MAULANA ABUL KALAM AZAD UNIVERSITY OF

TECHNOLOGY, WEST BENGAL

MBA PROGRAMME(In-house)

Program Outcomes

1. Apply knowledge of management theories and practices to solve business problems.

2. Foster Analytical and critical thinking abilities for data-based decision making.
3. Ability to develop Value based Leadership ability.
4. Ability to understand, analyze and communicate global, economic, legal, and ethical aspects of
business.
5. Ability to lead themselves and others in the achievement of organizational goals,
contributing effectively to a team environment.

Program Specific Objective

1. To train graduates with management knowledge and skill and prepare them for managerial and
leadership roles in various sectors of industry.
2. To equip students with analytical skills to undertake research and add to body of knowledge in
domain of management.

Course

Two – Year full-time MBA course (Four – Semester).

Minimum number of class room contact teaching for MBA programme should be 96
credits (one credit equals 10 hours) and Internship / Project should be 06 credits i.e., Total
96 + 06 = 102 credits.
Specialization: Students can opt for any two functional specializations (One Major Area
and one Minor Area) from Marketing, Finance, HRM, Operations Management and
Business Analytics.
Each Paper = 4 credits (40 contact hours), 6 Papers / Semester

Marks per paper: 100 (70 – University, 30 – Department)

 Course Structure

 Regular Course

Semester Pa Credit Contact

per (1=4 Hrs. (1 =
credit) 10 hrs.)
I (C*) 6 2 24
4 0
II (C*) 6 2 24
4 0
III (2 C*+4 E**) 6 2 24
4 0
Internship/Project 2 6 60
#
IV (6 E**) 6 2 24
4 0
Course Total 26 1 10
0 20
2

(# Project: Project Paper + Presentation +

Viva) (C*: CORE PAPERS/E**: ELECTIVE
PAPERS)
Total Credits:
Regular : 102

Session
July – December (Odd Semesters / 1st& 3rd)
January – June (Even semesters / 2nd& 4th)

Class / Day : 5 hrs / Day (5 days week)

Project Work : after 2ndSem Examination, June & July (8 Weeks)

Examination System (Semester – Wise)
Total Marks = 100 (University – 70, Department – 30)

Internal (College level) : Weightage : 30 (20-Class Test, 10-Presentation & Viva)

Paperwise Class Test = 2 Tests / every Six weeks

Average of 2 internal tests (2 components – Test, Presentation& Viva)

External (University Level) : 70 (20 = MCQ, 20 = Short Q, 30 = Analytical Q and Cases)

Semester Grade Point Average : SGPA

Yearly Grade Point Average: YGPA

Degree Grade Point Average : DGPA

Odd Semester (1st& 3rd) Examination : 1st Week of December

Even Semester (2nd& 4th) Examination : 1st Week of May

Project Marks (100) : Project Report (50), Presentation (30), Viva (20)

Passmarks : 40 per paper, 50% aggregate

Teaching Methodology
Lecture, Discussion, Presentation, Case Studies, Group Task, Assignments, Projects,
Special Lectures by industry professionals.

Internship / Project
Six to Eight weeks Internship Project in industry. Students will be required to submit a
Project Report on any area of Elective courses (Finance, Marketing, HRM,
Operations Management, Business Analytics) under the Faculty guidance. The
Project will be examined on Project Report, Presentation and Viva.

General Guidelines
[Link] MBA curriculum will be applicable from the academic year 2018 – 19.

2. All rules and regulations regarding admission, examination, registration,migration and others shall be
according to MAKAUT norms

Core Courses (Six / Semester)

 CURRICULUM

Semester – I
MB – 101 Managerial Economics (Micro)
MB – 102 Organizational Behaviour
MB – 103 Business Communication

MB – 104 Legal and Business Environment (Micro and Macro)

MB – 105 Indian Ethos and Business Ethics
MB – 106 Quantitative Techniques

Semester – II

MB – 201 Indian Economy and Policy

MB – 202 Financial Reporting, Statements and Analysis

MB – 203 Marketing Management
MB – 204 Operations Management

MB – 205 Management Information System

MB – 206 Human Resource Management
Semester - IIICore
Papers:
MB – 301 Entrepreneurship and Project Management
MB – 302 Corporate Strategy

Elective Papers: Two from any one Functional Area (Major) and two from a differentFunctional
Area (Minor)

FM/ MM/HR/OM/BA/ MIS/ HCM– 301

FM/ MM/HR/OM/BA/ MIS/ HCM – 302
FM/ MM/HR/OM/BA/ MIS/ HCM – 303
FM/ MM/HR/OM/BA/ MIS/ HCM – 304
MB – 303 Internship Project and Viva Voce
Semester – IV
Elective Papers (Four from Major Functional Area and Two from Minor Functional area) **
FM/ MM/HR/OM/BA/ MIS/ HCM – 401
FM/ MM/HR/OM/BA/ MIS/ HCM – 402
FM/ MM/HR/OM/BA/ MIS/ HCM – 40

FM/ MM/HR/OM/BA/ MIS/ HCM – 404

FM/ MM/HR/OM/BA/ MIS/ HCM – 405
FM/ MM/HR/OM/BA/ MIS/ HCM – 406
 **The Major and Minor Functional areas will be same as chosen in the 3rd Semester.

Elective Papers for Third Semester

Functional Specialization (3rd Semester)

MARKETING OPERATIONS
SUPPLY CHAIN & LOGISTICS
MM 301 B2B MARKETING OM 301 MANAGEMENT
DIGITAL & SOCIAL MEDIA
MM 302 MARKETING OM 302 OPERATIONS STRATEGY
MM 303 IMC/ PROMOTION STRATEGY OM 303 QUALITY TOOLKIT FOR MANAGERS
MM 304 MARKETING RESEARCH OM 304 PRICING & REVENUE
MANAGEMENT

FINANCE HUMAN RESOURCE

FM 301 TAXATION HR 301 TEAM DYNAMICS AT WORK
FM 302 PROJECT APPRAISAL & FINANCE HR 302 HR METRICS AND ANALYTICS
FM 303 BEHAVIORAL FINANCE HR 303 CROSS CULTURAL MANAGEMENT
FM 304 CORPORATE FINANCE HR 304 ORGANIZATIONAL DESIGN

MIS BUSINESS ANALYTICS

RELATIONAL DATABASE
MIS 301 MANAGEMENT SYSTEM BA 301 MODELING TECHNIQUES
APPLICATION OF ANALYTICS IN
MIS 302 E-COMMERCE & DIGITAL BA 302 BUSINESS
MARKETS
MIS 303 MANAGING SOFTWARE PROJECTS BA303 BUSINESS FORECASTING
MIS 304 SYSTEM ANALYSIS AND DESIGN BA 304 DATA SCIENCE USING R

HEALTHCARE
MANAGEMENT
HCM 301 CONCEPT OF HEALTH AND DISEASE
HCM 302 HOSPITAL SUPPORT SERVICES
HCM 303 QUALITY ASSURANCE IN HEALTHCARE
HCM 304 PLANNING AND ORGANISING OF HOSPITALS
 Elective Papers for Fourth Semester

Functional Specialization (4th Semester)

MARKETING OPERATIONS
MM 401 CONSUMER BEHAVIOUR OM 401 SALES & OPERATIONS PLANNING
BEHAVIORAL OPERATIONS
MM 402 RETAIL MANAGEMENT OM 402 MANAGEMENT
SALES & DISTRIBUTION
MM 403 MANAGEMENT OM 403 OPERATIONS RESEARCH
APPLICATIONS
MM 404 SERVICE MARKETING OM 404 SUPPLY CHAIN ANALYTICS
OM 405 MANAGEMENT OF MANUFACTURING
MM 405 PRODUCT & BRAND SYSTEM
MANAGEMENT
OM 406
MM 406 INTERNATIONAL MARKETING SOURCING MANAGEMENT

FINANCE HUMAN RESOURCE

INVESTMENT ANALYSIS & MANPOWER PLANNING RECRUITMENT
FM 401 PORTFOLIO MANAGEMENT HR 401 &
SELECTION
MANAGING BANKS &
FM 402 FINANCIAL HR 402 EMPLOYEE RELATIONS&LABOUR
INSTITUTIONS LAWS
MERGERS, ACQUISITION & COMPENSATION & BENEFITS
FM 403 CORPORATE RESTRUCTURING HR 403 MANAGEMENT
FM 404 FINANCIAL DERIVATIVES HR 404 PERFORMANCE MANAGEMENT
SYSTEMS
FM 405 INTERNATIONAL FINANCE HR 405 STRATEGIC HRM
FM 406 FINANCIAL MARKETS & HR 406 INTERNATIONAL HRM
SERVICES

MIS BUSINESS ANALYTICS

MIS 401 DATA WAREHOUSING BA 401 DATA VISUALIZATION FOR
MANAGERS
MIS 402 MANAGING DIGITAL BA 402 BIG DATA TECHNOLOGY
PLATFORMS
MIS 403 STRATEGIC MANAGEMENT FOR BA 403 STATISTICS FOR BUSINESS ANALYTICS
IT
BUSINESS DECISIONS USING
MIS 404 ADVANCED EXCEL BA 404 DATA MINING
MANAGEMENT OF INFORMATION
MIS 405 TECHNOLOGY BA 405 DATA ANALYTICS USING PYTHON
MANAGING DIGITAL
MIS 406 INNOVATION BA 406 OPTIMIZATION TECHNIQUES
& TRANSFORMATION
HEALTHCARE
MANAGEMENT
HCM 401 EFFECTIVE COMMUNICATION IN HEALTH SECTOR
HCM 402 MARKETING IN HOSPITALS & HEALTHCARE ORGANIZATIONS
HCM 403 HR INTERVENTIONS IN HEALTHCARE SECTOR
HCM 404 FINANCIAL MANAGEMENT IN HEALTHCARE SECTOR
HCM 405 CONCEPT OF COMMUNITY HEALTH & EPIDEMIOLOGY
HCM 406 LEGAL ASPECT OF HEALTHCARE ADMINISTRATION

MAKAUT/MBA/1ST SEM
 MB 101: MANAGERIAL ECONOMICS (MICRO)
On completion of the course, the student will be able to

CO 1 Identify the basics of Managerial economics

CO 2 Analyze the core concepts of Economics which are necessary for
managers
CO 3 Classify different economic goals of managers
CO 4 Classify alternative market structures for corresponding
managerial decision making
CO 5 Estimate the prices under different situations of an economy

MODULE I

1. Introduction to Managerial Economics [2L]

(a) Basic problems of an economic system

(b) Goals of managerial decision making

(c) Resource allocation using PPC

2. Demand Analysis [10 L]

A. Demand Functions - Law of Demand, Explaining the law of demand, Violations of the Law
of Demand, Shifts in Demand; Elasticity of Demand: Price Elasticity (at a point and over and
interval), Factors affecting price elasticity, Price elasticity and Change in Total Revenue, AR,
MR and Price elasticity, Range of Values of Price Elasticity; Income Elasticity, Inferior,
Superior and Normal goods, Income Elasticity and Share in Total Expenditure; Cross-Price
Elasticity, Substitutes and Complements
B. Indifference curves, budget line and consumer equilibrium

C. Introduction to methods of demand estimation (concepts only)

3. Production and Cost Analysis [14L]

A. Production Function, Short Run and Long Run, Production with One Variable Input, Total
Product, Average and Marginal Products, Law of Variable proportions, Relationship between
TP, AP and MP.
B. Short Run Costs of Production, Fixed and Variable Costs, Short Run Total, Average and
 Marginal Cost and Relationship between them, Short Run Cost Curves, Relationship between
AVC, MC, AP and MP; Long run cost curves, Relationship between LAC and SAC,
Economies of Scale and Scope.
C. Production with Two Variable Inputs, Isoquants – Characteristics, Marginal Rate of Technical Substitution,
Laws of Returns to Scale, Isocost Curves, * # Finding the Optimal Combination of Inputs, Production of a
given output at Minimum Cost, Production of Maximum Output with a given level of Cost, Expansion
Path, Finding the Long Run Cost Schedules from the Production Function,
D. Law of supply, elasticity of supply, market equilibrium, changes in equilibrium.

MODULE II

4. Alternate Goals of Managerial Firms [2 L]

(A) Profit maximization

(B) Revenue maximization

(C) Managerial utility maximization

5. Managerial Decision Making under Alternative Market Structures [6 L]

A. Characteristics of Perfect Competition, #Profit Maximization in Competitive Markets, Output

Decision in the Short Run, Shut Down Point, Short Run Supply for the Firm and Industry; Output
Decision in the Long Run, Break Even Point, Long Run Supply for the Perfectly Competitive
Industry
B. Price and output decision under different market structure – Monopoly, Monopolistic Competition,
Oligopoly – cartel, price leadership.

6. Pricing Decisions [6 L]

A. Price Discrimination under Monopoly, Transfer Pricing.

B. Market Failure

C. Game theory &Asymmetric information

 Suggested Readings:

1. Damodaran, Suma – Managerial Economics – Oxford University Press

2. Lipsey & Chrystal – Economics – Oxford University Press

3. Peterson & Lewis – Managerial Economics – Pearson Education.

4. Pindyck and Rubenfeld - Micro Economics – Pearson Education

5. H.L. Ahuza- Managerial Economics, S. Chand

6. D.N. Dwivedi- Managerial Economics, Prentice Hall.

MB: 102 ORGANIZATIONAL BEHAVIOUR

Develop the concepts of various components including structure &

CO1 design of Organization
CO2 Interpret individual behaviour in the organizational settings.
Discuss various work motivation and leadership principles for
CO3 managing employees behaviour in the organization
Elaborate the complexities associated with management of individual
CO4 behaviour in the organization
CO5 Interpret the complexities of group behaviour in the organization

Module I

A. OB – Overview – Meaning of OB, Importance of OB, Field of OB, Contributing Disciplines,

Applications in Industry. [2L]

B. Personality– Meaning of Personality, Determinants of Personality, Theories of Personality,

Measurement of Personality, Development of Personality [6L]

C. Perception – Process and Principles, Nature and Importance, Factors Influencing,Perception,

Perceptual Selectivity, Social Perception, Fundamentals of Decision making.
[4 L]
 D. Work Motivation – Approaches to Work Motivation, Theories of Motivation – Maslow’s
Hierarchy of Need Theory, Alderfer’s ERG Theory, Herzberg’s Motivation-Hygiene Theory,
McClelland’s Achievement – Motivation Theory, McGregor’s Theory X & Y, Vroom’s
Expectancy Theory, Porter Lawler Expectancy Model [6L]

E. Attitudes and Job Satisfaction – Sources of Attitudes, Types of Attitudes, Attitudes and
Consistency, Cognitive Dissonance Theory, Attitude Surveys. [2L]

MODULE –II

F. Organization - Mission, Goals, Characteristics, Types, Organizational Theory- Classical

Theories: Scientific Management, Administrative Principals, Bureaucracy, Human Relation
Approach, Modern Theories: System Approach, Contingency Approach, Quantitative
Approach, Behavioral Approach, Managing Organizational Culture. [6L]

G. Group Behavior - Characteristics of Group, Types of Groups, Stages of Development,

Group Decision-making, difference work group and work team, Why work Teams, Work
team in Organization, Team Building, Organizational Politics. [4L]

H. Leadership - Leadership Theories, Leadership Styles, Skills and influence process, Leadership
and power, Examples of Effective Organizational Leadership in India, Cases on Leadership,
Success stories of today’s Global and Indian leaders. [4L]

I. Conflict in Organization - Sources of Conflict, Types of Conflict, Conflict Process, Johari

Window, Conflict Resolution, Cases on Conflict Resolution. [2L]

J. Organizational Change - Meaning and Nature of Organizational Change, Types of

Organizational Change, Forces that acts as stimulant to change. Resistance to change, How to
overcome resistance to change, Approaches to managing Organizational Change, Kurt Lewin’s
three Step model, Action research model, Kotter’s eight step model. [4L]

Suggested Readings:

1. Robbins, S.P. Judge, T.A. & Sanghi, S.: Organizational Behaviour, Pearson

2. Luthans, Fred: Organizational Behaviour, McGraw Hill

3. Newstrom J.W. &Devis K.: Organizational Behaviour, McGraw Hill

4. Aswathappa ,K : Organisational Behaviour ,Himalaya Publishing House

5. Shukla, Madhukar : Understanding Organizations – Organizational Theory & Practice in

India, Prentice Hall
6. Sekharan, Uma: Organisational Behaviour , The Mc Graw –Hill Companies

MB 103: BUSINESS COMMUNICATION

On Completion of the course, the students will be able to

Explain the purpose of business communication

CO1
CO2 Illustrate the stages of writing different documents relevant to business communication

Discuss different aspects of internal communication of a business organization

CO3
Develop different important concepts of external communication

CO4
CO5 Organize different ways of handling business information

Module I:
1. Principles of Communication – Definition, Purposes, Types, Process, Models and
Barriers [2L]
2. Verbal and Non Verbal Communication – Presentation Skills (Planning and
Preparation/ Using Visual Aids/ Delivery), Individual and Team Presentations, Public
Speaking, Listening and Feedback, Body Language [4L+6 P]
3. Written Communication – Stages of Writing, Composing Business Messages,
Preparing Notes, Style, Punctuation, Using simple words, Proof Reading. [ 4L]
4. Report Writing – Report Planning, Types of Reports, Developing an outline, Nature of
Headings, Ordering of Points, Logical Sequencing, Graphs, Charts, Executive
Summary, List of Illustration, Report Writing. [4L]
Module II:
5. Internal Communication – Circulars, Notices, Memos, Agenda and Minutes [4L + 2P]
6. External Communication – Resume/CV, Using Facsimiles (Fax), Electronic Main,
Handling Mail [4 L]
 7. Writing Business Letters – Formats, Styles Types – Request, Enquiry, Placing Order,
Instruction, Action, Complaint, Adjustment, Sales, Reference, Good News & Bad
News, Acknowledgement [2L + 4P]
8. Handling Business Information – Annual Report, House Magazine, Press Release,
Press
Report [2 L + 2P]

Suggested Readings:
1. Monipally: Business Communication, Tata McGraw Hill
2. Business Communication Essentials (6th Edition) by Courtland L. Bovee & John V.
Thill, Pearson
3. Business English: A Complete Guide for All Business and Professional
Communications by Prem P. Bhalla; UBS Publishers
4. The Effective Presentation: Talk your way to success by Asha Kaul; SAGE
5. Madhukar: Business Communications; Vikas Publishing House
6. Senguin J: Business Communication; Allied Publishers

MB 104: LEGAL AND BUSINESS ENVIRONMENT

(MICRO& MACRO)

On Completion of the course, the students will be able to

CO1 List the legal terms commonly used in business

CO2 Select various legal alternatives

CO3 Develop concept of business contracting

Evalauate the methodology of settlement of commercial

CO4 disputes
 Identify few economic indices and how they effect business

CO5

Module I: Legal Environment

1. Legal Aspects of Business - Society, State and Law, Enforceability of Law, Mercantile Law.
[2L]

2. Indian Contract Act, 1872 – Contract defined, Elements of valid contract, Classification of
contracts, Offer and acceptance, Consideration, Capacity to contracts, Free consent, Legality of
object and consideration, Illegal agreements, Termination of contracts, Breach of contract,
Indemnity and guarantee, Laws of agency [6L]

3. Sale of Goods Act, 1930 – Classification of goods, Conditions & Warranties, Passing of
ownership rights, Rights of an unpaid seller, Remedies for breach of Contract of Sale of Goods.
[4L]

4. Negotiable Instruments Act, 1881 – Definition and characteristics of different types of

negotiable instruments, Parties to a negotiable instrument and their capacity, Dishonour of
cheques, Discharge from Liability, Crossing of cheques, Bank drafts and Banker’s cheques.
[4L]

5. Companies Act, 1956 – Nature and kinds of companies, Formation, Memorandum, Articles,
Prospectus, Capital – shares, debentures, borrowing powers, minimum subscription,
Appointment of Directors; Winding up of companies (Including Amendments) [6L]

6. Consumer Protection Act, 1986 – Salient features and objectives of the Consumer Protection
Act, 1986, Different Consumer redressal Forums, Composition and jurisdiction of district,
state and National forum, Mode of complaints, Procedures for disposal of complaints, Penalty.
[4L]

7. Intellectual Property Right- Laws relating to Patents (Patent Act, 1970), Trademarks
(Trademark Act, 1999), Copyright (Copyright Act, 1957), Geographical Indications
(Registration & Protection) Act, 1999 [4L]
Module II: Business Environment
8. Economic Indicators – Consumer Price Index, Interest Rate, Inflation Rate and its impact on
Business, Business Risk [4L]

9. Intellectual Property Regime (WTO Guidelines) [2L]

10. Legislation for Anti competitive and Unfair Trade Practice – Objectives of MRTP Act,
1969, Objectives of Competition Act, 2002, Monopolistic Trade Practice, Anti competitive
Agreement, MRTP vs Competition Act [4L]

Suggested Readings:

1. Sen & Mitra: Commercial law; World Press

2. Pathak: Legal Aspect of Business, TMH

3. Das & Ghosh: Business Regulatory Framework: Ocean Publication, Delhi

4. Pillai & Bagavathi: Business law, S. Chand

5. Dutt & Sundaram: Economic Environment of Business, S. Chand

6. Misra, S. K & Puri, D. K.: Economic Environment of Business, Himalaya Publishing

 MB 105: INDIAN ETHOS AND BUSINESS ETHICS
On Completion of the course, the students will be able to

Assess the relationship between ethics and business and relate the subsequent theories
CO1 of justice and economics across different cultural traditions.
CO2 Examine the relationship between ethics, morals and values in the workplace
Analyze and understand various ethical philosophies to explain how they contribute to
CO3 current management practices.
CO4 Apply understanding of ethics of real–world contexts.
Assess the importance of building moral goals in business and devising effective ways
CO5 to fulfil it.

