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Annexure-I
BAchelor of business adminstration
Scheme of Studies
SPRING-2019 ONWARD
Department of Management Sciences
Hazara University, Mansehra Pakistan
Department of Management Sciences, Hazara University, Mansehra, Pakistan
Table of Contents
Sr. No. Contents Page#
1 Table of Contents 1
2 Scheme of Study 4
3 Detailed Course Outlines 7-177
4 Semester-I 7
4-1 Freshman English 8
4-2 Principles of Management 10
4-3 Islamic Studies 13
4-4 Micro Economics 15
4-5 Fundamentals of Accounting 17
4-6 Introduction to Business 19
5 Semester-II 21
5-1 Computer for Executives 22
5-2 Pakistan Studies 24
5-3 Business Mathematics 26
5-4 Principles of Marketing 27
5-5 Financial Accounting 30
5-6 Macro Economics 32
6 Semester-III 34
6-1 Marketing Management 35
6-2 Business Communication 36
6-3 Business Statistics 39
6-4 Introduction to Sociology and Human Behavior 41
6-5 Cost & Management Accounting 43
7 Semester-IV 45
7-1 Money and Banking 46
7-2 Statistical Inferences 48
7-3 Business Finance 49
7-4 Introduction to Psychology 50
7-5 Research Methods and Techniques 52
8 Semester-V 54
8-1 Financial Management 55
8-2 Human Resource Management 57
8-3 Logic and Critical thinking 59
8-4 Calculus 61
8-5 Economy of Pakistan 63
8-6 Oral Communication 66
9 Semester-VI 68
9-1 Change Management 69
9-2 MIS & E-Business 71
9-3 Business Ethics 73
9-4 Business & Corporate Law 75
9-5 Project Management 78
10 Semester-VII 83
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10-1 Organizational Theory and Behavior 84
10-2 Strategic Management 87
10-3 Production and Operations Management 90
11 Semester-VIII 92
11-1 Entrepreneurship 93
11-2 International Business 96
12 Elective Courses-Human Resource Management 99
12-1 Employees’ Training and Development 100
12-2 Leadership & Group Dynamics 102
12-3 Performance Management 104
12-4 Employees’ Recruitment and Selection 107
12-5 Conflict Management 109
12-6 Industrial Relations 111
12-7 Wages and Salary Administration 113
13 Elective Courses-Finance 115
13-1 Islamic Finance 116
13-2 Corporate Finance 118
13-3 Specialized Financial Institutions 120
13-4 International Finance 121
13-5 Treasury and Fund Management 123
13-6 Financial Statement Analysis 124
13-7 Auditing 129
13-8 Investment Analysis 130
13-9 Strategic Finance 133
13-10 Advanced Financial Management 137
13-11 Risk Management 139
13-12 Financial Institutions and Capital Markets 141
13-13 Financial Risk Management 144
13-14 Behavioral Finance 147
13-15 International Financial Markets 149
13-16 Procurement Planning & Management 151
13-17 Trade Finance 153
14 Elective Courses-Marketing 155
14-1 International Marketing 156
14-2 Retail Management 158
14-3 Sales Management 159
14-5 Advertising 161
14-6 Integrated Marketing Communication 163
14-7 Marketing Research 165
14-8 Brand Management 167
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14-9 Consumer Behavior 169
15 Non-Credit Courses (International Languages) 171
15-1 Arabic 172
15-2 French 174
15-3 Chinese 175
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SCHEME OF STUDY
Semester-wise Distribution of Courses for BBA
Duration: 4 years
Total Credit Hours: 132
Eligibility Criteria: FA / F.Sc or Equivalent
Semester – I
Course Code Title of Course Cr.Hrs
HUM-101 Freshman English 03
MGT-170 Principles of Management 03
HUM-102 Islamic Studies 03
ECO-140 Micro Economics 03
ACC-120 Fundamentals of Accounting 03
MGT-171 Introduction to Business 03
Semester – II
MSC-110 Computer for Executives 03
HUM-103 Pakistan Studies 03
MSC-111 Business Mathematics 03
MKT-130 Principles of Marketing 03
ACC-121 Financial Accounting 03
ECO-141 Macro Economics 03
Semester – III
MKT-230 Marketing Management 03
HUM-201 Business Communication 03
MSC-210 Business Statistics 03
HUM-202 Introduction to Sociology 03
ACC-220 Cost Accounting 03
Semester – IV
ECO-240 Money and Banking 03
MSC-211 Statistical Inferences 03
FIN-250 Business Finance 03
HUM-203 Introduction to Psychology 03
MGT-270 Research Methods and Techniques 03
Semester – V
FIN-350 Financial Management 03
HRM-360 Human Resource Management 03
HUM-301 Logic and Critical thinking 03
MSC-310 Calculus 03
ECO-340 Economy of Pakistan 03
HUM-302 Oral Communication 03
Semester – VI
MGT- 370 Change Management 03
MSC-302 MIS & E-Business 03
MGT-371 Business Ethics 03
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HUM-301 Business & Corporate Law 03
MGT-372 Project Management 03
Semester – VII
MGT-470 Organizational Theory and Behavior 03
MGT-471 Strategic Management 03
MGT-472 Production and Operations Management 03
Elective-I 03
Elective-II 03
Semester – VIII
MGT-473 Entrepreneurship 03
MGT-474 International Business 03
Elective-III 03
Elective-IV 03
500 Internship & Comprehensive Exam 06 (3+3)
Elective Courses-Finance

FIN-441 Islamic Finance 03
FIN-442 Corporate Finance 03
FIN-443 Specialized Financial Institutions 03
FIN-444 International Finance 03
FIN-445 Treasury and Fund Management 03
FIN-446 Financial Statement Analysis 03
FIN-447 Auditing 03
FIN-448 Investment Analysis 03
FIN-449 Strategic Finance 03
FIN-450 Advanced Financial Management 03
FIN-451 Risk Management 03
FIN-452 Financial Institutions and Capital Markets 03
FIN-453 Financial Risk Management 03
FIN-454 Behavioral Finance 03
FIN-455 International Financial Markets 03
FIN-456 Procurement Planning & Management 03
FIN-457 Trade Finance 03
Elective Courses-Marketing
MKT-421 International Marketing 03
MKT-422 Retail Management 03
MKT-423 Sales Management 03
MKT-424 Advertising 03
MKT-425 Integrated Marketing Communication 03
MKT-426 Marketing Research 03
MKT-427 Brand Management 03
MKT-428 Consumer Behavior 03
MKT-429 Electronic Marketing 03
MKT-430 Marketing Metrics 03
Elective Courses-Human Resource Management
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HRM-461 Employees’ Training and Development 03
HRM-462 Leadership & Group Dynamics 03
HRM-463 Performance Management 03
HRM-464 Employees’ Recruitment and Selection 03
HRM-465 Conflict Management 03
HRM-466 Industrial Relation 03
HRM-467 Collective Bargaining 03
HRM-468 Wages and Salary Administration 03
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Semester – I
Course Title of Course Cr.Hrs

Code
HUM-101 Freshman English 03
MGT-170 Principles of Management 03
HUM-102 Islamic Studies 03
ECO-140 Micro Economics 03
ACC-120 Fundamentals of Accounting 03
MGT-171 Introduction to Business 03
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Subject Name : Freshman English

Semester : 1st Semester
Course Code : HUM-101
Credit Hours : 03
A. Course Objectives
The objectives of the course are:
 To build the sound vocabulary of the students
 To improve the linguistic skills of the students
 To develop the skills of writing assignments, reports, and written as well as oral
presentation
B. Learning Outcomes
At the end of course, students will:
 Realize the modes of communication that are common in the professional world and
the contexts in which they arise
 Develop distinctive writing and discussion styles.
 Become comfortable working on assignments that involve planning, market research,
teamwork and multiple iterations
 Become comfortable in criticizing the work of self and others as part of a process of
incremental improvement.
C. Course Contents
Reading
 Read contemporary articles from newspapers and journals for meaning and specific
information
 Read articles and reports and interpret writer’s viewpoint
 Identify variety, register, tone and attitude in a written text
 Figure out support arguments in written concepts
 Write accurately for a variety of purposes and contexts
 Proof Reading the letters and paragraphs for error rectifications
 Comprehension paragraphs
 Analogy
Writing
 Write clear, detailed text on a wide variety of subjects

 Opinion essays with reasoning or reports using researched evidence to support their
points
 Forms of communication to deliver an accurate message
 A clear and well structured informational paragraphs
 Letters, Formal Applications, Reports and Memos
 Dialogue Writing
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Listening
 Understand extended speech on a wide variety of topics

 Interpret indications of tone and register
 Interpret opinions expressed in listening texts and class conversations
 Use a wide variety of listening tasks as a basis for extended discussion
 Follow extended lines of argument on familiar topics
Speaking
 Interact with native speakers with little or no problem

 Take an active part in discussions on familiar topics
 Presentation and descriptions on a wide range of topics covering everyday science,
sports, current affairs, history and business fields
 Elaborate different stances on topical issues with logical reasoning
 Stress upon rhythm and accent to convey meaning
 Explain the reasons for decisions they have made
 Vocabulary words as per instructor guide(SAT-1)
Grammar
· Tenses with exercises

· Parts of speech with complex examples
· Sentence and its types
· Sentence completion
Textbooks/Reading Material
 Business Communications by Wills

 Exploring the World of English by Saadat Ali Shah
 Business Opportunities by Vicky Hollet
 Murphy, H.A., Hildebrandt, H.W., & Thomas, J.P. (1997). Effective business
communications. Singapore: McGraw-Hill.
References
 Corporate Classrooms. (1992). Get a grip on grammar: language skills for today’s
business world. Paramus, NJ: Prentice Hall
 Shah, Saadat Ali. (1973). Exploring the World of English. Lahore: Ilmi Kitab Khana
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Subject Name : Principles of Management

Semester : 1st semester
Course Code : MGT-170
Credit Hours : 03
 This is an elementary course for the students of business administration. The focus
of attention will be given to learning fundamental principles of management and of
managing people and organization in a historical as well as contemporary world.
 To provide an essential understanding of the basic theories relevant to
management organizations and the management organizations to business
students.
 To provide guidelines on principles of management that are applicable to all
types of enterprises; basic management philosophy and decision making;
principles involved in planning, organizing, leading, and controlling; and recent
concepts in management.
 After studying this course, students will be able to specify how the managerial tasks
of planning, organizing, and controlling can be executed in a variety of
circumstances.
 They will be able assess global situation, including opportunities and threats that
will impact management of an organization.
 The course will help them to integrate management principles into management
practices.
 They will be able to determine the most effective action to take in specific
situations.
 The students will be able to evaluate approaches to addressing issues of diversity.
C. Course Contents
1) Introduction
Basic concept
Organization, department, vision, mission, goals and objectives.
Organizational type
Component of organization.
Definition and process of Mgt.
Other concept of management.
Define manager different level of management hierarchy.
Managerial role and skills.
Organization performance.
Achieving organizational goal managerial role in achieving goals.
Concept/ nature of management.
Need of management.
2) The history and evaluation of management
Management thoughts
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Classical, new classical and modern.
3) Organizational environment
Organizational culture and the manager.
External environment and manager.
Internal environment and manager.
a) SWOT analysis of organization
b) Foundation of basic element in planning.
MBO, the process of MBO, assumption of MBO, merits and demerits of MBO.
Planning
Definition of planning
Nature of planning.
Importance of planning.
Merit and demerit of planning.
Planning process.
Type of planning
Level of planning
B (1) Type of plan
Strategic planning
Definition of strategic planning,
Forces of strategic planning.
Planning type
Strategic, operational, business planning.
4) Decision making
Definition decision / nature of decision.
Decision making process.
Decision making condition.
Type of decision
Problem
Definition of problem
Type of problem
5) Strategic management
Definition
Strategic management process.
6) Organizational structure
Definition
Different form of organization structure
Merits and demerits of different form of organization.
7) Human resources management

Definition of HRM
Nature of HRM
Objectives of HRM
HRM functions
8) Motivation
Basic concept
Definition of Motivation
Feature of motivation
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Type of motivation
Factor affecting motivation
Monetary and non-monetary
Motivation theory
9) Leadership
Definition
Leader power
Definition power
Different leader and their powers
Leadership qualities
Style of leadership
10) Team work and group behavior
Case of team and team work
11) Staffing
Definition
Importance and need of staffing
Staffing process.
12) Controlling
Definition of controlling
Nature of controlling
Importance of controlling
Controlling process.
Books Recommended (Latest Editions)/ References

 Harold Knootz & Heins Weihrich: Management
 Robbins, S., & Coulter, Mary (2012) Management, 11th Edition. Upper Saddle
River, NJ: Pearson Press.
 Drucker, P.F, The Practice of Management.
 Mc Farland: Management: Foundation and Practice
 Robert M. Fulmer: The New Management
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Subject Name : Islamic Studies
Credit Hours : 03
 To present Islam as a rational code of life with emphasis on Islamic perspectives
on fundamental human rights, rule of law, brotherhood and equality of mankind,
empirical and rational basis of knowledge, and harmony between the religious and
the scientific domains of experience.
 To explain the concept of sovereignty of Allah in Islam;
Upon completion of course, students will be able to:
 Understand the fundamental concepts of Islam.
 Evaluate the contributions of Muslims in culture, philosophy and science.
C. Course Contents
1. Quranic Studies
 Introduction to Quran
 History of its compilation
 Exegesis of the Quran
 Selected Verses
2. Hadith Studies
 Introduction to Hadith
 Selected Hadith
3. Basic terms and Concept of Islam
 Tauhid
 Risalat
 Aqeeda-i- akhirat)
4. Ibadaat (Worships)
5. Amar-bil-Maroof and Nahi-anil-Munkir (Commands and Prohibition)
6. Kasb-i- Halal (lawful Earning).
7. Unity of Ummah
8. Fundamental Human Rights
9. Rights of Women
10. Relation with the Non-Muslims
11. The Life of the Holy Prophet (P.B.U. H.)
12. Khutba Hajjat-ul-Wida (Farewell address)
13. Death of the Holy Prophet
14. Islamic Civilization
15. Islamic Law in Practice and Its Related Institutions
16. Islam and Science
17. Critical Issues: Extremism, Violence, Jihad, ‘Islam’ and the ‘West’
18. Business Ethics in Islam
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Books Recommended (Latest Editions)/References
 Dr. M. Hamidullah. Introduction to Islam.
 AIOU, Islamiat, Jadeed Book Depo, Lahore.
 Abdul QayyumNatiq. Sirat-e-Mustaqeem (English)
 Abdul QayyumNatiq. Sirat-e-Mustaqeem (Urdu)
 Dr. Nasiruddin, Islamiat (Urdu) Ghazanfar Academy Pakistan
 Hameedullah Muhammad, “Emergence Of Islam”, IRI, Islamabad
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Subject Name : Micro Economics

Semester : Semester
Course Code : ECO-140
Credit Hours : 03
 To introduce to students the concepts of scarcity and choice, and their influences in the
decision-making process of individual consumers, groups of consumers, and firms.
 To examine the price mechanism (demand, supply and price) and allocation of resources;
factors of production; the theory of the firm; short run and long run cost/revenue structure
and the interaction between markets.
Upon successful completion of the course, students will be able to:
 Understand that economics is about the allocation of scarce resources, that scarcity forces
choice, tradeoffs exist and that every choice has an opportunity cost. Demonstrate these
concepts using a production possibility frontier diagram.
 Understand how comparative advantage provides the basis for gains through trade.
 List the determinants of the demand and supply for a good in a competitive market and
explain how that demand and supply together determine equilibrium price.
 Understand the role of prices in allocating scarce resources in market economies and
explain the consequences of price controls.
 Define an externality and a public good and why explain the presence of externalities and
public goods make markets inefficient. Analyze various government policies aimed at
solving these inefficiencies.
 Understand the costs of production and how profit-maximizing firms determine how
much to produce. Be able to distinguish between long-run decisions and short-run
decisions.
 Distinguish between perfect competition and imperfect competition and be able to
explain the welfare loss in non-competitive markets.
C. Course Contents
1. Introduction:
 Definition,
 Nature, Scope and Importance of Micro Economics;
 Description, Analysis and Policy; Economic Methodology
2. Consumer Behavior:
 Definition and meaning,
 Marginal Utility;
 Law of Diminishing Marginal Utility;
 Consumer's Surplus;
 Indifference curve approach
3. Demand:
 Definition;
 Laws of demand;
 Changes in demand;
 Elasticity of demand and its measurement
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4. Supply:
 Definition
 Law of supply
 Changes in supply;
 Demand and supply relationship;
 Equilibrium analysis;
5. Production:
 Concept of factor of production;
 Land, labor, capital & entrepreneur;
 Laws of returns and their application to agriculture sector
6. Costs:
 Costs over time period;
 Fixed, variable, total, average and marginal
7. Market:
 Perfect and imperfect competition;
 Price and output; determination under perfect and imperfect competition;
 Market price and normal price;
 Monopoly;
 Oligopoly;
 Duopoly and price control (basic concepts)
Books Recommended
 Sameulson, Nordhaus. Economics (17th Edition), Irwin Mcgraw-Hill.
 K K Dewitt, MH Navalur & K K Bahl. Modern Economic Theory- Theory and Policy
 Saeed Nasir. Textbook of Economics. Lahore: Ilmi Kutab Khana.
 Sh. Manzoor Ali. Economics. Lahore: Ilmi Kutab Khana.
 Gans, King, Mankiw (2012), Principles of Microeconomics (5 th edition), Cengage
Learning.
 Frank, Jennings and Bernanke (2012), Principles of Microeconomics (3rd edition),
McGraw-Hill Australia.
 Hubbard, Garnett, Lewis and O’Brien (2011), Microeconomics (2nd edition), Pearson
Education Australia.
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Subject Name : Fundamentals of Accounting

Course Code : ACC-120
Credit Hours : 03
 This course is designed to introduce the basic principles and practices of accounting
system
 It aims at equipping the students to understand the knowledge, mechanism and design
of accounting system used in organizations.
B. Learning outcomes
This course will introduce students to the key concept of accounting. After taking this course,
students will be able to:
 Explain the basic principles and practices of accounting systems.
 Describe the contents and purpose of the Financial Statements;
 Compare the basic characteristics of accrual basis and cash basis accounting;
 Explain full accounting cycle and prepare all required journals, entries and
adjustments;
 Maintain Fixed Assets after charging depreciation;
 Discuss current practice of accounting procedures which includes coverage of the
latest principles set forth by the Financial Accounting Standard Board (FASB).
C. Course Contents
Part 1
Introduction:
 Purpose and Nature of Accounting;
 Various areas of accounting
 Accounting information users;
 GAAP; Conversion;
Accounting Process:
 Basic Elements of Accounting
 Business transactions
 Accounting equation
 Double entry accounting system
 Debit and Credit Rules
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Part 2
Accounting Cycle
Journal
 Objectives of Journal
 Types of Journal
 Recording the transactions in Journal
Ledger
 Types of Ledger
 Posting in Ledger
 Running Balance form
 Periodical Balance form
Trial Balance
 Objectives
 Posting in Trial Balance
Financial statements
 Income Statement
 Balance Sheet
 Cashflow Statement
 Statement of Owners Equity

 Robert F.Meigs and Walter B.Meigs: Accounting: The Basis for Business Decisions,
McGraw Hill, Inc
 Eric G. Flamholtz, Diana TroikFlamholtz, Michael A.Diamond: Principle of

Accounting, Macmillan Publishing Co. New York
 Frankwood: Business Accounting-I, Business Accounting-II
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Subject Name : Introduction to Business

Semester : 1st Semester
Credit Hours : 03
 To describe the various organizational structures in businesses.
 To understand various types of business (sole proprietorship, partnership and joint
stock company)
 To differentiate between the various functions of business (financing, personnel
relations, production, marketing, and management control).
 To introduce the student with the concepts and terminology of business.
 To provide the student with a background which will assist her/him in analyzing
and studying business
Upon completion of the course students will be able to:
 Understand the major functions of business including Management,
Accounting/Finance, Marketing, Investments.
 Describe various business ownership forms
 Describe the importance of marketing activities.
 Identify basic long- and short-term financial planning techniques.
 Acquire information about starting your own business and different aspects of
business plan.
 Acquire a vocabulary for further study of business subjects.
 Identify and apply business laws as they affect business.
C. Course Contents
1. Business:
 Meaning, Nature, Scope and Importance of Business.
 Evolution of Business
 Problems, Functions and Qualities of a Businessman.
 Types of Business, Industry & Commerce
 Production / Manufacturing Orientation
2. Sole Proprietorship:
 Features,
 Importance,
 Merits and Demerits
3. Partnership:
 Features,
 Merits and Demerits;
 Co-ownership Vs Partnership;
 Classification of Partners;
 Rights, Duties and Liabilities of Partners;
 Dissolution of Partnership
4. Joint Stock Company:
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 Features,
 Merits and Demerits;
 Formation;
 Memorandum of Association;
 Articles of Association;
 Prospectus;
 Capital;
 Management;
 Meetings;
 Winding up
5. Cooperative Society:
 Features, Kinds,
 Merits and Demerits
6. Combination:
 Meaning, Causes and Purposes,
 Advantages and Disadvantages;
 Types of Combination;
 Forms of Combination;
7. Trade:
 Wholesale, Retail,
 Import and Export; Export Promotion Bureau and its role
8. Introduction to Marketing Mix:
 Product Concept
 Pricing Concept
 Placement Concept
 Promotion Concept
9. Accounting, Finance and Banking:
 Components of the income statement and balance sheet.
 Key functions of banks.
10. Management
 Corporate mission,
 Culture,
 Corporate social responsibility,
 Leadership,
 Human Resource Management
 Unions.
Books Recommended (Latest Editions)

1. Asakari Zaidi S A. Fundamentals of Business. Karachi: Orient Publishers.
2. Khalid Mehmood Cheema. Introduction to Business. Lahore: Syed Mobeen Mehmood
and Company.
References
3. Nichols/McHugh. Understanding Business. McGraw-Hill, 8th Ed.
4. Muhammad Irshad, Introduction to Business. Lahore: Naveed Publications.
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Semester – II

Code
MSC-110 Computer for Executives 03
HUM-103 Pakistan Studies 03
MSC-111 Business Mathematics 03
MKT-130 Principles of Marketing 03
ACC-121 Financial Accounting 03
ECO-141 Macro Economics 03
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Subject Name : Computer for Executives

