1

SCHOOL of MANAGEMENT
Dwarka Doss Goverdhan Doss Vaishnav College (AUTONOMOUS)









M B A

(NEW Curriculum, Syllabus, effective from 1ULY - 2009)













Arumbakkam, Chennai 600 106

Phone - 91-44-2475 0162

Web site : www.dgvcmba.com







2

Program structure for MBA (Full Time)

FIRST SEMESTER

Course Code Course Title Dept. L T P C
MBA-101 MANAGEMENT PROCESS and ORGANIZATIONAL
BEHAVIOUR
MBA 3 - 1 4
MBA-102 STATISTICS FOR MANAGEMENT MBA 3 - 1 4
MBA-103 ECONOMICS FOR MANAGERS MBA 4 - - 4
MBA-104 ACCOUNTING FOR MANAGERS MBA 3 - 1 4
MBA-105 LEGAL SYSTEMS IN BUSINESS MBA 3 - 1 4
MBA-106 MARKETING MANAGEMENT MBA 3 - 1 4
MBA-S-101 SOFT SKILLS-I MBA 2 - 1 2

SUB-TOTAL 21 - 6 26



SECOND SEMESTER

Course Code Course Title Dept. L T P C
MBA-201 HUMAN RESOURCES MANAGEMENT MBA 3 - 1 4
MBA-202 RESOURCE MANAGEMENT TECHNIQUES MBA 3 - 1 4
MBA-203 OPERATIONS MANAGEMENT MBA 3 - 1 4
MBA-204 FINANCIAL MANAGEMENT MBA 3 - 1 4
MBA-205 RESEARCH METHODOLOGY MBA 3 - 1 4
MBA-206 MANAGEMENT INFORMATION SYSTEMS MBA 3 - 1 4
MBA-207 INTERNATIONAL BUSINESS MANAGEMENT MBA 3 - 1 4
MBA-S-201 SOFT SKILLS-II(Advanced Language &
Communication)
MBA 2 - 2
SUB-TOTAL 23 - 7 30




SUMMER INTERNSHIP ( 6 weeks )



Course
Code
Course Title Dept. L T P C
MBA-299 Summer Project MBA 0 0 0 2
SUB-TOTAL 0 0 0 2


3

Program structure for MBA (Full Time)


THIRD SEMESTER




FOURTH SEMESTER
















Course Code Course Title Dept. L T P C
MBA-301 STRATEGIC MANAGEMENT MBA 3 - 1 4
MBA-302 ENTREPRENEURSHIP MBA 3 - 1 4
ELECTIVE - 1 MBA 3 - 1 3
ELECTIVE -2 MBA 3 - 1 3
ELECTIVE-3 MBA 3 - 1 3
ELECTIVE -4 MBA 3 - 1 3
MBA-S-301 SOFT SKILLS MBA 2 - 1 2
SUB-TOTAL 20 - 7 22
Course
Code
Course Title Dept. L T P C
ELECTIVE -5 MBA 3 - 1 3
ELECTIVE - 6 MBA 3 - 1 3
MBA-S-401 SOFT-SKILLS MBA 2 - 1 2

MBA-499 MAJOR Project MBA 0 0 0 10
SUB-TOTAL 18
L T P C
GRAND-TOTAL 98


4

LIST of ELECTIVES for MBA (Full Time)







Course
Code
Course Title Dept. L T P C
FINANCE
FN-301 INVESTMENT MANACEMENT MBA 3 0 1 3
FN-302 FINANCIAL SEFVICES MBA 3 0 1 3
FN-303 FKINC CAPITAL MANACEMENT MBA 3 0 1 3
FN-304 CFPFATE FINANCE MBA 3 0 1 3
FN-305 FINANCIAL DEFIVATIVES MBA 3 0 1 3
FN-306 FISK MANACEMENT AND INSUFANCE MBA 3 0 1 3
FN-307 CFPFATE TAXATIN MBA 3 0 1 3
FN-308 MEFCEFS , ACQUISTIN AND CFPFATE
FESTFUCTUFINC
MBA 3 0 1 3
FN-309 FINANCIAL MAFKETS MBA 3 0 1 3
MAFKETINC
MKT-301 SEFVICES MAFKETINC MBA 3 0 1 3
MKT-302 CNSUMEF DEHAVIUF MBA 3 0 1 3
MKT-303 INTECFATED MAFKETINC CMMUNICATIN MBA 3 0 1 3
MKT-304 PFDUCT AND DFAND MANACEMENT MBA 3 0 1 3
MKT-305 FETAIL MANACEMENT MBA 3 0 1 3
MKT-306 INTEFNET MAFKETINC MBA 3 0 1 3
MKT-307 STFATECIC MAFKETINC MANACEMENT MBA 3 0 1 3
MKT-308 SALES MANACEMENT MBA 3 0 1 3
MKT-309 STFATECIC AND ANALYTIC CFM MBA 3 0 1 3
SYSTEMS
SYS-301 FELATINAL DATADASE MANACEMENT SYSTEM MBA 3 0 1 3
SYS-302 ECMMEFCE TECHNLCY AND MANACEMENT MBA 3 0 1 3
SYS-303 DECISIN SUPPFT SYSTEM MBA 3 0 1 3


5

Course Code Course Title Dept. L T P C
HFM
#-301 INDUSTFIAL FELATINS MBA 3 0 1 3
#-302 HUMAN FESUFCES DEVELPMENT MBA 3 0 1 3
#-303 FCANIZATINAL DEVELPMENT MBA 3 0 1 3
#-304 TFAININC AND HUMAN PEFFFMANCE
ENHANCEMENT
MBA 3 0 1 3
#-305 LEADEFSHIP AND FCANIZATINAL
EFFECTIVENESS
MBA 3 0 1 3
#-306 STFATECIC HUMAN FESUFCE
MANACEMENT AND DEVELPMENT
MBA 3 0 1 3
#-307 CMPENSATIN MANACEMENT

MBA 3 0 1 3
#-308 KNLEDCE MANACEMENT MBA 3 0 1 3
#-309 LADUF LECISLATINS MBA 3 0 1 3
INTEFNATINAL DUSINESS MANACEMENT
#-310 CLDAL HUMAN FESUFCE MANACEMENT MBA 3 0 1 3
MKT-310 CLDAL MAFKETINC MBA 3 0 1 3
FN-310 INTEFNATINAL FINANCIAL MANACEMENT MBA 3 0 1 3
SUPPLY CHAIN MANACEMENT $
$M-301 LOGISTICS MANAGEMENT MBA 3 0 1 3
$M-302 MANAGING COSTS in SUPPLY CHAIN MBA 3 0 1 3
$M-303 MANAGING THE GLOBAL SUPPLY CHAIN MBA 3 0 1 3




















6

1. MANAGEMENT PROCESSES AND ORGANIZATIONAL BEHAVIOUR

Course Code: MBA-101


Objectives

A study oI this course will help in understanding management principles and why employees
behave the way they do, and also thereby predict how they are going to behave in the Iuture. It is
important to understand the diversity oI societal culture and its bearings on the culture oI an
organization. The teamwork theories oI organizational behaviour are essential tools in the hands oI
any manager. II implemented well, the organizational behaviour principles help in enhancing the
overall perIormance oI the organization.

Contents:

1. Management deIined Organizational hierarchy Planning Organizing- Methods oI grouping
activities Directing -Optimum span-Communication-Co-ordination Concept oI control
2. Organisational Behaviour : Scope and Processes, The Changing Context, Societal Culture and
Organisations, The Positive Perspective

3. The Individual Processes Learning, Motivational, Perceptual, Attributional,
Personality, Attitudes.

4. The Interpersonal Processes Interpersonal Styles, role and role eIIectiveness, work motivation,
stress, leadership and decision making .

5. EIIective Teams, ConIlict Management , Culture and Climate, Organisation change and
Development

Note : Psychometric instruments should be used Ior 3,4 & 5 to enable the students to carry out an
objective SelI Appraisal .

Reference Books:

1. K.Awathappa, Organisation Behaviour Text,Cases and Games, , Himalaya Publishing House.
2. Fred Luthans, Organisation Behaviour, McGraw Hill
3. Hell Riegel, Slocum and Woodman, Organisation Behaviour, South Western, Thomson
Learning, 9
th
Edition,
4. R.S. Dwivdi, Human Relations and Organizational Behaviour, Mc Millan India Ltd., 5
th
Edition.
5. Staw, B.M. Psychological Dimensions oI Organizational Behaviour, 2
nd
Edition, Engle Wood
CliIIs, Prentice Hall 1995.
6. Stephen P. Robbins, Organizational Behaviour, 9
th
Edition, Pearson Education, New Delhi,
2002.
7. Steven L. Mc Shane, Mary Ann Von Glinow, Organizational Behaviour, Tata McGraw Hill.
8. Hersey & Blanchard :Management oI Organisational Behaviour,8th Edition,PHI, 2002.
9. Udai Pareek, Understanding Organisational behavior, OxIord University Press


L T P C
3 - 1 4


7

2. STATISTICS FOR MANAGEMENT

Course Code: MBA-102
Objectives:

This course is aimed at introducing the statistical concepts which would enable students to take
better business decisions. A greater emphasis will be on the use oI packages like SPSS, EXCEL,
SYSTAT etc. to interpret the statistical data. The course would be administered using both
lectures and tutorials to give the students a hands-on experience with simulated real liIe business
situation.

Contents:

1. Probability: Introduction to probability theory: events and their probabilities, subjective
probabilities; continuous and discrete distributions: Binomial, Poisson, Normal, and exponential
distributions; Expected values, averages and standard deviations. Conditional Probability
Baye`s theorem. Decision Theory: Decision making under uncertainty Decision making under
risk Decision tree.
2. Correlation, Regression Analysis: Correlation coeIIicient Rank Correlation coeIIicient
Regression lines, Time series Analysis: Trend analysis cyclical variations seasonal variations
and irregular variations.
3. Sampling distribution : Estimation and Hypothesis, Sampling Distribution concepts,
Introduction to sampling distributions, concepts sample size Point and Interval estimates oI
Mean Hypothesis Testing oI Proportion and Mean - Methods oI sampling Concepts oI
sampling and non-sampling errors Standard error- Type I and Type II error in Hypothesis
testing Large samples (Z test) One tailed and two tailed test Test oI signiIicance oI
single(speciIied) mean Test oI signiIicance oI diIIerence between two means(equality) Test
oI signiIicance Ior a single(speciIied) proportion Test oI signiIicance oI diIIerence between
two sample proportions(equality) Test oI signiIicance Ior a single(speciIied) standard
deviation Test oI signiIicance oI diIIerence between two standard deviations(equality) Test
oI signiIicance Ior correlation coeIIicient. Small samples One tailed and tailed test t test
Test oI signiIicance oI a single mean Test oI signiIicance oI diIIerence between two means
Paired t test Ior diIIerence oI means .
4. Parametric Analysis Analysis oI variance one-way and two-way classiIication. F test Test
oI signiIicance oI diIIerence between two standard deviations(variances), Chi Square Test
Goodness oI Fit Relationship between variables
5. Non- Parametric Methods: Sign test Ior paired data and one sample sign test Mann-Whitney U
test or a Rank sum test Kruskal-Wallis a test One sample Run test Rank Correlation test
Kolmogorov-Smirnov test.

Reference books
1. Green & Tull, Market Research, Prentice Hall
2. Amir D. Aczel, Complete Business Statistics, 5
th
ed., Irwin McGraw Hill,2001
3. Hooda R.P, Statistics Ior Business and Economics, 2
nd
ed., Mc Millan India
4. Richard I .Levin & David S .Rubin, Statistics For Management ,7
th
ed., PHI
5. Dr. P.N. Arora and Mrs. S. Arora, Statistics Ior management, S. Chand & Company Ltd.
6. S. C. Gupta, Fundamentals oI statistics, Himalaya publishing house.
7. P.R. Vittal, Quantitative techniques, Margham publications.
8. Anderson. D.R. Sweeney D.J. and Williams. T.A., Statistics Ior business and economics, Thomson
(south-western) Asia Pvt. Ltd.


L T P C
3 - 1 4


8

3. ECONOMICS FOR MANAGERS

Course Code: MBA-103



Objectives:
This course is intended to provide an introduction to basic principles oI microeconomics -its
application to business decisions, and important macro-economic issues such as the national
income and accounting, determinants oI long run economic growth, trade balance & Iinancial
Ilows. Graphs would be used to explain various principles.

Contents:

1. Firms- nature, rationale & objectives oI Iirms, Economic ProIit, Theory oI Consumer
Demand & IndiIIerence Curves, Income eIIect & substitution eIIect oI price changes,
demand curve, law oI demand, change in demand Vs change in quantity demanded, industry
demand, short run Vs long run demand, Elasticity oI Demand price & income elasticity,
cross elasticity, substitution elasticity, Demand Estimation multiple regression, Iorecasting
models.
2. Production Iunction, laws oI Production, cost analysis, short and long run cost Iunctions,
Economies oI Scale & Scope, Supply analysis, Elasticity oI supply, Revenue Analysis.
3. Product market structure, competition, barriers to entry, pricing in diIIerent markets
PerIect Competition, Monopoly, Discriminating monopoly, Monopolistic competition and
Oligopoly, Administered prices Iloor price & price ceiling, Dual pricing, Export pricing
4. Macroeconomics--National income accounting, methods oI determining national income,
GDP-measurement, Real GDP, Price Index & inIlation, Consumption Function, saving,
investment, goods-market equilibrium, Multiplier eIIect, Balance oI Payments account
5. Money Demand, Elasticity, Velocity, IS-LM Model, Business Cycles, InIlation,
unemployment, Monetary and Fiscal policy, Exchange rates Iixed & Ilexible and economic
policy in the open economy, Government spending & its Iinancing

Reference Books:

1. Mithani, D M, Managerial Economics Theory & Applications, Himalaya Pub.
2. Mehta, P L, Managerial Economics Analysis, Problems & Cases, Sultan Chand
3. Peterson, H. C and Lewis, W. C. Managerial Economics, 4
th
Ed, Prentice Hall
4. Abel & Bernanke, Macroeconomics, 4
th
ed, Pearson Pub
5. Froyen, Macroeconomics, 6
th
ed., Pearson Education
6. Spencer M.H., Managerial Economics, Text problems and Short Cases.
7. Dewett K.K., Modern Economic Theory, S. Chand &Company Ltd.










L T P C
4 - - 4


9

4. ACCOUNTING FOR MANAGERS

Course Code: MBA- 104


Objectives:

This course aims at introducing basic accounting concepts, the system oI recording and
summarizing the eIIects oI transactions on Iinancial statements. EIIorts will also be made to analyze
and interpret the proIitability and Iinancial solvency oI a business, the importance oI internal control
over cash, receivables, inventories, payables, liabilities and Iixed assets. Attempts will be made to
use soItware like TALLY & EXCEL etc. in preparation and analysis oI Iinancial statements.

Contents:

1. Introduction to Basic Accounting concepts & Principles, relevance oI GAAP, Analyzing
Transactions , Matching Concepts, preparing a Trial Balance, Income Statement & Balance Sheet,
Accounting Systems and Internal Controls
2. Cash , Internal Control over Cash, bank reconciliation, Receivables, Inventories Valuation &
Costing, Fixed Assets & tangible assets Accounting Depreciation, Leasing , Current liabilities,
Funds Ilow and Cash Ilow statement
3. Financial statement Analysis-ratio analysis
4. Cost Accounting Elements oI cost Cost oI goods manuIactured Pricing oI elements Basis oI
allocation Standard costing and variance analysis Job and process costing.
5. Marginal Costing Cost volume ProIit relationship Break Even Analysis Direct costing vs
Absorption costing, Reporting to management Uses oI Accounting inIormation in Managerial
decision-making.