Module – I: Indian Ethos

1. History & Relevance; Principles, practiced by Indian Companies; Role of Indian Ethos
(Management lessons from Vedas, Mahabharata, Bible, Quran, Arthashastra,) Indian Heritage
in Business. Ethics Vs Ethos, Indian Vs Western Management; Work ethos and values for
Indian Managers [6L]
2. Relevance of Value-based Management in Global change- - impact of Values on stake
holders; Trans-cultural human values ; Secular - Vs Spiritual values; value system in work
culture [4 L]
3. Stress Management, - meditation for mental health, yoga [2 L]

4. Contemporary Approaches to Leadership – Joint Hindu Family business; Leadership qualities

of Karta [2 L]
5. Indian systems of learning- Gurukul system of learning, advantages – disadvantages of
Karma, Importance of Karma to managers , Nishkama Karma- laws of Karma ; Law of
creation- Law of humility- Law of growth – Law of Responsibility- Law of connection –
Corporate Karma Leadership [6 L]
 Module - II: Business Ethics

6. Understanding Business Ethics – Ethical Values, Myths and Ambiguity, Ethical Codes,
Ethical Principles in Business; Theories of Ethics, Absolutism vs. Relativism [6 L]
7. Approaches to Business Ethics: Teleological Approach, The Deontological Approach ,
Kohlberg’s Six Stages Of Moral Development (CMD) [4 L]
8. Managing Ethical Dilemma: Characteristics, Ethical Decision Making, Ethical Reasoning,
The Dilemma Resolution Process; Ethical Dilemmas In Different Business Areas Of Finance,
Marketing, HRM and International Business [4 L]
9. Ethical Culture in Organizations – Developing Code of Culture in Organization, Ethical and
Value-Based Leadership. Role of Scriptures in Understanding Ethics, Ethics in Business,
Strategies of Organizational Culture Building, Ethical Indian Wisdom and Indian
Approaches towards Business Ethics. [6 L]

Suggested Readings

1. Beteille, Andre - Society and Politics in India, OUP

2. Chakraborty, S. K. - Values and Ethics for Organisations, OUP

3. Fernando, A.C. - Business Ethics - An Indian Perspective, Pearson

4. Gupta, Dipankar - Social Stratificaiton, OUP.

5. Srinivas, M. N.- Social Structure and Caste and Other Essays, OUP.

6. Sandhya, N- Indian Society, Vrindya Publication

MB 106: QUANTITATIVE TECHNIQUES

On Completion of the course, the students will be able to

CO1 Explain basic concepts of operations planning

CO2 Classify Manufacturing systems

CO3 Apply the concepts of inventory management in given situations

CO4 Analyze the factors in plant location and layout decisions

CO5 Discuss the issues involved plant maintenance

Module I:

1. Linear Programming: Formulating maximization/minimization problems, Graphical solution,

Simplex method, Artificial Variables – Big M – Method, Special cases of LP, Duality of LP
and its interpretation, Post Optimality/Sensitivity Analysis, Applications of LP. [6L]

2. Transportation Problems: Introduction - Mathematical formulation of transportation problem -

the Transportation method for finding initial solutions-North West Corner Method - Least Cost
Method - Vogel’s Approximation method - test for optimality - steps of MODI method-loops in
transportation table - Degeneracy. [6L]
3. Assignment Problems: Introduction - Mathematical statement of the problem-Hungarian method
of solution - Maximization case in assignment problem—unbalanced assignment problem -
restrictions on assignment - Travelling salesman problem. [4L]
4. Theory of Games: Introduction - Two person zero sum games - Pure strategies - games with
saddle points - rules to determine saddle points - mixed strategies - Game without saddle points -
the rules of dominance - Methods of solution for games without saddle points—algebraic methods,
graphical methods. [4L]

Module II:
5. Basic Statistics: Basic Concept (Variables, Population v/s Sample, Central tendency,
Dispersion, data Visualization, Simple Correlation and Regression. [4L]
6. Probability & Distribution: Probability – Introduction, Rules of Probability, Conditional
Probability (Baye’s Theorem), Random Variables, Discrete and Continuous Distributions
(Binomial, Poisson and Normal), Sampling – Types and Distribution. [6L]
7. Theory of Estimation: Estimation – estimation problems, standard error, margin of error,
confidence error, confidence interval, characteristics of estimators, consistency unbiasedness,
sufficiency and efficiency, most sufficient estimators. Point Estimation and Interval Estimation.
[4L]
8. Statistical Inference: Hypothesis Testing, Parametric Test – Z, F, t test, ANOVA, Non
Parametric Test – Chi square test (goodness of fit, independence of attributes) Spearman’s Rank
Correlation Coefficient. [6L]

Software Packages to be used in illustrating the above methods

Suggested Readings

1. Statistics by Wayne L. Winston

2. Business Statistics by GC Berry

3. Business Statistics, Problems & Solutions by JK Sharma

4. Operations Research by A Ravindran, Don T Philips and James J Solberg..

5. Operations Research by V K Kapoor

6. Operations Research by S K Kalavathy

MB 201: INDIAN ECONOMY AND POLICY

On Completion of the course the students will be able to

CO1 Identify the basic macro issues of an economy

CO2 Elaborate different indicators of Indian economy
CO3 Analyze different economic reforms of Indian economy
CO4 Classify the core economic policies
Apply the knowledge of economic policy studying the trade policy
CO5 reform of India

MODULE I

1. Circular Flow of Income

National Income Accounting –terms and concepts, three methods of measuring GDP/GNP
(3L)

2. Theory of Income Determination

Simple Keynesian model: Aggregate demand – Aggregate supply method, Savings-
investment method
 Concepts of multiplier: Autonomous expenditure multiplier, introducing the Government,
Government expenditure multiplier, Tax Rate Multiplier, Balanced Budget Multiplier,
Open economy - Export and import multipliers.
Paradox of Thrift, Crowding out effect, Business cycle – phases and stabilization (6L)

3. Introduction of Money and Asset Market

IS-LM model, Fiscal policy and monetary policy using IS-LM (4L)

4. Inflation and Unemployment

Concepts of inflation – demand pull and cost push, Stabilization policies
Introduction to Philips curve as relation between inflation and unemployment. (3L)

5. Introduction to Foreign Trade & International Linkages

Concepts of Balance of Payments
Alternative exchange rate systems – fixed, flexible and managed float
Comparative Advantage as basis for trade;
Tariff and non-tariff barriers (4L)

MODULE II
6. Indian Economy - An Overview
Evolution of Indian economy since independence
Liberalization of Indian economy since 1991 (4L)

7. New Industrial Policy

LPG model, New Industrial Policy (1991) (4L)

8. Banking and Capital Market Reforms

Banking structure in India, Composition
of Indian Capital market,
SEBI and Capital Market Reforms (4L)

9. Monetary and Fiscal Policy Reforms

Composition of Indian money market Components
and Instruments of Monetary policy
Concepts and Management of Deficits (4L)
 10. Trade Policy Reforms
Major components of trade policy reforms Idea
of FEMA, NITI AYOG role and function
Current and capital account convertibility. (4L)

Suggested Readings:

1. Principles of Macroeconomics - SoumyenSikdar, (OUP)

2. Managerial Economics - Suma Damodaran, (OUP)

3. Macroeconomics – Dornbusch , Fischer &Startz (PHI)

4. Economic Environment of Business: S.K. Mishra and V.K. Puri,

5. Indian Economy: Datt & Sundharam,

6. Indian Economy since Independence, Uma Kapilaed.

MB 202: FINANCIAL REPORTING, STATEMENT AND ANALYSIS

On Completion of the course the students will be able to

CO1 Summarize different accounting procedures and standards

CO2 Explain the concepts of financial accounting and accounting standards..

Develop the skills of students to record financial transactions in different forms of books
CO3 of accounts.

CO4 Classify management accounting concepts with the cost accounting concepts

CO5 Make use of the interpretation of financial statements for managerial decisions

MODULE I

1. Basic Financial Accounting Concept: Meaning and Scope of Accounting -Definition of

accounting-classification of accounting- GAAP- Accounting Concepts and Conventions –
Accounting Equation (2L)
 2. Preparation Of Books Of Accounts: Event-Transaction- Accounting Cycle – Golden
Rule- Journal-Ledger-Trial Balance-Final Account (10L)
3. Basic Cost Accounting Concept- Cost Concept-Cost Unit- Technique of Costing-
Method of Costing- Cost center- Cost Unit- Cost Sheet preparation and Interpretation.
(4L)
4. Introduction to Accounting Standard: Introduction to Indian GAAP and IndAS-
Introduction to IFRS and IAS- Comparative Analysis of Indian GAAP and IndAS. (4L)

MODULE II

5. Preparation Of Financial Statement: Trading Account-Profit & Loss Account - Balance

Sheet (As per Schedule VI, old & new) with Adjustment Entries - Preparation and
Interpretation of Annual Report -Corporate Social Responsibility – Human Resource
Accounting-Value Added Statement (10L)

6. Financial Statement Analysis: Comparative Statement- Common Size Statement- Trend

Analysis- Ratio Analysis-Fund Flow Statement - Cash Flow Statement. (10L)

Suggested Readings:

1. M. Hanif & A. Mukherjee : Financial Accounting. McGraw Hill

2. S. K. Paul: Financial Accounting, New Central book Agency

3. S. P. Jain & K. L. Narang: Cost and Management Accounting. Kalyani Publication

4. P. M. Rao: Financial Statement Analysis and Reporting. PHI

5. T. P. Ghosh, N. Ankarnath, K. J. Mehta & Y. A. Alkafazi: Understanding

IFRSFundamentals, Wiley
6. Tulsian & Tulsian: Corporate Financial Reporting, S. Chand
 MB 203: MARKETING MANAGEMENT

On Completion of the course the students will be able to

Analyze the importance of the customer/consumer in the context of

business, the growth of and the role played by Marketing Management as one of
CO1 the functional areasof modern business organizations in order to achieve overall
business objectives.
Access the role played by the various dynamic actors and factors in the firm’s
micro and macro-environment and how marketing as a function will have to
CO2 respond to theever- changing external environment.
Apply the various concepts in relation to the 4 verticals within Marketing,
CO3 namely theProduct, Price, Promotion and Place in order to arrive at balanced
marketing decisions.
Formulate marketing strategies pertaining to the aforesaid verticals at different
stages in the life-cycle of goods/services in order to arrive at important
CO4 functional leveldecisions that are aligned with corporate goals.

MODULE I

1. Introduction: Definitions of marketing; Core Concept of Marketing – need, want,

demand, offering and branding, value and satisfaction, Evolution of marketing concepts
(orientations); Marketing Mix – 4Ps and 4Cs. [2 L]

2. Marketing Environment: Major components of Internal Environment, the micro-

environment and macro-environment; SWOT Analysis, PEST Analysis [2 L]
 3. Strategy and Planning: Concept of SBU, Choice of Corporate level Strategy; BCG
matrix, Product-Market Grid, Porter’s Five Force Model for Industry Analysis. [4 L]

4. Market Segmentation, Targeting and Positioning (STP): Concepts of market

segmentation: Various bases for segmentation: Geographic, Demographic, Psychographic
(VALS-II) and Behavioural; Targeting: Mass marketing, Segment Marketing, Niche
Marketing, Micro Marketing and Customization; Concept of Differentiation and
Positioning. [4 L]

5. Consumer Behaviour and Marketing Research: A framework of consumer decision

making process, overview of major factors influencing consumer behavior; marketing
research: Role in decision making, Steps and process of Marketing Research, B2B
Marketing. [4 L]

MODULE II

6. Product: Product Classification, Service – characteristics and expanded service mix

elements; Product Levels, Product Mix, Product Line Management, Product Life Cycle:
concept and types, New Product Development. [6 L]

7. Branding and Packaging: Purpose of branding; Brand equity; Branding strategies;

Purpose of Packaging; Types of Packaging – primary, secondary, shipping packages.
[3 L]

8. Pricing: Procedure for price setting; Pricing objectives; Cost and Demandconsideration;
Pricing Methods, Pricing Strategies.
[3 L]

9. Marketing Channels: Channel flows and functions; Channel design decisions;

Wholesaling and Retailing, Concept of Supply Chain Management and Logistics
Management, Channel Conflict Management [5 L]
 10. Promotion: Elements of Promotion Mix (Advertising, Sales Promotion, Personal Selling,
Direct Marketing, Publicity & PR), 5M model of Advertising, Concept of Digital
Marketing; Overview of Selling Process [5 L]

11. Basic concepts of market potential: Sales potential/ Market Share and Sales forecast;
Methods of Sales forecasting. [2 L]

Suggested Reading:

1. Kotler, P., Keller, K., Koshy, A. & Jha, M. - Marketing Management; Pearson

2. Ramaswamy & Namakumari - Marketing Management; McMillan

3. Saxena, R. - Marketing Management; TMH

4. Kurtz, David L, Boone , Louis E - Principles of Marketing; Thomson

5. Keith Blois – Text Book of Marketing; Oxford University Press

6. Etzel, M.J., Walker, B.W. & W.J. Stanton - Marketing; TMH

MB 204: OPERATIONS MANAGEMENT

On completion of this course, the students will be able to

CO1 Understand production and the development of operations

Explain the different aspects of Operation Management: Manufacturing,
Service andProject Management in the value addition process.
CO2
CO3 Understand the purchasing strategy and inventory management
Apply the short term planning process through Planning Techniques,
CO4 ProductionPlanning, and Shop Floor scheduling.
Analyze the Quality Systems for proactive system development to prevent
CO5 defects andcontrol process defects.
MODULE I

1. Introduction to Production and Operations Management: Difference between Manufacturing and

Service Operations; Product Process Matrix capacity planning- Responsibilities of Production Manager;
Production as a Coordination Function; Production Cycle, Production Planning & Control Concept.
(4L)

2. Characteristics of Manufacturing Systems: Classification of Manufacturing Systems with Examples;

Differences between Intermittent and Continuous Production (2L)

3. Plant Location: Need for a Good Plant Location; Factors influencing Plant Location – Tangible and
Intangible Factors; Economic Survey of Site Selection (2L)

4. Plant Layout: Need for a Good Plant Layout; Characteristics of a Good Layout; Costs associated
with Plant Layout; Process Layout vs. Product Layout; Optimization in a Process Layout and
Product Layout; Designing Product and Process Layout; Assembly Line Balancing – Concept and
Problems; Cellular Manufacturing Concept (6L)

5. Maintenance Management: Types of Maintenance – Breakdown and Preventive Maintenance; Total

Productive Maintenance (TPM) (3L)

MODULE II

6. Purchase Management: Purchasing Procedure; Value Analysis; Vendor Selection; Negotiation; Make
or Buy decision (2L)

7. Inventory Management: Classification of inventory items – ABC, FSN, VED classification;

Introduction to EOQ and EBQ; MRP – Concept, inputs and outputs, benefits, examples; Deterministic
demand model–EOQ- Continuous and Periodic review Inventory models; Master Production
Schedule and MRP; Concepts of MRP II, JIT and ERP (6L)

8. Inspection & Quality Control: Types of Inspection; Statistical Quality Control – Acceptance Sampling and
Control Charts

9. Scheduling: Sequencing – Definition and Assumptions; Sequencing of n jobs on a single machine –

Shortest Processing Time, Longest Processing Time, Earliest Due Date and First Come First Serve
basis; Sequencing of 2 jobs on 2 machines – Gantt Charts, Limitations of Gantt Charts; Sequencing of n
jobs on 2 and 3 machines – Johnson’s Rule; Introduction to Project Management – CPM and PERT,
Identification and Importance of the Critical Path (6L)
10. Work Study: Definition and its Importance; Basic Procedure in Performing a Work Study; Method
Study –Objectives and Procedure; Work Measurement–Objectives and Procedure; Concepts of
Performance Rating, Basic Time, Allowances and Standard Time (4L)

Suggested Readings:

1. Chary, S.N. – Production and Operations Management; TMH

2. Panneerselvam, R. – Production and Operations Management, PHI
3. Bedi, K. – Production and Operations Management; Oxford University Press
4. Chase, Jacobs, Aquilano and Agarwal – Operations Management for CompetitiveAdvantage; TMH
5. Buffa, E. S. and Sarin, R.K. – Modern Production / Operations Management;John Wiley
6. Collier, Evans and Ganguly – Operations Management; Cengage Learning
 MB - 206: HUMAN RESOURCE MANAGEMENT

On completion of this course, the students will be able to

CO1 Interpret the terms used in HRM

CO2 Apply the knowledge in day to day working
CO3 Compare between various options in HRM
CO4 Evaluate the human capital

CO5 Formulate HR policies and procedures

MODULE I

1. Human Resource Management: Meaning, Scope, objectives, and functions of HRM

, HR as a Factor of Competitive Advantage, Structure of HR Department, , Line and
staff responsibility of HR Managers, Environmental factors influencing HRM (2L)

2. Human Resource Planning: definition, objective, process of HRP. Supply and Demand
Forecasting techniques, Manpower Inventory, Career Planning& Development,
Succession Planning, Rightsizing, Restructuring. Human Resource Information System
(HRIS) (6L)

3. Recruitment and Selection : Process, Sources, Methods of selection, Interviewing

Methods, Skills and Errors. ( 4L)

4. Human Resource Development: Definition, objective, process of HRD, Assessment of

HRD Needs, HRD Methods: Training and Non-Training, Training Process; Designing,
Implementation and Evaluation of Training Programmes, Induction Training. Developing
Managerial Skills for: team management, collaboration, interaction across business
functions, presentation , Negotiation, and Networking (6L)

5. Performance Appraisal Systems : Purpose, Methods, Appraisal instruments, 360 degree

Appraisal,HR Score Card, Errors in appraisal, Potential Appraisal, Appraisal Interview.
 (4L)

MODULE –II

6. Compensation Management : Concepts, Components; System of Wage Payment, job

evaluation, wage/ salary fixation, incentives, bonus, ESOPs, Fringe Benefits, Retirement
Benefits. Compensation Plans (4L)

7. Industrial Relations in India: Parties; Management and Trade Unions, Industrial

Disputes: Trends, Collective Bargaining, Settlement Machineries, Role of Government,
Labour Policy in India.

8. Workers’ Participation in Management: Concept, Practices and Prospects in India, Quality

Circles and other Small Group Activities. (2L)

9. Discipline Management : Misconduct, Disciplinary action, Domestic Enquiry, Grievance

Handling (4L)

10. Strategic HRM: Meaning, Strategic HRM vs Traditional HRM, SHRM Process,
barriers to SHRM. Nature of e-HRM, eRecruitment & Selection, e-Performance
Management, e-Learning (4L)

Suggested Readings:

1. Agarwala T. - Strategic Human Resource Management, OUP

2. Aswathappa, K. - Human Resource Management, Tata McGraw Hill

3. Jyothi P. & Venkatesh, D.N. - Human Resource Management, OUP

4. Ramaswamy, E.A. - Managing Human Resources, OUP

5. Saiyadain, M.S - Human Resource Management : Tata McGraw Hill

6. Mondal Sabari & Goswami Amal - Human Resource Management: Vrinda

Publications
 MB 301: ENTREPRENEURSHIP & PROJECTMANAGEMENT

On completion of this course, the students will be able to

CO1 Discuss the concepts of Project Management from planning to execution of projects

CO2 Apply Project Appraisal & Management techniques and Analyze the techniques
PERT & CPM for Project planning, scheduling and Execution Control.