Semester : 2nd Semester
Course Code : MSC-110
Credit Hours : 03
A. Objectives
 The main objective of the computer courses is to provide a general understanding
and equip participants with basic and advanced skills in computer applications
that would assist them in undertaking more challenging tasks that require
computer knowledge.
 Due to increase in the importance of computer, this course has been designed to
enable the students to utilize the new technology in the age of ICTs.
B. Learning Outcomes:
Upon completion of this course, students will:
 Be able to identify computer hardware and peripheral devices
 Be familiar with software applications
 Accomplish creating basic documents, worksheets, presentations and databases
 Distinguish the advantages and disadvantages of networks
 Experience working with email and recognize email as a mode of office
communication.
C. Course Contents:
1. Introduction
 Computer (Definition)
 Characteristic of Computer
 Function of Computer
 Computer Generations
2. Hardware and Software
 Operating System
 Programming Languages
 Machine Language
 Assemble Language
 High Level Language
3. Introduction to Windows
 Desktop, Icons, Start Menu, Programs
 Settings, Control Panel, Display, Date & Time
 Keyboard / Mouse, Shutdown
4. Introduction to MS-Office
 MS-Word, Creating New File, Opening File
 Saving File, Saving File, Renaming File
 Cut, Copy, Paste, Changing Font, Bold, Italic
 Format Painter, Page Breaks, Aligning Text
 Thesaurus, Spell Check, Finding and Replacing Text
 Page Setup, Print Setup, Print Preview, Printing a Document
5. Tables
 Draw Table, Insert Table, Columns to Right
 Rows Above, Rows Below, Delete Table
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6. Introduction to MS-Excel
 Work Books, Work Sheet, Entering and Editing Cells,
 Selecting Multiple Cells, Working with Number,
 Creating Formulas, Inserting and Deleting Rows and Columns,
 Inserting and Deleting Cells, Moving and Coping Cells,
 Adding Worksheets, Deleting Worksheets,
 Using Basic Excel Functions, Sum, Average
7. Introduction to MS-Power Point
 Creating Presentations in Power Point by using Blank
 Presentation or Design Template, Add Text and Pictures,
 Custom Animation, View Show, Rehearse Timings
8. Internet
 Uses, Features of Internet, Web Browser,
 Using Internet, E.Mail
9. Database Management System
 Database
 DBMS
 DBA----Responsibilities
 Field, Record, Table
 Primary Key, Foreign Key
10. Networks & Data Communication
 Network
 Benefits / Uses of Network
 Types of Network
 LAN, WAN, MAN

5. Peter Norton: Introduction to Computers.
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Subject Name : Pakistan Studies

Semester : 2nd semester
Credit Hours : 03
 To provide an introduction to the history of Pakistan with reference to the history of
pre-independence period and the reforms after the independence of Pakistan
 To explain the social, political, and economic issues of Pakistan
 To discuss the geo-strategic importance of Pakistan and its relations with other
countries
 To create awareness among students about their ideology, their country and the
importance of living in an independent and prosperous country
After studying this course, students will be able:
 explain the importance of Pakistan Studies as a subject which can help in
understanding the origin, creation and development of Pakistan;
 define and explain the significance of ideology for a nation;
 explain how the guiding principles of Islamic way of life (justice, equality and
brotherhood) form the basis of Pakistan’s ideology;
 locate the main natural resources found in Pakistan
 explain the economic significance of the resources found in Pakistan;
C. Course Contents
1. Two Nation Theory and the Ideology of Pakistan:
 The Purpose for the creation of Pakistan.
 Ideology of Pakistan,
 Historical perspective of Pakistan Ideology
 Aligarh movement
 Establishment of Pakistan
 Quaid-e-Azam; his political ideas and role in the Independence of Pakistan
 Ideology of Pakistan in the light of the sayings of Dr. Allama Iqbal and Quaid-e-
Azam (RA).
2. Historical Background of Pakistan Ideology.
 Islamic Reformation Movements Sheikh Ahmad Sarhindi and Shah Walliullah
and their successors.
 Educational Movement (Alirarh, Dcoband, Nadwa, Anjuman Himayat-e-Islam,
Sind Madreassa and the Islamia College, Peshawar.).
 Political Struggle.
 Constitutional Reforms and Muslim: Separate Electorate.
 Khilafat Movement.
3. Pakistan Movement.
 Muslim Nationalism and the revolution of the two Nations theory.
 The Indian independence and the Muslims.
 Allahabad Address of Dr. Iqbal (1930).
 General Election of 1937 and the attitude of congress Governments towards the
Muslims.
24
 Pakistan Resolution, 1940.
 General Elections of 1946 and the Transfer of Power.
4. Political Dynamics of Pakistan:
 Division of Assets
 Political and institutional developments in Pakistan: Ayub Khan’s Era; Separation
of East Pakistan; Bhutto Reforms; Zia-ul-Haq’s Era; Politics in Pakistan after the
end of General Zia’s Martial Law Regime
 Constitutional development in Pakistan (1947-73)
 Salient features of constitution of Pakistan 1973
 Institutions of Pakistan: political parties, bureaucracy, army, judiciary and media.
 Problems of Pakistan as a Federal State.
5. Land of Pakistan:
 Geographic boundaries of Pakistan
 Resources of Pakistan
6. Socio-economic Issues of Pakistan:
 Social structure of Pakistan
 Literacy in Pakistan
 Agriculture of Pakistan
 Industries of Pakistan
 Economic Problems of Pakistan
 Social and demographic issues in Pakistan
7. Foreign policy of Pakistan:
 Determinants of Pakistan’s foreign policy
 Pakistan’s relations with its neighboring countries
 Pakistan and the Muslim World
 Pakistan and ECO
 Rabbani, M. Ikram. Introduction to Pakistan Studies. Lahore: Caravan

 Javaid Iqbal, Ideology of Pakistan. Lahore: Ferozsons Ltd.
 Sheikh, Javed Ahmad. Pakistan’s Political, Economic and Diplomatic Dynamics. Lahore:
Kitabistan Paper Products.
25
Subject Name : Business Mathematics

Credit Hours : 03
 The primary objective of the course is to prepare students for use of mathematics in
business education and for their future careers in business.
 To help the students in applying mathematical tool to obtain quantitative information that
is relevant to business decisions.
 To provide students with basic math skills useful in solving real-life business problems.
After successful completion of this course students will be able to;
 Solve basic math problems using whole numbers, fractions, decimals, percentages, and
equations.
 Solve business math problems using equations.
 Maintain checking accounts and prepare bank reconciliations.
 Prepare invoices and calculate trade and cash discounts.
 Calculate markups and markdowns.
 Compute payroll.
 Compute simple and compound interest.
 Solve mortgage problems.
 Solve depreciation problems.
 Evaluate investments in stocks, bonds, and mutual funds.
C. Course Contents
1. Basic Mathematics Problems
2. Equations
3. Matrices and determinants
4. Derivatives
5. Trade and Cash Discounts.
6. Markups and Markdowns.
7. Simple and Compound interest.
8. Mortgages.
 Frank, S. Budnick: Applied Mathematics for Business Economics and Social Sciences
Bowen: Mathematics with Applications in Management and Economics
 Contemporary Mathematics for Business and Consumers, 7th Edition, 2015, Robert
Brechner and George Bergeman, Cengage Learning; ISBN: 9781285189758.
26
Subject Name : Principles of Marketing

Semester : 2nd semester
Course Code : MKT-130
Credit Hours : 03
 The course is designed to introduce students to basic marketing concepts, enable them to
see inter-linkages among these concepts and more importantly to develop them as
independent reader of the discipline so that they can ‘think marketing’ in their own unique
way.
Successful completion of the course means students are able to:
 Understand how to analyze the market and appreciate differences that exist between
B2B and B2C
 Understand how firms use marketing to better connect with their markets
 Understand the tools available to successfully market firm’s products and services
 Identify outlets publishing up-to-date marketing articles and be able to read and
understand these materials.
C. Course Contents
1. Marketing: Creating and Capturing Customer Value

 Marketing Process
 Understanding the Marketplace and Customer Needs
 Designing a Customer-Driven Marketing Strategy, Preparing an Integrated Marketing Plan and
Program,
 Building Customer Relationships
2. Company and Marketing Strategy: Partnering to Build Customer Relationships
 Company-Wide Strategic Planning: Defining Marketing’s
 Role
 Planning Marketing: Partnering to Build Customer
 Relationships
 Marketing Strategy and the Marketing Mix,
 Managing the Marketing Effort
3. Analyzing the Marketing Environment
 The Microenvironment
 The Macro-environment
4. Managing Marketing Information to Gain Customer Insights
 Marketing Information and Customer Insights,
 Assessing Marketing Information Needs,
 Developing Marketing Information
 Marketing Research
5. Consumer Markets and Consumer Buyer Behavior
 Model of Consumer Behavior,
 Characteristics Affecting Consumer Behavior,
27
 Types of Buying Decision Behavior
 The Buyer Decision Process,
 The Buyer Decision Process for New Products
6. Customer-Driven Marketing Strategy: Creating Value for Target Customers
 Market Segmentation,
 Market Targeting
 Differentiation and Positioning
7. Products, Services, and Brands: Building Customer Value
 What Is a Product,
 Product and Service Decisions,
 Services Marketing,
 Branding Strategy: Building Strong Brands
8. New Product Development and Product Life-Cycle Strategies
 New-Product Development Strategy,
 The New-Product Development Process
 Managing New-Product Development
 Product Life-Cycle Strategies,
 Additional Product and Service Considerations
9. Pricing: Understanding and Capturing Customer Value
 What Is a Price?
 Major Pricing Strategies,
 Other Internal and External Considerations Affecting Price
10. Pricing Strategies
 New-Product Pricing Strategies
 Product Mix Pricing Strategies
 Price Adjustment Strategies
 Price Changes
11. Marketing Channels: Delivering Customer Value
 Supply Chains and the Value Delivery Network
 Channel Behavior and Organization
 Channel Design and Management Decisions
12. Retailing and Wholesaling
 Retailing
 Wholesaling
13. Communicating Customer Value: Integrated Marketing Communications Strategy
 Promotion Mix
 Integrated Marketing Communications
 Steps in Developing Effective Marketing Communication
 Setting the Total Promotion Budget and Mix
 Socially Responsible Marketing Communication
14. Advertising and Public Relations
 Advertising
 Public Relations
15. Personal Selling and Sales Promotion
 Personal Selling
 Managing the Sales Force
28
 The Personal Selling Process
 Sales Promotion
16.
Direct and Online Marketing: Building Direct Customer Relationships
 The New Direct Marketing Model
 Customer Databases and Direct Marketing
 Online Marketing
17.
Creating Competitive Advantage
 Competitor Analysis
 Competitive Strategies
18.
Sustainable Marketing: Social Responsibility and Ethics
 Social Criticisms of Marketing
 Consumer Actions to Promote Sustainable Marketing
 Business Actions Toward Sustainable Marketing

· Kotler, P., Armstrong, G., Agnihotri, P.Y. and Haque E. (2010). Principles of Marketing,
14th edition.
· Peter Rix: Fundamentals of Marketing
· Etzel Stanton, and Walker, Fundamentals of Marketing McCarthy: Basic Marketing
29
Subject Name : Financial Accounting

Semester : 2nd semesters
Credit Hours : 03
 The objective of this course is to introduce the accounting process, systems and
functions as required for the proprietorship, partnerships and joint stock companies.
This course will introduce you to the key concepts of accounting. Students will learn to prepare
financial statements and will also be equipped to analyze them. After completing this course,
they will be able to:
 Describe the nature, uses and purposes of financial accounting, and outline both the
conceptual and regulatory frameworks that govern the preparation and reporting of
financial information
 Describe the key concepts and conventions underlying financial accounting
 Describe and apply the transactions recording process from source documents to
financial statements via the books of prime entry, ledgers and trial balance
 Explain the nature and purposes of control accounts and apply appropriate correcting
techniques for errors and omissions
 Explain and apply the recognition and measurement principles relating to: non-current
liabilities and equity, non-current assets (including depreciation and amortization),
inventories (and cost of sales) and other current assets and liabilities (including
receivables and bad debts, prepayments and accruals, etc.)
 Explain the characteristics of a sole proprietor vis-à-vis a company; and prepare
financial statements for both forms of entities
 Explain the characteristics of a partnership, prepare financial information for a
partnership including the admission of a partner and the dissolution of a partnership
 Apply accounting principles, concepts and conventions in practical situations
 Demonstrate basic problem-solving skills
 Demonstrate an ability to undertake independent study and to manage time
 Demonstrate basic numerical skills
C. Course Contents
1. An Overview of Basic Concepts of Accounting
2. Financial statements and Worksheet
3. Special Journals, and Internal control of Cash transactions
4. Bank Reconciliation
5. Accounts Receivables, and Inventories Accounting Methods
6. Plant Assets, Depreciation, Intangible Assets, Amortization and Depletion Methods
7. Liabilities
8. Partnership: Formation, Division of Income and Liquidation process
9. Measuring Corporation Income, and Earnings Per Share
30
 Robert F. Meigs and Walter B. Meigs: Accounting: The Basis for Business Decisions
References
· Flamholtz, Michael A. Diamond: Principle of Accounting

· Frankwood: Business Accounting-I and Business Accounting-II
31
Subject Name : Macro Economics

Credit Hours : 03
 To develop a coherent set of ideas for understanding macroeconomic phenomena and
policy issues
 To create an understanding of the power and shortcoming of models so that the students
may be able to analyze and solve a macroeconomic question independently
At the end of this course, students will be able to:
 To become familiar with and readily use economic terminology.
 To learn about the analytical approach of economists regarding the problem of scarcity.
 To gain an intuitive understanding of macroeconomic theory and application.
 To acquire better critical thinking skills through the analysis of present day economic
issues.
 To provide a foundation for possible careers in business, government, academic or other
sectors.
 To develop a conscious recognition of economics in the world around us.
C. Course Contents
1. Key concepts of macroeconomics
• Objectives and instruments of macroeconomics.
• Tools of macroeconomics policy.
• Aggregate demand and supply.
2. Measuring economic activity
• Concepts of National Income.
• Measurement of National Income. GDP, NDP, GNP & NNP, Personal Income &
Disposable Personal Income
• GDP Deflator and a real GDP
• National Income as a measure of economic welfare
3. Consumption and investment
• Consumption, Income and saving.
• Consumption Function.
• Saving Function.
• The Marginal Propensity to Consume and Average Propensity to consume
• The Marginal Propensity to Save and Average
• Propensity to save
• Determinants of Consumption
• Determinants of Investment (Rate of interest, MEC)
4. Income and employment determination

• Classical approach.
• Modern approach (Keynesian)
• Post Keynesian Approach
32
5. Multiplier and accelerator
• Investment Multiplier.
• Tax multiplier, foreign trade multiplier and super multiplier.
6. Fiscal and monetary policies
• Fiscal Policy
• Monetary Policy
7. Inflation
• Nature and kinds.
• Inflationary and deflationary gaps.
• Inflation and unemployment.
8. Business cycle
• The concept of Business Cycle
• Business Cycle Theories
• Business Cycle & Business Decision Making
9. International trade
• Classical theory of International trade (CIT)
• Modern theory of International trade (H-O-Theorem), Economic Integration and
Regional Cooperation, Protection and free trade.
• WTO (Objectives and role)
10. Balance of payments
• Balance of Payments Accounts.
• Disequilibrium & Imbalance of Payments.
• Causes and Remedies.
Text/Reference Books
• Dornbusch and Fischer Macroeconomics, McGraw Hill, New York. (Latest
• Edition)
• Mc Connell & Brue, Economic, Mc Graw Hill, INC (Latest Edition)
• Muhammad Hussain Choudhry, Economic Theory Volume 2, Caravan Book House,
Lahore 2002.
• Ruffin & Gregory, Principles of Economics, Scott, Foresman & Company.
• Samuelson and Nordhaus, Economics, McGraw Hill, New York. (Latest
• Edition)
33
Semester – III

Code
MKT-230 Marketing Management 03
HUM-201 Business Communication 03
MSC-210 Business Statistics 03
HUM-202 Introduction to Sociology 03
ACC-220 Cost Accounting 03
34
Subject Name : Marketing Management

Semester : 3rd Semester
Credit Hours : 03
 To introduce the students of the elementary as well as advanced concepts in marketing,
required to manage the marketing activities in the organization
At the end of this course students should be able to:
 Define and apply knowledge of the following key marketing concepts: the marketing
concept, market segmentation, target marketing, positioning, branding, buying
behavior in consumer and business markets, global marketing application, the role of
product/service planning, pricing, distribution, IMC in the marketing process,
Importance of developing a market driven orientation in an organization to business
situations.
 Explain how marketing decisions are influenced by: various forces in the external
business environment, Trends and developments affect current and future marketing
practices
C. Course Contents
1. Marketing an overview:
2. Consumer behavior research

 Primary research
 Secondary research
 Netnography research
3. Buying behavior
 Consumer behavior
 Industrial buyer behavior
4. Situational Analysis and Marketing strategies

 Societal Environment
 Competitive and Industrial environment
 SWOT analysis
 Segmenting strategy
 Target market selection
 Positioning strategy
7. Marketing mix/product
 Product, price place, promotion
 Product life cycle
 Developing new product
35
8. Brand management
 Brand equity
 Brand management
9. Product/services as a core offering
 Gap analysis
 Service quality
10. Pricing and deliver the value offering

 Pricing (Cost-customer-competition-oriented pricing approaches
 Breakeven analysis
 channels
11. Communicating the Value Offering Through The Element Of Integrated Marketing
Communication.
 Promotion (promotion mix, how to design an integrated marketing campaign)
 Implementation schedule and financials (marketing metrics, marketing action
plan, marketing budget)
 Advertising
· MARKETING MANAGEMENT --- Phillip Kotler. (Latest Edition) Prentice Hall.

· MARKETING MANAGEMENT --- David W. Cravens Gerald E. Hills Robert
· W. woodruff, (Latest Edition) Irwin.
· MARKETING --- Eric N. Berkowitz Roger, A. Kerin Steven, W. Hartley. (Latest
Edition) Irwin.
· JegdeshSheth and Dennis E. Garrett, Marketing Management: A Comprehensive
Reader.
· E. Jerome McCarthy & William. D. Pareanth, Basic Marketing: Managerial
Approach
References
· Jegdesh Sheth and Dennis E. Garrett, Marketing Management: A Comprehensive

Reader.
· E. Jerome McCarthy & William. D. Pareanth, Basic Marketing: Managerial
Approach
36
Subject Name : Business Communication
Credit Hours : 03
 The course enables the students to understand the concept, principles, forms & techniques of
communication in business. It also aims at enabling them to write precisely & speak correctly
after searching thoroughly and also to listen carefully
 Students will realize the relative significance of content, language and formatting in deliverables
Students will have a grasp of jargon and concepts that are commonly used in communicating in
the professional world Students will feel more comfortable marketing both themselves and their
ideas in the professional world
C. Course Contents
The whole course will be in seven parts and will be taught accordingly:
 Part-I: Background for effective business communication comprising two Chapters.
 Part-II: Business Communication in Context that comprised of three Chapters.
 Part-III: Message Design, Again comprised of three Chapters.
 Part-IV: Written Communication; Major Plans for Letters and Memos, comprising only two
chapters.
 Part-V: Written Communication Reports comprising three chapters.
 Part-VI: Strategies for oral communication comprised of four chapters.
 Part-VII: The Job Application Process comprising two chapters only.
o Orientation Session in the Subject, Discussion and brief on whole course and the flow of
course contents; Definition, explaining effective communication,
o Continued with the introduction and flow of course contents
o Importance of Communication as Life blood of every organization Communication
Internal and External, Flow Within Organization, Downward, Horizontal, Diagonal and
Upward Through Organizational Structure and Level’s and Functions of Management.
o Continued with the previous week broad topic.
o Verbal and Non-Verbal communication, Importance of Non verbal elements in making
verbal communication effective. Importance of receiver in the communication,
o Communication Process, Elements hurdling the effective communication, Barriers in
Communication.
o Introduction to the three contexts of studying communication; global, ethical and
technological contexts.
o Global Context, concept of globalization, and how the concept of globalization is applied
on business organizations, National and individual cultural variables.
o Introduction to ethical and technological context but not included in the mid term
examination.
o Ethical and Technological context in Business communication.
o Process of preparing effective business messages, five planning steps, Appearance and
design of business messages. Neutral and good news messages. (PRESENTATIONS).
o Bad news and persuasive written messages. (PRESENTATIONS)
o Short reports, (informational and analytical memorandum reports), Letter reports.
o Long formal reports
o Strategies for Oral Communication; Inter-personal communication and business and
group meetings.
37
o The Job application Process
 Murphy and Hildebrandt, Effective Business Communication.
References
 Coutland L. Bovee, Jhon V. Thill, Business Communication Today.
38
Subject Name : BUSINESS STATISTICS

Credit Hours : 03
 The main objectives of the course are to enhance students’ competency in application of
statistics to solve business management problems and to improve their level of quantitative
sophistication for further advanced business analysis.
At the completion of this course, the student will:
 Understand the meanings of statistical terms used in business.
 Present and/or interpret data in tables and charts.
 Understand and apply descriptive statistical measures to business situations.
 Understand and apply probability distributions to model different types of business
processes.
C. Course Contents
 Introduction to descriptive statistics & inferential statistics
 Applications of Statistics in business
 Data, data array and frequency distribution
 Relative frequency distribution
 Cumulative frequency distribution
 Graphical representation
 Measures of central tendency for grouped
 And ungrouped data
 Measures of dispersion for grouped and
 Ungrouped data
 Index numbers
 Sets
 Permutation and combination
 Basics of probability
Text/Reference Books
 Dr Shahid Kamal and Sher M. Ch. Introduction to Statistics Part-I
 David, S Moore et.al, Introduction to the Practice of Statistics, 6th Edition WH.
Freeman.
 Levin I. Richard., Statistics for Management, 4th ed; McGraw Hill.
 Engle wood Cliffs, New Jersey, Prentice Hall International, 1987.
 Michael J. Evans & Jeffrey S. Rosenthal, Probability and Statistics , WH
 Freeman
39
 Starr K. Martian & Sobal Gross Marion, Statistics for Business and Economics, 1st Ed;
New York, McGraw Hill, International, 1983.
 Walpole, R, Introduction to Statistics, Edition 3
 Shaum and Seigel, Statistics for Business (Latest Edition)

40
Subject Name : Introduction to Sociology

Credit Hours : 03
Sociology is the systematic and scientific study of human behavior in social setup.
Sociology studies culture, government institutions, economic system and how these
systems affect the human behavior. Business management students cannot efficiently
handle the various managerial problems unless they have some background in sociology.
The scope of sociology is an ever-expanding phenomenon and a basic course in this field
will help us to improve the quality of our lives and to establish a society based upon
justice and equity. The objectives of this course are:
· To make the students aware of recent trends in sociological thoughts.

· To enable the students to apply sociological knowledge for the economic and social
betterment of Pakistan.
After taking this course the students will be able to:
· Understand the key theories which explained Human thoughts.
· Apply those theories to have a better understanding of historical and contemporary
phenomena in sociology.
C. Course Contents
1. Introduction
 Sociology – the science of society
 Perspectives in Sociology
 Scope
2. Social interaction and social structure
 The nature and basis of social interaction
 Social processes
 Status, Roles, Power and Authority; Role allocation
3. Culture
 Nature
 Concept in culture; Norms and sanctions; Belief and values
 Customs and traits
 Culture lag; diffusion
 Conformity and deviance; Terrorism- types, causes and remedies
 Social control- Definition, nature and agencies
4. Socialization and personality Development
 Meaning, definition and agents of socialization
 Culture and personality
 Personality Disorganization and Re-adjustment
5. Organizations
41
 Groups; Meaning, forms and functions
 Formal Groups - Bureaucracy
 Informal Groups - voluntary Association and NGOs
 Social institutions -Nature, functions and interrelationship
 Community- Meaning, forms, rural and urban communities
6. Social Stratification
 Nature; Approaches to social stratification; Class and caste
 Social mobility
7. Social change
 Social and cultural change
 Social change and disorganization
 Social problems
 Planned social change
 General sociology 16th edition by Iqbal Chaudry, Lahore, Aziz publisher, 2008
 Sociology by Prof Abdul Hameed Taga, Lahore, Imtiaz Book Depot, 40-urdu Bazaar.
References
 Sociology by Hurton and Hunt, New York 1963.

