, Definition and meaning of brand, Brand and product, The role of brands, Advantages and
Benefits of branding; Brand attributes, Significance of branding to consumers & firms, Branding decisions - whether
to or not to brand, decision on sponsor and positioning of brand, Brand name decision Brand strategy decision - Line
extension, Brand Extension, Multi branding, co-brands, line branding, umbrella branding, Branding in modern context,
Brand Industry Planning, Brand Positioning, Brand Leverage, Brand Valuations.
Unit –III: Brand Extension

Types of brand extension, category related, image related and unrelated brand extension, Benefits and scope of brand
extension, Brand Awareness Brand Recall, Brand loyalty, Brand Recognition, Brand architecture - Portfolio roles, product
market context roles, Endorser and sub-brand roles, Unique selling proposition. Brand Image - defining brand image,
Kapferer’s model of brand image
Unit –IV: Brand Personality

Defining brand personality, Brand Personality and Brand Associations, how to create brand personality, measuring

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brand personality, Brand identity concept, Brand positioning - Defining brand positioning, why do we need positioning,
Importance and Significance of Brand positioning to Marketers & Customers, the concept of Brand Repositioning,
different methods for brand re-positioning.
Unit –V: Brand Equity

The brand equity concept, defining brand equity, Measuring brand equity, Building brand equity. Brand image and
brand equity relationship, Customer Based Brand Equity (CBBE), Brand Communication Integrating Marketing
Communications to build Brand Equity, Brand Identity - Defining brand identity, Brand identity perspectives, Brand
identity prism.
Text Books:
1. KevinLaneKeller,StrategicBrandManagement,4E.(2013) Pearson Education India Pvt. Ltd
2. Mahim Sagar, Deepali Singh, D.P. Agarwal and Achintya Gupta, (2009).Brand Management. Ane Book Pvt.
Ltd..
References:
1. Dutta Kirti, (2012),OxfordUniversityPress,BrandManagement,PrinciplesandPractices
2. Sengupta, S. (2005). Brand positioning: strategies for competitive advantage. Tata McGraw-Hill Education.
3. Majumdar, R. (2007). Product management in India. PHI Learning Pvt. Ltd.
4. Gupta , S.L,(2004). Product Management, Wisdom Publications.
5. Lehmann and Winer (2005). Product Management, TATA McGraw Hill.
Journals:
1. Journal of Product & Brand Management
2. The Journal of Brand Management
3. Journal of Brand Management
4. Journal of Brand Strategy
Magazines:
1. Brand Quarterly
2. Marketing Week
3. Outlook Business
4. The Week
Services of Marketing
Course Objectives
• To supplement basic marketing and marketing strategy courses by focusing on problems and strategies
specific to marketing of services.
• To study problems commonly encountered in marketing services such as inability to inventory, difficulty in
synchronizing demand and supply, difficulty in controlling quality will be addressed.
• To enhance the knowledge of the students about the service sector in the economy and how the
consumer behavior and marketing methods have to be different for such managerial profiles.
• To analyse strategies used by successful services marketers to overcome these difficulties will be discussed.

56
• To provide a practical introduction to the theory and concept of services marketing to a range of organizational
settings and contexts.

1. Understand the conceptual framework and key theories of services marketing along with their principles and
application in real situations.
2. Critically analyse and apply the concepts into practical situations and cases on service organizations.
3. Analye and determine the various sub parts of services and their industry wise understanding of use of technology
by service organizations.
4. Evaluate and assimilate critical service marketing aspects to develop new managerial decisions. (Evaluation)
Course Contents:
Unit –I: Introduction to Service Marketing

Introduction to Services, Nature, classification and characteristics, importance of the Service Sector of the economy,
anatomy of a Service Exchange, Services marketing, Product Vs Services marketing, the Service Marketing Mix, Service
continuum, Services through technology
Unit –II: Service Quality and Consumer Behavior

The integrated GAPS model of service quality, SERVQUAL, Consumer Behavior in Services-A Model of Consumer
Expectations-Antecedents of Consumer Expectations- Customer perceptions of service, Focusing on the customer-
building customer relationships, Service Blueprint, Service standards, service recovery and its role in CRM, Relationship
Tools & Strategies-Role of Service Personnel, internal marketing, Customer research for better service quality.
Unit –III: The Services Marketing Mix

Physical Evidence & Service cape -, impact of the Service Environment on Consumers, Service development and
design-the Service Process- the Service Operation- Blueprinting of service Operations, Customers’ Role and Employees
role in service delivery, people concept, customer as co-producers, service recovery and guarantee, pricing and
revenue management, role of intermediaries, communication mix for services
Unit –IV: Service Optimization through Demand and Capacity Alignment

The Service Capacity-Demand & supply management-Strategies to deal with imbalances-Capacity Modification
Strategies, Yield Management, Waiting line strategies, Service encounters and moments of truth, Quality Function
Deployment, Service Performance
Unit –V: Applications of Service Marketing and CRM

Marketing of Financial Services, Healthcare Services, Insurance Services, Banking, Food Delivery, Online Education,
Renting and Hospitality, Innovation in services, NGO, Public utilities, ITES, Importance of CRM in services, Customer
roles, techniques for building loyalty, Customer Life Time Value, Self Service technologies, Levels of CRM bonds,
Planning and execution of e-CRM.
Text Books:
1. Zeithaml V.,and Bitner Marry. J, ‘Service Marketing’, “Tata McGraw Hill,
2. Lovelock C, ‘Services Marketing’, Pearson Education,
References:
1. Nargundkar, R’ ‘Services Marketing’Tata McGraw Hill
2. Shankar, Ravi, “Services Marketing”, Excel Books
3. Verma, Harsh V “Services Marketing” Text and Cases” Pearson Education
4. Chowdhary Nimit and Chaudhary M; “Textbook of Marketing of Services, Macmillan

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5. Rao Mohana Rama.K , ‘Services Marketing’, Pearson Education.
6. Apte, Govind, ‘Services Marketing’ Oxford University Press
Journals:
1. Journal of Services Research
2. International Journal on Marketing and Business Communication
4. Intentional Journal of Applied Marketing and Management
Magazines:
1. OMMA Magazine
2. Promo Marketing
3. Outlook Business
4. The Week
5. The 4P’s
Digital & Social Media Marketing

Course Objectives
• To understand the basics of digital media, its power and potential for marketing of business.
• To discover and internalize online marketing jargon
• To have basic understanding of SEO, PPC, Social Media, Web Analytics and Content Marketing
• To enable the students understand Social media communication principles and platforms, strategies, tactics and
management

Upon successful completion of this course, students should be able to:
1. Understand, analyze and manage conceptual frameworks and models that are integral to the concept of digital
marketing.
2. Recognize, respond and initiate dynamic customer interactions through digital medium.
3. Develop aptitude to interpret, create and craft the brand positioning through social and digital platforms.
4. Demonstrate advanced practical skills in for digital tools.
5. Develop critical thinking skills for enhanced performance as digital and social media manager.
Course Contents:
Unit – I: E- Marketing:
The Advent of Web 2.0; E-Marketing and Consumer Segmentation; Introduction to Digital Marketing, P-O-E-M
Framework;, Consumer Segmentation in the Virtual World.
Unit – II:Digital Consumers Behaviour:

Web Characteristics and Cultural Implications, Web Visit Models, Electronic Customer Relationship Management
(eCRM), Consumer Engagement.

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Unit – III: Social Media Marketing:

Social Listening: LARA framework, Social Media Activities, Introduction to ON and OFF PAGE OPTIMIZATION,
Difference between On Page and Off Page Optimization.
Unit – IV: Zones of Social Media Marketing:

Social Community, Social Publishing, Social Entertainment, Social Commerce.Digital Marketing MixDisplay advertising
Media- Unique users, page views, unique visitors; Digital Matrices- Ad Impressions, Clicks, Click through Rate; Types
of Display Ads-Format, size; Buying Models- Cost per Click, Cost per Milli, Cost per Lead, Cost per Action; Display
Plan; Targeting- Contextual, Placement, Remarketing, Interest, Demographic, Programmatic Digital Advertising - Process
and Players in Programmatic Advertising Ecosystem
Unit – V: Search Engine Optimization

Introduction to SEO (Search Engine Optimization), Working of SEO, Competitors, Types of Search Engine, White Hat,
Black Hat and Grey Hat SEO Techniques and Strategies Search Engine Optimization (SEO), Pay Per Click (PPC), Social
Media Marketing (SMM), Email Marketing, Affiliate Marketing, Content Marketing.
References
Books:
• Puneet Singh Bhatia, Fundamentals of Digital Marketing, Pearson India Education Services Pvt. Ltd., 2017
• Ian Dodson, The art of Digital Marketing, Wiley, India Pvt. Ltd 2018
• Tracy Tuten,&Michael R. Solomon, Social Media Marketing, Sage Publications
• Maity, Internet Marketing, Oxford University Press, 2017
• Vandana Ahuja, Digital Marketing, Oxford University Press, 2017
• Seema Gupta, Digital Marketing, McGraw Hill Education Pvt Ltd., 2018
Journals:
1. Journal of Digital & Social Media Marketing
2. Journal of Digital Marketing
E-Sources:
1. www.socialbeat.in
2. www.simplify360.com
Marketing Research
Course Objectives
• To provide an in sightint othes cope and extent of application of marketing research as an information providing
activity for the purpose of management decision making
• To familiarize students with methods of collecting and analyzing data pertinent to solving marketing problems
• To illustrate how information derived from marketingresearchcanbeappliedtoproblem-solvinganddecision-
makingprocesses.

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After the completion of course, students should be able to:
1. Understand the process of conducting Marketing Research, both alone and in team to come up with
research led managerial decisions.
2. Apply marketing research process to design a conceptual model, collect and analyse data, and prepare
research report to support managerial decision making.
3. Apply software tools for data analysis and reference management.
4. Analyse the problems confronting a marketing manager and develop a marketing research report to solve
managerial dilemma.
Course Contents:
Unit–I:Introduction to Marketing Research

The Marketing Research Process-Definition and Scope of Marketing Research; Review of the marketing concept;
definition of marketing research; Applications; the benefits of marketing research to marketing managers.
Unit–II: Process of Marketing Research

Defining the Problem; The steps of marketing research; problem formulation; Primary & Secondary Research
Unit–III: Marketing Research Designs

Exploratory Research Designs-Focus Groups & In-depth Personal Interviews: The purpose, design and execution of
focus groups; Designing the discussion guide, recruiting respondents, Moderating the group discussion, debriefing
clients and presenting the findings. Descriptive Research and Surveys-Survey Methods and Errors: Cross Sectional
Design v/s Longitudinal Design; Questioner Design; Observation Techniques. Overview of Measurement: Construct
Development and Scale Measurement; Fundamentals & Comparative scaling; Non Comparative Scaling Techniques,
Reliability and Validity.
Unit–IV: Sampling, Data Collection, Data Analysis and Marketing Analytics

Sampling :Theory, Design and Issues in Marketing Research; Sampling Plan: non-probability and probability samples
Preliminary Analysis and Interpretation of Data: Data Reduction, Processing and Tabulation; Choice of analysis techniques;
Assumptions for statistics, hypothesis testing, confidence intervals; Univariate and Bivariate analyses.
Multivariate Data Analysis: Testing for Significant Differences; Testing for Association; Multivariate Analysis;
Introduction to Marketing Analytics tools and techniques
Unit–V: Report Writing and Reference Management

Preparing marketing research report, Format of the report, reference management and referencing styles, popular
reference management softwares.
Text Books:
1. Naresh Malhotra and Satyabhushan Das, Marketing Research An Applied Orientation, Pearson Education,
Seventh Edition 2019
2. Andy Field, Discovering Statistics using SPSS, Sage Publication, Fourth Edition
References:
1. Tull,D.S. , Marketing Research” PHI Learning
2. Beri, GC, Marketing Research, Tata McGraw Hill
3. Burns, Alvan C, Marketing Research, Pearson Education
4. Cooper, Donald R, Marketing Research Tata McGraw Hill
5. Gupta S.L , Marketing Research, Excel Books

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6. Omer, D. levin, Predictive Marketing, MISL-WILEY

7. Luck & Rubin “Marketing Research” New Age International
Journals:
1. PRIMA: Practice and Research in Marketing
2. Journal of Marketing Research
3. International Journal of Marketing Research
4. International Journal of Research in Marketing
5. “Big Data: The management revolution,” Andrew McAfee and Erik Brynjolfsson, Harvard Business Review
2012.
6. “Making advanced analytics work for you,” Dominic Barton and David Court, Harward Business Review
2012.
Magazines:
1. Business Today
2. Bloomberg Business week
3. Outlook Business
4. Promo Marketing
Retail Management
Course Objectives
• To explore their knowledge by learning all the concepts in Retailing.
• To do environmental analysis, competitor analysis, customer care & role of ethics in Retail Management will make
them a true professional to handle different situations in Retailing.
• To understand the basic facts, concepts & theories of Retail Management; to understand the current scenario of
the market, understanding the type & nature of competition.
• To understand all the functioning at a retail outlet; to acquire the knowledge about the emerging trends in
different fields of Retail Management.