CO3 Develop the strategies employed in managing project risk & termination

CO4 Discuss the nature of entrepreneurship and have the ability to discern distinct
entrepreneurial traits.

CO5 Assess personal attributes that enable best use of entrepreneurial opportunities
andalso know the parameters to assess opportunities and constraints for new
business ideas.

MODULE I: ENTREPRENEURSHIP

1. Introduction: Meaning and Concept of Entrepreneurship, Innovation and entrepreneurship,

Contributions of entrepreneurs to the society, risk-opportunities perspective and mitigation of risks
[2L]

2. Entrepreneurship – An Innovation: Challenges of Innovation, Steps of Innovation Management,

Idea Management System, Divergent v/s Convergent Thinking, Qualities of a prospective
Entrepreneur [2L]

3. Idea Incubation: Factors determining competitive advantage, Market segment, blue ocean strategy,
Industry and Competitor Analysis (market structure, market size, growth potential), Demand-
supply analysis [4L]

4. Entrepreneurial Motivation: Design Thinking - Driven Innovation, TRIZ (Theory of Inventive

 Problem Solving), Achievement motivation theory of entrepreneurship – Theory of McClelland,
Harvesting Strategies [2L]

5. Information: Government incentives for entrepreneurship, Incubation, acceleration.

Funding new ventures – bootstrapping, crowd sourcing, angel investors, Government of India’s
efforts at promoting entrepreneurship and innovation – SISI, KVIC, DGFT, SIDBI, Defense and
Railways [4L]

6. Closing the Window: Sustaining Competitiveness, Maintaining Competitive Advantage, the

Changing Role of the Entrepreneur. [2L]

7. Applications and Project Reports Preparation [4L]

MODULE II: PROJECT MANAGEMENT

8. Definitions of Project and Project Management, Issues and Problems in Project Management, Project
Life Cycle - Initiation / Conceptualization Phase, Planning Phase, Implementation / Execution Phase,
Closure / Termination Phase [4L]
9. Project Feasibility Studies – Pre-Feasibility and Feasibility Studies, Preparation of Detailed Project
Report, Technical Appraisal, Economic/Commercial/Financial Appraisal including Capital Budgeting
Process, Social Cost Benefit Analysis [2L]

10. Project Planning – Importance of Project Planning, Steps of Project Planning, Project Scope, Work
Breakdown Structure (WBS) and Organization Breakdown Structure (OBS), Phased Project Planning
[2L]

11. Project Scheduling and Costing – Gantt chart, CPM and PERT Analysis, Identification of the Critical
Path and its Significance, Calculation of Floats and Slacks, Crashing, Time Cost Trade-off Analysis,
Project Cost Reduction Methods. [6L]

12. Project Monitoring and Control – Role of Project Manager, MIS in Project Monitoring, Project Audit
[2L]

13. Case Studies with Hands-on Training on MS-Project [4L]

Suggested Readings:

1. Innovation and Entrepreneurship by Drucker, P.F.; Harper and Row

2. Business, Entrepreneurship and Management: Rao, V.S.P. ;Vikas

3. Entrepreneurship: Roy Rajeev; OUP.

4. Text Book of Project Management: Gopalkrishnan, P. and Ramamoorthy, V.E.; McMillan

5. Project Management for Engineering, Business and Technology: Nicholas, J.M., and Steyn,H.;
PHI
6. Project Management: The Managerial Process: Gray, C.F., Larson, E.W. and Desai, G.V.;
MGH

MB 302: CORPORATE STRATEGY

On Completion of the Course the students will be able to

CO1 Differentiate between the nature of Strategic Decisions and

Operational/Administrative Decisions.
Undertake an external environment analysis and an internal environment
CO2
analysis for a firm.
Analyze the various forces of competition for a firm.
CO3

CO4 Design a road map for implementation of strategic decisions for a firm
Assess and evaluate the performance of strategic decisions taken by a
CO5
firm.
MODULE I:

1. Strategic Management: Objectives, policies, Tools – Balanced Score Card, Strategic Management
process. [4L]

2. Environmental Scanning: SWOT Analysis, External Environment Analysis (Economic, Legal,

Political, Social, Geographic, Technical); Internal Environment Analysis - Strategic Advantage
Factors (Finance, Marketing, Production, HR, R & D, etc.) [4L]

3. Strategic Planning: Corporate; Functional and Managerial Goal Setting; Positioning Organization,
Models for Resource Allocation, Environmental Turbulence Strategic Investment, Strategic Entry
[6L]

4. Formulating Strategies: Corporate, Administrative/Executive and Operating Levels,

Developing Functional Strategies – Production/Operations, Finance, Marketing, HR,
Materials, R & D; BCG Matrix, Portfolio analysis. [6L]

MODULE II:

5. Implementation of Strategies: Role of Managers, Leadership, Strategic Control System and

Measurement, Structural Implementation, Functional Implementation. [6L]

6. Strategic Actions: Mergers, Acquisitions, Diversification, Joint Ventures, De-Merger, etc.

[4L]

7. Evaluation of Strategy: Need, Problems, Criteria for Evaluation (Qualitative/Quantitative),

Process of Evaluation [4L]

8. Case studies – Strategic Planning and Management [6L]

 Suggested Readings:

1. Corporate Strategies: Banerjee, Bani P.; OUP

2. Crafting the Strategy: Das, Ranjan :, Tata McGraw Hill

3. Business Policy and Strategic Management: Kazmi, A., Tata McGraw Hill

4. Global Strategic Management: Mellahi, K.,Frynas, [Link] Finlay, P., OUP

5. Competitive Strategy: Porter, Michael E., The Free Press

6. Discourses on Strategic Management: Roy, Dilip; Asian Books

ELECTIVE PAPERS

SPECIALIZATION: MARKETING

MM 303: IMC/ PROMOTION STRATEGY

On Completion of the course the students will be able to

CO1 Explain the basic concept of IMC and its relevance to marketing promotion

CO2 Illustrate different elements of IMC and distinguish between their features
CO3 Evaluate the growth, prospect and types of sales promotion and their importance in marketing
CO4 Organize the concept of advertising and media planing, budgeting
CO5 Explain strategies involved in the different forms of media selection

MODULE I:

1. Introduction to Integrated Marketing Communication: Definition, features and role of IMC and its
relation with marketing program Concept, Evolution of IMC, Reasons for Growth and Features.
Promotional Tools for IMC, IMC Planning Process, Communication Process, AIDA and Hierarchy
of Effect Model, Establishing Objectives and Budgeting: Determining Promotional Objectives,
Sales vs. Communication Objectives, DAGMAR, Problems in Setting Objectives, and Setting
Objectives for the IMC Program. [4L]
2. Elements of IMC: Sales Promotion – Different Types of Sales Promotion, Advantages and
Disadvantages. Public Relation and Publicity – Types of PR, Process, Advantages and
Disadvantages, Types of Publicity, Direct Marketing – Features, Advantages and
Disadvantages, Personal Selling – Features, Advantages and Disadvantages, Advertising –
Features, Advantages and Disadvantages,, New Trends in IMC, International Media. [6L]

3. Sales Promotion: Definition, Reasons for rapid growth of sales promotion, Objectives of sales
promotion, Types of sales promotion, Tools and techniques of consumer and trade promotion with
merits and demerits, Role of sales promotion in IMC programme [4L]

4. Public Relations and Corporate Advertising: Definition, New role of PR, Objectives, tools and
techniques of public relations with merits and demerits, Corporate advertising- scope and types,
role of PR in IMC programme [2L]

5. Evaluation of Promotional Effectiveness: Reasons to measure effectiveness, What, when, where,

how to test, Testing methods - pre-testing and post testing techniques, Essentials of effective
measures, Problems with current methods, Measuring effectiveness of other promotion [2L]

MODULE II:

6. Advertisement: Introduction to Advertising: History of advertising, Definition, features and role of

advertising, Relationship of advertising with other promotional mixes and marketing mix elements, Various
forms of Advertising: (national, retail, cooperative, trade, industrial financial, corporate, public services,
political)

7. Advertising Industry: Advertisers, Advertising agencies and support organizations, Types of

agencies, Structure, role and functions of ad agencies, Agency compensation and evaluation. [2L]

8. Advertising Planning and Budgeting: Planning process, steps, situation analysis, objective setting,
budgeting, developing promotional strategies, implementation and control, Budgeting approaches
– different methods, allocation of budget [2L]

9. Designing an Advertisement: Different dimensions, Importance of creativity to advertising,

Creative process, developing a creative brief, Message Strategies: Message structure, Message
appeals- rational, emotional, Message source-credibility, attractiveness, power.
 [4L]

10. Execution frameworks: for print and electronic media - copywriting, body copy, headlines, layout,
visuals, slogans, logos, signatures, storyboards [2L]

11. Media Strategies: Media planning process, Media mix, Coverage, Reach, Frequency, Impact,
Scheduling, Different types of media – television, radio, print, outdoor, characteristic features,
advantages and limitations, Factors influencing choice of media flows and functions, Channel
design decisions.. [4L]

12. Social Media marketing: Concept, role and features of SMO, SEO, Facebook, Twitter, Linked in,
youtube as means of marketing communication. [2L]

13. Advertising and Society: Social – social and cultural, Ethical – deceptive, offensive, economical-
effect on consumer choice, competition, cost and prices, and Regulatory aspects of advertising –
ASCI [2L]

14. Case Study on aspects of Advertising [2L]

Suggested Readings:

1. Contemporary Advertising: Arens W.F.; TMH

2. Advertising and Promotion: Belch G.E. and Belch M.A; TMH

3. Integrated Advertising, Promotion and Marketing Communications: Clow K.E., Baack D.;Pearson
4. Advertising and Integrated Brand Promotion: O’Guinn T. C., Allen C.T.; South Western

5. Ogilvy on Advertising: Ogilvy David; Pan Books

6. Understanding Digital Marketing: Damian Ryan, Pearson

 MM 304: MARKETING RESEARCH
On Completion of the Course the students will be able to

CO1 Explain the role of Marketing Research as a tool for making better marketing decisions, its scope, its
process, its importance and its utility in solving problemsin the domain of marketing.

CO2 Develop an end-to-end research design, formulate the research problems, set upthe research objectives
and identify the information needs and the sources fromwhich such information can be collected.

CO3 Design suitable data collection methods & instruments, use different types of scales for
measurement of data, organize field data collection and choose appropriate data analysis plans.

CO4 Construct research hypotheses, test them using different criteria, analyze datausing different data
analysis techniques.
CO 5 Interpret data into findings, draw certain conclusions, propose certainrecommendations and
compile a research report.

MODULE I

1. Marketing Research: Introduction, Application of research in managerial decision

making, Aims, roles, functions and sources of research, Client-user interface – role conflict and
resolution [2L]

2. Research Process: Steps in planning – research purpose and objectives, Converting a manager’s
problem to a researcher’s problem, Problem formulation, research design, data collection, analysis,
report presentation, Preparation of the research proposal. [4L]

3. Research Design: Types of research - exploratory studies, descriptive studies, causal studies, Types
of information needed - behavioural and non-behavioural correlates [4L]

4. Sources of Data: Primary and secondary source (govt., non-govt. and syndicated research), Errors
in data collection [4L]

5. Primary Source – Methods of Data Collection: Focus groups, Observations, Case histories;
Surveys – survey methods - structured and unstructured, direct and indirect methods, in- depth
interviews, panels, interview media: personal, telephone, internet and mail, questionnaire
 construction and pre-testing, qualitative and quantitative research. [4L]

MODULE II:

6. Measurement and Scaling: Types of scales (data/levels of measurements), nominal, ordinal,

interval, ratio scales, Attitude measurement methods - variability methods (paired comparison,
ranking, rating, ordered category sorting), Quantitative judgment methods [6L]

7. Sampling: Census vs. sample, Steps in sampling process, Definition of population, frame, unit
and element, Types of sampling: Probabilitistic and non-probabilitistic sampling techniques
Determination of sample size [4L]

8. Analysis of Data: Classification of data, Analytical techniques – univariate analysis, hypothesis testing-
parametric and non-parametric tests, bivariate analysis. Some multivariate analysis techniques like multiple
regression, discriminant analysis, factor analysis, cluster analysis, multi - dimensional scaling and conjoint
analysis, forecasting methods (application and interpretation only)

9. Application Areas: Advertising Sales analysis and forecasting, Case Studies [2L]

Suggested Readings:

1. Research for Marketing Decisions: P. Green and D. Tull and G. Albaum; PHI

2. Marketing Research: Text and Cases; Boyd and Westfall; AIT Bookseller

3. Marketing Research: Luck and Rubin; PHI

4. Marketing Research: D.R. Cooper and P.S. Schindler; TMH

5. Marketing Research: Naresh K Malhotra; Pearson

6. Marketing Research: G C Beri; Tata McGraw Hill

 SPECIALIZATION: FINANCE

FM 301: TAXATION

On Completion of the course the students will be able to

CO1 Explain the basic concept of taxation system in India

CO2 Analyse the residential status of different assesses and tax liability.

CO3 Identify planning, exemption, deduction, rebate, relief and other ways to reduce tax liability.

Assess the Taxable Income of Individual, HUF, Firm and Corporate and different Heads of Income like
CO4 Salaries, Income from House Property etc.

CO5 Identify Indirect tax system in India and Levy and Collection of Tax system under GST rules

MODULE I: DIRECT TAX

1. Concepts: Cannons of Taxation, Person, Assessee, Income, Previous Year, Assessment Year,
Gross Avoidance, Planning, Exemption, Planning, Exemption, Deduction, Rebate, Relief.
[2L]

2. Residential Status and Tax Incidence: Individual and Corporate. [4L]

[Link] Exempted from Tax: Individual and Corporate.

4. Computation of Taxable Income of Individual, HUF, Firm and Corporate: Heads of Income –
Salaries, Income from House Property, Profits and Gains from Business or Profession, Capital
Gains, Income from Other sources. Deduction from Gross Total Income – 80CCC, 80D, 80DDB,
80E, 80G, 80GG, 80GGA, 80C, 80U; Set Off and Carry Forward of Losses – Principles,
Meaning, Inter – sources and Inter – head Set Off, Carry Forward and Set Off of Losses under
sections 71, 72and 73. [8L]
 5. Computation of Tax for Individual, H.U.F, Firm and Corporate: Rate of Tax and Surcharge
Tax, Rebate Tax Management – Submission of Return and Procedure of Assessment, Pan, Tan,
Preliminary ideas of Deduction and Collection of Tax at Source, Advance Payment of Tax,
Refund of Tax, Minimum Alternate Tax. [6L]

MODULE II: INDIRECT TAX

1. Customs Act and Valuation: Basic Concepts only [2L]

2. Goods and Service Tax: GST in India. Features and Advantages, Structure of GST in India: CGST,
SGST, UTGST, IGST, Taxes subsumed by GST, Commodities kept outside the scope of GST.
Procedure for Registration; Deemed Registration, Cancellation of Registration, Revocation of
Cancellation of Registration. Levy and Collection of Tax under GST: 16 Rates structure of GST,
Scope of supply, Composition Scheme under GST [8L]

3. Tax Planning: Scheme of Tax Planning, Tax Planning for Salaries, Tax Planning for Profits and
gains of Business or Profession, Tax Planning for Capital Gains. [6L]

4. Case Study [2L]

Suggested Readings:

1. Lal and Vasisht, Direct Taxes, Pearson Education

2. Singahnia, Direct Taxes, Taxman

3. Singhania, Indirect Taxes, Taxman

4. Bhagawati Prasad, Direct tax law and Practice.

5. Gaur and Narang, Income Tax law and Practices, Kalyani Publisher

6. T. B. Chatterjee and V. Jalan, How to handle - GST-TDS and GST-TCS, GST audit, GST
Annual Return, Book Corporation
 FM 302: PROJECT APPRAISAL AND FINANCE
On Completion of the course the students will be able to

CO1 Construct the levels of basic operations research concepts and terminology involved in optimization
techniques

CO2 Interpret and solve business-related problems

Apply certain mathematical techniques in getting the best possible solution to a problem involving
CO3 limitedresources

CO4 Apply the most widely used quantitative techniques in decision making

Identify project goals, constraints, deliverable s, performance criteria, control needs, and resource
requirementsin order to achieve project success
CO5

MODULE I:

1. Introduction to Project Finance, Overview and Fundamentals- Concepts, Functions,

Types, Advantages and Disadvantages, Parties, Perquisites of Project Finance. [4L]

2. Project Finance Risks and Risk Mitigation- Project Conceptualization Risk, Financial Closure
Risk , Project Construction Risk , Political Risk , Market Risk ,Supply Chain Risk, Policy Risk,
Exchange Risk, Environmental Risk , Force Majeure. [6L]

3. Sources of Capital- Various sources of debt and equity , Prudence in Mix of Long Term and
Short Term Finance ,Forms of Long Term Project Finance ,Forms of Short Term Project
Finance , Lease , Role of Non-Banking Finance Companies (NBFC) [6L]

4. Project Selection- Projects Procurement Process, Life – Cycle Costing, Market Analysis ,
Competencies and Promoter Analysis, Loan Documentation - Infrastructure and Public Private
Partnership [6L]

MODULE II:

5. Cost of Project -Project specifications , Estimating Fixed Capital Investment in Project ,

 Estimating Working Capital investment in the project, Means of Financing , Concepts of
Depreciation and Amortization [4L]

6. Project Feasibility Analysis - Background , Net Present Value (NPV) , Profit v/s Cash Flow,
Discount Rate , Tax-Shield on Interest , Tax-Shield on depreciation ,Internal Rate of Return
(IRR) , XIRR , MIRR , Project IRR and Equity IRR , Payback Period , Discounted Payback
Period , Economic IRR [6L]

7. Financial Projections-Projected Profit and Loss Account, Projected Balance Sheet, Projected
Funds Flow, Project IRR , Equity IRR , Loan Servicing Capability: (a) Interest Coverage Ratio
(ICR) (b) Debt Service Coverage Ratio (DSCR) (c) Long Term Debt Service Coverage Ratio
(LDR) d) Sensitivity Analysis [6L]

8. Case Study [2L]

Suggested Readings:

1. Project Financing: Asset-Based Financial Engineering-John D. Finnerty, Wiley and Sons

2. Project Finance in Theory and Practice: Designing, Structuring, and Financing Private and
Public Projects, Stefano Gatti- Academic Press
3. Principles of Project Finance- E. R. Yescombe,Academic Press

4. Corporate and Project Finance Modeling: Theory and Practice- Edward Bodmer, Wiley and
Sons
5. Introduction to Project Finance-Andrew Fight, Elsevier

6. PPP And Project Finance -Das, Prabuddha, McGraw-Hill Education

FM 303: BEHAVIORAL FINANCE

On Completion of the course the students will be able to

CO1 Compare the various financial systems in India

CO2 Classify the structure of commercial banks and mutual funds

CO3 Develop knowledge of the various financial and securities markets

CO4 Interpret Lease and hire purchase system

CO5 Construct knowledge on Managers, underwriting, bankers.