 A Simple Book of Sociology by H.R Mukhi, Delhi SBO Publishers, 4075 Nai Sarek,
Delhi-11006.
42
Subject Name : Cost Accounting

Credit Hours : 03
 Understand the role of management accounting in planning, control and decision
making in an organization.
 Understand the terminology and concepts in identifying and classifying costs.
 Describe and use various methods for estimating a cost function.
 Understand and compare/contrast variable costing and absorption costing and
prepare income statements using both methods.
 Measure and identify relevant costs for different types of managerial decisions.
 Understand various methods for pricing products and services and recommend a
pricing strategy based on various considerations.
 Recognize and understand ethical issues related to the accounting profession.
 Prepare financial statements in accordance with Generally Accepted Accounting
Principles.
 Apply cost accounting methods to evaluate and project business performance.
Employ critical thinking skills to analyze financial data as well as the effects of
differing financial accounting methods on the financial statements.
 Effectively define 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.
C. COURSE OUTLINE:
MODULE-1
 What is Cost Accounting, Need for Cost Accounting?
 Importance of Cost Accounting, Types of Cost Accounting.
 Schedule for Cost of Goods Manufactured.
 Cost of goods sold statement.
 Prime Cost, Conversion Cost, Manufacturing Cost.
Module-2
 Cost Accounting System, Cost Accounting Cycle.
 Process Costing, Cost of Production report
 Quantity, Schedule.
43
Module -3
 Material Control, Production for Material Procurement.
 Labor Costing Procedure, Incentive Wages System.
MODULE -4
 Factory Over Head Planning and Control.
 Actual Overhead, Applied Over Head.
 Standard Costing.
MODULE -5
 Costing for Joint products and by-products
RECOMMENDED BOOKS:
 Matz & Usry : Cost Accounting Planning & Control 14th edition
44
Semester – IV

Code
ECO-240 Money and Banking 03
MSC-211 Statistical Inferences 03
FIN-250 Business Finance 03
HUM-203 Introduction to Psychology 03
MGT-270 Research Methods and Techniques 03
45
Subject Name : Money and Banking

Semester : 4th Semester
Credit Hours : 03
• To develop an understanding of elementary concepts of money and banking system

• To introduce the wide range of topics in modern monetary economics,
• To introduce microeconomic explanations for the existence of money and then
proceeding to aggregate models of price and output fluctuations,
• To develop an understanding of monetary transmission mechanism, the conduct of
monetary policy and explanations for hyperinflation episodes.

• Display an understanding of news relating to monetary policies reported in such
publications.
• Understand the structure and function of Commercial Banks, and other financial
institutions.
• Demonstrate the techniques relating to interest rate calculations, exchange rate
determinations, and appropriate levels of the Money Supply.
This course should be a step in developing students’ abilities to work in the financial or
banking sector, along with giving all students an increased appreciation of how the economy
works
C. Course Contents
1. Money and its functions

2. The Monetary System
3. The Monetary Policy
4. Central Banking
 Theory of Central Banking
 Origins of Central Banking
 History of Central Banking
5. Structure and functions of different central Banks
6. Monetary Economics
 Determinants of Money Supply
 Theory of Money
 Theory of Deposits
46
 Credit Expansion
 Theory of Inflation
 Theory of Interest
 Theory of Capital
 Business Cycles
 Banking Crises
7. Prudential Regulation
8. Commercial Banking
 Banking
 The Banking Firm
 The Banking Industry in Pakistan
9. Banks and Financial Intermediaries
10. Credit Creation and Credit Instruments
11. The Macro Role of Banks
12. Modern Banking Instruments
13. Introduction to Islamic Banking
· Robert.D.Auerbach: Money, Banking and Financial Markets, Maxwell Macmillan

· Dudley G. Luckett: Money and Banking, McGraw Hill
· Siddiqi A.H, Practice and law of Banking in Pakistan
References
· Roger LeRoy Miller and David D. Van Hoose: Modern Money and Banking, McGraw
Hill
· Baye and Jansen: Money, Banking and Financial Markets an Economic Approach,
AITBS
· Bennett T. McCallum, Monetary Economics
· MONEY, BANKING AND FINANCIAL MARKETS BY F. S. MISHKIN (8TH
EDITION)
· F. S. Mishkin (2012); “The Economics of Money, Banking and Financial Market”
· P.G.A. Howells and K. Bain (2008); “The Economics of Money, Banking and Finance:
a European Text”.
47
Subject Name : Inferential Statistics

Credit Hours : 03
The main objective of the course is to enable the students to use the large scale statistical
data in research and draw inferences for effective decision making.
 Ability to derive the distributional results needed for statistical inference.
 Ability to conduct appropriate hypothesis tests for comparing two or more means and for
regression.
 Demonstrate understanding that hypothesis tests, regression and analysis of variance be
part of the same statistical theory of linear models.
 Demonstrate understanding of the theory of maximum estimation for a scalar parameter.
 Ability to analyze data and fit linear regression models.
 Demonstrate skills in interpreting and communicating the results of statistical analysis,
orally and in writing.
C. Course Contents
1. Sets
2. Probability
3. Random Experiment
4. Sampling
5. Sampling distribution of mean with replacement
6. Sampling distribution of mean without replacement
7. Estimation
8. Point estimation
9. Hypothesis testing
10. Regression and correlation analysis
11. ANOVA
12. Time series analysis
D. Books Recommended (Latest Editions)/References

1. Dr. Shahid Kamal & Sher M. Ch. Introduction to Statistical Theory-II
2. David, S Moore et.al, Introduction to the Practice of Statistics 6th Edition WH.Freeman.
3. Levin I. Richard., Statistics for Management, 4thed; McGraw Hill.
4. Engle wood Cliffs, New Jersey, Prentice Hall International, 1987.
5. Michael J. Evans & Jeffrey S. Rosenthal, Probability and Statistics , WH Freeman
6. Starr K. Martian &Sobal Gross Marion, Statistics for Business and Economics, 1 st Ed;
New York, McGraw Hill, International, 1983.
7. Walpole, R, Introduction to Statistics, Edition 3
8. Shaum and Seigel, Statistics for Business (Latest Edition)
48
Subject Name : Business Finance
Course Code : FIN-250
Credit Hours : 03
To introduce students to the field of Finance and develop their understanding regarding the
role of Finance in business organization.
Upon completion of course, student will be able to:
 Apply the concept of time value of money.
 Understand the role of financial planning in business.
 Explain the determinants of a firm’s working capital.
 Explain various risk measures and models of the relation between risk and return
 Explain the concept of market efficiency and its implications for securities’ returns
 Understand the fundamental concepts of sources and uses of funds.
 Explain the basic techniques of forecasting the cash and sales.
C. COURSE OUTLINE:
MODULE-1
 An Overview of Business Finance
 Forms of Business Organizations.
 The Financial environment: Markets, Institutions & Interest rates.
MODULE-2
 Time Value of Money.
 Present & Future value.
 Annuity
 Cash & Marketable Securities.
 Sources of Short Term Financing.
MODULE-3
 Risk and Return
 Cash flow analysis
 Financial Planning
 Sources of Long Term Financing
MODULE-4
 Accounts Receivable and Inventory.
 Emergence of Islamic Finance.
 International Business Finance.
 James C.Van: Fundamental of Financial Management.
 Eugene F.Brigham: Fundamental of Financial Management.
49
Subject Name : Introduction to Psychology

Credit Hours : 03
 To help the students understand how a psychological perspective provides insight into
human behaviors
 To explain the important concepts, theoretical perspectives, research methods, and
research findings in psychology
 To realize the important contributions that psychology can make in understanding one’s
own and other’s thought and behavior.
Upon successful completion of this course, students will be able to:
 identify the steps of the scientific method and explain how this method applies to
psychological research methodology and statistical analyses;
 demonstrate an understanding of the general history of the field;
 explain the nature versus nurture argument and the current status of thinking regarding
gene-environment interaction;
 identify the basic components and mechanisms of the major biological systems often
studied in psychology; and
 Demonstrate an understanding of the basic findings within a variety of areas of
psychology, including sensation and perception, memory and learning, development,
social psychology, and psychopathology.
C. Course Contents
1. Introduction to Psychology
 Definition, applied fields, and goals of Psychology
 The rise of psychology as a science
 Major trends in the development of Psychology
2. Research methods in Psychology
 Naturalistic observation
 Experimental method
 Survey and interview
 Case study and focus group
 Meta analysis
3. Biological basis of Behavior
 Neural structure and synaptic transmission
 Structure and functions of nervous system
 Endocrine system
4. Sensation
 Sensory processing
 Vision audition
5. Perception
 Attention processes
 Organizational processes in perception
 Identification and recognition processes
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6. Learning and behavior
 Classical conditioning;
 Operant conditioning
 Cognitive learning;
 Observational learning
7. Memory
 Sensory memory;
 Short-term memory;
 Learning and encoding in long-term memory;
 Remembering

 Lahey, Benjamin: Psychology. McGraw-Hill
 Feldman, Robert S.: Understanding Psychology McGraw Hill
References
 Gerow Josh, R.: Psychology and Introduction. Longman
51
Subject Name : Research Methods and Techniques

Credit Hours : 03
 To help students develop a thorough understanding of the fundamental theoretical
ideas and logic of research.
 To familiarize students with application of research in business at each step
 To train students so that they can conduct a small research themselves
 To help students develop a thorough understanding of the issues involved in
planning, designing, executing, evaluating and reporting research
Specifically, at the end of the course, the students should be able to:
 Understand some basic concepts of research and its methodologies
 Identify appropriate research topics
 Select and define appropriate research problem and its parameters
 Prepare and defend a research proposal
 Organize and conduct a scientific research in a more appropriate manner
 Write and defend a research thesis/internship reports.
C. Course Contents
1. Introduction
 Meaning of Research
 Purpose and Need of Research
 Types of Research
 Problems in Social Research
 Characteristics of Scientific Research
 Steps in Scientific Research
2. Research Design
 Descriptive Research Design
 Exploratory Research Design
 Experimental Research design
3. Hypothesis
 Nature and characteristics of hypothesis
 Types of hypothesis
 The research process
 The steps of Research process
 Characteristics of research process
4. Theoretical Framework
 Definition and characteristics
 Components of theoretical framework
 Variables and types of variable
5. Data Collection Methods
 Interview
 Unstructured and structured interview
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 Important tips to follow while interviewing
 Questionnaire
 Personnel administered Questionnaire
 Mail Questionnaire
 Guidelines for Questionnaire
 Observation
 Nature and types of observation
 Classification of observation
 Measurement of variables
 Nominal scale
 Ordinal scale
 Interval scale
 Ratio scale
 Data procession, editing, coding
 Completion, tabulation and presentation of data
6. Research Report
 Format of research report
 Integral part of research report
7. Preliminaries
 Title Page
 Table of contents
 Acknowledgment
8. Main Body
 Introduction
 Literature Review
 Methodology
 Presentation of data
 Conclusion
 Recommendation and implementation
9. References
 Bibliography
 Appendix
 Sekran, Uma: (1999) Research Methods for Business. A skill building
approach, third edition. New York: John Wiley E Sons, Inc.
References
 Zikmud, William G.L: Business Research Methods, Second Edition. New
York: The Dryden Press
 William G. Zikmund, Barry J. Babin, Jon C. Carr, Mitch Griffin , Business
Research Methods (with Qualtrics Card) 8th edition.
 Robert P. Burns and Richard Burns , Business Research Methods and
Statistics Using SPSS.
53
Semester – V

FIN-350 Financial Management 03
HRM-360 Human Resource Management 03
HUM-301 Logic and Critical thinking 03
MSC-310 Calculus 03
ECO-340 Economy of Pakistan 03
HUM-302 Oral Communication 03
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Subject Name : Financial Management

Credit Hours : 03
 The objective of this course is to introduce the financial management, its importance and
its applications in business.
 Introduce students to the methods used in financial planning to access the financial needs.
B. Learning outcomes:
At the end of this course, students should be able to:
 Introduce students to financial planning, objectives and its benefits in business.
 Introduce students to major financial statement of business, evaluation and
assessment of the business through financial statements.\
 The purpose of financial analysis and its importance in the financial control
process.
 Evaluate the different option of financing.
 Evaluate and select the project.
C. Course Contents
Module-1
Role of Financial Management
 What is Financial Management, Organizational Goals
 The Environment for Financial Mgt, Financial Mgt Functions
 The Importance of Financial Mgt
Financial Ratio Analysis
 Why we need Financial Ratio Analysis
 Liquidity Ratios, Financial Leverage Ratios
Module-2
 Efficiency Ratios, Profit Ratios, Equity Ratios
 Financial Forecasting, Budgeting
Module-3
Working Capital Management
 Definition, characteristics of working capital
 Financial Current Assets:
 Matching of Asset life and liability maturity
 Hedging Approach, Conservative approach and Aggressive approach
 Cash Mgt, Short Term Financing
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Module-4
 Long-term debt, preferred stock and common stock.
 Cost of Capital and Capital Structure
 NPV, IRR and Cost of Capital.
 Operating and Financial Leverage
 James C. Van Horne: Financial Management & Policy, Prentice Hall.

 Weston & Brigham: Financial Management, the Dryden Press.
 Gitman L.G.: Managerial Finance.
· Block & Heart: Foundation of Financial Management
· Flamholtz, Michael A. Diamond: Principle of Accounting
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Subject Name : Human Resource Management

Course Code : HRM-360
Credit Hours : 03
 The course aims to understand the concept of Human resources management and the
impact of social, economic and cultural challenges on the HR policies and practices.
 The course will also look at how employee performance is explained as an HR outcome
for firms to gain their competitive advantage over other firms in addition to analyzing
how workforce planning, recruitment and selection, training and feedback are aligned
with business strategies of organizations to achieve their corporate goals.
Specifically, at the end of the course, the students will be able to:
 Evaluate and apply theories of social science disciplines to workplace issues
 Understand HRM functional capabilities used to select, develop, and motivate workers
 Demonstrate strong analytical, communication, and decision making skills for better
management of Human Resources in Organizations.
C. Course Contents
1. Introduction:
 Concepts of human resource management
 History of HRM
 Human Resource Challenges;
 Human Resource Functions;
 Philosophical approaches to Human Resource Management
2. Job Design and Analysis:
 An overview of Job design;
 Techniques of job design;
 Job analysis; Collection of job information; Applications of job analysis
information
3. Human Resources Planning & Recruitment:
 Significance of Human Resource Planning;
 The planning process; the implementation of program;
 Recruitment & selection policy issues; Source of recruitment; Selection process
& procedure; Evaluation of Human resource Planning & Recruitment
 Succession Plannig
4. Career Planning & Development:
 Promotion;
 Demotion;
 Separation
5. Training and Development:
 Significance of training & development;
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 Training Process;
 Training Methods;
 Human Resource Development Techniques
6. Motivation and Reward System:
 Concept of motivation;
 Reward systems;
 Motivation through job design; Motivation through employee participation;
 Types of Benifits
 Other motivation techniques
7. Performance Appraisal:
 Appraisal; Definition and applications;
 Basic consideration in appraisal;
 Appraisal methods;
 Legal issues for appraisal;
 Appraisal challenges
8. Compensation and Services:
 Objectives/Rationale of Financial compensation;
 Challenges affecting compensation;
 Wage criteria- Policy and principles;
 Job evaluation and its system;
 Compensation for administrators & professionals;
 Financial benefits and other services
9. Discipline:
 Concepts of discipline;
 Preventive & corrective discipline;
 Negative & positive approach;
 Administration of disciplinary action;
 Grievance handling
 William B. Werther & Keith Davis: Human Resource & Personnel, McGraw Hill.
 Bernardin & Russell: Human Resource Management McGraw Hill.
References
 Human Resource Management by Robert L. Mathis and John H. Jackson,

SouthWestern Cengage Learning, Twelfth Edition, 2008
 Holdin, Human Resource Management
 William B. Werther & Keith Davis Human Resource & Personnel, McGraw Hill.
 Robert Kreitner & Angelokinicki: Organizational Behavior, IRWIN.
 Garry Dessler, Human Resource Management
 Dale S. Beach, Personnel The Management of people at work
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Subject Name : Logic and Critical Thinking

Credit Hours : 03
The objective of this course is to sharpen the intellect of the students, develop their reasoning
ability, strengthen their understanding, and promote clear thinking.
Students in this course will develop the ability to
 Analyze arguments critically. This entails both the recognition of good arguments and
the identification of fallacies (logical errors)
 Use classical propositional logic as the simplest tool for analysis of arguments
 Identify alternatives to classical propositional logic from the philosophical literature
and from applications to reasoning tasks
 Apply analytical tools to reasoning in a variety of real life contexts.
C. Course Contents
1. Introduction
 Definition of Logic
 Logic as a science and an art
 Scope of logic
 The laws of logic
2. Language
 Three basic uses of language
 Discourse serving multiple functions
 The form of discourse
 Kinds of agreement and disagreement
 Emotively neutral language
3. Definitions
 The purpose of definition
 The types of definition
 Various kinds of meaning
 Techniques for defining
4. Fallacies
 Informal fallacies
 Fallacies of ambiguity
 The avoidance of fallacies.
 Rules and fallacies
5. Deductive Logic
 Categorical propositions and classes
 Quality, quantity and distribution
 The traditional square of opposition
 Immediate inferences, conversion, obversion, contraposition, inversion
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 Standard form categorical syllogisms
 Venn diagram techniques for testing syllogisms
6. Inductive Logic
 Analogy
 Causation
7. Symbolic Logic
 Symbolism and diagram for categorical proposition
8. Use of Logic in Ordinary Language
 Reducing the number of terms in categorical syllogism
 Translating categorical proposition into standard forms
 Uniform translation
 Enthymemes

 Irving M. Copi. Introduction to logic 13th Edition
References:
 Karamat Hussain. A textbook of Deductive Logic
 J. Woods, A. Irvine and D. Walton, Argument: Critical Thinking, Logic and the
Fallacies, 2nd edition, Pearson Canada
 Critical Thinking : Introduction, by Alec Fisher, Cambridge
 Introduction to Logic by Harry J Gensler, Routledge
60
Subject Name : Calculus

Credit Hours : 03
To introduce the students to differentiation and integration of basic functions of one
variable; functions of several variables; partial derivatives; optimization problems; some
applications to business and Economics.
Upon completion of the course, the student will be able to:
 Interpret a function from an algebraic, numerical, graphical and verbal perspective and
extract information relevant to the phenomenon modeled by the function.
 verify the value of the limit of a function at a point using the definition of the limit
 calculate the limit of a function at a point numerically and algebraically using
appropriate techniques
 Find points of discontinuity for functions and classify them.
 understand the consequences of the intermediate value theorem for continuous functions
 Interpret the derivative of a function at a point the as the instantaneous rate of change in
the quantity modeled and state its units.
 interpret the derivative of a function at a point as the slope of the tangent line and
estimate its value from the graph of a function
 Sketch the graph of the derivative from the given graph of a function.
 Approximate the value of the derivative at a point using the forward difference quotient
and the centered difference quotient from a given table of function values.
 Compute the value of the derivative at a point algebraically using the (limit) definition
 Derive the expression for the derivative of elementary functions from the definition
 Compute the critical points of a function on an interval.
 find the anti-derivative of elementary polynomials, exponential, logarithmic and
trigonometric functions
 Use substitution to find the anti-derivative of a composite function.
C. Course Contents
1. Equations and their types
• Solution of linear equations
• Solution of quadratic equations by formula method
• Solution of quadratic equations by factorization
• Solution of quadratic equations by completing square method
• Solution of simultaneous equations (2 by 2 system)
• Solution of simultaneous equations (3 by 3 system)
• Solution of simultaneous equations (2 by 2 system) by elimination method
• Solution of simultaneous equations (2 by 2 system) by comparison method
• Solution of simultaneous equations (2 by 2 system) by substitution method
2. The concept of the limit of a function
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• Evaluating the limits of functions
• The concepts of continuity and discontinuity of a function, checking continuity of
a function
• Finding values of the variable for which the function becomes discontinuous
• The concept of derivatives and differentiation, finding derivatives by applying the
limit approach
3. Differentiation
• Rules of Differentiation
Logarithmic function rule
• Exponential function rule
• Inverse function rule
• Function of a function rule/ chain rule
• Derivatives of implicit functions
• Application of derivatives
• Higher order derivatives
• Partial derivatives
• Partial derivatives with more than one variables
• Findings maxima and minima of a function
• Application of derivatives
• Application of derivatives, unconstraint optimization
• Application of derivatives, constraint optimization
4. Differential equations
5. Integration/ anti-derivatives
• Rules of integrations
• Application of integrations
• Hoffman and Bradley, Calculus for Business, Economics and Life & Social Sciences.
References
• Ernest F. Haeussler. Jr. Richard S. Paul, Introductory Mathematical Analysis for

Business, Economics, and the Life and Social Sciences, 9th edition, Prentice Hall,
International Inc.
• Budnick F.S. Applied Mathematics for Business, Economics and Life & Social Sciences
62
Subject Name : Economy of Pakistan

Credit Hours : 03
• To familiarize the students with the state of Pakistan’s Economy
• To give the students an insight of the problems of Pakistan’s economy and the policies
used by the government to overcome these problems
B. Learning objective
At the end of the course, students should be able to:
 Know about the Economy of Pakistan
 The basic problem faced by the economy of Pakistan.
 Develop idea how to overcome those problems,
 Reasons behind the low growth of economy.
C. Course Contents
1. Agricultural Sector:
 Major crops;
 cash crops;
 cultivated area;
 irrigated and un-irrigated area and agricultural inputs
2. Industry:
 Small, medium and large scale industries;
 major industries; employment;
 capital output ratio and industrial policy and prospects
3. Population:
 Population trend, birth rate;
 fertility rate; infant mortality rate;
 rural urban migration;
 male/female ratio; life expectancy and population pyramid
4. Education:
 Number of male/female educational institutions;
 student enrolment;
 teacher/student ratio;
 literacy ratio and education policy
5. Health:
 number of hospitals,
 doctors and paramedical staff;
 number of medical colleges;
 major diseases;
 access to clean water and sanitation
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6. Services Industry:
 Major services;
 hotels and motels;
 tourism and transportation
7. Foreign Trade:
 Major imports and exports;
 commercial policy;
 tariffs and quotas;
 export subsidies and rebate;
 foreign exchange earnings and balance of trade
8. Monetary Policy:
 Role of State Bank of Pakistan in money supply;
 tools of monetary policy; open market operation;
 bank rate and required reserve ratio
9. Fiscal Policy:
 Direct and indirect taxes;
 excise duty;
 government budget and government expenditure
10. Banking:
 Commercial banking; non-banking financial institutions;
 insurance companies;
 mutual funds; investment banks;
 consumer banking and interest-free banking
11. Inflation:
 Measurement of inflation;
 consequences of inflation;
 inflation and unemployment
12.Labor Force:
 Male/female; skilled/unskilled; rural/urban; self employed/ employed labor
force and manpower planning
13. Macro Economic Indicators of Pakistan’s Economy
 GNP, GNI, GDP, NI, DPI, Per capita Income
 per capita GDP and growth vs. development
14. Capital Markets:
 Stock exchanges and their functioning;
 role of Security Exchange Commission of Pakistan (SECP);
 stock index; and foreign portfolio investment
15. CPEC and its Impact on Economy of Pakistan