On successful completion of the subject, students will be able to:
1. Define and understand the main theoretical and conceptual frameworks of retailing.
2. Describe the core ideas of retailing from real scenarios in the market.
3. Demonstrate an understanding of taking critical retailing decisions as future retail managers.
4. Associate and construct retail marketing decisions with the help of marketing tools.
Course Contents:
Unit –I: Introduction to Retail

Global and Indian Perspective, Role and Relevance of Retail in Indian context, Functions & Trends, the Growth of retail
in India, factors affecting growth of retail in India, Defining retailer, Functions of Retailer, Classification of Retailers-
convenience stores, Supermarkets, Warehouse stores, Category Killer, Departmental Store, Factory outlet, Specialty
store, Discount Store, Non-store retailing - Direct marketing, Direct selling, Vending machines, E-commerce, Organized &
Unorganized Retail in India, Retailing Concepts, Theories of Retail change, Retail Life Cycle, Wheel of retailing
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Unit –II: The Customer Decision-making Process
Understanding Customer psychology and behavior, Major factors affecting buying behavior, Relationship Marketing
in Retailing, Shopping Concept, Impulse Buying, Customer service, providing superior services, importance of service
in retail. Managing Customer complaints - how to handle customer complaints, Gap Analysis – Knowledge gap,
Standard gap and Delivery gap. Single Brand and Multi Brand Retailing – Prospects and problems.
Unit –III: Store Location & Merchandising

Steps in selecting a retail location, Factors affecting location of a store, Retail Store Design, Store Layout - key
considerations, steps for designing layout, Types of store layout - Free flow, Grid, Race track, Herringbone and Spine
layout, factors of design decisions, Feature areas in store, Importance of layout of store, Managing the store, Store
operations strategy - Tasks to be performed at store level, store administration, Managing human resource in store,
Retail Merchandising, The concept of merchandising, the evolution of merchandising function in retail, Merchandising
Buying, The process of merchandising buying, the procedure for selecting vendors and building partnerships, the
concept of own brand and manufacturers’ brand, the concept of category management, Role of Pvt. Labels
Unit –IV: Advertising & Sales Promotion in Retail Sector in India

Retail Marketing & Communication, Display as promotion tool, personal selling and its importance in retailing, Merchandise
presentation technique, Retail selling process, Retail Marketing Mix, FDI in Retail. Private Labels - Defining private labels,
Pre-requisites of private labels, advantages of store brands, how to create private brands, Visual merchandising - its importance
in retailing, Mall Management, Concepts in Mall design.
Unit –V: Modern Issues in Retailing

Shrinkage in retailing, defining retail shrinkage, Types of shrinkage, latest data in retail shrinkage, Steps to prevent
retail shrinkage, Radio frequency identification, Technological revolutions in Retail, Airport Retailing - Global and
Indian scenario, significance of airport retail in India, Luxury Retailing, Future of Retailing in India – New terminologies
in Retailing, Use of technology in offline and online retailing. Retail Analytics-Market Basket Analysis, Two way and
three way lift allocating Retail Space and Sales resources.
Text Books:
1. Barry Berman & Joel R. Evans, Retail Management, Pearson Education
2. Swapna Pradhan, Retailing Management, Tata McGraw Hill
3. Gibson G.Vedamani, Retail Management, Jaico Books
References:
1. David Gilbert, Retailing Management, Pearson Education
2. Lamba, The Art of Retailing, Tata McGraw Hill
3. S.L. Gupta, Retail Management, Wisdom Press
4. Michael Levy & Barton A.Weitz, Retailing Management, Tata McGraw Hill
5. Abhijit Das, Mall Management, Taxmann
6. Philip Kotler, Marketing Management, Pearson Education
7. Subroto Sengupta, Brand Positioning, Tata McGraw Hill
Journals:
1. Journal of Business and Retail Management
2. Journal of Retailing
3. International Journal of Retail and Distribution Management
4. Global Journal of Retail Management
Magazines:
1. Indian Retailer
2. Total Retail Report
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International Marketing
Course Objectives
• To impart knowledge about concepts and theories of international marketing.
• To develop the skills of strategic formulation to handle different situations in corporate world.
• To explore the knowledge by scientifically using different methods of strategy formulation

1. Understand the basic facts, concepts and fundamentals of planning market entry strategy for a firm into a foreign
market.
2. Critically analyze and develop the sustainable competitive advantage and international marketing strategies to
increase the chances for the firm to be successful in a foreign market.
3. Develop skills in researching and analyzing trends in global markets and in modern marketing practice
Course Contents:
Unit –I: Introduction to International Marketing

The scope and challenges of international marketing will be discussed along with different internationalization theories.
The opportunities and problems associated with international marketing in a dynamic world environment.
Unit –II: Cultural Dynamics and Environment of International Marketing

Elements of culture like cultural values, rituals, symbols etc of different country markets, cultures pervasive impact,
Cultural dynamics in assessing global markets and how cultural knowledge impacts marketing decisions. Political and
legal environment of international marketing.
Unit –III: International Market Assessment

Potential market assessment – Segmentation, Targeting and positioning in different country markets. Assessing market
opportunities through marketing research
Unit –IV: International Market Entry Strategies

Indirect market entry strategies and direct market entry strategies for International markets.
Unit –V: Marketing Mix for International Markets

International product strategies; International Marketing Channels; International Promotion Strategies; Personal selling
and sales management; Pricing for international markets
Text Books:
1. Cateora, P R, Grahan J L and Salwan, P (2008) International marketing, TMH: Delhi
2. Hollensen, Svend and Banerjee, Madhumita, Global Marketing, Pearson
References:
1. Keegan, W J Global Marketing Management, Prentice Hall: New Jersey.
2. Svend Hollensen, Essentials of Global Marketing, Pearson
3. Gerald Albaum, Edwin Duerr,Alexander Josiassen; International Marketing and Export Management; Pearson 4.
Philip Cateora and John Graham and Mary Gilly; International Marketing, McGraw Hill Education

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Journals:
1. Journal of International Consumer Marketing
2. International Journal of Research in Marketing
3. International Journal on Trade and Global Markets
4. Journal of International Marketing
Magazines:
1. Network Magazine: Technology Decisions for the Enterprise
2. Consumer Reports
3. The Week

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Specialization : Finance
Taxation for Managers
Code: PGF05 Credit: 03 Hours: 30
Course Objectives
• To familiarize the student with latest provisions of the Indian tax laws and related judicial announcements having
implications for various aspects of corporate planning with a view to derive legitimate tax benefits permissible
under the law.
• To expose the students to real life situations involving taxation and to equip them with techniques for taking tax-
sensitive decisions.
• To make aware the students of what business income is and when it gets taxed.
Course Learning Outcomes :

Students who complete this course will be able to:
1. Identify latest provisions of the Indian tax laws.
2. Illustrate complex and technical tax terminology into language that translates to non-technical audiences.
3. Apply critical thinking and problem-solving skills related to taxation of individuals and corporations.
4. Outline the tax laws of India and use it for tax planning.
5. Create an awareness of the importance and usefulness of the tax planning from managers’ perspective.
6. Research, analyze and evaluate taxation information and issues.
Course Contents:
Unit –I: Income Tax Law
Income Tax Law: Basic concepts relating to income, gross total income, total income, residential status, scope of total
income on the basis of residential status. Residential status of individual, HUF, Firm and company.
Unit –II: Computation of Income
Computation of Income under different heads, Salaries, House Property, Profits & gains of business or profession,
capital gains and income from other sources.
Unit –III: Corporate Tax Planning
Corporate Tax Planning: Meaning of tax planning and management, tax evasion and tax avoidance; Nature, scope and
justification of corporate tax planning and management.
Unit –IV: Tax Management
Computation of taxable income and tax liability of companies: Concept and application of Minimum Alternate Tax; Carry
forward and set off of losses in the case of certain companies; Tax on distributed profits of domestic companies and on
income distributed to unit holders.
Implications of Tax benefits and incentives for corporate decisions in respect of setting up a new business, location of
business and nature of business. Tax planning with reference to financial management decisions.
Unit –V: Goods and Services Tax (GST)
GST Act 2017: Overview, constitutional aspects, implementation, liability of tax payer, GST council, brief introduction
to IGST, CGST, SGST and UGST. Levy and Collection.
Text Books:
1. Singhania, Vinod K, Corporate Tax Planning, Business Tax Procedures with Case Studies, 21st edition, Taxmann.
2. Girish Ahuja (2018), Simplified Approach to Corporate Tax Planning and Management, 19th edition, Bharat
Publications.

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3. V.P. Gaur and D.B. Narang (2019), Income Tax Law and Practice, Assessment year 2019-20, 47th edition,
Kalyani Publishers.
References:
1. Singhania V.K (2018), Students Guide to Income Tax including GST, 59th edition, 2018-19, Taxmann.
2. Taxmann (2019), Income Tax Act – as amended by Finance Act 2019, 63rd edition, Taxmann.
3. Kaushal Kumar Aggarwal (2018), Simplified Approach to Corporate tax Planning-Atlantic Publishers & Distributers.
4. H.C. Mehrotra and S.P. Goyal (2019), Income Tax Law and Accounting, Assessment year 2019-2020, 60th
edition, SahityaBhawan Publications.
5. Taxmann: Taxmann’s GST Manual 2017. Taxmann Publications (p) Ltd.
Journals:
1. The Chartered Accountants Journal, (e-journal), ICAI.
2. Journal of International Accounting, Auditing and Taxation, Elsevier.
3. Journal of Accounting and Taxation, AJ.
4. Advance in Taxation, book series, Emerald.
Magazines:
1. The Tax Advisor
2. Taxation Magazine
3. Outlook money
4. The Economic Times
5. Business World
6. Tax Analytics Trend, Deloitte: www2.deloitte.com/global/en/pages/tax/articles/2017-tax-analytics
Relevant Website:
1. http://incometaxindia.gov.in/
2. http://www.caclubindia.com/category/income-tax.asp
3. https://www.taxmann.com/acts.aspx
4. http://taxguru.in/
5. http://www.indiantaxupdates.com/
6. https://cleartax.in/
7. www.cbec.gov.in
Security Analysis and Portfolio Management

Course Objectives
• The objective of the course is to familiarize the participants with concepts, principles, techniques, procedures
and practice of security analysis and portfolio management. More specifically this course aims
• To provide a theoretical and practical background in the field of investment management.
• To expose the students to the concept, tools and techniques applicable in the field of security analysis for the
purpose of making financially healthy investment decisions for business clients and organizations.
• To provide understanding of portfolio management theories and its application for active portfolio management.

