Syllabus

DEPARTMENT OF MANAGEMENT STUDIES
ST. JOSEPH'S COLLEGE (AUTONOMOUS)
TIRUCHIRAPPALLI - 620 002
MBA (FULL TIME)
COURSE PATTERN FOR TWO YEAR MBA PROGRAMME
FOR THE BATCH 2012-2014
NUMBER
PAPERS
12PBA1101 - Principles of Management & Organisational
Behaviour
12PBA1102 - Quantitative Methods
12PBA1103 - Managerial Economics
12PBA1104 - Soft Skills for Managers
12PBA1105 - Accounting For Managers
12PBA1106 - I T Skills for Managers
12PBA2101 - Entrepreneurship and Project Planning
12PBA2102 - Financial Management
12PBA2103 - Marketing Management
12PBA2104 - Production and Operations Management
12PBA2105 - Management Information Systems
12PBA2106 - Human Resource Management
12PBA2401 - IDC: Hindi (or)
12PBA2402 - French
12PBA3501 - Summer Internship
Core Papers
(Extra Credits)
SEMESTER
Semester
I
Semester
II
Semester
III
Semester
IV
12PBA3101 - Strategic Management
12PBA3102 - Research Methodology
12PBA3403 - IDC-Legal Aspects of Business(or)
12PBA3404 - Contemporary Business Excellence (Extra Credits)
Specialization I - Paper 1
- Paper 2
Specialization II - Paper 1
- Paper 2
12PBA4101 - International Business
12PBA4102 - Business Ethics
12PBA4502 - Project & Dissertation
Specialization I - Paper 3
- Paper 4
Specialization II - Paper 3
- Paper 4
SHEPHERD (Extra Credits)
TOTAL CREDITS
OF HOURS
PER WEEK
6
6
6
6
6
6
6
6
5
6
6
5
2
8 weeks
5
5
2
5
5
5
5
5
5
-
5
5
5
5
CREDITS
5
5
5
5
5
5
5
5
5
5
5
5
2
5
5
5
2
4
4
4
4
5
5
8
4
4
4
4
5
134

12 PBA 1101- PRINCIPLES OF MANAGEMENT AND
ORGANIZATIONAL BEHAVIOUR
COURSE OBJECTIVES
1. To familiarize the students with the basic concepts, functions, and principles of Management.
2. To emphasize the importance and the basic elements of organizational behavior.
3. To impart to the students, the values of individual and group behavior in Management.
4. To enable the students to learn the different styles of leadership.
UNIT - I :
UNIT - II :
UNIT - III :
UNIT - IV :
UNIT - V :
Introduction to Principles of Management: Meaning - Definition -
Concepts - Levels of management - Need, Importance and Scope of
Management - Principles of Management - Evolution of management
thoughts.
Functions of Management: Concept, features, and Importance of
Planning, Organizing, Directing and Controlling.
Organizational Behavior: Definition, Importance, Scope - Individual
behavior - Foundations - Learning - Personality - Perception -
Individual decision making- Motivational theories: Theory X and
Theory Y-Maslow's Need Hierarchy theory-Herzberg's two factors
theory - Vroom's expectancy theory.
Group Behavior: Foundation - Group development - Group decision
making - Teams - Nature -types - effective use of teams.
Leadership: - Meaning - Importance of leadership - Leadership styles
- Roles and activities of leaders - Leadership skills - basic concepts in
Organizational development and change.
(12 Hrs)
(15 Hrs)
(13 Hrs)
(12 Hrs)
(13 Hrs)
TEXT BOOKS
1. Koontz Harold and Weihrich Heinz. Essentials of Management, Tata McGraw-Hill
th
Publishing Company Ltd. New Delhi - 8 edition - 2011 (Units I&II).
2. Robbins P. Stephen, Judge A.Timothy, Sanghi Seema. Organizational Behavior, Pearson
th
Prentice Hall - 13 edition - 2009 (Units III, IV and V).
REFERENCE BOOKS
1. Luthans Fred. Organizational Behavior, Tata McGraw-Hill Publishing Company Ltd.
th
New Delhi-1 - 10 Edition -2005.
2. Gupta C.B. Principles of Management, Sultan Chand, New Delhi - 2007.

12 PBA 1102-QUANTITATIVE METHODS
COURSE OBJECTIVES
1. To impart the knowledge of quantitative methods used in managerial decision making.
2. To develop the skill of applying functions, differentiation, integration and matrix in Business
decisions.
3. To enable the students to acquire the skill of statistical techniques of analyzing the data and
forecasting.
UNIT I
UNIT II
: Matrices - Operations on matrices - inverse of a square matrix - functions
-Definition - Construction - Linear and Quadratic - zeros of functions -
Applications - Market equilibrium - Break even analysis.
: Derivatives - first and second order - Maxima and minima of functions -
Applications for Profit maximization - Marginal Cost and Revenue.
Simple Integration and its application to business.
(13 Hrs)
(13 Hrs)
UNIT III : Grouping and Displaying Data, Tables & Graphs. Measures of Central
tendency and Dispersion - Probability distributions - Binomial Poisson and
Normal distributions - Applications in Business.
UNIT IV : Estimation - Point and interval estimation - confidence intervals for mean
and proportion -.Testing of Hypothesis- One tailed and Two tailed tests -
Type I & Type II errors. Test for Mean, Proportion, Difference of Means
and Difference of Proportion.
UNIT V : Simple correlation Analysis - Regression equation Time series and
Forecasting - Trend Analysis - Cyclical, Seasonal and Irregular variations
- Exploratory Data Analysis - Index Numbers - Quantity and value Indices
- Unweighted indices, issues in constructing and using Index Numbers.
(13 Hrs)
(13 Hrs)
(13 Hrs)
TEXT BOOKS
For Units I & II
Raghavachari .M - Mathematics for Management - An Introduction, Tata McGraw Hill, New
Delhi 2007.
For Units III,IV,V
Levin Richard I. and others, Statistics for Management, Prentice-Hall of India, Seventh Edition
New Delhi 2009.
REFERENCE BOOKS
1.
2.
Beri GC - Business Statistics, Tata McGraw Hill, Second Edition, New Delhi 2006
Kothari C.R- Quantitative Techniques, Vikas Publishing House, Third revised Edition New
Delhi 2006.