• Saeed, Amjad Khawaja: Economy of Pakistan
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• Hussain Ch. M. Economic Theory
· Pakistan Economic Survey (various issues)
65
Subject Name : Oral Communication

Credit Hours : 03
In this rapidly changing world communication has become very vital and important. Without
communication neither the individual nor organizations can make progress in any sphere of life.
 This course focuses on oral communication and presentation in the class to develop
the interpersonal, group and public communication skills among students.
 This course also instructs the students the means to anticipate and analyze the ethical
dilemmas they will face on the job/practical life. Taking an ethical position on the
face of pressures and temptations requires more than courage – it really requires
strong communication skills which are developed within students through this
course.
At the end of the course, students will be able to:
 Improve knowledge of the parts and functions of a speech
 Better understand the dynamics of audience demographics
 Adapt to the needs of people of different backgrounds and culture, as well as to the
rhetorical expectations of diverse contexts and occasions
 Improve students confidence in themselves as public speakers in their academic,
professional, and social lives
C. Course Contents
 Grammar review
 Vocabulary Development
 Pronunciation
 Drills
 Communication process and perception
 Verbal and non-verbal communication
 Practicing communication
 Informative speaking
 Conversation and listening
 Impromptu and extempore speeches
 The psychology of effective communication
 Principles of communication psychology
 Ethics of communication

 Communicate!, 11th edition, by Verderber and Verderber
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· Bov’ee D. Philips: Business Communication today
References
· Stewart, Zimiber & Clark: Business English & Communication
· Himstreet & Batty: Business Communication
· Kitty O Locker: Business & Administrative communication
67
Semester – VI

Code
MGT- 370 Change Management 03
MSC-302 MIS & E-Business 03
MGT-371 Business Ethics 03
HUM-301 Business & Corporate Law 03
MGT-372 Project Management 03
68
Subject Name : Change Management

Credit Hours : 03
This course teaches students how to develop the skills to proactively address change and
meet the challenges of transition in the workplace. Students will also learn how to develop
the ability to effectively handle organizational changes by examining the transition process
and understanding their own, and others’ needs and responses to each phase. Students will be
able to:
 Understand the impact of change
 Support and prepare for impending changes
 Manage others through changes in your workplace
 Deal with resistance
 Act as an 'agent for change'
 Build and maintain good working relationships
 Develop creative solution to cope with change.
Specifically, at the end of the course, the students should be able to:
 Explain the forces that drive change in organizations.
 Describe the most common ways that organizations change.
 Explain and appreciate the various ways that individuals react to change and how to
respond accordingly.
 Apply appropriate diagnostic tools, systems thinking and creative problem-solving to
create effective change interventions.
 Create and assess a detailed plan to implement and sustain a change intervention.
C. Course Contents
1. Understand What is Change:

 Drivers for change;
 The change adept organization
2. Identify Different Types of change:
 Incremental,
 Planned,
 Transformational
3. Recognize Dimensions of Change:
 Leader-Driven;
 Process-Driven;
 Improvement-Driven;
 Organizational Renewal
4. Change Management Models
5. Prepare for Change:
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 Pressure for change;
 A clear shared vision;
 Actionable first steps;
 Developing belief
6. Understand Resistance to Change:
 Why change doesn't work?
 Reasons for resistance;
 Dealing with ambiguity
7. Be Able to Lead Change:
 Why do we need change leadership?
 change leadership; Fighting complacency
8. Communicate Change:
 The transition;
 Communicating the change
 Change in a traditional company;
 Structuring a traditional company’s “Dot Com”;
 Alliances;
 Acquisitions and Global Strategy
9. Implementing Change:
 Shareholder involvement;
 Leading from the top/ delivered from the bottom;
 Measured and monitored; Coping with change
10. Understand why change programs fail:

 Why do change initiatives fail?
 Are you ready for change?
References
 L. French: Organization Development, Prentice Hall

 Richard Beakhard and Wendy Pictuard: Changing the Essence
 Management and Organizational Development, Keith Potching
 Kard Albrecht: Organization Development
 French Bell Zawacki: Organizational Development and Transformation
 N.P.Rao: Modernizing Management-Human Resource Development
 James E.Gardner: Training Interventions in Job Skill Development
70
Subject Name : MIS & E-Business

Credit Hours : 03
This is a fundamental course for the students of business administration. The course is designed
to explain the concepts of E-Commerce and information systems and their importance for
business success. Different information technology applications in businesses are used to
support the decision makers for strategic business decisions
Objectives of the course are to:
 Develop the understanding of e-Commerce technology and its impact on
businesses
 Enable the students to understand the economic consequences of e-
Commerce;
By the end of this course, students should be able to
 understand the nature of e-Commerce;
 recognize the business impact and potential of e-Commerce;
 explain the technologies required to make e-Commerce viable;
 explain the economic consequences of e-Commerce;
 discuss e-commerce from an enterprise point of view;
 evaluate key aspects of B2B e-commerce
C. Course Contents
1. Management Information System
 Introduction to Information System
 Components of Information System
 Types of Information System
 Using information technology in business;
 System theory and methodologies;
 System model of the firm;
 The database and database management system;
 Data communication;
 Networking and computer-based information systems
2. E-Business
 ERP Systems and their Extension to Inter-Enterprise Business;
 The Corporation’s Interface with its Customers;
 Inter-Enterprise E-Business;
 Logistics;
 Portals;
 Branding and Pricing; Markets;
 Auctions; Managing channel conflict;
 Leveraging a traditional business on the Web;
 Competition among traditional companies in E-Business;
 Payments;
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 Electronic Banking
 Alliances;
 Acquisitions and Global Strategy

• James O’Brien: Management Information Systems
• Danial Armor: E-Business Revolution
References
• Karra Kota: E-Business
• Larry Long & Nancy Long: Introduction to Computer Information System
72
Subject Name : Business Ethics

Credit Hours : 03
Objectives of this course are:
 to introduce contemporary and controversial ethical issues facing the business
community.
 to demonstrate an understanding of their moral responsibilities and obligations as
members of the workforce and society.
Upon successful completion of this course, students should be able to:
 Demonstrate comprehension of some principal ethical theories that can guide
their thinking
 Apply the moral reasoning process through the lens of various ethical theories
 Appreciate the importance of ethical decision making and the difficulties
inherent therein
 Evaluate ethical problems by navigating the terrain of external and internal
stakeholders of businesses
 Understand the concept of CSR and the debates around it
 Comprehend and debate the role of religion and culture in analyzing ethical
issues
C. Course Contents
1. An Overview of Business Ethics:

 Introduction;
 Why study Business Ethics?;
 Social Responsibility and Business Ethics;
 The development of business ethics;
 Framework for studying Business Ethics
2. Ethical issues in Business:
 Foundation of ethical conflict;
 Classifications of ethical issues;
 Ethical issues related to participants and functional areas of business;
 Recognizing an ethical issue
3. Applying Moral Philosophies to Business Ethics:
 Moral philosophy defined;
 Moral philosophy perspectives
4. Social Responsibility:
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 The economic dimension;
 The legal dimension;
 The ethical dimension;
 The philanthropic dimension
5. An Ethical Decision-Making Framework:
 Ethical issue intensity;
 Individual factors;
 Stages of Cognitive Moral Development;
 Corporate Culture; Significant others;
 Opportunity, business ethics evaluations and intentions;
 Using the ethical decision-making framework to improve ethical decisions
6. How the Organization Influences Ethical Decision Making:
 Organizational structure and business ethics;
 The role of corporate culture in ethical decision-making;
 Group dimensions of organizational structure and culture;
 Implications of organizational relationships for ethical decisions
 Ferrell, O.C., and Fraedrich, John, Ethical Decision Making and Cases, New
York: Houghton Mifflin
74
Subject Name : Business and Corporate Law

Credit Hours : 03
Objectives of this course are:
 Acquaint students with Legal System of Pakistan
 Familiarize the students with the different Mercantile Laws affecting the Corporate and
business environment in Pakistan.
 Make students understand the important elements and aspects of business and corporate
laws.
 Enable the students to assess the nature and Impact of certain types of rules and
regulations by analyzing the cases referred to in the recommended books/sources.
 Equip the students with the necessary skills and aptitude to deal tactfully with the legal
situations arising out of business routine matters.
On completion of this course, learners will be able to:

 Appreciate the relevance of business and corporate law to individuals and
businesses and the role of law in an economic, political and social context
 Examine how businesses can be held liable in tort for the actions of their
employees.
 Explain the legal and fiscal structure of different forms of business organizations
and their responsibilities as an employer.
 Acquire problem solving techniques and to be able to present coherent, concise
legal argument.
C. Course Contents
1. LEGAL SYSTEM OF PAKISTAN
 Meaning of Legal System;

 Major Components / Divisions of Legal System of Pakistan;
 Comprehensive Analysis of Legal System of Pakistan;
 Federal and Provincial legislative, judiciary, and Executive of Pakistan under the
framework of Constitution of Islamic Republic of Pakistan.
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2. LAW OF CONTRACT
Introduction and definition of contract, Essentials of a valid contract,
Void agreements, contingent of the contract, Discharge of contract,
Quasi contracts, Indemnity and Guarantee, Bailment and Pledge,
Contract of Agency.
3. THE SALE OF GOODS ACT
Define goods and its classification, Distinction between sale and
Agreement to sell, price, conditions and warranties, Transfer of
Property, Transfer of title, unpaid seller and his rights, Delivery and its
Rules, Auction sale.
4. THE PARTNERSHIP ACT

Definition of partnership & Determination at will, Rights and duties of
Partner(s) implied authority of a partner, position of a Minor Partner,
Dissolution of Partnership, Registration and effect of non-registration
Of the firm.
5. THE NEGOTIABLE INSTRUMENTS ACT

Introduction, meaning, requirements characteristics of negotiable
Instruments, Definition and Distinction of Promissory notes, Bill of
Exchange and cheque. Crossing – object and kinds, A brief
introduction of endorsement, Negotiation, presentment, Acceptance
and Dishonor. Discharge from liability.
6. SECURITIES
A brief Introduction of Mortgages, changes and Hypothecation.

7. CARRIAGE OF GOODS.
Common Carrier. Essentials of a Common Carrier, Rights, and Duties
of a common Carrier. Restricted Liability of Railway Carriage as
common carriage and by Sea.
8. INTRODUCTION TO THE COMPANIES ACT 2017
 Preliminary (concepts and terms definitions)
 Jurisdiction of courts
 Incorporation of companies and matters incidental thereto
 Classification of Companies
 Prospectus, allotment, issue and transfer of shares and debentures, deposits, etc.
 Share capital and debentures.
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 Registration of mortgages, charges etc.
 Management and Administration
 Doctrines of Corporate Law
 Relevant Schedules, Tables, Forms and General Rules (Section 506 to 516)
9. Companies (Incorporation) Regulations, 2017
• Relevant Chapters
10. Securities Act 2015
• Section 2, 6, 7, 19, 77, 87 to 96
11. Single Member Companies Rules 2003

12. Listed Companies Corporate Governance Regulations, 2017
13. Modaraba Companies and Modaraba (Floatation and Control)
14. Ordinance, 1980
15. Non Banking Finance Companies
Recommended Books:
1. The Companies Ordinance along with relevant Rules and Schedules issued by SECP
2. Khawaja Amjad Saeed. Mercantile Law of Pakistan
3. Chaudhry A. G. Mercantile Law in Pakistan,. Pakistan
4. Practical Approach to the Companies Ordinance and Secretarial Practices by Nazir
Ahmed Shaheen (Latest Edition)
5. Introduction to Company Law by Mirza Munawar Hussain (Latest Edition)
6. Company Law by – PBP Publications (Latest Edition)
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Subject Name : Project Management

Credit Hours : 03
The aim of this course is to:
 Equip students with the knowledge of project management and skills that a
successful project manager uses for effective initiation, implementation and
termination of a project. Students get knowledge of different players involved in
projects as well as an in-depth information regarding organizational structure and
communication etc. for project. Students are also taught how to prepare project
feasibility study which is the core outcome of this subject.
 To understand the nature of projects within business and non-business environments
 To create an awareness of the skills, attributes and knowledge required by project
managers
 To develop the practical knowledge of project skills pertaining to scope definition
and stakeholder management
 To equip students with the practical knowledge of the various project knowledge
areas defined by PMI and practiced worldwide
 To expose students to the project planning software MS Project so that they are able
to plan, schedule and run projects on the software
After completing this course students should be able to:
 Define the concept of the ‘project’ in relation to commercial and social organizations
in the government and private sector
 Perform tasks including project assessment, defining project scope, performing key
stakeholder analysis and creating a project charter
 Explain how project plans and work breakdown structure (WBS) are developed and
used in projects for scheduling and cost control
 Articulate how a project team performs the work necessary to achieve the stated
objectives of the project through monitoring, quality management, stakeholder
management and risk management
 Explain the needs, tools and the success/failure indicators in projects
 Demonstrate an understanding of the skills, knowledge and attributes required of a
project manager
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C. Course Contents
1. Introduction to Project management;
 Defining the projects;
 Understanding Project Management
 The relationship between Project Management & General Management.
 Classification of Projects
 The Project Model
 Phases of Project Management
 Integration of organizational strategy with projects;
2. Project Management Body of Knowledge(PMBOK)
 Ten Knowledge Areas
3. Project Selection
 Determining Feasibility
 Factors for Project Selection Process
 External Factors
 Internal Factors
 Quantitative Factors
 Qualitative Factors
4. Project Selection Models
 Criteria/Checklist for Project Selection
 Types of Project Selection Models
 Non-numeric models
 Top-down
 Grass roots
 Externally generated
 Ad-hoc selection
 Comparative benefits
 Numeric Models
 Pay Back Period
 Net Present Value
 Internal rate of Return
 Benefit-Cost ratio
 Comparison of numeric models
5. Project Risk Management
 Nature of Risk
 Risk Identification
 Risk Quantification
 Risk Quantification Techniques
 Expected Value
 Sensitivity Analysis
 Monte Carlo Simulation
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 Failure Mode effect Analysis
 Project Proposals
6. Project Organizations
 Project as part of Functional Organization
 Pure Project Organization
 Matrix Organization
 Mixed Organizations
 Organization Structure selection
 Project Team
7. Project Planning
 Programs & Projects
 Planning Components
 Preliminary coordination
 Work plans
 Work Breakdown Structure (WBS)
 Action Plans
 Linear Responsibility Chart
 Schedules
 Status Reporting
8. Budgeting
 Estimating Project Budgets
 Top- Down Budgeting
 Bottom-up Budgeting
 Activity Budgeting
 Program Budgeting
 Planning-Programming-Budgeting system
 Zero Based Budgeting
9. Time Planning
 Project Scheduling
 Benefits
 Terminologies
 Types of Scheduling
 Gantt Chart
 Program Evaluation Review Technique (PERT)
 Critical Path Method (CPM)
 Assignment
10. Monitoring & Information System
 The Planning-Monitoring-Controlling Cycle
 Designing the Monitoring System
 Information needs for reporting
11. Project Control
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 Elements for Project Control
 Performance
 Cost
 Time
 Requirements for Control System
 Levels of control processes
 Characteristics of a successful control system
12. Project Auditing
 Definition
 Purpose of Auditing
 Construction and use of Audit Report
 Project Audit Life Cycle
13. Project Termination
 Varieties of Project Termination
 Extinction
 Addition
 Integration
 Starvation
14. Project Termination Process
 Completion & Handover
 Closing down Project Systems
 Reviews
 Relocation of Staff
 Disposal of Surplus Assets
 The Final Report
15. Improving Project Performance
 Project Management Maturity
 Influences on Process Change
 Business Process Re-Engineering
 Benchmarking
 Lean Project Management

 Morris PWG & Hought, G.H. The Anatomy of Major Projects. John Willey. Clifford
F. Gray / Erik W. Larson, Project management (The managerial process) Irwin
McGraw Hill
 M. Pete Spinner, Project Management, Principles and Practices, Prentice Hall
 Meredith, J.R. & Mantel, S.J. (2010) Project management: a managerial approach.
Hoboken, N.J., John Wiley.
81
References
 John Dingle, Project Management, Orientation for Decision Makers, Arnold
Publishers
 Robert K. Wysocki, Roberty Beck, Jr., David B. Crane, Effective Project
Management.
 Project Management Institute (2013), A guide to the project management body of knowledge
(PMBOK® guide).
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Semester – VII
MGT-470 Organizational Theory and Behavior 03
MGT-471 Strategic Management 03
MGT-472 Production and Operations Management 03
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Subject Name : Organizational Theory and Behavior

Credit Hours : 03
 This course is designed to introduce the students to basic mechanics and dynamics of
organizations which mainly emphasize the relationship between organizations and people
in term of their perception, motivation, back ground differences and the ways they
behave in organization. This course, in a way, is a multidisciplinary approach in which
topics like culture and modern management issues are discussed.
 The course will also give a bird’s eye view on the tools and techniques of understanding
human response to different internal and external psychological inputs.
 To understand the theories of Organizational Behavior
 To be able to analyze how these theories and empirical evidence can help to understand
contemporary organizational issues
 To apply theories to practical problems in organizations in a critical manner
C. Course Contents
1. Introduction and Background
 Organizational behavior; Key concepts;
 A historical perspective on organizational behavior;
 Organizational behavior and contemporary issues
2. Organization: Structure and Design
 The nature and purpose of organization;
 The classical and modern concepts of organization;
 Span of control and organization structures;
 Authority relations; Line, staff and functional authority;
 Delegation and decentralization; Departmentalization;
 Organizational life cycle stages;
 The contingency approach of organization design;
 Today’s organizations and various designs; Organizational effectiveness
3. Organizational Culture:
 The dynamics of organization’s culture;
 the basic approaches to organizational culture;
 the cross-cultural awareness; total quality culture creation;
 changing and developing cohesive organization’s culture
4. Organizational Change and Development:
 The nature and typology of organizational change;

 The diagnosis of forces for change;
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 The models and dynamics of planned change;
 Resistance to change and its management;
 Techniques for managing change;
 Organizational development Objective and model;
 Change management and contemporary issues in TQM
5. Foundations of Individual Behavior:
 The perception process;

 The attribution theory;
 Personality and organizational behavior;
 Attitudes, personal values and ethics;
 Learning and behavioral modification
6. Behavior Modification:
 Behavioral learning models;

 Principles of behavior modification;
 the process of modifying on-the-job behavior;
 Behavioral self-management
7. Socialization and Mentoring:
 The organizational socialization process;

 The socialization techniques;
 Mentoring, organizational roles and norms
8. Work Group Behavior:
 Work group; Types, functions & development process;

 Work group structure, composition and effectiveness;
 Inter group interactions; Organization influence tactics;
 Organization’s politics;
 Strategies for improving work group performance
9. Organizational Conflicts Management:
 The nature of conflict;

 Functional versus dysfunctional conflict;
 Approaches to effective conflict resolution;
 Conflict stimulation
10. Psychological Contracts:
 What are psychological contracts?

