NCM - Elearning

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    Available courses


    UNIT – I

    Introduction to Supply Chain Management (SCM) – Concept of SCM – Components of SCM, an

    overview – Features of SCM – Strategic issues in SCM. SCM current scenario – Value chain

    management and customer relations management.

    UNIT – II

    Customer focus in SCM – Demand planning, Purchase planning – Make or Buy decision –

    Indigenous and global sourcing Development and Management of suppliers – Legal aspects of

    Buying – Cost management – Negotiating for purchasing / sub contracting – Purchase insurance

    – Evaluation of Purchase performance (performance indices). Inventory management – Financial

    impact of inventory.

    UNIT – III

    Manufacturing Scheduling – Manufacturing flow system – Work flow automation – Flexibility

    in manufacturing to achieve dynamic optimization – Material handling system design and

    decision. Ware housing and store keeping – Strategies of ware housing and store keeping –

    Space management.

    UNIT – IV

    Logistics management – Role of logistics in SCM – Integrated Logistics Management –

    Transportation Design and decision – Multi modalism – Third party logistics services and

    providers – Facilities management (Port/Airport/ICDs) Channels of distribution – Logistics and

    customer service.

    UNIT – V

    Information technology and SCM: EDI, ERP, Internet and Intranet, E-Commerce, Advanced

    Planning System, Bar Coding, Tele communication network, Video Conferencing and Artificial

    Intelligence. Best practices in Supply Chain Management – Organizational issues to implement



    1. Supply Chain Management – For Global Competitiveness – B.S. Sahay – Macmillan India

    Limited, 1999.

    2. Supply Chain Management: Strategy planning and operations – Sunil Chopra and Peter

    Meindal, 3rd Edition, PHI, 2007

    3. Designing and Managing the Supply Chain: Concepts, Strategies and Case Studies –Simchi-

    Levi, Kaminsky and Simchi-Levi, 2nd Edition, TMH, 2007

    4. Robert B.Handfield & Ernest L.Nichols.JR., Introduction to Supply Chain Management,

    Prentice Hall of India, New Delhi.


    UNIT I : PROMOTION MIX & PERSONAL SELLING: Promotion Mix Tools, Steps in Communication process, Factors in deciding promotion mix. Personal selling - Sales force Design - objectives, strategy six, structure and compension. Principles of Personal Selling - Salesmanship, steps in selling process, Negotiation - Models, Strategy & Tactics, Customer Relationship Management. Evaluation of personal selling. UNIT II : ADVERTISTING MANAGEMENT: Meaning, Objectives, Importance, Classification of advertisement, Economic and Social Effects of Advertising, Organisation of Advertising Department, Advertising Agency Management, Campaign Planning, Advertising Budget. UNIT III : ADVERTISING MEDIA MANAGEMENT: Types - Print, Radio, TV, Cinema Outdoor and other forms - Advantages, Limitations, Availability, Media Rates, Media Planning and Scheduling. UNIT IV : ADVERTISING CREATIVITY: Advertising Copywriting for Print and Broadcast Media - Principles, Styles, Advertising Visualization and Design, Production of Print, Broadcast and other Advertisements, Evaluation of Advertising. UNIT V : SALES PROMOTION AND PUBLIC RELATIONS SALES PROMOTION : Objectives, Tools, Planning, Implementation and Control, Evaluation of Sales Promotion. PUBLIC RELATIONS : Objectives, Tools, Media and Message, Evaluation of Public Relations. Case Analysis References : 1. Promotion Management - John.J.Burnett - AITBS. 2. Advertising - Theory & Practice - Vernon Fryburger - AITBS. 3. Advertising Excellence - Bovee & Thill - Mc Graw Hill International. 4. Advertising and Promotion: An Integrated Marketing Communications Perspective – George E Belch and Michael E Belch, 6th Edition, TMH, 2006 5. Sales Promotion - Tony Dakin. 6. Sales Promotion - Julian Cummins. 7. Successful Sales Promotion - Pran Chowdhry - MacMillan 8. Sales Management - Cundiff, Stil & Govani – PHI/Pearson. 9. Practical Public Relations - Sam Black - Universal Book. 10. Managing Public Relations - Gruning and Hunt - CBS College Publising.


    UNIT I

    Rural Economy - Policy interventions, reforms Diagnosis challenges to Indian Marketer.

    UNIT - II

    Rural Marketing - introduction, nature and attractiveness, rural vs urban Marketing.

    UNIT - III

    Selecting and Attracting markets - introduction Segmentation – Concept, degree, guidelines

    and bases, Targeting and Positioning.

    UNIT - IV

    Product Strategy - Introduction, Classification, Significance, Scope. Product Mix,

    Competitive product strategies. Pricing strategy – Introduction, Concepts, Significance,

    Objectives policy.

    UNIT - V

    Promotion Strategy - introduction, exploring, Target audience, Designing, Comparison

    Distribution strategy - introduction, channels old, new, pragmatic, approaches covering


    References :

    1. Krishnamacharyalu & Lalitha, Rural Marketing, Pearson Education, 2002.

    2. Ramkishen, New Perspectives on Rural Marketing, Jaico Books, 2002.

    3. Gopalaswamy, Rural Marketing, Wheeler Publshing.


    UNIT I

    Self Definition and Perception. Self Schemes, Gaining Self Knowledge, Self Knowledge, Self

    awareness, Self effectiveness, Self presentation motives and Strategies, Self monitoring,

    Impression Management.


    Communication and language, models of - oral - Qualities and profile of a good speaker,

    written - clarity, responsibility, simplicity, style, brevity Interpersonal Communication - Barries


    Assertive Training

    Nature, importance & relevance to organizational life - Assertion and aggression , Assertive

    writing, preparing for assertive business writing - tools, tips, pitfalls, persuation Being assertive

    with oneself - cutting, rewriting, editing , enhance individual assertiveness.


    Transactional Analysis

    Introduction, Ego States, exclusion contamination, strokes, Life positions, Types of

    Transactions, Time Structures - Withdrawal, Rituals, Pastimes, activities, games - types,

    Stamps, Rackets and sweat shirts, scripts. Advantages and disadvantages of TA, TA tips for

    performance interviews, Development Planning with subordinates, TA tips for selection.

    UNIT V

    Counseling - Introduction - other interventions - steps ,Elements of Counseling -

    Counseling in organizations, , Training for Counseling. Anxiety and stress, an introduction to

    NLP, Emotional Intelligence.

    References :

    1. Venkatapathy.R and Jackson.P.T. Managing Interpersonal Effectiveness, Adhithya

    Publishers, 2003.

    2. Thomas Harris I'm okay, you're okay.

    3. Fishert Uray Getting to Say yes: Negotiating an agreement without giving in AMA, 1993.

    4. www. Ta Tutor.

    5. Robert L.Gibson and Marianne H.Mitchell, Introduction to Counseling and Guidance,

    VI edition, PHI, 2005.


    UNIT I : Investment setting - Securities - Securities Market - Sources of investment

    information - Security market indicators - Security Contract regulation Act.

    UNIT II : Valuation of Securities : Equity - Preference shares - Debt instruments - Hybrid

    securities - derivatives - Asset pricing theories - CAPM - APT - Portfolio theory - Option pricing


    UNIT III : Economic Analysis - Economic forecasting and stock Investment Decisions -

    Forecasting techniques.

    Industry Analysis - Industry classifications. Economy and Industry analysis. Industry life

    cycle - Evaluating Industry relevant factors - External industry information sources.

    UNIT IV : Company Analysis : Measuring Earnings - Forecasting Earnings - Applied valuation

    techniques - Graham and Dodds investor rations value investing.

    Technical Analysis : Fundamental Analysis Vs Technical Analysis - Charting methods - Market

    Indicators - Trend - Trend reversals - Patterns - Moving Average - Exponential moving Average-

    Oscillators - ROC - Momentum - MACD - RSI - Stoastics.

    UNIT V : Portfolio - Construction - Diagnotics Management - Performance Evaluation -

    Portfolio revision, Case Analysis, Review of relevant articles.