MODULE I:

1. Introduction to the Practical Application of Behavioral Finance: Concept of BehavioralFinance,

History, Incorporating Investment Behavior into the Asset Allocation Process.
[4L]

2. Investment Decision Cycle: Judgment under Uncertainty [2L]

3. Intro to Neoclassical Economics and Expected Utility Theory-Utility/ Preference Functions:

Expected Utility Theory [EUT] [4L]

4. Brief History of Rational Thought: Pascal-Fermat to Friedman-Savage Paradoxes [4L]

5. Prospect Theory :Capital Asset Pricing Model, Misconceptions about Market Efficiency, and
Agency Theory Prospect Theory, Framing, and Mental Accounting

6. Information Screening Biases : Anomalies, Noise Trading, and Limits to Arbitrage

MODULE II:

7. Information Processing: Bayesian Decision Making, Heuristics and cognitive biases

Overconfidence, Emotional Foundations, Implication of Heuristics and Biases for Financial
Decision-Making, Implications for Overconfidence for Financial Decision-Making, Individual
Investors and the Force of Emotion [6L]

8. Forecasting Biases [2L]

9. Emotion and Neuroscience [4L]

10. Group Behavior: Conformism, Herding, Fatal Attractions [4L]

11. Investing Styles and Behavioral Finance [4L]

12. Case Study [2L]

Suggested Readings:

1. Behavioural Finance Chandra. [Link] Hill

2. Behavioural Finance M. M. Sulphey. PHI

3. Understanding Behavioral Finance Lucy AckertCengage Learning India

4. Behavioural Finance ,William Forbes, Wiley

5. Behavioral Finance: Psychology, Decision-Making, and Markets ,Richard Deaves , South-

Western College Publishing
6. Behavioural Finance, Shuchita Singh Vikas Publishing House
 FM 304: CORPORATE FINANCE
On Completion of the course the students will be able to

CO1 To extend basic knowledge on the on corporate finance and goal of financial management

CO2 To classify different finance functions including capital structure, financing mix and the dividend decision criterion

CO3 To choose different capital budgeting technique by considering conventional and non-conventional cash flows

CO4 To analyse market efficiencies and anomalies in corporate finance

CO5 To build the strong understanding between managers and owners goal
MODULE I

1. Introduction to Financial Management: Scope, Objectives, Functions [2L]

2. Capital Structure: Concepts, Component of Capital, Leverage, Models of Capital Structure

[6L]

3. Introduction to Corporate Finance: Meaning of Corporation, Role of Financial Manager, Agency

Problem. [2L]

4. NPV as Investment Decision Criteria: Comparing NPV with other methods of Investment
Decisions, The problems of multiple rates of Return, Mutually Exclusive Projects, Capital
Rationing. [4L]

5. The Investment Decision: The Cash Flow, Equivalent annual Costs, Project Interactions.

MODULE II

6. Capital Budgeting and Risk: Company and Project Costs of Capital, Measuring Cost of Equity, Cost of
Capital, and Risk Adjusted Discount Rate, Sensitivity Analysis, Monte CarloSimulation, Real Options and
Decision Trees

7. Alignment of Managers and Owners Goal: Practical aspects of Capital Investment Process,
Information and Capital Investment, Incentives and their role in agency Problem, Measuring and
Rewarding Performance: EVA, Pros and Cons of EVA [4L]

8. Market efficiency and Corporate Financing Basics of EMH, The Anomalies, The lessons for
the Corporate Manager [4L]

9. The Financing Decision: The Financing Process, The Financing Mix: Tradeoffs and Theory, The
Optimal Financing Mix, The Financing Mix and Choices [4L]

10. The Dividend Decision: Dividend Policy, analyzing Cash Returned to Stockholders, Buybacks,
Spinoffs, and Divestures [4L]

11. Case Study [2L]

Suggested Readings:

1. Brearly, Myers, Mohanty: Corporate Finance, Tata McGraw-Hill

2. Copeland Weston Shastri: Financial theory and Corporate Policies, Pearson Education

3. Damodaran: Corporate Finance, Wiley

4. Ehrhardtand Brigham: Corporate Finance- a Focused approach, Thomson Learning

5. Megginson, Smart and Gitman: Principles of Corporate Finance, Thomson Learning

6. Ross, Westerfield and Jaffe: Corporate Finance, Tata McGraw-Hill

SPECIALIZATION: OPERATIONS MANAGEMENT

OM 301: SUPPLY CHAINAND LOGISTICSMANAGEMENT

On Completion of the course the students will be able to

CO1 EXPLAIN the important role of Supply Chain Management in business operations

CO2 DISCUSS current supply chain management trends

CO3 EXPLAIN the role of information & communication technology in supply chain management

CO4 APPLY the principles of supply chain management in logistical decision-making

CO5 ANALYZE the design for a given supply chain

MODULE I:

1. Introduction – Value Chain, Value System and Supply Chain, Supply Chain Drivers and
Obstacles, Concept of Supply Chain Management (SCM) [4L]

2. Supply Chain Structure – Push-based Supply Chain vs. Pull-based Supply Chain, Trade-off
between Push and Pull Strategies, Agile Supply Chain

3. Supply Chain Strategy – Strategic Decisions in SCM, Relating Supply Chain Strategies with
Corporate Strategies, SBU Strategies and Functional Strategies [4L]
4. Role of Sales and Marketing in SCM – Personal Selling in SCM, New Roles for Sales
Management, Relationship Marketing in SCM [2]

5. Operational Aspects in SCM – JIT and Kanban in SCM, Green Logistics, Reverse Logistics,
Ethical SCM [4]

6. Role of Transportation in SCM – Key Role Players in Transportation, Transportation Modes,

Performance Characteristics and Selection, Vehicle Scheduling and Routing, Distribution
Management [4]

MODULE II:

7. Sourcing in SCM – Importance of Sourcing in SCM, Buying Decision, Procurement Process,

Strategic Sourcing [4]

8. Supply Chain Planning – Demand Planning, Collaborative Planning, Scope of Planning Initiatives
in SCM [2]

9. Role of Inventory Management in SCM – Need for Inventory Management, Control of

Inventory in Retail and Services, Costs in Inventory Management [2]

10. Information Systems in SCM – Supply Chain Information Systems, Requirements Analysis of
IT for SCM, E-Business and SCM, Challenges in Implementing Supply Chain Information
Systems [4]

11. SCM in the Global Environment – Global Business Environment, Approaches toGlobalization,
an Overview of Global SCM, Challenges in establishing a Global Supply Chain [4]

12. Case Study [2L]

Suggested Readings:

1. Chandrasekaran, N. – Supply Chain Management – Process, System and Practice; OUP

2. Altekar, R.V. – Supply Chain Management; PHI

3. Chase, R.B., Shankar, R. and Jacobs, F.R. – Operations and Supply Chain Management;
MGH
 4. Agarwal, D.K. – Supply Chain Management: Strategy Cases and Best Practices; Cengage
Learning
5. Chopra S., Meindl, P. and Kalra, D.V. – Supply Chain Management: Strategy, Planning and
Operation; Pearson
6. Shah, J. – Supply Chain Management: Text and Cases; Pearson

OM 302: OPERATIONS STRATEGY

On Completion of the Course the students will be at

DEVELOP a bird’s eye view of utilising organisational resources through continuous improvement of business
CO1 parameters

CO2 EVALUATE and APPLY appropriate operation strategy to reconcile with market requirements

CO3 ANALYZE global quality management system

CO4 ANALYZING of strategies for improving quality and productivity

CO5 EVALUATE operation strategy as part of organisational strategy & mission

MODULE I:

1. Introduction – Innovation and operations discipline; Frameworks for strategy and the decision
category approach; Developing an operations strategy; Content of Operations Strategy; The
Operations Strategy Matrix; Value chain dynamics and operations decisions; Enterprise
architecture and operations strategy. [4]

2. Key Elements and Decision Categories – Vertical integration and outsourcing; Business
processes; Process technology decisions and multiple plants; Capacity strategy: How to make
decisions on capacity and capacity expansion; Facilities strategies and globalization; Comparisons
of plant productivity; facilities strategy and globalization; Sourcing and supplier management;
Information systems and the impacts of the electronic economy. [6L]
3. Capabilities and Different Approaches – Competing on quality: Sources of quality and different
measures of quality; Competing on cost versus competing on availability; Competing on cost
versus competing on features and innovativeness; Competition in the various industries:
Improving cost and quality. [6]

4. Strategic Operations Planning – Environmental assessment including assessment of technology

and competition, organization position assessment, mission, financial and non- financial goals,
operational forecasts. [4]

MODULE II:

5. Modern Approach to Operations Strategy – Integrating Operations strategy with Marketing,

Finance and HR Strategies. International Operations Management: Key differences between Asia,
Europe and USA, Productivity enhancement practices in Asia, Europe and USA, Role of
competitive pricing.

6. Globalization, Outsourcing and other Critical Issues – Models for gaining advantage in a
global environment; How to position within a value chain; Globalization, joint ventures, sourcing
overseas, and macroeconomic effects of off-shoring; Supplier power and overseas sourcing:
Moving up the value chain in outsourcing; basic concept of International trade and
competitiveness. [6]

7. Strategy Implementation – Tracking goal fulfillment, Quality and productivity, Technology

Plans, Mechanization and Automation. Simulation: Techniques of simulation, simulating
operational scenarios, integrating operations with other functional areas, simulating service
operations based on known distributions. [6]

8. Case Study [2L]

Suggested Readings:

1. Slack, N., Leewis, M. and Sharma, M.G. – Operations Strategy; Pearson India.

2. Krajewski, L.J. and Ritzman, L.P. – Operations Management – Strategy and Analysis;
Addison-Wesley Publishers.
3. Garvin, D.A. – Operations Strategy: Text and Cases; Pearson.

4. Tan, K. H. and Matthews, R. – Operations strategy in action: A guide to the theory andpractice
of implementation; Edward Elgar Publishing.
5. Hayes, R., Pisano, G. and Upton, D. – Strategic operations: Competing through capabilities;
Free Press.
6. Hayes, R. – Operations, Strategy and Technology: Pursuing the Competitive Edge; WileyIndia.
[6]
 OM 303: QUALITY TOOLKIT FOR MANAGERS

On Completion of the Course the students will be able to

DISCUSS the importance of Quality and Quality Management

CO1
EXPLAIN the Quality Philosophies behind the modern approaches to quality management

CO2
EXPLAIN the quality concepts such as Lean Manufacturing, Cost of Quality, and Continuous Process
Improvement
CO3
APPLY commonly used statistical quality control tools.
CO4
ANALYZE issues related to Six Sigma implementation.
CO5

MODULE I:

1. Quality Philosophies – Defining Quality, Introduction to TQM, Benefits of TQM, Obstaclesin

Implementing TQM [2L]

2. Customer Satisfaction – Defining Customer, Customer Perception of Quality, Feedback,Customer

Complaints Analysis, Customer Retention [4L]

3. Quality Leadership – Characteristics and Role of Quality Leaders/Gurus, Strategic Planningand

Decision Making, Deming Philosophy [4L]

4. Quality Awards – Quality Audits, Documentation, ISO 9000 [2L]

5. Quality Function Deployment – Introduction, Benefits of QFD, Voice of Customer, House of

Quality, QFD Process [4L]

6. Failure Mode and Effects Analysis – Reliability and Reliability Requirements, Failure Rate,
Stages of FMEA [2L]

MODULE II:

7. Statistical Process Control – 7 QC Tools, Acceptance Sampling Plan, Control Charts – Mean and
Range Charts, p-Chart, np-Chart, c-Chart [6L]
8. Continuous Process Improvement - PDCA / PDSA Cycle, Poka yoke, Kaizen, Theory of
Constraints, Kaizen, Benchmarking, Business Process Reengineering, Kaikaku [6L]

9. Cost of Quality – Cost of Achieving Good Quality, Cost of Poor Quality, Optimum Quality
Level [2L]

10. Six Sigma Implementation – Introduction to Six Sigma, Process Capability Indices, Six Sigma
in Manufacturing, DMAIC and DMADV, Technology Development using Design for Six
Sigma, Product Design using Design for Six Sigma, Six Sigma in Service Industries [4L]

11. Lean Manufacturing – Concept of Value and Waste, VA, NVA and NNVA activities, Value
Stream Mapping, Concept and Features of Lean Manufacturing [2L]

12. Case Study [2L]

Suggested Readings:

1. Besterfield, D.H., Besterfield-Michna, C., Besterfield-Sacre, M. Besterfield, G.H.

Urdhwareshe, H. and Urdhwareshe, R. – Total Quality Management; Pearson.
2. Feigenbaum, A.V. – Total Quality Control; MGH

3. Urdhwareshe, H. – Six Sigma for Business Excellence; Pearson

4. Charantimath, P.M. – Total Quality Management; Pearson

5. Omachonu, V.K. and Ross, J.E. – Principles of Total Quality; CRC Press

6. Wilson, L. – How to Implement Lean Manufacturing, Indian Edition; MGH

 OM 304: PRICING & REVENUE MANAGEMENT
On Completion of the Course the students will be able to

CO1
Understand pricing and revenue management with respect to operations management

CO2
Analyze the impact of different types of pricing and optimization and economy on revenue management

CO3
Illustrate demand forecasting for dynamic pricing

CO4
Develop Network and Capacity Control ideas in Revenue Management

Formulate pricing and revenue management in various fields

CO5

MODULE I:

1. Introduction – Historical background and context. Financial impact and Implications of Pricing
and Revenue Management.[2L]

2. Revenue Management – Introduction, Revenue Management Process, Measuring Revenue

Management Effectiveness, Revenue Management in Action.[6L]
3. Pricing Theory and Optimization – Traditional approaches to pricing, Basic pricing optimization,
Price response function, Price response with competition, Price differentiation, Economies of price
differentiation, Price differentiation and consumer welfare, Variable pricing.[8L]

4. Markdown Management – Markdown Pricing and Optimization; Estimating Markdown sensitivity;

Markdown Management in Action.[6L]

MODULE II:

5. Customized Pricing – Introduction and Customized Pricing in Action, Bid Price Approach.[4L]

6. Forecasting – Demand Forecasting – Need, Types, Objectives and Steps. Overview of Qualitative
methods, Quantitative methods – Naive, Moving Average (Simple and Weighted), Exponential
Smoothing, Linear Regression, Implication of Forecasting in Revenue Management. [6L]

7. Capacity Allocation – Capacity Planning – Long range, Types, Developing capacity alternatives,
Capacity Allocation with dependent demands, Forecasting and capacity planning.
[4L]

8. Industry Applications – Industry Implementations and Practices, Case Studies. [4L]

Suggested Readings:
1. Philips R.L. – Pricing and Revenue Optimization, Stanford Business Book

2. The Oxford Handbook of Pricing Management Edited by Ozalp Ozer and Robert Philips,Oxford
University Press
3. Talluri, K. and Van Ryzin, G. – The Theory and Practice of Revenue Management, Springer.

4. Bodea, T. and Ferguson, M. – Segmentation, Revenue Management and Pricing Analytics,

Routledge.
5. Makridakis, S., Wheelright, S.C. and Hyndman, R.J. – Forecasting Methods and Application,
Wiley.
6. John Hogan, Joseph Zale and Thomas T Nagle: The Strategy and Tactics ofPricing,
published 2016 Routledge.

SPECIALIZATION: HUMAN RESOURCE MANAGEMENT

HR 301: TEAM DYNAMICS AT WORK

On Completion of the course the students will be able to

CO 1 Discuss the foundation of groups and teams, group dynamics and the
different types of decision-makingtechniques at the workplace
CO2 Illustrate the development of organizational behavior and its importance in
interpersonal competence andteam effectiveness
CO3 Evaluate the complexities of managing teams efficiently.
CO4 Assess the various types of team interventions and the significance of
communication and creativitystrategies for organizational effectiveness
CO5

MODULE I:
1. Meaning of a Group and Group Dynamics, Classification of Groups – Formal and Informal groups,
Command, Task, Interest and Friendship groups. Why people join groups. The dynamics of group
formation. Theories of group formation: Classic theory of George Homans, Theodore
Newcomb’s Balance theory, Exchange theory. Five stage group development model, Punctuated
Equilibrium model of development of temporary groups with deadlines. Managerial
Implications.[4L]
2. Group Properties: Roles, Norms, Status, Size, Cohesiveness - factors that increase, Decrease group
cohesiveness, relationship between group cohesiveness, Performance norms and productivity.
Deviant workplace behaviour, Typology of Deviant workplace behaviour, groups and deviant
behaviour. Managerial Implications.[4L]

3. The Schachter Study - Implication of the Schachter study, Sociogram, Sociometry. The dynamics
of Informal Groups - Norms and Roles in informal groups, informal Roles and the informal
organization. The dynamics of formal Groups - Positive and negative attributes of committees. The
dysfunctions of group norms violation and role ambiguity conflict. Groups’ contribution to
employee satisfaction and performance. Managerial Implications.[4L]

4. Group decision making: Group versus the Individual, strength and weakness of group decision
making, Effectiveness and efficiency. Group Think – conformity problem, symptoms of
groupthink. Group Shift - risky shift phenomenon. Dysfunctions perspective, social loafing. Group
decision making techniques - Interacting groups, Brainstorming, Nominal Group Technique,
Electronic meeting, Dialectic Decision Method (DDM), Delphi Technique.
Managerialimplecations [4L]

Case Studies, Presentations, quizzes, experiential exercises, Team exercises, GroupDiscussions,

Role Playing. [4L]

MODULE II:

5. Teams in the modern workplace, why teams have become so popular, difference between group
and team, types of teams – problem-solving teams, self-managed work teams, cross- functional
teams, virtual teams. Managerial Implications. [4L]

6. Creating effective teams, the Team Effectiveness Model – context, composition, work design,
process. Ingredients of effective teams – supportive environment, skills and role clarity, super
ordinate goals, team rewards. Potential team problems – changing composition, social loafing.
Guidelines for developing effective self-managed teams. Turning individuals into team players,
shaping team players – selection, training, rewards. Managerial Implications.
[6L]

7. Team building: meaning of team building, need of team building, the process, specific building
issues, team leadership, skills useful in team building – process consultation, T- group sensitivity
training, communication skills, Negotiation skills, conflict resolution in teams, competitive vs
collaborative behavior, developing collaboration facilitating behaviours, feedback. Managerial
 Implications. [4L]

8. Contemporary issues in managing teams: teams and quality management, teams and workforce
diversity. Cultural/global issues. Characteristics of mature teams - individual territories versus
team spaces. Managerial Implications. [2L]

Case Studies, Presentations, quizzes, experiential exercises, Team exercises, GroupDiscussions,

Role Playing.
[4L]

Suggested Readings:
1. Robbins, S.P. Judge, T.A. andSanghi, S.: Organizational Behaviour, Pearson

2. Luthans, Fred: Organizational Behaviour, McGraw Hill

3. Newstrom J.W. andDevis K.: Organizational Behaviour, McGraw Hill

4. Aswathappa, K: Organisational Behaviour, Himalaya Publishing House

5. Shukla, Madhukar: Understanding Organizations – Organizational Theory and Practice in

India, Prentice Hall
6. Sekharan, Uma: Organisational Behaviour, The Mc Graw –Hill Companies

HR 302: HUMAN RESOURCE METRICS ANDANALYTICS

On Completion of the Course the students will be able to

CO1 Understand the growing importance of Analytics in HRM

CO2 Develop an idea on the functioning of HRM , in creating value in terms of business

CO3 Create figures from intangibles in HRM, and foster Decision Making

CO4 Organize qualitative factors of HRM for better People Management

CO5 Create new ways in terms of Employee Management utilizing an Data Driven Approach

CO6 Apply HRM as a strategic business function

MODULE I:
1. Introduction: HR metrics - meaning, importance, what metrics should HR measure? Examples of
HR metrics. HR Analytics - What is Analytics? Big data and Analytics, Stages in Data
Analytics, Types of Analytics, Causal Modeling, What is HR Analytics? Objectives of HR
Analytics. Its importance and benefits. [6L]

2. Realigning HR to business priorities, Stages of HR Analytics and the role of technology.

Leveraging HR Analytics for organizational success. Mapping Business Analytics and HR
Analytics. IMPACT Cycle. Pillars of HR Analytics success. Linking HR metrics to business
outcomes. HR measurement tools and techniques: Identifying HR metrics, sources of data, tools
and techniques of measurement. Excel, SPSS, SAP and Other software packages.
[8L]

3. Human Capital Management (HCM) - Concepts, Phases-Scanning, Planning, Producing,

Predicting. The Model for Predictive Management. Value Chain for HCM Model. Predictive
Human Capital measurements. Guiding principles of Human Capital Analytics. [4L]

MODULE II:
4. HR Analytics and the HR delivery model. Requisites of effective HR Analytics. HR analytics
modules: HR Planning, Hiring, HR Operations, Learning and Development, Performance
Management, Compensation and Rewards, Succession Planning, Employee Engagement. [6L]

5. Human Resource Information System (HRIS): Understanding HRIS, Framework of HRIS.

Benefits of HRIS. HRIS Trends: Talent Management Analysis, Data Analytics, Social media,
cloud mobile enabled, Employee Engagement Analysis. Integrated HRIS. [6L]

6. Data and Information needs for HR Manager - Role of IT in HRM - IT for HR Managers - Concept,
Structure, and Mechanisms of HRIS, survey of Software [4L]

7. Packages for Human Resource Information System including ERP Software such as SAP, Oracle.
EHRM-objectives, advantages and disadvantages. [4L]

8. Case Study [2L]

Suggested Readings:

1. Michael Armstrong, A Handbook Of Human Resource Management Practice, Kogan Page

 2. Gueutal and Stone, The Brave New World Of e-HR

3. Monk and Wagner, Concepts In Enterprise Resource Planning, Thomson

4. Steve VanWieren, Quantifiably Better: Delivering Human Resource Analytics from start to
finish.
5. Bernard Marr, Data-driven HR: How to use Analytics and Metrics to drive performance.