Reference Books:

1. Carl S Warren, James M Reeves, Philip E Fess, 'Financial Accounting , Thompson, 2003
2. M.Y. Khan & P.K. Jain Management Accounting, Tata McGraw Publishing Company Ltd.
3. S.K. Bhattacharya John Dearden Accounting Ior Management Text and Cases Vikas Publishing
House, New Delhi
4. T.S. Reddy & Y. Hari Prasad Reddy Financial and Management Accounting Margham
Publications, Chennai
5. Nhavesh M. SPaul, Cost Accounting or Management Accounting, Allied Publishers Ltd., New
Delhi, 1997
6. S.P. Jain & K.L. Narang, Cost Accounting, Kalyani Publishers, Ludhiana, 1997
7. N.Ramachandran & Ramkumar 'Financial accounting Ior management Tata McGraw hill
8. Mukherjee & HaniI 'Financial accounting- Tata McGraw hill
9. N.M.Singhvi & Ruzbeh ' Management accounting Prentice hall oI india
10. M.A.SahaI- 'Management accounting- Vikas publishers
11. Horngren. Sundem Sralton, Introduction to Management Accounting, New Delhi, Prentice Hall oI
India Pvt. Ltd., yr.1999.
12. Man Mohan & S.N. Goyal, Principal oI Management Accounting Sahityabhavan, Agra, India.
13. I.M. Pandey, Management Accounting, 3
rd
edition New Delhi, Vikas Publication, yr. 2000.
14. Robert N. Antony, Management Accounting Principles D.B. Tareporevala Sons & Co. Ltd.
15. Ronald N. Hilton, Managerial Accounting, 5
th
edition New Delhi, Tata McGraw Hill yr.2002.
16. Srinivasan N.P. Management Accounting Sterling Publications, 1996.

L T P C
3 - 1 4


10

5. LEGAL SYSTEMS IN BUSINESS

Course Code: MBA-105

Objective:

This course is designed to provide an understanding oI the legal processes involved in the
management oI an organization and develop an understanding oI the basic principles oI law that
apply to business transactions, contracts, torts etc. EIIorts will be made to ensure that the
students understand the purpose and logic oI the laws and also recognize the eIIect oI social
Iorces and environmental Iactors

Contents:
1. Law oI contract: oIIer & acceptance consideration- capacity oI parties- Iree consent-
legality oI object-perIormance oI contract discharge oI contract remedies Ior breach oI
contract. Special contracts sale oI goods act 1930 negotiable instruments act 1881

2. Company Law : kinds oI companies Iormation & incorporation oI a company
memorandum & articles oI association prospectus membership in a company share
capital shares application & allotment oI shares directors company secretary
meetings dividends accounts & audit winding up oI a company

3. Industrial Law : Factories act 1948 Industrial disputes act 1947 Trade unions act 1926
Minimum wages act 1948 ESI act 1948 EPF & miscellaneous provisions act 1952
Payment oI Gratuity act 1972 Payment oI Bonus act 1965

4. Law & Taxation : Income tax , Capital Gains, Central Excise Tax, Value Added Tax,
Service Tax

5. The consumer protection act 1986 Pollution control act, IPR-Patents, Copyright,
Trademarks etc,

Reference Books:

1. N.D. Kapoor, 'Elements oI Mercantile Law, Sultan Chand & Company, New Delhi.
2. Sen & Mitra, Arun kumar sen & Jitendra kumar Mitra, 'Commercial law & Industrial Law,
The World Press(p) Ltd, Kolkata.
3. P.P.S. Gonga, ' Mercantile Law, S.Chand & Co, New Delhi.
4. Dr. Vinod K. Singhania, 'Direct Taxes Planning Management.
5. Akhileshwar pathak ' Legal aspects oI business Tata McGraw Hill, 2007
6. D.Chandra Bose 'Business LawPrentice hall oI India
7. G.K.Kapoor ' Lectures on corporate and allied laws Sultan chand & sons
8. M.C.Kuchhal & Deepa prakash ' Business legislation Ior management Vikas
publishing house
9. Ashok.k.Bagrial 'Company Law Vikas publishing house
10. S.C.Srivastava ' Industrial relations and labour lawsVikas publishing house
11. C.Tulsian ' Business Law Tata McGraw hill
12. James & Terry ' Law Ior business ' McGraw hill



L T P C
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11

6. MARKETING MANAGEMENT

Course Code: MBA- 106

Objectives:

This course is intended to bring about an awakening in organizations by emphasizing the all-
pervasive & company-wide role oI Marketing. Marketing has to take a lead in driving the
company`s vision, mission & strategic planning. Marketing is about deciding what business the
company wants to be in, who the company wants as its customers, which needs should it satisIy,
what products / services should it oIIer & what partnerships should it develop. EIIorts will be
made to use recent cases in illustrating the principles.

Contents:

1. DeIining marketing Ior the 21
st
centurydigital revolution & its impact, Adapting
marketing to the new economyInternet & the new emerging Intermediaries
2. Scanning the market environment, Building customer satisIaction, value & retention value
chain & CRM, Gathering InIormation & measuring market demand
3. Analyzing consumer markets & buying behavior ; Business markets & buying behavior,
Dealing with Competition, IdentiIying market segments & target markets
4. Positioning & diIIerentiating the market oIIering through the product liIe cycle, Developing
new market oIIerings, Setting the product & branding strategy, Designing & managing
services, Developing pricing strategies & programs
5. Designing & Managing the marketing Channel retailing, wholesaling & logistics,
Managing integrated communication advertising, sales promotion, public relations &
direct marketing, Managing the sales Iorce

Reference Books

1. William J. Stranton Fundamentals oI Marketing - McGraw Hill.
2. S.A. Sharlekar Marketing Management Himalaya Publishing Co.,
3. Boyd Walker Marketing Management - McGraw Hill.
4. Berkoviz Kerin Hontley Rudelivs, MARKETING, 6
th
ed., New York, Mcgraw Hill, yr.2002.
5. Gony Armstrong, Philip Kotler, Marketing an Introduction 11
th
ed., Pearson Education Asia.
6. Philip Kotler, Marketing Management (Millennium ed.,) New Delhi, Prentice Hall oI India (P)
Ltd., yr. 2001.
7. Rajan Saxena, Marketing Management, 2
nd
edition, New Delhi, Tata Mcgraw Hill Publishing
Co.Ltd., yr. 2001.
8. V.S. Ramasamy and S. Namakumari, Marketing Management, Planning, Implementation &
control, New Delhi, Macmillan, yr. 2002.
9. Zikmundld`Amico, Marketing, 7
th
edition, Australia, South Western Thompson learning.
10. Srinivasan : Case Studies in Marketing,2
ND
edition,PHI ,2002.








L T P C
3 - 1 4


12

7. SOFT SKILLS-I (Advanced Computing Skills )

Course Code: MBA-S-101




Objectives:

The major objectives oI introducing the Computer Skills course are to impart training Ior students in
MicrosoIt OIIice and its diIIerent components like MS word, MS Excel, MS Access, Power point etc.,
and also Iamiliarize with the Tally Package at two levels based on their knowledge and exposure. The
course is highly practice and application oriented with hands-on working on the various soItware
packages.

Contents:


1. Word Processing - Formatting paragraph and character styles, templates and wizards, table and
contents and indexes, cross reIerencing ; Tables and columns creating manipulating and Iormatting;
Mail Merge, Labels and Envelopes

2. $5readsheets - Workbook- Building, modiIying, navigating; Worksheet Auto Iill, copying and
moving cells , inserting and deleting rows, printing; Formulas and Iunctions- Troubleshooting Iormulas,
Functions and its Iorms like database, Iinancial, logical, reIerence, mathematical and statistical
Databases- creating, sorting, Iiltering and linking

3. Presentations Power point exploring, creating and editing slides, inserting tables and charts
Special eIIects Clip Art, creating and drawing shapes, inserting multimedia content Presentations
planning, animation, handouts, slideshow

4. atabases Access- Components, creating a database and project, import and exporting,
customizing; Tables creating and setting Iields; Queries types, creating, wizards Reports
creating and layout, Information management Outlook starting , closing, contacts, tool bars, Iile
management; email - reading, composing, responding, attachments, signature, junk mail; tasks
screen, sorting , creating , deleting , assigning , updating; scheduling calendar

5. %ally Accounting 5ackage

Reference Books

1. Working in MicrosoIt OIIice ; Ron MansIield, Tata McGraw Hill
2. MicrosoIt Excel 2007; Guy Hart Davis, Tata McGraw Hill


Examination: 1. Internal could be based on theory and/or Practicals
2. External examination is based on practicals





L T P C
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13

























SEMESTER -II


























14

1. HUMAN RESOURCE MANAGEMENT

Course Code: MBA- 201

Objectives:

This course brings to Iocus the redeIined role oI HR Managers in the eIIective utilization oI human
resources critical to the success oI an organization. EIIorts will also be made to broad base the
impact oI HR policies on all the employees, organization, community & the larger society.
Contents:

1. Strategic role oI human resource management, Equal employment opportunity and HRM,
Human Resource Policies: Need, type and scope Advantage Ior a written policy -Human
Resources policies and work Culture. Human Resources Planning: Long and Short term
planning, Job Analysis, Skills inventory, Job Description and Job SpeciIication and design oI
organization Ior HR productivity
2. Recruitment and selection: Purposes, types and methods, Personnel Search, Selection
Instruments, Reduction oI recruitment costs; Functions oI HRM Irom Procurement to
Separation: Placement, Induction, TransIers, Promotions, Disciplinary actions, Termination oI
Services: Resignation, Dismissal, Retrenchment and Voluntary Retirement Schemes, Exit
Interviews, Prevention oI employee turnover
3. Training & Development, Career development, Meaning oI HRD, Role oI training in HRD.
Knowledge management, Appraising and improving perIormance, Removing subjectivity Irom
evaluation, MBO as a method oI appraisal, Job evaluation, Criteria Ior Promotions and job
enrichment
4. Managing Compensation, Incentives and rewards-Iinancial & non Iinancial, Employee beneIits,
Health and saIety, Work-stress: Causes and Consequences, Stress-Management programs
5. Employee relations and collective bargaining, Time management, Flexible Work arrangements,
Creating high perIormance work systems, International HRM- recent developments

References:
1. Bohlander, Snell & Sherman, Managing Human Resources, 12th ed, Thompson
2. Gary Dessler, Human Resourse Managemnt , Prentice Hall, New Jersey, 7
th
International
Edition, 1997
3. Fisher, SchoenIeldt and Shaw, Human Resource Management, Houghton MiIIlin Company,
Boston, New York, 4
th
edition 1999
4. Dale S. Beach, Personnel - The management oI people at work, Mc Millan, New York.
5. Bradwell, Holden, Human Resource Management., Prentice Hall.
6. Luis R. Gomez Mejia, David B.Balkin and Robert L. Cardy. Managing Human Resources,
PHI, 2002.
7. Beardwell and Len Holder, Human Resource Management Macmillan India Ltd.,
8. Straus and Sayles, Managing Human Resources Prentice Hall Inc, (1977).
9. Graham H.T., & R. Bennet, Human Resources Management Pitman, London, (1995).
10. Douglas McGregor, The Human Side oI Enterprise.
11. Hersey and Blanchard, Management oI Organizational Behaviour, 8
th
Ed. PHI 2002.
12. AIMA VIKAS Management Series- PerIormance Appraisal, Theory and Practice, N.Dli-1986
13. M.C. Gehee, William and Thayer, Training in Business and Industry , John Wiley& Sons,NY
14. Decenzo/Robbins :Personnel / Human Resource Management,PHI,2002.
15. Pattanayak : Human Resource Management,PHI,2002.



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15


2. RESOURCE MANAGEMENT TECHNIQUES

Course Code: MBA- 202


Objective:

This course is structured to equip the students with mathematical tools Ior solving business
problems with the help oI soItware packages / spreadsheet (Excel - SOLVER) etc.. A greater stress
will be laid on Iormulation oI problems and also in examining the sensitivity oI optimal solution to
changes in various parameters.

Contents:

1. Introduction & Business Applications ,Linear Programming: Formulation oI Problems.
Solution using Graphs, Simplex method, Big-M Method,
2. Integer programming, Transportation Initial basic Ieasible solutions north west corner
rule least cost method vogel`s approximation method optimum solution Modi method
Assignment methods Travelling Salesmen problem.
3. Network Analysis: PERT CPM.
Game theory Pure strategy Mixed strategy Dominance property graphical method.

4. Queuing theory -- single and multi-channel models InIinite number oI customers and
inIinite calling source. Replacement models Individual replacement models(with and
without time value oI money) Group replacement models. Simulation Technique Ior
decision-making.
5. Inventory models Purchasing model with no shortages ManuIacturing model with no
shortages Purchasing model with shortages ManuIacturing model with shortages
Sequencing processing oI n jobs through 2 machines processing oI n jobs through 3
machines processing oI n jobs through m machines processing oI 2 jobs through
machines ( Graphical method)

References:

1. Barry Render & Ralph M. Stair, Jr., Quantitative Analysis Ior Management, Prentice Hall oI India,
Seventh edition.
2. Hiller & Lieberman, Operations Research.
3. Sharma J.K., Operations Research: Theory and Application, New Delhi, Macmillan India 2001.
4. Quantitative approaches to Decision making, Levis and Krikaptrik. McGraw Hill 1998.
5. Anderson, Sweeney and Williams, Quantitative Methods Ior Business, Thomson, 2002.
6. Hamdy A Taha, Operations Research, Pearson Education Asia, 2002.
7. Paneerselvam, Operations Research, PHI 2002,
8. ProI. V. Sundaresan, K.S. Ganapathy subramanian, and K. Ganesan, Resource management
techniques, A. R. publications
9. Dr. P.R. Vittal, Oerations Research, Margham publications.
10. P.C. Tulsian, Vishal pandey, Quantitative Techniques (theory and problems), Pearson education
(asia) Iirst Indian reprint.

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3. OPERATIONS MANAGEMENT

Course Code: MBA- 203

Objectives:

This course will provide an understanding oI the diIIerent methods oI planning activities
related to business operations. Additionally, the course will equip the students with tools to
help make decisions on location, Iactory layout design, project planning in a time bound and
cost eIIicient manner. EIIorts will be made to use real liIe cases to understand theoretical
concepts and also use spreadsheet (Excel) Ior calculations and simulation, etc.

Contents:

1. Introduction to Operations Management: need Ior emphasis on Operations, Types oI
production systems product layout, process layout and cellular manuIacturing system etc.
The sub Iunctional areas oI Production Iunction, namely: Materials Management,
Maintenance Management, Quality Management, Production, Planning and Control.
2. Facility location Facility layout; Product design, Process selection, Make or buy decision,
Layout design and Preparation route chart, Handling oI Materials-Systems, Design
3. Project Management- control oI time & cost, Quality Management-cost oI quality, Six-
SIGMA, ISO certiIication, quality in service industry
4. Demand Iorecasting, Aggregate planning, Inventory Management MRP-I, MRP-II, and use
oI Simulation technique Ior managing materials, inventory, Supply chain concepts.
5. Computer Integrated ManuIacturing systems, Capacity Planning Just-in-time production
systems. Job design and work measurement, Value engineering & value analysis, Business
process Re-engineering, Lean concepts.
References:

1. Gaither, 'Production and Operations Management, Thomson Asia (P) Ltd., Bombay, Ninth
Edition, 2002.
2. Lee J. Krajewski and Larry P. Ritzman, ' Operations Management: Strategy and Analysis,
Addison Wesley, 2000.
3. Chase, Aquilano & Jacobs 'Production and Operations Management, Tata McGraw Hill,
8
th
Edition, 1999.
4. Arjan J. Van Weele, Purchasing and Supply Chain Management, Vikas Thomson Learning,
2001.
5. Everett E Adam Jr. and Ronald J. Ebert, ' Production and Operations
6. Management , Prentice Hall oI India, 1992.
7. Joseph Monks, Operations Management, McGraw Hill.
8. Mohanty, Advanced Operations Management`, Pearson Education.
9. Paneerselvam, Production and Operations Management`, Prentice Hall oI India.
10. ProI. V. Sundaresan, K.S. Ganapathy subramanian, and K. Ganesan, Resource management
techniques, A. R. publications.
11. Hamdy A. Taha, Operations Research





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17

4. FINANCIAL MANAGEMENT

Course Code: MBA- 204

Objective:

This course intends to explore the exciting, challenging and ever changing nature oI Iinance, the trade
oII between risk and return, time value oI money and how stocks and bonds are valued etc. In addition
tools and techniques used by managers to help maximize the value oI money, optimal capital structure,
working capital management, procedure Ior raising capital will also be discussed.