    References :

    1. Investment Management and Portfolio Analysis - Reilly.

    2. Fundamentals of Investing - Gitman

    3. Security Analysis - Graham and Dodd

    4. Management of Investments - Clark Francis

    5. Modern of Security Analysis and Portfolio Management - Fuller and Farvell.

    6. Investment Management - Balla and Tuteja.


    UNIT I

    Merchant Banking - Functions – Categories of merchant bankers-Modes of raising capital from

    Domestic and foreign markets -Raising short term funds -Recent developments in the capital

    markets - SEBI guidelines on Obligations & responsibilities of Merchant bankers-Merchant

    banking in India. NBFCs Types of activities of NBFC’s- Regulation of NBFC s in India.


    Hire Purchase - Concept - evaluation of Hire Purchase Proposals.

    Leasing -overview - tax aspects - Lease Accounting - Types of leases – Benefits of leasing-

    Rights & Obligations of Lessor & Lessee-Evaluation of leasing



    Mutual funds – operations-types- performance measure of a mutual fund- , regulation - SEBI

    guidelines for mutual funds.


    Other financial services.

    Venture Capital - Bill Discounting - Factoring - credit rating - Asset securitization –

    Securitisation in India- Depositories Role of depositories in the capital market.

    UNIT V

    Mergers and Acquisitions - SEBI code on Take-overs - Business Failures and reorganizations.

    Case Analysis, Review of relevant articles.

    References :

    1. Dr.R.Shanmugam , Financial Services

    2.M.Y.Khan, Indian Financial Systems.

    3. K.Sriram, Hand Book of Leasing Hire Purchase & Factoring.

    4. R.M.Srivastava, Indian Financial System.

    5. Rajas Parashine and Ashok Kumar, Introduction to Lease Financing.

    6. T.Sundar Rajan, Merchant Banking.

    7. L.M.Bhole, Financial Institution & Markets.

    8. Habel J.Johnson, Financial Institution & Markets.

    9. Dr.J.C.Verma, Mutual Funds & Investment Portfolio.

    10. Nalini Prava Tripathy, Financial Instruments and Services, Prentice Hall of India, New



    Unit I

    System Concepts & Information System Environment : System concepts - definition,

    characteristics of a system, Elements of a system, Types of a System, introduction to System

    Analysis and Design - System Analysis, System Design, System Development Life Cycle


    Unit II

    The Information System Analysis : Introduction - where does the system analysis come from? -

    What does it do? - Preparing for Career as a System Analyst - General Business Knowledge -

    Technical Skills - Communication skills - Role of System Analyst - Change Agent - Investigator

    and Monitor - Psychologist, Sales Person, Motivator, Politician, Place of the System analyst

    position in the MIS organization.

    Unit III

    System Analysis : Problems who System Development Life Cycle approach, Neet for a

    Structured approach, Information Gathering. A problem solving approach - Data Flow

    Diagrams, Data modeling with logical entity reltionship. Process modeling with logical data

    flow diagram, Dta dictionary, Decision Tree, Decision tables and Structured English.

    Unit IV

    System Design : Introduction, The Process of Logical & Physical design - Modern Computer

    Databases - Different kinds of databases - E-R models - E-R diagrams - Normalization.

    Computer outputs and controls, computer inputs and controls, Code design, Computer based

    methods, procedures and controls.

    Unit V

    System Implementation : System testing Conversion Compating resistance to change Post

    Implementation review Software maintenance Hardware/Software Selection Seuruty

    disaster/ recovery and ethics in System development.

    Case Analysis.

    References :

    1. System Analysis and Design - Elias M.Awad.

    2. System Analysis and Design - Jerry L.Whitten, Lonnie D.Bently & Victor M.Bar

    3. System Analysis and Design - A case study approach - Robert J Thierauf.

    4. Data base System Concepts - Henry F.Korth,Abraham Silberchatz & Sudharsan.

    5. System Analysis and Design - Kendall, Pearson, 2002.


    Unit I

    Telecommunication Networks : Introduction - LAN - WAN- Internet - What is Electronic

    Commerce - Brief history of Electronic Commerce - Advantages and Limitations of Electronic

    Commerce - Types of Electronic commerce - Integrating Electronic Commerce- Key questions

    for Management

    Unit II

    The Internet and the World Wide Web: The Internet Today - History of the Web - Unique

    benefits of the Internet - Internet Architecture - World Wide Web - Concepts and Technology -

    Creating Web pages - Launching a Business on the Internet.

    Unit III

    Electronic Payment Systems: Overview of the Electronic payment Technology - Requirements

    for Internet Based payments - Electronic payment Medias - Electronic commerce and banking.

    Unit IV

    E-security: Security in the cyberspace - Designing for security - Virus - Security Protection

    and Recovery - Encryption - The Basic Algorithm System - Authentication and Trust - Key

    management - Internet Security Protocols and Standards - Other Encryption issues.

    Unit V

    Web based Business: Business-to-Business Electronic Commerce-Intranets and Extranets -

    Intranets and Supply Chain Management - Legal and Ethical issues - Case studies.


    1. Elias. M. Awad, " Electronic Commerce", Prentice - Hall of India Pvt Ltd, 2002.

    2. Ravi Kalakota, Andrew B.Whinston,"Electronic Commerce- A Manager's guide", Addison -Wesley,2000.

    3. Efraim Turban, Jae Lee, David King, H.Michael Chung, “Electronic Commerce – A

    Managerial Perspective", Addison - Wesley, 2001.

    4. Elias M Award, “Electronic Commerce from Vision to Fulfilment”, 3rd Edition, PHI, 2006

    5. Judy Strauss, Adel El-Ansary, Raymond Frost, “E-Marketing”, 3RD Edition, Pearson Education, 2003

    6. Ravi Kalakota, Andrew B. Whinston, "Frontiers of Electronic Commerce”, Addition–Wesley, 2000.


    UNIT – I

    Consumer Behaviour and Marketing Strategy, nature and scope of Consumer Behaviour.

    Market segmentation and Consumer Behaviour.

    Learning - nature, conditions relevant to high and low involvement strategies, characteristics

    and types of learning, Brand loyalty, Brand equity & leverage.

    Perception - Process, interpretation, Perception and marketing strategy. Perceptual process and

    buying behaviour.

    Perception - Elements, Just notice able difference - its application to Consumer Behaviour,

    Perceptual organization and defense, consumer imagery.

    UNIT - II

    Motivation - Nature, motivational strategies, theories and their relevance, marketing

    strategies based on motivational conflict.

    Personality - Psycho-analytical neo-Freudian and social approaches to personality

    understanding consumer diversity, Brand personality, Self and self image.

    UNIT - III

    Attitude formation & change - Tricomponent and structural models of attitudes, sources of

    attitude formation, strategies of attitude change, cognitive dissonance, attribution, self

    perception theories, Foot in the door phenomenon.

    Groups - types, Celebarities, Family, Socialization of family members, Function of family,

    Family decision-making and consumption - related roles, Family life cycle.

    UNIT - IV

    Culture- Nature - Characteristics - Measurement, Sub-cultures – Nationality, age,

    geographic, Regional and Sex, Subcultural interaction.

    Cross culture : International perspective cross cultural consumer analysis, Multinational

    strategies, Cross – cultural psychographic segmentation marketing mistakes – undertaking


    UNIT - V

    Opinion leadership & process, Dynamics, motivation and opinion leadership, Measurement

    and corporate strategy of opinion leadership.

    Innovation, Characteristics, Types, Profile of consumer innovator, Diffusion of innovation,

    Adoption process.

    References :

    1. Kurder, Consumer Behaviour, PHI/Pearson.

    2. Schiffman.L.G. & Kanak.L.L., Consumer Behaviour, PHI/Pearson.

    3. Loudon.D, Consumer Behaviour, Concepts & Applications, Albert Biutta, McGraw Hill.

    4. Ingel, Roger & Blackwell, Consumer Behaviour.


    UNIT I : Derivative-common derivative products-Functions performed by derivatives marketrisks

    associated with derivatives- History of derivatives in India-Forward contract-Limitation of

    Forward contract – Pricing of forward contract

    Unit II : Futures- Future contract specifications- Market participants in a futures contract-

    Hedging using Futures Contract-Valuation of futures contract- difference between forward &

    future contract- Futures strategies- Types of futures- Individual stocks-Stock indices-Foreign

    Exchange futures-Commodity futures-Interest rate futures- Utility of Futures Market

    Unit III : Options – Characteristics- Specifications-Option pricing-Binomial model- Black

    Scholes model-Option trading strategies-Bullish strategies-Bearish strategies--Strategies for

    volatile situations- Exotic options-futures Vs Call options

    Unit IV: Warrants-features-gearing effect- Valuing warrants- warrants vs options, Swapsfeatures- Mechanism of interest rate swaps- Valuation of interest rate swaps-Currency swapsgain

    from swaps- rate anticipators

    Unit V: Derivatives- Trading mechanism-Types of orders-Clearing & settlement of ordersregulation of derivative market-Recent developments in Capital market.