12 PBA 1103 - MANAGERIAL ECONOMICS
COURSE OBJECTIVES
1.
2.
3.
To provide the student with an understanding of basic economic principles and concepts.
To identify economic trends and current business scenario that affect individual firms and
industry.
To apply basic economic principles to other related areas such as marketing, finance,
production areas of management.
UNIT -I
UNIT - II
UNIT - III
: Introduction to Managerial Economics - Definition , Nature, scope &
Objectives of the firm - Relationship with other areas such as Macro
Economics, Production, Marketing, Finance and HR.
: Demand - Theory of Demand - Individual vs Market demand - Demand
faced by a firm - demand elasticity - price and income elasticity of
demand - Factors affecting elasticity of demand -Elasticity of demand in
managerial decision making. Supply of commodity - Equilibrium.
: Production and Cost Theories - Basic concepts in production -
Production function with one variable / two variable inputs - optimal
combination of inputs - returns to scale and factors - Cost Concepts -
Short and Long run cost curves.
(12 Hrs)
(13 Hrs)
(12 Hrs)
UNIT - IV : Market Structure and Pricing Policies - Market structure and degree of
competition - Perfect Competition - Pricing - short and long run analysis
- Monopoly - Monopolistic Competition - Price and output
determination - Oligopoly - kinked demand curve - Non - price
competition - cartel arrangements - Pricing methods in practice.
UNIT - V : Macro economic concepts - Gross domestic product - Gross national
product - consumption, savings, capital formation, and inflation -
Approaches to measurement of National Income - Personal disposable
Income - Fiscal and Monetary Policies.
(13 Hrs)
(15Hrs)
TEXT BOOK
Jinghan M.L. and Stephen J.K. Managerial Economics, Vrinda Publications, Delhi, 2004.
REFERENCE BOOKS
1.
2.
3.
4.
Salvatore Dominic, Managerial Economics in a Global Economy, 6
University Press, USA. 2006.
th
Edition, Oxford
Jalan Bimal, The Indian Economy: Problems and Prospects, Penguin Books, England
2004.
Stonier William Alfred and Haque D.C. A text book of Economic Theory,
th
5 Edition, Longman Higher Education, 1980.
Varshney and Maheshwari, Managerial Economics, Sultan Chand, New Delhi, 2006.

12 PBA 1104-SOFT SKILLS FOR MANAGERS
COURSE OBJECTIVES
1. To enable the students become aware of their potentials and skills needed for an efficient
manager and sensitize them to develop the same
2. To enable the students to develop personal growth plan and acquire managerial skills
3. To help the students to assess their level of
managerial communication potential
UNIT I
communication skills and develop their
: Self Discovery: Process of Self Knowledge; Multiple Intelligences,
Personality Assessment Tests, SWOT Analysis , JOHARI Window, Self
esteem, Values, Attitude, Habits.
: Skill Identification: Importance of Soft Skills, Understanding and
(14 Hrs)
UNIT II
identifying Talents, Skills, Knowledge, Setting goals and objectives for
skills enhancement, Time Management for skill acquiring.
UNIT III : Personal Effectiveness: Study Skills (SQ3R), Resume Writing,
Attending Interviews, Participating in Group Discussions,
Managing Emotions, Assertiveness, Interpersonal Relationship: Empathy,
Transactional Analysis, and Life Positions.
UNIT IV : Communication Basics: Meaning, Importance, Objectives, Principles of
Communication, Forms of communication, Communication Process,
Barriers of communication, Techniques of effective communication-
Visual Communication - Nonverbal Communication: Body language,
Dress codes.
UNIT V : Public Speaking: Speech of introduction, Speech of thanks, extempore
Speech, Theme speech, Presentations, Managing meetings and
conferences.
Business Correspondence: Business Letters; Principles, Kinds,
Components, Strategies for good business letters, Writing memos, Minutes
writing, Business reports; Purpose and types, Parts of a report, Steps in
writing a report.
(13 Hrs)
(14 Hrs)
(10 Hrs)
(14 Hrs)
REFERENCE BOOKS
1. Raman, Meenakshi & Singh Prakash. Business Communication, Oxford University Press.
New Delhi.2010.
2. McGrath, E.H. Basic Managerial Skills for All, Prentice Hall, New Delhi.2007.
3. Alex. K. Soft Skills (Second Edition), S. Chand & Company Ltd. New Delhi. 2011.
4. Gallagher, Kevin. Skills Development for Business and Management Students, Oxford
University Press. New Delhi. 2010.
5. Covey, Stephen. The Seven Habits of Highly Effective People, Simon& Schuster UK
Ltd: London. 1999.

12 PBA 1105 - ACCOUNTING FOR MANAGERS
COURSE OBJECTIVES
1. To impart the knowledge of key financial, cost and management accounting concepts.
2. To inculcate the skill of analyzing, interpreting and understanding the financial statements.
3. To enable the students to acquire the skill of ascertaining the cost of a product or service from
the internal records of an organization.
UNIT I :
UNIT II :
UNIT III :
UNIT IV :
UNIT V :
Financial Accounting: Introduction - Definitions - Basics of
Accounting Concepts - Conventions - depreciation accounting -
Straight line and written Down Value methods - Preparation of trading,
Profit and loss accounts and balance sheet - Basic Accounting
Standards.
Financial Analysis: Nature and components of Financial Statement -
Common size and Comparative analysis - Ratio analysis - DUPONT
Analysis - Preparation of cash flow and fund flow statements.
Cost Accounting: Elements and Types of costs - preparation of cost
sheet- Job costing - ABC System of overhead allocation - Process
costing - Valuation of inventory - FIFO, LIFO Methods.
Marginal Costing and Profit Planning: Use of marginal cost in
decision making - cost volume profit analysis - absorption costing
Management Accounting: Budgeting and Budgetary Control -
Preparation of budgets - Zero Base Budgeting -- Standard Costing
and variance analysis.
(14 Hrs)
(13 Hrs)
(14 Hrs)
(12 Hrs)
(12 Hrs)
TEXT BOOKS
UNITS I & II
Maheswari S.N. Maheswari S.K. - A text book of Accounting for Management - Vikas
publishing house Pvt. Ltd, First edition 2006.
UNITS III, IV & V
Jain S.P., Narang K.L. - Cost Accounting - Kalyani Publishers New Delhi 2009.
REFERENCE BOOK
Kaplan S. Robert, Atkinson A. Anthony - Advanced Management Accounting - PHI 3
Edition. 2005.
rd