 How do individuals form psychological contracts?
 How do individuals react when they believe that their employer has broken a
promise to them?
 What do organizations do to manage employees’ psychological contracts?
11. Organizational Justice
 What is justice?
 Why is justice important to individuals?
 How does justice explain employee attitudes and behavior?
 Why do managers behave unjustly? Is more justice always better?
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12. Group dynamics and teams
 The nature of groups

 The dynamics of informal groups
 The dynamics of formal groups
 Team in modern workplace
13. Power and politics
 The meaning of power

 Distinction between power, authority and influence
 Classification of power
 Contingency approaches to power
 Political implication of power
14. Leadership
 Background and classic studies on leadership

 Establish theories of leadership
 Emerging theoretical frameworks for leadership
 Leadership styles
 The role and activities of leadership
 Leadership skills
15. Motivation
 The meaning of motivation

 Primary motives
 Secondary motives
 Work motivation approaches
 The content theories of work motivation
 Contemporary theories of work motivation
 ORGANIZATIONAL BEHAVIOR—Fred Lauthans, 8th Edition Irwin McGraw
Hill Publishers, (Latest edition).
 ORGANIZATIONAL BHEAVIOR— Robert Kriether, and Annlgelo Kinick,
Irwin McGraw Hill Publisher, (Latest edition).
 Judith R. Gordon, Organizational Behavior, Prentice Hall.
 Davis and Newstrom, Human Behavior at Work: Organizational Behavior,
McGraw Hill.
 Robert Kreitner & Angelo Kinicki Organizational Behavior, IRWIN
 https://www.tutorialspoint.com/organizational_behavior/
organizational_behavior_perception.htm
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Subject Name : Strategic Management

Credit Hours : 03
 The course is designed to enable students to make structural and performance analysis of
competitive forces and to position a firm to gain sustainable competitive advantage.
 The course will help the students to understand the relevance of Western strategic management
theories and practices to the local settings.
By the end of this course it is expected that the student should be able to:
 Develop a framework of analysis for identification of central issues and problem in complex,
comprehensive cases; to suggest alternative course of action; and present well supported
recommendations for future action.
 Develop conceptual skills so that students are able to integrate previously learned aspects of
corporations.
 Understand the relevance of the strategic management theories and practices, underscored by
Western academicians and practitioners, in local settings.
 Understand the emerging issues in formulating, implementing, and managing strategic decisions.
 Develop skills to analyze and evaluate, both qualitatively and quantitatively, the performance of
people responsible for strategic decisions.
 Bridge the gap between theory and practice and developing an understanding of when and how to
apply the concepts and techniques learned in earlier courses in marketing, accounting; finance,
management, production and information systems.
C. Course Contents
1. Introduction:
 Definition and process,
 Nature of strategic decisions,
 The strategy managers: the role and tasks.
2. Strategy Formulation:
 Information Inputs:
 Operating environment scanning,
 Structural analysis of competitive forces,
 The Structure and performance of the industry as a whole.
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3. Mission and Objective:
 Concepts: Mission, goals, objectives and targets, Mission development and
statement, Relationship.
 The strategy-making hierarchy, corporate strategy, Functional strategies,
operating strategy, factors shaping strategy.
4. Environmental Variables
 Identifying External Strategic Factors
 Industry Analysis
 Competitive Analysis
5. External Assessment:
 The Nature of External Audit, Key external forces, the process of performing
external audit.
6. The Nature of Internal Audit:
 Internal Assessment, Key Internal Forces, the process of performing internal
audit
7. Strategic Choices:
 The generic competitive strategies,
 the offensive strategic postures,
 the defensive strategic postures,
 corporate diversification strategies.
 Strategies Evaluation and Selection: Evaluation models, Growth share matrix
(GSM), General electric’s stop light grid, Life cycle analysis, Gap analysis,
Directional policy matrix (DPM), Selection models and contexts.
8. Functional Strategy Formulation:
 Selection of functional areas,
 Formulation of functional objectives,
 Formulation of functional action plans.
 Strategy Implementation: Analyzing strategy-change,
 Analyzing organizational structure,
 Analyzing organizing culture,
 Selecting an implementation approach.
 Strategic Control: The strategic control process.
9. Strategy Implementation:
 Nature of strategy implementation,
 Annual objectives, policies, resource allocation,
 managing conflicts,
 Marketing,
 MIS,
 R&D, and
 financial issues.
10. A Case Analysis Framework:
 Diagnosis and record of the current situation, Identification and record of the strategic
issues and key problems

 Glueck and jauch; business policy & strategic management; McGraw hill.
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 Certo & peter; strategic management: concepts & applications, random house business
division
References
 Thomous, strick land, strategic management Bpi. IRWIN
89
Subject Name : Production and Operations Management

Credit Hours : 03
 The main objectives of the course are to introduce the field of production/operations
management. Topics to be covered represent a bland of concepts from industrial
engineering, cost accounting, general management, quantitative methods and statistics.
This will include some operations as well as strategic issues such as: applied forecasting,
aggregate planning, scheduling, shop floor control, total quality management, inventory
management, facility layout and project management.
Upon completing this course, students should be able to:
 Develop an understanding of the strategic importance of manufacturing supply chains
and how operations can provide a competitive advantage in the marketplace
 Understand the strategic role of operations management in creating and enhancing a
firm’s competitive advantages
 Understand key concepts and issues of POM in both manufacturing and service
organizations
 Understand the interdependence of the operations function with the other key functional
areas of a firm
 Apply analytical skills and problem-solving tools to the analysis of the operations
problems
 Explain the product development process for both manufactured and service products
 Demonstrate how the development of products can have significant economic impact on
the firm
C. Course Contents
1. Introduction:
 Introduction and Importance of production and operations management;
 design of and effective operational system including a thorough understanding of
various operational strategies and their implicative impact on the overall
production and operations of a company
2. Operations management and corporate profitability:
 Characteristics of a manufacturing system;
 Difference between manufacturing and service operations;
 Various forecasting techniques including simulations and aggregate product
planning for attaining TQM
3. Capacity planning,
a. process design,
b. facility layout and location
90
4. Implementation of an effective operational strategy with a perspective emphasizing
on the operational system of the future in the global market
5. Productivity:
a. Importance,
b. productivity ratio, productivity measurement,
c. productivity index, awareness — improvement — maintenance (A.I.M) process.
6. Production System,
a. Models of production system,
b. Product Vs. Services, P
c. rocess-focused & product focused systems,
d. product strategies, product life cycle, production function.
7. Forecasting:
a. Methods — moving averages, Regression analysis, coefficient of co-relation, Delphi,
Market survey
8. Location Planning :
a. Location Planning,
b. Metods of Evaluating Location Alternatives
9. Layout PlaningPlanning :
a. Introduction
b. Types of Layouts
10. Production Planning & Control:

a. Aggregate planning. Concepts about Sequencing,
b. Line balancing, Flow control,
c. Dispatching, expediting, Gantt chart, line of balance, learning curve.
11. Modern Trends in Manufacturing:
a. Basic concepts of CAD, CAM, FMS, CIM, ISO 9000,
b. Quality circle,
c. Kaizen,
d. Kanbans
e. JIT.
 Elwood S. Buffa and Rakesh K. Sarin: Modern Production/Operations Management,

John Wiley
References
 James D. Dilworth: Production and Operations Management, McGraw Hill.

 Jacobs, Chase, and Aquilano: Operations and Supply Management, 12th ed., ISBN#: 0-
07-327873-4 (or latest edition)
91
Semester – VIII

MGT-473 Entrepreneurship 03
MGT-474 International Business 03
92
Subject Name : Entrepreneurship

Credit Hours : 03
Entrepreneurship is an important component in the process of economic development. The
purposes of this course are:
 To analyze the theories of entrepreneurship and to go for case studies of successful
entrepreneurs.
 Enhance the ‘entrepreneurial intentions’ of the students by improving their natural
willingness to start a business or to undertake new ventures in an existing firm with
regards to the given situation.
 Inspire the students to seek ‘alternative’ career opportunities by making them evaluate
their respective social and economic environments.
 Understand the process nature of entrepreneurship and learn the ways to manage it by
working individually in the class and in the form of groups outside the class to conduct
multiple field assignments.
 Develop the analytical skills of the students with regard to various stages of the
entrepreneurship process, starting from opportunity identification and idea generation to
business model development and managing venture growth
 Educate the students about the theoretical underpinnings of the entrepreneurship subject
with the aid of practical assignments and projects
 Apply effective written and oral communication skills to business situations.
 Develop and implement business plan.
 Use critical thinking skills in business situations.
 Apply an ethical understanding and perspective to business situations.
 Ability to recognize a business opportunity that fits the individual student
 Demonstrate the understanding of how to launch the individual's entrepreneurial career
C. Course Contents
1. Introduction to Entrepreneurship
 Nature and Development of Entrepreneurship
 The Entrepreneurial Decision Process
 Types of Start-Ups
 Intrapreneurship
 Entrepreneurial Careers and Education
 Ethics and Social Responsibility of Entrepreneurs
 The Future of Entrepreneurship
2. THE ENTREPRENEURIAL AND INTRAPRENEURIAl MIND
 The Entrepreneurial Process
 Managerial versus Entrepreneurial Decision Making
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3. THE INDIVIDUAL ENTREPRENEUR
 Entrepreneurial Feelings
 Entrepreneur Background and Characteristics Motivation
4. INTERNATIONAL ENTREPRENEURSHIP OPPORTUNITIES
 The Nature of International Entrepreneurship
 The Importance of International Business to the Firm
 Entrepreneurial Entry into International Business Barriers to International Trade
5. CREATIVITY AND THE BUSINESS IDEA
 Sources of New Ideas
 Methods of Generating Ideas
 Creative Problem Solving
 Product Planning and Development Process,
 E-Commerce and Business Start-Up
6. LEGAL ISSUES FOR THE ENTREPRENEUR
 What is intellectual Property?
 Legal Issues in Selling Up the Organization
 Patents
 Trademarks
 Copyrights Trade Secrets Licensing
7. THE BUSINESS PLAN: CREATING AND STARTING THE VENTURE
 What Is the Business Plan?
 Scope and Value of the Business Plan-Who Reads the Plan?
 Presenting the Plan
 Information Needs
 Writing the Business Plan Using and Implementing the Business Plan
8. THE MARKETING PLAN
 Industry Analysis
 Marketing Research for the New Venture
 Understanding the Marketing Plan
 Characteristics of a Marketing Plan
 The Marketing Mix
 Steps in Preparing the Marketing Plan Contingency Planning
9. THE ORGANIZATIONAL PLAN
 Developing the Management Team
 Legal Forms of Business
10. THE FINANCIAL PLAN
 Financial plan
 Pro Forma Income Statements
 Pro Forma Cash Flow
 Pro Forma Balance Sheet Break-Even Analysis
 Pro-Forma Sources and Applications of Funds
11. SOURCES Or CAPITAL
 Sources of Capital
 Debt or Equity Financing
 Internal or External Funds
 Personal Funds
 Family and Friends
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 Commercial Banks
12. INFORMAL RISK CAPITAL AND VENTURE CAPITAL
 Financing the Business
 informal Risk-Capital Market
 Venture Capital
 Case Study
 Case Study Presentation
13. STRATEGIES FOR GROWTH AND MANAGING THE IMPLICATIONS OF
GROWTH
 Using External Parties to Help Grow a Business
 Franchising
 Joint Ventures
 Acquisitions
14. ACCESSING RESOURCES FOR GROWTH FROM EXTERNAL SOURCES
 Advantages and Disadvantages of Going Public
 The Alternatives to Going Public
 Registration Statement and Timetable
 Legal Issues
15. GOING PUBLIC
 Bankruptcy
 Warning Sign of Bankruptcy

 ROBERT D. HISRICH, PH.D.: Entrepreneurship, McGraw-Hiii Irwin
 David H. Holt: Entrepreneurship, New Venture Creation, Prentice Hall
 Bill Bolton & John Thompson: Entrepreneurs Talent, Temperament,
Technique, Butterworth Heinemann.
 Paul Burns and Jim Dew Hurst: Small Business and Entrepreneurship
 P.N. Singh: Entrepreneurship fo0r Economic Growth
 Peter F. Drucker: Innovation and Entrepreneurship Peter F. Drucker
 Barringer, Bruce R. and Ireland, D. Entrepreneurship: Successfully Launching
New Ventures, 3rd Edition, Prentice Hall, 2010
 Timmons, J., New Venture Creation – Entrepreneurship for 21st Century, 7th
Edition
95
Subject Name : International Business

Credit Hours : 03
 To familiarize the students with the concepts of International Business.
 To give the students an insight into the problems of international business and of the
policies used by the managers to combat these problems.
 To familiarize students with challenges and opportunities that firms face in
today’s global economy
 To familiarize students with fundamental concepts and theories concerning formal
and informal institutions, cross-border trade and investment, and global strategies
 To familiarize students with diverse country risks while doing business globally
 To expose students to a multicultural work environment
 To understand the challenges of globalization and underlying ethical issues in
international business
Upon completion of the course the students should be able to:
 Apply fundamental concepts and theories learned to understand the complexities
of international business environments demonstrate their understanding of
theories and conceptual frameworks that explain why and how firms
internationalize.
 Develop well-reasoned arguments about current debates and dilemmas in
international business, such as ethical dilemmas, CSR in international business,
multinationals from and in emerging economies, among others.
 Demonstrate problem-solving skills by analyzing relevant managerial problems in
international business strategy and operations.
 Apply intercultural communications skills.
 Collaborate in international teams and solve team-level disputes.
C. Course Contents
1. Introduction and History:
 Globalization forces;
 Trade volume and direction of Trade;
 FDI and flow of FDI;
 Reasons to enter in international business;
 Ways to enter international business
2. Economic Theories of International Business:
 Mercantilism,
 Theory of Absolute Advantage;
 Theory of Comparative Advantage;
96
 International PLC;
 International Investment Theories
3. Trade Restrictions:
 Reasons for trade restrictions;
 Tariff and non-tariff Barriers
4. Economic Development:
 Measurement of economic development level
5. International Organizations:
 UNO,
 IBRD, IMF,
 OPEC,
 EU,
 Regional Groupings
 Economic Cooperation Organization (ECO)
6. International Monetary System:
 Gold standard history;
 BOP; Equilibrium and Disequilibrium
7. Financial Forces Influencing International Business:
 Forex Valuation;
 currency exchange control;
 Tariff or Duties;
 Taxation; Inflation
8. Physical & Environmental Forces:
 Location;
 Topography;
 Climate;
 Natural resources
9. Socio-cultural forces:
 Culture;
 Components of culture;
 Understanding national culture
10. Political Forces:
 Ideological forces (Communism, Capitalism, Socialism);
 Government ownership of business;
 Privatization;
 Government stability;
 Country-asset.
11. Assessing and Analyzing Markets:
 Marketing screening;
 International Management Information System
12. International Marketing:
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 Marketing strategies;
 The Marketing Mix
13. Export and Import Practices:
 Export locating foreign markets,
 Payments and financing procedures;
 Export procedures; Export shipments
Textbook:
 Hill, Charles W. L., Wee C.H, Udayasankar, K. International Business: An Asian
Perspective. New York, NY: McGraw-Hill/Irwin, 2012
References
 Don Ball: International Business Management Wendell Mcculloerh
 Daniels, John Day, Lee H. Radebaugh, and Daniel P. Sullivan. International Business:
Environments and Operations. London [u.a.: Pearson Education Internat., 2009.
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HUMAN RESOURCE MANAGEMENT (Elective)

HRM-461 Employees’ Training and Development 03
HRM-462 Leadership & Group Dynamics 03
HRM-463 Performance Management 03
HRM-464 Employees’ Recruitment and Selection 03
HRM-465 Conflict Management 03
HRM-466 Industrial Relation 03
HRM-467 Collective Bargaining 03
HRM-468 Wages and Salary Administration 03
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Subject Name : Employees’ Training and Development

Credit Hours : 03
This course focuses on the basic and advanced ideas and techniques of training and
development. Students will be provided with the tools and skills to plan and execute
training programs- including needs assessment, evaluating trainee learning style, costing,
considering delivery alternatives, motivating trainees, and evaluation.
At the end of the course participants will be able to:
 Describe methods for conducting training needs assessments.
 Explain the principles of adult learning.
 Formulate objectives for a training session.
 Select appropriate instructional methods.
 Design a training session.
 Use audiovisual supports.
 Deliver a training session.
 Provide feedback to peers.
 Learn to accept feedback from peers.
 Describe techniques for managing group interactions.
 Describe strategies for creating an inclusive training environment.
 Describe processes for assessing training sessions.
C. Course Contents
1. Introduction of Training &Development

 Training design process
 Forces influencing working and learning
 Strategic training
 Evolution of training role
 Strategic training and development process
2. Models of organizing the training department
 Faculty model
 Customer model
 Matrix model
 Corporate university model
 Creating a corporate university model
 Business embedded model
 Outsource training
3. Need Assessment Process
 Why need assessment is necessary?
 Causes and outcomes of need assessment
 Who should participate in need assessment?
 Methods used in need assessment
 Scope of need assessment
 Need assessment practice
4. Training Analysis
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 Organizational analysis
 Person analysis
 Task analysis
 Competency model
5. Learning theories
 Social learning theory
 Needs theories
 Expectancy theories
 Adult learning theory,
 Information processing theory
 Learning process
 Mental and physical process
 Learning cycle
 Age influence on learning
6. Transfer of training
 Model of transfer process
 Applications of transfer of training theory
 Encourage trainee responsibility and self management
 Work environment characteristics influence on transfer
 Organizational environment that encourage transfer
7. Training Evaluation
 Reasons for evaluating training
 Evaluation process
 Outcomes used in the evaluation of training programs
8. Traditional methods of training
 Presentation methods
 Hands on methods
9. Technology influence on training
 Technology and multimedia
 Web based learning
10. Development planning process
11. Training issues from external environment
12. Issues related to internal need of company

 James E.Gardner: Training Interventions in Job Skill Development
 L. French: Organization Development, Prentice Hall
References
 William B. Werther& Keith Davis Human Resource & Personnel, McGraw Hill.
 Garry Dessler, Human Resource Management
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Subject Name : Leadership & Group Dynamics

Credit Hours : 03
 Explore personal strengths and their connection to individual and team leadership
 Apply transformational leadership frameworks to group and community contexts
 Reflect upon the role of identity, power and privilege in leadership
 Learn from community leaders about their leadership journey & challenges
 Connect personal experience, reading and community involvement through reflection
activities to develop an understanding of your own leadership philosophy.
 Strengthen individual and relational leadership skills including communication and
teamwork, through participation in action projects and the use of collaborative
technology.
 Be familiarized with the intricacies of group dynamics – how (efficient) teams are
formed and sustained; how to perceive different behaviors that might assist or impede
good team performance; how to analyses team processes;
 Become aware of the state of the art of research and theories on group dynamics, and
the implications for work teams;
 Critically reflect on your role/impact within teams.
C. Course Contents
1. The Nature and importance of Leadership
 The meaning of Leadership
 Leadership Versus Manager
 The Impact of Leadership on organizational Performance
 Leadership Roles
2. Traits, Motives, and Characteristics of Leaders
 General Personality Traits
 Cognitive Factors and Leadership
 The Strength and limitation of the Trait Approach Traits, Motives, and Characteristics
of Leaders
 General Personality Traits
 Cognitive Factors and Leadership
 The Strength and limitation of the Trait Approach
3. Charismatic Leadership
 The meaning and effect of Charisma
 The communication Style of Charismatic Leadership
4. Effective Leadership Behaviors and Attitude

 Task related attitudes and behaviors
 Relationship-oriented attitude and behaviors
 Situational influences on effective Leadership
5. Leadership Styles
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 Classical Leadership Styles
 Team Leadership versus Solo Leadership
 Best Leadership Style
6. Contingency and Situational Leadership
 Fiedler’s Contingency Theory of Leadership
 Goal Theory of Leadership
7. Power Politics and Leadership
 Sources and Types of Power
 Tactics for becoming an Empowering Leader
8. Developing Teamwork
 Advantages and disadvantages of Group work and Teamwork
 Leader behavior and attitude that foster Teamwork
9. Motivating and Coaching Skills
 Behavior Modification and Motivational Skills
 Coaching Skills and Techniques
10. Creative Problem Solving
 Steps in Creative process
 Characteristics of creative Leader
11. Communication Skills
 Inspirational and powerful communication
 Supportive Communication
12. Conflict Resolution Skills
 The Leader’s role in Resolving Conflict and Negotiation
 Conflict Management Styles
 Organizational Behavior by Fred Luthans

 Leadership Research Findings, Practice , and Skills by Andrew J. Du Brin
References
 Clifton, Donald O. and Edward Anderson (2002). 2nd edition Strengths-Quest:
Discover and Develop Your Strengths in Academics, Career and Beyond.
Washington, DC: Gallup Press.
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Subject Name : Performance Management
Credit Hours : 03
 The objective of this course is to provide students with comprehensive study
dealing with competency of compensation & benefits issues. The course will
expose students to performance systems influenced by compensation, popular
benefit packages, the benefits determination process and the legal requirements in
administering compensation. The course will also address the impact
compensation systems have on employee performance and the relationship that
should exist between employee compensation and the obtainment of
organizational objectives. Students will also study the influence unions have on
wage and salary administration.
 Discuss the importance of performance management, organizational strategic
planning and succession planning.
 Describe how to measure employee behaviors and results.
 Identify and explain how to best implement a performance management system.
 Compare and contrast the concepts of performance management and employee
development.
 Explore and identify ways to utilize the personal self as an instrument in the
performance management process.
 Explain the benefits of reward systems for team performance management.
 Assess the legal issues involved with team performance management reward
systems.
C. Course Contents
1. Introduction
 Definition of Performance Management (PM)
 The Performance Management Contribution
 Disadvantages/Danger of Poorly-implemented PM Systems
 Characteristics of an Ideal PM System
 Integration with Other Human Resources and Development Activities
2. Performance Management Process
 Prerequisites
 Performance Planning
 Performance Execution
 Performance Assessment
 Performance Review
 Performance Renewal and Re-contracting
3. Performance Management and Strategic Planning
 Definition and Purposes of Strategic Planning
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 Process of Linking Performance Management to the Strategic Plan
 Building Support
4. Gathering Performance Information
 Appraisal forms
 Characteristics
 Determining overall rating
 Performance information providers
 Model of rater motivation
5. Employee development
 Personal development programs
 360 feedback system
6. Reward Systems
 Base pay
 Cost of living adjustment and Contingent pay
 Short-term Incentives
 Long-term incentives
 Income protection
 Work/Life focus
 Allowances
 Relational Returns
7. Aims and Role of PM and Reward Systems
 Strategic purpose
 Administrative purpose
 Informational purpose
 Developmental purpose
 Organizational and Maintenance purpose
 Documentation purpose
8. Reward Systems
 Traditional and Contingent Pay Plans
 Reasons for Introducing Contingent Pay
 Possible Problems Associated with Contingent Pay
 Selecting a Contingent Pay Plan
 Putting Pay in Context
 Pay Structures
 Analysis of Research articles
 Managing team performance
 Importance of teams
 Types of teams and implications for performance management
 Purposes and challenges of team performance management
 Team performance in performance management
9. Case studies
10. Rewarding team performance

 Performance Management by Herman Aguinis, 2007
 A hand book of Human Resource Management Practices by Michael Armstrong, 2006
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References
 Performance Management: A New Approach for Driving Business Results by Elaine D.
Pulakos First Edition 2009
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Subject Name : Employees’ Recruitment and Selection

Credit Hours : 03
 This course focuses on the basic and advanced ideas and techniques of recruitment and
selection. Students will be provided with the tools and skills to plan and execute
recruitment and selection programs- including Job Performance Criteria, Interviewing,
Selection Errors etc
 Comprehend the potential importance of recruitment and selection in successful
peoplemanagement and leadership
 Identify aspects of recruitment and selection which are needed to avoid critical failure
factors
 Understand recruitment and selection policies and procedures which are said to be
associated with high performance, commitment and successful organizational outcomes
 Evaluate selection methods according to criteria of professionalism including reliability,
validityand fairness
 Appreciate the links between recruitment and selection and other activities which
integrateworkers within an organization and ensure their longer-term successful working.
C. Course Contents
 Introduction
 Why Recruitment & Selection Matter
 A Systems View of HR Recruitment & Selection & the HR Profession
 Key Legal Concepts & Requirements in Recruitment & Selection
 Measurement, Reliability, & Validity
 Job Analysis & Competency Models
 Organizational & Process Analysis
 The Role of Competencies
 Job Performance
 A Multidimensional Model of Job Performance
 Measuring Performance
 Job Performance Criteria
 Applicant Screening
 Attracting Job Applicants
 The Person Organization Fit
 Recruitment Strategy & Methods
 Evaluating Recruiting Efforts
 Applicant Screening & Testing & Methods
 Interviewing
 Purposes & Uses of the Interview
 Unstructured & Structured Interviews
 Interview Techniques
 Interview Practice & the Law
 Designing Interview Questions
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 Interviewer Training
 Decision Making
 The Context of Selection Decisions
 Selection Errors
 Collection & Combination of Information
 Group Decision Making Models
 Making Selection Decisions
 Structured Interviews in Practice

 Competency-Based Recruitment and Selection, by Robert Wood
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Subject Name : Conflict Management

Credit Hours : 03
Every person faces conflict. There are positive and negative outcomes to conflict. What
makes conflict negative or positive is the way in which it is handled. This course teaches
students how to manage emotions during conflict while working collaboratively toward a
win/win resolution.
 Assess the nature, sources, and effects of conflict in an organization.
 Analyze conflict at the interpersonal, group, and organizational levels in an organization.
 Suggest appropriate conflict management strategies at the interpersonal, group, and
organizational levels in an organization.
 Design a plan for implementing an integrated conflict management system in an
organization.
 Design a plan for evaluating an integrated conflict management system in an
organization.
 Develop a comprehensive Integrated Conflict Management System for an organization.
C. Course Contents
 Defining Conflict
 Conflict generation exercise
 Definition of conflict
 Causes of conflict at work and socially
 Finding common ground
 Stages in Conflict
 Establishing the 5 stages of conflict
 How can we stop conflict escalating?
 Changing our understanding of the situation
 Personal Conflict Handling
 How others view our conflict handling style
 Using the styles to minimize conflict
 Conflict Management Techniques
 Reviewing our current conflict situations
 The need to become more assertive
 Learning to say 'No!'
 Personal power
 Transactional Analysis
 Seeing conflict from various points of view.
 Personal Improvement Plan
 Review of our previous approaches
 Review of the key messages on conflict management
 Plan a different approach with actions for the future