    Reference :

    1. Futures & options and other derivatives : John C.Hull

    2. Futures & options: ND Vohra & BR Bagri

    3. Futures & options: A.N. Sridhar


    Unit – 1

    Performance Management: Hostility towards Traditional Appraisals – Managing Performance;

    Performance Management & Human Resource; Performance Management Theatre.

    Unit – 2

    Planning Manage Performance & Development : Basic Concept – Research Base for

    performance planning and Goal-setting; Components of Manage Performance & Development

    Plan; Setting Mutual Expectations and Performance criteria.

    Unit – 3

    Monitoring Manage Performance & Mentoring Manage Development : Introduction – Research

    and Theory – Monitoring and Mentoring Behaviours of the Manager.

    Unit – 4

    Ongoing Performance Monitoring & Review: Supervision – Monitoring and its objectives –

    Process of Monitoring – Communication – Problem solving.

    Unit – 5

    Ongoing Mentoring and Manage Development: Purpose of Manage Development – Process of

    Manage Development – Briscoe’s principles – Training – Delegating – Mentoring – Engendering

    Trust – Making a fresh beginning – Role efficacy.

    Reference :

    1. Prem Chandha “Performance Management”, Macmillan Publications.

    2. Performance Management - Frances Neale, Jaico publishing House- 2004-2nd Edition.



    The Nature of Staffing-staffing models and strategy-staffing ethics-planning-external influenceshuman

    resource planning-staffing planning-legal issues-job analysis rewards-job requirements

    job analysis-competency-based job analysis-job rewards-legal issues.


    Staffing activities: Recruitment-strategy Development-searching-applicant reactions-transition to

    selection-legal issues-internal recruitment-recruitment planning-strategy development-searchingapplicant

    reactions-transition to selection-staffing activities: selection-measurement-quality of

    measures-collection of assessment data.


    External selection-preliminary issues-initial assessment methods-legal issues-external selectionsubstantive

    assessment methods-discretionary assessment methods-contingent assessment

    methods-internal selection-preliminary issues-initial assessment methods-substantive assessment

    methods-discretionary assessment methods-staffing activities: employment-decision makingchoice

    of assessment method-determining assessment scores-hiring standards and cut scoresmethods

    of final choice-decision makers.


    Final match-employment contracts-job offers-job offer process-new employee orientation and

    socialization-legal issues.


    Staffing system and retention management-staffing system management-administration of

    staffing systems-evaluation of staffing systems-retention management-turnover and its causesanalysts

    of turnover-retention initiatives: Voluntary, Discharge & Downsizing.

    Reference :

    Heneman.HG and Judge TA Staffing Organizations McGraw Hill 2006

    Robbins SP Human Resources Management



    Introduction to Employee Training and Development: Forces affecting the workplace training-

    Designing Effective Training- Forces Influencing working and learning-snapshot of training

    practices-Strategic Training-Evolution of Training role-organizational characteristics that

    influence training-training needs in different strategies- organization the training departmentmarketing the training function-outsourcing training.


    Needs Assessment: Methods used in needs assessment-process-competency models-scope of

    needs assessment-Training Evaluation-reasons for evaluating training-overview of the evaluation

    process-determining whether outcomes are good-evaluation practices-evaluation designsdetermining return on investment-measuring human capital and training.


    Traditional Training Methods : Hands-on-methods-group building methods-choosing a training

    method-E-learning and use of technology in training-Technology’s influence on training and

    learning-Technology and multimedia-computer-based training-developing effective online

    learning-blended learning-mobile technologies and training methods-intelligent tutoring systemsdistance learning-technologies for training support-technologies for training administrationlearning management system-systems for training delivery, support and administration.


    Employee Development-Approaches to employee development-the development planning

    process-company strategies for providing development-special issues in training and employee

    development-partnership with local community provides job opportunities-training issues

    resulting from external environment-training issues related to internal needs of the company.


    Special challenges in career management-socialization and orientation-dual-career pathsplateauing- skills obsolescence-coping with career breaks-balancing work and life-company

    policies to accommodate work and nonwork-coping with job loss-dealing with older workers-the

    future of training and development-increased use of new technologies for training deliveryincreased emphasis on speed in design-focus in content, and use of multiple delivery methodsincreased emphasis on capturing and sharing-intellectual capital-increased use of true

    performance support-increased emphasis on performance analysis and learning for business

    enhancement-key issues in implementing change.

    References :

    1. NoeNR Employee Training and Development McGraw Hill 2007

    Janakirama “Training And Development” Indian text Edition - Biztantra Publication 2009



    Starting the Process – The Successful Business. Getting Your Plan Started. Making Your Plan



    Business Plan Components – The Executive Summary. Company Description. Industry

    Analysis and Trends. Target Market. Competition. Strategic Position and Risk Assessment.

    Marketing Plan and Sales Strategy. Operations. Technology Plan. Management and

    Organization. Community Involvement and Social Responsibility. Development, Milestones, and

    Exit Plan. The Financials. The Plan’s Appendix.


    Putting the Plan to Work – Preparing, Presenting, and Sending Out Your Plan. Looking for

    Money. Using Your Plan for Classes and Competitions. Internal Planning for Existing

    Businesses and Corporations. Time Saving Tips.


    Special Considerations – Considerations for Internet, “e-businesses”. Considerations for

    Retailers. Considerations for Manufactures. Considerations for Service Businesses. Business

    Planning in a Weak (or Strong) Economy.


    Reference :

    Outline of a Business Plan. Business Terms Glossary. Funding Sources. Research Sources.

    Entrepreneurs’ Sources. Index. Sample Plan – Cover Letter. Executive Summary. Company

    Description. Industry Analysis and Trends. Target Market. The Competition. Strategic Position

    and Risk Assessment. Marketing Plan. Operations. Technology Plan. Management and

    Organization. Community Involvement and Social Responsibility. Development, Milestones &

    Exit Plan. Income Statement, Three – Year Projection. Income Statement, Annual. Ca


    Unit I

    Organisational Behaviour : History - evaluation, Challenges & opportunities, contributing

    disciplines, management functions and relevance to Organisation Behaviour.

    Personality - Determinents, structure, behaviour, assessment, psycho-analytical social

    learning, job-fit, trait theories.

    Unit II

    Emotions and Emotional Intelligence as a managerial tool. Implications of EI on managers and

    their performance. Attitudes - relationship with behaviour, sources, types, consistancy, work

    attitudes, values - importance, sources, types, ethics and types of management ethics.

    Perception - Process, Selection, Organisation Errors, Managerial implications of perception.

    Learning - classicial, operant and social cognitive approaches. Implications of learning on

    managerial performance.

    Unit III

    Stress - Nature, sources, Effects, influence of personality, managing stress.

    Conflict - Management, Levels, Sources, bases, conflict resolution strategies, negotiation.

    Foundations of group behaviour : linking teams and groups, Stages of development Influences

    on team effectiveness, team decision making. Issues in Managing teams.

    Unit IV

    Organisational change - Managing planned change. Resistance to change - Approaches to

    managing organisational change - Organisational Development - values - interventions, change


    Organisational politics - Political behaviour in organisation, Impression management, Self

    monitoring. Organisational culture - Dynamics, role and types of culture and corporate

    culture, ethical issues in organisational culture, creating and sustaining culture.

    Unit V

    Organisational Behaviour responses to Global and Cultural diversity, challenges at

    international level, Homogenity and hetrogenity of National cultures, Differences between

    countries, The Challenges of work force diversity and managing diversity Cases.

    References :

    1. Robbins.S. Organisational Behaviour, X edn., Prentice-Hall, India.

    2. Hellinegal Slocum, Woodman, Organisational Behaviour, IX edn., Thomson learning.

    3. Umasekaran, Organisational Behaviour, Tata McGraw Hill.

    4. Robbins S.P., Concepts contrivances and applications, Prentice Hall.

    5. Umasekaran, Organisational Behaviour.

    6., Organisational Behaviour, Thomson Learning.