12 PBA 1106 - IT SKILLS FOR MANAGERS
COURSE OBJECTIVES
1) To impart to the students the basic elements of MS-Excel 2010
2) To make them Understand the different models used in different areas of like Finance, Marketing
and HR using MS-Excel 2010.
3) To help them to investigate, analyze and construct databases and processing them through Oracle
SQL.
UNIT I
UNIT II
: Basic of Excel 2010: Changes in User Interface Design - Ribbon
interface and Quick Access tool bar- Customizing Ribbon - Formulas -
Functions - New general purpose Function.
: Advance Functions of Excel 2010 : Math, Data, Time, Text and Logical,
lookup - data base - Financial - Miscellaneous - Statistics -
Regression and forecasting functions.
(12 Hrs)
(14 Hrs)
UNIT III : Excel for Analysis: Sorting data - Power Pivot tables to Analyze data -
Filtering a Pivot tables - What if Scenario - Goal Seek - Excel Charts -
Marketing, HR and Operations analysis using MS-Excel.
UNIT IV : Data Base Concepts: Relational Approach -Design - Data modeling and
Normalization - Entity Relationship Diagram (ERD) - The Oracle SQL
overview - Client server Technology - Oracle Table Data types -
Creation and modification - Constraints -DDL, DML,DCL Commands.
UNIT V : Built in Functions in SQL: Data Management and retrieval Functions -
Operators - Built in functions - Single row and Group functions -
Designing a data base for business solutions.
(13 Hrs)
(13 Hrs)
(13 Hrs)
TEXT BOOKS
Units I, II, III
Jelen Bill, Microsoft Excel 2010 In Depth - Que Publishing, USA 2010.
Units IV - V
Shah Nilesh , ―Data base Systems Using Oracle A Simplified Guide to SQL and
PL/SQL , Prentice Hall of India Private Limited, New Delhi, 2004‖
REFERENCE BOOKS
1. Loney Kevin, Oracle Database 11g The Complete Reference, Oracle Press, UK 2009.
2. Rischert Alice, Oracle SQL by Example, Third Edition, Prentice Hall of India Private
Limited, New Delhi 2004.
3. Walkenbach John, Excel 2010 Formulas, Willey Publishing, New Delhi Inc.2010.
4. Winston Wayne, Microsoft Excel 2010 Data Analysis and Business Modeling,
Microsoft Press, USA 2011.

PRACTICAL EXERCISES
Oracle
Using DDL, DML, DTL Commands
Using Constraints
Simple Query using Operators
Using Order by clause
Retrieving rows with Sub query
Retrieving rows with Character, numeric ,date functions
Using Conversion functions
Retrieving rows using Group by clause
MS Excel 2010
Pivot tables to Analyze data
Creating Charts
Sensitivity Analysis Using Data Tables
Profit analysis, Demand planning.
Capital Estimation, Marketing Budget ,Cost benefit analysis
Estimation of revenue and cost
Preparing Employee Payroll, Employee Termination check list
Preparing Balance Sheet, Comparative balance sheet , Cash flow and Fund flow statements
Preparing Cost sheet, Ratio analysis, Marginal cost
Preparation of Projected Financial Statements
Measures of Central Tendency
Measures of Variation
Correlation and Regression
NOTE: 50% Weightage to theory in Semester Examinations and 50% weightage to practical.

12 PBA 2101 - ENTREPRENEURSHIP AND PROJECT PLANNING
COURSE OBJECTIVES
1. To build the necessary competencies in the students for a career in entrepreneurship.
2. To impart to the students the role of government and other agencies in promoting
entrepreneurship.
UNIT - I
UNIT - II
: Typology of Entrepreneurs - Role, tasks and personality - survival
and success strategies of entrepreneurial organizations - Opportunity
recognition and entry strategies -New Product, Franchising,
Acquisition - Role of entrepreneurs in Indian economy and
employment generation.
: Factors affecting entrepreneurship development: Social, Political,
Economical, Personal & Government's role in promoting
entrepreneurship - subsidies, grants and incentives -
EDI/DIC/SISI/EDIF/NIESBUD/NEDB/NEW -TIC - Women
entrepreneurship and social entrepreneurship & SME.
(15 Hrs)
(15 Hrs)
UNIT - III : Business plan - Elements - objectives, development of product/idea,
organization and management, Market and Technical analysis,
Market Surveys - Demand Forecasting and Market Planning -
Technical Analysis - Product mix -Plant Capacity - Location -
Machinery and equipment selection - environmental aspects -
Development of Business Plan and Sketch.
UNIT - IV : Financial Analysis: Cost of Project - Means of Financing -
Estimation of Revenues and Costs - Projection of Profitability and
Cash Flow - Investment Evaluation - Sensitivity Analysis - Scenario
Analysis - Social Cost Benefit Analysis - Rational of SCBA.
UNIT - V : Project Management - Project review and control - Post completion
audit - Abandonment analysis - venture capital & angel investing.
(15 Hrs)
(15 Hrs)
(15 Hrs)
TEXT BOOKS
(1) Holt H. David, Entrepreneurship, New Venture Creation, Prentice Hall of India,
rd
3 edition, New Delhi, 2008(Unit I & II).
(2) Chandra Prasanna, Projects: planning, analysis, selections, implementations and
review, Tata McGraw Hill, 7th edition, New Delhi 2009 (Units III, IV & V)
REFERENCE BOOK
Brantt C. Steven, The Ten Commandments for Building a Growth Company, Mac Millan
rd
Business Books, 3 edition, New Delhi 2009.

12 PBA 2102 - FINANCIAL MANAGEMENT
COURSE OBJECTIVES
1. To impart to the students basic concepts of mobilizing and utilizing finance in an organization.
2. To inculcate the skills of identifying the long term and short term funds for an organization.
3. To enable the students to understand the application of Financial Management techniques in
wealth maximization.
UNIT I
UNIT II
UNIT III
UNIT IV
UNIT V
: Introduction to Financial Management: Scope, Objectives and Goals
of Financial Management -Emerging role of Financial manager - Time
value of money - Risk and Return - Fundamentals and measurement of
risk of single asset, measurement of risk and standard deviation for a
portfolio - Role of beta and CAPM.
: Investment Decision: Capital budgeting decision- Methods of evaluating
investments - Payback period -ARR - NPV- IRR - Profitability Index.
: Capital Structure Decisions : Concept of Cost of Capital- Cost of long
term debt - preference shares - equity shares - retained earnings -
Computation of weighted average cost of capital - Role of leverages in
capital structure decision - types of capital and capital structure theories -
optimal capital structure and EBIT - EPS approach to capital structure
decisions - P/E Ratio.
: Short term Finance: Concept of working capital - Estimation and
Management of working capital - Receivables, Inventory and Cash
management.
: Dividend Decisions and value creation: Concepts of ex-dividend and
cum dividend - Factors influencing dividend policy - Dividend policy
and share valuation - Modigliani and Miller Model, Walter and Gordon
Models - Shareholder value creation - Market Value Added - Economic
Value Added.
(15 Hrs)
(15 Hrs)
(15 Hrs)
(15 Hrs)
(15 Hrs)
TEXT BOOK
1. Pandey I.M., Financial Management, 9 Edition, Vikas publishing house Pvt. Ltd,
Noida 2007.
REFERENCE BOOKS
th
1. Prasanna Chandra, - Fundamentals of Financial Management, 4 Edition, TMH, New Delhi
2005.
th
2. James C. Van Horne - Financial Management & Policy, 12 Edition, Pearson Education, New
Delhi 2005.
th
3. Khan and Jain - Financial Management - Text, problems and cases, 4 Edition, TMH, New
Delhi 2006.
4. Maheswari S.N. - Fundamentals of Financial Management. Sultan Chand and Sons New Delhi
2008.
th