6. Ramesh Soundararajan, Kuldeep Singh, Winning on HR Analytics: Leveraging data for

competitive advantage.

HR 303: CROSS CULTURAL MANAGEMENT

On completion of the course the students will be able to

Develop the importance of culture and its various dimensions in managing the
CO1 organization
Classify the issues of diverse workforce belong to various culture and ethnicity
CO2 within the organization
Develop the concept of negotiation and effective decision making in a multi-cultural
CO3 organization setting
CO4 Illustrate global Human resource management
CO5 Develop critical thinking and analytical skills through the case studies

MODULE I:

1. Introduction - Concept of Culture For A Business Context; Organizational Culture and Its
Dimensions; Cultural Background of Business Stake-Holders
[Managers, Employees, Share -Holders, Suppliers, Customers and Others] – An Analytical
Framework [10L]

2. Culture and Global Management - Global Business Scenario and Role of Culture; A Frame
Work for Analysis; Elements and Processes of Communication Across Cultures;
Communication Strategy for/ of An Indian MNC and Foreign MNC and High Performance
 Winning Teams and Cultures; Culture Implications for Team Building [10L]

MODULE II:

3. Cross Culture – Negotiation and Decision Making - Process of Negotiation and Needed
Skills and Knowledge Base – Over view with two illustrations from multi cultural contexts [India
– Europe/ India – US settings, for instance]; International and Global Business Operations-
Strategy Formulation and Implementation; Aligning Strategy, Structure and Culture in an
organizational Context. [8L]

4. Global Human Resources Management - Staffing and Training for Global Operations – Expatriate
- Developing a Global Management Cadre.. Motivating and Leading; Developing the values and
behaviors necessary to build high-performance organization personnel [individuals and teams
included] – Retention strategies. [4L]

5. Corporate Culture - The Nature of Organizational Cultures Diagnosing the As-Is Condition;
Designing the Strategy for a Culture Change Building; Successful Implementation of Culture
Change Phase; Measurement of ongoing Improvement. [6L]

6. Case Study [2L]

Suggested Readings:

1. Cashby Franklin, Revitalize Your Corporate Culture: PHI, Delhi

2. Deresky Helen, International Management: Managing Across

Borders And Cultures, PHI, Delhi
3. Esenn Drlarry, Rchildress John, The Secret of A Winning Culture: PHI, Delhi

4. Deepak Kr. Bhattacharya, Cross Cultural Management, PHI

5. Jessica. L. Whiteman, Richard, L. Griffith, Critical Issues in Cross Cultural Management,

Springer
6. Broweays, Understanding Cross Cultural Management; Pearson
 HR 304: ORGANIZATIONAL DESIGN

On Completion of the Course the students will be able to

CO 1 Create the most suitable organisation

CO2 Evaluate the importance of designing an organisation
CO3 Construct organisation structure
CO4 Categorise orgnisation functioning
CO5 Design organisation depending on chnges in business operations

MODULE I:
1. Organization Theory – Classical Theories: Scientific Management, Administrative Principles,
Theory of Bureaucracy, Human Relations Approach; Modern Theories: Systems Approach,
Information processing Approach, Contingency Approach. ManagerialImplications. [4L]

2. The Bureaucratic model, dysfunctions of Specialization, Hierarchy, Rules, Impersonal

characteristics. Modern view of Bureaucracies, Modifications of Bureaucratic structuring, types of
centralization and decentralization, optimum degree of decentralization, Flat and tall structures,
Behavioral implications of Flat versus Tall Structure. Managerial Implications. [4L]

3. Organizational Structure and Design – Understanding organizational structure, Elements of

Designs of organization’s structure: Work Specialization, Departmentalization, Chain of command,
Span of control, Centralization and Decentralization, Formalization Understanding
Departmentalization by Function, Product, Location, process, customer. Types of structures: Line,
Line and Staff, Functional, Project, Matrix structures. Managerial Implications [6L]

4. Case Studies, Presentations, quizzes, experiential exercises, Team exercises, Group Discussions.
[6L]
 MODULE II:
5. Mechanistic and Organic Models: Determinants of an Organization’s Structure – Strategy, the
strategy and structure relationship, Organization Size, Technology and Environment, Three
Dimensional Model of the Environment. Organizational Designs and Employee Behaviour.
Managerial Implications. [4L]

6. Emerging Organizational Designs: Horizontal design, Network design, Virtual Organization,

Boundary less Organization, Learning Organisation, Empowered Organizations, e-Organization:
implications for Individual Behaviour, Group behaviour, effects on interpersonal relationships.
Restructuring Indian Organisations, Regrouping business activities, strategic business units.
Managerial Implications. [6L]

7. Forces reshaping Organizations: Organizational Life Cycles, Impact of Culture on organization

Structure, Types and forces of organizational change: Globalization, Changes in Information
processing technologies, Automation, Demands on organizational processes. Roles and
responsibilities in the changed process. Managerial Implications. [6L]

8. Case Studies, Presentations, quizzes, experiential exercises, Team exercises, Group

Discussions. [4L]

Suggested Readings:

1. Robbins, S.P. Judge, T.A. andSanghi, S.: Organizational Behaviour, Pearson

2. Luthans, Fred: Organizational Behaviour, McGraw Hill

3. Newstrom J.W. andDevis K.: Organizational Behaviour, McGraw Hill

4. Aswathappa, K: Organisational Behaviour, Himalaya Publishing House

5. Shukla, Madhukar: Understanding Organizations – Organizational Theory and Practice in

India, Prentice Hall
6. Sekharan, Uma: Organisational Behaviour, The Mc Graw –Hill Companies
 SPECIALIZATION: BUSINESS ANALYTICS

BA 301: MODELING TECHNIQUES

On Completion of the course the students will be able to

CO1
Explain Data Modeling concept, types and applications.

Illustrate different strategies for data per-processing

CO2
Apply learned concepts to build prediction and classification models aims to solve business
related problem.
CO3
Interpret the outcomes or results of various prediction and classification models.

CO4
Choose proper statistical model for a business situation for smooth and fast decision making.

CO5

MODULE I:

1. Introduction to Data Modeling: Data Model Concept, Goals, Stages of Modeling,Applications

of different types of data models, Importance of data modeling in business. [4L]

2. Data Preprocessing: Data types, Quality, Descriptive data summarization – central tendency and
dispersion measure, Data cleaning, Outlier detection, Data integration & transform, Data
reduction.[4L]

3. Non Parametric test: Goodness of Fit, Test of independence, Wilcoxon Sign rank test, Mann-
Whitney-U test, K-S test. [6L]

4. Classification & Prediction: Decision Tree, Bayesian classification, Discriminant Analysis,

Prediction – Linear Regression [6L]

MODULE II:

5. Linear Modeling: Theory of linear estimation, Gauss Markov linear models (concepts only),
 least square estimators, estimation of error variance, properties of least square estimators. [4L]
6. ANOVA & DOE: One way & Two way classifications, Types of Experimental Designs.[6L]

7. Elements of Decision Theory: Decision making under certainty, uncertainty and risks. Concepts
of Decision Modeling.[6L]

8. Simulation Modeling: Monte Carlo simulation, using random numbers, Applications in

inventory analysis, Waiting lines, Maintenance and finance areas. [4L]

Suggested Readings:
1. David Levine, Mark Berenson and Timothy C. Krehbiel: Basic Business Statistics

2. Jacquelyn G Blac: Business Statistics: Contemporary Decision making

3. Amir Aczel: Complete Business Statistics

4. Hoberman Steve: Data Modeling Master Class Training Manual

5. William W. Gregory & William W. Gregory: The Data Modeling Handbook: A Best–
Practice Approach to Building Quality Data Models
6. Adrienne Watt: Database Design – 2nd Edition

BA 302: APPLICATION OF ANALYTICS IN BUSINESS

On Completion of the Course the students will be able to

Explain marketing analytics concept, principles and applications.

CO1
Illustrate different types of prediction and classification techniques, popularly used in business.

CO2
Apply learned concepts to build models aims to solve business related problem.

CO3
Interpret the outcomes or results of various statistical techniques.

CO4
Choose proper statistical model for a business situation for smooth and fast decision making.

CO5

MODULE I:
 1. Introduction to Marketing Analytics: Need for Data Driven Marketing Approach, Marketing
Engineering, Model Building in Marketing Engineering, Basic Principles of Marketing Analytics
to Business Problems, Slicing and Dicing Marketing data with Pivot Tables, Excel Charts to
summarize data [6L]

2. Pricing Analytics: Basic Concept of Pricing, Estimating Demand Curves and Optimize Price, Price
Bundling, Non Linear Pricing and Price Skimming [6L]

3. Marketing Forecasting: Simple Regression and Correlation, Multiple Regression to forecast

sales, Modeling trend and Seasonality, Ratio to Moving Average Method, Winter’s Method [4L]

4. Strategic Marketing Analytics: The STP framework, Value generation through STP framework,
Managing the segmentation process, Segmentation in Real world: Cluster Analysis, Hierarchical
and Non-Hierarchical - K Means Clustering, Prediction of Customer’s segment membership:
Discriminant Analysis (DA), two Group DA [4L]

MODULE II:
5. Positioning Strategies: Concept of Product positioning, Conduct a Positioning Study, Perceptual
Mapping using Principal Component Analysis (PCA), Multidimensional Scaling (MDS),
Incorporating preferences into Perceptual Maps [6L]

6. Customer Lifetime Value (CLV): Concept of CLV, Comparison of CLV with related metrics,
Analyzing CLV, Extensions of CLV Analysis, Drivers of CLV, Uses of CLV metrics [8L]

7. Product Designing: Concept of Product Designing, Conjoint Analysis as a decompositional

preference model, Steps in Conjoint Analysis, Uses of Conjoint Analysis, Drivers of CLV, Uses
of CLV metrics [4L]

8. Case Study [2L]

Suggested Readings:

1. Marketing Analytics - Data-driven Techniques with Microsoft Excel by Wayne L. Winston

2. Marketing and Sales Analytics: Proven Techniques and Powerful Applications fromIndustry
Leaders by Cesar A. Brea
3. Marketing Analytics by Winston

4. Data Analytics using R - Seema Acharya, Mc. Graw Hill Publication

 5. Advanced Customer Analytics: Targeting, Valuing, Segmenting and Loyalty Techniques’
Mike Grigsby
6. Digital Marketing Analytics: Making sense of Consumer Data in digital world, ChuckHemann,
Ken Burbary; Que Publishing

BA 303: BUSINESS FORECASTING

On Completion of the course the students will be able to

CO1 Apply the concept, meaning as well as the importance and different methods of Business Forecasting and
the applicability and importance of the each of the methods of Business Forecasting in the Management
Decision
Making using previous few years Data of the Organization,
CO 2 Analyze the existing system, followed by application of strategies, way of operations of the existing
Organizational Forecasting System, making improvement with the application or introduction of new
and
improved Forecasting systems based on the requirement and type of Operation of the organization
CO 3 Evaluate and Analyze different aspect of Business Forecasting, viz forecasting of Sales for the coming
years,Forecasting of Marketing Budget and return, Forecasting of Labor requirement based on Sales
Forecast, Budget
requirement based on the Sales Forecast, etc. Evaluation of Business Forecasting methods and
Forecastingapplications for better performance of actual versus Forecast
CO 4 Implement concepts of Business Forecasting at present situation, creating a system for Mathematical
modelling, Statistical hypothesis analysis, econometric analysis, Time series analysis of the data of the
previousyears to model the forecast of the coming years, Linear and non linear modelling, univariate and
multivariate analysis of Organizational data to have a better forecast of the coming years, creation a
system in the organization based on R and R studios, Analysis of the historical data using R and R
studio, coding in R for
Business Forecasting to be applied in the organization
CO 5 Apply the difference between the types of Forecasting methods using the architecture of Data
Analytics,application of Analytics and forecasting, use of application like R. Connecting R studio with
Organizational
data base to analyze the historical data and make forecast. Analysis of the existing Forecasting tools
andupgrading it with updated system for better performance

MODULE I:

1. Historical perspective of Business Forecasting: Concept of Business forecasting, Difference

 among Econometrics, Mathematics and Statistics, Importance of Econometrics, Linkage of
Econometrics with Business Forecasting-Types of Data [6L]

2. Regression Model: Steps, Linear, Non linear. [4L]

3. Univariate time series: Linear model, Stationarity, Autocorrelation, Partial Auto correlation,
Multicollinerarity, ARIMA, ARMA process. [10L]
MODULE II:

4. Stationarity and Unit Roots Tests: Introduction, Unit Roots tests, Stationarity tests [4L]

5. Univariate Time Series: Volatility Models-Introduction, The ARCH Model, The GARCH
Model [6L]

6. Multivariate Time Series Analysis: Vector Auto regression Model–Co integration [4L]

7. Introduction to E Views: E views Functions, Programming in E views [2L]

8. Introduction to R studios: Programming in R for time series forecastin [2L]

9. Case Study [2L]

Suggested Readings:

1. Damodar N. Gujarati, Basic Econometrics ,McGraw-Hill Publication,2003

2. Chris Chatfield, The Analysis of Time Series: An Introduction , Chapman and Hall

3. N. H. Chan, Time Series: Applications to Finance, John Wiley and Sons,

4. James D. Hamilton, Time Series Analysis, Princeton University Press,

5. Terence C. Mills, The Econometrics of Financial Time Series Cambridge University Press.

6. Box, Jenkins, Reinsel, Ljung, Time Series Analysis: Forecasting and Control; WileyPublications
 BA 304: DATA SCIENCE USING R

On Completion of the Course the students will be able to

CO1 DEVELOP basic knowledge of variable and syntax

EVALUATE and APPLY appropriate syntax and operation for coding

CO2

ANALYZE the code segment for applying syntax real life problem

CO3

ANALYZING of the code segment for debug the real life problem

CO4

CO5
EVALUATE the real life problem set

MODULE I:

1. Programming in R: Basics of R, Conditional and loops, R packages/libraries, Data mining GUI

in R, Data structures in R, Exceptions/ debugging in R [4L]

2. Data Wrangling: Reading CSV, JSON, XML, .XLSX and HTML files using R,ETL
operationsin R, Sorting/ merging data in R, Cleaning data, Data management using dplyr in R
[4L]

3. Modeling in R:Linear regression model in R, Multiple linear regressions model,

Representation of regression results, Non Linear Regression [10L]
MODULE II:

4. Mining Algorithms using R: Association analysis, Market-based analysis/ rules, Apriori algorithm,
Segmentation analysis- types of segmentation, k-means clustering, Bayesian clustering, Principal
Component Analysis (PCA) [10L]

5. Time Series Forecasting in R and model deployment: Basics of time series, Components oftime
series, Time series forecasting, Deploying predictive models [10L]
6. Case Study [2L]
Suggested Readings:
1. R for Data Science – Hadley Wickham and Garrett Grolemund

2. R in Action – Robert Kabacoff

3. R for Everyone: Advanced Analytics and Graphics – Jared P. Lander

4. The R Book – Michael J. Crawley

5. R and Data Mining: Examples and Case Studies – Yanchang Zhao

6. Data Analytics using R - Seema Acharya, Mc Graw Hill Publication

FOURTH SEMESTER

ELECTIVE SPECIALIZATION: MARKETING

MM 401: CONSUMER BEHAVIOUR

On completion of the course the students will be able to

CO1 Explain the consumer’s decision-making process and to look at

marketing programsfrom the point of view of the consumer.
CO2 Apprise the different individual determinants that influence consumers’
decision-making – the various psychological constructs that make every
consumer unique.
CO3 Appreciate the impact of different external factors in the consumer’s
environment thathave a bearing on his choice process.
CO4 Understand of the consumer’s buying process and make suitable
adjustments in thefirm’s marketing program for better marketing
outcomes.

MODULE I:

1. Introduction to Consumer Behaviour: Defining consumer behaviour, Impact on

marketing strategies, Current trends in consumer behavior [2L]
 2. Consumer Decision Process: Need recognition, information search, evaluation of
alternatives, purchase decision, consumption and post-purchase evaluation, Variables that
shape decision process- individual differences, psychological processes, environmental
influences, Types of decision process – complex decision making, variety seeking,
impulse buying, loyalty, degree of involvement in buying [6L]

3. Individual Characteristics: Demographic and psychographic characteristics and market

segmentation, Personality, personal values, lifestyle concepts and measurements [4L]

4. Consumer Perception: Marketing stimuli and perception, Perceptual selection -

organization, interpretation, and selective perception process [2L]

5. Learning and Memory: Information acquisition and processing, learning elements,

Theories, Memory processes [2L]

6. Consumer Motivation: Nature and role of motives, Classifying motives, Motive arousal,
Motivation and Involvement [2L]

7. Self-concept: Perspective of self, Consumption and self concept, Gender roles [2L]

8. Attitude: Characteristics and functions of attitude, Attitude development, Attitude

theories and models, Role of belief in attitude formation, Relationship of attitude and
behaviour, Attitude reinforcement and change [6L]
MODULE II:

9. Culture Subculture and Social Class: Nature of culture, Cultural values, Changing
values, Cross-cultural understanding of consumer behaviour, Types of subculture and
their influence on behaviour, Nature of social class, Social stratification [4L]

10. Reference Group Influence: Nature and types of reference groups, How groups
influence individuals, Opinion leadership, Word-of-mouth, Innovation and diffusion
[2L]
 11. Family and Household: Structural and sociological variables affecting families and
households, Family life cycles, Role behaviour, Conflict resolution, Changing role of
women, Children and household consumer behavior [4L]

12. Case Studies [4L]

Suggested Readings:
1. Assael, H.: Consumer Behaviour & Marketing Action; South-Western

2. Blackwell, R.D., Miniard, P.W. & Engel, J,F.: Consumer Behaviour; South-Western

3. Hawkins, D.I., Best, R.J. Koney, K.A.& Mookerjee, A.: TMH

4. Kumar: Conceptual issues in Consumer Behaviors; Pearson Education

5. Loudon & Bitta, Della: Consumer Behaviour; TMH

6. Shiffman & Kanuk: Consumer Behaviour; Pearson Education

MM 402: RETAIL MANAGEMENT

On Completion of the course the students will be able to

CO1 Describe basic concepts in retail management.

CO2 Describe the strategies existing in the retail managements.

CO3 Discuss about the different opportunities available in selecting a location.