    7. McShane & Glinow, Organisational Behaviour, Tata McGraw Hill.

    8. Harris & Hartman, Organisational Behaviour, Jaico, 2003.


    Unit I

    Retailing - An introduction: Definition, Functions, Importance, Types of retailing - Store and

    Non Store; Retailing in India - Current Scenario, Retailing from International perspectives;

    Consumer buying decision process - influencing factors, Consumer shopping behavior.

    Unit II

    Retail planning - Purpose, method, structure and monitoring the plan; Retail brand

    management- positioning, personality, Types of brand, Brand and life cycle; Merchandise

    management - Meaning, Methods, Assortment and Inventory; Purchase negotiation, Supply

    channel and relationship, SCM principles, and retail logistics.

    Unit III

    Retail location decision - Trading area analysis, Types of location Site evaluation; Store design -

    layout and space management, Visual merchandising and displays; Retail pricing -

    approaches, influencing factors, Price sensitivity, and mark down policy.

    Unit IV

    Retail promotion - setting objectives, Role of advertisiting, sales promotion, personal selling

    public relations and relationship marketing in retailing; Human resource issues and

    considerations; Customer service management.

    Unit V

    Impact of information technology in retailing - Integrated systems and Networking EDI, Bar

    Coding, Customer database management. Electronic retailing - Role of web, on line retailing,

    Factors to be considered in having a Web site, limitations of web and future trends;

    Consumerism and Ethics in retailing - Social and Green issues; Retail audit.

    Reference :

    1. Berman and Evens, Retail Management, PHI.

    2. David Gilbert, Retail Management, Financial Time/Prentice Hall.

    3. Gibson Vedamani, Retail Management, Jaico Books.

    4. Levy & Weitz, Retail Management, Tata McGraw Hill.


    Unit I

    Events - nature definition and scope, C's of events, designing, interaction and importance. As

    a marketing tool - various needs addressed by events, focusing and implementing events,

    advantages and disadvantages of events.

    Unit II

    Elements of events - event infrastructure, target audience, organizers, venue, media activities to

    be carried out. Concept of market in events, segmentation and targeting of the market


    Unit III

    Positioning in events and the concept of event property. Events as a product. Methods of pricing

    events, Events and promotion, various functions of management in events.

    Unit IV

    Strategic market planning, Development and assessment of market plan.

    Unit V

    Strategic alternatives arising from environment, competition and defined objectives. Pricing

    objectives, Evaluation of event performance - measuring performance & correcting deviations,

    References :

    1. Gaur.S.S. and Saggere.S.V., Event Marketing Management.

    2. Panwar.J.S., Marketing in the New Era, Sage Pub., 1998.

    3. Kotler.P., Marketing Management, Analysis, Planning, Implementation and Control,

    Prentice Hall, 1997.

    4. Avrich.Barry, Event and Entertainment, Delhi, Vision Books, 1994.


    UNIT I : Services Marketing - meaning - nature of services - Types and importance -

    Relationship marketing - Mission, strategy, elements of design, marketing plan market


    UNIT II : Marketing mix decisions:- unique features of developing, pricing, promoting and

    distributing services - Positioning and differentiations strategies, quality of service industries -

    Achievement and maintenance, customer support service

    UNIT III : Marketing of hospitality :- Perspectives of Tourism, Hotel and Travel services -

    Airlines, Railway, Passenger and Goods Transport - Leissure services.

    UNIT IV : Marketing of Financial services :- Concept - Features of Banking, Insurance, Lease,

    Mutual Fund, Factoring, Portfolio and financial intermediary services.

    UNIT V : Marketing of Non-Profit Organisations :- Services offered by charities - Educational

    service - miscellaneous services - Power and Telecommunication.

    References :

    1. Services Marketing - S.M.Jha - Himalaya Publishing Company 1998, Mumbai.

    2. Services Marketing - Indian experiences - Ravishankar - South Asia Publication 1998, Delhi.

    3. Services Marketing: Integrating Customer Focus across the Firm – Valarie A Zeitnamd and

    Mary Jo Bitmer, 3rd Edition, TMH, 2003.

    4. Services Marketing - Text & Readings - P.K. Sinha & S.C.Sahoo - Himalaya, Mumbai.

    5. Essence of Services Marketing - Adrian Pyne - Prentice Hall of India, New Delhi.

    6. Services Marketing - Lovelock - Prentice Hall

    7. Services Marketing - Jeithaml - I.S.E.

    8. Services Marketing - Gousalves - Prentice Hall

    9. Services Marketing - Principles & Practice - Palmer, Prentice Hall.

    10. Services Marketing - Woodruffe - McMillan.

    11. Ravi Shankar, Services Marketing, Excel, 2000.


    UNIT – I

    Concept of a brand – Evolution, perspectives, anatomy, types of brand names, brand name

    associations, Brands Vs Products, Advantages of Brands to consumers & firms. Brand

    elements: Components & choosing brand elements, Branding challenges & opportunities.

    UNIT – II

    Brand positioning – Basic concepts – alternatives – risks – Brands & consumers –Strategies for

    positioning the brand for competitive advantage – Points of parity – Points of difference -

    Buying decision perspectives on consumer behaviour, Building a strong brand – Method &


    UNIT – III

    Brand Image, image dimensions, brand associations & image, Brand identity – perspectives,

    levels, and prisms. Managing Brand image – stages – functional, symbolic & experiential

    brands. Brand Equity – Sources of Equity. Brand Equity models, Brand audits. Brand Loyalty

    & cult brands.

    UNIT – IV

    Leveraging Brands – Brand extensions, extendibility, merits & demerits, Line extensions, line

    trap – Co-branding & Licensing Brands. Reinforcing and Revitalisation of Brands – need,

    methods, Brand Architecture – product, line, range, umbrella & source endorsed brands.

    Brand Portfolio Management.

    UNIT – V

    Brand valuation – Methods of valuation, implications for buying & selling brands.

    Applications – Branding industrial products, services and Retailers – Building Brands online.

    Indianisation of Foreign brands & taking Indian brands global – issues & challenges



    1. Kevin Lane Keller, Strategic Brand Management, PHI/Pearson, New Delhi.

    2. Kapferer, Strategic Brand Management, Kogan Page, New Delhi.

    3. Harsh Varma, Brand Management, Excell Books, New Delhi.

    4. Majumdar, Product Management in India, PHI.

    5. Sengupta, Brand Positioning, Tata McGraw Hill.

    6. Rameshkumar, Managing Indian Brands, Vikas.

    7. Chandrasekar, Product Management, Himalaya.


    Unit I

    e-Marketing challenges and opportunities; e-business models; Customers in the 21st Century;

    Market Segmentation; Consumer Navigation behaviour.

    Unit II

    e-Marketing Plan; Environmental Scan; market opportunity analysis; design marketing-mix;

    database marketing.

    Unit III

    e-Marketing information system; Marketing knowledge; marketing data collection [intelligence];

    internet based research approaches; marketing databases and data ware houses; data analysis.

    Unit IV

    Product adoption and Product life cycle; Customer value online : Branding, Labeling, Online

    benefits; new Product strategies; new product trends; Pricing; intermediaries; distribution

    channels; direct selling.

    Unit V

    Integrated marketing Communication; Communication strategies; net as a medium; building

    customer relationship; CRM.

    Reference :

    1. Judy straus, Raymond frost, e-marketing, Pearson Education, New Delhi.

    2. Internet marketing - Rafi Mohammed; Robert J.Fisher, Bernard.J Jacowiski, Aileen M.Cahill -

    Tata McGraw Hill, New Delhi.

    3. Ravi Kalakota, Andrew B.Whinston - Electronic Commerce, Pearson Education.

    4. Schneider & Perry, Electronic Commerce, Thomson learning.

    5. Strauss & Frost, E-Marketing, Prentice Hall.

    6. Albert Napier, Creating and Willing E-Business, Vikas Publications.


    UNIT – I IFM Environment :

    MNC and Multinational Financial Management – The determination of Exchange rates- the

    international monetary system- parity conditions in international finance and currency

    forecasting – The balance of payments and international economic linkage.