12 PBA 2103 - MARKETING MANAGEMENT
COURSE OBJECTIVES
1. To make the students understand the basic concepts in marketing.
2. To impart to the students skills of designing and developing strategies for successful
marketing.
UNIT I
UNIT II
UNIT III
UNIT IV
UNIT V
: Core concepts - need, want, desire and benefits, Approaches to marketing
- product, production, sales, marketing and societal concepts - Selling
versus marketing. Scanning macro environment - Political, Economical,
Social and Technological environments - scanning micro/firm specific
environments - industry and competition - concepts of market potential
and market share - demand estimation.
: Consumer Behaviour-concepts-factors affecting buying behaviour-black
box model of buying behaviour-consumer satisfaction & consumer
delight- Marketing and Market Research.
: Segmentation - Bases for segmentation - Concepts - Segmentation for
consumer, industrial and services - Positioning - Value proposition and
unique selling proposition.
: Marketing mix - Components - Product life cycle - New Product
development Process - Product mix - Pricing approaches - Branding.
: Place -distribution channels - functions and designing of each channel -
impact of technology - emerging distribution models - promotion mix -
advertising and sales promotion - growing importance of public relations
and publicity - new trends in marketing.
(13Hrs)
(13Hrs)
(13Hrs)
(13Hrs)
(13Hrs)
TEXT BOOK
Koshy, Kotler, Jha S.M , Marketing Management , Pearson Education, New Delhi,12
edition,2007.
REFERENCE BOOKS
th
1. Arun Kumar and Meenakshi.N, Marketing Management , Vikas Publishing House, New
st
Delhi,1 edition,2006.
th
2. Etnel, Walker and Stanton, Marketing, Tata McGraw Hill, 13 edition, New Delhi, 2009.
nd
3. Saxena Rajan, Marketing Management - 2 edition.

12 PBA 2104 - PRODUCTION AND OPERATIONS MANAGEMENT
COURSE OBJECTIVES
1. To make the students understand the decision making process in planning, scheduling, and
control of production and operation functions.
2. To enable the students to apply the techniques of quality management to improve the
productivity.
3. To develop the skills of Operations Research Models in planning, Scheduling, Project and
inventory management.
UNIT I
UNIT II
UNIT III
UNIT IV
UNIT V
: Production and operations management system - Decision areas - Operations
/ Manufacturing strategies - Basic issues of operations functions -
Relationships with the other functional areas - Operations issues of global
organisation - Location decision - for new and existing organisations -
Global location - Concepts of Linear Programming and Queuing theory.
: Quality management - Statistical Process Control - Control charts -
Acceptance Sampling - OC Curves - Managing quality - Cost of Quality -
Quality Circle -Quality function Deployment - KAIZEN - 5S - 3R - 5W -
DEMING Models - TQM - Six sigma
: Product Design - Maintenance Management - Replacement Policies - Spare
part Management - Work study - Method study - Materials Requirement
Planning, Manufacturing Resources Planning, Enterprise Resources Planning.
: Purchasing - Vendor relations - Inventory Management - EOQ - Models
with purchase discounts - ABC and other classification Models - Physical
distribution - optimal location of warehouse - Transportation problem -
Logistics Management.
: Scheduling, Techniques of Scheduling - Sequencing - Assignment -
Scheduling in Services - Project Scheduling. - PERT - CPM - Just in time
Production. Environmental Considerations in Production and Operations
Management.
(15Hrs)
(15Hrs)
(15Hrs)
(15Hrs)
(15Hrs)
TEXT BOOK
Chary S.N. - Production and Operations Management, Tata McGraw Hill,
Fourth Edition, New Delhi 2209.
REFERENCE BOOKS
-
1. Chase Richard B & others, Operations Management for Competitive Advantage, Tata
McGraw Hill, Special Indian Edition, New Delhi 2006.
2. Mahadevan B. - Operations Management Theory and Practice, Pearson Education, New
Delhi 2007.

12PBA 2105 - MANAGEMENT INFORMATION SYSTEMS
COURSE OBJECTIVES
1. To stress the need and use of information in global business.
2. To introduce to the students, various information systems for management and modern trends in
collecting and disseminating information.
UNIT I
UNIT II
: Information systems in Business, Data Resource Management : Trends -
Types - Managerial challenges - System concept - Information systems -
Components - Resources - Strategic IT - Virtual company - Knowledge
creating company - Data Resource Management- Data Concepts - Data
base Structures - Managing Data Sources.
: Telecommunications and Networks , Functional Business Systems : The
concept of a network - Telecommunications networks - e-Business
systems - Functional business systems - Enterprise collaboration systems -
Marketing systems - computer integrated manufacturing - HRM and the
internet - On line Accounting systems - Financial Management Systems.
(15Hrs)
(15Hrs)
UNIT III : Enterprise Business systems , DSS : CRM , ERP,SCM - Benefits and
challenges of CRM,ERP,SCM - E- Commerce - E Payment processes -
Applications and issues - DSS - EIS - Enterprise portals - Developing IT
Strategies - KMS - AI Technologies in Business - Expert system-
Developing ES - Neural networks - Fuzzy logic systems - Genetic
Algorithms -Intelligent Agents.
UNIT IV : Development Processes : Planning Fundamentals - Business IT Planning
- Models and planning - System Development Life Cycle - Analysis -
Design -End user development - Implementing business systems -
Evaluation -Implementation Activities.
UNIT V : Security measurement of IT - Tools of security management , System
controls and audits- Managing Information Technology - Security and
ethical Challenges.
(17Hrs)
(15Hrs)
(13Hrs)
TEXT BOOK
O' Brien A. James, M. Markas George, Behl Ramesh , Management Information Systems, Tata
McGraw Hill Education Pvt. , Ninth Edition, New Delhi 2010 .
REFERENCE BOOKS
1. Laudon and Laudon, Management Information System, Prentice Hall of India Private Limited -
Nineth Edition, New Delhi 2006
2. Jaiswal Mahadeo, Mital Monika, Management Information Systems, Oxford University Press,
New Delhi 2010
3. Joseph P.T S.J, E-Commerce an Indian Perspective, Third Edition Prentice Hall of India Private
Limited, New Delhi, 2010.