Contents:

1. Introduction and overview: cash-Ilows, taxes, Financial environment., Risk and return, Time
value oI Money, Valuation oI Bonds & Shares
2. Financial planning and Iorecasting, Capital budgeting cash Ilow estimation and risk analysis
3. Capital structure and dividend policy leverage and dividend theories, Sources oI capital Cost
oI capital
4. Working capital management Managing current assets Receivables / Inventory management
and Iinancing them
5. Multinational Iinancial management, Derivatives and risk management, Hybrid Iinancing
PreIerred stock, leasing, warrants, venture capital, Mergers and acquisitions- Business Valuation
& Corporate restructuring Corporate governance (only concepts to be tested)


Reference Books:

1. Brigham and Houston, Fundamentals oI Iinancial management, Thompson, ISE, 10
th
Ed.
2. James C. Van Horne, Financial Management, Thomson 19
th
Edition, 2004.
3. Lawrence J. Gitman, Principals oI Managerial Finance, Pearson Education, 2003
4. Prasanna Chandra Financial Management, Theory and Practice ,Tata Mc Graw Hill ltd ,V
edition ,2001.
5. Khan and Jain Basic Financial Management & Practice, Tata McGraw Hill.
6. James C. Vanhorne, Financial Management and Policy, Pearson Education Asia , XII
Edition,2002.
7. Banerjee, Fundamentals oI Financial Management, PHI
8. Ravi Kishore, Financial Management, Taxman India
9. Vanhorne, Financial planning and policy, PHI
10. I.M.Pandey , Financial Management, Vikas Publishing House
11. Dr.S.N.Maheshwari, Principles and practice oI Financial Management, Sultan chand & sons
12. P.M.Rao, Financial Management: new methods & practices, New Age International Publishers









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5. RESEARCH METHODOLOGY

Course Code: MBA - 205

Objectives:

This course aims at providing the students with the knowledge oI scientiIic paradigms and research
methods, skills required to conduct research to generate dependable data Ior solving managerial
problems and to meet the challenge oI the Iast paced decision making environment. EIIorts will also be
made to
O Discriminate between theories, research questions, construct a relevant hypothesis, make valid
causal inIerences, operationalize concepts, and test their hypotheses.
O Develop the student`s ability to write a Iormal research supported by data and analysis
O Introduce the power oI internet in conducting business research and also the use oI soItware
packages Ior analyzing the data.

Contents:
1. Introduction to Business Research, Applying ScientiIic Thinking to Management Problems, The
Research Process, The Research Proposal, Ethics in Business Research.
2. The design oI Research design strategies, sampling design, measurement, scales.
3. The Sources and Collection oI Data , Survey Methods, Instrument design , Observational
Studies, Experimentation
4. Types oI data, tests oI sound measurement, Analysis oI Data data preparation, examining,
hypothesis testing, measures oI association , univariate, bivariate and multivariate analysis,
parametric and non parametric tests,
5. Data Presentation : Written and oral reports.

Note : Data analysis will be taught through SPSS soItware

Reference Books:

1. Zikmund, Business Research Methods, 7
th
edn., Thompson
2. Donald R. Cooper and Ramela S. Schindler, Business Research Methods, 8
th
ed., Tata Mc
Graw Hill Publishing Co Ltd., New Delhi ,2000
3. Research Methodology : a guide Ior Researchers in Management and Social Sciences, Taylor,
Sinha, Prentice Hall India.
4. Research Methods William Trochim, Biztantra publishinhg
5. Research Ior Marketing, Green Tull and Albaum, PHI
6. Kothari C.R., Research Methodology methods & techniques, Wishwa prakashan, A division
oI New Age international Pvt. Ltd.
7. Uma Sekaran, Research Methods Ior Business, John Wiley & sons Inc. New York 2000.
8. Donald H. Mc Burney, Research Methods, Thomson Asia Pvt. Ltd., Singapore
9. Ranjit Kumar, Research Methodology, Sage Publications, London, New Delhi, 1999.
10. Chandan J.S, Statistics Ior Business and Economics, Vikas Publishing House Pvt. Ltd., 1998.
11. Richard I. Levin and David S. Rubin, Statistics Ior Management, 7
th
Edition, Prentice Hall oI
India Pvt. Ltd., New Delhi, 1997.
12. An Introduction to Logic and ScientiIic Method by Morris R Cohen and Ernest Nagel.,
Macmillan
13. Quantitative Data Analysis with SPSS 14, 15 and 16- A Guide Ior Social Scientists by Bryman,
Cramer ; routledge publishing
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6. MANAGEMENT INFORMATION SYSTEM

Course Code : MBA-206
Objective :

This course is intended to provide an overview oI the inIormation systems resources that are available
Ior supporting decisions. EIIorts will also be made to make student Iamiliar with soItware packages
available Ior decision making at all levels and at major Iunctional management levels.

Contents :

1. Introduction The environment oI organizations InIormation Ilows InIormation needs and
sources oI inIormation Types oI management decisions and inIormation need Business and
Technical Dimensions oI inIormation- InIormation system Ior managers- The meaning and role oI
MIS, Decision levels in MIS.
2. General characteristics oI Computerized InIormation System: The importance oI Computer, Types
oI Computers, InIormation systems, C.P.U. I/O devices, Computer SoItware Operating systems
Programming language Application soItware. Manual system Computer systems.
3. SAD- What is system analysis and design-categories oI inIormation system-system development liIe
cycle-data collection and preparation evaluation and maintenance oI MIS-pitIalls in MIS
development.
4. DBMS: Relational data bases Advantages, Meaning oI Data Base Components oI Database
Data Base Technology, Operations data base/Managerial Database Comparison oI DBMS
Design Principles oI data base Data Base administration Advantages and disadvantages oI data
base, DBM approach, Queries,
5. Enterprise Resource Planning & SAP - Enterprise System Expert System Decision Support
System Neural Networks Executive InIormation System Knowledge Management Data
Warehousing Data Mining-Business Intelligence Virtual Reality SAP Modules

References:

1. James A O`Brien, Management InIormation Systems, Tata Mc Graw Hill, New Delhi,1999.
2. Gordon B. Davis , Management InIormation System: Conceptual Foundations, Structure and
Development, McGraw Hill, 1974.
3. Joyce J Elam , Case series Ior Management InIormation Systems`, Simon and Schuster Custom
Publishing, 1996.
4. Steven Alter, InIormation Systems A Management Perspective - Addison-Wesley, 1999.
5. Turban, Mc Lean and Wetherbe, InIormation Technology Ior Management-Making connections Ior
strategic advantage, John Wiley, 1999.
6. Ralph M. Stair and George W. Reynolds, Principles oI InIormation Systems -A Managerial
Approach, Thomson Learning, 2001.
7. Kenneth C. Laudon and Jane Price Laudon , Management InIormation Systems Managing the
Digital Iirm, Pearson Education, Asia, 2002.
8. Henry C. Lucas. Jr, InIormation Technology Strategic Decision Making Ior Managers, John Wiley
& Sons (Asia) Pvt. Ltd., Singapore, 2005.
9. EIraim Turban, R. Kelly Rainer Jr, Richard E. Potter, Introduction to InIormation Technology, John
Wiley & Sons, (Asia) Pvt. Ltd. Singapore, 2004.
10. Kendall & Kendall Systems Analysis and Design Prentice Hall oI India IiIth edition, New Delhi.
11. S. Sadagopan Management InIormation Systems Prentice Hall oI India New Delhi 2002.
12. Greenberg, CRM at the Seed oI Light, McGraw-Hill editions

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7. INTERNATIONAL BUSINESS MANAGEMENT
Course Code: MBA-207


Objectives:

This course is designed to Iamiliarize MBA students with the Iactors that impact international
business. The course explains what constitutes international business and then analyses how various
national diIIerences give shape to diIIerent business strategies, when companies compete on a
world-wide business as against competing within national borders. Case studies and other state-oI-
art articles will be used extensively.

Contents:

1. Introduction to International Business: What is globalization? The emergence oI global institutions,
diversity oI globalization; Country Iactors- Political systems, economic system & legal system.

2. International Trade Theory The beneIits oI trade, the pattern oI International trade , Economic
theories oI exchange rate determination & exchange rate Iorecasting, Modes oI entry into Ioreign
markets, Doing Business in India.


3. Communication & Negotiation across borders & cultures, International Promotion, Logistics,
Business intelligence, Anti-Dumping Laws, Trade Agreements (PreIerential, Free etc.)

4. The growth & beneIit oI global capital market, Export & Import Iinancing, Foreign Direct
Investment , Techniques Ior global money management & managing Ioreign exchange risk,
International Trade Financing,

5. Human Resources managing expatriates, motivation & leadership in culturally diverse
organizations, International labour relations,

ReIerence Books

1. Charles W. L. Hill, INTERNATIONAL BUSINESS, Tata McGraw Hill, 5
th
Edition

2. John D Daniels, Lee H Radebaugh and Daniels P Sullivan, INTERNATIONAL BUSINESS
Environments and Operations, Pearson, 2004, 10
th
Edition













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21

8 .SOFT SKILLS-II (ADVANCED LANGUAGE AND COMMUNICATION )

Course Code - MBA-S-201

Objectives
enable students to convert the conceptual understanding oI communication into everyday
practice
train students to ground concepts/ideas in their own experience
create a learner-language interIace enabling students to exercise control over language use
sensitise students to the nuances oI the Iour basic communication skills Listening, Speaking,
Reading and Writing
Contents:
1. Twinning Functions oI Listening and Speaking Recap oI active and passive listening exercises
Analytical listening syllable/word stress: clear enunciation Qualities oI a good listener and a good
speaker.
2. Twinning Functions oI Reading and Writing Discriminatory reader thoughtIul writer Spotting,
correcting errors; critique Skimming, scanning, structuring language, tone, ordering, etiquette and
perspective.
3. Individual Communication SelI advertising Over stating and under stating Overcoming shyness
Writing curriculum vitae, Statement oI Purpose Talking about oneselI; interview.
4. Intermediary Communication Overcoming mental blocks, prejudices and hotspots oI the addressee
telephone, teleconIerencing, web chat greeting, introducing memos, reports, minutes, business
correspondence.
5. Social Communication Etiquette in LSRW polite yet assertive, tackling questions, seeking
permission, expressing gratitude gender Iair language discourse and transactional analysis
empathy.
Practicals:
Unit 1: Listening Comprehension using audio programmes Creating audio Iiles Ior speaking.
Unit 2: class and take home exercises
Unit 3: and Unit 4: Group games and role pay
Unit 5: Create archives Irom diIIerent media Ior LSRW
Recommended Texts
Windshuttle, Keith and Elizabeth Elliot.1999. Writing, Researching and Communicating.
Communication $kills for the Information Age. 3
rd
Reprint. Tata McGraw-Hill. Australia
Dignen, Flinders and Sweeney. nglish 365. Cambridge University Press
Goleman, Daniel. 1998. Working with motional Intelligence. Bantam Books. New York
Jones, Leo and Richard Alexander. 2003. ew International Business nglish. Cambridge
University Press
O I. Jayakaran. 2000. Everyone`s Guide to EIIective Writing. 2 M Publishing International,
Chennai
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MBA-299 SUMMER INTERNSHIP



The summer internship will be undertaken by the student between the 2nd semester and the
3rd semester, after completion of the 1st year MBA course. The summer internship will be in
the months of May and June, after completion of the 2nd semester examinations. The
summer internship will provide the student hands on experience in an organization. n
addition, the student may also take a live researchable problem and subject it to the rigors of
analysis.. The student has to submit a report to the department, based on the summer
internship, on or before the 15th day after commencement of the 3rd semester. The student
will have to make a presentation based on the internship. The summer internship marks will
appear in the 3rd semester mark sheet.
nternship report and presentation : 100 marks


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SEMESTER -III





























24

MBA -301 Strategic Management


Objectives : To provide a robust knowledge of old and new schools of theory and practices in
strategic management, and to guide in thinking in a strategic environment.


Unit I

Framework of $trategic management, policy, strategy, tactics, strategic planning, decision
making, evolution, significance, schools of strategy formation, the strategic management
process, the participants in the process

Unit II

$trategic ntent-Vision, mission, goal, objectives, environmental analysis, industry analysis,
competition analysis, forecasting, scenario analysis, ETOP, organizational analysis, role and
process, strategic, strategic audit, organization capability profile, $OT,AP

Unit III

orporate strategies, $tability, growth, retrenchment, combination, Business strategies,
generic business strategies, competitive gaming, blue ocean strategy, choice of strategy, gap
analysis, portfolio analysis, contingency approach, implementation and control,

Unit IV

ssues in implementation, activating strategies, procedural implementation, project
implementation, structural, forms of structures, strategy structure relationship, organizational
systems, behavioral, leadership, culture, functional implementation, functional policies,
integration of the functional policies, strategic control, criteria, MBE, financial, social control.

Unit V

$trategic issues in global business and e-commerce, learning organization, knowledge
management, managing technology and innovation, issues in organizational adaptation and
change , issues in specific organizations-small business, family business, not-for- profit
organizations.
Text book :
1. Lawrance, Jauch and illiam Blucck Business Policy and $trategic Mgt., - McGraw ill ntl

References

1. Mamoria and Mamoria Business planning and Policy, imalaya Publishing house 1998.
2. Budhiraja $B and Athreya MB, ases in $trategic Management, Tata McGraw ill 1996.
3. hristensen #, Business Policy: Text and cases, llinois, #ichdar rwin 1987.
4. itt, $trategic Management, competitiveness and Globalization, Thomson, 2001.
5. David Fred, $trategic Management, Prentice all of ndia, 1997.
7. #. $rinivasan, $trategic Management the ndian context, Prentice all of ndia, 2002.

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25

MBA - 302 ENTERPRENEURSHIP
UNIT I
Competing Theories oI Entrepreneurship: DeIinition oI entrepreneurship, Characteristics oI
entrepreneurship, A conception model, Types oI Businesses DeIinition oI SSI,MSI, MSE, Ancillary,

UNIT II

Understanding Entrepreneurship, Growth oI a Business Idea , Intellectual Property ,Family Business ,
Doing Business in India , Entrepreneurial Support
Entrepreneurs and emergence oI Indian Entrepreneurs Traits oI successIul entrepreneurs
Entrepreneurs Vs Managers - -Entrepreneurial Development Program Entrepreneurial Development
Institute ( EDI )

UNIT III
Maintenance oI Records - Ledgers, Documentation, Iormalities - Legal aspects in establishing and
maintenance oI Small Business Strategic Management in Small Business -Financial Management in
Small Business Working capital management - Marketing Management in Small Business Selling to
Government, Industries, Institutions and Consumer market - Production Management in Small Business
- Human Resource Management in Small Business.
UNIT IV

Mobilizing Resources - Buying a Business , Entrepreneurial Finance , Making a Business Plan
Operations and Management - Managing Operations , Human Resource Management , Entrepreneurial
Marketing, New Product Development , E-Business , Networking , Project Management

UNIT V

Growth and Social Responsibility - Growth , Exit Strategies , Social Responsibility, Ethics in Business
Institutions Supporting Small Business Enterprises SIDBI, IDBI, SIPCOT, TIIC, TCO, SIDCO,
NSIC, TDA ,Export Promotion council, etc. Intellectual Property , Family Business, Doing Business in
India , Entrepreneurial Support , Women Entrepreneurs Sickness in Small Business Enterprise
Text book :
1. Rajeev roy Entrepreneurship , OxIord university press
References:

1. Prasanna Chandra, Projects - Planning, Analysis, Selection, Implementation and Reviews, Tata
Mc Graw-Hill Publishing Company Limited, 1996.
2. P.C. Jain (ed.), Handbook Ior New Entrepreneurs, EDII, OxIord Univ. Press, N.Delhi
3. StaII College Ior Technical Education, Manila and Centre Ior Research and Industrial StaII
PerIormance, Bhopal, Entrepreneurship Development, Tata McGraw Hill Publishing Company
Ltd., New Delhi,1998
4. P. Saravanavel, Entrepreneurial Development, Ess Pee kay, Publishing House, Ch.
5. S.S. Khanka, Entrepreneurial Development, S. Chand and Company Limited, N.Delhi
6. Hisrich, Entrepreneurship, Tata McGraw Hill, New Delhi,2001.

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26


MBA-S-301 MANAGERIAL SKILLS


OB1ECTIVES
O To help students to understand the mechanism oI stress particularly negative emotions such as
anxiety, anger and depression Ior eIIective management.
O To introduce the basic concepts oI body language Ior conIlict management.
O To give inputs on some oI the important interpersonal skills such as group decision-making,
negotiation and leadership skills.
O To make students learn and practice the steps involved in time management.
O To impart training Ior empowerment thereby encouraging the students to become successIul
entrepreneurs.