    UNIT – II Derivative Management and Foreign exchange Risk Management:

    The foreign exchange market – currency futures and options market- swaps interest rate futures.

    Managing Transaction and translation exposure- Measuring and managing economic exposure.

    UNIT – III Financing MNCs:

    International financing and capital markets-Euromarkets, – the cost of capital and foreign


    UNIT – IV Foreign Investment Analysis:

    International portfolio investment-corporate strategy and Foreign Direct investment- Capital

    budgeting for MNCs

    UNIT – V Multinational Working Capital Management. Financing foreign trade - Current Asset

    management and short term financing – managing multinational financial system-Foreign

    Exchange Management Act.

    References :

    1. Alan C. Shapiro multinational Financial Management 8th edition. Wiley India New

    Delhi 2008.

    2. Eun / Resnick International Financial Management Tata Mc Graw hill – New Delhi


    3. Levi .D Maurice International Finance Mc Graw Hill New Delhi 2008.

    4. P.K. Jain and others. International Financial Management Mac Millan co. New Delhi




    UNIT I : Industrial Relations - Concepts and systems - IR at National and International levels -

    Infrastructure that guide and direct Industrial relations - Trends in India.

    Trade unionism - Theory, Policy - their influence on HRM - objectives and functions – structure

    - Types - Indian Trade Union movement - Their strength and weaknesses.

    UNIT II : Labour Relations :- Industrial relations - industrial disputes - causes - handling and

    settling disputes - employee grievances - steps in grievance handling - causes for poor industrial

    relations - remedies.

    UNIT III : Collective Bargaining :- Concept - function and importance - Principles and forms of

    collective bargaining - Procedure - conditions for effective collective bargaining - worker's

    Participation in management:- Role and methods of worker's participation.

    UNIT IV : Working Conditions: Factories Act 1948 - The Workman's Compensation Act, 1923 -

    The Employee's State Insurance Act, 1948 - The Employee's Provident Funds and Miscellaneous

    Provisions Act, 1952.

    UNIT V : The Payment of Wages Act,1936 - The Minimum wages Act, 1948 - The Industrial

    Disputes Act 1947 - The Industrial Employment (Standing Orders) Act,1946 - The Trade Union

    Act, 1926 and latest legislations.

    References :

    1. Personnel Management & Industrial Relation -P.C.Tripathi

    2. Dynamics of Personnel Management - C.B.Mamoria

    3. Human Resource Management - N.G.Nair & Latha Nair Sultan Chand & Sons.

    4. Essentials of Human Resource Management and Industrial Relations – P.SubbaraoHimalaya.

    5. N.D. Kapoor - Mercandile Law - Sultanchand & Sons

    6. R.Venkatapathy & Assissi Menachery - Industrial Relations & Labour Legislation

    - Aditya Publishers.

    Subject Description : This course presents the Principles of Management, emphasizing managerial functions, explaining internal management of organizations and behavioural concepts as applied to practical management problems

    Goals: To enable the students to learn the basic functions, principles and concepts of management.  

    Objectives: On successful completion of the course the students should have: Understood  management functions and principles. Learnt the  scientific decision making process and problem solving techniques. Learnt the  modern trends in management process. 


    Unit I

    Management : Science, Theory and Practice - The Evolution of Management Thought and the

    Patterns of Management Analysis - Management and Society : The External Environment,

    Social Responsibility and Ethics - Global and Comparative Management - The Basis of Global


    Unit II

    The Nature and Purpose of Planning - Objectives - Strategies, Policies and Planning Premises -

    Decision Making - Global Planning.

    Unit III

    The Nature of Organizing and Entrepreneuring - Organizational Structure : Departmentation -

    Line/Staff Authority and Decentralization - Effective Organizing and Organizational Culture -

    Global Organizing.

    Unit IV

    Co-ordination functions in Organisation - Human Factors and Motivation - Leadership -

    Committees and group Decision Making - Communication - Global Leading


    Unit V

    The System and Process of Controlling - Control Techniques and Information Technology -

    Productivity and Operations Management - Overall Control and toward the Future through

    Preventive Control - Global Controlling and Global Challenges.

    References :

    1. Koontz & Weirich, Essentials of Management, Tata McGraw Hill.

    2. VSP Rao, V Hari Krishna – Management: Text and Cases, Excel Books, I Edition, 2004

    3. Stoner & Wankai, Management, PHI.

    4. Robert Krcitner, Management, ATTBS.

    5. Weirich & Koontz, Management - A Global perspective, McGraw Hill.

    6. Helliregarl, Management, Thomson Learning, 2002.

    7. Robbins.S.P., Fundamentals of Management, Pearson, 2003.

    Subject Description : Organizational Behaviour brings out the personality and behavioural science, its influence on organizational behaviour by understanding the concepts of organizational change, politics and behaviour. 

    Goals: To enable the students to learn the basics of individual behaviour and an organizational behaviour.  

    Objectives: On successful completion of the course the students should have: Understood personality trades and its influence on organization. How personality trades can be molded to suit the organization. To learn the modern trends, theories and concepts in organizational behavior


    Unit I

    Organisational Behaviour : History - evaluation, Challenges & opportunities, contributing

    disciplines, management functions and relevance to Organisation Behaviour.

    Personality - Determinents, structure, behaviour, assessment, psycho-analytical social

    learning, job-fit, trait theories.

    Unit II

    Emotions and Emotional Intelligence as a managerial tool. Implications of EI on managers and

    their performance. Attitudes - relationship with behaviour, sources, types, consistancy, work

    attitudes, values - importance, sources, types, ethics and types of management ethics.

    Perception - Process, Selection, Organisation Errors, Managerial implications of perception.

    Learning - classicial, operant and social cognitive approaches. Implications of learning on

    managerial performance.

    Unit III

    Stress - Nature, sources, Effects, influence of personality, managing stress.

    Conflict - Management, Levels, Sources, bases, conflict resolution strategies, negotiation.

    Foundations of group behaviour : linking teams and groups, Stages of development Influences

    on team effectiveness, team decision making. Issues in Managing teams.

    Unit IV

    Organisational change - Managing planned change. Resistance to change - Approaches to

    managing organisational change - Organisational Development - values - interventions, change


    Organisational politics - Political behaviour in organisation, Impression management, Self

    monitoring. Organisational culture - Dynamics, role and types of culture and corporate

    culture, ethical issues in organisational culture, creating and sustaining culture.

    Unit V

    Organisational Behaviour responses to Global and Cultural diversity, challenges at

    international level, Homogenity and hetrogenity of National cultures, Differences between

    countries, The Challenges of work force diversity and managing diversity Cases.

    References :

    1. Robbins.S. Organisational Behaviour, X edn., Prentice-Hall, India.

    2. Hellinegal Slocum, Woodman, Organisational Behaviour, IX edn., Thomson learning.

    3. Umasekaran, Organisational Behaviour, Tata McGraw Hill.

    4. Robbins S.P., Concepts contrivances and applications, Prentice Hall.

    5. Umasekaran, Organisational Behaviour.

    6., Organisational Behaviour, Thomson Learning.

    7. McShane & Glinow, Organisational Behaviour, Tata McGraw Hill.

    8. Harris & Hartman, Organisational Behaviour, Jaico, 2003.

    Subject Description : Managerial economics emphasize on the influence on micro and macro economics on managerial decision making, explaining the supply, demand and cost functions, its relative impact on the economy and the company correlating to profit and investment analysis. 

    Goals: To enable the students to learn the application of the economic principles and policies on managerial decision making. 

    Objectives: On successful completion of the course the students should have: Understood the economic principles and policies on managerial decision making. Learn demand, supply, cost and profit concepts and functions along with its applications. To learn profit policies, planning and problem solving techniques. To learn inflation, deflation and balance of payment on national income. 


    UNIT I : Managerial Economics - meaning, nature and scope - Managerial Economics and business decision making - Role of Managerial Economist - Fundamental concepts of

    Managerial Economics. Demand Analysis - meaning, determinants and types of demand - Elasticity of demand.

    UNIT II : Supply meaning and determinants - production decisions - production functions - Isoquants, Expansion path - Cobb-Douglas function, Cost concepts - cost - output relationship - Economies and diseconomies of scale – cost functions.