12 PBA 2106 - HUMAN RESOURCE MANAGEMENT
COURSE OBJECTIVES
1.
2.
3.
4.
To understand the basic concepts of Human Resource Management.
To apprise the students the nature of HRM and strategic management of HRM
To focus on the Human resource planning, the method of recruitment and selection
To expose the students to the concept of employee benefits and services.
UNIT I
UNIT II
: Human Resource Management: meaning- nature-scope-functions-
objectives-Environment of HRM: external forces-internal forces- -Strategic
Human Resource Management: nature of strategies and strategic
management- strategic management process-role of HRM in strategic
management - Opportunity and Challenges of HRM.
: Human Resource planning: meaning- importance -factors affecting HRP-
HRP planning process- Job Analysis and design - process - methods -
problems -factors affecting Job Design-Job Design approaches.
(13Hrs)
(13Hrs)
UNIT III : Recruitment and Selection: meaning - importance - recruitment-process-
evaluation - recruitment methods and selection- selection process-barriers
to effective selection-orientation and placement- -orientation programme -
evaluation and problems of orientation.
UNIT IV : Training and development: nature of training-training process-performance
appraisal and job evaluation: - objectives-appraisal process- challenges,
issues of PA - Job rotation - Multi Tasking - Career Planning.
UNIT V : Job evaluation - Employee remuneration: ESOP components, theories of
remuneration-incentives-employee benefits and services: meaning -types of
employee benefits and services-fringe benefits- executive remuneration -
Employee retention, Retirement Benefits.
(13Hrs)
(13Hrs)
(13Hrs)
TEXT BOOK
Aswathappa K. - Human Resource and Personnel Management. Tata McGraw-Hill
Publishing Company Ltd. New Delhi-1
REFERENCE BOOKS
1. Koontz Harold and Weihrich Heinz. - Essentials of Management - Tata McGraw-Hill
Publishing Company Ltd. New Delhi-01.
2. Dessler Gary. - Human Resource Management - Prentice- Hall of India Private Ltd New
Delhi-1.

12PBA 2401 - BEGINNERS COURSE IN HINDI (IDC)
COURSE OBJECTIVES
1. To understand the basics of Hindi language.
2. To make the students to be familiar with the Hindi words.
3. To enable the students to converse in Hindi.
UNIT I : Alphabets, Vowels and Consonants (Swar, Vyanjan) Letter combinations
(Matrayen). Vocabulary - Part of the body - Name of the Animals,
Household articales, Colors, Directions, Numbers 1 to 100.
(6Hrs)
UNIT II : Vocabulary Dresses, Ornamentals, Grains, Food articles, Vegetables, Fruits,
Birds, Trees, Animals, Relations, Professionals, Tools, Week, Months. (6Hrs)
UNIT III : Grammatical aspects - Noun - Gender (25 words) - Pronouns and their
categories - Interrogative pronouns KAUN, KYA, Adjective (20 words),
Conjunctions (10 words)
UNIT IV : Verbs - Transitive Verbs - Pad, Lik, Sun, Bol, Bool, La, Bej, Maar, De,
Kar and Intransitive Verbs - So, Chal, Hans, AA, Daud, Gir, Ut, Ro Bait,
Tense - Types.
UNIT V : Spoken Hindi - Dialogue - Welcome Sentences, Courteous Enquiries,
Introducing each other, traveling by bus/train, staying in a hotel, taking
food in a hotel, in the shop (enquiries).
(6Hrs)
(6Hrs)
(6Hrs)
REFERENCE BOOKS
1. Hindi Grammar - Sastry and Apte - Dakshin Bharat Hindi Prachar Sabha, Chennai - 17.
2. S. Agasthiyar Hindi learning and speaking course through Tamil and English,
Dr. Sowmiyanarayanan, Agasthiyar Publications, Trichy - 2.
3. Spoken Hindi By Dr. N. Shreedharan, Sura Books(Pvt) Limited, Chennai - 40.

12 PBA 2402 - FRENCH (IDC)
COURSE OBJECTIVES
1. To understand the basics of French language.
2. To make the students to be familiar with the French words and Pronunciation.
3. To enable the students to converse in French.
UNIT I
UNIT II
: Lecon 1 - Lecon 5
Introductions, Salutations; Vocabulaire - Pronunciation; Les Articles; Les
Adjectifs; Singulier - Pluriel; Verbes - Etre, Avoir
: Lecon 6 - Lecon 10
Nombres - Cardinaux, Ordinaux; Etre, Avior (Negative, Interrogatif);Le
st
Corps; L'adjectif Possessif; Verbes : 1 groupe
(6Hrs)
(6Hrs)
UNIT III : Lecon 11 - Lecon 15
L' Heure
Verbes- 1 groupe (Affirmative, Negative, Interogative); le jour, le mois, l'
annee, les saisons;
nd
Verbes- 2 groupe (Affirmative, Negative, Interogative); les measures;
l'adjectif (demondtative).
UNIT IV : Lecon 16 - Lecon 20
Le Passé compse (Affirmative, Negative, Interogative), Le future, verbes
(regulier/irregulier).
st
UNIT V : Lecon 21 - Lecon 25
Le future porche, le passé compose. Le passé recent, le verbs pronominal
(Affirmative, Negative, Interogative).
(6Hrs)
(6Hrs)
(6Hrs)
TEXT BOOK
Mauger G. - Cours de Langue et de Civilisation Francaises, librainie Hachette paris

12 PBA 3101- STRATEGIC MANAGEMENT
COURSE OBJECTIVES
1. To impart to the students the basic concepts of Strategic Management process.
2. To focus on how firms formulate, implement and evaluate corporate business strategies.
3. To develop in the students a mastery over the tools used to analyse the industry
and competitors.
4. To promote skills of evaluating and implementing strategies to sustain a firm's competitive
advantage.
UNIT I
UNIT II
: Introduction to Strategic Management - Strategic management process -
Corporate, business and functional level strategies - Intended and emergent
strategies - Strategic planning in practice - strategy in action.
: External analysis - Industry analysis - Porter's Five Force Model - sixth
force - Industry life cycle analysis - strategic groups in the industry -
Macro forces influencing industry - Internal Analysis - Distinctive
Competencies and Competitive Advantage - The value chain - Analyzing
competitive advantage and profitability -sustaining competitive Advantage.
(10Hrs)
(15Hrs)
UNIT III : Building competitive advantage through Functional level strategy -
achieving superior efficiency - economies of scale - Learning effects -
Experience curve - Efficiency in operations - Flexible manufacturing
system - Mass customization - Marketing efficiency - R & D strategy and
efficiency - achieving superior innovation and customer responsiveness -
Bench Marking
UNIT IV : Corporate Strategy - - Building competitive advantage through Business
level strategy- Portfolio analysis: BCG matrix- GE matrix Parenting Fit
matrix - McKinsey 7s frame work a Horizontal and vertical integrations -
Red Ocean and Blue Ocean strategies- strategic outsourcing -
Diversification - Acquisition - Restructuring - New ventures - Strategies
in global environment - location economics - transferring distinctive
competencies - Modes of entry - Global strategic alliance - Inter Firm
Comparisons.
UNIT V : Formulating, implementing and evaluating strategies - Implementing
strategy in companies that compete in a single industry, across industries -
Balanced Score Card - Case studies for functional, business, corporate and
global strategies.
(15Hrs)
(13Hrs)
(12Hrs)
TEXT BOOK
Charles W.L. Hill and Gareth R. Jones, Strategic Management - An integrated Approach,
th
Biztantra, 6 Edition, New Delhi.
REFERENCE BOOK
Thomas L. Wheelen Strategic Management and Business Policy, Pearson Education,New Delhi.