Unit I- Stress management
DeIinitions and ManiIestations oI stress.,Stress coping ability and stress inoculation training,
Management oI various Iorms oI Iear (examination Iear, stage Iear or public speaking anxiety),
depression and anger.

Unit II- Conflict Management skills
Types oI conIlict (intrapersonal, Intra group and inter group conIlicts), Basic concepts, cues, signals,
symbols and secrets oI body language, SigniIicance oI body language in communication and
assertiveness training, ConIlict stimulation and conIlict resolution techniques Ior eIIective management.

Unit III- Interpersonal Skills
Group decision making (strengths and weaknesses), Developing characteristics oI charismatic and
transIormational leadership, Emotional intelligence and leadership eIIectiveness- selI awareness, selI
management, selI motivation, empathy and social skills, Negotiation skills- preparation and planning,
deIinition oI ground rules, clariIication and justiIication, bargaining and problem solving, closure and
implementation.

Unit IV- Time Management
Time wasters- Procrastination. Time management personality proIile, Time management tips and
strategies, Advantages oI time management.

Unit V- Towards Empowerment
Stimulating innovation and change- coping with 'temporariness, Network culture, Power tactics and
power in groups (coalitions), Managerial empowerment and entrepreneurship, Prevention oI moral
dwarIism especially terrorism, Altruism (prosocial behaviour/helping behaviour), Spirituality
(clariIications with regard to spirituality)- strong sense oI purpose- trust and respect- humanistic
practices- toleration oI Iellow human beings expressions.


REFERENCES
1. Swaminathan. V.D & Kaliappan. K.V. (2001). Psychology Ior EIIective Living. Chennai. The Madras
Psychology Society.
2. Robbins, S.B. (2005). Organizational Behaviour. New Delhi: Prentice Hall oI India.
3. Smith, B. (2004). Body Language. Delhi: Rohan Book Company.
Hurlock, E.B. (2006). Personality Development, 28
th
Reprint. New Delhi: Tata McGraw Hill
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27






















SEMESTER -IV






















28




MBA-499 MAJOR PROJECT





The major project will be undertaken by the student in the 4
th
semester, during the months of
March and April for a period of 8 weeks.
As part of the project work each student shall be required to prepare on the basis of
investigations carried out by him/her in a business or industrial organization project report on
possible solutions for a typical problem of current interest in the area of Management. The
report should demonstrate the capability of the student for some creative potential and original
approach to solve the practical problems in to-day's business or industry. The report should
include field studies, surveys, interpretation, planning and design of improved integrated
management systems, presented in a comprehensive manner with recommendations for
solutions based on scientifically worked out data.

The Project #eport must be submitted through the $upervisor and the ead of the Department
on or before 15th May failing which the candidate will be treated as appearing on a second
occasion and shall NOT BE ELGBLE for First lass and #anking. The last date for
submitting the Project ork for the November Examination shall be 30th November. The
student has to appear for a viva voce after submission of the project report.

Project report and viva voce : 500 marks
























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29

MBA-S-401 SPOKEN AND PRESENTATION SKILLS


OB1ECTIVES


coach students to identiIy, classiIy and apply relevant skill sets.
illustrate role oI skills in real-liIe situations with case studies, role play, etc.
translate perIormance oI skills into eIIicient habits.
enable students to perceive cultural codes involved in presentation and
design language perIormance accordingly.

UNIT I: General Language Knowledge and Presentation.
UNIT II: Special Language Knowledge and Presentation.
UNIT III: General Communication Skills Ior Presentation.
UNIT IV: ProIessional Communication Skills Ior Presentation.
UNIT V: Social Communication Skills Ior Presentation.

REFERENCES:

1. Cathcart, Robert. S. and Larry A. Samovar. 1970. $mall Grou5
Communication. A Reader. 5
th
Edition. Wm. C. Brown Publishers. Iowa.
2. Tamblyn, Doni and Sharyn Weiss. 2000. %he Big Book of Humours %raining
Games. 2004 Edition. Tata McGraw-Hill. New Delhi.
3. Andrews, Sudhor. 1988. How to succeed at Interviews. 21
st
Reprint. Tata
McGraw-Hill. New Delhi.
4. Monippally, Matthukutty. M. 2001. Business Communication
$trategies. 11
th
Reprint. Tata McGraw-Hill. New Delhi.






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30


























ELECTIVES

























31

LIST of ELECTIVES for MBA (Full Time)







Course
Code
Course Title Dept. L T P C
FINANCE
FN-301 INVESTMENT MANACEMENT MBA 3 0 1 3
FN-302 FINANCIAL SEFVICES MBA 3 0 1 3
FN-303 FKINC CAPITAL MANACEMENT MBA 3 0 1 3
FN-304 CFPFATE FINANCE MBA 3 0 1 3
FN-305 FINANCIAL DEFIVATIVES MBA 3 0 1 3
FN-306 FISK MANACEMENT AND INSUFANCE MBA 3 0 1 3
FN-307 CFPFATE TAXATIN MBA 3 0 1 3
FN-308 MEFCEFS , ACQUISTIN AND CFPFATE
FESTFUCTUFINC
MBA 3 0 1 3
FN-309 FINANCIAL MAFKETS MBA 3 0 1 3
MAFKETINC
MKT-301 SEFVICES MAFKETINC MBA 3 0 1 3
MKT-302 CNSUMEF DEHAVIUF MBA 3 0 1 3
MKT-303 INTECFATED MAFKETINC CMMUNICATIN MBA 3 0 1 3
MKT-304 PFDUCT AND DFAND MANACEMENT MBA 3 0 1 3
MKT-305 FETAIL MANACEMENT MBA 3 0 1 3
MKT-306 MAFKETINC THFUCH THE INTEFNET MBA 3 0 1 3
MKT-307 STFATECIC MAFKETINC MANACEMENT MBA 3 0 1 3
MKT-308 SELLINC TDAY. CFEATINC CUSTMEF
VALUE
MBA 3 0 1 3
MKT-309 STFATECIC AND ANALYTIC CFM MBA 3 0 1 3
SYSTEMS
SYS-301 FELATINAL DATADASE MANACEMENT SYSTEM MBA 3 0 1 3
SYS-302 ECMMEFCE TECHNLCY AND MANACEMENT MBA 3 0 1 3
SYS-303 DECISIN SUPPFT SYSTEM MBA 3 0 1 3


32

Course Code Course Title Dept. L T P C
HFM
#-301 INDUSTFIAL FELATINS MBA 3 0 1 3
#-302 HUMAN FESUFCES DEVELPMENT MBA 3 0 1 3
#-303 FCANIZATINAL DEVELPMENT MBA 3 0 1 3
#-304 TFAININC AND HUMAN PEFFFMANCE
ENHANCEMENT
MBA 3 0 1 3
#-305 LEADEFSHIP AND FCANIZATINAL
EFFECTIVENESS
MBA 3 0 1 3
#-306 STFATECIC HUMAN FESUFCE
MANACEMENT AND DEVELPMENT
MBA 3 0 1 3
#-307 CMPENSATIN MANACEMENT

MBA 3 0 1 3
#-308 KNLEDCE MANACEMENT MBA 3 0 1 3
#-309 LADUF LECISLATINS MBA 3 0 1 3
INTEFNATINAL DUSINESS MANACEMENT
#-310 CLDAL HUMAN FESUFCE MANACEMENT MBA 3 0 1 3
MKT-310 CLDAL MAFKETINC MBA 3 0 1 3
FN-310 INTEFNATINAL FINANCIAL MANACEMENT MBA 3 0 1 3
SUPPLY CHAIN MANACEMENT $
$M-301 LOGISTICS MANAGEMENT MBA 3 0 1 3
$M-302 MANAGING COSTS in SUPPLY CHAIN MBA 3 0 1 3
$M-303 MANAGING THE GLOBAL SUPPLY CHAIN MBA 3 0 1 3




















33



















FINANCE




34

INANCE - EECTIVES

IN-301 INVESTMENT MANAGEMENT


UNT :

Investment setting - Securities - Sources of investment information - Security market
indications - Security Contract reguIation Act. Investor Protection.

UNT :

Over view of capitaI market, InstitutionaI structure in capitaI market, Reforms and state
of capitaI market, New issue market and probIems, Securities and Exchange Board of
India (SEBI), Debt Market.

UNT :

Economic AnaIysis - Economic forecasting and stock Investment Decisions -
orecasting techniques. Industry AnaIysis - Industry cIassification. Economy and
Industry AnaIysis. Industry Iife cycIe - Company AnaIysis Measuring Earnings -
orecasting Earnings

UNIT IV:

undamentaI AnaIysis Vs TechnicaI AnaIysis - Charting methods - Market Indicators.
Trend - Trend reversaIs - Patterns - Moving Average - ExponentiaI moving Average -
OsciIIators

UNT V:

PortfoIio Theory - PortfoIio Construction -- Performance EvaIuation - PortfoIio
revision- MutuaI unds.

#EFE#ENE
1. Donald E.Fischer & #onald J.Jordan, '$ecurity Analysis & Portfolio Management',
Prentice all of ndia Private Ltd., New Delhi 2000.
2. V.A.Avadhani '$ecurities Analysis and Portfolio Management', imalaya Publishing
ouse, 1997.
3. V.K.Bhalla, 'nvestment Management', $.hand & ompany Ltd., $eventh Edition, 2000
4. Punithavathy Pandian, '$ecurity Analysis & Portfolio Management' Vikas Publishing
ouse Pvt., Ltd., 2001






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IN-302 INANCIA SERVICES


UNT :

Introduction - An Over view of Indian inanciaI System - Merchant Banking in India - Recent
DeveIopments and ChaIIenges ahead - InstitutionaI Structure - unctions of Merchant Banking
- egaI and ReguIatory rameworks - ReIevant Provisions of Companies Act- SERA- SEBI
guideIines- EMA, etc. - ReIation with Stock Exchanges, OTCEI and NSE.

UNIT II:

RoIe of Merchant Banker in AppraisaI of Projects, Designing CapitaI Structure and Instruments
- Issue Pricing - Pricing - Preparation of Prospectus SeIection of Bankers, Advertising
ConsuItants, etc. - RoIe of Registrars - Underwriting Arrangements. DeaIing with Bankers to the
Issue, Underwriters, Registrars, and Brokers. - Offer for SaIe - Book - BuiIding - Green Shoe
Option - E-IPO Private PIacement - Bought out DeaIs - PIacement with Is, Ms, IIs, etc. off -
Shore Issues. - Issue Marketing - Advertising Strategies - NRI Marketing - Post Issue
Activities.

UNIT III:

PortfoIio Management Services - Credit Syndication - Credit Rating - MutuaI unds - Business
VaIuation.

UNIT IV:

easing and Hire Purchasing - Basics of easing and Hire purchasing - inanciaI EvaIuation -
Tax ImpIication.

UNT V:

Consumer Credit - Credit Cards - ReaI Estate inancing - BiIIs Discounting - Recent
DeveIopments in actoring and orfeiting - Venture CapitaI.

#EFE#ENE
1. M.Y.Khan, 'Financial $ervices' Tata McGraw-ill, 3rd Edition, 2005.
2. Machiraju, 'ndian Financial $ystem' Vikas Publishing ouse, 2nd Edition, 2002.
3. J..Verma, 'A Manual of Merchant Banking', Bharath Publishing ouse, New Delhi, 2001.
4. K.$riram, 'and Book of Leasing, ire Purchase & Factoring', FA, yderabad, 1992.
5. Economic Dailies, #elevant Publication of AMF$.
6. Bhalla. V.K. 'Management of Financial $ervices' Mnmol, New Delhi, 2001.
7. Bhalla. V.K. and Dilbag, $ingh, 'nternational Financial enters', New Delhi, Anmol, 1997.




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36

FIN-303 WORKING CAPITAL MANAGEMENT



UNT 1:
orking capital concepts: omponents of current assets & liabilities working capital policies
Determining factors estimating the working capital needs operating cycle analysis.

UNT :
ash management: #ationale cash budgeting cash management models $trategies for
managing marketable securities

UNT :
#eceivables management: redit terms credit analysis impact of credit policy changes
monitoring receivables management

UNT V:
nventory management: Types of inventory inventory costs inventory levels overview.


UNT V:
$ources of working capital: Bank credit Tandon & hore committee recommendations
ommercial papers -- nter corporate deposits Bills discounting ertificate of deposits
factoring



#EFE#ENE

1. Bhattacharya orking apital Management : $trategies and techniques P 2008
edition
2. D.#.Mehta - orking apital Management Prentice hall nc
3. Jain, Management of orking apital, Academic publications, Bangalore





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IN-304 CORPORATE INANCE


UNIT I:

orporate finance Nature and scope #ole of financial institutions Financial requirement
forecasting Estimation of external funds requirements Financial planning Breakeven
analysis P. V. analysis future EP$ Profit planning under
inflationary conditions.

UNIT II:

#isk & return - Valuation of fixed income securities -Valuation of the firm Dividend valuation
models capital structure decisions

UNT :


Appraisal of #isky nvestments, certainty equivalent cash flows and risk adjusted discount
rate, risk analysis in the context of DF methods using Probability information, nature of cash
flows, $ensitivity analysis; $imulation and investment decision, Decision tree approach in
investment decisions.

UNT V:


Business faiIures & Corporate restructuring: Causes - Symptoms - VoIuntary remedies
- Reorganisation - iquidation.

UNIT V:


Corporate Governance - SEBI GuideIines- Corporate Disasters and Ethics- Corporate
SociaI ResponsibiIity- StakehoIders and Ethics.


#EFE#ENE

1. .M.Pandey, 'Financial Management', Vikas Publishing ouse Pvt., Ltd., 8th Edition, 2004.
2. Machiraju, 'ndian Financial $ystem', Vikas Publishing ouse P.Ltd, 2nd Edition, 2002.
3. omparative orporate Governance: 'The $tate of the Art and Emerging #esearch', by Klaus
opt.
4. Thomas E.opeland and J.Fred eston 'Financial Theory & orporate Policy', Addison
esley Publishing ompany.
5. #aj Aggarwal 'apital budgeting under uncertainty'. Prentice all Englewood liffs, New
Jersey, 1993.
6. ooley 'Advances in Business Financial Management', The Dryden Press 1990.







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IN-305 INANCIA DERIVATIVES

UNT 1:

Derivatives - Types of derivatives -- unctions performed by derivatives markets -
Traders in derivatives market-- Use of derivatives -- worId derivatives market -
Derivatives in india


UNT :

orward contracts - utures contact - Trading in futures contract - Hedging strategies
using futures - Stock indexed futures - short term and Iong term interest rate futures .

UNT :

Options contract : option pricing modeIs - vaIuation of options - trading with options -
hedging with options - currency options

UNT V:

Financial $AP$ redit derivatives Management of derivatives exposure

UNT V:

#egulations of Derivatives market #ecent case studies on Derivatives misfortunes


#EFE#ENE
1. John..ull, 'Options, Futures and other Derivative $ecurities', Prentice all ndia Pvt., Ltd.,
2. $.$.$.Kumar, 'Financial Derivatives Prentice all ndia Pvt., Ltd.
3. Gupta, 'Financial Derivatives Prentice all ndia Pvt., Ltd
4. P.Vijaya Bhaskar and B.Mahapatra, 'Derivatives simplified An ntroduction to #isk Management',
#esponse Books, $age Publication Pvt., Ltd.



















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IN-306 RISK MANAGEMENT AND INSURANCE

UNT 1:

Meaning of risk -- CIassification of Risk -- Risk management process - Methods of risk
management - SeIecting and impIementing risk management techniques

UNT :

CommerciaI risk management appIications - property & IiabiIity insurance - risk
management for auto owners and homeowners - workmen's compensation insurance -

UNT :

Life insurance annuities calculation of premium surrender value classification of
policies Practical aspects of life insurance


UNT V:

Legal dimensions of insurance Life insurance act 1956 changes in insurance act -
nsurance ombudsman nsurance regulatory and development act 1999.