    UNIT III : Market structure - characteristics - Pricing and output decisions - methods of

    pricing - differential pricing - Government intervention and pricing.

    UNIT IV: Profit - Meaning and nature - Profit policies - Profit planning and forecasting – Cost volume profit analysis - Investment analysis.

    UNIT V : National Income - Business cycle - inflation and deflation - balance of payments - Monetary and Fiscal Policies

    References :

    1. Joel Dean - Managerial Economics, Prentice Hall/Pearson.

    2. Rangarajan - Principles of Macro Economics, Tata McGraw Hill.

    3. Atmanand, Managerial Economics, Excel, 2001.

    4. Athmanand.R., Managerial Economics, Excel, 2002, New Delhi.

    5. Mankar.V.G., Business Economics, Macmillan, Business Book, 1999.

    Subject Description : Financial and Management Accounting emphasize on accounting concepts and application of accounting principles and managerial decision making. The content of this paper takes care of financial accounting, management accounting and cost accounting.  

    Goals : To enable the students to learn the basic functions, principles, concepts and application of accounting in management.  

    Objectives : On successful completion of the course the students should have: Understood the financial accounting along with the preparation of final accounts. Understood the concepts and application of management accounting along with the preparation. To learn the cost accounting concepts and applications


    UNIT I

    Financial Accounting - Definition - Accounting Principles - Concepts and conventions - Trial

    Balance – Final Accounts (Problems) - Depreciation Methods-Straight line method, Written

    down value method, Sinking fund method.


    Financial Statement Analysis - Objectives - Reorganizing the Financial Statement Information -

    Techniques of Financial Statement Analysis: Comparative Statements, Common - Size

    statement, Trend Percentage - Accounting Ratios: construction of balance sheet using ratios

    (problems)-Dupont analysis.


    Fund Flow Statement - Statement of Changes in Working Capital - Computation of Fund from

    Operations - Workings for Computation of various sources and uses - Preparation of Fund Flow

    Statement - Cash Flow Statement Analysis- Computation of Cash from Operations Problems -

    Distinction between Fund Flow and Cash Flow Statement. Problems


    Cost Accounting - Meaning - Distinction between Financial Accounting and Cost Accounting -

    Cost Terminology: Cost, Cost Centre, Cost Unit - Elements of Cost - Cost Sheet – Problems.

    Budget, Budgeting, and Budgeting Control - Types of Budgets - Preparation of Flexible and

    fixed Budgets, master budget and Cash Budget - Problems -Zero Base Budgeting.

    UNIT V

    Marginal Costing - Definition - distinction between marginal costing and absorption costing -

    Break even point Analysis - Contribution, p/v Ratio, margin of safety - Decision making under

    marginal costing system-key factor analysis, make or buy decisions, export decision, sales mix



    1. Advanced Accountancy - R.L.Gupta and Radhaswamy

    2. Management Accounting - Brown and Howard

    3. Management Accounting - Khan and Jain

    4. Management Accounting - S.N.Maheswari

    5. Management Accounting - Antony and Recece

    6. Management Accounting - J.Batty. 


    To enable students to acquire the knowledge of mathematics & statistics and their use in business decision making. 


    UNIT I

    Linear, Non-Linear functions – graphical representation of functions, Constants, Variables –

    notion of Mathematical models – concept of trade off – notion of constants – concept of Interest.

    Basic Concept of differentiation – integration – Optimization concepts – use of differentiation

    for optimization of business problem- Optimization


    Data Analysis – Uni-Variate – ungrouped and grouped data measures of central Tendencies,

    measures of dispersion – C V percentages (problem related to business applications). Bivariate

    – correlation and regression – problems related to business applications


    Probability – definitions – addition and multiplication Rules (only statements) – simple business

    application problems – probability distribution – expected value concept – theoretical

    probability distributions – Binomial, Poison and Normal – Simple problems applied to business.


    Basic concept of index numbers – simple and weighted index numbers – concept of weights -

    types of index numbers – Business index number – CPT, WPI, Sensex, Niffy, Production Index,

    Time series – variations in Time Series for business forecasting.

    UNIT V

    Hypothesis testing of Proportion and Mean – single and two tailed tests – errors in Hypothesis

    Testing – Measuring the power of Hypothesis test. Chi-Square Tests

    References :

    1. Statistics for Management – Richard L Levin & Daid S Rubin

    2. Statistical Methods – S P Gupta

    3. Statistics for Business and Economics – R P Hoods – MacMillan India Limited

    4. David M.Levine, Timothy C.Krehbiel and Mark L.Berenson

    “Business Statistics: A First Course” , Pearson Education Asia

    5. Amir D. Aczel, Complete Business Statistics, 5th edition, Irwin McGraw-Hill.

    Subject Description : 

    To enable the students to learn the basic  communication skills and the usage of communication technology in the modern workplace. 


    Unit 1:

    Communication basics – Business Communication – components – Types – formal

    communication network – Work team communication – variables – goal – conflict resoulation –

    non – verbal communication – Cross cultural communication – Business meetings – Business


    Unit 2:

    Understanding Corporate Communication – Employee Communication – Managing Government

    Relations – Writing for Media and Media Relations

    Unit 3:

    Corporate Communication in Brand Promotion – Financial Communication – Crises


    Unit 4:

    Report writing: Characterizing & business reports – Types and forms & reports – Project

    proposals – collection of data – tables constitution – charts – writing the report – documenting

    the sources – proof reading.

    Unit 5:

    Business Presentation: Written and oral presentation – work – team presentation – Delivering the

    business presentation visual aids – slides – electronic presentation – hand-outs – delivering the

    presentation – career planning – preparing Resume – job applications – preparation for a job

    interview – employment interviews – follow-up.

    Suggested Readings:

    1. Scot Ober, Contemporary business communication, fifth edition, biztantra.

    2. Lesiler &Flat lay, Basic Business communication. Tata Mc Graw Hill.

    AIM : 

    To focuses on key analytical methods and provide practical insight for operations management. 


    UNIT I : Operations Management – Meaning – Importance – historical contributions – System

    view of OM - Operation strategy and competitiveness - Functions of OM – types of production


    UNIT II : Product design and process selection – Evaluation and Selection of appropriate

    Production and Operations technology. Product Design and process selection.

    Types of layout – analysis and selection of layout – Product and / or Process layout, Cellular,

    Lean and Agile manufacturing systems – Computer Integrated Manufacturing Systems -

    Assembly line balancing.

    UNIT III : Production planning and control – meaning – functions – aggregate planning –

    master production schedule (MPS) – Material requirement planning (MRP) – BOM – Capacity

    requirement planning (CRP) – Techniques – problems in MRP and CRP – an introduction to

    MRP II and ERP – Business Process Re-engineering - Total Productive Maintenance (TPM)

    UNIT IV : Materials management – functions – material planning and budgeting – Value

    Analysis - purchase functions and procedure - inventory control – types of inventory – safety

    stock – order point – service level – inventory control systems – perpetual – periodic – JIT –


    UNIT V : Total Quality Management Concept - Statistical Quality Control for Acceptance

    Sampling and Process Control – Concepts of O.C.C. Curve – Use of the O.C. Curve – Concept

    of Type I and Type II error – Quality movement – Quality circles –– ISO Quality Certifications

    and types – Quality assurance – Six Sigma concept.

    References :

    1. Production and Operations Management – Everest E Adam & Ebert – PHI – publication

    forth edition.

    2. Operations Management (Theory and Problems ) – Joseph G Monks – McGraw Hill Intl.

    3. Production and Operations Management – S N Chary – TMH Publications

    4. Production and Operations Management – Pannerselvam, PHI

    5. Lee J. Krajewski and Larry P. Ritzman, “Operations Management: Process and value

    Chains”, 7th Edition, PHI, 2007

    6. Hunawalla and Patil – production and Operations Management, Himalaya.

    7. Modern Production and operations management – E.S Buffa.

    8. Lee J. Krajewski and Larry P. Ritzman, “ Operations Management: Strategy and Analysis”,

    Addison Wesley.

    9. Chase, Aquilano & Jacobs “Production and Operations Management”,Tata McGraw Hill. 

    Subject Description : To enable the students to understand the market and marketing concepts, functions and systems by emphasizing on strategies and global market.  