CO4 Discuss about the different store layouts & designs existing in the retail
management
CO5 Explain the various pricing approaches available in the retail marketing

MODULE I:

1. Introduction to Retailing: Growth and importance, Strategic Retail Planning. Retail

 Organization, Models and Theory of Retail Development, Retail Formats, Rural Retailing,
Environment and Legislation for Retailing [4L]

2. Retail Operations Management: Retail location research and techniques, Objectives of

Store designing, Responsibilities of Store Manager, Store record and accounting system,
Logistic and Information system [6L]

3. Retail Planning: Marketing and Strategic Management, Operations and finance in

retailing, HRM in retailing, Mall Management,Relationship Management, Brand
Management, Social Marketing in Retailing [6L]

4. Retail Sales Techniques and Promotion: Advertising communications and promotion,

Promotion Impact, Tactical analysis, Consumer and Retail Sales promotion techniques.
[4L]

MODULE II:

5. Customer Relationships and Behaviour: Understanding Consumer and Market Segment,

Consumer Behaviour and Marketing Strategy, Consumer Perception, Self Concept,
Relevance of Culture, Buying Decision, Opinion Leadership, Implications of Personal
Influences [4L]

6. International Retailing: International Marketing Research and Information System,

Market Analysis, Motives of International Retailing, International Retail Environment
and Structure, Analysis of Retailing in Global Setting – methods and competition. [6L]

7. Supply Chain Management: Network, Challenges, Forecasting, Sourcing and Vendor

Selection, Routing and Route sequencing, Inventory Management, Lead Time uncertainty
and Product Availability, Cross Docking and Collaborative Planning. [4L]

8. Electronic Retailing: Use of IT in Retailing, Effective Management of Online catalogues,

Direct Retailing Methods, Database Management, Data warehousing, Analysis of E –
Retailing Strategies, Digital and Network marketing. [4L]

9. Case Studies [2L]

 Suggested Readings:

1. Bajaj , Tuli, & Srivastava ““Retail Management” Oxford University Press

2. Berman Barry & Evance J.R “Retail Management” Prentice Hall India

3. Jain J.N.& Singh P.P “ Modern Retail Management – Principal And Techniques ”
Regal Publications

4. Swapna Pradhan “Retailing Management- Text And Cases” Tata Mcgraw-Hill

5. George H, Lucas Jr., Robert P. Bush, Larry G Greshan- Retailing

6. Barry Berman, Joel R Evans- Retail Management; A Strategic Approach

MM 403: SALES & DISTRIBUTION MANAGEMENT

On Completion of this course the students will be able to

CO1 Understand role of personal selling and its management as a component of

IntegratedMarketing Communications, its uniqueness, its application and its
relationship with theother components of IMC.
CO2 Organize nuances of personal selling, the art and craft of salesmanship, the
sales cycle,the different types of selling situations and some characteristics
of successful
salespersons.
CO3 Implement the various functions of sales force management like
recruitment,selection, training, equipping & motivating the sales force,
designing sales
territories & quotas, sales force compensation and management of
salesperformance.
CO4 Decide pertaining to setting up of distribution channels & their
management,Thisbased on an understanding of their different formats,
functions, specializations,
capabilities & constraints.
MODULE I:

1. Introduction to Sales Management: Evolution of sales department, Nature & scopeof

personal selling & sales management, Roles and functions of a sales manager
[2L]

2. Personal Selling: Types of selling situations, Buyer-seller dyad, Theories of selling,

Personal selling process (pre-approach, approach, presentation, handling objections,
closing a sale, follow-up) [4L]

3. Planning and Organizing Sales Force Efforts: Strategic planning and sales organization,
Sales department relations, Distribution network relations, Sales forecasting, Sales budget,
Sales objectives, Sales territories and quotas, functions of a sales manager, sales force
planning [4L]

4. Sales Force Development: Sources of recruitment, Selection process, Methods of

selection, Need and purpose of training, Types of training, Designing a training
programme - ACMEE model [4L]

5. Directing and Controlling the Sales Force: Supervision, Territory management,

Determination of quota/target, Determination of compensation of sales force, Leading and
Motivating, Analysis of sales, Costs and Profitability, Evaluation of sales force
performance [6L]

MODULE II:

6. Marketing Channels: Structure, Functions and advantages, Types of channel

intermediaries – wholesalers, distributors, sales agents, brokers, franchisers, C&F agents,
and retailers, Channel Conflicts and remedies [4L]

8. Channel Design and Management: Channel objectives & constraints, Identification,

evaluation and selection of channel alternatives, Channel management and control –
recruiting and selecting channel members, motivating, evaluating channel arrangements
[4L]

9. Physical Distribution & Logistics: Goals, function, processing, warehousing, inventory

 & transportation [2L]

10. Retail and Merchandise Management: Retail strategies, Location, Types of retail
formats, Stores layout, Visual merchandising techniques, Planning of assortment,
Servicing and buying of merchandise, Supply chain management in retailing [6L]

11. Case Studies [4L]

Suggested Readings:
1. Cundiff, Still & Govoni : Sales Management – Decision, Strategies & Cases;
PHI./Pearson Education
2. Levy, M. & Weitz, B.A.- Retailing Management - McGrawHill

3. Panda, Sahadev: Sales & Distribution Management; OUP

4. Shapiro, R.L., Stanton, W.J. & Rich, G.A.: Management of Sales Force; TMH

5. S.L. Gupta Sales and Distribution Management, Excel Books India, 2009

6. Krishna K Havaldar Vasant M Cavale Sales and Distribution Management: Text

and Cases, Tata McGraw-Hill Education,
 MM 404: SERVICE MARKETING

On Completion of the course the students will be able to

Understand the importance and criticality of services marketing .

CO1
Understand and apply the seven marketing mixes in the area of services marketing

CO2
Appreciate the differentiating role of services marketing in today’s business context

CO3
Understand and relate to the issues of marketing in terms of customer expectation and develop a services
strategy.
CO4
Develop an understanding of services marketing in multiple sectors.

CO5

MODULE I:

1. Service Concept: Definition, Characteristics of services, Tangibility continuum,

Marketing mix for services, Different types of service sectors – traditional and new,
Service experience – moments of truth, zone of tolerance. [6L]

2. Service Strategy Planning: Understanding the customer and competition, Positioning

services, Service triangle concept [2L]

3. Creating the Service Product: Creating service product, Customer value hierarchy,
Flower of service, Service product mix, Branding service products [4L]

4. Service Marketing Pricing and Communications: Approaches to pricing of services,

Elements of promotional mix for services [4L]

5. Designing and Managing Service Demand and Capacity: Designing service delivery
 system, Service blue printing, Customer as co-producer, Capacity constraints, Demand
patterns, Strategies for matching capacity and demand, Wait lines and reservations [4L]

MODULE II:

6. Planning the Service Environment: Physical evidence, Servicescapes - types and role,
customer response to environment, guidelines for servicescape strategies [2L]

7. Managing People: Critical importance of service employees, Problems and difficulties of

boundary-spanning roles, Strategies for delivering service quality through people, Service
leadership and culture [4L]

8. Service Quality: Service quality, Integrated Gap model - to identify and correct quality
problems, Measuring and improving service quality [4L]

9. Different Services: Nature and characteristics of financial, hospitality, health-care,

educational & professional, logistics, entertainment services and their respectivemarketing
mix analysis [6L]

10. Case Studies [4L]

Suggested Readings:
1. Zeithaml,V.A., Bitner, M J, Grembler, D.D. &Pandit, A.: Service Marketing;, TMH

2. Rao, K.R.M.: Services Marketing, Pearson Education

3. Rajendra Nargundkar, Services Marketing: Text & Cases, Tata McGraw-HillPublishing

Company, New Delhi, 2008
4. Apte, G.: Service Marketing; OUP
5. Lovelock, C., Wirtz, J. & Chatterjee, J.: Services Marketing; Pearson Education

6. Srinivasan R.: Services Marketing; PHI

 MM 405: PRODUCT & BRAND MANAGEMENT

On Completion of the course the students will be able to

CO1 Develop perspective on various aspects of managing products successfully and developing strong
brands,
Determine variables that drive the success of brands and product lines and the interrelationships
amongthese variables.
CO2 Utilize practical tools to interpret, relate and evaluate product and brand strategies in an array of
customer and competitive contexts and Evaluate strategies for brand management at the global level and
adapt them to suit the requirement of managing the brand in different cultural contexts.
CO3 Examine the importance of the ethical dimension in new product innovations and brand building.

CO4 Discuss the process and methods of brand management, including how to establish brand identity and
buildbrand equity.
CO5 Compose, assess, and incorporate individual input to produce effective team project output for the
purposeof branding and product management.

MODULE I:

1. Product Concepts: Product Mix concepts, Product Classification. Product Planning:

Marketing Plan, Portfolio Analysis, Market Potential and forecasting
[4L]

2. Product Market Strategies. New Product Development, Product Life Cycle Stages and
corresponding Strategies, Product Evaluation, Product Modification, Line Extension &
Brand Extension. [6L]

3. Managing Brand: Concept & function of Brand Management, Brand creation, Brand
Name, Brand attributes, awareness, loyalty, Personality association, brand extension, co-
branding, branding commodities [4L]

4. Strategic Brand Management Process: developing brand strategy Positioning concept,

positioning statement, positioning process and steps; Brand Identity, Roles of brand,
building Brand image, Brand dimensions [6L]
MODULE II:

5. Planning & Implementing Brand Marketing Programs: Criteria for Choosing Brand
Elements, Options & tactics for Brand Elements, Use of IMC for Brand Building,
Leveraging Secondary Brand Associations to Brand building. [6L]

6. Brand Equity: Concept of brand equity, Brand equity vs brand value, brand equity
benefits, brand review, brand value, creating brand equity and brand value. [4L]

7. Brand Personality: Concept, advantages, importance of brand personality, brand

personality and user imaging. Brand ambassadors, Brand promise. [2L]

8. Brand Communication: Understanding branding objective, brand communication

strategy, mapping brand strategy with IMC, Media strategy. [2L]

9. Global Brands: Concept of global brand, benefits, advantages of global branding,

building on successful global branding global brand strategy. [2L]

10. Case studies [4L]

Suggested Readings:
1. Lehmann, R. Donald & Winer, Russel S. (2004), Product Management, Pearson
Education
2. Donald R. Lehmann and Russell S. Winer, Product Management, Fourth Edition,
TMH
3. Keller, Kevin Lane (2007), Strategic Brand Management

4. Niraj Kumar & Paras Tripathi, Brand Management (text & cases), Himalaya
Publishing House.
5. M. G. Parameswaran, 2006, Building Brand Value: Five Steps of Building
Powerful Brands, New Delhi: Tata McGraw Hill
6. H. V. Verma, 2004, Brand Management, New Delhi: Excel Books
 MM 406: INTERNATIONAL MARKETING

On Completion of the course the students will be able to

CO1 Explain major concepts and issues of international marketing

CO2 Assess the cross cultural issues in the internationalization of firms

CO3 Analyze emerging trends in international markets

CO4 Assess the role of regional agreements and public policy in international marketing.

CO5 Identify and evaluate different frameworks for market entry strategies in the international market

MODULE I:

1. Introduction: Definition of international marketing, Domestic vs. international marketing,

Benefits of international marketing, Process of internationalization, marketing orientation
of a firm. [4L]

2. Trade Theories: Basis of international trade, Principles of absolute and relative

advantage, Factor endowment theory [2L]

3. Dynamics of World Market: Identifying and satisfying global needs, Coordinating

activities and recognizing constraints [4L]

4. Environment of International Marketing: Economic-cultural – culture and its

characteristics, influence of culture on consumption decisions, cultural universals,
Politico- Legal – concept of multiplicity of political and legal environment, different
political and legal systems. [4L]

5. International Institutions: (only the objectives) – WTO, World Bank, IMF, ADB,
UNCTAD, EEC, SAPTA, NAFTA etc. [2L]

6. International Product Policy: New product policy, International product life cycle,
 Product line policies, Branding, packaging and labelling [4L]
MODULE II:

7. International Pricing Strategies: Factors in pricing, Alternative strategies, Forfeiting,

Transfer pricing, Dumping, Counter trade [4L]

8. Distribution: Methods of entry into foreign markets, Foreign market channels, Global
logistics [4L]

9. Promotion: Global promotion mix, Standardized global communication. [2L]

10. Foreign Exchange: Concepts of spot rate, forward rate, arbitrage, translation; FEMA
[4L]

11. Procedure of Foreign Trade and Documentation: Process of importing and exporting,
Documentation (only the purpose) – certificate of origin, bill of lading, mates receipt,
letter of credit, line of credit. [4L]

12. Case Studies [2L]

Suggested Readings:
1. Black & Sundaram: International Marketing: PHI

2. Doole, J. & Lowe, R.: International Marketing Strategy; Thomson

3. Johansson, J.K., TMH

4. Joshi: International Marketing: OUP

5. Keegan: Global Marketing Management: Pearson

6. Paul, J, & Kapoor, R, International Marketing, TMH

 ELECTIVE PAPERS
SPECIALIZATION: FINANCE

FM 401: INVESTMENT ANALYSIS & PORTFOLIOMANAGEMENT

On Completion of the course the students will be able to

MODULE I:

1. Concepts of Portfolio Management: Financial Instruments, Overview of Indian Capital

Market, Brief ideas on portfolio management, ideas on speculation, hedging, arbitraging.
[4L]

2. Security Analysis: Concept of Security- Fundamental and Technical Analysis- difference

between Fundamental and Technical Analysis – (support and resistance- Charts and graph
– line chart – Candlestick Chart – various patterns) – Dow Theory –Elliot Wave Theory.
[6L]

3. Security Valuation: Valuation of Bond – YTM and its calculation- Duration of Bond-Concept of
Immunization- Valuation of Shares.[6L]
4. Risk and Return: Definition of Risk and Return- Different types of Risk- measurement
of Risk and Return of single security of Security Beta [2L]

MODULE II:

5. Portfolio Theory: Concept of Portfolio, measurement of Portfolio risk and return,

Markowitz Portfolio theory – Efficient Frontier and selection of Optimum Portfolio. [4L]

6. CAPM Model: Idea and interpretation - SML and CML. Analysis and interpretation- Usefulness.
[4L]

7. Other Portfolio Theory: Sharp Single Index Model - Arbitrage pricing theory and
Multi Factor Theory.[6L]

8. Market efficiency and Portfolio Evaluation: Concept of market efficiency - Different

types of market efficiency and their interpretation - Techniques of analyzing portfolio
performance - analysis and modification of portfolio. [4L]

9. Case Studies [4L]

Suggested readings:
1. Fischer and Jordon, Security Analysis and Portfolio Management, Prentice Hall.

2. Kevis, S, Security Analysis and Portfolio Management, Prentice Hall

3. Copeland, Weston & Shastri, Multinational financial analysis, Pearson

4. Nagarajan & Jayabal, Security analysis and portfolio management, New AgeInternational
5. Avadhani, V.A., Security Analysis and Portfolio Management, Himalaya Publishing

6. Bhalla. B.K. Investment Management, S Chand Publication

FM 402: MANAGING BANKS & FINANCIALINSTITUTIONS

On Completion of the Course the students will be able to
CO1 Apply the concept, meaning, importance and significance of Securities & Portfolio
CO2 Apply strategies to define goals, functions, of securities, risk involved in business,
securities valuation
CO3 Evaluate and Analyze the fundamentals & technical aspects of security analysis
Implement concepts of different theories in securities and portfolio management and
CO4 Contemporary issues inportfolio management,
Apply the concepts like portfolio diversification, Construction, portfolio
CO5 management, portfolio revision,portfolio evaluation, portfolio protection, portfolio
performance measures
Implement strategies to make an Impact on the students in taking investment decisions,
CO6 and properly managethe portfolio

MODULE I:

1. Organization and Functions of banking industry: types of banks, comparatives features

of different banks, banking business models, factors, necessitating banker’s role in the
economy, intermediation functions of bank, credit creation. [6L]

2. Competition in banking industry: competition in commercial & investment banks,

changes in bank’s operation, managing competition among banks. [2L]

3. Failures of banks & Need for regulation: risk associated in banking business, causes of
bank failures, warning signals in predicting bank failures. Bank support mechanism,
problems to bank, regulatory support, bank’s supervision, financial crisis to bank.
Regulatory cycle. [6L]
 4. Basel committee norms: capital adequacy, 3 pillars, Basel-I & II, measurement of market
& operational. [4L]

MODULE II:

5. Interest rate & Risk Management: asset & liability management, GAP analysis,
duration analysis. [4L]

6. Business loan & Micro credit: loan proposals, classification of loans based on pricing,
methods of sanctioning loans, loan portfolio of banks, fundamentals of micro finance,
micro finance credit model, institutions. [4L]

7. Credit rating & risk management: structure of credit risk management, evaluation of
credit risk, internal rating system, credit risk distribution. [4L]

8. Liquidity functions of banks: liquidity management & conflict, action plan, time bucket.
[2L]

9. Bank Merger: Merger objectives, Stewart’s motivating forces, evaluating mergers. [4L]

10. Rating of banks: business risk of banks, ratio used in bank rating, application of
bank grading. [2L]

11. Case Studies [2L]

Suggested Readings:
1. M.Y. Khan, Indian Financial System, Tata Mc Graw Hill, Delhi

2. Jeff Madura, Financial Markets And Institutions, CenGage Learning, Delhi

3. H.R. Machiraju, Indian Financial System, Vikas Publishing House, Delhi

4. Pathak, The Indian Financial System, Pearson Education India

5. Suresh Padmalata & Paul Justin, Management of Banking and Financial Services;
Pearson
6. Joel Bessis, Risk Management in Banking; Wiley
 FM 403: MERGERS, ACQUISITIONS & CORPORATERESTRUCRING
On Completion of the Course the students will be able to

Identify the basics Forms of Business Alliances, Strategic choice of type of business,types of
CO1 Mergers,History of
Mergers .
Distinguish different strategic processes, Synergies, defining and selecting targets,pricing of
CO2 Mergers,negotiations approach, Acquisitions and take over.
Illustrate the techniques of valuing Firms,product life cycle effect,corporate Restructuring,
CO3 divestituresmechanism,Value creation.
Discuss techniques of Accounting for Mergers,Financing Mergers,commonly takeover
CO4 tactics, Internationaltakeover and Restructuring .
Discuss the legal aspects of M&A,provisions of companies Act,SEBI regulations,schemes of
CO5 Amalgamation,courts approval.
CO6 Understand the basic concepts of How and when to apply Valuation technique-Financial
modelling tools,S

MODULE I:

1. Introduction to mergers and acquisitions: Meaning, types, advantages & disadvantages.

[2L]
2. Strategic evaluation of M & A opportunities: Selection criteria, key steps in the
strategic planning of a merger, feasibility analysis, features of acquisition of sick
companies. [4L]

3. Strategizing and structuring M & A activities: Merger process from planning to

implementation, five stage model, and methods of financial mergers. [4L]

4. Synergy and value creation in mergers: Types of synergy, role of industry life cycle,
value creation in synergy, factors contributing to M & A. [4L]

5. Corporate Restructuring: Meaning & need, different methods of corporate restructuring.

[4L]
MODULE II:

6. Demergers: Meaning & characteristics, structure of demerger, tax implications. [4L]

7. LBOs, MBOs, MLPs, ESOPs: Concepts, mode of purchase in LBO, key

motivesbehind an MBO, classify types of MLP, & ESOP. [4L]

8. Joint ventures: Meaning & characteristics, role of joint venture in business strategy,Tax
aspect of joint venture, reasons for failure in joint venture. [4L]

9. Valuation of assets: basis of valuation, different methods of valuation, valuation of

synergy. [6L]

10. Legal & regulatory framework of M& A: Provisions of the Companies Act 1956
relating to M & A., buy back of shares, provisions for SEBI act 1992, income tax act for
M & A.[2L]

11. Case Studies [2L]

Suggested Readings:

1. Kamal Ghosh Roy (2010).Merger & Acquisitions. PHI

2. Rabi Narayan Kar & Minakshi (2017). Mergers Acquisitions & Corporate
Restructuring. Taxmann
3. Kapil & Kapil (Mergers and Acquisitions: Valuation Leveraged Buyouts andFinancing.
Willey
4. Donald M. De Pamphilis ,Mergers, Acquisitions, and Other Restructuring Activities,
Academic Press
5. Robert F. Bruner ,Applied Mergers and Acquisitions, University Edition, Wiley

6. Jean Tirole, The Theory of Corporate Finance, , Princeton University Press

 FM 404: FINANCIAL DERIVATIVES

On Completion of the Course the students will be able to

CO1 Identify different contracts in derivative market

CO2 Illustrate different types of margin

CO3 Discuss the types of credit derivatives

CO4 Apply different concepts of option strategies

CO5 Evaluate option Greek

MODULE I:

1. Introduction to Forward Contract: Forward contracts, Limitations of forward markets,

pay-offs, Forward Rate Agreement (FRA) and Forward Foreign Exchange Contract –
Cost of Carry Model [6L]

2. Introduction to Futures: Introduction to futures, Stock Futures, Index futures,

Commodity Futures and Currency Futures - Distinction between futures and forwards
contracts. [4L]

3. Concept of Margin – Types of Margin in Futures – ITM, ATM, OTM - Concept of

Lot size - Open Interest- Hedging through Forward and Futures – Contango and
Backwardation – Basis Risk [4L]

4. Credit Derivatives: Types of Credit Derivatives- Types of Swap-Credit Default Swaps -

Collateralized Debt Obligations(CDO) - The Indian Scenario, credit risk mitigation,
Weather and Energy Derivatives [6L]

MODULE II:

5. Option: Call and Put Option- American and European Option- Put Call Parity [4L]

6. Different Option Strategies: Bully, Bearish, Neutral Non Directional Strategy,Option

Strategy – Profit & Loss Chart [4L]

7. Option Valuation: Pricing and Valuation of Option Contract- Binomial OptionPricing

 Model - Black Scholes Model – their interpretations [8L]

8. Option Greeks: Theta, Vega, Gamma, Delta [2L]

9. Case Studies [2L]

Suggested readings:
1. Options, Futures and other Derivatives, John C. Hull, Pearson Education

2. Derivatives, Dubofsky and Miller, Oxford University Press

3. Financial Derivatives, Gupta, S.L., Prentice Hall.

4. Financial Derivatives and Risk Management, O.P. Agarwal, Himalaya Publishing

5. Derivatives & Risk Management, Rajiv Srivastava, Oxford Publication House

6. Financial Derivatives: Risk Management, Bhalla. V. K., S. Chand & Company

 FM 406: FINANCIAL MARKETS AND SERVICES

On Completion of the course the students will be able to

CO1 Discuss the Indian Financial System and multiplicity of Financial Instruments