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1. Identify and understand core concepts of various investment opportunities for the investor’s decisions.
2. evaluate the risk and return of a security and portfolio
3. Critically assess and analyze various models of investment management and perform technical and fundamental
analysis for investment instruments.
4. Propose and manage investment strategies for investment portfolios.
Course Contents:
Unit –I: Investment Management

Objectives of Investment, Investment Decision Making, Investment and Speculation, Types of Investors, Investment
Alternatives: Non Marketable Financial Assets, Money Market Instruments, Bonds and Fixed Income, Securities,
Equity Shares, Mutual Funds, Financial Derivatives, Life Insurance, Real Estate, Precious Objects, Equity, Linked
Saving Schemes (ELSS), Commodity market. The Role of Security Markets in Economy; The Organisation and Mechanics
of Indian Security Markets. Role of SEBI with regard to Secondary Markets; The Role and Functions of Various Players
and Agencies in the Secondary Market.
Unit –II: Securities Market

Primary Market:- Public Issue, Right Issue, Private Placement, Book Building-A New Issue Mechanism in India, Initial
Public Offering (IPO), ASBA, Pre and Post Reforms Stock Market Scenario, Listing of Securities.
Secondary Market:-Trading and settlements, Types of Orders, Participants in BSE and NSE. Corporate Debt market and
Retail debt market
Unit –III: Valuation of stock and bonds

Stock Valuation:-Concept and Types of Risk, Stocks’ Beta for estimating risk and return; Concept and Measurements of
Return Equity Valuation: Dividend Discount Model, Earning Multiplier Approach, CAPM Model. Valuation:-Concept,
Types, Bond Pricing, the Yield curve, Macaulay-Duration. Immunization.
Unit –IV: Stock Analysis

Fundamental Analysis: Economic Analysis, Industry Analysis, Company analysis. Technical Analysis: Dow theory,
Technical Chart Patterns, Moving Average Analysis, P/E Ratio and other technical indicators. Random walk theory,
Efficient Market Hypotheses.
Unit –V: Portfolio Management

Portfolio Management: Equity portfolio selection and revision. Capital asset pricing model - arbitrage pricing theory -
models of Markowitz and Sharpe. Equity portfolio management strategies (Passive management strategies (Buy and
hold, indexing), Active management. Portfolio revision strategies.
Text Books:
1. Chandra, P. (2017). Investment Analysis and Portfolio Management, Tata McGraw-Hill, 5th Edition.
2. Pandian, P. (2008). Security Analysis and Portfolio Management, Vikas Publishing House, 1st edition.
References:
1. Fischer Jorden, (2009). Security Analysis and Portfolio Management, Pearson Education, 6th edition.
2. Sasidharan , K & Mathews A, (2011). Security Analysis and Portfolio Management, McGraw Hill Education,
1st edition.

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Journals:
1. Finance India
2. The Journal of Portfolio Management: www.iijournals.com/toc/jpm/16/3-SAPM
3. FINA-32100-Security Analysis and Portfolio Management
4. https://library.ithaca.edu/sp/subjects/secanalysis
Magazines:
1. The week
2. Outlook Money
3. India Today
Management of Banking and Financial Services

Course Objectives
• To familiarize the students with objectives, strategies, policies and practices of major financial institutions in
India and various financial services.
• To understand role of Financial Services in Business organizations and to give an insight into the strategic,
regulatory, operating and managerial issues.
• To examine the present status and developments those are taking place in the financial services sector.

• Understand key elements of financial products offering of money markets and capital markets.
• Develop cognitive abilities of student in decision making.
• Apply and identify banking and other financial ethical standards in designing overall financial dealings with
financial institutions. Analyze various risk associated with various risk faced by banks and how to avoid those
risk.
• Enhance students analytical and critical thinking related with financial institutions.
Course Contents:
Unit-I: Financial and Banking System

An overview of the financial sector-growth and structure; function and operations –RBI, Commercial Banks, RRBs,
Cooperative Banks and NABARD; regulatory issues for governance of banking sector–role of RBI and Ministry of
Finance; Banking industry -component of bank marketing strategy; role of technology in banking.
Unit-II: Risk Management in Bank

Bank management, Component of ALM and their management-GAP, Duration, Simulation; Basel Norms, Liquidity
management, Interest rate management, management of credit and operational risk; treasury operations and management;
managing capital adequacy and profit planning. Management of Banking Organization: Loan Management, Investment
Management, Liquidity Management, Profit and Growth Management.
Unit-III: Insurance Management

Origin and development of insurance sector; Role of IRDA, Organizational forms, structure and administration of life and
non life insurance companies, Types and structure of insurance plans; challenges of insurance marketing; Underwriting

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of life and non-life insurance, Life insurance in personal financial planning. Life and non-life insurance management –
strategic management, Bancassurance and Reinsurances
Unit-IV: Credit Rating agencies and AMCs

Credit rating agencies-Indian and International, Importance, issues, differences in credit rating, Rating methodology and
benchmarks; Asset management Companies-Concept, Types, significance. Evolution & Growth of Mutual Funds. NAV,
Hedge Funds, Pension Finds, Venture capitals-Private Equity
Unit V: Innovative Financial Services

Leasing and Hire Purchase: Industry. Size and scope. Evaluation of Lease transaction, Types of lease and their implications,
Hire purchase and lease-differences and implications for the business. Factoring, Forfeiting, Discounting and Re-
Discounting of Bills, Consumer Credit and Plastic Money.
Text Books:
1. Suresh Paul, (2019). Management of banking and financial services; Pearson Education, 4th edition.
2. Black, Kenneth Jr. and Skipper, Harold D. (N.A.). Life and Health Insurance, Pearson Education, Delhi
References:
1. Shekhar, K.C. and Shekhar, L. (2013). Banking Theories and practices, Vikas Publication, 21st edition.
2. Neelam, G. (2011). Principles of Insurance Management, Excel Book, edition year 2011.
3. IMS Proschool, Risk Management and insurance planning, Tata McGraw Hill. 2012 edition.
4. Risk Management, Indian Institute of Banking and Finance, McMillan Publisher, 2018 edition.
Journals:
1. Finance India
2. The Journal of Indian Institute of Banking & Finance http://www.iibf.org.in/iib_bankquest_new.asp
Magazines:
1. Outlook money
2. The week
3. India Today
Financial Derivatives & Risk Management

Course Objectives
• To familiarize the participants to financial risks and the issues involved in identifying, measuring, computing and
managing financial risks.
• To understand different types of derivative products; discuss various tools and methods for identifying sources
of risk and risk factors.
• To make students understand about how to implement derivative strategies for hedging and risk management.

1. Develop theoretical and conceptual understanding about various risks.
2. Develop theoretical understanding about financial derivatives.

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3. Analyze and evaluate the effectiveness of different trading strategies using options.
4. Enhance critical thinking about use of financial derivatives as an integrated risk mitigation tool in financial
decisions.
Course Contents:
Unit –I: Risk Management

An Overview of Risk Management, Introduction to Risks: definition, the risk (market risk, credit risk, and liquidity risk), more
specifically identification of different forms of risk (currency, interest rate, equity, commodity) Business Risk, Operational
Risk, Financial Risk and Legal Risk.
Unit –II: Financial Derivatives: Introduction

Market Risk Management, Forwards – concept, types, Valuation and risk analysis of futures, futures- hedging strategies.
Unit –III: Financial Derivatives-Advanced

Valuation and risk analysis: options concept, types; options pay-off, trading and hedging strategies using option;
swap-concept, types, hedging strategies using swap.
Unit IV: Risk Analysis Tools

Market Data Analysis, Identifying and measuring risk exposures, Value at Risk: delta-normal, historical simulation,
Monte Carlo implementations, Limitations and alternative risk measures, e.g. CVAR. Stress testing, Liquidity risk.
Unit-V: Credit Risk

Credit Risk Management Introduction-Credit ratings, Default probabilities, Credit spreads, Operational & Integrated
Risk Management, Fat Tails & Extreme Value Theory Stress testing and back-testing, Forecasting correlation & Volatility
during market crash
Text Books:
1. Srivastava, R. (2017). Derivatives and Risk Management, Oxford University Press, 2nd edition.
2. John C.H. and Basu, S.M. (2011). Options, Futures, & Other Derivatives, Pearson, 7th edition.
References:
1. Robert W. K. (2009). Futures Options, and Swaps, Wiley, 5th edition, India.
2. Saunders, A. and Cornett, M.M. (2018). Financial Markets and Institutions, Tata McGraw Hill, 6th edition.
3. Vivek, P.N. and Asthana (2014). Financial Risk Management, Himalaya Publishing House, 2014 edition.
4. Kotreshwar, G. (2018). Risk Management, Himalaya Publishing House, 2018 edition.
5. George, E.R. (2017). Principles of Risk Management and Insurance, Pearson Education, 13th edition.
Journals:
1. Finance India
2. The Journal of Indian Institute of Banking & Finance http://www.iibf.org.in/iib_bankquest_new.asp 3.
BIS resource: https://www.bis.org/list/wpapers/index.htm?m=5%7C26
Magazines:
1. Outlook money
2. The week
3. India Today

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Corporate Restructuring & Business Valuation

Course Objectives
• To develop an understanding of commonly discussed and applied issues in corporate restructuring & business
valuation.
• To prepare students to take advantage of the current scenario and understand how mergers, acquisition and
corporate restructuring are implemented.

1. Understand the essential requirement and object of learning the course;
2. Memorize the fundamental concept of M&A and legal regulation for restructuring of business;
3. Apply the methods associated for the valuation of business;
4. Learn the major pre-issues and post-issues related to M&A and corporate restructuring.
5. Understand the significance of hostile and friendly takeover.
Course Contents:
Unit –I: Merger & Amalgamation

Various Forms of Business Alliances, Strategic Choice of Type of Business Alliance, Who should go for Merger and
Acquisition and Take-over?, Defining and Selecting Target, Legal Aspects of Mergers/ Amalgamation and, Acquisition
Labour, Provisions of Companies Act, Regulation by SEBI, Takeover Code: Scheme of Amalgamation, Approval from
Court.
Unit-II: Valuation of Business

Pricing of Mergers (Pricing the Competitive Bid for Take-over), Negotiation/Approach for Merger, Acquisition and
Take-over, Contracting. Methods of Valuation–Cash-flow Basis, Earning Potential Basis, Growth Rate, Market Price etc
Unit- III: Implementation of Alliance

Computation of Impact on EPS and Market Price, Determination of Exchange Ratio, Impact of Variation in Growth of the
Firms, MBO, LBO, Boot Strapping. Implementation of Merger and Acquisition, Managing Post-Merger Issues, Legalities
Involved in Merger, Acquisition and Take-over, Ethical Issues of Merger and Take-over.
Unit –IV: Financing of Alliance

Accounting for Mergers, Financing the Mergers and Take-over, Corporate Restructuring, Divestment and Abandonment
Unit –V: Hostile Vs Friendly Takeovers

Defense against Hostile Takeover, Poisson Pill, Bear Hug, Greenmail, Pacman.Post Merger H.R. and Cultural Issues.
Criteria for Negotiating for Friendly Takeover
Text Books:
1. R. S Aurora, Mergers and Acquisitions, Oxford University Press.
2. Ramanujan, S. Mergers: The New Dimensions for Corporate Restructuring. Tata McGraw Hill.
References:
1. J. Fred Westan. Mergers and Acquisitions. Tata McGraw Hill.
2. Irene Rodgers, Successful Mergers, Acquisitions, and Strategic Alliances: How to Bridge Corporate
3. Cultures. Tata McGraw Hill.
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4. Depamphilis Donald. Mergers Acquisitions and Other Restructuring Activities. Academics Press.
5. Kevin, K. Boeh, Paul, W. Beamish, Mergers and Acquisitions: Text and Cases, Sage Publishers.
Journals:
1. Journal of Business Strategy, Emerald.
2. Advance in Mergers & Acquisitions, Book Series, Emerald.
3. Mergers & Acquisitions, Sage Publications.
4. Journal of re-structuring Finance, World Scientific.
6. The Journal of Indian Institute of Banking & Finance, http://www.iibf.org.in/iib_bankquest_new.asp
Magazines
1. Mergers & Acquisitions
2. Restructuring Business Magazine
3. Experteer Magazine
4. India Today
5. The Management Accountants-ICMA
International Financial Management

Code: PGF08 Credits: 03 Hours: 30
Course Objectives
• To familiarize the participants with concepts and practices of International Financial Management.
• To provide a conceptual framework of key decision areas in international finance. The course covers Forex
market, currency hedging, risk analysis, international financing and capital budgeting in multinational context.