    Goals: To enable the students to learn the basic functions, principles and concepts of marketing for effective managerial function.  

    Objectives: On successful completion of the course the students should have: Understand the marketing concepts and tasks in the global economy. To learn the buyer behaviour and factors influencing the buyer behaviour. To understand the marketing communication process and mix along with the marketing channels.  


    Unit I

    Marketing Concepts and Tasks, Defining and delivering customer value and satisfaction -

    Value chain - Delivery network, Marketing environment, Adapting marketing to new liberalised

    economy - Digitalisation, Customisation, Changing marketing practices, e-business - setting

    up websites; Marketing Information System, Strategic marketing planning and organization.

    Unit II

    Buyer Behaviour, Market Segmentation and Targeting, Positioning and differentiation

    strategies, Product life cycle strategies, New product development, Product Mix and Product

    line decisions, Branding and Packaging, Price setting - objectives, factors and methods, Price

    adapting policies, Initiating and responding to price changes.

    Unit III

    Marketing channel system - Functions and flows; Channel design, Channel management -

    Selection, Training, Motivation and evaluation of channel members; Channel dynamics - VMS,

    HMS, MMS; Market logistics decisions.

    Unit IV

    Integrated marketing communication process and Mix; Advertising, Sales promotion and Public

    relation decisions. Direct marketing - Growth, Benefits and Channels; Telemarketing;

    Salesforce objectives, structure, size and compensation.

    Unit V

    Identifying and analysing competitors, Designing competitive strategies for leaders, challengers,

    followers and nichers : Customer Relationship marketing - Customer database, Data

    warehousing and mining. Attracting and retaining customers, Customerism in India,

    Controlling of marketing efforts.

    Global Target market selection, standardization Vs adoptation, Product, Pricing, Distribution

    and Promotional Policy.

    References :

    1. Marketing Management - Philip Kotler - Pearson Education/PHI 12th Edition, 2006.

    2. Marketing Management - Rajan Saxena - Tata McGraw Hill, 2002.

    3. Marketing Management: Planning, Implementation and Control: Global Perspective Indian

    Context – VS Ramasamy & S. Namakumari - Macmilan India, 2007.

    4. Marketing Management: A South Asian Perspective – Philip Kotler and Kevin Lane Kotler,

    Pearson Education, 11th Edition, 2007.

    5. Basic Marketing - Perreault and McGarthy - Tata McGraw Hill, 2002.

    6. Case and Simulations in Marketing - Ramphal and Gupta - Golgatia, Delhi.

    7. Case Studies in Marketing - R.Srinivasan - PHI.

    8. Marketing concepts and cases – Michael J Etzel, Bruce J Walker, William J Stanton and

    Ajay Pandit, TMH 13th Edition, New Delhi, 2007.

    9. Marketing Management – S.Jayachandran - TMH, 2003.

    Subject Description : Financial Management emphasizes the functions of financial management explaining the investment, finance, dividend and working capital function along with the practical management problems. 

    Goals: To enable the students to learn the basic functions, principles and concepts of finance in management. 

    Objectives: On successful completion of the course the students should have: To learn the various functions of financial management along with the application. To learn capital budgeting and cost of capital. To understand capital structure, dividend policy and working capital management. 



    UNIT I

    Objectives and functions of Financial Management - Role of Financial Management in the

    organisation - Risk-Return relationship- Time value of money concepts - Indian Financial

    system - Legal, Regulatory and tax framework. Sources of Long term finance - Features of

    Capital market development in India - Role of SEBI in Capital Issues.


    Capital Budgeting - methods of appraisal - Conflict in criteria for evaluation - Capital Rationing

    - Problems - Risk analysis in Capital Budgeting.


    Cost of Capital - Computation for each source of finance and weighted average cost of capital -

    EBIT -EPS Analysis - Operating Leverage - Financial Leverage - problems.


    Capital Structure Theory - Net Income Approach - Net Operating Income Approach - MM

    Approach - Dividend Policy - Types of Divided Policy - Dividend Policy and share valuation -

    UNIT V

    Working Capital Management - Definition and Objectives - Working Capital Policies - Factors

    affecting Working Capital requirements - Forecasting Working Capital requirements (problems)

    - Cash Management - Receivables Management and - Inventory Management - Working Capital

    Financing - Sources of Working Capital and Implications of various Committee Reports.

    References :

    1. Richard A.Brealey, Stevart C.Myers, “Principles of Corporate Finance” McGraw Hill, New


    2. James C.Van Horns, “Financial Management & Policy” Prentice Hall of India (P) Ltd., New


    3. John J.Hampton, “Financial Decision Making – Concepts, Problems and Cases” Prentice

    Hall of India (P) Ltd., New Delhi (1994).

    4. Prasanna Chandra,“Financial Management–Theory&Practice”,Tata McGraw Hill,NewDelhi


    5. B J Camsey, Engene F.Brigham, “Introduction to Financial Management”, The Gryden Press.

    6. I.M.Pandey, “Financial Management”, Vikash Publishing, New Delhi.


    Unit I : Human Resource Function

    Human Resource Philosophy - Changing environments of HRM - Strategic human resource

    management - Using HRM to attain competitive advantage - Trends in HRM - Organisation of

    HR departments - Line and staff functions - Role of HR Managers.

    Unit II : Recruitment & Placement

    Job analysis : Methods - IT and computerised skill inventory - Writing job specification - HR

    and the responsive organisation.

    Recruitment and selection process : Employment planning and forecasting - Building employee

    commitment : Promotion from within - Sources, Developing and Using application forms - IT

    and recruiting on the internet.

    Employee Testing & selection : Selection process, basic testing concepts, types of test, work

    samples & simulation, selection techniques, interview, common interviewing mistakes,

    Designing & conducting the effective interview, small business applications, computer aided


    Unit III : Training & Development

    Orientation & Training : Orienting the employees, the training process, need analysis, Training

    techniques, special purpose training, Training via the internet.

    Developing Managers : Management Development - The responsive managers - On-the-job and

    off-the-job Development techniques using HR to build a responsive organisation. Management

    Developments and CD-Roms - Key factor for success.

    Performance appraisal : Methods - Problem and solutions - MBO approach - The appraisal

    interviews - Performance appraisal in practice.

    Managing careers : Career planning and development - Managing promotions and transfers.

    Unit IV : Compensation & Managing Quality

    Establishing Pay plans : Basics of compensation - factors determining pay rate - Current

    trends in compensation - Job evaluation - pricing managerial and professional jobs -

    Computerised job evaluation.

    Pay for performance and Financial incentives : Money and motivation - incentives for

    operations employees and executives - Organisation wide incentive plans - Practices in Indian


    Benefits and services : Statutory benefits - non-statutory (voluntary) benefits - Insurance

    benefits - retirement benefits and other welfare measures to build employee commitment.

    Unit V : Labour relations and employee security

    Industrial relation and collective bargaining : Trade unions - Collective bargaining - future of

    trade unionism. Discipline administration - grievances handling - managing dismissals and


    Labour Welfare : Importance & Implications of labour legislations - Employee health - Auditing

    HR functions, Future of HRM function.


    1. Gary Dessler, "Human Resource Management", Seventh edition, Prentice-Hall of India

    P.Ltd., Pearson.

    2. H.John Bernardin & Joyee E.A.Russel, Human Resource Management - An experiential

    approach, 4th Edition, McGraw-Hill International Edition., 2007

    3. David A. DeCenzo & Stephen P.Robbins, Personnel/Human Resource Management, Third

    edition, PHI/Pearson.

    4. VSP Roa, Human Resource Management : Text and cases, First edition, Excel Books, New

    Delhi - 2000.

    5. Dr. R.Venkatapathy & Assissi Menacheri, Industrial Relations & Labour Welfare, Adithya

    Publications, CBE, 2001.

    6. Robert L.Gibson and Marianne H.Mitchell, Introduction to Counseling and Guidance, VI edition, PHI, 2005


    To enable the students to learn the techniques of operation Research and resources Management and their application in business management.  



    UNIT I

    Mathematical Models – deterministic and probabilistic – simple business examples – OR and

    optimization models – Linear Programming – formulation – graphical solution –Dual of linear

    programming problem – Economic interpretation


    Transportation model – Initial Basic Feasible solutions – optimum solution for non –

    degeneracy model – Trans-shipment Model – Assignment Model


    Network Model – networking – CPM – critical path – Time estimates – critical path – crashing,

    Resource levelling, Resources planning. Waiting Line Model – Structure of model – M/M/1 for

    infinite population.