CO2 Organize money market, Primary market and Secondary market and compare it with the
developed market

CO3 Examine Mutual Funds and Merchant Banking under the nodal agency SEBI

CO4 Determine Financial Services and Credit rating Agencies in India

CO5 Discover merchant banking lease/hire purchase and other financial services

MODULE I:

1. Indian Financial System: Financial system, Financial Assets, Financial Intermediaries,

Financial Markets, Classification, Components of Financial Market, Financial Instruments,
Multiplicity of Financial Instruments.[4L]

2. Money Market : Definition, Money Market and Capital Market and their Features,
Objectives, Features of a Developed Money Market, Importance of Money Market,
Composition of Money Market, Money Market Instruments, Structure of Indian Money
Market, Features of Indian Money Market.[4L]

3. New Issue Market : Relationship between New Issues Market and Stock Exchange,
Functions of New Issue Market, methods of floating of new Issues, Players in the New
Issue Market, general guidelines for new issue, Recent regulations for IPO. [4L]

4. Secondary Market : Introduction, Control Over Secondary Market, Registration of Stock

Brokers, Registration Procedure, Listing of securities, Method of Trading in a Stock
Exchange, settlement procedure, online trading, defects of Indian capital markets,
Depository services, Emergence of NSE, Objectives, Features of NSE- Comparative
analysis of BSE & NSE functioning.[4L]
 5. Securities and Exchange Board of India: SEBI – Background, Objectives, Functions,
Powers, Organization, SEBI and the Central Government, SEBI Guidelines for Primary
Market, Secondary Market.[2L]
MODULE II:

6. Mutual Funds: Concept - Types - Nature – NAV& SIP – Trends in Indian Mutual Fund
Market - SEBI & Mutual Fund, Sharpe’s ratio, Treynor’s ratio, alpha ratio, and beta
related to mutual fund. Role of AMFI.[4L]

7. Merchant Banking: Concept -Types -Functions - Trends in Merchant Banking in India -

SEBI & Merchant Banking, features, scope and importance of venture capital, Nitin Desai
committee on venture capital, Angel investment.[4L]

8. Leasing & Hire Purchase Finance: Definition of Leasing, Types of Lease, The Leasing
Process, Definition of Hire Purchase, Rights of Hirer, Rate of Interest, and Evaluation of
Leasing & Hire Purchase as method of financing.[4L]

9. Financial Services: Discounting, Factoring – meaning, Types, cost and benefits,

Factoring v/s discounting; Forfaiting – working of forfaiting, benefits. Securitisation of
Debt - Types of securities, structure and benefits of securitization, securitization v/s
factoring.[4L]

10. Credit Rating Agencies: Concept - Functions - Different Credit Rating Agencies -
Popular Symbols – SEBI & Credit Rating.[4L]

11. Case Studies[2L]

Suggested Readings:
1. Fabozzi: Financial Markets & Institutions, Pearson

2. Guruswamy: Fianacial services and Markets, Thomson Learning

3. Khan: Indian Financial Systems, Tata McGraw-Hill

4. Gordon Natarajan, Financial Markets and Services, Himalaya Publishing

5. Pathak: Indian Financial System, Pearson

6. L. M. Bhole, Jitendra Mahakund, Financial Institutions & Markets – Structure,

Growth & Innovation; Tata McGraw Hill
SPECIALIZATION: OPERATIONS MANAGEMENT
 OM 401: SALES & OPERATIONS PLANNING

On Completion of the Course the students will be able to

CO1 Explain basic concepts of operations planning

Explain concepts of sales & operations planning (SOP), aggregate operations

planning, operations scheduling
CO2

CO3
Explain concepts of demand forecasting and capacity planning

Apply the elements of sales & operations planning in given situations

CO4
Evaluate different parameters of sales & operations planning in given situations

CO5

MODULE I:

1. Introduction: Definition of sales and operations planning, benefits and best practices,
relationship between sales and operations planning, role of top management.[2L]

2. Operations Planning: Need for operations planning and control, the Annual Operations
Plan, steps, functions of operations planning and control, comparison of operations
planning and control in manufacturing and service organizations, operations planning
insights from the TOC school of thought.[4L]

3. Demand Forecasting: Objectives of forecasting in operations, elements of a good

forecast, determinants of demand forecast, steps in the forecasting process, forecastsbased
on time-series data and associative forecasting techniques – moving average, weighted
moving average, exponential smoothing, trend equation, monitoring forecast errors,
qualitative forecasting techniques.[8L]

4. Strategic Capacity Planning: Defining and measuring capacity, determinants of

effective capacity, capacity requirements planning, using forecasting information for
capacity planning, challenges of planning service capacity, developing capacity strategies,
constraint management and evaluating alternatives[4L]
MODULE II:

5. Aggregate operations planning: Concept of aggregation, strategies for meeting uneven

demand, aggregate planning as an operational tool, factors affecting aggregate planning,
objectives and importance of aggregate planning, techniques and strategies for aggregate
planning, aggregate planning in services.[6L]

6. Operations scheduling: Purpose of scheduling, Master Production Scheduling (MPS),

overview of MRP, MRP inputs, programs and outputs, MRP in services, scheduling
methods – forward scheduling, backward scheduling, scheduling activities: routing,
loading, dispatching, scheduling by type of operations: job operations, repetitive
operations, labor-intensive operations and service operations.[8L]

7. Enterprise Resource Planning: Introduction, evolution of ERP, need for ERP, ERP
implementation methodology, benefits of an ERP system, factors affecting ERP
implementation, role of ERP in operations planning and control, economic impact of the
adoption of ERP Systems.[4L]

8. Case Studies[4L]

Suggested Readings:

1. Stahl, R.A. & Wallace, T.F., Sales and Operations Planning: The How-To Handbook,
SPD.
2. Russell, R.S. & Taylor III, B.W., Operations Management along the Supply Chain,Wiley
India Edition.
3. Panneerselvam, R., Production and Operations Management, Prentice Hall India.

4. Stevenson, W.J., Operations Management, McGraw Hill Education (Indian Edition)

5. Leon, A., Enterprise Resource Planning, McGraw Hill Education.

 OM 402: BEHAVIORAL OPERATIONS MANAGEMENT
On completion of the course the students will be able to

CO1 Illustrate behavioral operations management

CO2 Model cycles of experimental learning

CO3 Plan motivation and performance in work design

CO4 Analyze incentives and rewards in operations

CO5 Classify supply chain negotiator

MODULE I:

1. Introduction: Definition of behavioral operations management, a brief history and the

contemporary knowledge base, behavioral assumptions underlying operations models,
objectives, aspirations and goals of behavioral operations management, foundational
disciplines supporting behavioral operations – cognitive psychology, group psychology
and system dynamics, the unified theory – linkage between operational design, individual
traits, behavior and actions. [6L]

2. The virtuous cycles of experimental learning: Methods in behavioral operations –

normative modelling, survey and archival methods, empirical experiments, system
simulation, and field case studies, benefits of learning experiments.[4L]

3. Process and perception: Behavioral issues on process analysis, challenges withcurrent

state of management practice, traditional OM theory and its limitations. [4L]

4. Envisioning motivation and performance in work design: Importance of motivation in

the workplace, ways to improve motivation, Maslow’s need hierarchy theory, Alderfer’s
ERG theory, Herzberg’s two-factor theory, McGregor’s participation theory, Vroom’s
expectancy theory, Porter and Lawler theory of motivation, Hackman and Oldham’s job
characteristic model, meaning, relevanceand significance of VUCA in the workplace
[6L]

MODULE II
 5. Impulsiveness and emotions: Nature, types and sources of emotions, relationship with
perception, attitude and personality, emotional intelligence, managing emotions at
workplace, James-Lange and Cannon-Bard theories of emotion – their implications on
operations. [4L]

6. Sharing the risk: risk sharing contracts – types and benefits, buyback and revenue
sharing contracts, effect of behavioral characteristics on contract decisions. [2L]

7. Incentives and rewards in operations: Pay for performance, types of incentive schemes,
wage incentive plans, pre-requisites of effective incentive schemes, merits and demerits of
incentives, reward management, developing reward policies, reward strategy, developing
total reward approach.[4L]

8. Supply chain negotiator: Negotiation of relationships between supply chain members,

negotiation strategies - accommodating, avoiding, collaborating, competing, and
compromising, conflict management strategies with supply chain members – avoiding,
accommodating, competing, collaborating and compromising strategies, role of prospect
theory and equity theory in decision making and role sharing[4L]
9. A chain of hands: Importance of value chain, bullwhip effects in the supply chain,
power of suppliers and consumers and its effect on the supply chain, social sustainability –
labor equity, healthcare, safety and philanthropy.[2L]

10. Case Studies[4L]

Suggested Readings:

1. Bendoly, E., van Wezel, W., &Bachrach, D.G. (Eds.), The Handbook of Behavioral
Operations Management, Oxford University Press.
2. Krajewski, L.J., Malhotra, M.K., Ritzman, L. P.,& Srivastava, S.K.,Operations
Management: Processes and Supply Chains, Pearson.
3. Russell, R.S.,& Taylor III, B.W., Operations Management along the Supply Chain,Wiley
India Edition.
4. Robbins, S.P., Judge, T.A., & Vohra, N., Organizational Behavior, Pearson.

5. Aswathappa, K., Human Resource Management, Text & Cases, McGraw Hill
Education.
6. Nagarajan, K., Textbook of Operations Research, New Age International

OM 403: OPERATIONS RESEARCH APPLICATIONS

On completion of the course the students will be able to

CO1 Classify linear programming, goal programming and non-linear programming

Apply non-linear programming, goal programming, dynamic programming and non-linear

CO2 programming

CO3 Analyze linear and non-linear programming

CO4 Apply data envelopment analysis, Marcov chain, Forecasting and Queing Theory

CO5 Evaluate data envelopment analysis, queing theory, Markov Chains and Forecasting
MODULE I:

1. Linear Programming: Revised simplex method, dual simplex

method, introduction to Lingo software.[4L]

2. Integer Linear Programming: Gomory’s cutting plane method,

branch & bound method, vehicle routing problems[6L]

3. Goal Programming: Difference between linear programming &

goal programming approach, model formulation – single goal with
multiple sub goals and equally ranked multiple goals, graphical
solution, modified and alternative simplex method [6L]

4. Dynamic Programming: Developing Optimal Decision Policy,

Dynamic Programming under Certainty and Dynamic
Programming Approach for solving Linear Programming
Problem.[4L]

MODULE II:

5. Non Linear Programming Models: The general non-linear

programming model, graphical solution, quadratic programming –
Kuhn Tucker conditions, Wolfe’s modified simplex method,
Beale’s method, applications of quadratic programming.[6L]

6. Staff transfers problem: Two stage supply chain distribution problem.[2L]

7. Queuing Theory: Structure of a queuing system and performance

measures, probability distributions in queuing theory, solution of
queuing models.[2L]

8. Markov chains and forecasting: Steady state equilibrium, study

of switching behaviour of customers between brands, absorbing
 states and accounts receivable applications, application to the study
of click stream data.[6L]

9. Introduction to Data Envelopment Analysis (DEA) [2L]

10. Case Studies[2L]

Suggested Readings:

1. Sharma, J.K., Operations Research: Theory and Application, Macmillan.

2. Taha, Hamdy A., Operations Research: An Introduction, Pearson Education.

3. Kalavathy, S., Operations Research, Vikas Publishing.

4. Hillier, F.S., Lieberman, G.J., Nag, B., & Basu P.,

Introduction to OperationsResearch, McGraw Hill Education.\
5. Rardin, Ronald L., Optimization in Operations Research, Pearson Education.

OM 404: SUPPLY-CHAIN ANALYTICS

On Compleion of the course the students will be able to

Explain better supply chain visibility

CO1

Develop data-driven rules to manage volatility

CO2

Plan inventory flow of goods and services

CO3

Forecast demand, predict and monitor supply and replenishment policies

CO4

Analyze and Model supply chains

CO5

MODULE I:
1. Introduction: Overview of supply chain, analytics and supply chain analytics,
 supply chain decisions, purchasing and e-commerce in supply chain, types of
supply chain.

2. Supply chain metrics: Definition, key metrics – cash to cash cycle time,
perfect order measurement, customer order cycle time, fill rate, supply
chain cycle time, freight bill accuracy, freight cost per unit, inventory
turnover, inventory days of supply, days sales outstanding, on time
shipping rate, average payment period, gross margin return on
investment.[2L]

3. Integrated models for facility location selection and capacity allocation: p-

Median location models, fixed charge location-allocation models, gravity
models, locating plants and warehouses simultaneously, location and
allocation in multiple stages.[6L]

4. Facilities layout: Heuristic algorithm.[2L]

5. Production planning decisions: Aggregate planning in a supply chain –

role of aggregate planning in a supply chain, aggregate planning strategies,
role of IT in aggregate planning in a supply chain, aggregate planning in
practice. Tools and methods for aggregate planning – graphical approach,
tabular method, linear programming, transportation problem, dynamic
programming.[8L]

MODULE II:

6. Production control decisions: Scheduling – shop loading and sequencing,

branch and bound algorithm, heuristics, line balancing, JIT, TOC.[4L]

7. Resource planning and control: Deterministic inventory models – EOQ,

EBQ, quantity discounts, and multiple items inventory models,
buffer/safety stock model, intentional shortages. Probabilistic inventory
models (lot sizing for time varyingdemand), periodic review model.[6L]
 8. Quality planning and control models: Overview on application of SQC,
SPC, TQM and TPM [2L]

9. Designing automated dashboards with relevant KPIs for production

planning and control, resource planning and control, material planning and
control, capacity planning and control, quality planning and control and
distribution system optimization.[4L]

10. Numerical examples and case studies[4L]

Suggested Readings:

1. Chopra,S., Meindl, P., VirKalra, D., Supply Chain

Management: Strategy, Planningand Operation, Pearson.
2. Srinivasan, G., Quantitative Models in Operations and Supply
Chain Management,PHI.
3. Ravi Ravindran, A., Warshing Jr., D.P., Supply Chain
Engineering, Models and Applications, CRC Press, Taylor and
Francis Group.
4. Mathirajan, M., Rajendran, C., Sadagopan, S., Ravindran, A., &
Balasubramanian, P. (Eds.), Analytics in Operations/Supply
Chain Management, I.K International Publishing House Pvt. Ltd.
5. Krajewski, L.J., Malhotra, M.K., Ritzman, L. P., & Srivastava,
S.K., Operations Management: Processes and Supply Chains,
Pearson.
6. Palekar, A. & Shiralkar, S.W., Supply Chain Analytics with
SAP NetWeaver Business Warehouse, Tata McGraw Hill.

OM 405: MANAGEMENT OF MANUFACTURIN SYSTEM

On Completion of the Course the students will be able to

CO1 Explain basic concepts of manufacturing systems

CO2 Apply the concepts of manufacturing systems design

CO3 Apply the concepts of synchronous manufacturing in given situations
CO4 Apply the concepts of Just-in-Time manufacturing systems in given situations
CO5 Analyze the design of cellular manaufacturing layout

MODULE I:

1. Manufacturing systems: Types and process mapping,

manufacturing process planning – definition, scope and elements,
functions of manufacturing managers, manufacturing concept
planning, requirements of good manufacturing and assembly lines,
layout planning and analysis.[6L]

2. Group technology/cellular manufacturing I: Definition, objectives,

cell formation, methods and production flow analysis.[2L]

3. Group technology/cellular manufacturing II: Layout design for

cellular manufacturing, operator allocation, sequencing and
scheduling of cellular manufacturing systems, set-up time
reduction to enhance cell performance and flexibility definition,
objectives, cell formation, methods and production flow
analysis.[6L]

4. Just In Time (JIT systems): Overview, principles and benefits,

elements of JIT, design and improvement aspects of JIT, role of
suppliers in JIT, Kanban systems – definition and principles, types
of Kanban – single card and two card Kanban, push and pull
concepts of kanban, constant work–in–process (CONWIP) –
concept and comparison with Kanban system.[6L]

MODULE II:

5. Synchronous manufacturing: Definition, operation planning and

control based on Theory of Constraints, measures of performance,
constraints in manufacturing system, Drum-Buffer-Rope (DBR)
methodology, Flexible Manufacturing Systems (FMS) – meaning,
components and types, conceptual model of FMS, applications of
 FMS.[8L]

6. Agile manufacturing: Concept, advantages, similarities and

differences with lean manufacturing, le-agile manufacturing
systems.[2L]

7. Green manufacturing: Importance, methodology and applications.[2L]

8. Intelligent manufacturing systems: Industry 4.0: First to fourth

industrial revolutions, objective of Industry 4.0, Cyber Physical
Systems (CPS) and Cyber- Physical Production Systems (CPPS),
introduction to Artificial Neural Network (ANN).[4L]

9. Case Studies[4L]

Suggested Readings:
1. Mahadevan, B., Operations Management – Theory and Practice, Pearson.

2. Chase, R.B., Shankar, R., & Jacobs, F.R., Operations and

Supply Chain Management,McGraw Hill Education.
3. Ohno, T. & Mito, S., Just-in-Time for Today and Tomorrow, Productivity
Press

4. Cheng, T.C.E., & Podolsky, S., Just-in-Time Manufacturing:

An Introduction,Chapman & Hall
5. Irani, S.A. (Editor), Handbook of Cellular Manufacturing Systems,
John Wiley &Sons
 OM 406: SOURCING MANAGEMENT
On Completion of the course the students will be able to

CO1 Explain conceptual knowledge about the procurement and sourcing management

CO2 Understanding of laws of Procurement

CO3 Understand and Apply the processes of sourcing management

CO4 Analyze competency to vendor selection and rating

CO5 Analyze the importance of effective sourcing

MODULE I:

1. Introduction: Importance of sourcing, sourcing objectives,

purchasing policy and procedures – policy overview, purchasing
procedural areas.[2L]

2. Strategic sourcing: Category strategy development, supplier

scorecards, supplier relationship management, types of supply
management strategies[4L]

3. Sourcing cost management: price analysis, cost analysis

techniques, Total Cost of Ownership (TCO) model.[2L]

4. Supplier evaluation and selection: Need for supplier selection,

identification of potential supply sources, supplier evaluation
criteria, supplier risk management, capabilities of suppliers,
supplier financial analysis and stability, supplier rating.[6L]

5. Sourcing tools and techniques: Learning curve analysis, value

analysis/valueengineering, quantity discount analysis, process
 mapping.[4L]

6. Global sourcing: Overview, objectives and barriers, types of

intermediaries and organization for global sourcing, cultural issues,
language and communication differences, legal systems, factors
driving successful global sourcing programs, future global
sourcing trends.[2L]

MODULE II:

7. Negotiations: Importance, framework, planning, power in

negotiation, negotiation tactics, impact of electronic media on
negotiations.[4L]

8. Contract management: Overview, elements of a contract, framing

a contract, types of contracts – fixed price and cost based contracts,
long term contracts, settling contractual disputes – legal
alternatives, arbitration and other forms of conflict resolution[4L]

9. Supply performance measurement and evaluation: Objectives,

categories of purchasing and supply chain measures, developing a
performance measurement and evaluation system, performance
benchmarking.[6L]

10. Emerging sourcing trends: Corporate social responsibility,

environment andsustainability, E-sourcing and its benefits, green
sourcing.[2L]

11. Case Studies[4L]

Suggested Readings:

1. Handfield, R.B., Monczka, R.M., Giunipero, L.C., &

Patterson, J.L., Sourcing andSupply Chain Management,
Cengage Learning.
 2. Baily, P., Farmer, D., Crocker, B., Jessop, D., & Jones, D.,
Procurement Principles andManagement, Pearson Education.
3. Johnson, P. F., & Flynn, A.E., Purchasing and Supply Management,
McGraw Hill.

4. Gopalakrishnan, P., Purchasing and Materials

Management, McGraw Hill Education.
5. Panneerselvam, R., Production and Operations Management, Prentice Hall
India.