UNT V:

Government reguIation of insurance sector - .Privatization of insurance business in
india - insurance intermediaries - Insurance products pricing - cIaim vaIuation -
Reinsurance - Bancassurance - oreign insures in india



#EFE#ENE

1. Dorfman ntroduction of risk management and insurance prenticehall
2. McNamara introduction of risk management and insurance Addison-wesley
3. #ejda George principles of risk management and insurance - Addison-wesley














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FIN-307 CORPORATE TAXATION



UNT 1:

ntroduction to Direct and ndirect Taxes - ndirect Taxes : entral $ales Tax - $ervice Tax
- Excise Duty and ENVAT

UNT :

Income Tax aw - scheme of taxation - important concepts - method of accounting -
scope of totaI income & residentiaI status - tax free income

UNT :

eads of income salaries, ncome from house property, Profits and Gains of business and
profession capital gains and income from other sources


UNT V:

$et off and carry forward of losses deductions from gross total income assessment
procedures.

UNT V:

Tax pIanning considerations - Major changes and deveIopments as per the Iast union
budget


#EFE#ENE
1. $inghania Direct taxes : law and practice Taxman
2. $rinivas andbook of corporate tax planning Tata McGrawhill
3. $inghania ncome tax : law and practice Taxman















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FIN-308 MERGERS , ACQUISTION AND CORPORATE RESTRUCTURING



UNT 1:

The takeover process the legal and regulatory framework accounting for M & A 's deal
structuring theories of Merger's and offers

UNT :

egaIities invoIved in Mergers, Acquisition and Take over - EthicaI issues of Merger
and Take over - Timing of merger activity - EmpiricaI tests of M & A performance

UNT :

#estructuring and Divestitures Financial restructuring Approaches to valuation


UNT V:

Financing the Mergers and Takeovers Alliances and Joint Ventures E$OP's Going
private and Leveraged buyouts nternational takeovers and restructuring .

UNT V:

Share repurchases, takeover defenses, corporate governance and performance -
merger arbitrage - impIementation and management guides for M & A


#EFE#ENE

1. $udi $udarsanam creating value from mergers and acquisitions Pearson education
2. eston Takeovers, restructuring and corporate governance - Pearson
3. #avindhar Mergers, acquisitions and business valuation excel books

















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FIN-309 FINANCIAL MARKETS



UNT 1:

Financial system in india lassification of financial market - Financial instruments
$ecurity Markets Legal environment : $EB Act 1992, $ecurities ontract #egulation act
1956, ompanies act 1956, #B rules and guidelines for F's. Government securities market
participants in gilt-edged securities market #EPO$- Government bonds. Money market
Money market instruments-call money market -- Treasury bill market

UNT :

Primary market - roIe & it's functions- methods of seIIing securities in primary market -
SEBI guideIines for pubIic issues - pricing of issues- roIe of merchant bankers-
underwriting of issues - procedure for new issues

UNT :

$econdary market organization of stock exchanges- listing of securities in stock exchanges
trading mechanism Practical aspects of stock market


UNT V:

#eforms in secondary market and investor protection- Depository Depositories act 1996
$EB ( depositories and participants regulation ) 1996, $EB ( ustodian of securities
regulation ) 1996, N$DL . OTE Financial institutions in india .

UNT V:

Credit rating agencies - methodoIogy of credit rating - share price indices - compiIing
of index numbers and interpretation


#EFE#ENE
1.Dalton john ow the stock market works P delhi
2. Machi raju Merchant banking wiley eastern delhi
3. Gordon Financial markets and Financial services - Gordon and Natrajan
2. ndian financial system varshney Tata Mcgrawhill
3. Financial markets and nstitutions Frederic and Eakins Pearson education









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IN-310 INTERNATIONA INANCIA MANAGEMENT


UNIT I:

InternationaI inanciaI functions and Scope of InternationaI financiaI management -
InternationaI fIow of funds - DeveIopments in internationaI monetary system.

UNIT II:

oreign exchange market - Measurement of foreign exchange exposure - InternationaI
credit instruments - GIobaI financiaI markets - Short term borrowing and investment

UNIT III:

InternationaI Iong term finance : IM - WorId bank - Asian deveIopment bank - Euro
bond market - ADR's & GDR's .

UNIT IV:
ross border investment decisions Management of working capital working capital policy

UNT V:
Foreign Direct investment nternational capital budgeting nternational portfolio
management nternational financial market nternational banking Financial swaps
nternational indebtedness nternational accounting and taxation



REERENCE:
1. Apte P.G., 'nternational Financial Management' Tata McGraw ill
2. $haran, 'nternational Financial Mnagement' - P.
3. Jevantham, Foreign exchange management $ultan chand & sons.


















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44















HUMAN RESOURCES
MANAGEMENT
(HRM)



45


HR- 301 Industrial Relations

Objectives : The objective oI this course is to provide the students with a thorough understanding oI
the large number oI Iactors and players that inIluence a harmonious relationship among employees in an
organization

Unit I
Industrial Relations: Theories oI Industrial Relations,The changing concepts oI Industrial relations,
Factors aIIecting employee stability. Application oI Psychology to industrial relations.

Unit II
Industrial Harmony and ConIlict: Harmonious relations in industry, importance and means; cause oI
industrial disputes, Machinery Ior settling oI disputes, Negotiation, Conciliation, Mediation, Arbitration
and Adjudication, Strikes, Lock-outs, Layout and Retrenchment codes oI discipline, Grievance
procedure, Labour management co-operation; Worker`s participation in management.

Unit III
Labour Relations: Changing concept oI management labour relations; Statute laws, Tripartite
conventions, development oI the idea oI social justice, limitation oI management prerogatives
increasing labour responsibility in productivity.
Joint Consultation: Principal types, Attitude oI trade unions and management; Joint consultation in
India.

Unit IV
Trade Unions: Trade Unions and their growth, economic, social and political conditions leading to the
development oI trade unionism, Theories oI trade unionism, Aim and objectives oI trade unions,
Structure and governing oI trade unions.
Problems and Role oI Indian Trade Unions: Recognition and leadership, Finances and Membership,
Compulsory versus Iree membership, Political activities, WelIare, Legislation, Majority and Minority
unions, Social responsibilities, positive role in economic and social development.

Unit V
Collective Bargaining: Meaning, Scope, Subject matter and parties, Methods and tactics,
Administrations oI collective bargaining agreements; Fair and unIair labour practice. Tripartite
Machinery: At the center and in the states; I.L.O. Its Iunctions and role in labour movement
Industrial health and saIety
References:
1. Mamoria C.B and Sathish Mamoria,Dynamics oI Industrial Relations, Himalaya
Publishing House,New Delhi,1998.
2. Dwivedi.R.S Human Relations 7 Organisational Behaviour, Macmillan India Ltd.,
New Delhi,1997.
3. Pylee.M.V and Simon George ,Industrial Relations and Personnel Management ,Vikas
Publishing House (P) Ltd.,New Delhi,1995
4. N.G.Nair,Lata Nair,Personnel Management and Industrial Relations,S.Chand,2001
5. Srivastava,Industrial Relations and Labour Laws,Vikas ,4TH edition,2000
6. C.S.Venkata Ratnam,Globalisation and Labour Mangement Relations,Response Books,2001





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46

HR- 302 HUMAN RESOURCES DEVELOPMENT
(HRD)

Objective : To expose the students to the various nuances oI HRD such as training, accounting, audit,
OD and career development.
Unit I
HRD: DeIinition, Evolution oI HRD Irom Personnel management, Developmental Perspective oI
HRD,HRD at macro and micro levels: Outcomes oI HRD in the national and organizational contexts.
Qualities and Competencies required in a HRD proIessional. Importance oI HRD in the present context,
Development oI HRD Movement in India, Theory and Practice oI HRD: HRD concepts, Subsystems oI
HRD: Human Resource Planning, Organizational Culture and Climate:

Unit II
Development Human Capacity: Aptitude, Knowledge, Values, Skills oI Human Relations,.Training and
Development: Meaning and Scope oI training, education and development; Training need analysis,
Types oI training Internal and external, Outbound Training, Attitudinal training, Training eIIectiveness.
Learning Organization: Organizational Learning, Importance oI Experiential Learning, Learning
Organization, Knowledge Management, Achieving Organizational EIIectiveness and Excellence.

Unit III
Evaluating HRD: Human Resource Accounting, HR Audit and Bench marking, Impact-assessment oI
HRD initiatives on the bottom-line oI an organization.

Unit IV
Organizational Development (OD): Meaning oI OD, OD Interventions, OD Programs and Techniques:
Behaviour Modeling, gaming, Encounter Groups, Quality oI Work liIe (QWL) and Quality oI LiIe
Programs, Grid training, BeneIits oI OD; OD consultants.
Organizational Development Process: Phases in OD Initial Diagnosis Survey and Feedback, Action
Planning, Problem Solving, Team Building, Developing Creativity and Innovation, Managing
organizational Change.

Unit V
Recent Trends in HRD and OD: Training Ior trainers and HRD proIessionals, Promoting Research in
HRD and OD. Impacts oI developments in the other Iields such as Psychology, Business Management,
Communication and InIormation Technology appraisal, Training and Development, Career Planning &
Succession Planning.
References
1. D.L. KIRKPATRICK (Ed), How to Manage Change EIIectively San Francisco: Josseybass, 1985.
2. T.V. RAO and UDAI PAREEK (1989). Developing and Managing Human Resource System.
3. D.M. SILVERA (1988), Human Resource Development: The Indian Experience, New India
Publication
4. LEONARD NADIER, (1984) The Handbook oI HRD, USA: John Wiley.
5. RAO TV and DF PEREIRA (1986), Recent Experiences in Human Resources Development, OxIord
&IBH
6. ROBINSON, KENNETH R., A Handbook oI Training Management (2nd Ed) Kogan Page,U K
(1982).
7. FRENCH W.L. & BELL, Jr, C.H. (1982), Organization Development: Behavioural Science, P H I 6
th

ED,2002
8. SIKULA A.F.P., Administration and HRD John Wiley, New York.
9. ARGYRIS, CHRIS (1978): Organizational Learning: A Theory oI Action Perspective,Addison
Wesley.
3. SANGE DATER M (1990) The FiIth Discipline: The art and Practice oI the Learning.
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47

HR-303 ORGANIZATIONAL DEVELOPMENT

Objective : Understanding organizations, their culture, work groups, teams, stress, and development

UNIT I
Approaches to Understanding Organisations
Key Organisational Designs, Procedures, DiIIerentiation & Integration, Basic Design
Dimensions Determination oI structure Forces reshaping Organisation LiIe Cycles in Organisation

UNIT II
Organisational culture key role oI Organisational Culture,Functions & EIIects oI Organisational
Culture,Leaders role in shaping and reinIorcing culture, Developing a Global Organisational Culture

UNIT III
Work Groups & Teams ,Preparing Ior the world oI work Group Behaviour, Emerging issues oI Work
Organisation and Quality oI Working liIe Career stage model Moving
up the career ladder

UNIT IV
Stress and Well Being at Work ,Four approaches to stress ,Sources oI stress at work, consequences oI
stress ,Prevalent Stress Management , Managerial implications

UNIT V
Organisational Development and Change ,Organisational Development , Alternative Interventions ,
Change Agents : Skills , Resistance to change ,Managing the resistance ,Levin`s change model ,
Organisational reality

Reference:
1. Organisational Behaviour Foundations, Realities and Challenges Debra L Nelson, James Campbell
Quick.
2. Organisational Behaviour Fred Luthans Mc Graw Hill (International Edition).





















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48

HR- 304 TRAINING AND HUMAN PERFORMANCE
ENHANCEMENT




Objective : To provide and thorough understanding oI the training requirements, methods and
techniques, evaluation and marketing

Unit I
Training and Development : An Overview -Learning Process

Unit II
Trainers Role- Need Analysis- Designing a Training Program

Unit III
Training Techniques : The Lecture Method - ConIerence Leadership The case Method - Role Plays-
Games and Simulations

Unit IV
Evaluation oI Training and Development

Unit V
Marketing oI Training Function

References :
1 Bewnet, Roger cd Improving Training eIIectiveness, Aldershot, Gower 1988
2 Buckley R & Caple, Jim, The Theory & Practice oI Training, London, Kogan & Page 1995
3 Lynton R Pareek U Training to Development 2nd ed. New Delhi, Vistaar, 1990.
4 Pepper, Allan D, Managing the Training and Development Iunction, Aldershot, Gower, 1984
5 Rae L etc. Hon to Measure Training EIIectiveness, Aldershot, Gower, 1986
6 Reid M.A. etc. Training interventions, Managing Employee Development, 3rd ed. London IPM
1992
7 Serge P The FiIth Discipline, The Art and Practice oI the learning organization London Century,
1992
















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HR- 305 LEADERSHIP AND ORGANIZATIONAL
EFFECTIVENESS
Objective : To understand the theory and application oI Leadership in
the organization and to acquire a thorough understanding oI the practices and
development oI organization eIIectiveness .
Unit I
Introduction to Leadership: DeIinition, Importance oI leadership, Roles oI
a leader, Leadership attitudes, ethical leadership, Theories oI Leadership leadership grid, , Content and
process theories,ReinIorcement theory, Contingency leadership theories and models,
Leadership continuum theory, Normative leadership theory, Leadership substitute theory

Unit II
Team Leadership: Ginnet`s team eIIectiveness leadership model, , the changing role oI leadership in
selI managed teams,Leader Iollower relations, Dyadic theory, Leadermember exchange theory,
Delegation, Coaching, Managing conIlict.Organizational Leadership: Charismatic and transIormational
leadership,Stewardship and servant leadership, Leadership oI culture and diversity, Strategic leadership.

Unit III
Leadership development and succession: Development through selI awareness and selI discipline,
education, experience,and mentoring, succession. Evaluation oI leadership development eIIorts, Indian
cases on leadership

Unit IV
The Concept OI Managerial EIIectiveness DeIinition The person, process, product approaches
Bridging the Gap Measuring Managerial EIIectiveness Current Industrial and Government practices
in the Management oI Managerial EIIectiveness- the EIIective Manager as an Optimizer.
Unit V
Environmental Issues In Managerial EIIectiveness Organisational Processes Organisational Climate
Leader Group InIluences Job Challenge Competition Managerial Styles.Developing The
Winning Edge Organisational and Managerial EIIorts SelI Development Negotiation Skills
Development oI the Competitive Spirit Knowledge Management Fostering Creativity.
References:
1. Peter Drucker, 'Management', Harper Row, 2000.
2. Milkovich and Newman, 'Compensation', McGraw-Hill International, 2000.
3. Blanchard and Thacker, 'EIIective Training Systems, Strategies and Practices' Pearson 2005.
4. Dubin, Leadership, 'Research Findings, Practices & Skills', Biztantra, 2005.
5. Mathis JacksonHuman, 'Resource Management', Thomson Southwestern, 2005.