    Inventory Models – Deterministic – EOQ – EOQ with Price Breaks – Probabilistic Inventory

    Models - Probabilistic EOQ model

    UNIT V

    Simulation – types of simulation – Monte Carlo simulation – simulation problems.

    Decision Theory – Pay off tables – decision criteria – decision trees.

    References :

    1. Operations Research – An Introductions – Hamdy A Tata

    2. Operations Research – Kanti Swarup, Gupta And Man Mohan

    3. Operations Research – Dr. J.K. Sharma Macmillan Indian Ltd.

    4. Operations Research – R. Panneerselvam, 2nd Edition, PHI, 2007

    5. Operations Research, Concepts and cases – Fredrick S Hillier and Herald J Lieberman, 8th

    Edition, TMH, 2003

    6. Hamdy A Taha, “An Introduction to Operations Research, Prentice Hall, Sixth edition, 2000

    7. Ronald L. Rardin, “Optimization in Operations Research”, Pearson Education

    8. J. K. Sharma, “ Operations Research: Theory and Applications”, Macmillan , 1997

    9. U.K. Srivastava, G.V. Shenoy, S. C. Sharma, “ Quantitative Techniques for Managerial

    Decision”, Second Edition, Prentice Hall of India

    Subject Description : Research Methods of Management is emphasizing on the methodology of research and its application in managerial decision making, explaining hypothesis, meaning and types, sampling design along with the various parametric and non-parametric test. 

    Goals: To familiarize the students with methodology of research and its application in managerial decision making situations. Objectives: 

    On successful completion of the course the students should have: Understood the scope and significance of research in business decisions.Studied and understood sampling techniques along with hypothesis testing. Understood various scaling techniques and measurement scales .  


    UNIT I

    Research - meaning - scope and significance - Types of research - Research Process -

    Characteristics of good research - Scientific method - Problems in research - Identifying

    research problem – concepts, constructs and theoretical framework.


    Hypothesis:- meaning - sources - Types - formulation Research design - Types - case study -

    features of good design - measurement - meaning - need Errors in measurement - Tests of

    sound measurement Techniques of measurement - scaling Techniques - meaning - Types of

    scales - scale construction techniques.


    Sampling design - meaning - concepts - steps in sampling - criteria for good sample design -

    Types of sample designs - Probability and non-probability samples. Data collection:- Types of

    data - sources - Tools for data collection methods of data collection - constructing

    questionnaire - Pilot study - case study - Data processing:- coding - editing - and tabulation of

    data - Data analysis.


    Test of Significance:- Assumptions about parametric and non-parametric tests. Parametric

    Test - T test, F Test and Z test - Non Parametric Test - U Test, Kruskal Wallis, sign test.

    Multivariate analysis-factor, cluster, MDS, Discriminant ananlysis. (NO Problems). SPSS and

    its applications.

    UNIT V

    Interpretation - meaning - Techniques of interpretation - Report writing:- Significance - Report

    writing:- Steps in report writing - Layout of report - Types of reports - Oral presentation -

    executive summary - mechanics of writing research report - Precautions for writing report -

    Norms for using Tables, charts and diagrams - Appendix:- norms for using Index and



    1. Rao K.V.Research methods for management and commerce - sterling

    2. Zigmund, Business Research Methods

    3. Donald R.Cooper and Pamela S.Schindler - Business Research Methods - Tata McGraw

    Hill, 2007

    4. Naresh K Malhotra – Marketing Research: An Applied Orientation, Pearson Education, 4th

    Edition, 2004

    5. Wilkinson Bhadarkar - Methodology and Techniques of Social Research - Himalaya.

    6. Anderson etal - Assignment and Thesis writing.

    7. Uma Sekaran, Research Methods for Business, Wiley Publications.


    UNIT I

    Business and society - Social responsibility - Environmental Pollution and

    control. Business and culture - Business and Government - Political system and its influence

    on business - Business environment - The concept and significance - constituents of business



    Managing Ethics - Frame work of organizational ethic theories and sources, ethics across

    cultures, factors influencing business ethics, ethical decision making, ethical values and

    stakeholders, ethics and profit, Corporate governance Structure of boards, reforms in boards,

    compensation issues, ethical leadership for improved Corporate governance and better

    business education.


    Introduction - The Globalization of the World Economy – The Changing Nature of Indian and

    International Business - National differences in political, legal and culture- The Global Trade

    and Investment Environment- International trade Theory : Introduction - An Overview of Trade

    Theory - Mercantilism -Absolute Advantage - Comparative Advantage - Heckscher-Ohlin

    Theory - The New Trade Theory - National Competitive Advantage - Porter's Diamond.

    The Revised Case for Free Trade - Development of the World - Trading System - WTO &

    development of World trade - Regional grouping of countries and its impact..


    Foreign Direct Investment : Introduction - Foreign Direct Investment in the World Economy -

    Horizontal Foreign Direct Investment - Vertical Foreign Direct Investment. Benefits and

    advantages to host and home countries.The Global Monetary System ,The Foreign Exchange

    Market : Introduction - The Functions of the Foreign Exchange Market.

    UNIT V

    The Strategy and Structure of International Business

    The Strategy of International Business : Introduction - Strategy and the Firm - Profiting from

    Global Expansion - Pressures for Cost Reductions and Local Responsiveness - Strategic Choice.

    Mode of Entry and Strategic Alliances : Introduction - Entry Modes - Selecting and Entry Mode

    - Strategic Alliances - Making Alliances Work, Exporting, Importing and Counter trade :

    Introduction - The Promise and Pitfalls of Exporting - Improving Export Performance - Export

    and Import Financing - Export Assistance – Counter trade.

    References :

    1. Kitson.A and Campbell.R - The Ethical Organisation, Palgrave, 2001

    2. Davis & Keith William C. Frederik - Business and society

    3. Francis Cherunilam - Business Environment

    4. Pruti S. - Economic & Managerial Environment in India

    5. Shaikh Saleem – Business Environment, Pearson Education, 2006

    6. Hill.C.W., International Business : Competing in the Global market place, Irwin-McGraw

    7. Hill, 1999.

    8. Philip R.Cateora, International Marketing, Irwin McGraw Hill, 9th edn.

    9. Shivaramu, International Business, Macmillan India.

    10. Francis Cherunilam, International Business, Wheeler Publications.


    Unit I

    Foundations of Information Systems: A framework for business users - Roles of Information

    systems - System concepts - Organisation as a system - Components of Information Systems -

    IS Activities - Types of IS.

    Unit II

    IS for operations and decision making: Marketing IS, Manufacturing IS, Human Resource IS,

    Accounting IS and Financial IS - Transaction Processing Systems- Information Reporting

    System - Information for Strategic Advantage.

    Unit III

    DSS and AI: DSS models and software: The decision making process - Structured, Semi

    Structured and Unstrcutured problems; What if analysis, Sensitivity analysis, Goal-seeking

    Analysis and Optimizing Analysis. Oberview of AI, Neural Networks, Fuzzy Logic Systems,

    Genetic Algorithms - Expert Systems.

    Unit IV

    Managing Information Technology: Managing Information Resources and technologies - IS

    architecture and management - Centralised, Decentralised and Distributed - EDI, Supply chain

    management & Global Information technology Management.

    Unit V

    Security and Ethical Challenges: IS controls - facility control and procedural control - Risks to

    online operations - Denial of service, spoofing - Ethics for IS professional - Societical challenges

    of Information technology.


    1. James A O'Brien, "Management Information Systems", Tata McGraw Hill, Fourth Edition,1999.

    2. Effy Oz, "Management Information Systems", Vikas Publishing House, Third Edition, 2002.

    3. Kenneth C Laudon and Jane P Laudon, “Management Information System”, 9th Edition,

    PHI, New Delhi, 2006.

    4. Waman S Jawadekar , "Management Information System Text and cases", Third Editions,

    Tata McGraw-Hill ,2007.

    5. R.Srinivasan, “Strategic Management”, IInd edition, Prentice Hall of India, New Delhi.

    6. M.Senthil, “Management Information System”, 2003.