1. Illustrate the basic understanding, requirements and motive of studying the course.
2. Understand the role of capital market in global level.
3. Learn the nature and structure of Foreign exchange market.
4. Comprehend the significance of FDI and FIIs in India.
5. Recognize the international debt instruments.
Course Contents:
Unit –I: Global Financial Environment

Global financial environment and IFM: Overview, objectives, functions. International Monetary System, MNCs and
functions, capital market: Role of foreign investment . Role of Finance Manager in the Global context, Balance of
Payment
Unit –II: Foreign exchange Market

Foreign exchange Market: Nature, structure, types of transactions, exchange rate quotations, spot and forward, Arbitrage.
Foreign exchange market in India: nature, structure, operations, and limitations. Exchange rate determination, forecasting,
Theories of Exchange Rate Behavior and Purchasing power parity

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Unit –III: Foreign Exchange Risk

Foreign Exchange risk exposure management, Types of risk: Exchange Risk reduction techniques, applications and their
limitations. Hedging, swaps, futures, and options.
Unit –IV: MNCs Organization Structure

Financial structure and International financing: Optimal financial structure and MNCs and their foreign subsidiaries;
International Equity; International debt markets and instruments.
Unit –V: International Investment Decisions

Foreign investment decisions: International capital budgeting; International portfolio management; FDI and FII in India.
Text Books:
1. Apte P G, International Financial Management, Tata McGraw-Hill
2. Shapiro, Multinational Financial Management, PHI Learning
References:
1. Eun, Resnik, International Financial Management, Tata McGraw Hill
2. Vyuptakesh Shran, International Financial Management, PHI Learning
3. Madudra Jeff, International Corporate Finance, Cengage Learning
4. Siddaiah, International Financial Management, Pearson
5. Madhu Vij, International Financial Management, Excel Books
Journals:
1. IIMB-Management Review
Fixed Income Securities

Code: PGF09 Credits: 03 Hours: 30
Course Objectives
• To develop understanding of fixed income securities and its markets, domestic and global.
• To understand the role of interest rate for internal functioning of fixed income securities markets.
• To develop understanding of bond portfolio management.

On successful completion of the course, students will be able to:
1. Understand and identification of features of fixed income securities and basic operations of fixed income markets.
2. Application of the discount cash flow analysis technique to price bond and the relationship between bond price
and yield.
3. Understand how duration and convexity as a risk management tools helps the user in analyzing fixed income
instruments.
4. Use basic interest rate derivatives like futures and options to manage risk and have general knowledge of other
interest rate derivatives like FRA, interest rate swap, and credit default swap.

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Course Contents:
Unit–I: Introduction to Fixed Income Securities

Fixed Income Markets, Market Participants and Instruments, Types of Bond, Bond Features, Risks Associated with
Investing in Bonds- Interest Rate Risk, Reinvestment Risk, Credit Risk, Exchange-Rate Risk, Inflation Risk, Liquidity
Risk, Volatility Risk, Bond Market Indices and Benchmarks
Unit–II: Pricing of Bonds

Review of Time Value of Money, Pricing Zero-Coupon Bonds, Pricing Coupon Bonds, Price-Yield Relationship,
Measuring Yield, Conventional Yield Measures- Current Yield, Yield To Maturity, Yield To Call, Yield To Put
Unit–III: Bond Price Volatility

Price Volatility Characteristics of Option Free Bonds, Measures of Bond Price Volatility- Duration, Properties of Duration,
Modified Duration, Convexity, Measuring Convexity, Properties of Convexity
Unit–IV: Term Structure of Interest Rates

Yield Curve, Determinants of the Shape of the Term Structure, Theories of Term Structure of Interest Rates
Unit–V: Bond Portfolio Management

Bond Immunization, Strips, Mortgage-Backed Securities Markets, Assets Backed Securities, Bond Indexes, Active
Portfolio Strategies, Tracking Error, Portfolio Rebalancing
Text Books:
1. Fabozzi, F.J. (2010). Bond Markets, Analysis and Strategies, 7th edition, Pearson International Edition.
References:
1. Johnson, R. and Stafford (2010). Bond Evaluation, Selection, and Management, 2nd edition, John Wiley &
Sons.
2. Martellini, L., Philippe P. and Stéphane P. (2003). Fixed-Income Securities: Valuation, Risk Management and
Portfolio Strategies, John Wiley & Sons.
Magazines:
1. The week
2. Outlook money
3. India Today
Project Planning, Analysis and Management

Course Objectives
• To provide an understanding and grounding of project finance
• To make students understand that how various projects are evaluated and their implications on decision making.

1. Understand and identify key elements of project finance.
2. Analyze how businesses decisions are related with project financing.

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3. Critically evaluate a project and how various tools of financial analysis of projects are implemented.
4. Propose an effective planning and implementation of projects.
Course Contents:
Unit –I: Project Planning

Overview: - Types of Capital Investments, Phases and objectives of Capital Budgeting, Strategy and Resource Allocation:-
Concept of Strategy, Diversification Debate. Strategic Planning and Capital Budgeting Generation and Screening of
Project Ideas: Monitoring the Environment, Corporate Appraisal, Sources of Positive Net Present Value.
Unit –II: Project Analysis

Market and Demand Analysis:-Situational Analysis and Specification of Objectives, Conduct of Market Survey, Demand
Forecasting, Marketing Plan; Technical Analysis: Manufacturing Process/technology, Project Charts and Layouts,
Schedule of Project Implementation; Financial Estimates and Projections: - Cost of Project, Means of Finance, Projected
Cash Flow Statement, Multi-Year Projections.
Unit –III: Project Selection

The Time value of Money, Investment Criteria, The Cost of Capital, Project Risk Analysis & Rate of Return, Assessing
Project Risk: completion risk, technological risk, economic risk, currency risk, political risk, environmental risk,
Force Majeure Risk, Special Decisions Situations: Social Cost benefit Analysis, Multiple Project and Constraints,
Valuation of Real Options, Judgmental, Behavioral, Strategic and Organizational Considerations.
Unit –IV: Project Financing

Financing of Projects: Capital Structure, Project Financing Structures, Financial Closure. Financing Infrastructure Projects:
Typical Project Configuration, Financial Structure and Corporate Governance, Financing Power & Telecommunication
Projects, Managing Risks in Private Infrastructure Projects, Public Private Partnership; Venture Capital and private
Equity:- The VC Investment Appraisal Process and Management, Current Concerns of the Indian VC and PE Industry.
Unit –V: Implementation & Review

Project management: Forms of Project Management, Project Planning & Control, Human Aspects of Project management,
Network Techniques for project Management: Project Review and Administrative Aspects: Projects, The post-audit,
Administrative Aspects of Capital Budgeting, Agency Problem.
Text Books:
1. Chandra, P. (2017). Projects - Planning Analysis, Financing, Implementation, and Review, Tata McGraw Hill. 8th
edition.
2. Khatua (2011). Project Management and Appraisal, Oxford University Press, 2011 edition.
References:
1. Ghattas, R. G. (2000). Practical Project Management, Pearson Education, edition year 2000.
2. John D.F. (2015). Project Financing, John Wiley & Sons. 3rd Ed, 2015
3. Paneerselvam, S.K. (2007). Project Management, PHI.
Journals:
1. Finance India
2. Project Financing https://ijglobal.com/
3. Indian Journal of Finance: www.indianjournaloffinance.co.in/
4. Using project finance to fund infrastructure - Wiley Online Library; www.onlinelibrary.wiley.com/doi

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Magazines
1. Outlook money
2. The Week
3. India Today
4. Vision-Journal of management, MDI
5. The Journal of Indian Institute of Banking & Finance, http://www.iibf.org.in/iib_bankquest_new.asp
6. Research & Journal – The Institute of Cost Accountants of India: icmai.in/icmai/news/209.php
Magazines
1. Outlook money
2. The week
3. India Today
4. The Management Accountants-ICMA

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Specialization : Human Resource

Talent Acquisition, Retention & Engagement
Code: PGH01 Credit: 03 Hours: 30
Course Objectives
• To understand various manpower planning techniques and also identify, define, assess and optimally apply
appropriate sources of recruitment.
• To develop ability of various selection tools, techniques and tests; plan appropriate selection strategies
and formulate selection procedures across a variety of verticals and business situations; plan and devise
orientation and on boarding programmes.
• To explain appropriate use of job descriptions, application forms and related staffing tools such as Internet
recruiting.
• To inculcate various retention strategies to ensure employee retention in organizations’ functioning.
• To develop different employee engagement strategies for organizational effectiveness.
Course learning outcomes

1. Identify ethical issues pertaining to recruitment, selection, staffing and retention decisions and their impact
to firm performance.
2. Interpret and apply a global outlook and an understanding of workforce diversity when dealing with issues
of equal opportunities and engagement of human resources in organizations.
3. Analyse various staffing strategy contributes to organizational effectiveness.
4. Integrate the staffing support activities, e.g. legal compliance, planning, and job analysis.
5. Compare and contrast workforce and talent data to identify trends and other actionable performance
information
Course Contents:
Unit I: Manpower Planning and Job Analysis

The human resource planning process; Indicators and trends; Ascertaining demand and supply in human resource,
Causes of demand, forecasting techniques and human resource requirements, Estimation of internal supply and external
supply, Linking manpower planning with strategic human resource management; Ergonomics.
Job analysis: Process and Rationale, Job Analysis techniques and relevance of Job Analysis.
Unit II: Recruitment, Talent Acquisition and Selection

Need for effective Recruitment, Process, methods and Contribution of Recruitment towards Organizational Success,
Challenges, assessing recruitment methods, Creative Talent Acquisition Strategies, Acqui-hiring, Head-hunting,
Executive Talent search, Internal mobility, Ethical issues in recruitment. Nature and Role of selection in Organizational
Effectiveness, Employee Selection Process, Employee Testing, Types of Selection Tests, Reliability and Validity of
process, Employee Interview, Problems and Steps to overcome. P-J-O fit, culture fit.
Unit III: Induction and Socialization

Nature and purpose of Induction and its role in HRM, Strategic choice of Induction Programme, Requisites of effective
Induction Programme, Evaluation of Induction Programme, Problems of Induction, Socialization process and its
Effectiveness

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Unit IV: Talent Retention and Employee Engagement
Employee Turnover, Cost and Consequences of Talent Departure, Diagnosing causes of Talent Departure, Measuring
and Monitoring Turnover and Retention Data, Concept of employee engagement. Designing Engagement Strategies,
Drivers of Engagements.
Benchmarking and Calculation of man-hour Full Time Equivalents (FTEs) in different industry sectors; Career
Management and Succession Plans.
Unit V: HR Decision-making and HR Analytics

HR Decision making, concept and importance of Analytics, Implementation of HR Analytics, Predictive HR Analytics.
HR Analytics and Changing Role of HR Managers.
Text Books:
1. Berger, Lance A. (2018), The Talent Management Handbook, Creating a Sustainable Competitive Advantage
by Selecting, Developing, and Promoting the Best People, Tata McGraw Hill.
2. Gareth, Robert (2007), Recruitment and Selection, Jaico Publishing.
References:
1. Cheese, Peter., Thomas, Robert J. and Elizabeth, Craig (2007), The Talent Powered Organization: Strategies
for Globalization, Talent Management and High Performance, Kogan Page.
2. Ashwathapa, K (2017), Human Resource and Personnel Management, Text & Cases, Tata McGraw Hill.
3. Nambudiri, W. and Cascio, R. (2010), Managing Human Resources: Productivity, Quality of Work Life,
Profits, Tata McGraw Hill.
Journals:
1. Journal of Entrepreneurship & Organization Management
2. Human Resource Management Review
Magazines:
1. Talent Management Magazine
2. People matters
3. Human Resources Today
Learning and Development

Course Objectives
• To define various terms relating to concepts, principles and process of Learning and Development.
• To identify different methods used in training need assessment and task analysis for which people need to be
trained.
• To explain the features and training methods required for transfer of learning.
• To designing training programmes and evaluating training effectiveness.
• To discuss approaches and techniques required for designing of training and developing.