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50

306 Strateg|c an esorce Manageent And Deve|opent

Unit I
Human resource development , meaning, strategic Iramework Ior HRM and HRD.
Vision, Mission and Values, Importance and challenges to organizations, HRD Iunctions, roles oI HRD
proIessionals, HRD needs assessment, HRD practices,measures oI HRD perIormance, links to HR,
strategy and business goals, HRD program implementation and evaluation, recent trends, benchmarking
and HRD audit.
Unit II
E- employee proIile, e-selection and recruitment, virtual learning and orientation e-training and
development, e-perIormance management and compensation design, development and implementation
oI HRIS , designing HR portals, issues in employee privacy, employee surveys online.
Unit III
Domestic vs international HRM, cultural dynamics, culture assessment, cross cultural education and
training programs, leadership and strategic HR issues in international assignments, current challenges in
outsourcing, cross border m and a repatriation, etc, building multicultural organizations, international
compensation.
Unit IV
Career concepts, roles , career stages career planning and process, career development models, career
motivation and enrichment, managing career plateaus, designing eIIective career development systems,
competencies and career management, competency mapping models, equity and competency based
compensation
Dn|t V
Lmployee coachlng and counsellng need for coachlng role of P8 ln coachlng coachlng and
performance skllls for effecLlve coachlng coachlng effecLlveness need for counsellng role of P8 ln
counsellng componenLs of counsellng programs counsellng effecLlveness employee healLh and
welfare programs counsellng effecLlvenesswork sLress sources Lechnlques easLerna dn wesLern
pracLlves self managemenL and emoLlonal lnLelllgence
8eferences
1!effrey SLraLeglc Puman resource managemenL 1hompson 2003
2 WernerPuman 8esource uevelopmenL 1hompson 2002
3 Parrlson Lmployee uevelopmenL unlverslLy ress new uelhl
4 Srlnlvas kanula Puman 8esource ManagemenL renLlce Pall of lndla 2003







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51


HR- 307 Compensation Management
Objective : Understanding compensation, strategies and development oI a compensation package, wage
surveys, looking at various compensation packages , beneIit packages and compensating to retain
Unit I
Introduction: Compensation meaning, objectives, nature oI compensation, types oI compensations,
compensation responsibilities, Compensation system design issues: Compensations Philosophies,
compensation approaches, decision about compensation, compensation- base to pay, individual Vs team
rewards, Perceptions oI pay Fairness, legal constraints on pay systems.
Unit II
Managing Compensation: Strategic Compensation planning, determining compensation-the wage mix,
Development oI a Base Pay System: Job evaluation systems, the compensation structure-
Unit III
Wage and salary surveys, the wage curve, pay grades and rate ranges, preparing salary matrix,
government regulation on compensation, Iixing pay, signiIicant compensation issues, Compensation
as a retention strategy
Unit IV
Variable Pay and Executive Compensation: Strategic reasons Ior Incentive plans, administering
incentive plans, Individual incentive plans-Piecework, Standard hour plan, Bonuses, Merit Pay, Group
incentive plans- Team compensation, Gain sharing incentive Plans, Enterprise incentive plans-
ProIit Sharing plans, Stock Options, ESOPs, executive compensation elements oI executive
compensation and its management, International compensation Mngt.
Unit V
Managing Employee BeneIits: BeneIits- meaning, strategic perspectives on beneIits-goals Ior beneIits,
beneIits need analysis, Iunding beneIits, benchmarking beneIit schemes, nature and types oI beneIits,
Employee beneIits programs- security beneIits, retirement security beneIits, health care beneIits, time-
oII beneIits, beneIits administration, employee beneIits required by law, discretionary major employee
beneIits, creating a work liIe setting, employee services- designing a beneIits package.

REFERENCE
1. Compensation & Reward Management, BD Singh, Excel Books
2. Compensation, Milkovich & Newman, TMH
3. Strategic Compensation, Joseph J. Martocchio, 3rd Edition, PearsonEducation
4. CompensationManagement in a Knowledge based world, Richard I.Anderson, 3th edition, Pearson
Education
5. Compensation Management, Er Soni Shyam Singh, Excel Books.
















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HR- 308 KNOWLEDGE MANAGEMENT

Objective : Understanding knowledge management, the components oI knowledge management, the
process and techniques , practices and evaluation.

Unit I

Introduction: DeIinition, evolution, need, drivers, scope, approaches in Organizations, strategies in
organizations, components and Iunctions, - understanding knowledge;

Unit II

Learning organization: Iive components oI learning organization, knowledge sources, and
documentation.

Unit III

Essentials OI Knowledge Management, knowledge creation process, knowledge management
techniques, Knowledge creation process, systems and tools, organizational knowledge management
architecture and implementation strategies, building the knowledge corporation and
implementing knowledge management in organization.

Unit IV

Knowledge management system liIe cycle, managing knowledge workers, knowledge audit, and
knowledge management practices in organizations, Iew case studies.

Unit V

Futuristic KM: Knowledge Engineering, Theory oI Computation, DataStructure.

REFERENCES:

1. Knowledge Management a resource book A Thothathri Raman, Excel, 2004.
2. Knowledge Management- Elias M. Awad Hasan M. Ghazri, Pearson Education















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53

309 LA8CD LLGISLA1ICNS
Cb[ect|ves
1hls course aLLempLs Lo cover all Lhe legal lssues AcLs LhaL P8 execuLlves should be famlllar wlLh ln
connecLlon wlLh wages worklng condlLlons and labor welfare soclal securlLy eLc
1he followlng acLs would be sLudled ln depLh
1 1he lacLorles AcL
2 1he 1rade unlons AcL
3 1he aymenL of Wages AcL
4 1he Mlnlmum wages AcL
3 1he lndusLrlal ulspuLes AcL
6 1he Workmen's CompensaLlon AcL
7 1he aymenL of CraLulLy AcL
8 1he aymenL of 8onus AcL
9 1he Lmployee rovldenL lund and Mlscellaneous AcL
10 1he Lmployees SLaLe lnsurance AcL
11 1he lndusLrlal LmploymenL (SLandlng Crders) AcL
eferences
1 kapoor nu LlemenLs of lndusLrlal Law SulLan Chand
2 SrlvasLava lndusLrlal 8elaLlons and labour laws vlkas 4Lh edlLlon
3 8especLlve AcLs
4 uhandapanl commerclal and lndusLrlal law SulLan Chand 1998
3 uas CupLa MalnLalnlng lndusLlal dlsclpllne 8esponse 8ooks 2002


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54

HR- 310 GLOBAL HUMAN RESOURCE
MANAGEMENT

Objective

This course is intended to Iamiliarize the students with the latest global trends and HRM in MNC`s with
diIIering cultures, HR Systems & policies. Management across borders requires global managerial
staIIing & cross cultural decision making. This course initiates the student to HRM practiced on a larger
canvas beyond borders.
Dn|t I
lnLroducLlon Lo CP8M ueflnlLlon reasons for golng global Approaches LoCP8M ulfference beLween
CP8M and uomesLlc P8M 8easons foremergence of CP8M Models of CP8MMaLchlng model
Parvard ModelConLexLual Model 3 Model Luropean Model Models of SP8M ln MulLlnaLlonal
Companles lnLernaLlonallzaLlon of P8M SocloculLural conLexL CrganlzaLlonal dynamlcs and CP8M
8ole of culLure ln lnLernaLlonal P8M CulLure and employee managemenL lssues CrganlzaLlonal
rocesses ln CP8M Llnklng P8 Lo lnLernaLlonal expanslon sLraLegles 1he Challenges of Clobal Puman
resource managemenL
Dn|t II
SLraLegles for lnLernaLlonal CrowLh LxplolLlng global lnLegraLlon1he loglc of global lnLegraLlon
dlfferenLlaLlon MasLerlng expaLrlaLlon beyond Lhe LradlLlonal expaLrlaLe model Lhe llmlLs of global
lnLegraLlon 8ecomlng locally responslve 1he rooLs of responslveness undersLandlng dlverslLy
respondlng Lo dlverslLy Lhe challenges of locallzaLlon Managlng alllances and [olnL venLures meanlng
need dlfferenL klnds of alllances plannlng and negoLlaLlng alllances lmplemenLlng alllances
supporLlng alllance learnlng Lhe evolvlng role of alllances
Dn|t III
8ecrulLmenL SelecLlon and sLafflng ln lnLernaLlonal conLexL lnLernaLlonal Managers parenL counLry
naLlonals Lhlrd counLry naLlonals hosL counLry naLlonals advanLages and dlsadvanLages of dlfferenL
selecLlon meLhods dlfferenL approaches Lo mulLlnaLlonal sLafflng declslons recrulLmenL meLhodsuslng
headhunLers crossnaLlonal adverLlslng erecrulLmenL SelecLlon crlLerla and Lechnlques use of
selecLlon LesLs lnLervlews for lnLernaLlonal selecLlon lnLernaLlonal sLafflng lssues
Dn|t IV
erformance ManagemenL A concepLual background ConsLralnLs ln goal aLLalnmenL performance
managemenL cycle models performance and appralsal ln CP8M appralsal of expaLrlaLe Lhlrd and
hosL counLry employees lssues and challenges ln lnLernaLlonal performance managemenL counLry
speclflc
performance managemenL pracLlces 1ralnlng and developmenL ln lnLernaLlonal conLexL ConLexL
8ackdrop of lnLernaLlonal Lralnlng CurrenL scenarlo ln lnLernaLlonal Lralnlng and developmenL
Lralnlng developmenL of lnLernaLlonal sLaff Lypes of expaLrlaLe Lralnlng PCn Lralnlng Career
uevelopmenL repaLrlaLe Lralnlng developlng lnLernaLlonal sLaff and mulLlnaLlonal Leams knowledge
Lransfer ln
mulLlnaLlonal companles

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55


Dn|t V
lnLernaLlonal CompensaLlon lorms of compensaLlon and facLors LhaL lnfluence compensaLlon pollcy
key componenLs of lnLernaLlonal compensaLlon Approaches Lo lnLernaLlonal compensaLlon
compensaLlon pracLlces across Lhe counLrles soclal securlLy sysLems across Lhe counLrles global
compensaLlon emerglng lssues lnLernaLlonal Labour 8elaLlons key lssues response of labour unlons
Lo P8M pracLlces ln dlfferenL counLrles !apan uSA uk 1urkey Mlddle LasL lndla and Chlna

eferences
1 1he Clobal Challenge framework for lnLernaLlonal human resource managemenL Lvans uclk
8arsoux 1aLa McCrawPlll lrwln
2 Clobal Puman resource managemenLeLer ! uowllng uenlce L Welch Cengage Learnlng Clobal
Puman resource managemenL Monlr P 1ayeb Cxford unlverslLy ress 2003
3 Clobal Puman resource managemenL Pugh Sculllon Margarel Llnehan algrave McMlllan 2003
4 lnLernaLlonal P8M Anne WlL Parzlng !orls van 8uysse veldL Sage ubllcaLlon
3 lnLernaLlonal P8M Pugh Sculllon MargareL Llnehan al grave 2004




















56
















INTERNATIONAL
BUSINESS
MANAGEMENT
(IBM))











57


HR- 310 Global Human Resource Management

Objective
This course is intended to Iamiliarize the students with the latest global trends and HRM in MNC`s with
diIIering cultures, HR Systems & policies. Management across borders requires global managerial
staIIing & cross cultural decision making. This course initiates the student to HRM practiced on a larger
canvas beyond borders.
Dn|t I
lnLroducLlon Lo CP8M ueflnlLlon reasons for golng global Approaches LoCP8M ulfference beLween
CP8M and uomesLlc P8M 8easons foremergence of CP8M Models of CP8MMaLchlng model
Parvard ModelConLexLual Model 3 Model Luropean Model Models of SP8M ln MulLlnaLlonal
Companles lnLernaLlonallzaLlon of P8M SocloculLural conLexL CrganlzaLlonal dynamlcs and CP8M
8ole of culLure ln lnLernaLlonal P8M CulLure and employee managemenL lssues CrganlzaLlonal
rocesses ln CP8M Llnklng P8 Lo lnLernaLlonal expanslon sLraLegles 1he Challenges of Clobal Puman
resource managemenL
Dn|t II
SLraLegles for lnLernaLlonal CrowLh LxplolLlng global lnLegraLlon1he loglc of global lnLegraLlon
dlfferenLlaLlon MasLerlng expaLrlaLlon beyond Lhe LradlLlonal expaLrlaLe model Lhe llmlLs of global
lnLegraLlon 8ecomlng locally responslve 1he rooLs of responslveness undersLandlng dlverslLy
respondlng Lo dlverslLy Lhe challenges of locallzaLlon Managlng alllances and [olnL venLures meanlng
need dlfferenL klnds of alllances plannlng and negoLlaLlng alllances lmplemenLlng alllances
supporLlng alllance learnlng Lhe evolvlng role of alllances
Dn|t III
8ecrulLmenL SelecLlon and sLafflng ln lnLernaLlonal conLexL lnLernaLlonal Managers parenL counLry
naLlonals Lhlrd counLry naLlonals hosL counLry naLlonals advanLages and dlsadvanLages of dlfferenL
selecLlon meLhods dlfferenL approaches Lo mulLlnaLlonal sLafflng declslons recrulLmenL meLhodsuslng
headhunLers crossnaLlonal adverLlslng erecrulLmenL SelecLlon crlLerla and Lechnlques use of
selecLlon LesLs lnLervlews for lnLernaLlonal selecLlon lnLernaLlonal sLafflng lssues
Dn|t IV
erformance ManagemenL A concepLual background ConsLralnLs ln goal aLLalnmenL performance
managemenL cycle models performance and appralsal ln CP8M appralsal of expaLrlaLe Lhlrd and
hosL counLry employees lssues and challenges ln lnLernaLlonal performance managemenL counLry
speclflc
performance managemenL pracLlces 1ralnlng and developmenL ln lnLernaLlonal conLexL ConLexL
8ackdrop of lnLernaLlonal Lralnlng CurrenL scenarlo ln lnLernaLlonal Lralnlng and developmenL
Lralnlng developmenL of lnLernaLlonal sLaff Lypes of expaLrlaLe Lralnlng PCn Lralnlng Career
uevelopmenL repaLrlaLe Lralnlng developlng lnLernaLlonal sLaff and mulLlnaLlonal Leams knowledge
Lransfer ln
mulLlnaLlonal companles

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58


Dn|t V
lnLernaLlonal CompensaLlon lorms of compensaLlon and facLors LhaL lnfluence compensaLlon pollcy
key componenLs of lnLernaLlonal compensaLlon Approaches Lo lnLernaLlonal compensaLlon
compensaLlon pracLlces across Lhe counLrles soclal securlLy sysLems across Lhe counLrles global
compensaLlon emerglng lssues lnLernaLlonal Labour 8elaLlons key lssues response of labour unlons
Lo P8M pracLlces ln dlfferenL counLrles !apan uSA uk 1urkey Mlddle LasL lndla and Chlna

eferences
1 1he Clobal Challenge framework for lnLernaLlonal human resource managemenL Lvans uclk
8arsoux 1aLa McCrawPlll lrwln
2 Clobal Puman resource managemenLeLer ! uowllng uenlce L Welch Cengage Learnlng Clobal
Puman resource managemenL Monlr P 1ayeb Cxford unlverslLy ress 2003
3 Clobal Puman resource managemenL Pugh Sculllon Margarel Llnehan algrave McMlllan 2003
4 lnLernaLlonal P8M Anne WlL Parzlng !orls van 8uysse veldL Sage ubllcaLlon
3 lnLernaLlonal P8M Pugh Sculllon MargareL Llnehan al grave 2004


















59

MKT-310 Global Marketing


Objective
With the globalization oI the world economy, it has become almost mandatory Ior all Iirms to
understand the global marketing scenario Ior their survival. In addition, competition has also become
global, necessitating all Iirms to look beyond their geographical borders. This course will provide the
basic inputs required Ior success in the global market.

UNIT I:
International Marketing: Introduction, Scope, DiIIerence With Domestic Marketing Global Marketing
International Marketing Mix MNC`s Vs TNC`s BeneIits oI International Marketing.

UNIT II:
The Global Economic Environment. , The Global Trade Environment. international trade and
monetary system tariII and non tariII trade barriers WTO IMF balance oI payments, Social and
Cultural Environments. , The Political, Legal, and Regulatory Environments oI Global Marketing.

UNIT III:
Approaching global markets - Global InIormation Systems, Consumer behavior and Market Research,
Segmentation, Targeting, and Positioning. Importing, Exporting, and Sourcing, Global Market Entry
Strategies: Licensing, Investment, and Strategic Alliances.

UNIT IV:
The global marketing mix new product development, international PLC, Product and Brand
Decisions, Pricing Decisions, Global Marketing Channels and Physical Distribution, Advertising and
Public Relations- cross cultural issues, Sales Promotion, Personal Selling, Special Forms oI Marketing
Communication.

UNIT V:
Strategy and leadership in the 21
st
century - Global Marketing and the Digital Revolution. , Strategic
Elements oI Competitive Advantage. , Leading, Organizing, and Controlling the Global Marketing
EIIort.


Reference:
1. Fairwether, ' International, Marketing ', Prentice Hall
2. Francis cherunilam, 'International Trade and Export Management, Himalaya
3. V.K. Kripalani, ' international marketing, Sultan chand
4. Shivarama, 'Globalisation and Indian 59iberalization, South Asia publications
5. Cateora, ' International Marketing, Tata McGraw Hill
6. Warren J Keegan, Mark C Green, Global Marketing, Pearson Education
7. Svend Hollensen, Global Marketing, A decision Oriented Approach, Pearson Education







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60

IN-310 INTERNATIONA INANCIA MANAGEMENT


UNIT I:
InternationaI inanciaI functions and Scope of InternationaI financiaI
management - InternationaI fIow of funds - DeveIopments in internationaI monetary
system.