12 PBA 3102 - RESEARCH METHODOLOGY
COURSE OBJECTIVES
1. To introduce to the students the basic concepts of Research in Business.
2. To highlight the need for Research in the functional areas of management
3. To equip the students with some tools for doing research.
UNIT I
UNIT II
UNIT III
UNIT IV
UNIT V
: Meaning, objectives, types and significance of research - Research
methods and methodology - Steps of research process - Criteria of good
research- Research problem - Technique of formulating a problem.
: Research design- meaning, need and features - different models -
Experimental designs - developing a research plan - Census and sample
survey - Steps in sample design - different types of sampling designs -
Non probability and probability - Simple and complex - systematic,
stratified, cluster, area, multistage and sequential sampling designs.
: Measurement in research - Nominal , ordinal, interval and ratio - sources
of error in measurement - tests of validity, reliability and practicality -
Scaling techniques - Rating and Ranking Scales - Scale Construction
techniques - Thurstone type, cumulative factor and multi dimensional
scales - Primary data and Secondary data - Collection of data through
questionnaires, schedules and interviews - collection of secondary data.
: Processing of data - problems in processing- Parametric test - importance
of parametric test: chi-square test. Nonparametric Test: Sign Test, Fisher-
Irwin Test, Signed Rank Test, Rank Sum Tests, One Sample Runs Test,
Spearman's Rank Correlation,
: Analysis of variance - one way - Two way and Latin square -
Interpretation of the analysis.
Steps in writing report - Layout of reports - Types of reports - Mechanics
of writing a research report - Guidelines for writing reports.
(10 Hrs)
(13 Hrs)
(13 Hrs)
(15 Hrs)
(14 Hrs)
TEXT BOOK
Kothari C.R., Research Methodology, Methods and Techniques, 2 Revised Edition, New Agend
International Publishers, New Delhi, 2009.
REFERENCE BOOKS
1. Donold R Cooper and Pamela S. Chindler, Business Research Methods, Tata
Publishing, New Delhi, 2007.
McGraw Hill
2. Panneerselvam.R, Research Methodology, Eastern Economy Edition, PHI, New Delhi 2006.

12 PBA 3403 -LEGAL ASPECTS OF BUSINESS (IDC)
COURSE OBJECTIVES
1. To enable the students to be aware of the Contract Act 1872
2. To impart to them the legal applications of various act in business.
3. To introduce to the students the essentials of Companies Act.
UNIT I
UNIT II
UNIT III
UNIT IV
UNIT V
: The Contract Act, 1872: Nature and classification of contracts - Essential
elements of valid contracts - Offer and acceptance - Consideration - valid
consideration - capacities of parties - provisions relating to free consent -
valid agreements - performance and discharge of contract - Breach of contract
: Sale of goods Act 1930 - contract for sale of goods - Meaning - sale of goods
and agreement to sell - Terms of Sale - Essentials of a contract of sale -
formalities of a contract of sale - sale and hire purchase agreement -
provisions relating to conditions and warranties - transfer of property or
ownership - performance of a contract of sale.
: The Negotiable instruments Act 1881 - Negotiable instruments - meaning,
characteristics types of parties - holder and holder in due course - negotiation
and types of endorsements - dishonor of negotiable instruments - Legal
implication of cheque dishonoring.
: The companies Act 1956 - meaning, features and types of companies -
incorporation of a company - Memorandum of association, Articles of
association and prospectus - Doctrine of ultra vires - Doctrine of indoor
Management -Share Capital.
: Company meetings - Types of meetings - Minutes, Agenda, Quorum -
Resolutions - Types of resolutions - AGM listing agreement.
(6Hrs)
(6Hrs)
(6Hrs)
(6Hrs)
(6Hrs)
TEXT BOOK
Kapoor, N.D. - Introduction to Mercantile Law, Sultan Chand and Sons New Delhi, 2009.

12 PBA 3404 -CONTEMPORARY BUSINESS EXCELLENCE (IDC)
COURSE OBJECTIVES
1. To develop the students in integrating current business practices with the
functional concepts of business.
2. To develop the students to get a hands on approach of current business practices.
UNIT - I
th st
UNIT -II
UNIT III
: Indian Business practices in the 20 century and 21 Century -
examples - differences - importance of Corporate Social Responsibility
and triple line growth - current business practices in USA and China.
: E-Marketing - evolution - current trends - growth of relationship
marketing and tele-marketing - future of branding in India.
: Corporate taxation - benefits of Value Added Tax and simplified tax
regime - issues related to Public offers - benefits and challenges -
Understanding GST - Direct Taxes Code.
(6 Hrs)
(6 Hrs)
(6 Hrs)
UNIT IV
UNIT V
: Current recruitment practices in manufacturing and services sector -
Modern training and development tools practiced.
st
: 21 Century Leadership - leaders as visionaries leaders of change -
examples of Indian, American and Chinese corporate leaders and their
traits.
(6 Hrs)
(6 Hrs)
NOTE : Pedagogy shall be through field study, news papers, presentation and Seminar,
Journals and Websites in relevant areas.

12 PBA 4101 - INTERNATIONAL BUSINESS
COURSE OBJECTIVES
1. To help the students understand the various social, cultural, political and competitive issues
involved in Global Business
2. To introduce the students to the concepts, theories and approaches of International business
3. To make them learn how Multi National Corporations organise and strategies business
4. To familiarize the students with the process of global business and practical steps involved in
international business.
UNIT I
UNIT II
UNIT III
UNIT IV
UNIT V
: Environmental Frameworks: Political, Economic, Social, Cultural,
Legal and Technological - Globalization: reasons, drivers and restraining
forces. Approaches to international Business.
: International Trade Theories: Mercantilism, Theory of Absolute
Advantage, Theory of Comparative Advantage, Heckshler-Ohlin, The
Leontief's Paradox, Product life cycle theory, Porter's diamond model-
Purchase Power Parity.
: Origin and Importance of International Organizations:
GATT/WTO/IMF/WORLD BANK/UNCTAD, IPR, TRIPS, TRIMS,
Tariff and Non-tariff Barriers, Economic integration: Reasons, Levels of
integration, Trade Blocks, Economic alliances - NAFTA, EU, ASEAN,
SAARC, Rise of new economies: BRICS, India and China.
: Country Selection Operations: Country evaluation and selection,
choosing production, marketing and geographic strategies, country
comparison tools, final country selection, Market Entry Strategy. Multi
National Corporations; organization, design and structures.
: Indian Export: Export Scenario, Import-Export Policy, Export
Documentation and Procedure, Global sourcing and its impact on Indian
Industry, India's competitive advantage in industries like IT, Textiles,
Gems & Jewellery - Potentials and threats.
(13 Hrs)
(13 Hrs)
(13 Hrs)
(13Hrs)
(13Hrs)
TEXT BOOK
Gupta.S.C. International Business Management, Ane Books Pvt. Ltd. New Delhi 2010.
REFERENCE BOOKS
1. Rugman, Allan M. and Hodgettes, Richard M. International Business (3rd editon), Pearson
Education. New Delhi. 2004.
2. Cherunilam, Francis. International Business (3 ed.).Eastern Economy Edition. New Delhi
2004.
3. Daniels, John et al. International Business: Environment and Operations (13 Ed.). New
Delhi: Pearson Edition 2010.
4. Hill, Charles. International Business (4 ed.). Tata McGraw Hill: New Delhi. 2004.
rd
th
th