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1. Determine the role of training program- attributes and factors in instructional emphasis for learning outcomes to
meet organization’s effectiveness.
2. Summarize role of training and development models such as System Model, Competency Models and Social Model for
structured training program.
3. Prepare and explain the training program design elements that should be incorporated to enhance learning and
transfer of training.
4. Point out organizational, group and individual learning needs, situational requirements, environmental context and
stakeholder’s characteristics for achieving strategic goals of organization.
5. Assess difference between training and non-training needs, training programmes’ effectiveness in terms of training
ROI, learning & performance improvements and strategic impact on organization’s effectiveness.
Course Contents:
Unit I: Understanding Learning, Training and Development

Concept of Learning: Learning: Theories, Process of Learning in Training Program- attributed and factors influencing;
learning styles, Instructional Emphasis for Learning Outcomes.
Employee Training and Development: concept and rationale, System Model of Training and Development, Organization
and Management of training function; Strategic Training. Future Trends
Unit II: Training Need Assessment

Training and the organization, Identification of Training needs, Training needs assessment Process-organization analysis,
Task analysis, and Person analysis; Competency Models, Scope of need assessment, Training that motivates adults to
learn
Unit III: Designing and Implementing Effective Training Programs

Designing the training program; Training climate and pedagogy; Selecting and preparing the Training Site, Choosing
Trainers, Program Design; Program developing training modules.
Training methods: Lecture, Demonstration, Syndicate, Simulation, Business Games, Vestibule, Computer Based Training,
Programmed Instruction emphasis for learning outcome, T-Group Training, In-basket Techniques. Virtual Training, Training
and Artificial Intelligence, Machine Learning Application in eLearning
Transfer of Training: Work environment characteristics that influence transfer, Technologies to support.
MOOCS, Mentoring, Coaching, Role of Social Model in imparting Training, Sources of knowledge/skill acquisition,
training for executive level management
Unit IV: Training Evaluation

Introduction, Reasons for Evaluating Training, Evaluation Process Donald Kirkpatrick’s Evaluation Model, Measuring
changes in knowledge, skills, attitude & behavior, Measuring Changes in level of effectiveness, Determining Return on
Investment (ROI): Cost- Benefit Analysis. Training as Feedback Mechanism. Management development implication.
Enhancing Learning and Development effectiveness with Analytics.
Unit V: Cross-Cultural Training

Introduction to Cross-Cultural Training, Dimensions and Determinants of Cultural Differences, How do people and
practices differ across cultures, Expatriates competencies, Cross-cultural training methods.
Text Books:
1. Noe Raymond A & Kodwani Amitabh Deo, (2017) “Employee Training and Development”. Tata McGraw Hill.
2. B Janakiram (2007), “Training & Development”. Biztantra.

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References:
1. Dlanchard, P Nick, & James W. Thacker (2012), “Effective Training-Systems, Pearson Education
2. Janakiram, B. (2007). “Training & development, Biztantra innovations in management.” Dreamtech press.
3. Rolf P. Lynton & Udai Parikh (2011), “Training for Development”. Sage Publications Pvt. Ltd
4. Sahu, R. K (2005). “Training for development: All you need to know”. Excel Books.
5. Irwin L. Goldstein, Herbert (2001). “Training in Organization”. Cengage Learning
Journals:
1. International Journal of Training and Development http://onlinelibrary.wiley.com/journal/10.1111/ (ISSN)1468-
2419
2. Training and Development journal (Indian Society for Training and Development) http://
www.indianjournals.com/ijor.aspx?target=ijor:tdj&type=home
Magazines:
2. Human Capital
Performance Management and Competency Mapping

Course Objectives
• To augment the student with various systems and practice of performance appraisal.
• To train them for designing the appraisal, understanding the errors of performance rating.
• To develop an understanding about the competency based HR practices.
• To equip the students with the technique of identifying and mapping competencies.
• To help students learn the art of developing and validating competency models.

1. Identify and communicate appropriate actions with employees (e.g. training and development, wage increase,
promotion, bonus etc.) based on their competencies and performance strengths and weaknesses.
2. Interpret organizations performance management process and competency dictionary that is compliant with law
and supports organizational mission and strategy.
3. Employ job-related performance standards and performance indicators that reflect the employees’ range of
responsibilities.
4. Assess how increased employee involvement and competency profiling can contribute to effective performance
and coach employees to identify career paths and resources available to support individual development.
5. Compare and contrast various organizational performance management best practices and competency frameworks
and therefore define attributes of effective performance management and competency systems.
Course Contents:
Unit I: Introduction to Performance Management

Evolution of performance management, Objectives of performance management, Issues and Problems in performance
appraisal, Linkage of Performance Management to other HR Processes, Job Description and Job Analysis in Performance
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management, Determinants of Job Performance, Goal setting, KRA, KPI’s, Components of Effective Performance
Management, Performance Management Process.
Unit II: Performance Appraisal Methods and Implementation

Methods of Appraisal, Bell Curve, Types of rating scales, Appraisal Forms and Formats, Performance Feedback and
Counseling, RSDQ Model, Performance Analysis, Errors in rating diagnosing, Causes of Poor Performance, Performance
Linked Career Planning and Promotion Policy, Performance Feedback, Evaluating Efficacy of PMS system, Concept of
High Performance Work System (HPWS).
Unit III: Competency Mapping

Concept and Definition of Role and Competency, Characteristics of Competency, Competency Versus Competence,
Performance Versus Competency, Types of Competencies, Context and Relevance of Competencies in Modern
Organizations
Unit IV: Competency Frameworks/ Model

Competency framework,, Development of competency framework, Lancaster Model of managerial competencies, mapping
the competencies to positions, Competency Dictionary.
Unit V: Integration of Competency Based HR System

Steps in development of competencies map, Studying job, processes, and environment, studying attributes of good
performer; Strategy structure congruence, Structure Role congruence - Each role to be unique, Non-Repetitive, and
Value adding; Vertical and horizontal role congruence
Text Books:
1. Sanghi, Seema. (2016), The Handbook of Competency Mapping: Understanding, Designing and Implementing
Competency Models in Organizations, Sage.
2. Armstrong, Michael. and Baron, Angela. (2008), Performance Management and Development, Jaico
Publications.
References:
1. Rao, T.V. (2004), Performance Management and Appraisal Systems-HR Tools for Global Competitiveness,
Response Books.
2. Sharma, Radha. (2002), 360 Degree Feedback, Competency Mapping & Assessment Centers For Personal and
Business, Tata McGraw Hill.
3. Pulakos, Elaine D (2009), Performance Management: A New Approach For Driving Business Results, Wiley-
Blackwell.
4. Hellriegel, Don., Jackson, Susan E., Slocum, John W. (2007), Management – A Competency Building Approach,
, Cengage Learning.
Journals:
1. International Journal of Business Performance Management
2. International Journal of Productivity and Performance Management
Magazines:
1. Human Capital

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Compensation Benefits and Reward Management

Course Objectives
• To acquaint students with various conceptual and practical approaches to obtain compensation decisions
• To understand issues related to compensation in corporate sector,
• To identify factors affecting pay structure of an organization
• To impart skills amongst students in designing compensation management system, policies and strategies.

1. Relate compensation management to wage theories and concepts.
2. Describe the process and evaluate the implications of job evaluation
3. Identify the internal and external environmental factors that have an impact on the pay structure of an organization.
4. Demonstrate an understanding of the process of designing a pay structure.
5. Analyze, integrate, and apply the knowledge to solve compensation related problems in organizations.
Course Contents:
Unit I: Overview of Compensation Management

Concepts, Objectives of Compensation, Dimensions, Components of compensation, Factor influencing Compensation,
Wage concepts, Theories of Wages. Strategic Perspectives on Compensation
Unit II: Designing Compensation

Job Evaluation: Aspects, Objective, Principles, Procedure & Methods, Designing a Compensation System, Establishing
a Pay Structure,: Purposes & Types, Graded Pay Structures, Broad-banding.
Unit III: Incentives and Rewards

Reward Management: Concept, Aims, Components of Reward system, Role of Reward in organization–Strategic
perspectives of Reward, Reward as a motivational tool
Incentive Schemes: Nature, Importance and drawbacks of Incentive payments, Pre-requisites for an efficient system,
Types of Incentive Schemes.
Performance linked Compensation: Reasons, types of performance based compensation schemes, Variable Performance
Linked Pay (VPLP), Employee Stock Option Plan (ESOP); EVA.
Unit IV: Employee Benefits and Services

Overview, Types of Employee Benefits and Services, Principle of Fringe Benefits, different steps in administration of
benefits and services, future of fringe benefits, a Executive Remuneration: Elements, Executive compensation strategies,
trends of Executive remuneration. Preparation of Salary sheet using Microsoft Excel. Overview of Compensation
Analytics
Unit V: Legal Aspects of Compensation

Wage related laws: Minimum Wages Act, 1948, Payment of Wages Act 1936, Equal Remuneration Act 1976, Payment of
Bonus Act 1965.
Employee Benefits and Social Security related laws: Payment of GratuityAct, 1972: Provident Fund Act 1952, Workmen’s
Compensation Act 1923, E.S.I.C. Act, 1948, Maternity Benefit Act 1961. Ethics in Compensation

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Text Books:
1. Dipak K. Bhattacharya, Compensation Management, Oxford Press
2. Singh, B.D., Compensation and Reward Management, Excel Books
References:
1. George T Milkovich, Jerry Newman, Compensation, Tata McGraw Hill
2. Henderson, R.I., Compensation Management in a knowledge -Based world, Pearson Education.
3. Martocchio J Joseph, Strategic Compensation, Pearson Education
4. Mousumi S. Bhattacharya, Nilanjan, Compensation Management, Excel Books
Journals:
1. Journal of Business Research
https://www.journals.elsevier.com/journal-of-business-research
2. Compensation and Benefit Review
https://journals.sagepub.com/home/cbr
Magazines:
Industrial Relations & Labour Law

Course Objectives
• To provide the students with the opportunity to explore a basic theoretical approach (framework) of Industrial
relations with an objective to develop a practical understanding of the dynamics of Industrial relations and
Labour Law in India.
• To apprise the students of the industrial practices and dispute resolution approaches
• To develop an understanding of the Collective bargaining process and learn the laws relating to Social Security
and Working conditions
• To learn the salient features of welfare and wage legislations and laws related to working conditions in different
settings.
Course Learning Outcome

1. Understand Industrial Relations framework and know the development and the judicial setup of labour laws.
2. Develop knowledge of various laws of HRM and analyze, interpret and implement labour laws in the organization
3. Integrate the knowledge of Labour Laws, Social Security and Working conditions in General HR practice.
4. Interpret and apply the use collective bargaining and grievance redressal mechanism
5. Analyse and implement various laws and the industrial discipline in the organization.

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Course Contents:
Unit I: Introduction to Industrial relations

Industrial Relations : Concept, objectives, functions, significance & aspects of IR, Emerging challenges of IR in India,
Linking Industrial Relations with economic growth of a country, Code of Conduct
Trade Union: Development of trade unionism, functions, type and structure, problems & suggestive remedial measures
of trade unions, The Trade Unions Act 1926- objectives, recognition and registration, Industrial Democracy &
Participative Management.
Unit II: Industrial Dispute

Industrial Disputes : Historical development of Industrial Disputes legislation in India – I.D. Act 1947- Objects and
reasons - Definition of industry, appropriate government, closure, industrial dispute, individual dispute, lay-off, lock-
out, retrenchment - strike.
Works Committee - Conciliation Officer - Board of Conciliation – Court of inquiry - Labour Court- Tribunals - National
Tribunal - Constituting Boards. Voluntary reference of disputes to arbitration, Adjudication
Unit III: Resolutions

Collective Bargaining: Significance, types & Procedure of collective bargaining Discipline: The Industrial Employment
(Standing Orders) Act 1961, Misconduct, Disciplinary Action, Types of punishments, Code of Discipline, Domestic
Enquiry
Grievance Function in IR: Grievance Settlement Procedure, Industrial Disputes: Preventive & Settlement Machinery in
India.
Unit IV: Social Security Laws:

The Factories Act, 1948 & The Shop & Establishment Act 1948, The Workmen’s compensation Act, 1972,The Contract
Labor (Abolition & regulative) act, The ESI Act, 1948,
Unit V: Wage Laws

The Payment of Wages Act, 1936, Minimum Wages Act, 1948 The payment of Bonus Act, 1965, The payment of
Gratuity Act, 1972 The Maternity Benefit Act, 1961, Employee’s Provident fund & Miscellaneous Provisions Act, 1952
Text Books:
1. Mamoria CB, Mamoria, Gankar , Dynamics of Industrial Relations ,Himalayan Publications,
2. Singh B.D. ,Industrial Relations & Labour Laws ,Excel,
Reference Books:
1. Srivastava SC 2000, Industrial Relations and Labour Laws ,Vikas Publication
2. Venkata Ratnam, 2006, Industrial Relations ,Oxford
3. Monappa Arun , Nambudiri (2017) Industrial Relations and Labour Law ,McGrawHill
Websites:
www.labour.nic.in
www.hrmguide.net

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Strategic Human Resource Management

Course Objectives
• To acquaint the students with the strategic perspective of HRM
• To help them draw linkage between HR strategy with overall corporate strategy
• To identify the strategic role of specific HR systems and the role of SHRM in the context of changing forms of
organizations.