 Fisher, R., Ury, W. and Patton, B. 1997. Getting to yes: Negotiating agreement
without giving in. Second edition.
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 Negotiation and Conflict Resolution - Harvard Business School Press
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Subject Name : Industrial Relations
Credit Hours : 03
 The course contents to examine and analyze employee’s management relation and to
create awareness among the employees about rules, and acts of Industrial Relations.
B. Learning Outcome
Using both a ‘content’ and ‘skill development’-based approach, successful completion of
this course should enable you to:
 Acquire a solid theoretical, practical and ethical perspective on many aspects of
industrial relations
 Criticallyanalyses theories, models, and paradigms in the field
 Understand the key participants, institutions, relationships and processes in
employment relations, so that you acquire an enhanced ability to influence
industrial relations outcomes in an informed manner
 Develop research, writing and speaking skills necessary for work, life and further
postgraduate study
 Strengthen key competencies in group participation, oral and written
communication and persuasion, critical thinking, problem-solving, information
processing and planning
Course Contents
 Employees and Industrial Relation
 Significance of Industrial Relation
 Industrial Action, Industrial Relation principles
 Industrial Dispute
 Industrial Dynamics
 Industrial Relation Act 1971
 Industrial Relation Audit
 Labor Management & Relations practices
 Wages and Salary Administration procedures, time study, rate setting, job
evaluation
 Collective bargaining & Contract administrate.
 Pakistan Labor Laws
 Ali, Hamid, (1998) The Enactment of Industrial Relation, Karachi: Labor Law
Publisher, 1998
 Kannan, S. (1996) Industrial and Labour Law Procedure, New Delhi: UK
Publishers.
References
 Bhargava, V.B. (1996) Industrial &Labour Law, Lucknow: Vinod Law
Publications.
 Armstrong, M, (1994) Strategies for Human Resource Management,New York: Mac
Graw Hill.
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 Beal, E. F, Wickersham, D and Philip K Kienast,(1986) The Practice of Collective
Bargaining, Homewood II Irwin Ince.
 Connock, S. (1991) HR Vision London: IPM.
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Subject Name : Wages and Salary Administration

Credit Hours : 03
 This course is a study of the proper recording and reporting of payroll with special
emphasis on internal controls.
Knowledge of total compensation concepts (wages, variable pay, benefits administration,
pay policy, pay structure, pay philosophy, compensation administration, compensation
law, etc.) related to designing and implementing effective compensation and benefit
practices.
C. Course Contents
1. Strategic Compensation Planning
 The compensation Philosophy and Strategy
 Linking Compensation to the Business Mission and Strategy
 Key Steps in the Development of the Total Compensation Philosophy and
Strategy
 Linking Compensation to Organizational Objectives
 The Motivating Value of Compensation
 The Bases for Compensation
 Compensation decisions
2. Elements of Compensation – Base Pay and Variable Pay
 Base Pay Defined
 Variable Pay Defined
 Various Forms of Compensation Commonly Provided to Employees
 Issues to Consider When Designing the Appropriate Use of Base and
Variable
 Pay Based on a Company’s Current Life Cycle, Strategy and Industry
Competition
 How Base and Variable Pay, Designed Appropriately, Can Properly Motivate
Employees to Meet Individual and Company Goals
3. Job Evaluation
 Defining job evaluation – Content, Value and Relationships with the
 External Market
 Determine the purpose and objective of job evaluation
 Job Evaluation Methods
 Who should be involved in the design and administration of job evaluation?
 Employee participation in job evaluation
 Importance of job evaluation on compensation
 Job Evaluation for Management Positions
4. Developing the Pay Structure
 Components of a Compensation Strategy that Relate to the Development of
the
 Salary Structure
 Steps to Developing the Pay Structure
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5. Pay Systems
 Time-based systems
 Performance based systems
6. Salary Administration
 Salary administration and its relationship to the total Pay Model
 Managing Labor Costs
 Top-Down versus Bottom-Up salary budget determination
 Cost Controls inherent in the Compensation System
 Communicating Compensation
 Utilizing Compensation Systems
 Auditing Pay Programs
7. Employee Benefits Programs
 Information Technology and Employee Benefits
 Requirements for a sound Benefit Programs
 Concerns of Management
 A personalized statement of Benefits
8. Employee Services
 Employee Assistance Programs
 Counseling Services
 Educational Assistance Plans
 Child and Elder Care
 Future Trends in Benefits and Services

 Carrel, M. R., Kuzmits, F.E & Elbert, N.F (1989), Personnel: Human Resources
Management, 3rd Ed. Merrill Publishing Company, Ohio.
 Torrington, D and Hall, L.(19915), personnel Management: HRM in action, 3rd
Ed.,Prentice Hall International (UK) ltd , Cambridge.
References
 Cole, G. A (2002), Personnel and Human resources Management, 5th Ed., Elst.
 Pigors, P and Myers, C .A ( 1977), Personnel Administration: A point of View and a
Method, 8th Ed., McGraw-Hill, Inc.
 Mickovich, G.T., Boudreau, J. W. ( 1997) Human Resources Management, 8th Ed.
McGraw-Hill Companies, Inc .
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Finance(Elective)
Elective Courses-Finance

FIN-441 Islamic Finance 03
FIN-442 Corporate Finance 03
FIN-443 Specialized Financial Institutions 03
FIN-444 International Finance 03
FIN-445 Treasury and Fund Management 03
FIN-446 Financial Statement Analysis 03
FIN-447 Auditing 03
FIN-448 Investment Analysis 03
FIN-449 Strategic Finance 03
FIN-450 Advanced Financial Management 03
FIN-451 Risk Management 03
FIN-452 Financial Institutions And Capital Markets 03
FIN-453 Financial Risk Management 03
FIN-454 Behavioral Finance 03
FIN-455 International Financial Markets 03
FIN-456 Procurement Planning & Management 03
FIN-457 Trade Finance 03
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Subject Name : ISLAMIC FINANCE

Credit Hours : 03
 To provide elementary but comprehensive introduction to Islamic Finance

 To enable the student to comprehend how the tools of Islamic Finance can be applied in
contemporary business practices.
B. Course Contents
1. Primary background and theoretical foundations

2. Islamic Economic System and Introduction.
3. Macroeconomic theories from Islamic perspective
4. Islamic Banking and Finance in theory and practice
5. Financial intermediation in the framework of Shariah
6. The role of Shariah-based financial instruments in Islam
7. The mechanism and operations of Islamic financial markets
8. Islamic modes of finance
9. Principles of Islamic Financing
10. External financing in Islam
11. Empirical Investigation
12. Islamic Development bank - its role and functioning
13. Contemporary experiences of Islamic Banks.
14. Islamic Finance in Pakistan’s Context,
15. Supreme Court’s Judgment on the issue
16. Interest free Banking in Pakistan
17. Long-term Financing in Pakistan
18. Islamic Modes of Finance in Pakistan: A practical experience.
 Ahmad, Khurshid. Studies in Islamic Economics, The Islamic Foundation, Liecester,

UK
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 Ariff M. and Mannan, M. A. Developing a System of Financial Instruments, Islamic
Research and Training Institute, Islamic Development Bank, Jeddah, Saudi Arabia.
 Islamic Development Bank. Principles of Islamic Financing, Islamic Research and

Training Institute, Islamic Development Bank, Jeddah, Saudi Arabia.
 Islamic Development Bank. Islamic Banking: State of the Art, Islamic Research and
Training Institute, Islamic Development Bank, Jeddah, Saudi Arabia.
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Subject Name : Corporate Finance

Credit Hours : 03
A. Course Objectives:
To Enable the students to learn how to manage the Finance of a large corporation .
By the end of this unit, you will be able to:
 identify the key themes in corporate finance
 explain the role of finance in your organization
 explain and analyse the interrelationship between finance and governance
 analyse the relationship between strategic decision making and corporate financing
decisions.By the end of this unit, you will be able to:identify the key themes in
corporate financeexplain the role of finance in your organisationexplain and analyse
the interrelationship between finance and governanceanalyse the relationship between
strategic decision making and corporate financing decisions.
C. COURSE OUTLINE:
MODULE-1
Introduction to Corporate Finance ,
 The Role of Financial Manager and the organization of Finance Function
 Short Term Financing
MODULE-2
The Income Statement.
 Intermediate term Financing

o Term Loang
o Leases & its Types
 Long Term Financing.
o Bonds , Preferred Stock , and Common Stock .
MODULE-3
 Convertibles and Warrants .
o Convertibles Securities ,Their Features and Advantages
o Warrants and their Features.
 Dividend Policy
o Passive Versus Actives Dividend Policy .
o Factors Influencing Dividend Policy .’
o Stock Dividends and Stock Splits.
MODULE-4
 Mergers Acquisition and leveraged buyouts
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 Capital Structure Elimination.
RECOMMENDED BOOKS:
1 Richard Brearly & Stewart Mayers : Principles of Corporate Finance .
2 James C.Van Home and Wachowinz Jr.J.M :Fundamentals of Financial Management
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Subject Name : Specialized Financial Institutions
Course Code : FIN -443
Credit Hours : 03
• This course will address the reasons for and the nature of various financial markets
and their importance to the global economy. Markets reviewed will include the
foreign exchange market, the money market, the capital market for both stocks and
bonds, and the mortgage market.
B. Course Contents
1. Explain the economic role of financial institutions in the economy

2. Discuss the reform of the financial system
3. Learn about the major bank laws.
4. Identify how interest rates are determined
5. Analyze money and capital markets
6. Explain monetary and fiscal policy
7. Discuss the structure and regulation of commercial banks
8. Identify key problem areas in the management of banks and other institutions
9. Assess the impact of insurance companies on the economy
10. Evaluate the changing composition of the finance industry
11. Research a financial institution topic of interest
12. Understand the key balance sheet and regulatory features in the financial services
industry.
13. Risk/return scenarios and recognize ways to manage the different types of risk.
14. Learn about the effects of product and geographic expansion.
15. Appraisal of Specialized Financial Institutions in Pakistan, including
Commercial, Nationalized Banks, Foreign Banks, Leasing Company, Mudarabah.
Specialized International Financial Institutions.
 Khawaja Amjad Saeed. Financial Institution. Lahore.
 Government of Pakistan, Govt. Sponsored Financial Institutions. Hand- Book of
Govt. of Pakistan.
References
 Government of Pakistan, State Bank Publications. Central Directorate, State Bank
of Pakistan, Karachi.
 Cooper Fraser, The Financial Market Place, Wesley Publishing Co.
 Donald, Financial Institutions, Irwin Inc.
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Subject Name : International Finance
Credit Hours : 03
To acquaint the students with the management of Finance for a Multinational Corporation.
The course introduces students to the conceptual framework in which financial decision making
of international firms takes place. Students will learn to assess the riskiness of a currency from a
firm¿s perspective and how to manage this exposure. In addition to the theoretical underpinnings
of international finance we will cover the practical side of international financial decision
making - the investment and funding problem. Thus, typical problems of global funding and
international investment strategies as well as capital budgeting and capital structure issues will
be analyzed from an international perspective. The course provides a basic understanding of
international financial markets and institutions and aims particularly on international risk
assessment (currency risk, political risk) and management.
C. COURSE OUTLINE:
Module -1
 International Financial Environment
o International Trade.
o International Financial Markets.
 Exchange Rate Determination.
o Foreign Exchange Markets.
o Exchange Rate Equilibrium.
o Factor Influencing Foreign Exchange Rates.
 Currency Derivatives .
o Forward Mkt .
o Currency Futures.
o Currency Options. ( Call & Put Options)
o Valuation of Currency Options.
o Hedging with Currency Options.
Module-2
 Government Influence on Foreign Exchange Rates
o Exchange rate System.
o Government Intervention.
o Exchange rate Mechanism & the Euro.
 Arbitrage & Parity Conditions.
o International Arbitrage.
o Interest Rate Parity.
o Purchasing Power parity.
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Module-3
 Long Term Assets & Liability Mgt.1
o Direct Foreign Investment
o Multinational Capital Budgeting.
o Multinational Restructuring
Module-4
Internatioal Investmen.
o International Equity Mkts.
o International Bond Mkts.
o International Portfolio Mgt.
 Country Risk Analysis .
o Political & Financial Risk Factors.
o Micro & Macro Assessment of Country Risk .
o Quantifying Country Risk .
Recommended Books :
P.G.Aple: International Financial Management
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Subject Name : Treasury and Fund Management

Credit Hours : 03
Course Objectives
 The course objective is to develop on the knowledge imparted in security and portfolio
analysis courses in order to convert the students into skillful financial manager capable of
handling funds and portfolios. Special emphasis would be on market mechanics dealing
with interest rates, exchange rates, trade operations, swaps and risks. This course will
also enable the students to handle bonds, convertible and options.
Course Contents
 Introduction
 Interest Rates and Foreign Exchange Rates
 Interaction Between the Markets
 Two way markets: Bid and Offer Rates
 Funds management in a two way market
 Repos and Reverses
 Corporate Debt Instruments
 Non US Bonds
 Analysis of Convertible Bonds
 Factors Affecting Interest Rates
 Factors Affecting Sport Exchange Rates
 Exposure Management
 Risks in Treasury Operations
 Control of Treasury Operations
 Control of Dealing
 Operations in the Trading Room
 Trading Game
 Funds Management in the Exchange markets
 Funds Management in the Money Markets
 Currency Options
 Interest Rate Future Contracts
 Interest Rate Options
 Interest Rate Swap and Agreements

 Watson & Altringham, Treasury Management International Banking Operations
References
 Reihl Rodriguez, Foreign Exchange & Money Markets
 Marcia Stigums, Money Markets
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Subject Name : Financial Statement Analysis
Credit Hours : 03
Course Objectives
This course is designed to prepare you to interpret and analyze financial statements effectively.
This course explores in greater depth financial reporting topics introduced in the core course in
financial accounting and also examines additional topics not covered in that course. The
viewpoint is that of the user of financial statements. This course is designed primarily for
students who expect to be intensive users of financial statements as part of their professional
responsibilities.
The pre-requisites for this course are the core course in financial accounting and the core course
in managerial accounting.
Learning Outcomes
This course will introduce you to the advance concepts of Financial Statement Analysis.
You will learn to prepare financial statements and will also be equipped to analyze them.
After taking this course, you will be able to:
 Describe the nature, uses and purposes of financial statements, and outline both the
conceptual and regulatory frameworks that govern the preparation and reporting of
financial information.
 Demonstrate an ability to undertake independent study and to project financial position.
 Have a framework for analyzing a business.
 Analyse Financial Statements for business decision making.
 Differentiate between factual and creative financial reporting.
 Identify and apply current knowledge of disciplinary and interdisciplinary theory and
professional practice to general management and business within diverse situations.
 Identify, research and analyse complex issues and problems in business and develop
appropriate solutions.
 Produce written documents and oral presentations that communicate effectively complex
disciplinary ideas and information for the intended audience and purpose.
 Understand the needs of undertaking business within a global context.
 Apply business management knowledge to business situations within global markets
with due recognition for differences in cultural, legal, commercial and other issues.
Course Contents
Fundamental concepts and Introduction to Financial Reporting.

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Framework for Financial Statement Analysis.
 American Institute of Certified Public
 Accountants (AICPA), Financial Accounting
 Standards Board (FASB).
 FASB conceptual Framework.
 Emerging Issue Task Force.
Traditional Assumptions of the Accounting Model.
Accounting Policies and their impact on Financial Analysis.
 General principles of revenue recognition and the implications of these principles for financial
analysis.
 General principles of expense recognition and the implications of these principles for financial
analysis.
 Describe, calculate and analyze basic and diluted EPS.
 Expense Management Using AT&T TeleLink.
 Relevant Cost and Revenue Case study.
 Consolidated Statements.
 Accounting for Business Combinations.
 Basic Elements of the Balance Sheet.
 Problems in Balance Sheet Presentation.

 Balance Sheet Review.
 Insight on Shareholders Investment and Assets.
Analysis of off-balance sheet debt.
 Describe the different types of motivations and understate/evaluate the impact of off balance
sheet financing.
Income Statement Analysis
 Basic Elements of Income Statement.
 Special Income Statement Items.
 Income Taxes related to Operations.
 Discontinued Operations.
 Extraordinary Items.
 Cumulative Effect of Change in Accounting Principle.
 Minority Share of Earnings.
 EPS. Retained Earnings.
 Dividends and Stock Splits.
 Review of Income Statement.
 Single-Step/Multi-Step Income Statement.
 Identify Nonrecurrent Items
Basics of Analysis
 Ratio Analysis.
 Common Size Analysis
 Index Analysis.
 Base year Analysis.
 Combine Common and Base year Analysis.
 Financial Statement Variations by Type of Industry.
 Comparisons
 Industry Averages and Comparisons with Competitors.
 Caution in Using Industry Averages.
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 Trend Analysis
 Standard Industrial Classification Manual (SIC)
 Relative Size of Firm
 The Users of Financial Statements
Cash Flow Statement Analysis

 Compare cash flows for operating, investing and financing activities
 Convert cash flows from indirect to direct method
 Describe how cash flow is linked to income statement and balance sheet.
 Calculate free cash flows
Analysis of Inventories
 Impact of change in prices;
 Alternative methods of computing cost;
 Adjustments from LIFO to FIFO;
 Financial ratio effect;
 Reporting and measurement issues;
 Empirical perspectives; Market reactions to method changes;
 Is a change to LIFO good news or bad news?
 Calculate the effect of inflation / deflation of inventory costs on the financial statements and
ratios of companies that use different inventory valuation methods (FIFO)/LIFO/AWCO)
 Explain the issues that analyst should consider when examining a company’s inventory
disclosures
The Capitalization Decision
 Acquiring the asset.

 The capitalization decision
 Capitalization of interest costs
 Intangible assets Analysis of Long Lived Assets
 Explain and evaluate the effects on financial statements and ratios of capitalizing / expensing
costs
 Analyze and interpret the financial statement disclosures regarding long lived assets
Analysis of Depreciation and Impairment
 Depreciation Methods: analysis of fixed asset disclosures
 Impairment of long lived assets
 Liabilities for asset retirement obligations
Analysis of Income Taxes
 Explain how deferred tax assets and liabilities are created and the factors that determine how
these should be treated for the purpose of financial statement analysis.
 Describe the valuation allowance for deferred tax assets and how should it be treated in financial
analysis.
 Analyze disclosures pertaining to deferred tax items and the effective tax rate reconciliation
Analysis of Liquidity of Short-Term Assets; Related Debt Paying Ability
 Current Assets, Current Liabilities and the Operating Cycles.
 Current Assets compared with Current Liabilities.

 Other liquidity Considerations
126
 Rising Prices Effect.
Long Term Debt Paying Ability
 Income Statement Considerations when Determining Long Term Debt Paying Ability.
 Balance Sheet Considerations when Determining Long Term Debt Paying Ability.
Special Items that Influence Firm’s Long-Term Debt Paying Ability

 Long Term Assets VS Long Term Debt.
 Long Term Leasing.
 Pension Plans.
 Postretirement benefits.
 Joint Ventures.
 Contingencies.
 Financial Instruments with off balance sheet risk and financial instruments with concentration of
Credit Risk.
 Disclosures about Fair Value of Financial Instruments
Analysis of Profitability
 Profitability Measures calculation and comparisons.
 DuPont Analysis derivation and Calculation
 Interpretation Through DuPont Analysis.
 Variation in computation of DuPont Ratios considering only Operating Accounts.
 The relationship Between Profitability Ratios.
 Trends in Profitability.
 Segment Reporting.
 Gains and Losses that Bypass Income Statement.

 Interim Reporting
 Analysis and evaluation.
Analysis for The Investor

 Leverage and its Effect on Earnings.
 Financial Leverage and Magnification Effects.
 Computation of the Degree Of Financial Leverage
 Earnings Per Common Share (ABP Opinion No 15) and (FASB Statement No. 28)
 Percentage calculation of earnings Retained
 Dividend Payouts.
 Dividend Yield
 Explanation through consideration of Stock Dividend.
 Book Value per Share.
 Stock Options
 Stock Option Plan
 Stock Appreciation Rights.
Expanded Utility of Financial Ratios
 Financial Ratios as perceived by Commercial Loan Departments
 Primary Measures.
 Financial Ratios used in Annual Reports
 Degree of Conservatism and Quality of Earnings
Forecasting of Financial Failure
 Univariate Model
 Multivariate Model
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 Analytical Review Procedure
 Management’s Use of Analysis
 Graphing Financial Information
Impact of Changing Prices on Financial Statements
 Constant Dollar Accounting ( Price Level)
 Current Cost Accounting.
 Financial Reporting and Changing Prices
Recommended Books:
a. H. Gibbson, Financial Statement Analsyis, 3rd Edition
P, Stephen, Analysis of Financial Stement, 5th Edition
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Subject Name : Auditing
Credit Hours : 03
 This is an elementary course for the students of public administration. The focus of
attention will be given to learning fundamental principles of auditing like audit function,
audit planning, internal control etc.
B. Course Contents
1. The Audit function (Types of Audit, reasons for Auditing)

2. The environment of Auditing (Audit expectation gap, Audit profession, liability)
3. Overview of Auditing (Audit risk and evidence, client acceptance and initial
planning)
4. Audit planning (strategic risk analysis, risk management and risk assessment)
5. Internal control (an Auditor’s view)
6. Analytical evidence, audit risk, audit planning)
7. Audit sampling (statistical & non-statistical)
8. Audit of computer accounting system, computer assisted audit techniques
9. Audit of marketing, sales and distribution management
10. Audit of supply change, production management and resource management
11. Audit completion and reporting
12. Current issues (judgement and decision making, other assurance services, other
current issues)
 Auditing by Khawaja Amjad Saeed
References
 Principles of Auditing by Whittington & Pany
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Subject Name : Investment Analysis
Credit Hours : 03
To enable students & learn the process of investment in Financial Securities and to become
sound Financial Investors and advisor.
 Students will understand the characteristics of different financial assets such as
money market instruments, bonds, and stocks, and how to buy and sell these
assets in financial markets.
 Students will understand the benefit of diversification of holding a portfolio of
assets, and the importance played by the market portfolio.
 Students will know how to apply different valuation models to evaluate fixed
income securities, stocks, and how to use different derivative securities to manage
their investment risks.
C. COURSE OUTLINE:
MODULE-1
Understanding Investment.
 Definition.
 Importance of studying investment .
 Understanding the investment Decision process.
 Basis of investment Decision.
 Efficient Mkt.Hypothesis.
Investment Alternatives.
 Organization Finance Assets.
 Money Mkt Securities.
 Capital Market Securities.
Investment Companies .
 Investing indirectly through investment companies.
 What is investment Company.
 Types of investment Companies.
MODULE-2
 Importance of Financial Mkts.
 The Primary Mkts.
 Secondary Mkts.
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Stock Exchange .
 Definition.
 Karachi Stock Exchange.
Module -3
Expected Return and Risk
 Returns.
 The Components of Return
 Measuring retrun.
 Risk.
 Sources of Risk .
 Measuring Risk
 Realized return and Risk from investing.
Capital Mkt. Theory
 Assumption of the CAMP.