UNIT II:
oreign exchange market - Measurement of foreign exchange exposure - InternationaI
credit instruments - GIobaI financiaI markets - Short term borrowing and investment

UNIT III:
InternationaI Iong term finance : IM - WorId bank - Asian deveIopment bank - Euro
bond market - ADR's & GDR's .

UNIT IV:
ross border investment decisions Management of working capital working capital policy

UNT V:
Foreign Direct investment nternational capital budgeting nternational portfolio
management nternational financial market nternational banking Financial swaps
nternational indebtedness nternational accounting and taxation


REERENCE:
4. Apte P.G., 'nternational Financial Management' Tata McGraw ill
5. $haran, 'nternational Financial Mnagement' - P.
6. Jevantham, Foreign exchange management $ultan chand & sons.






















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MARKETING




62

MKT-301 Services marketing
Objective:
The objective oI this course is to expose the students to the unique characteristics oI services and its
marketing implications. The intent oI the course is to discuss, measure and analyze several Iacets oI
services marketing, essential Ior the success oI a service sector Iirm.

UNIT I:
Introduction to services marketing Services economy evolution and growth oI service sector
nature and scope oI services characteristics classiIication service market potential expanded
marketing mix Ior services service quality introduction to gaps model and SERVQUAL dimensions.

UNIT II:
Focus on customers - Assessing service marketing opportunities customer expectations and
perceptions oI services customer 62ehavior speciIic to usage oI services service markets
segmentation market targeting and selection.

UNIT III:
Service design Levels oI service product Service liIe cycle new service development service
blueprinting physical evidence and service scape competitive diIIerentiation oI services service
positioning strategies developing positioning maps pricing oI services methods and speciIic issues.

UNIT IV:
Service delivery People in services service process distributing service direct distribution, channel
Iunctions, channels selection, impact oI inIormation technology designing communications mix Ior
promoting services building service customer relationships and service recovery role oI internal
marketing in service delivery.

UNIT V:
Marketing strategies Ior diIIerent services Formulating service marketing strategies Ior health,
hospitality, tourism, logistics, Iinancial, inIormation technology, educational, entertainment and public
utility services.

REFERENCES:
1. Kenneth E Clow, et. Al 'Services Marketing Operation Management and Strategy Biztantra,
New Delhi, 2004.
2. Chiristropher H.Lovelock, Jochen Wirtz, 'Services Marketing,PearsonEducation,N.Delhi,
2004.
3. Halen WoodroIIe, 'Services Marketing, McMillan Publishing Co, New Delhi 2003.
4. Nimit Chowdhary and Monika Choudhary, 'Text book oI Marketing oI Services, the Indian
experience, MacMillan Publishing Co, New Delhi, 2005.
5. Christian Gronroos, 'Services Management and Marketing a CRM Approach, John Wiley and
sons England 2001.
6. Bhattacharjee, 'Services Management, An Indian Respective Jaico Publishing House, Chennai,
2005.






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63


MKT-302 CONSUMER BEHAVIOUR
Objective:
The course aims at understanding consumer behavior in the social and cultural
setting, its diversity and development, and the role oI consumer research and behavioral models.
Attempts will also be made to study the consumer`s decision-making process, the process oI adoption,
diIIusion oI innovation, consumer protection etc.
UNIT I:
Introduction Consumer behavior concepts dimensions oI consumer behaviors application oI
consumer behavior knowledge in marketing decisions approaches to the study oI consumer Behavior.
UNIT II:
Consumer as an individual, Consumer needs and motives personality and consumer behavior
consumer perception learning consumer attitudes attitude Iormation and change communication
and persuasion selI image liIe style analysis.
UNIT III:
Consumers in their social and cultural settings - Group dynamics and consumer reIerence groups
Family Social class cultural and sub-cultural aspects cross cultural consumer Behavior.
UNIT IV:
Consumer decision process and post-purchase behavior, Personal inIluence and opinion leadership
diIIusion oI innovations consumer decision making process models oI consumer decision process
Nicosia- Howard Sheth and Engel-Kollat model- post purchase Behavior Consumer expectation and
satisIaction managing dissonance consumer loyaltytypes oI loyalty programs.
UNIT V:
Additional dimensions - Consumerism consumer protection diIIiculties and challenges in predicting
consumer Behavior online consumer Behavior organizational and industrial buyer Behavior
consumer Behavior in Indian context emerging issues.

REFERENCES:
1. Leon G. SchiIIman, Leslie Lazar Kanuk, 'Consumer Behaviour, Pearson Education,N. Delhi,
2002.
2. David L.Loudon, Albert J Della Bitta, 'Consumer Behaviour, McGraw Hill, New Delhi 2002.
3. Jay D. Lindquist and M.Joseph sirgy, 'Shopper, buyer & consumer Behaviour, Theory and
Marketing application, Biztantra Publication, New Delhi 2005.
4. Sheth Mittal, 'Consumer Behaviour A Managerial Perspective, Thomson Asia (P) Ltd., Singapore,
2003.
5. K.K.Srivastava, 'Consumer Behaviour in Indian Context, Goal Gotia Publishing Co,N. Delhi
2002.
6. S.L. Gupta & Sumitra Pal,'Consumer Behaviour an Indian Perspective,SultanChand,N. Delhi
2001.
7. Ms.Raju, Dominique Xavedel, 'Consumer 63ehavior, Concepts Applications and Cases, Vikas
publishing house (P) Ltd., New Delhi 2004.
8. Henry Assael, Consumer 63ehavior strategic approach Biztantra, New Delhi, 2005.










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64

MKT-303 Integrated Marketing Communication (IMC)

Objective
This course provides the student with a thorough understanding oI the decision process involved in
marketing communications. Apart Irom providing analytical skills Ior dealing with promotional
decisions, the course will also provide an understanding oI the conceptual and the practical aspects oI
marketing communication. This is a very useIul elective Ior those who want to build a career in
advertising and public relations.

UNIT 1:
Integrated Marketing Communications, Corporate Image and Brand Management , Buyer Behaviors,
Promotions Opportunity Analysis
UNIT 2:
Advertising tools: Advertising Management,: Theoretical Frameworks and Types oI Appeals,
Advertising Design: Message Strategies and Executional Frameworks , Advertising EIIectiveness:
concept; diIIerent types oI tests
UNIT 3:
Advertising Media: diIIerent types oI media; media selection; measuring media eIIectiveness.
UNIT 4:
Promotional Tools: Trade Promotions, Consumer Promotions, Personal Selling, Database Marketing,
and Customer Relationship Management, Public Relations, Sponsorship Programs, and Regulations
UNIT 5:
Integration Tools: Internet Marketing, IMC Ior Small Businesses and Entrepreneurial Ventures,
Evaluating an Integrated Marketing Program
References
1. Kenneth E Clow / Donald E Baack, Intergrated Advertising Promotion and Marketing
Communication, Pearson Education
2. Belch, Advertising and Promotion, Tata McGraw Hill
3. Frank JeIkins , Advertising, Macmillan India Ltd
4. Oguinn, Advertising, thomson Learning
5. Kueglar Jr, Web Advertising and Marketing, Prentice Hall oI india
6. Batra, Myers and Aaker, advertising Management, Prentice hill







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MKT-304 Product and Brand Management

Objectives
This course provides the students with a good understanding oI the dimensions oI product management
, the new product development process, the organizational structures Ior new product development and
product management. This course will also explore the exciting issues related to Brand Management
namely, brand associations, brand identity, brand architecture, leveraging brand equity, brand portIolio
management etc and the strategies associated with it

UNIT 1:
Product Management An Introduction, Corporate Strategy and Product Policy, Product line
Decisions, Product LiIe Cycle and Marketing Strategies

UNIT 2:
New Product Development and the Techniques oI Idea Generation and Screening, Concept
Development and Testing, Test Marketing, Launching and Tracking New Product Programs,
Organizing Ior New Products

UNIT 3:
Introduction to Brand Management and CraIting oI Brand Elements Basic understanding oI brands
concepts and process signiIicance oI a brand brand mark and trade mark diIIerent types oI brands

UNIT 4:
Brand association Brand vision, Brand extension brand positioning brand image building.
BRAND IMPACT on consumers, competitors, Brand loyalty loyalty programs brand equity role
oI brand manager

UNIT 5 :
Brand rejuvenation and Brand strategies : Brand rejuvenation and re-launch, brand
development through acquisition takes over and merger - Monitoring brand performance over
the product life cycle. Co-branding, Designing and implementing branding strategies

REFERENCES:

1. Kevin Lane Keller, 'Strategic brand Management, Person Education, New Delhi, 2003.
2. Lan Batey Asian Branding 'A great way to Ily, Prentice Hall oI India, Singapore 2002.
3. Jean Noel, KapIerer, 'Strategic brand Management, The Free Press, New York, 1992.
4. Paul Tmeporal, Branding in Asia, John Wiley & sons (P) Ltd., New York, 2000.
5. S.Ramesh Kumar, 'Managing Indian Brands, Vikas publishing House (P) Ltd., New Delhi,
2002.
6. Jagdeep Kapoor, Brandex, Biztantra, New Delhi, 2005.











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MKT-305 Retail Management

Objective
Retailing industry in India is characterized by rapid changes in its Iormat and practices. This course in
retail management is designed to help the student to understand, synthesize and critically evaluate the
main decision variables and key change drivers in the retail industry.

UNIT I:
An Overview oI Strategic Retail Management - An Introduction to Retailing , Building and Sustaining
Relationships in Retailing, Strategic Planning , Integration & Control in Retailing

UNIT II:
Situation Analysis - Retail Institutions by Ownership , Retail Institutions by Store-Based Strategy Mix ,
Web, Non store-Based, and Other Forms oI Nontraditional Retailing

UNIT III:
Targeting Customers and Gathering InIormation, IdentiIying and Understanding Consumers,
InIormation Gathering and Processing in Retailing

UNIT IV:
Choosing a Store Location - Trading-Area Analysis , Site Selection, Managing a Retail Business -
Retail Organization and Human Resource Management , Operations Management: Financial
Dimensions, Operations Management: Operational Dimensions

UNIT V:
Merchandise Management and Pricing, Developing Merchandise Plans , Implementing Merchandise
Plans, Financial Merchandise Management , Pricing in Retailing, Communicating with the Customer -
Establishing and Maintaining a Retail Image , Promotional Strategy

References
1. David Gilbrath, Retail Marketing Management, Prentice Hall
2. Andrew J Navman and Peter Cullon, Retailing Environment Thomson & Organisation
3. Berman, Retail Management, Prentice Hall oI India
4. Barry Berman, Joel R Evans, Retail management: A Strategic Approach, Pearson Education
5. Roger Cox, Paul Brittain, Retailing an Introduction, Pearson Education













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MKT-306 Internet Marketing

Objective
This course provides students an insight into the use oI Internet Ior the marketing activities, the basic
concepts and the technological background that makes the internet marketing happen
UNIT I:
Internet marketing Iundamentals, Internet marketing Micro and Macro Environment

UNIT 2
Internet strategy development, Internet marketing strategy, The Internet marketing mix, Relationship
marketing using the Internet

UNIT 3
Internet marketing: implementation and practice, Delivering online service quality , Interactive
marketing communications, Improving E-Marketing PerIormance, Business-to-Consumer Internet
marketing, Business-to-Business Internet Marketing

UNIT 4
Interactive Marketing: New Channel, New Challenge, Global Internet Marketing. Localization and
Customization, Measuring Internet Marketing EIIectiveness: Metrics and Website Analytics, Trust in
Internet Marketing. Ethical and Legal Issues, Internet oI the Iuture: 'Customerization

UNIT 5:
Types oI Internet marketing: Online Advertising: Display Advertising, Pay-Per-Click Marketing,
Email Marketing, Blogging, Podcasting, RSS, Social and Business Networking, Product Opinion Sites.
Forums, AIIiliate Marketing and Syndication on the Internet, Traditional OIIline Businesses in the
Online World, Traditional OIIline Businesses in the Online World. Case 2: Indian Context, The
technology behind Internet Marketing, Common Snares in Online Marketing , Running an Internet
Marketing Services Business

References
1. Kalakota & Whinston, Frontiers oI Electronic commerce, Addition Wesley
2. Charles Trepper , E- Commerce Strategies, Tata McGraw Hill
3. Dave ChaIIey, Internet Marketing, Strategy, implementation and Practice, Pearson Education
4. Judy Strauss, Adel El Ansary, Raymond Frost, E- Marketing, Pearson Education

















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68



MKT-307 STRATEGIC MARKETING MANAGEMENT

Objective:
This Course enables the students to understand the complicated issues involved in the planning,
analyzing and implementation oI Marketing Strategies.

UNIT 1
Business strategy Sustainable competitive advantage (SCA) Concept and aspects oI strategic
marketing Historical perspective Strategic business unit Trends DiIIerences between strategic
marketing and marketing management.

UNIT 2
Customer analysis: Segments, deIining market boundaries, motivation, unmet needs Competitor
analysis: IdentiIication, strategic groups, classiIication, market size, projected growth, entry barriers,
distribution system, trends, Environmental analysis: technological economic, social, political and
cultural environments environmental scanning procedure.

UNIT 3
PerIormance analysis: ProIitability, sales, shareholder value analysis, customer satisIaction, product
quality, brand association, new products, strengths and weaknesses Product portIolio analysis: BCG,
GE Matrices, risk matrix, Directional policy matrix, recent developments, criticisms oI BCG Matrix.

UNIT 4
Market strategies: Market Scope, Market Geography, market entry, market Commitments, market
dilution, strategies Ior declining and mature markets Product strategies: Product positioning,
repositioning, product overlap, product scope, product design, product elimination strategies, new
product strategies and diversiIication strategies.

UNIT 5
Pricing strategies: Price Ilexibility, leasing strategies, pricing strategies to build market share
Distribution strategies: Channel structure, channel Scope, multiple channel, channel modiIications,
conIlict management strategies, channel control strategies Promotion strategies: Advertising and
personal selling strategies Global strategies: Motivation, standardisation Vs Globalisation, strategic
alliances, global challenges Ior Indian Companies.

UNIT 6
Strategy selection: Conceptual scheme, Product/market strategy SBU strategy Strategy evaluation
Formal planning system: Uses and pitIalls Implementation & Control Conceptual Iramework,
structure, systems, people, culture and achieving eIIectiveness Strategic tools used: Experience curve,
PIMS, Delphi technique, trend impact analysis, cross impact analysis and scenario building Use oI
computer packages Ior strategic marketing decision making.

References
1. David Aaker, 'Strategic market management, John Wiley.
2. Subhash Jain, 'Marketing planning and strategy, south western.
3. Ravichandran et al, 'Strategic marketing management, sage publications.
4. Malcolm MacDonaldd, 'Strategic marketing planning, CMRFF.
5. Vithala R Rao, Joel H Steckel, Analysis Ior Strategic marketing, Pearson Education
5. Rogar Kenu & Robert Peters, 'Perspective on strategic marketing management.