1. Define human resource management from a systemic, strategic perspective.
2. Identify and apply the linkages between HRM functions, structures and culture.
3. Develop a broader perspective of business through the development of a strategic HR viewpoint.
4. Draw conclusions and inferences on how human resource strategy tie into overall organizational strategy
5. Demonstrate critical business skills of planning and managing strategic activities.
Course Contents:
Unit I: Strategic Human Resource Management
Introduction to Business and Corporate strategies & Integrating HR strategies with business strategies. Definition
and Components; Investment Perspective of SHRM :Risks and Factors determining the investment orientation, Strategic
HR vs. Traditional HR, Barrier to Strategic HR, Role of HR in Strategic planning. HR Environment; HRM in Knowledge
economy.
Unit II: Strategic Fit
A conceptual framework, Linking between HR strategy and Business Strategy: The best Fit Approach, HR bundles/
Configuration Approach, The best practice approach; Business and Human Resource Planning; Job Analysis and
SHRM: Competency based Job- Analysis.
Unit III: Strategic HR Acquisition
An Overview Human Side of Mergers and Acquisitions three- stage , Staffing System, Strategic Recruitment and
Selection, Linkage between Business Strategy and Training and Development, HRM and Firm performance linkages:
Measures of HRM performance; Sustained competitive advantages through inimitable HR Practices.
Unit IV: Strategic Reward and Compensation Systems
Strategic Reward, Business Strategy and Compensation; Career Management: An SHRM Approach, Employee and
career development systems.
Unit V: Strategic HR Decisions
Strategic HR issues in global assignments – expatriates selection, impatriate & repatriation. Downsizing and
Restructuring, Domestic and International Labor market, Mergers and Acquisition, HR Outsourcing and Off shoring,
Evaluating the Effectiveness of SHRM.
Text Books:
1. Mello, Jeffrey A. (2014), Strategic Human Resource Management, CENGAGE Learning
2. Tanuja Agarwala (2007), Strategic Human Resource Management, OXFORD
References:
1. Kandula Srinivas R. (2002), Strategic Human Resource Development, PHI
2. Kesho Prasad (2011), Strategic Human Resource Development, PHI

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3. K. Prasad (2008), Strategic Human Resource Management, MACMILLAN
4. Boselie. Paul (2010),Strategic Human Resource Management, Tata McGraw Hill
5. Armstrong, Michael(2012), Strategic Human Resource Management, Viva Books
Journals:
1. Journal of Strategic Human Resource Management
2. Journal of Human Resource Management
Magazine:
1. Strategic Human Resource Management
Management of Change and Organizational Effectiveness

Course Objectives
• To develop the ability to understand organizations from change perspective.
• To ingrain understanding of role of change agent, nature and process of various individual level, group level,
techno-structural.
• To inculcate the tools and interventions used to diagnose organizational change.

1. Recognize the key concepts, research, theories and models in organizational change and development that
contributes in organization’s effectiveness.
2. Explain the role of components of organizational culture, climate and socialization for smooth process of change.
3. Associate relevant skills in building collaborative, mutually trusting relationships in an organizational system,
contracting with clients and implementing interventions adhering to the principles of OD practices.
4. Combine elements of organizational power, politics and conflict management for managing designing interventions
and their field of use.
5. Compare benefits and shortfalls of various OD tools and interventions for individual, team and group for
managing OD process effectively.
Course Contents:
Unit I: An Introduction to Change Management

Organizational Change: Definition, Forces for Change, Types, Models, Change agents, Change Options, Resistance to
Change, Strategies for Managing Change OD & Intervention Techniques: Organizational Development concepts,
Underlying Principles of OD, Intervention Techniques, Models and Theories of Planned Change
Unit II: Organizational Climate & Culture

Concepts, Changing Organization Culture, Strategies for merging Organizational Culture ,Strategies for strengthening
Organizational Culture Organizational Socialization: Concepts, Dimensions, Stages, Model, Strategies for managing
Socialization process, Diagnosing problem, Reverse Mentoring
Unit III: Organizational Power, Politics and Conflict Management

Organizational Power: Model of power in organizations, sources of power, contingencies of power, networking and
power. Organizational Politics: Concepts, Sources, Contingency approach, Contingency model, Political implication,

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Strategies for managing political activities. Conflict Management: Concepts, Types of conflicts, analyzing interpersonal
conflict (Johari window), Conflict Management style, Strategy for minimizing dysfunctional conflict.
Unit IV: Organizational Structure and Design
Concepts, Elements of Organization Structure, Types, Emerging form of structures, Contingencies of Organizational
Design,
Unit V: Organizational Development
Definition; History, values and beliefs in OD; Implementation of Organisational Development. OD Interventions: Individual,
Dyads / Triads, Team & Groups, Inter – Group relations Total Organisation, Structural Interventions, Consultants –
Client Relationship. Managing OD process: Diagnosis, Anticipating & Forecasting, Action Components, Program
Management, Action Research, MBO, Quality of Work Life.
Text Books:
1. French & Bell (2001), “Organization Development”. Pearson Education.
2. Singh, Kavita. (2010), “Organizational Change & Development”. Excel books
References:
1. Cummings, T. G., & Worley, C. G. (2002). Organization development and change. USA: Thomson South-
Western.Ramnarayar & Rao, T V, Organization Development: Intervention & Strategies, Response.
2. Wendell L. French, Cecil, (2005) “Robert, Organization Development and Transformation”. TATA McGraw
Hill.
3. Harsh Pathak, (2010) “Organisational Change”. Pearson.
4. Radha R Sharma, (2017) “Change Management and Organisational Transformation”. Tata McGraw Hill.
Journals:
1. Journal of Organizational Change Management- https://www.emeraldinsight.com/journal/jocm
2. Organization Development and Change- http://aom.org/Divisions-and-Interest-Groups/Organization-
Development-and-Change/Organization-Development-and-Change.aspx
Magazines:
2. HR Magazine
HR Metrics & HR Analytics

Course Objectives
• To introduce students to the theory, concepts, and business application of human resources research, data, metrics,
systems, analyses, and reporting.
• To prepare students for one of the most important analytic skills: to be able to present data effectively to communicate
results and recommendations to decision makers.
• To develop ability to track, store, retrieve, analyze and interpret HR data to support decision-making.
• To learn use of applicable benchmarks/metrics to conduct research and statistical analyses related to Human Resource
Management, and will prepare reports to present findings and recommendations.

1. Understand and employ appropriate software to record, maintain, retrieve and analyze human resources information
(e.g., staffing, skills, performance ratings and compensation information).

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2. Identify and analyze appropriate internal and external human resource metrics, benchmarks, and indicators.
3. Operate relational databases and make recommendations regarding the appropriate HRIS to meet organization’s
human resource needs.
4. Prepare and appropriately represent an analysis of workforce and talent data to identify trends and other actionable
performance information.
5. Measure the effectiveness of HR processes and interventions and help transform the HR function from service
provider to business enabler.
Course Contents:
UNIT I: Introduction to HR Analytics
Defining HR research and Quantitative HRM, Introduction and Evolution of HR Analytic, Current Approaches to
Measuring HR, Consequences of not measuring HRM, Common problems with metrics, Using statistical tests in HR
Research.
UNIT II: Analysis Strategies
Data Sourcing and Data Mining; Data Collection Sources & Methods; Trend Analysis; Stages of HR Analytics,
Leveraging HR Analytics for Organizational Success, HR Analytics and HR Delivery Model.
UNIT III: HR Metrics
Concept, use of HR metrics in an organization, HR metrics design principles. Approaches for designing HR metrics:
The Inside-Out Approach, The Outside-In Approach; Align HR metrics with business strategy, goals and
objectives.
UNIT IV: Staffing Metrics
Training ROI, measuring employee satisfaction, attitude measurement and survey, Training evaluation models, tracking
the value of career management, measurement, Performance metrics, performance matrix – Shingo prize model, EFQM,
and Baldridge criteria calculating 6sigma, assessing the training organization, customer focused metrics, BSC, HR
Scorecard, performance measurement using ranking and rating systems, scales for evaluation of performance, HR‘s
role in value chain, HR Accounting.
UNIT V: HR Analytics – Cases
Connecting it to revenues and expenses, calculating various wage/salary related measures, Quantitative application in
Compensation – percentiles, cost benefit analysis, and comparators, Mistakes in compensation designing, Employee
benefits, Calculation of incentives, measuring the impact of weak incentives.
Text Books:
1. Bhattacharyya, Dipak Kumar (2017), HR Analytics, Understanding Theories and Applications, , Sage.
2. Alexis A. Fink and Michael C. Sturman (2017), HR Metrics and Talent Analytics, The Oxford Handbook of
Talent Management.
References:
1. Hair, Black, Babin & Anderson (2014), Multivariate Data Analysis, Pearson Education India.
2. Anderson, T W (2009), An Introduction to Multivariate Statistical Analysis, Wiley.
3. Montgomery, Peck and Vining. (2006), Introduction to Linear Regression Analysis, Wiley.
4. Chatterjee and Hadi. (2013), Regression Analysis by Example, Wiley
Journals:
1. HR Analytics
2. HR Metrics
Magazines:
1. HR Analytics - Digitalize Magazine
2. Human Capital

88
Specialization : Information Technology

Business Intelligence and Data Mining
Code: PGIT01 Credits: 03 Hours: 30
Course Objectives
• To learn the major framework of computerized decision support through business intelligence
• To understand what data warehousing and data mining are and how data warehousing and data mining can be
employed to solve organizational problem
• To know how to apply the software for data mining techniques and discovered the different pattern from the data
for business decision

1. Understand the recent technological advances of Business Intelligence.
2. Understand the reliance of modern day business on accuracy and extent of data.
3. Understand the basic concepts of Data Warehousing & Data Mining and differentiate it from database management
systems.
4. Gain hands-on experience on data mining software
5. Derive actionable information for better decision-making using BI & Data Mining Tools.
Course Contents:
Unit-I: Introduction to Business Intelligence (BI)

Concepts and Definitions of Business Intelligence (BI), BI Data Sources and Architecture, Strategies for Implementing
BI, Managing a BI Project, Major tools and techniques of Business Intelligence
Unit-II: Data Warehousing Building

Data Warehousing Concepts and Definitions, Characteristics of Data Warehousing, Data Warehousing process overview,
Data Warehousing (DW) Architectures, Data Integration and The Extraction, Transformation, and Load (ETL) Processes,
Overview of Data Mart and Meta Data.
Unit-III: Data Mining (DM) Techniques and Applications

Fundamental Concepts and Architectural aspects of Data Mining, Data Mining and Knowledge discovery in database,
Data Mining Tools and Techniques: Decision Trees, Neural Networks, Genetic Algorithms, Rough Sets and Fuzzy Logic,
Application of Data Mining in Retail, Data Mining in Customer Relationship Management, Data Mining in Banking.
Unit-IV: Advanced Mining Techniques

Web Mining (Web content Mining, Web usage Mining, Web Structure Mining) and Mining for e-Business, Text Mining
and Social Media Analytics
Unit-V: An Excel Based Data Mining Tools – Lab-Work (Practical)

The iData Analyzer, KADD Application, Creating a Simple Pivot Table, Pivot Table for Hypothesis Testing, Creating a
Multidimensional Pivot Table, Correction and Regression Analysis, Clustering Algorithms
Text Books:
1. Hungbo Du, Data Mining Techniques and Applications, Cengage Leaning
2. Roiger, Michael Geatz, Data Mining ATutorial Based Primer, Pearson
89
References:
1. Efraim Tyrban , Business Intelligence A Managerial Approach, Pearson
2. Prabhu, CSR, Data Warehousing: Concepts, Techniques, Products and Applications, Prentice Hall of India
3. Efraim Tyrban, Decision Support and Business Intelligence System, Pearson
4. G.K Gupta, Introduction to Data Mining with Case Studies”, PHI
5. Vikram Pudi, P. Radha Krishna, Data Mining, Oxford University Press
Journals:
1. International Journal of Information Technology and Management Information System (IJITMIS), IAEME
Publication (Open Access)- URL: http://www.iaeme.com/IJITMIS/index.asp
2. Journal of Technology Management and Innovation (Open Access) -URL: www.jotmi.org
3. International Journal of Business and Management- (Open Access)- URL: http://www.ccsenet.org/journal/
Magazines:
1. DataQuest
2. PCQuest
3. Computer World
Enterprise Resource Planning (ERP)

Course Objectives
• To understand what & how business processes can be radically improved, dramatically reducing process cycle
time and cost through implementation of ERP.
• To provide a clear perception of concept of ERP in its broader perspective and promote understanding and
awareness of the organizational level before launching the implementation of an ERP system.