 The equlibrum changes .
 Arbitrage pricing Theory.
Fixed Income Securities analysis .Valuation and Management .
 Bond Yield .
 Bond Price Changes.
 Bond Strategies.
 Building a fixed income Portfolio.
Module -4
Common Stocks Analysis, valuation and Management
 Present value approach.

 P/E ratio Approach.
 Price to book Value.
 Economic Value Added.
Security Analysis .
 Economy and stock Mkts.

 The Stock Mkt.
 Valuing Mkt.
 Forecasting Changes the Mkt.
RECOMMENDED BOOKS:
 Jones.Charles: Investment Analysis & Management
 Ropret C.Redulff: Investment Concepts , Analysis Strategy .
131
132
Subject Name : Strategic Finance

Credit Hours : 03
COURSE OBJECTIVES AND DESCRIPTION

The aim of this course is to examine the theoretical underpinnings of corporate finance and see
how they are applied. The material is a continuation of what was taught in the first year
Financial Management course. There will be more emphasis on “how corporate financing is
really done¶. The emphasis of Financial Management course was on skill development while
this course emphasis is on theoretical and conceptual understanding of financial management
function and its application in real life scenario.
LEARNING OUTCOMES
On completion of the course, students are expected to:

 Understand the development of the theory of corporate finance.
 Appreciate the implications of economic, legal and social environment on financial
management function.
 Understand the basics of finance theory as it applies to corporate financial decisions.
 Be able to apply tools and techniques of financial management while appreciating their
limitations.
 Understand issues of Valuation and their application for Take-Over, Acquisition and
Merger.
 Understand and appreciate the difference between conventional and Islamic finance.
 Understand the current economic systems and their pros and cons. Be able to understand
the current economic crisis and to suggest the corrective measures.
COURSE CONTENTS
An Economic Overview of Corporate Institutions

x Corporate Governance
x Corporate Financing: Some Stylized Facts
x Historical development of corporate finance theories
x Economic theories as the basis
x Comparative overview of different economic systems and
its impact on financial management practices
Corporate Financing and Agency Costs
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x Outside Financing Capacity
x The Role of Net Worth: A Simple Model of Credit Rationing
x Debt Overhang
x Borrowing Capacity: The Equity Multiplier
x Related Models of Credit Rationing:
x Inside Equity and Outside Debt
x Determinants of Borrowing Capacity
x Pledgeable Income
x Boosting the Ability to Borrow:

x Diversification and Its Limits
x The Costs and Benefits of Collateralization
x The Liquidity–Accountability Tradeoff
x Inalienability of Human Capital
x Group Lending and Microfinance
x Sequential Projects
x Modigliani–Miller and the Financial Structure Puzzle

x Debt Instruments
x Equity Instruments
x Financing Patterns
Liquidity and Risk Management, Free

Cash Flow, and Long-Term Finance
x The Maturity of Liabilities
x The Liquidity–Scale Tradeoff
x Corporate Risk Management
x Endogenous Liquidity Needs, the Sensitivity of Investment
to Cash Flow, and the Soft Budget Constraint
x Free Cash Flow
Corporate Financing under Asymmetric Information
x Implications of the Lemons Problem and of Market
Breakdown
x Dissipative Signals
x Contract Design by an Informed Party:
x Optimal Contracting in the Privately-Known-Prospects
Model
x The Debt Bias with a Continuum of Possible Incomes
x Signaling through Costly Collateral 271
x Short Maturities as a Signaling Device 271
x Formal Analysis of the Underpricing Problem
Money and Capital Markets
134
x Theoretical basis of risk and return debate
x Capital Markets- Theory and Operations
x Arbitrage Pricing Theory
x Asset Pricing Models
x Historical Development of Financial Markets in Pakistan
Islamic Banking and Finance

x Theoretical basis of Islamic Economics
x History and development of Islamic Banking
x Modes of Islamic Financing
x Current Status of Islamic Banking
x Future of Islamic Banking
x Sakuks
x Islamic Perspective of Capital Markets
Dividend policy
x Dividend policy defined
x Forms of cash dividends
x Cash dividends vs. stock dividends
x Chronology of paying dividends
x Factors affecting dividend payments
x Setting a dividend policy
x Information content of dividends
x Clientele effect
x Stock dividends, splits and other forms of dividends
x Dividend theories
x Walter¶s model
x Gordon¶s model
x Modigliani and Miller argument
x Market imperfections
Long term sources of finance: leasing
x The basics of leasing
x · The types of leases
x · Operating leases
x · Financial leases
x · Reasons for, and pros and cons of, leasing
x · The cash flows from leasing arrangements
x · Analysis of lease-buy decisions
Corporate restructuring
x Describe divestitures and the reasons for it
x Describe various forms of divestiture and the reasons for each
x Describe and evaluate leverage buyouts and leverage
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recapital ization
x Corporate financial distress and its consequences
x Aspects of financial distress
x Causes of financial distress
x Early detection of financial distress
x Reorganization vs. liquidation
x Reorganize-liquidate decisions
Takeovers
x The Pure Theory of Takeovers: A Framework
x Extracting the Raider¶s Surplus:
x Takeover Defenses as Monopoly Pricing
x Takeovers and Managerial Incentives
x Positive Theory of Takeovers: Single-Bidder Case
x Value-Decreasing Raider and the One-Share–One-Vote
Result
x Positive Theory of Takeovers
x Multiple Bidders
x Managerial Resistance
Mergers and Acquisitions, and the Equilibrium
Determination of Asset Values
x Valuing Specialized Assets
x General Equilibrium Determination of
x Asset Values, Borrowing Capacities,
x and Economic Activity:
x The Kiyotaki–Moore Model Types of long term debt
x Main features of long term debt
x Designing a long term debt issue
RECOMMENDED BOOKS
1. Ross, Westerfeild and Jaffe: Corporate Finance
2. Jean Tirole: The Theory of Corporate Finance
3. William L Megginson: Corporate Finance Theory
4. Eu gene F. Brigham: Managerial Finance
5. Western J. Copeland, Financial Theory and Corporate Policy.
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Subject Name : Advanced Financial Management
Credit Hours : 03
 The Course is a comprehensive coverage of the advanced topics in Financial

Management. The main focus is on Introduction Legal and ethical challenges in
Financial Management, Financial System and Markets, Risk and Return, Valuation,
Cost of Capital Mergers and acquisitions, lease Financing and Budgeting Decisions.
B. Course Contents
1. Nature of Financial Management

 Finance and Related Discipline, Scope of Financial Management
2. Functions of Financial Management

 Executive Finance Functions
 Organization of Finance Functions
3. Legal and Ethical Challenges in Financial Management

 The Interests of Other Groups
 The Interests of Society as a Whole
4. The Financial System,

 Securities, Financial Intermediaries
5. Financial Markets,
 The Primary Market, The Secondary Market
 Money Market and Capital Market
6. Risk and Return, Risk Aversion

 The Risk Return Relationship, The Types of Risks
7. The Time Value of Money

 Measuring the Time Value of Money
 The Future Value of a Single Amount
 The Sensitivity of Future Values to Changes in Interest Rates or the
Number of Compounding Periods
8. The Present Value of Single Amount

 The Sensitivity of Present Values to Changes in Interest Rates or the
Number of Time Periods
 Practical Practice
9. Working with Annuities

 Future Value of an Ordinary Annuity
 The Present Value of an Ordinary Annuity
137
10. Future and Present Value of Annuities

 Present Value of an Investment with Uneven Cash Flows
11. The Cost of Capital, Sources of Capital, The Cost of Debt

 The Cost of Prepared and Common Stock Fund
 The Weighted Average Cost of Capital
12. The Marginal Cost of Capital

 The Firms MCC Schedule
 The MCC Schedule and Capital Budgeting Decision
 The Optimal Capital Budget
13. Mergers and Acquisitions

 Types of Mergers, Economics of Mergers
14. Scheme for Merger,

 Steps Involved in Merger, Financial Framework
 Tender Offer
 Merger as a Capital Budgeting Decision
15. Break-Even-Analysis
 Behavior of Cost
 Basic Assumptions
 Applications
16. Leverage
 Operating Leverage
 Financial Leverage
 Combined Leverage
References
 Financial Management: Principles and Practice Timothy Gallagher and Joseph

D.Andrew, Jr. 1997 Prentice Hall Inc.
 Modern Corporate Finance Theory and Practice --- Donald R. Chambers and Nelson
J.Lacey1994, Harper Collins College Publishers.
138
Subject Name : Risk Management

Credit Hours : 03
 The Risk Management course addresses the project risk management processes of
identification, analysis, response development and control. Students are provided with
theory and practice on all Risk Management Processes with emphasis on developing the
Risk Register. Risk Planning is discussed and practiced as an integral part of the overall
project planning sequence. Risk Identification involves hands‐on practice using a team
case study. Identified risks are subjected to both qualitative and quantitative analysis
techniques to identify the most important risks, quantify their probability of occurrence
and impact. Response plans for influential risks are developed and analyzed. Take‐away
risk management templates are provided.
B. Course Contents
1. Overview of risk management
 Need for risk management

 Some sources of risk and common risk categories
2. Overview of risk management process
 Definition of risk, risk management

 Risk management process steps
3. Risk management process lessons learned
 Process steps commonly missing

 Organizational and behavioral considerations
 Support for risk management within the project
 Documenting and communicating results
4. Risk planning
 The goals of risk planning

 Keys to successful risk planning
 The risk management plan
5. Risk identification
139
 The goals of risk identification
 Risk identification tools and techniques, and their limitations
 Information to collect and document
6. Risk analysis
 The goals of risk analysis

 Risk analysis tools and techniques, and their limitations
 Portraying risk analysis results (numerical, ranking, and graphical methods)
7. Risk handling
 The goals of risk handling

 How to select an effective risk handling strategy
 Development of a risk handling plan
8. Risk monitoring
 The goals of risk monitoring

 Metrics; their selection, implementation, and integration
 Feedback to other risk management process steps
References
 Michel Crouhy, Dan Galai, Robert Mark, and Michel Crouhy (2005). The Essentials of Risk
Management
 Douglas W. Hubbard (2009). The Failure of Risk Management: Why It's Broken and How to Fix
It
 Tom Kendrick (2009). Identifying and Managing Project Risk: Essential Tools for Failure-
Proofing Your Project
 James Lam (2003). Enterprise Risk Management: From Incentives to Controls
140
Subject Name : Financial Institutions and Capital Markets
Credit Hours : 03
Finance is the life blood for business. It is necessary for the growth, development and
expansion of trade, commerce and industry. The entire financial mechanism is regulated by
financial institutions and capital markets. The course has been designed to enable the
students to explore the scope, importance and involvement of financial institutions and
markets in the current day business.
B. Course Contents
1. The Field of Finance

 The role of the finance Manager
 The basic financial goals of the firm
2. The Financial System

 Surplus Economic Units
 Deficit Economic Units
 Securities/ Financial Assets
3. The Major Economic Systems

 Capitalism
 Communism
 The Islamic Economic System
4. Financial Intermediaries
 Investment Bankers
 Brokers
 Dealers
5. Financial Markets
 The Primary Market
 The Secondary Market
 The Money Market
6. The Capital Market

 Security Exchanges
 The Over- The- Counter (OTC) Market
 Market Efficiency
7. Securities in the financial market place

 Securities in the money market
141
 Treasury bills
 Commercial paper
 Euro Dollars
 Bankers’ acceptance
8. Securities in the capital market

 Bonds
 Bond terminologies and types
 Treasury notes and bonds
 Municipal bonds
9. Corporate bonds
 Corporate stock
 Common stock
 Preferred stock
10. Financial Institutions

 Financial intermediation
 Denomination Matching
 Absorbing credit risk
11. Types of Financial institutions

 Commercial Bank
 Importance of Commercial Banks
 Functions of Commercial Banks
12. Central Bank

 Functions of Central Bank
 Credit control
13. State Bank of Pakistan

 Constitution
 Function of State Bank
 Principles of Note Issue
14. Specialized Financial Institution in Pakistan

 Pakistan industrial credit and Investment Corporation
 Small business Finance Corporation
 Industrial development Bank of Pakistan
 Investment Corporation of Pakistan
 National investment trust
15. International Financial Institutions

 International Monetary funds
 International Bank for reconstruction and development/ -
 World Bank
 International Finance Corporation
142
References
 Financial Management (Principles and Practice), Timothy J. Gallagher & Joseph D.

Andrew, Jr., Prentice Hall (Latest Edition).
 Money and Banking in Pakistan, S. A. Meenai, Oxford University Press Karachi.
(Latest Edition).
 Principles Of Money, Banking And Financial Institutions Lawrence-S- Ritter And
Willion-L-Silber (8th Edition) Harper Collins Publishers, New York.
 Financial Markets, Institutions and Money- Fredericl-S-Mishken (5th Edition) Harper
Collins Publisher, New York.
143
Subject Name : Financial Risk Management
Credit Hours : 03
C. Course Objectives
 To introduce students to different types of financial and non-financial risk and to
build a strong foundation of risk management 2. To discuss the role of
financial risk managers, and how do they create value for firm and business
 To learn how different risks (financial and non-financial) can be identified
 To learn how different risks (with more focus on financial risks) can be measured
(for example using market, credit, Operational VAR)
D. Learning Outcomes
 By the end of this course students should be able to realize:
 That a working knowledge of risk management is important particularly if you are
planning a career in finance.
 Besides wanting to pass this course, why do you need to understand risk
management?
 What are the nature, types and sources of different financial risks?
 What techniques have been developed to measure different types of risk?
E. Course Contents
13. Foundation of Risk Management
• Introduction to Financial Risk management

• Definition of Risk
• Types of Risk (Market, Liquidity, Operational, Credit
etc.)
14. Sources of Risk
• Why Financial Risk Management is Required

• Role of Financial Risk Manager
• Investors and Risk Management
• A quick glance on Portfolio theory and;
• Some measures of risk in Traditional Finance like Sharpe, Treynor, Information Ratio,
Sortino Ratio
15. Volatility and contagion risk
• Statistics related to market risk and return

• Measures of Central Tendency and Dispersion
• Symmetry and Skewness in Return Distribution
• Fat Tails and Tail risk
16. Non Linear vs Linear Risk Measures:
Duration and Convexity
• Probability Concepts, Probability, Random Variables,

• Expected Value and Variance (Standalone asset and Portfolio)
144
• Conditional Probability and Baye’s Formula
• Case studies to understand and calculate risk
• Some Important Probability Distributions
• Standard Normal Distribution & Area Under the Curve
17. Application of Standard Normal Distribution
(Roy’s Safety First Ratio)
• Regression Analysis
• Assumption, Hypothesis Testing, Limitations and
• Violations
• Estimating and Forecasting Volatility, Covariance and Correlation: EWMA, GARCH
(1,1)
• Monte Carlo Simulations
18. Futures Markets and Contracts
• Futures Trading, Clearinghouse, Margins, and Price Limits

• Types of Futures Contracts
• Pricing and Valuation of Futures Contracts
19. Options Markets and Contracts
• Types of Options
• Principles of Option Pricing
• Covered Call, Protective Put and Put Call Parity
20. Swap Markets and Contracts
• Types of Swaps
• Pricing and Valuation of Swaps
• Credit Risk and Swaps
• Risk Management applications of Forwards and
21. Future strategies
• Strategies for managing Interest rate risk

• Strategies for managing equity market risk
• Strategies for managing foreign currency
• risk
• Risk Management applications of Options strategies
• Option strategies for Equity Portfolios
• Interest rate Option Strategies
• Option Portfolio Risk Management Strategies
• Risk Management applications of Swaps strategies
• Strategies for managing Interest rate risk
• Strategies for managing foreign currency risk
Strategies for managing equity market risk
Recommended Books
145
 Damodar N. Gujrati, Essentials of Econometrics (3rd Edition)

 Hull, Options, Futures, and Other Derivatives, 6th ed.
 Kevin Dowd, Measuring Market Risk, 2nd ed., (West Sussex: John Wiley & Sons, Inc., 2005).
 Linda Allen, Jacob Boudoukh, Anthony Saunders, Understanding Market, Credit and
Operational Risk: The Value At Risk Approach (Oxford: Blackwell Publishing, 2004)
 Michael Crouhy, Dan Galai, and Robert Mark, Risk Management (New York: McGraw-Hill,
2001)
146
Subject Name : Behavioral Finance

Credit Hours : 03
Course Objectives
1. To examine how the insights of behavioural finance theories shed light on the behaviour of individual
investors and finance professionals in investment decision-making and corporate financial decision-making.
2. To explore the possibility to improve investment performance and corporate performance by recognising the
cognitive biases and applying appropriate 'debiasing' techniques.
3. To investigate the implications of behavioral finance for the construction of good corporate governance
mechanisms.
Learning Outcomes
1. This course is designed to provide an overview of an exciting new and fast-growing area in finance, which
takes as its premise that investment decision-making and investor behavior are not necessarily driven by
'rational' considerations but by aspects of personal and market psychology.
2. Behavioral finance recognizes that our abilities to make complex financial decisions are limited due to the
biases and errors of judgement to which all of us are prone.
3. This course introduces cognitive biases, discusses the impact of such biases on the financial decision-
making, and explores the behavior of individual investors, fund managers and corporate managers.
This course is intended to complement other finance courses that are mainly based on the traditional
paradigm which assumes that investors and managers are generally rational. Specifically, this course has
three main objectives.
Course Contents
 Introduction to Economic Processes and Finance
 Intro to Neoclassical Economics & Expected Utility Theory
 Capital Asset Pricing Model, Misconceptions about Market Efficiency, & Agency
 Theory, Framing, and Mental Accounting
 Anomalies, Noise Trading, & Limits to Arbitrage
 Heuristics and Biases,
 Overconfidence:
 Emotional Foundations
 Implication of Heuristics and Biases for Financial Decision-Making:
 Individual Investors and the Force of Emotion
 Social Forces: Selfishness or Altruism
 Social Forces at Work: The Collapse of an American Corporation
147
 Behavioral Explanations for Anomalies:
 Rational Managers and Irrational Investors,
 Behavioral Corporate Finance and Managerial Decision-Making
 Behavioral Investing and Neurofinance
 Review for the Final Examination
Recommended Books
1. William Frobe, Behavioral Finance,
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Subject Name : International Financial Markets

Course Code : FIN- 455
Credit Hours : 03
Course Objectives
 The first part will cover the international macroeconomic environment. We will start by
introducing modern theories of exchange rate determination: purchasing power parity,
balance of payments and portfolio theories. We will review the basic arbitrage conditions
that are relevant for international financial markets and then apply them to the case of
several recent product innovations.
 The second part of the course will investigate the impact of macroeconomic policy
(fiscal and monetary) on exchange rate determination to study the recent financial crises
in emerging markets (Mexico and Asian crisis, Russia, Brazil, LTCM and Argentina) and
developed countries (European debt crisis).
Learning Outcomes
After Completing this course, students will be able to
 Learns about different stock exchanges.
 Get knowledge about stock market Index and paricepants.
 Learn about international financial market.
Course Contents
1. Introduction to the Foreign Exchange Market
2. Balance of payments; Intertemporal Approach to the Current Account
3. Monetary and portfolio theories of exchange rate determination
4. Monetary and fiscal policy with fixed and flexible rates:
5. The International Monetary System:
6. Empirical Models of Nominal Exchange Rates
7. Financial Crises and Capital Controls
8. Eurocurrency, International Bond Markets and International Equity Markets
9. Futures, Options and Interest Rate Swaps
10. ICAPM and International Portfolio Investment.
Recommended Books:
 Edwards, Sebastian “Exchange Rate Regimes, Capital Flows and Crisis Prevention” in Feldstein,
Martin (Ed.): Economic and Financial Crises in Emerging Market Economies 2003
 Krugman, Paul. “Crises: The Price of Globalization?” Federal Reserve Bank of Kansas City,
Economic Review 2001.
 Krugman, Paul “It's Baaack: Japan's Slump and the Return of the Liquidity Trap”, Brookings
Papers on Economic Activity, Vol. 1998, No. 2. (1998), pp. 137-187. - Jeanne, Olivier,
“Currency Crisis, A Perspective on Recent Theoretical Developments”, Special Papers in
International Economics, Princeton University, March 2000.
149
150
Subject Name : Procurement Planning and Management

Credit Hours : 03
Course Objectives:
Planning is both the most critical and the most challenging phase of any procurement operation.
It provides direction towards how the function intends to secure the supply security of the
organization. Do you want to know more about how goods and services are acquired in the
project management environment? Examine the procurement planning and management process
in its entirety, from request-for-proposal planning to final contract close-out. Learn how to
evaluate potential sources for external procurement. Explore strategies for contract selection; risk
assessment; negotiation; and administration; as well as the challenges that can arise during the
life cycle of a contract. Discover effective techniques for controlling quality and cost, while
measuring the performance of major contractors. Other topics include legal issues; product
liability and risk; tender documents; invitation to bid; bid response and evaluation. On
completion of this course students should be able to conduct and manage a complete tender
process including how to:
Establish award criteria and evaluate tenders from a financial and value for money perspective
Prepare scoring mechanisms and justify contract award recommendations
Negotiate with suppliers and manage supplier performance and contracts
Understand tender documentation and processes
Understand the concept of “strategic procurement”
Develop specifications
Devise contract notices in the required format
Think strategically about their procurement procedures and processes
Prepare and write tender documents for a variety of different tenders
Research suppliers and markets for goods and services
Understand the benefits of aggregation
Understand what drives suppliers and the markets they operate in
Learning Outcomes:
By the end of the course, students will be able to:
Write strategic procurement objectives and initiatives to support long term directions
Arrange 'spend items' into categories that support planning of go-to-market strategies
Apply demand forecasting techniques to improve planning of procurement activities
Generate vendor integration strategies to ensure supply security
Evaluate vendor bids in a scientific manner to support selection decision making
Account for each step of the procurement cycle
Plan and prepare strategies for improved procurement processes
Apply the principles that guide public and non-public procurement
Utilize existing international good practices related to all steps of the procurement cycle
Account for crosscutting procurement issues
Course Content
1: The Procurement Environment

2: Roles and Responsibilities
3: The Bidding Process
4: Procurement Planning and Budgeting
151
5: Statement of Requirements
6: Evaluation and Evaluation Methodologies
7: Administrative Review
8: Procurement Audits
9: Procurement Ethics and Procurement Fraud
10: Procurement Records
11: Current Trends and Developments in Procurement
12: Purchasing and procurement functions
13: Risk Management for Procurement and Supply
14: Integrity in Procurement & Supply
Recommended Books:
 Sollish, F., & Semanik, J. (2007). The procurement and Supply manager's Desk
Reference. John Wiley & Sons.
 Burke, R. (2013). Project management: planning and control techniques. New Jersey,
USA.
 Fleming, Q. W. (2003). Project procurement management: contracting, subcontracting,
teaming. Fmc Press.
Procurement, Principles & Management (11th edition) –By Peter Bailey, David Farmer,
Barry Crocker, David Jesson and David Jones.
152
Subject Name : Trade Finance

Credit Hours : 03
Course Objectives:
This is a course about taking advantage of the opportunities created by the emergence of
a global economy and managing the risks of globalization.
Furthermore, it explores the implications of balance of payments, interest rates, and

inflation rates on foreign exchange rates, as well as the implications of foreign exchange
risk on investment decisions.
Another objective of the course is to examine financial management models of cash flow,
with an emphasis on foreign processes.
Learning Outcomes:
Upon successful completion of this course, the student will have reliably demonstrated the ability
to:
1. Assess commercial risk by accessing sources of credit information.