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MKT-308 SALES MANAGEMENT

Objective:
This Course oIIers students a blend oI time proven Iundamentals and new sales
practices needed to succeed in today`s inIormation economy. The major topics covered in the course are
management oI sales people, recruitment and selection oI sales people, sales training and designing &
organizing a sales system
UNIT 1:
Developing a personal selling philosophy - Personal Selling and the Marketing Concept, Personal
Selling Opportunities in the Age oI InIormation, sales Strategies, Sales Environment Laws and ethical
Issues, International Selling
UNIT 2:
Developing a relationship and customer strategy- Creating Value with a Relationship Strategy, Ethics-
The Foundation Ior Relationships in Selling, Understanding Buyer Behavior, Developing a Prospect
Base.
UNIT 3:
Developing a product strategy - Creating Product Solutions, Product-Selling Strategies that Add Value,
Sales Techniques Key account management, Direct marketing, Internet and IT applications in Selling
and Sales Management
UNIT 4:
Developing a presentation strategy - Approaching the Customer, Creating the Consultative Sales
Presentation, Custom Fitting the Sales Demonstration, Negotiating Buyer Concerns, Closing the Sale
and ConIirming the Partnership, Servicing the Sale and Building the Partnership.
UNIT 5:
Management oI selI and others - Management oI SelI: The Key to Greater Sales Productivity,
Communication Styles: Managing the Relationship Process, Management oI the Sales Force-
Recruitment and selection, motivation and training, Organisation and compensation and Sales Control
Sales Iorecasting, budgeting, Sales Iorce evaluation.
References:
1.David Jobber and GeoIIrey Lancaster, Selling and Sales Management, Pearson Education
2. Still R R and CondiII Govoni, Sales Management, Pearson Education
3. Anderson R, ProIessional Sales Management, Prentice Hall
4. Johnson, Sales Management Concepts, practices and Cases, McGraw Hill
5. Dalrymple, Sales Management, Concept and Cases, John Wiley
6. Das Gupta, Sales Management, In the Indian Perspective, Prentice Hall





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MKT-309 Strategic and Analytic CRM
Objective:
This course provides students the basic elements oI Customer relationship management as it relates to
marketing strategy and to InIormation Technology.
UNIT I:
DeIining CRM Nature oI CRM, beneIits and costs, Customer Loyalty, CRM in Marketing, CRM and
Customer Service, Relationship marketing, relationship concepts, relationship drivers, Lasting
relationhips

UNIT 2:
Customer relationship survey design, Statistical analysis oI customer survey, using relationship survey
results

UNIT 3
CRM measurement, Qualitative measurement methods, quantitative measurement methods, calculating
relationships Sales Force Automation ,

UNIT 4:
CRM and IT: , CRM data warehouse, CRM in E-Business, Analytical CRM, Relationship management,
changing corporate cultures

UNIT 5
Customer loyalty, Customer retention strategies, Winback and acquisition Strategies, Customer
partnerships, internal partnerships, supplier partnerships, external partnerships, Choosing Your CRM
Tool, Managing CRM Project, The Iuture oI CRM

Reference Books:
1. John Egan, Relationship Marketing, Exploring Relational strategies in Marketing, Prentice Hall
2. John Anton, Customer relationship Management, Prentice Hall
3. Anderon, Customer relationship Management, Tata McGraw Hill
4. The CRM handbook, Jill Dyche, Pearson Education
5. David Strutton, Lou E Pelton, James R Lumphin, Marketing channels A relationship
management Approach, McGraw Hill
6. Zineldin, Mosad, Strategic Relationship Management, Coronet Books Publications













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MKT-310 Global Marketing


Objective
With the globalization oI the world economy, it has become almost mandatory Ior all Iirms to
understand the global marketing scenario Ior their survival. In addition, competition has also become
global, necessitating all Iirms to look beyond their geographical borders. This course will provide the
basic inputs required Ior success in the global market.

UNIT I:
International Marketing: Introduction, Scope, DiIIerence With Domestic Marketing Global Marketing
International Marketing Mix MNC`s Vs TNC`s BeneIits oI International Marketing.

UNIT II:
The Global Economic Environment. , The Global Trade Environment. international trade and
monetary system tariII and non tariII trade barriers WTO IMF balance oI payments, Social and
Cultural Environments. , The Political, Legal, and Regulatory Environments oI Global Marketing.

UNIT III:
Approaching global markets - Global InIormation Systems, Consumer behavior and Market Research,
Segmentation, Targeting, and Positioning. Importing, Exporting, and Sourcing, Global Market Entry
Strategies: Licensing, Investment, and Strategic Alliances.

UNIT IV:
The global marketing mix new product development, international PLC, Product and Brand
Decisions, Pricing Decisions, Global Marketing Channels and Physical Distribution, Advertising and
Public Relations- cross cultural issues, Sales Promotion, Personal Selling, Special Forms oI Marketing
Communication.

UNIT V:
Strategy and leadership in the 21
st
century - Global Marketing and the Digital Revolution. , Strategic
Elements oI Competitive Advantage. , Leading, Organizing, and Controlling the Global Marketing
EIIort.


Reference:
1. Fairwether, ' International, Marketing ', Prentice Hall
2. Francis cherunilam, 'International Trade and Export Management, Himalaya
3. V.K. Kripalani, ' international marketing, Sultan chand
4. Shivarama, 'Globalisation and Indian 71iberalization, South Asia publications
5. Cateora, ' International Marketing, Tata McGraw Hill
6. Warren J Keegan, Mark C Green, Global Marketing, Pearson Education
7. Svend Hollensen, Global Marketing, A decision Oriented Approach, Pearson Education








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SUPPLY CHAIN
MANAGEMENT
(SCM)




73


SCM-301 LOGISTICS MANAGEMENT
Unit 1
The Role oI Sourcing in a Supply chain In House or Outsource Third and Fourth Party Logistics
Providers Supplier Scoring and Assessment Supplier selection Auctions and Negotiations
Unit 2
Contracts and Supply chain PerIormance Design collaboration The Procurement Process Sourcing
Planning and Analysis The Role oI IT IN Sourcing Risk management in Sourcing Making
Sourcing decisions in Practice.
Unit 3
Procurement Procurement perspectives Procurement strategies Purchase requirement
segmentation E commerce and Procurement
Unit 4
Warehousing Strategic warehousing Economic beneIits, Service beneIits Warehouse operations
Handling, Storage Warehouse ownership Arrangements Private, Public, Contract, Network
Deployment Warehouse decisions site selection, Design, Product mix Analysis, Expansion,
Materials handling, Lay out, Sizing, warehouse management systems, Accuracy and Audits, Security ,
saIety and maintenance
Unit-5
Transportation in a Supply chain The role oI Transportation in a Supply chain Modes oI
Transportation and their PerIormance Characteristics Transportation InIrastructure and Policies
Design Options Ior a Transportation net work Trade oIIs in Transportation Design Tailored
Transportation The role oI IT in Transportation Risk Management in Transportation Making
Transportation Decisions in Practice Transportation Network in Support oI Indian cooperative end
over
References
1. Supply Chain Logistics Management ;authored by Donald J. Bowersex, David J. Closs, M.
Bixby Cooper, Published by Tata McGraw Hill Publishing co Ltd, New Delhi.
2. Modeling the Supply Chain, authored by Jeremy F. Shapiro, Massahusetts Institute oI
Technology, Published by Thomson India Edition, India.
3. Supply Chain Management Strategy, Planning and Operation, authored by Sunil Chopra, Peter
Meindl, D.V.Kalra, Published by Pearson Education, India
4. Supply Chain Management , Stanley E . Fawcett, Lisa M. Ellaram, JeIIrey A Ogdan Published
by Pearson Education, India
5. Logistics and Supply Chain Management, authored by Anurag Saxena, Ph D, Lt. Col Kaaushik
Sircar, published by Jaico Publishing House, India.













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SCM-302 MANAGING COSTS in SUPPLY CHAIN
Unit 1
The Cost Types oI cost, Fixed cost , variable cost - Application oI cost concepts in Supply chain
management Cost BeneIit analysis in Supply chain management operations, Target cost breakdown
Cost management activities Cost auditing, Capacity utilization oI the Iacilities - inIra structure,
Transportation, cost oI diIIerent mode oI Transportation, etc and its impact on overall cost.
Unit 2
DiIIerent Cost comparison methods - Cost Trend analysis Cost input analysis Cost beneIit analysis
Out sourcing decisions to reduce Cost - eIIect oI Indirect cost legal, documentation, incidental charges,
The ProIit Leverage EIIect oI Supply chain cost reduction
Unit 3
Strategic Cost Management Principles - Supply chain analysis,Value proposition analysis, Cost Drivers
Responsibility Ior Strategic Cost Management Top / Middle / Bottom level management
responsibility Planning, Organizing and Controlling oI Cost reduction oI programs, etc
Unit 4
Determining the Tools to Support Strategic Cost Management ClassiIication oI Supply Chain
Decisions ClassiIication oI Decisions : Analyzing the Quadrants Commodity classiIication. Activity
based Cost management Problems with Traditional Managerial Accounting Systems The ABCM
solution Making better decisions Problems with ABCM implementation
Unit 5
Total cost oI Ownership Determine desired beneIits oI TCO Form a Team to work on TCO analysis
IdentiIy Relevant Costs and Gather Data Fine tune the TCO analysis, including the sensitivity
analysis Present recommendations to Top management
References
1. Supply Chain Logistics Management ;authored by Donald J. Bowersex, David J. Closs, M.
Bixby Cooper, Tata McGraw Hill Publishing co Ltd, New Delhi.
2. Modeling the Supply Chain, authored by Jeremy F. Shapiro, Massahusetts Institute oI
Technology, Thomson
3. Supply Chain Management Strategy, Planning and Operation, authored by Sunil Chopra, Peter
Meindl, D.V.Kalra, Published by Pearson Education, India
4. Supply Chain Management , Stanley E . Fawcett, Lisa M. Ellaram, JeIIrey A Ogdan Published
by Pearson Education, India
5. Logistics and Supply Chain Management, authored by Anurag Saxena, Ph D, Lt. Col Kaaushik
Sircar, published by Jaico Publishing House, India.
















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SCM-303 Managing the Global Supply Chain
Unit 1
Global supply chain its importance Supply Chain Management and Logistics in a Global economy
Stages in International Development - export / import A national Perspective, International
Operations local presence, Managing the Global Supply Chain PerIormance Cycle Structure,
Transportation, Operational considerations, InIormation system Integration, Alliances Supply chain
security
Unit 2
International Sourcing Rationale Ior low cost country sourcing Challenges Ior Low Cost Country
Sourcing Guidelines Ior Sourcing , 3PL, 4PL
Unit 3
A Changing Supply Chain World Environmental scanning Forces Shaping Today`s Supply chain
Environment, competitive Pressure, Corporate Social responsibility, Customer expectations, Role
ShiIting, Financial Pressure, Global capacity, Globalization, Mergers and Acquisitions, Technological
innovation, Time compression
Unit 4
Designing a Global Network --Establish a Triadic Presence, Achieve Seamless PerIormance Across
Markets, Extend Reach Through Alliances, compete in Competitor`s Home Market, Coordinate Global
Activities, , Coordination and Control through InIormation Technology
Unit 5
Supply Chain Mapping Importance oI Supply Chain Design Process mapping Process Analysis
Supply chain Design Supply chain Mapping approaches
References
1. Supply Chain Logistics Management ;authored by Donald J. Bowersex, David J. Closs, M.
Bixby Cooper, Published by Tata McGraw Hill Publishing co Ltd, New Delhi.
2. Modeling the Supply Chain, authored by Jeremy F. Shapiro, Massahusetts Institute oI
Technology, Published by Thomson India Edition, India.
3. Supply Chain Management Strategy, Planning and Operation, authored by Sunil Chopra, Peter
Meindl, D.V.Kalra, Published by Pearson Education, India
4. Supply Chain Management , Stanley E . Fawcett, Lisa M. Ellaram, JeIIrey A Ogdan Published
by Pearson Education, India
5. Logistics and Supply Chain Management, authored by Anurag Saxena, Ph D, Lt. Col Kaaushik
Sircar, published by Jaico Publishing House, India.
















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SYSTEMS


77



SYS-301 REATIONA DATABASE MANAGEMENT SYSTEM


UNIT - I INTRODUCTION

Database and DBM$ characteristics importance advantages evolution - codd rules-database
architecture; data organization- file structures and indexing

UNIT - II MODEING AND DESIGN RAME WORK

Data models- onceptual design- E# diagram-relationships- normalization -data management and
system integration

UNIT - III RDBMS IMPEMENTATION

Query languages-$QL for data creation, retrieval and manipulation, database transactions,
concurrency control, atomicity, recovery, security, backup and recovery, data base administration-
client server architecture based #DBM$.

UNIT - IV DISTRIBUTED DATABASE AND OBJECT ORIENTED DATABASES

oncepts of distributed databases and design, Object oriented databases-object life cycle modeling
conceptual design-UML.

UNIT - V EMERGING TRENDS

Overview of visual databases and knowledge based databases-conceptual design and business
impacts. Effective designs of forms and reports-Form layout- creating forms &reports-program retrieve
& save data.

REERENCES

1. $ilbersehatz .Korth.$udarshan - Database system concepts- Mcgraw
ill Book ompany.
2 Peter #ob, arlos oronel, Database $ystem and Design, mplementation and Management,
7 th edition, engage Learning,
3. Jeffrey A offer et al, Modern Database Management, 8
th
Edition, Pearson Education, 2008,
4. Alex Leon, Mathews Leon Dtabase Management $ystems, Vikas Publishing

5. V. K. Jain, Database Management $ystems, Dreamtech press, 2007
6. Narayan $. Umanath and #ichard . $camell, Data Modeling and database
design, Thomson course technology, 2008
7. Mark L.Gillenson & el, ntroduction database management, iley ndia Pvt. Ltd,
2008
8. Peter #ob and arlos oronel, Database systems- Design, mplementation and
Management, Thomson ourse technology, 2008
9. Panner $elvam: Database Management $ystems






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SYS-302 ECOMMERCE TECHNOOGY AND MANAGEMENT

Unit - I INTRODUCTION TO E-COMMERCE
Introduction to worldwide web Intelligent Web designing SoItware tools IP, TCP HTTP,
HTML, Cryptography consumer InterIace Technologies OALP and Data Mining.
Unit - II TECHNOOGY INRASTRUCTURE
Principles Potential Data warehousing Application oI Ecommerce in diIIerent sector
Service, Industry, Domestic Multidisciplinary approach to Ecommerce, Customer relation
Management.
Unit - III BUSINESS APPICATIONS
Business Model E-Marketing Intelligent Agents Economics in Ecommerce Equilibrium
price Supply Chain Management.
Unit - IV ECOMMERCE PAYMENTS AND SECURITY
E-Security- E-Payments Security protocols How sites are hacked Internet Governance E-
cash, E- check and Micro payment systems.

Unit -V EGA AND PRIVACY ISSUES IN E- COMMERCE
Firewall Legal Issues SoItware Intellectual Property Law, Contract Law Ior E-Business
Warranties and New products Cyber law issues Interpole consumer protection.
References
1. EIraim Turbon, Jae Lee, David King H Michael Chung Electronic Commerce A Managerial
Perspective, Pearson Education Asia 2001.
2. Nabil R Adam Oktay Dogramaci, Aryya Gangopadhyay and Yelena Yesha Electronic Commerce
Amazon 1999..
3. Greenstein Firsman, Electronic commerce Tata McGraw Hill 1999.
4. Kalakota & Whinston, Frontiers oI Electronic Commerce, Addition Wesley 2001.
5. Napier Judd Rivers and Wagner creating a winning E-business, Thomson Learning 2000.
6. Hentry Chan & el , E-Commerce Iundamentals and Applications, Wiley India Pvt Ltd, 2007.
7. Gary P. Schneider, Electronic commerce, Thomson course technology, Fourth annual edition, 2007
8. P.T. Joseph E-Commerce A Managerial Perspective Prentice Hall oI India.
9. Raghu Ramakrishnan Database Management Systems CB / McGraw Hill 1996.
10. Panneerselvam R Database Management Systems Prentice Hall,N. Delhi 2002.





















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SYS-303 DECISION SUPPORT SYSTEM
Unit I
Decision concept Steps Decision Support System Components
Characteristics ClassiIications and Applications.
Unit II
Model Management: Model Modeling Process Types oI Models Optimization Simulation
Heuristic: Descriptive Predictive Model Base Modeling Languages Model Directory, Model
Base Management System Model Execution, Integration and Command Processing Model
Packages.
Unit III
Data Management System: Data Base Sources oI Data Data Directory Data Structure and Data
Base languages Query Iacility - Data Management System DBMS as DSS Development Tool.
Unit IV
Dialog Management: User InterIace Graphics Multimedia Visual Interactive Modeling
Natural language processing Speech Recognition and Understanding Issues in User interIace.
Unit V
Development oI Decision Support System: Development Process SoItware and Hardware; Data
Acquisition Model Acquisition Dialog development Integration Testing and Validation
Training and Implementation.
References
1. EIraim Turbain, Decision Support and Export System Prentice Hall International Edition,
Englewood CliIts, 1995.
2. Janakiraman and Sarukesi, Business Support System Prentice Hall oI India Pvt. Ltd, New
Delhi 1999.
3. LoIti, Decision Support System Decision and Management McGraw Hill Inc, International
Edition, New Delhi 1996.
4. Maraks, Decision Support System Prentice Hall International Paperback Edition, Delhi, 1998.
5. V.S. Janakriaman K. Sarukesi Decision Support Systems Prentice Hall oI India 2002.

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