1. Understand the basic concepts and architecture of ERP, including its various components and intricacies
2. Understand the recent trends as well as the competitive advantages offered by an ERP in a business organization.
3. Understand the importance and the implementation of ERP across the various business functions of an
organization, i.e. marketing, HR, Supply Chain, Finance, Accounting, etc.
4. Understand the implementation of ERP projects
5. Contribute to the organizations’ value chain using ERP
Course Contents:
Unit-I: Introduction to Enterprise Resource Planning

Concepts and Definitions of ERP, Needs and Evolution of ERP Systems, Common Myths and Evolving Realities,
Technology behind ERP System, Present Global and Indian Market Scenario of ERP

90
Unit-II: ERP Implementation Life Cycle

Planning process for ERP: Understanding Organizational Requirements, Evaluation & Selection criterion for ERP Product,
Selecting the Right ERP Package, Feasibility Study, Gape Analysis, Reengineering, Customization, and Go-Live and Post
Implementation, ERP implementation strategies
Unit-III: Functional Modules of an ERP Package

Sales and Marketing Processes, Sales and Marketing Modules in ERP Systems, ERP and Customer Relationship
Management, Integration of Sales and Distribution with Other Modules,
Accounting and Finance Processes, Management Control Processes in Accounting, Accounting and Finance Modules
in ERP Systems, Production Planning and Manufacturing Processes, Production Planning and Manufacturing Modules
in ERP Systems, Material Management Modules in ERP Systems, Resources Management Processes, Human Resource
Information Systems, Human Resource Modules in ERP systems, Integration of HR Modules with other Modules
Unit-IV: Managing an ERP Project

ERP project implementation success and causes of project failures, Risks in Implementing an ERP system, Managing
large-scale ERP projects- Managing risk factors, comparison of successful vs. unsuccessful ERP projects.
Unit-V: Emerging Trends in ERP:

Mobile ERP, Cloud ERP, Intelligent ERP, Social Media Integration ERP System, Open Source ERP
Text Books:
1. Alexis Leon, Enterprise Resource Planning, Tata McGraw Hill.
2. Mary Sumner, Enterprise Resources Planning, Pearson Education Publication
References:
1. Ellen Monk & Bret Wagner, Enterprise Resource Planning, Cengage Learning.
2. Altekar, Rahul V, Enterprise Resource Planning, PHI
3. Garg Vinod Kumar, Enterprise Resource Planning : Concepts and Practice, PHI
4. Ashim Raj Singla , Enterprise Resource Planning, CENGAGE Learning.
5. Veena Bansal, Enterprise Resource Planning: A Managerial Perspective, Pearson
Journals:
1. International Journal of Information Technology and Computer Science (IJITC), MECS PRESS (Open Access) -
URL: http://www.iaeme.com/IJITMIS/index.asp
2. Journal of Enterprise Resource Planning Studies, IBIMA Publishing ( Open Access) URL : http://
ibimapublishing.com/journals/journal-of-enterprise-resource-planning-studies/
Magazines:
1. DataQuest
2. PCQuest
3. Computer World

91
Big Data Analytics

Course Objectives
• To make the aspiring students acquainted with the conceptual as well as practical knowledge of BIG Data practical,
concepts and real-time applications
• To promote understanding and awareness of data visualization and big data analytics.

1. Understand the evolution of data, its storage and applications
2. Differentiate between generic data and Big Data
3. Understand the Big Data ecosystem, along with its various components
4. Apply Big Data Analytics Software & Tools
5. Apply Data Visualization to overcome business challenges
Course Contents:
Unit-I: Introduction to Big Data

Introduction– distributed file system–Big Data and its importance, Four Vs, Drivers for Big data, Big Data AnalyticsBig
Data Applications. Algorithms using Map Reduce
Unit-II: Introduction to Hadoop and Hadoop Architecture

Big Data – Apache Hadoop & Hadoop Ecosystem, Moving Data in and out of Hadoop – Understanding inputs and
outputs of Map Reduce -, Data Serialization.
Unit-III: An Overview on Open Source Applications and “R”- Programming: Lab-Work (Practical)
Concepts and Definitions of Opens Source Technology, Open Source Applications, Introduction to R, The R environment,
Simple manipulations; numbers and vectors, Objects, their modes and attributes, Ordered and unordered functions,
Arrays and matrices, Lists and data frames, Reading data from files, Probability distributions, Grouping, loops and
conditional execution, Writing your own functions, Statistical models in R, Graphical procedures, Packages
Unit-IV: Beginning Data Visualization with R: Lab-Work (Practical)

Basic graphs in R, Scatter Plot, Histogram, Bar & Stack Bar Chart, Box Plot, Area Chart, Heat Map, Correlogram, gg2plot
Unit-V: Data Analytics in R-Software: Lab-Work (Practical)

Measure of central tendency: Mean, Median & Mode, Measure of dispersion- Standard Deviation, One-Sample tests
of hypothesis, Two-sample tests of hypothesis, Multiple Regression and Correlation Analysis, Cross Tabulation and
Chi-Square Test, Factor and Cluster Analysis, live project on Big Data analytics
Text Books:
1. Thomas Erl, Big Data Fundamentals, Pearson Education
2. Vijay Agneswarne , Big Data Analytics Beyond HADOOP, Pearson Education
References:
1. Frank J Ohlhorst, Big Data Analytics: Turing Big Data into Big Money, Wiley India.
2. Paul C Zikopoulos, Understanding Big Data Analytics, McGraw Hill
3. Albright, Zappe, Winston, Data Analysis, Optimization and Simulation Modeling, Cengage

92
4. Michael Minelli, Big Data Analytics, Wiley

5. Anil Maheshware, Data Analytics, McGraw Hill
Journals:
1. International Journal of Information Technology and Computer Science (IJITC), MECS PRESS (Open Access)
URL: http://www.iaeme.com/IJITMIS/index.asp
2. Indian Journal of Science and Technology (Open Access)-URL: www.indjst.org
Magazines:
1. DataQuest
2. PCQuest
3. Computer World
Internet Technology and E-Commerce

Course Objectives
• To provide a clear perception of concept of Internet in its broader perspective and a comprehensive picture of
conducting e-commerce on Internet.
• To understanding of the relationships among e-commerce business concerns, Internet technology and the social
and legal context of e-commerce.

1. Understand the recent application areas ofE-commerce, Education and Entertainment
2. Cognize the support of GPS, QR codes, RFID, location and context awareness
3. To explain the differentiation with conventional commerce
4. Gain hands-on experience on B2B business models; C2C business model, B2G business model, C2B business
model and B2E Business model
5. To explain the Electronic Billing Presentment and payment processes
Course Contents:
Unit-I: The Internet and WWW

Evolution of the Internet, Growth of the World Wide Web and Big Data, Client-Server model, Architecture of the
Intranet/ Internet /Extranet, Access methods: dialup, ISDN, ADSL/2+, cable, LAN, WIFI, Mobile & Satellite, Proxy
servers, Application areas: E-commerce, Education, Entertainment such as games and gambling, Internet of Things
(IoT) Search Engines, web bots, integrity of information, databases online
Unit-II: Process, Standards and Protocols

TCP/IP model, TCP/IP fixed and dynamic IP addressing, IPv4 and IPv6, DNS and URLs, Email: email clients, server and
gateways; SMTP, POP3, IMAP and Webmail, File transfer – FTP, Remote login – telnet. WWW – HTTP and HTTPS,

93
Role of W3C , Accessibility, Mobile and Ubiquitous computing, EDGE/3G/HSPA+/4G ,GPS, QR codes, RFID, location
and context awareness
Unit-III: An Overview of E-Commerce

Definitions of Electronic Commerce, Evolution- Changing phases of E-commerce, Advantages and Disadvantage of E-
commerce, differentiate with conventional commerce, E-commerce web sites, E-business Vs. E-commerce, E-commerce
business models B2C business models; B2B business models; C2C business model, B2G business model, C2B business
model and B2E Business model
Unit-IV: E-commerce Payment Systems

Types of payment systems: Checking transfer; Credit card; SET: Secure electronic payment protocol; Digital wallets;
Digital cash; Online stored value systems; smart cards; Digital accumulating balance payment systems; digital credit
card payment systems; Electronic Billing Presentment and payment (EBPP)
Unit-V: E-Commerce Marketing Concepts

Consumers’ online, The Internet audience and consumer behavior; Marketing concepts and Internet marketing
technologies; online market research
Text Books:
1. Gary Schneider, E-Business, Cengage Learning
2. P.T. Joseph, E-commerce: an Indian Perspective, PHI
References:
1. Awad, Elias M, Electronic Commerce, PHI
2. Reynolds, Jonathan, E-Business A Management Perspective, OXFORD University Press
3. Gary P. Schneider , E-commerce: Strategy, Technology, and Implementation, 9/e, Cengage Learning
4. C.S.V. Murthy, E-Commerce-Concepts, Models, Strategies, Himalaya Publishing House
5. Whitely David, “E-Commerce, Tata McGraw Hill
Journals:
1. International Journal of Computer Application (IJCA), MECS PRESS (Open Access) URL : http://
www.iaeme.com/ IJITMIS/index.asp
2. Indian Journal of Science and Technology (Open Access)- URL : www.indjst.org
Magazines:
1. DataQuest
2. Computer World
3. PCQuest

94
Managing Software Project

Course Objectives
• To learn how to deliver successful software projects that support organization’s strategic goals and match
organizational needs to the most effective software development model.
• To plan and manage projects at each stage of the software development life cycle (SDLC) and to create project
plans that address real-world management challenges

1. Distinguish between Software engineering & Software project management
2. To understand the challenges in software project management,
3. To explain the need and importance of software project scheduling
4. To acquire knowledge of Risk analysis tools and their techniques
5. Gain hands-on experience on Software Implementation- Implementation Processes
Course Contents:
Unit-I: An Overview of Software Project Management

Introduction, Define Project, Software Project, Importance of Software Project Management, Software Projects Vs.
other types of project, Distinguish between Software engineering & Software project management, Challenges in
software project management, Software Project Life Cycle.
Unit-II: Software Project Planning, Evaluation and Selection

Need of Software Project Initiative for Business, Evaluation of Individual projects, Cost-benefit evaluation techniques,
Feasibility study and its techniques. Software project planning and its steps for project planning. Selection of an
appropriate project approach: Build or Buy, choosing methodology and technologies, Software process and process
models.
Unit-III: Software Project Estimation and Scheduling

Need, process and techniques for software project estimation, Software Metrics, COCOMO model, PUTNAM model,
Capers Jones Estimating Rules of thumb. Need and Importance of software project scheduling, process and tools for
software project scheduling.
Unit-IV: Risk Management and Resource Allocation

Risk, categories of Risk, Risk Identification, Assessment and Management, Evaluating risks to the schedules, Risk
analysis tools and techniques; PERT techniques, Resource Allocation: The nature of resources, identifying resource
requirement, scheduling resources.
Unit-V: Software Project Quality and Software Project Execution