12 PBA 4102 - BUSINESS ETHICS
COURSE OBJECTIVES
1. To appraise the students of the ethical issues in Business functions and Managerial
Decisions.
2. To highlight the ethical imbalance in International Business Arrangements.
3. To make the students aware of the social responsibilities of business.
UNIT I
UNIT II
UNIT III
UNIT IV
UNIT V
: Meaning and importance of Ethics in general. Meaning and nature of
Business Ethics - need for ethical functioning - benefits of ethical business
- ethics and values - emerging business ethics issues - Ethics and law -
misconceptions about business ethics
: Ethical Principles and Theories - Kohlberg's Moral Development theory -
Utilitarianism - Rights and Duties - Justice and Fairness - Universalism -
Ethical Relativism - Indian system of values
: Ethical Decision Making - Corporate governance - Individual factors
affecting ethical Decisions: values and beliefs, moral philosophy -
organizational factors: culture, structure, nature of relationships - Whistle
Blowing.
: Corporate Social Responsibility - Social Performance, Social Audit -
Stakeholders concept - Triple Bottom Concepts - CSR towards the internal
and external stakeholders of business - Ethics in Marketing, Advertising,
HRM, Finance - Insider Trading and IT - Environmental ethics.
: Business ethics and international business - Global ethical violations -
Multinational Corporations and ethics - Intellectual property violations -
Caux Principles - Cases in Global ethics.
.
(13 Hrs)
(13 Hrs)
(13 Hrs)
(13 Hrs)
(13 Hrs)
TEXT BOOKS
1. Velasquez, Manuel G: -Business Ethics - Concepts and Cases, Prentice Hall of India (P)
th
Ltd. Delhi 6 Edition 2006.
2. Hartman, Laura P and Chatterjee Abha: - Perspectives in Business Ethics, Tata McGraw Hill
rd
Publishing Co. Ltd, New Delhi 3 Edition 2004.
REFERENCE BOOKS
1. Ferrell O.C. and Fredrich John Paul: Business Ethics, Biztantra Publications, New Delhi. 6
Edition 2005.
th
2. Sekar R.C. - Ethical choice in Business, Response Books, New Delhi. 2 Edition 2002.
3. Prabakaran. S: -Business Ethics and Corporate Governance, Excel Books, New Delhi 2010.
nd

12 PBA 3311 - SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT
COURSE OBJECTIVES
1. To have a reasonable knowledge of Indian capital market operations and investment
opportunities.
2. To develop the ability to estimate the present and future value of a security by using
fundamental and technical analysis.
3. To understand the techniques of diversifying the risk in financial investments.
UNIT I
UNIT II
Investment - Meaning- Types- Objectives - Investment Vs Speculation -
Capital market overview - Capital market functions - Institutional
Investors and the changing market.
Fundamental Analysis: Economic and industry analysis - Company
analysis- Measuring and Forecasting earnings- Applied valuation
techniques - Graham and Dodds investor ratios
(13 Hrs)
(13Hrs)
UNIT III Technical Analysis:- Forecasting individual stock performance - Tests -
Fundamental and Technical analysis - Charting methods - Market
Indicators. Trend - Trend reversals - Patterns - Moving Average -
Exponential moving Average - Oscillators - Dow's theory - Random walk
- the Efficient Market Hypothesis - Empirical test of Semi Strong Form.
(13Hrs)
UNIT IV Portfolio Analysis and Selection: Traditional portfolio analysis- effects of
combining securities - Markowitz risk return optimization -
Diversification of risk and investors' preferences - selecting best portfolio
- Sharpe portfolio optimization - capital market theory - CAPM -
Arbitrage pricing theory.
UNIT V Portfolio Evaluation and Revision: Portfolio evaluation - Sharpe -
Treynor's - Jenson's performance measures of portfolio evaluation -
Mutual funds and their performance evaluation - Portfolio revision -
constraints in revision - Portfolio revision strategies.
(13Hrs)
(13Hrs)
TEXT BOOK
1. Punithavathy Pandian, - Security Analysis & Portfolio Management, Vikas Publishing
House Pvt., Ltd. New Delhi 2001.
REFERENCE BOOKS
1. Donald E. Fischer & Ronald J. Jordan, Security Analysis & Portfolio Management,
Prentice Hall of India Private Ltd., New Delhi 2000.
2. Bhalla. V. K - Investment Management, S. Chand & Company Ltd., Seventh Edition, New
Delhi 2000.
3. Kevin S. - Portfolio Management - 2 edition. Publisher: Prentice - Hall of India Pvt. Ltd.
New Delhi 2006.
nd

12 PBA 3312 MANAGEMENT OF FINANCIAL SERVICES
COURSE OBJECTIVES
1. To make the students understand the emerging concepts of Financial Services in India.
2. To create awareness on Issue Management, Mergers and Mutual Funds.
UNIT I :
UNIT II :
UNIT III :
UNIT IV :
UNIT V :
Introduction - An Overview of Indian Financial System - Non
Banking Financial Companies- Recent Developments and
Challenges ahead - Institutional Structure - Functions of Merchant
Bankers - Legal and Regulatory Frameworks -SEBI guidelines
Role of Merchant Banker in Appraisal of Projects, - Underwriting
Arrangements, Dealing with Bankers to the Issue, Underwriters,
Registrars, and Brokers - Offer for Sale - Book Building - Green
Shoe Option - E-IPO Private Placement - Bought out
Deals - Placement with FIs, MFs, FIIs,- Post Issue Activities.
Mergers and Acquisitions - Credit Syndication - Credit Rating -
Mutual Funds - Business Valuation.
Leasing and Hire Purchasing - Basics of Leasing and Hire
Purchasing - Financial Evaluation
Consumer Credit - Credit Cards - Real Estate Financing - Bills
Discounting - Factoring and Forfaiting - Venture Capital - Micro
Finance Institutions.
(10 Hrs)
(15Hrs)
(14Hrs)
(13Hrs)
(13Hrs)
TEXT BOOKS
1. Khan M.Y., - Financial Services, Tata McGraw - Hill, 3 Edition, New Delhi 2005.rd
(Unit I & II)
2. Gurusamy S.- Merchant Banking and Financial Services, Thomson Learning Ltd,
New Delhi 2005(Units III, IV & V)
REFERENCE BOOKS
1. Verma J.C., A Manual of Merchant Banking, Bharath Publishing House, New Delhi, 2001.
2. Sriram K., - Hand Book of Leasing, Hire Purchase & Factoring, ICFAI, Hyderabad, 1992.
nd
3. Machiraju, Indian Financial System, Vikas Publishing House, 2 Edition, New Delhi 2002.