2. Compare country risks using a variety of resources.
3. Prepare an international business financial proposal that includes appropriate risk-mitigating
techniques.
4. Consider cultural issues of a buyer¿s country which may impact payment methods, money
transmission methods, language used, credit control procedures and sources of finance.
5. Describe the impact of international competitive forces on exchange rates, balance of
payments, and trade.
6. Apply mathematical operations to support a basic business case quantification.
Course Content:
The Global Economy and International Companies
Trade Finance, Risk Analysis and Risk Management
Foreign Exchange Rates
Export Cossting and Transaction Viability
International methods and terms of payment (e.g., cash in
153
advance, letter of credit, clean/documentary collection)
Factoring and Forfaiting
Cash Flow Planning and Management
Performance Bonds and Guarantees
Insurance to protect investment in foreign countries
Alternative methods of payment (Countertrade and
Consignment)
Balance of Payments
Recommended Text Books

1. Richard Thomas, Allen Beard, Trade Finance Hand Book, 1st Edition
154
Marketing (Elective)
MKT-421 International Marketing 03
MKT-422 Retail Management 03
MKT-423 Sales Management 03
MKT-424 Advertising 03
MKT-425 Integrated Marketing Communication 03
MKT-426 Marketing Research 03
MKT-427 Brand Management 03
MKT-428 Consumer Behavior 03
MKT-429 Electronic Marketing 03
MKT-430 Marketing Metrics 03
155
Subject Name : International Marketing

Credit Hours : 03
• We will explore a new set of rules for global marketing that empowers the business. We
will see how this new set of rules has emerged based on how nature itself works. We will
see how this new metaphor is transforming power throughout the world.
After completing the course, students will be able to:
• understand and assess the challenges of turbulent business environments

• be able to evaluate and design strategies in such environments either in marketing,
international business and/or technology management fields and in their intersection
• apply relevant business skills
• choose relevant additional knowledge and skills to support subject-based expertise and
international readiness
• conduct and report on an independent scientific research project
• utilize strong analytical skills and apply tools required for professional practices
• show a global, innovative, market-oriented and ethical mindset
C. Course Contents
• Introduction to international business,

• Foreign Trade Policies;
• Channels of International Marketing,
• Role of Governments
• Global Market Selection Decisions,
• Global Market Strategies
• Consumer & Industrial Product,
• International Pricing
• International Promotional & Advertising Strategies
• Export Procedure and Documents,
• Pakistan Export Composition,
• Export Finance.
 Onkvisit, Sak and Shaw, John J., International Marketing McMillan.
156
 Czinkota, Micheal R. and Ronkainen, Ilka A., International Marketing, Dryden
Press.
 Susan P. Douglas and C. Samuel Craig, Global Marketing Strategy McGraw Hill
Inc.
References
 Philip Cateora, International Marketing
 Subbash C. Jain, International Marketing
157
Subject Name : Retail Management

Credit Hours : 03
 Retail businesses vary in size from a small one-man operation to large international
organisations. The needs of the consumer has now produced an amazing variety of
retail outlets, all of which need to have organized managers. This course is the ideal
tool for students wanting to gain knowledge in the field of retail management,
whether it is for the purpose of entering the retail trade through the establishment of
a small business, or wanting to gain knowledge to allow for further study in the
fields of management to enter a retail organisation at a higher level.

 Identify different retailing formats.
 Analyze consumer evaluations of retail offerings.
 Conduct an in-depth retailer analysis.
 Formulate retail marketing strategies.
 Apply retail management concepts and practices to real world situations
C. Course Contents
 Retailing in Transition
 The changing Environment of Retailing-Major Social Forces,
 Technological Advances,
 Retailing response to Environmental Changes.
 Retailing Opportunities and career
 The Retail Store-Location, Store, Building,
 Fixtures and Equipment-The Store interior Layout,
 Retail Organization and Personnel Management, Retail Sales
 Promotion, Personal Salesmanship, Retail Credit and Collections,
 Coordination & Management-Adjusting to Present and changing conditions,
 Use of case Study Method
 Berkman, H.W. &Gillson, C. Advertising, Concepts & Strategies. McGraw-Hill.
 Frey. Advertising. John Willey.
REFERENCES
 Bolen, W.H. Advertising. John Willey.
 John O’Shaughnessy, Competitive Marketing.
 George E. Belch & Michael A. Belch, Advertising and Promotion
158
Subject Name : Sales Management

Credit Hours : 03
 To provide an introduction to sales management as a systematic process.

 To provide insights into how people are motivated - both salespeople and
prospective buyers.
 To provide and introduction to the basic activities of sales management: evaluation,
compensation, forecasting, budgeting, time and territory management
 Discuss how Sales and Sales Management plays a key role within various aspects of
all industries.
 Explain how a career in Sales / Sales Management could be very lucrative and
describe how the intensity of their efforts will usually coincide with their results and
success.
 Identify how to implement successful Sales Management practices.
 Describe the significant Sales and Sales Management responsibilities that a
salesperson/Manager faces as the KEY individual / point of contact representing a
specific company or service within the marketplace.
 Identify and discuss a wide range of interesting and dynamic sales professions within
the for-profit and non-profit sectors of the economy.
 Participate in a group sales project where students will have the opportunity to
demonstrate their newly acquired sales skills in conjunction with and in front of their
fellow classmates
 Improve upon oral and written skills via in-class participation and role-playing.
 Display confidence that shows fear of selling has been overcome
C. Course Contents
1. Introduction:
 Nature of personal selling

 Definitions of personal selling and sales Management
 Evolution of personal selling and sales Management
 Personal selling in Marketing Mix
 Roles of Sales Executive
2. Personal Selling Function:
159
 Prospecting
 Preparing
 Presenting
3. Preliminary steps in selling process
 Prospecting
 Preparing
4. Advanced steps in Selling Process:
 Presenting Approach
 Probe for need
 Convincing the prospect
 Handling Objections
 Close
 Follow up
5. Territory Development and Time Management:
 Nature of Territory Management

 Sales Territory Design
 Procedures for Developing Territory
 Time Management
4. Sales Management Planning:
 Sales Planning
 Sales Forecasting
 Sales Budgeting
5. Organizing the Sales Force:
 Sales Personal Planning Recruiting

 Sales Personal Selection Process
 Sales Training & Development
6. Directing the sales force:
 Sales Leadership and supervision

 Sales incentives
 Sales Compensation
7. Evaluating Sales Force Performance:
 Sales Evaluation
 Sales and Cost Analysis
 Eugene M. Johnson, David L. Kurtz, Eberhard E. Scheuing, Sales Management:
 Concepts, Practices and Cases, Mc-Graw Hill Publishers
160
Subject Name : Advertising
Credit Hours : 03
 To provide an introduction to advertising.

 To provide and introduction to the basic activities of advertising: media choices,
Marketing Campaign etc.
After the completion of course, students will be able to:
 Demonstrate ability in oral communication

 Demonstrate competency in written communication
 Apply basic advertising theories and principles to practice
 Synthesize broader liberal arts knowledge with the principles of advertising in order to
create effective advertising campaigns
 Plan and implement basic research and interpret research results as they apply to
advertising campaigns
 Create and conduct ethically sound and socially responsible advertising strategies and
campaigns
C. Course Contents
1. Introduction:
 Foundations of Advertising
 Definitions
 Advertising and Marketing
 Advertising Planning Process
2. Audience Definition, Research & Planning
 Audience Analysis and Buyer Behaviour
 Segmentation, Targeting and positioning
 Advertising Research
 Objectives, Strategy and Plans
3. Creative Process:
 Creativity, Creative strategy and copywriting
 Art Design
 Print Production
 Electronic Production
4. Media Choices:
 Media Objectives, Strategy and Planning
 Print Media
161
 Electronic Media
 Direct Marketing & out-of-home Advertising
5. Marketing Campaign
 Sales Promotion and supplementary Media
 Public Relations and special communications
 Local Advertising
 Berkman, H. W. &Gillson, C. Advertisig, Concepts & Strategies. Mc-graw Hill

 Frey. Advertising. John Wiley
 Bolen, W. H. Advertising. John Wiley.
162
Subject Name : Integrated Marketing Communication
Credit Hours : 03
 Integrated Marketing Communications introduces course participants to the process of

effective marketing communication planning. Organizations need to interact with a variety
of audiences, including consumers, stakeholders, policy-makers and other organizations.
There are many ways in which a company can inform the marketplace about itself and its
products. It is important to understand the nature and dynamics of the tools available so
that they can be applied efficiently and effectively. This course examines the tools
currently available to marketing communication planners and provides guidelines as to
their application. An overview of currently available communication tools such as
advertising, promotion, direct marketing, digital media, personal selling, public relations,
one-to-one communications, direct selling, sponsorship and internet based communication
is presented.
 Describe how integrated marketing communications has evolved, how it differs from
traditional media advertising, and its role in the marketing program.
 Evaluate the way marketers organize for integrated marketing communications and
describe the role and function of advertising agencies, media specialist companies, and
other marketing communications organizations.
 Describe the consumer decision making process and the role consumer behavior plays in
the development of integrated marketing communication programs.
 Explain the process of developing and implementing media strategies and identify the
advantages and limitations of various media including print, broadcast, and alternative
media.
 Explain the various promotional tools and the role they play in an integrated marketing
communications program including advertising, sales promotion, public relations, direct
marketing, the Internet, personal selling and other IMC tools.
 Explain how organizations measure the effectiveness of their integrated marketing
communication programs and ways of determining return on investment.
 Identify and evaluate integrated marketing challenges facing companies and recommend
solutions and courses of action.
C. Course Contents
 Introduction to IMC,
 Corporate Image and Brand Management
 Consumer and business-to-business buyer behaviour
163
 Promotion opportunity analysis
 Advertising Management and Design ( theoretical frameworks and appeal types)
 Advertising Design (strategies and executional frameworks)
 Media Selection and Trade Promotion
 Consumer Promotions
 Personal Selling and CRM, PR: Regulations and sponsorship programs
 Internet Marketing
 IMC for Small Business
 Evaluating an Integrated Marketing Program
• Clow&Baack, Integrated Advertising, Promotion, and Marketing Communications, 2nd
164
Subject Name : Marketing Research
Credit Hours : 03
 The main objective of this course is to help students to realize that consistent, high
quality marketing performance depends on objective data-driven strategies. Market
research processes and techniques are introduced to enable students to ask the right
question, collect relevant data, analyze and interpret it, and make decisions based on
insights gained from the data. Both qualitative (focus groups, projective techniques, in-
depth interviews) and quantitative tools (cluster analysis, conjoint analysis, multi-
dimensional scaling) are covered in the course. Students are exposed to examples of
successful use of market research across a variety of marketing domains such as
advertising, brand positioning, new product introduction and market segmentation.
 Describe marketing research, what kinds of information it can provide, and how it is used by
marketing management.
 Identify and explain alternative research methods and their relative strengths and weaknesses
 Identify and describe examine major types of measurement techniques and data collection
methods.
 Analyze data obtained through marketing research using the SPSS software.
 Write a marketing research report and make an oral presentation of the research results.
 Make sound tactical and strategic business decisions based on the proper interpretation of
marketing research results.
C. Course Contents
1. Introduction to Marketing Research

2. The Market Research Process
3. Decision Problems, Research Questions, Research Objectives and Information
Value
4. Primary Data or Secondary Data
5. Exploratory Research Designs: In-depth Interviews and Focus Groups
6. Descriptive Research Designs: Survey Methods and Errors
7. Causal Research Designs: Observation Techniques, Experiments and Test
markets
8. Sampling: Theory, Methods and Issues in Marketing Research
9. Construct Development and Scale Development
10. Attitude Measurement in Survey Research
11. Questionnaires and Supplements
12. Coding, Editing and Presenting Data for Analysis
13. Data Analysis: Testing for Difference
14. Data Analysis: Testing for Interdependence
15. Preparing the Marketing Research Report
16. Customer Relationship Management and Marketing Research
17. Database Development and Marketing Research
165
18. Marketing Decision Support Systems and Marketing Research
 “Marketing Research” by Lukas B. A, Hair J. F, Bush R. P. and Ortinau D. J. (Latest

Edition).
 “Marketing Research Principles & Applications” by Melvin Crask (Prentice Hall)
 “Marketing Research: Measurement and Method”, by Tull, D.S. and Hawkins, D.I. (6th
Edition) New York: Macmillan, 1993
166
Subject Name : Brand Management
Credit Hours : 03
Fundamentals of Brand Management introduces students to essential brand information,

including common branding terms, the importance of brand value, the characteristics of a
good brand name and brand mark, and the responsibilities a brand manager should fulfill.
The program also details the role brand management plays in the strategic marketing
process, the steps of the consumer adoption process, the different types of branding
strategies, and the signs that can indicate a troubled branding strategy.
 Define branding and terminology related to branding a. Differentiate terms such as brand
equity, brand loyalty, etc.
 Evaluate a brand and differentiate a great brand from other brands.
 Apply the brand positioning framework to: a. Develop a brand. b. Develop long term,
sustainable brand strategies and position a product. c. Expand/introduce a brand
internationally. d. Reposition or revitalize a brand. e. Develop a brand portfolio.
 Apply branding techniques in technology companies.
 Describe the role of social media in shaping a brand.
 Explain the role of outside agencies in branding a. Develop criteria and a process to select
an agency.
 Develop integrate marketing campaigns to grow a brand.
C. Course Contents
1. Brand Marketing Overview

 Brand definition, history of branding,
 Challenges/opportunities, strategic brand management process
2. Brand Equity
 Sources of brand equity, brand building,
 Creating customer value
3. Brand Positioning
 Identifying and establishing brand positioning,
 Positioning guidelines
4. Choosing Brand Elements

 Criteria, options and tactics
5. Designing Brand Building Marketing

Programs
 IMC activities, product, pricing and channel strategy
167
6. IMC Communications
 New media, marketing communication options,
 IMC programs
7. Secondary Brand Associations
 Co-branding, licensing, celebrity endorsements,
 Sport and event marketing, third party sources
8. Brand Equity Measurement

 System development, qualitative and quantitative research
9. Growing and Sustaining Brand Equity

 Brand architecture and hierarchy,
 New products and brand extensions
10. Growing and Sustaining Brand Equity

 Evaluating brand extensions,
 Managing brands over time

 “Strategic Brand Management – Building, Measuring and Managing Brand
Equity”, 3rd Edition, Kevin Lane Keller, Prentice Hall INC, 2008
168
Subject Name : Consumer Behavior
Credit Hours : 03
 The objective of the course is to enable the students study the consumer as a decision
maker. This course examines social and psychological influences on purchasing
decisions, emphasizing their implications for marketing strategy. Topics include the
consumer as a decision maker, motivation concepts and their effect on behavior, images,
attitudes, and their measurement; social and cultural influences on purchasing behavior;
models of consumer behavior; application to advertising product and segmentation
strategies.
 Compare and contrast different perspectives that characterize the study of consumer
behavior (e.g. cognitive vs. behavioral).
 Apply theories of consumer behavior to the formulation of effective marketing strategy
 Recognize trends based on current research related to consumer behavior.
 Analyze the challenges that might influence the formulation of effective marketing
strategies from a consumer behavior perspective.
C. Course Contents
1. Introduction
 Consumer Behavior
 Consumer Behavior and Management Sciences
2. External Influences
 Culture/Sub-culture
 Cultural Values
 Demographics and Social Stratification
 Group Influence on Consumer Behavior
3. Internal Influences
 Perception
 Learning and Product Positioning
 Motivation
 Personality
 Attitudes
 Self-concept and Life style
4. Consumer Decision Process

 Situational Influences
 Consumer Decision Process
 Information Search
169
 Alternative Evaluation and Selection
 Purchase
 Post Purchase Process
5. Organizational Buyer Behavior
 “Consumer Behavior”, by John C. Mowen. (Latest Edition)

 “Consumer Behavior”, by David L. Loudon & Albert J. Della Bitta. (Latest Edition)
REFERENCES
 “Consumer Behavior”, by Leon G. Schiffman& Leslie Lazar Kanuk. (Latest Edition)

 “Consumer Behavior”, by Hawkins, Best, Coney, McGraw Hill, (7th Edition)
170
Non-Credited Courses
171
Subject Name : ARABIC
Semester :
Course Code : 001
Credit Hours : 03
To help students acquire basic skills in reading, writing and understanding Arabic.
 Since Arabic vocabularies form a major component of Urdu, Punjabi, Sindhi, Pashtu,
Baluchi and most of the other languages of Pakistan, this course will greatly help
students achieve further advancement in Urdu and other regional tongues.
 To help students develop a taste for further global literary and linguistic
inquisitiveness.
 To expand the cultural outlook of students as they learn a foreign language.
 To explore the critical role of Arabic in the cultural continuity in the wider world of
Islam.
By the end of the course, students should have:
 The ability to express simple ideas in Arabic in written, spoken and other
communicative forms.
 The ability to grasp basic Arabic grammar for academic use.
 An acquaintance with correct Arabic pronunciation and vocalization.
 A basic understanding of the fundamentals of academic Arabic.
 A curiosity to explore further the linkage between Arabic and Urdu as well as
regional languages of Pakistan.
C. COURSE OUTLINE:
 Historical overview of the Arabic language
 Exploring the roots of Arabic language and literature and their global importance
 Fundamental forms of the language
 Daily greetings, ‫تایّ حت‬
 Practicing Modern Standard Arabic
 Practicing academic Arabic
 Basics of academic Arabic’s grammatical structure and its application to everyday
language
 Glimpses from simple classical texts
 Grammar drill
 Practice of ‫( أدوات االستفہام‬Interrogative forms and the techniques of putting diverse
forms of questions using:
 Use of prepositions in sentence construction and their practices
 Practicing reading various modern Arabic texts
172
 Arabic conjugation
 Arabic conversation
RECOMMENDED BOOKS:
 V. Abdur Rahim, Arabic Course for English Speaking Students, 3 vols. (Riyad:
Darussalam, 2009).
 Peter A. Abboud (edited), Elementary Modern Standard Arabic, 2 parts (New York:
Cambridge University Press, 1983).
 Roger Allen, The Arabic Literary Heritage: The Development of its Genres and
Criticism (1998).
 H. A. R. Gibb, Arabic Literature, Oxford, 1963.
 R. A. Nickolson, A Literary History of the Arabs.
 Related Articles from Cambridge History of Arabic Literature, multiple authors and
editors.
173
Subject Name : French
Semester :
Course Code : 002
Credit Hours : 03
French classes are structured sequentially to enable students to become increasingly
capable listeners, competent speakers, proficient writers, and insightful readers of
French which will be helpful for them in their professional life..
At the end of course, students will be able to:
 Introduce themselves and other people
 Understand Numbers and figures
 Can answer quires
 Can give directions to others
Apart from the prescribed manual, students will also discover French music, film clips
and excerpts from French poetry. Class assignments will include interactive online
tasks and simple creative writing projects.
174
Subject Name : Chinese

Semester :
Course Code : 004
Credit Hours : 03
Chinese classes are structured sequentially to enable students to become increasingly
capable listeners, competent speakers, proficient writers, and insightful readers of
French which will be helpful for them in their professional life..
At the end of course, students will be able to:
 Introduce themselves and other people
 Understand Numbers and figures
 Can answer quires
 Can give directions to others
Apart from the prescribed manual, students will also discover Chinese music, film
clips and excerpts from Chinese poetry. Class assignments will include interactive
online tasks and simple creative writing projects.
175

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Annexure-I

BAchelor of business adminstration

Course Code Title of Course Cr.Hrs

Course Title of Course Cr.Hrs

Subject Name : Freshman English

 Write clear, detailed text on a wide variety of subjects

 Understand extended speech on a wide variety of topics

 Interact with native speakers with little or no problem

· Tenses with exercises

 Business Communications by Wills

Subject Name : Principles of Management

7) Human resources management

Books Recommended (Latest Editions)/ References

Subject Name : Micro Economics

Subject Name : Fundamentals of Accounting

Books Recommended (Latest Editions)/References

 Eric G. Flamholtz, Diana TroikFlamholtz, Michael A.Diamond: Principle of

Subject Name : Introduction to Business

Books Recommended (Latest Editions)

Course Title of Course Cr.Hrs

Subject Name : Computer for Executives

Books Recommended (Latest Editions)

Subject Name : Pakistan Studies

Books Recommended (Latest Editions)

 Rabbani, M. Ikram. Introduction to Pakistan Studies. Lahore: Caravan

Subject Name : Business Mathematics

Books Recommended (Latest Editions)

Subject Name : Principles of Marketing

1. Marketing: Creating and Capturing Customer Value

Books Recommended (Latest Editions)/ References

Subject Name : Financial Accounting

Books Recommended (Latest Editions)

· Flamholtz, Michael A. Diamond: Principle of Accounting

Subject Name : Macro Economics

4. Income and employment determination

Course Title of Course Cr.Hrs

Subject Name : Marketing Management

2. Consumer behavior research

4. Situational Analysis and Marketing strategies

10. Pricing and deliver the value offering

Books Recommended (Latest Editions)/References

· MARKETING MANAGEMENT --- Phillip Kotler. (Latest Edition) Prentice Hall.

· Jegdesh Sheth and Dennis E. Garrett, Marketing Management: A Comprehensive

Books Recommended (Latest Editions)

 Murphy and Hildebrandt, Effective Business Communication.

 Coutland L. Bovee, Jhon V. Thill, Business Communication Today.

Subject Name : BUSINESS STATISTICS

Subject Name : Introduction to Sociology

· To make the students aware of recent trends in sociological thoughts.

Books Recommended (Latest Editions)

 Sociology by Hurton and Hunt, New York 1963.

Subject Name : Cost Accounting

Course Title of Course Cr.Hrs

Subject Name : Money and Banking

• To develop an understanding of elementary concepts of money and banking system

Upon completion of the course students will be able to:

1. Money and its functions

Books Recommended (Latest Editions)

· Robert.D.Auerbach: Money, Banking and Financial Markets, Maxwell Macmillan

Subject Name : Inferential Statistics

D. Books Recommended (Latest Editions)/References

Subject Name : Introduction to Psychology

Books Recommended (Latest Editions)