Software Quality- Importance of software Quality, Quality Management System, ISO, techniques to help enhance
software quality, Testing and software Reliability, Software Project Execution- Project Monitoring, Tracking and Software
configuration Management, Software Implementation- Implementation Processes.
Text Books:
1. Bob Hughes, Mike Cotterell, Rajib Mall, Software Project Management, Tata McGraw Hill Education Private
Limited, New Delhi.
2. Joseph Phillips, IT project Management, Mc Graw Hill

95
References:
1. S. A. Kelkar, Software Project Management, PHI Learning, New Delhi.
2. D. P Goyal, IT Project Management, Macmillan Publishers India Ltd.
3. Roger Pressman .S, Software Engineering: A Practitioner’sApproach, Tata McGraw Hill.
4. Sanjay Mohapatra, Software Project Management, Cengage Learning
Journals:
1. International Journal of Information Technology and Computer Science (IJITC), MECS PRESS (Open Access)
- URL: http://www.iaeme.com/IJITMIS/index.asp
2. Journal Software & System Development, IBIMA publishing (Open Access) URL:http://ibimapublishing.com/
journals/journal-of-software-and-systems-development/
Magazines:
1. DataQuest
2. PCQuest
3. Computer World
Strategic Management of Information Technology

Course objectives
• To understand the applications of IT in strategic management fields and to implement solutions like web-
analytics.
• To introduce new kinds of databases so popular in social media
• To get the knowledge of practical implementation of open-source CRM and knowledge management systems

1. To explain the concept of Business Intelligence and its implementation.
2. To understand the concept of Web-analytics metrics and its architecture
3. To know the trends in Big Data Storage and related tools
4. The understand the CRM, Knowledge Management and Cloud Computing
5. Gain hands-on experience working on NoSQL databases and Using Google analytics
Course Contents:
Unit-I: Business Intelligence Strategy and Road Map

Introduction and Defining Business Intelligence (BI), Planning to implement a Business Intelligence Solution, Understand
Limitations of Business Intelligence, Business Intelligence Usage, How to make the best use of Business Intelligence?,
The Advantages of BI with Sales, How can BI be used for the rescue?, Organization Culture, Managing Total Cost of
Ownership for Business Intelligence, Total Cost of Ownership and Business Intelligence, Managing the TCO of the
Business Intelligence, Factors that Affect Total Cost of Ownership

96
Unit-II: Web Analytics

Web-analytics and its benefits, Web-analytics metrics; Web analytics technologies; Web-analytics process cycle and
architecture; Cookies and problems with cookies; Google analytics
Unit-III: Trends in Big Data Storage

NoSQL databases; Key-value pairs, BigTable, Document Stores and Graph Databases; Apache Hadoop system:
MapReduce and HDFS (Hadoop Distributed File System)
Unit-IV: CRM, Knowledge Management and Cloud Computing

Classification of CRMs and their business value; Creating and managing CRMs; Privacy issues; Knowledge management:
Data, information and knowledge; KM system cycle; KM system implementation Characteristics of cloud computing;
Service & deployment models; Applications; Virtualization; Privacy and security
Unit-V: Lab- Work (Practical)

• Business Intelligence: Power Pivot as a Business Intelligence tool
• Using Google analytics
• Working on NoSQL databases
Text Books:
Melissa A Schilling, Strategic Management of Technological Innovation”, Tata McGraw Hill
Efraim Turban, Jay E Aronson and Ting Pen Liang, Decision Support System and Intelligent Systems, Pearson Education
References:
1. Parag Kulkarni, Pradip K. Chande, IT Strategy for Business , OXFORD
2. Reema Thareja, Data Warehousing, Oxford University Press.
3. Efraim Tyrban , Business Intelligence A Managerial Approach, Pearson
4. Narayanan, V K., Managing Technology and Innovation for Competitive Advantage. Pearson Education. 5.
S. A. Kelker, Strategic IT Management- A Concise Study,PHI
Journals:
1. International Journal of Computer Application (IJCA), MECS PRESS (Open Access) -URL : http://
2. Indian Journal of Science and Technology (Open Access)-URL : www.indjst.org
Magazines:
1. DataQuest
2. Computer World
3. PCQuest

97
Security and Control of Information System

Course Objectives
• To familiarize students with the security issues relating to Information System and over Internet and the various
ways in which information systems can be attacked.
• To understand the techniques for protection of information systems and to enforce some basic security measures
through lab-work.

1. To understand concept Information System Security & Security Attacks
2. To explain Cryptography and Network Security
3. To understand the various Tools for Information Security
4. To acquire knowledge about Securing Information System and Biometrics
5. Gain hands-on experience on Building and testing firewalls and Securing email
Course Contents:
Unit-I: Information System Security & Security Attacks

Concept and Definition on Information security, the Information Security Triad: Confidentiality, Integrity, Availability
(CIA), Tools for Information Security, Types of Security Attacks: Denial of Service; Application layer attacks &Trojan
horse; Virus and E-mail viruses; Worm; IP Spoofing, Man in the middle attack, DNS poisoning, Ping broadcast, Ping of
Death, Smurf, TCP sequence prediction attack, Eavesdropping, Sniffer attack and Traffic analysis, Cryptographic
Attacks: Brute-force attack, Side-channel attacks, Birthday attack.
Unit-II: Cryptography and Network Security

Traditional ciphers; Modern Ciphers; Public Key Infrastructure: Security Services over Internet; Public key
cryptography; Certificate authorities & Registration authorities; Web of trust; Controller of certifying authorities;
Issues and risks in CA system, Secure Sockets Layer: Conceptual working of Secure Sockets Layer and securing web-
transactions; securing e-mail; Virtual Private Networks, an overview.
Unit-III: Securing Information System and Biometrics

Firewalls: How firewalls work and what firewalls cannot do Host intrusion detection system, network intrusion detection
systems, Biometrics: Biometric techniques and their accuracy; Biometrics and cryptography; Biometrics in UID
Unit-IV: Cyber Warfare

Incidents of cyber warfare: NATO and war over KOSOVO, Cyber war in Estonia, Cyber war in Georgia, Cyber war in
Lithuania, Cyber-attacks against South Korea, Cyber-attacks on Iran: Stuxnet, Duqu & Flame
Unit-V: Cyber Defense in India

ICERT, Relevant provisions of Information Technology Act, 2004 as amended, IT Security Policy—Compliance and
Assurance. Lab-Work (Practical): Building and testing firewalls; Generating and using self-signed digital-certificates;
Securing email; Host-based intrusion detection system (for Windows using OSSSEC)
Text Books:
1. Whitman, Michael, Principle of Information Security, Cengage
2. Behrouz A Forouzan, TCP/IP Protocol Suite, Tata McGraw Hill

98
References:
1. Mark Merkow, Jim Breithaupt, Information Security Principles and Practices, Pearson
2. Andy Taylor & David , Information Security Management Principles, Viva Books Pvt. Ltd.
3. Mark Stamp, Information Security: Principles and Practice, WILEY
4. Mike Speciner and Radia Perlman, Network Security: Private Communication in a Public World 5. William
(Chuck) Easttom, Computer Security Fundamentals, Pearson
Journals:
1. International Journal of Computer Application (IJCA), MECS PRESS (Open Access) -URL : http://
2. Indian Journal of Science and Technology (Open Access)-URL : www.indjst.org
Magazines:
1. DataQuest
2. Computer World
3. PCQuest
Data Visualization for Decision Marking

Course Objectives
• To familiarize students with the basic and advanced techniques of information visualization and scientific
visualization.
• To learn key techniques of the visualization process
• A detailed view of visual perception, the visualized data and the actual visualization, interaction and distorting
techniques.

On completion of the course the student should be able to:
1. Understanding of large-scale abstract data.
2. Familiar with the design process to develop visualization methods and visualization systems, and methods for
their evaluation.
3. Preparation and processing of data, visual mapping and the visualization.
4. Critically evaluate data visualizations based on their design and use for communicating stories from data
Course Contents:
Unit –I: Introduction of Visualization

Introduction of visual perception, visual representation of data, Gestalt principles, information overloads. Creating
visual representations, visualization reference model, visual mapping, visual analytics, Design of visualization
applications.

99
Unit –II: Classification of visualization systems
Classification of visualization systems, Interaction and visualization techniques misleading, Visualization of one, two
and multi-dimensional data, text and text documents.
Unit –III: Groups of Visualization

Visualization of groups, trees, graphs, clusters, networks, software, Metaphorical visualization
Unit –IV: Data Visualization

Visualization of volumetric data, vector fields, processes and simulations, Visualization of maps, geographic information,
GIS systems, collaborative visualizations, Evaluating visualizations.
Unit –IV: Visualization Techniques

Recent trends in various perception techniques, various visualization techniques, data structures used in data
visualization.
Text Books:
• Ward, M., Grinstein and G. Keim, D. (2015). Interactive Data Visualization: Foundations, Techniques, and
Applications. Natick: A K Peters, Ltd.
• Tufte, E. R. (2001). The Visual Display of Quantitative Information, Graphics Press, 2nd edition.
References:
• O’Neil, C. and Schutt, R. (2013). Doing Data Science, Straight Talk from The Frontline. O’Reilly, 1st edition.
• Leskovek, J., Rajaraman, A. and Ullman, J.D. (2016). Mining of Massive Datasets. v2.1, Cambridge University
Press, 2nd edition.
Journals:
1. International Journal of Computer Application (IJCA), MECS PRESS (Open Access) URL: http://
2. Indian Journal of Science and Technology (Open Access): URL: www.indjst.org
Magazines:
1. Data Quest
2. Computer World
3. PCQuest

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Post Graduate Diploma in Management

PGDM Batch 2019-21

GL Bajaj Institute of Management & Research

Post Graduate Diploma in Management

GL Bajaj Institute of Management & Research, Greater Noida

Summer Internship of 6 – 8 week

PGDM Course Curriculum

GL Bajaj Institute of Management & Research, Greater Noida

Value Added Certification Courses @ GLBIMR

Weightage for SIP Evaluation

Components of Assessment Weightage

Weightage for Dissertation Evaluation

Components of Assessments Weight age

PGDM Course Curriculum

Course Learning Outcomes:

Unit I: Principles of Management

Unit II: Introduction to Organizational Behavior

Unit III: Individual Behavior, Personality and Values

Unit IV: Perception, Attitude and Learning

GL Bajaj Institute of Management & Research, Greater Noida

Unit V:Employee Motivation

Course Learning Outcomes:-

PGDM Course Curriculum

Unit –I: Core Marketing Concepts

Unit –II: Segmentation, Targeting and Positioning

Unit –III: Understanding Consumers

Unit –IV: Product Mix Strategies

Unit –V: Concept of Services

Accounting for Managers

Course Learning Outcomes:

Unit –I: Meaning & Scope of Financial Accounting

Unit –II: Depreciation Accounting

PGDM Course Curriculum

Unit –III: Inventory Valuation

Unit –IV: Statement of Changes in Financial Position

Unit –V: Financial Statement Analysis

Quantitative Techniques for Managers

GL Bajaj Institute of Management & Research, Greater Noida

Course Learning Outcomes:

UNIT-I: Introduction to Business Statistics

UNIT-II: Numerical Descriptive Measures

UNIT- III: Probability Distribution and Sampling

UNIT- IV: Regression Analysis

Unit-V: Business Forecasting

Information Technology for Managers

Course Learning Outcomes:

Unit-I: Introduction to Information Technology

Unit –II: Information Technology Infrastructure & Data Management

GL Bajaj Institute of Management & Research, Greater Noida

Unit –III: Information Technology Contemporary Platforms

Unit-IV: Microsoft Windows- Lab-Work (Practical)

Unit-V: MS Office Tools – Lab-Work (Practical)

PGDM Course Curriculum

Course Learning Outcomes

Unit I: Introduction to Business Communication

Unit II: Oral Communication

Unit IV: Written Business Communication

Unit V:Technology and Communication

Igniting Self and Interpersonal Skills (SSP-I)

Course Learning Outcomes:

PGDM Course Curriculum

Unit I: Understanding Self