6. Sharif, Materials and Purchase Management: Theory and Practice, NarosaPub

ELECTIVE PAPERS
SPECIALIZATION: HUMAN
RESOURCEMANAGEMENT

HR401: MANPOWER PLANING, RECRUITMENT AND

SELECTION

On completion of this course, the students will be able to

CO1 Plan the effective deployment of human resource in the organization

CO2 Make use of various methods and techniques HR demand forecasting

CO3 Classify the factors that affect manpower planning

CO4 Examine different HR Audit methods for the effective utilization of human
resources inthe organization evaluate various recruitment and selection
strategies for onboarding
employees in the organization

MODULE I:

1. Manpower Planning: Concept, Benefits, Types of manpower

planning, Macro Level Scenario of manpower planning, Factors
affecting manpower planning, Process of manpower planning,
barriers, requisites for successful manpower planning. [4L]

2. Methods and Techniques: Demand Forecasting : Managerial

judgement, Ratio- Trend Analysis, Work Study Techniques, Delphi
Technique, Regression Analysis, New Venture analysis, Markov
Analysis, Supply Forecasting : Analysis of existing Manpower,
Analysis of internal supply; inflows and outflows, turnover rate,
productivity level, movement among jobs, Analysis of external
supply, Balancing Supply & Demand, Issues of Shortage and
Surplus. [8L]

3. Job Analysis & Job Evaluation: Job Analysis - Concepts,

Process, Job Description, Job Specification, Uses, Limitations; Job
Evaluations – Concepts, Methods, Uses, Limitations [4L]

4. Human Resource Information System (HRIS): Understanding

HRIS, its objectives, HRIS Framework, Benefits, Trends. [2L]

5. HR Audit, HR Accounting [2L]

 MODULE II:
6. Manpower Plan Implementation Strategies: Recruitment,
Redeployment, Downsizing Plan, Retention Plan, Training Plan,
Career Plan, Succession Plan, Compensation Plan [4L]

7. Strategic Manpower Planning: Concepts, objectives, SMP

Process, Tools, Evaluation, Balanced Score Card, HR Dash
Boards, HR score card. [4L]

8. Recruitment and Selection: Concepts, Factors influencing

recruitment, reservation rules, resettlement and rehabilitation rules,
policy and programmes in Public Sector, Private Sector, MNCs,
Government Establishments, Educational Institutions, Health Care
& Hospitals, Process of Recruitment, Sources of Recruitment,
alternatives to recruitment, The New Techniques: Web, Social
Media, Mobile, Recruitment Issues in Core sector, Service sector
and IT sector.
Selection: Meaning, use of selection for competitive advantage,
Selection Process- Tests, types of tests, Group Discussions,
Interviews, types of interviews, Common Interview Problems,
Assessment Centres, Gamification, Physical fitness tests, Hiring
Decisions, Barriers to effective selection, Evaluation of selection
process, making selection effective, Outsourcing-gains, problems,
issues.[8L]

9. Case Studies [4L]

Suggested Readings:

1. Turner, Paul : HR Forecasting and Planning, Jaico Publishing House

2. Armstrong, Michael: A Handbook of Personnel Management Practice,

Kogan Page ,London

3. Dessler,Gary : Human Resource Management, Pearson Education

 4. Aswathappa, K : Human Resource Management, Tata McGraw Hill

5. Pattanayek, B : Human Resource Management, PHI

6. Saiyadain, M.S: Human Resource Management : Tata McGraw Hill

HR 402: EMPLOYEE RELATIONS & LABOUR LAWS

On Completion of the course the students will be able to

CO1 Define terminologies used in IR and labour laws

CO2 Understand the importance of employee relations in an organization

CO3 Apply the knowledge in day day work

CO4 Analyze situations and find out solutions

CO5 Evaluate from time to time, the relationship to take corrective action.

MODULE I:

1. Employee Relations Management (ERM): Overview, Tools,

Core Issues ,ERM in multi union situations in Core Sector, ERM in
Service & IT Sector , Strategic ERM- Strategy and Employment
Policies, Future Challenges, Performance Management Services,
Involvement and Commitment as Competitive Advantages, The
Psychological Contract: Interest and Expectations, HR
Infrastructure, Employee Surveys [4L]

2. Industrial Relations: Overview, importance, Approaches to IR,

Parties to IR, System Model of IR, Industrial Employees of India,
Problems of Industrial Workers (absenteeism, commitment, Work
Ethics), Contemporary Issues in Employee Relations [4L]

3. Employee Discipline: Types, Misconduct, Disciplinary Action,

Disciplinary Enquiry and Procedures, Grievance Handling and
 Redressal. [2L]

4. Collective Bargaining: Theories, Prerequisites, Process,

Negotiating Skills and Strategies, Agreement – content, Validity,
Implementation, Productivity Bargaining, Growth of Collective
Bargaining in India. [2L]
5. Trade Unionism in India : Introduction, Trade Unions, Reasons
for Joining Trade Unions, Types and Functions of Trade Unions,
Type of Trade Union Agitations, Trade Unions in India and its
Problems, Employers’ Organizations in India, Managerial
Associations. [2L]

6. Employee Welfare and Employee Participation: Concept,

Purpose, Statutory and Non-Statutory Provisions, ILO Conventions
and its application in India. Meaning of Employee Participation and
Empowerment, Advantages, Employee Participation in India-
WPM, EPM, Quality Circles- Concept and Practices in India [4L]

MODULE II:

7. Legal Framework: Evolution of Labour Laws in India [2L]

8. Laws relating to Establishment: Factories Act, 1948; Plantations

Labour Act, 1951; Mines Act, 1952; Shops & Establishment Act.
[4L]

9. Laws relating to Wages: Payment of Wages Act, 1936; Minimum

Wages Act, 1948; Payment of Bonus Act, 1965; Equal
Remuneration Act, 1976. [2L]

10. Laws relating to Industrial Relations : Trade Unions Act, 1926;

Industrial Employment (Standing Orders) Act, 1946; Industrial
Disputes Act, 1947; [4L]

11. Laws relating to Social Security – Employees’ Compensation Act,

 1923; Employees’State Insurance Act, 1948; Employees’ Provident
Funds & Misc. Provisions Act, 1952; Maternity Benefit Act, 1961;
Contract Labour (Regulations and Abolitions) Act, 1970; Payment
of Gratuity Act, 1972, The. Protection of. Human Rights Act, 1993,
The Sexual Harassment of Women at Workplace (Prevention,
Prohibition and Redressal) Act, 2013 . [6L]

12. Case Studies [4L]

Suggested Readings:
1. Agarwal, S.L. : Labour Relations in India, McMillan

2. Pathak, A : Legal Aspects of Business, Tata McGraw Hill

3. Samant, S.R. & Dongle, B.N. (eds). CLR’s Yearly Labour Digest, Dwivedi

4. Srivastava, S.C. : Labour Law in Factories, Mines, Plantations etc., Prentice

Hall

5. Labour Laws: Taxman Publications

6. Labour Laws in India : P.L. Malik

HR 403: COMPENSATION AND BENEFITS

MANAGEMENT
On Completion of the course the students will be able to

CO1 Define terminologies used in IR and labour laws

CO2 Understand the importance of employee relations in an organization

CO3 Apply the knowledge in day day work

CO4 Analyze situations and find out solutions

CO5 Evaluate from time to time, the relationship to take corrective action.

MODULE I:

1. Employment: Policy and Programmes, Reservation Rules,

Employment of Women and Dependents, Employment of Land
Oustees - Provisions and Practices under the relevant Act and
 statutory provisions [6L]

2. New Employment Practices: Outsourcing, Contingent Workers, Employee

Leasing [4L]

3. Labour Market: Concept, Broad Types of Labour Market [2L]

4. Employment of Contract Labourers: Provisions and Practices

under the relevant Act [4L]

MODULE II:

5. Concept of Wage and Compensation: Minimum Wage, Fair

Wage, Living Wage, Wage Policy, Wage/Salary, Real Wage,
Components of Wages: Basic, Dearness Allowances, House Rent
Allowances, City Compensatory Allowance, Other Allowances,
Wage Fixation, Pay for different types of employees, Managerial/
Executive [Link] Administration - Pay Roll
Management, Deductions etc [6L]

6. Dearness Allowance: Methods of DA payment, Consumer Price

Index, Neutralization [2L]

7. Productivity and Wages: Productivity Bargaining, Incentive

Payments, Productivity Linked Bonus, Incentives –Individual &
Group, Case Studies on Productivity Bargaining, Reward strategy
[4L]

8. Employee Benefits: Statutory & Voluntary Benefits - Fringe

Benefits , Retirement Benefits – Provident Fund, Gratuity, Pension,
Medical Insurance; ESOP, fundamentals of Computations of
taxable income, overtime, etc Reward Management, team rewards
& psychological contract [6L]
 9. Employee Welfare and Working Conditions: Statutory and
voluntary measures. [2L]

10. Case Studies [4L]

Suggested Readings:

1. Belcher, D.W.: Wage and Salary Administration, Practice Hall

2. Mondy, R.W. & Noe, R.M. : Human Resource Management, Pearson

3. Raynolds, G.L. : Labour Economics & Labour Relations, Practice Hall

4. Sarma : Understanding Wages in India,

5. Govt. of India : Report on National Commission on Labour (1 st 1969, 2nd 2002)

6. ILO : Payments by Results

HR 404: PERFORMANCE MANAGEMENT SYSTEMS

On Completion of the Course the Students will be able to

CO 1 Identify various challenges of performance management system in the

organization
CO 2 Develop an effective performance management system applicable in the
organization
CO 3 Plan effective monitoring method for performance management

CO 4 Classify various financial and non-financial reward system for

managing effectiveperformance of the employees
CO 5 Measure various drivers of employee engagement for the benefit of
organization

MODULE I:

1. Performance Management: Overview, principle, measuring

performance versus measuring action, contribution of Performance
 management to competitive advantage, difference between
Performance Management and Performance Appraisal,
Performance Management Process, Challenges of PMS, Managing
team performance. [6L]

2. Performance planning: Role/job description, key result areas, key

activities, goal setting, performance agreement. [2L]
3. Monitoring: Performance monitoring and feedback, Identifying
problems, providing support. [2L]

4. Developing: Capability, willingness, work environment,

technology, systems, group dynamics, Quality of supervision. [2L]

5. Performance Appraisal: Meaning, objective. Appraisal Process,

Issues in appraisal design. Appraisal Methods – Traditional
methods, Modern Methods: Management By Objectives (MBO),
Assessment Centres, 360 degree Feedback. Designing KRA based
performance appraisal system, Problems of Rating, Appraisal
Interview, Archiving and Use of appraisal data, Legal issues
associated with Performance appraisal [8L]

MODULE II:

6. Potential Appraisal: Concept, objectives. Potential Appraisal

system, requirements of an effective system. Performance
Appraisal and Potential Appraisal. [2L]

7. Reward management: meaning, importance, objectives. Reward,

recognition, financial and non-financial rewards, performance pay,
competency-based pay, Reward management process. [4L]

8. Competency Mapping: Concept, objectives, benefits, Process of

Competency mapping. Identifying competency levels, developing
competency maps for different positions. [4L]
 9. Employee Engagement: Meaning, Nature, Types, Drivers of
engagement, Benefits Of engagement, measurement of employee
engagement. [2L]

10. Balance Scorecard: Balance Scorecard approach to PMS, HR

score card, Malcom Baldrige business excellence model. [4L]

11. Case Studies [4L]

Suggested Readings:

1. Armstrong, Michael: A Handbook of Personnel Management Practice,

Kogan Page

,London

2. Armstrong, Michael: Armstrong’s Handbook of

Strategic Human ResourceManagement,
Kogan Page
3. Dessler,Gary : Human Resource Management, Pearson Education

4. Aswathappa, K : Human Resource Management, Tata McGraw Hill

5. Pattanayek, B. : Human Resource Management, PHI

6. Saiyadain, M.S : Human Resource Management : Tata McGraw Hill

ELECTIVE PAPERS
SPECIALIZATION: BUSINESS ANALYTICS

BA 401: DATA VISUALIZATION FOR MANAGERS

On Completion of the course the students will be able to

CO1 Explain basic concepts of data visualization for managers

CO2 Apply the data warehousing techniques for real world problem

CO3 Apply the algorithm of data warehousing techniques of real problem

CO4 Apply the data set which is more suitable for data warehousing

CO5 Analyze the data set behaviour on applying data warehousing

MODULE I:

1. Overview of Data Visualization & Web Technologies- Visualize

Data, Scalable Vector Graphics and Cascading Style Sheets, java
script, vizhub., Making a Face with [Link]. [6L]

2. Shapes of Data-Data and Tasks, Loading and Parsing Data with [Link] [4L]

3. Marks and Channels-Encoding Data with Marks and Channels,

Rendering Marksand Channels with [Link] and SVG, D3 Scales,
Creating a Scatter Plot with [Link] [6L]

4. Common Visualization Idioms-Reusable Dynamic

Components ,Bar Chart, Vertical& Horizontal, Pie Chart and
Coxcomb Plot, Line Chart, Area Chart [4L]

MODULE II:

5. Visualization of Spatial Data- Networks, and Trees, Making

Maps, VisualizingTrees and Networks, Using Color and Size in
Visualization [4L]

6. Encoding Data- Encoding using Color, Encoding using Size,

Stacked & Grouped BarChart, Stacked Area Chart & Stream
graph, Line Chart with Multiple Lines. [6L]

7. Interaction Techniques-Interaction with Unidirectional Data

Flow, UI elements tocontrol a scatter plot, Panning and Zooming
on a Globe, tooltips [4L]

8. Multiple Linked Views-Small Multiples, Linked Highlighting

with Brushing,Linked Navigation: Bird's Eye Map [2L]
 9. Data Reduction-Histograms, Aggregating Data with Group-By,
Hexbin Mapping,Cross filtering [2L]

10. Case Studies [2L]

Suggested Readings:

1. Scott Murray: Interactive Data Visualization for the Web - 2nd Edition

2. Elijah Meeks: [Link] in Action - 2nd Edition

3. Jacques Bertin: Semiology of Graphics

4. Leland Wilkinson: The Grammar of Graphics

5. Hadley Wickham: ggplot2 Elegant Graphics for Data Analysis

BA 402: BIG DATA TECHNOLOGY

On Completion of the course the students will be able to

CO1 Explain basic concepts on big data technology

CO2 Apply the big data technology on given data set

CO3 Apply the big data technology on real life problem

 CO4 Apply the big data technology on the appropriate data set

CO5 Analyze the data set using big data technology

MODULE I:

1. Overview of Big Data: History of big data, elements of big data,

career related knowledge in big data, advantages, disadvantages,
structured and unstructured data. [6L]

2. Using Big Data in Businesses: Use of Big Data in Marketing,

Finance, HR, Production and Supply Chain Management. [8L]

3. Technologies for Handling Big Data: Introduction to Hadoop,

functioning of Hadoop, Cloud computing (features, advantages,
applications), Application Data store (NOSQL, OLAP. [6L]

MODULE II:

4. Understanding Hadoop Ecosystem: Pig: Introduction to PIG,

Execution Modes of Pig, Comparison of Pig with Databases,
Grunt, Pig Latin, User Defined Functions, Data Processing
operators. Hive: Hive Shell, Hive Services, Hive Meta store,
Comparison with Traditional Databases, Hive QL, Tables,
Querying Data and User Defined Functions. Hbase: HBasics,
Concepts, Clients, Example, Hbase versus RDBMS. Big SQL :
Introduction [8L]

5. Hadoop Distributed File System: The Design of HDFS, HDFS

Concepts, Command Line Interface, Hadoop file system interfaces,
Data flow, Data Ingest with Flume and Scoop and Hadoop archives,
Hadoop I/O: Compression, Serialization, Avro and File-Based Data
structures. [6L]

6. NoSQL Data Management: NoSQL including document

 databases, Graph Database,Schema less database, CAP Theorem
[4L]

7. Case Studies [2L]

Suggested Readings:

1. Zomaya and Sakr: Handbook of Big Data Technology

2. Sumit Gupta: Real time Big Data Analytics Book.

3. E. Siegel: Predictive Analytics: The Power to Predict Who Will Click, Buy,
Lie, or Die

4. A. Maheshwari: Data Analytics Made Accessible

5. J. W. Foreman: Data Smart: Using Data Science to Transform

Information intoInsight
6. V. Mayer-Schönberger and K. Cukier: Big Data: A Revolution
That Will Transform How We Live, Work, and Think

BA 404: DATA MINING

On Completion of the course the students will be able to

CO1 Explain the basic concept of data mining

CO2 Apply the data mining tools on given data set
C03 Apply data mining algorithm on iris data set
CO4 Apply the classification and clustering on data set

CO5 Analyze the corresponding data set using data mining tools

MODULE I:

1. Statistical Methods: Definition and scope of Statistics, concepts of

statistical population and sample. Data: quantitative and qualitative,
attributes, variables, scales of measurement nominal, ordinal,
interval and ratio. Presentation: tabular and graphical, including
histogram and ogives, consistency and independence of data with
 special reference to attributes. [6L]

2. Probability and consequences: Classical and axiomatic

definitions, Law of total probability, Conditional probability,
Bayes' theorem and applications. Discrete and continuous random
variable [8L]

3. Distribution: functions and their properties. Standard discrete and

continuous probability distributions - Bernoulli, Uniform, Binomial,
Poisson, Geometric, Rectangular, Exponential, Normal. Random
vectors, Joint and marginaldistributions, Conditional distributions,
Distributions of functions of random variables [6L]

MODULE II:

4. Measures of Central Tendency: mathematical and positional.

Measures of Dispersion: range, quartile deviation, mean deviation,
standard deviation, coefficient of variation, Moments, absolute
moments, factorial moments, skewness and kurtosis, Sheppard’s
corrections. [6L]
5. Hypothesis testing: Estimation and sampling techniques [4L]

6. Sampling distributions: sample mean, sample variance, t, chi-

square and F tests of significance based on them, Small sample
tests [8L]

7. Case Studies [2L]

Suggested Readings:

1. Goon-Gupta-Dasgupta: Outline of Statistics 1 and 2, The World Press

2. Gupta and Kapoor: Fundamentals of Mathematical Statistics, Sultan Chand

& Sons
 3. Amir Aczel: Complete Business Statistics

4. Levin R.I. and Rubin D.S: Statistics for Management, Prentice

Hall of India Pvt. Ltd.,New Delhi,.
5. Srivatsava TN, Shailaja Rego: Statistics for Management, Tata McGraw
Hill,.

6. Anand Sharma, Statistics for Management, Himalaya Publishing House.

BA 405: DATA ANALYTICS USING PYTHON

On Completion of the course the students will be able to

CO1 Explain variables, expressions, statements, conditions and operations, data structures used in Python.

CO2 Illustrate the Object-Oriented Programming concepts applicable to Python.

CO3 Apply in-built functions to solve various business related situation for faster decision making.

CO4 Distinguish various exception handling modules and outcomes of regular expression.

CO5 Build user-defined function to solve various business related situation for faster decision making.

MODULE I:

1. Introduction to Data Mining: data mining, Related technologies -

Machine Learning, DBMS, OLAP, Statistics ,Data Mining
Goals ,Stages of the Data Mining Process, Data Mining
Techniques, Knowledge Representation Methods, Applications
[4L]

2. Data Warehouse and OLAP: Data Warehouse and

DBMS ,Multidimensional data model, OLAP operations [2L]

3. Data Preprocessing: Data cleaning, Data transformation, Data

reduction, Discretization and generating concept hierarchies,
Installing Weka 3 Data Mining System [4L]
 4. Data Mining Knowledge Representation: Task relevant data,
Background knowledge, Interestingness measures, Representing
input data and output knowledge, Visualization techniques,
Experiments with Weka- visualization [6L]

5. Attribute-Oriented Analysis: Attribute generalization, Attribute

relevance, Classcomparison, Statistical measures [4L]

MODULE II:

6. Data Mining Algorithms I: Association rules, Motivation and

terminology, Generating item sets and rules efficiently, Correlation
analysis [4L]
7. Data Mining Algorithms II: Classification, Basic learning/mining
tasks, Inferring rudimentary rules: 1R algorithm, Decision trees,
Covering rules [6L]

8. Data Mining Algorithms III: Prediction, The prediction task,

Statistical (Bayesian) classification, Bayesian networks, Instance-
based methods (nearest neighbor), Linearmodels [4L]

9. Clustering: Basic issues in clustering , conceptual clustering

system, Partitioning methods: k-means, expectation maximization
(EM) ,Hierarchical methods: distance- based agglomerative and
divisible clustering ,Conceptual clustering: Cobweb [4L]

10. Case Studies [2L]

Suggested Readings:

1. Cristianini N. and Shawe-Taylor J.: An Introduction to Support

Vector Machines andOther Kernel-based Learning Methods,
Cambridge University Press, 2000.
2. Hand D., Mannila H. and Smyth P.: Principles of Data Mining, MIT Press,
 2001.

3. Langley P.: Elements of machine learning, Morgan Kaufmann Publishers,

1996.