12 PBA 3313 - BUSINESS ANALYSIS AND VALUATION
COURSE OBJECTIVES
1. To impart the knowledge of reviewing a potential investment opportunity.
2. To evaluate the opportunity to its fullest after one has gone through basic of strategy, finance,
and accounting.
UNIT I : Financial statement analysis-balance sheet analysis, profit and loss
account analysis, cash flow analysis and analysis of all other
financial schedules. (13 Hrs)
UNIT II : Approaches to valuation-identifying value drivers -application of
strategic Management tools. (13Hrs)
UNIT III : Estimation of discount rates and growth rates for different sectors. (13Hrs)
UNIT IV : Construction of models-dividend discount models -free cash flow to
equity model-free cash flow to firm models. (13Hrs)
UNIT V : Valuation using multiples of value drivers-identifying frequently
made errors in valuation - Valuation of intangibles. (13Hrs)
TEXT BOOK
1. Paul M. Healy , Business Analysis and Valuation: Using Financial Statements, Text and
rd
Case, 3 Edition, South Western College, U.S
REFERENCE BOOK
1. Mark.C.Scott, Value Drivers -Managers guide to driving corporate value creation, John
Wiley & Sons ltd. New York. 1998.

12 PBA 3314 - STRATEGIC FINANCIAL MANAGEMENT
COURSE OBJECTIVES
1. To make the students understand the emerging methods of valuing business organizations.
2. To inculcate the skills of restructuring the business organizations and effectively planning for
turnaround strategies of sick units.
3. To create awareness of Corporate Financial Governance.
UNIT - I : Financial Planning - Approaches to Financial Planning - Short - Term
Financial Planning - Analyzing financial performance - Corporate
valuation- Adjusted book value approach- stock & debt approach - Direct
comparison - DCF approach - continuing value - Guidelines for corporate
valuation.
UNIT -II : Methods and key premises of Value Based Management (VBM) - Marakon
approach - Alcar approach - Mckinsey approach - Stern Stewart approach-
BCG approach - Potential and hurdles for VBM in India.
(13 Hrs)
(13Hrs)
UNIT -III : Mergers - reasons - mechanics - cost and benefits of merger - terms of
merger - purchase of a division & plant - takeovers -business alliances -
managing acquisition - divestitures - ownership restructuring -
privatization - Codes and Procedures - Techniques - Defensive Strategies -
Cross Border Deals.
UNIT -IV : Corporate Sickness - The Magnitude - Different Interpretation of Sickness
- Causes of Sickness - Board for Industrial Financial Re construction -
Turnaround - Types of Turnaround - Basic Approaches - Surgical vs.
Humane - Phases in Turnaround Management.
(13Hrs)
(13Hrs)
UNIT - V : Financial measures - Balanced score card - Parta system - performance
excellence awards -divisional performance measurement - strategic
performance measurement - evolving practices. Corporate governance -
divergence of interest -agency cost - reporting legal provisions and SEBI
code for corporate governance (13Hrs)
TEXT BOOK
1. Prasanna Chandra, Financial Management Theory and Practice, TMH, New Delhi ,2008
REFERENCE BOOKS
1. James. C. Van Horne, Financial Management and Policy, Pearson education 12
Delhi 2005.
2. Khan M.Y., ‗Financial Services', Tata McGraw Hill - 3rd Edition. New Delhi 2006
th
edition New
3. Richard A.Brealey and Stewat C.Myers, ‗Principles of Corporate Finance' TMH.3 edition
New Delhi 2006.
rd

12PBA 3315 - PRINCIPLES AND PRACTICE OF INSURANCE
COURSE OBJECTIVES
1. To have knowledge of life insurance and its tax advantages.
2. To inculcate the skills of selection and classification of risk investment
3. To make the students understand the concept of general insurance.
UNIT - I
UNIT - II
UNIT - III
UNIT - IV
UNIT - V
: Principles of Life assurance: Nature of insurance - classification of
insurance - economic value of the Earning Head of the Household -
Basic insurance protection - Business use of Life Insurance Contracts -
Insurable Interest - Need for utmost good faith - Disclosure of material
facts - Warranty - Tax advantages of certain assurance - Wealth tax.
: Selection and classification of risks - Objectives for selection and
classification of risks - Factors relating to physical hazard - Factors
relating to occupational hazards and moral hazard - Source of
information insurance of Female lives - Rating of female lives.
: Investment of life fund: Investment of LIC - Investment of life
insurance fund - basic principles - statutory requirements of investment
- valuation - purpose and types.
: Policy conditions and privileges - calculation of paid up values -
surrender values - loans - foreclosure alterations - distribution of bonus
- calculation of vested bonus - Interim bonus - final bonus - settlement
of claims - calculation of benefits payable on Maturity claims, Death
claims and adjustment for loans, unpaid premium and interest.
: General insurance - Need for general insurance - types of general
insurance - Marine insurance - Credit insurance - Motor insurance-
liability insurance - aviation insurance-engineering insurance-burglary
insurance- mediclaim - project insurance - loss of profit insurance -
principles of general insurance - privatization of insurance in India -
role of IRDA- Risk Assessment and Premium calculations - Loss
assessment - Claims Settlement Procedure.
(13 Hrs)
(13 Hrs)
(13 Hrs)
(13 Hrs)
(13 Hrs)
TEXT BOOK
1. Mittal Alka, Gupta S.L., Principles of Insurance and Risk Management. Sultan Chand &
Sons, New Delhi 2007.
REFERENCE BOOKS:
1. Gupta P.K., Insurance and Risk Management- JBA Publishes, Mumbai 2004.
2. Karam Pal, Bodia B.S., Insurance Management - Principles & Practices JBA Publishers,‖
Mumbai 2007.

12 PBA 4316 - INTERNATIONAL FINANCIAL MANAGEMENT
COURSE OBJECTIVES
1. To instill the skills of documenting foreign trade.
2. To understand the available sources of finance and incentives for Indian exporters.
3. To instill the skill of managing the financial aspects of a Multinational Companies.
UNIT I
UNIT II
UNIT III
UNIT IV
UNIT V
: International Finance v/s Domestic Finance - Goals for International
Financial Management - Globalization of World Economy - Recent Trends -
International Monetary System - IMF - Classical gold standards - Bretton
wood systems - fixed and flexible exchange rates.
: Definitions and Characteristics of Foreign Exchange Market - Spot Market
and forward market - Balance of Payments - Components of Balance of
Payments - Exchange Rate Determination - Factors influencing foreign
exchange markets - Exchange Rate Theories - Purchase Power Parity -
Interest Rate Parity - International Fisher Effect.
: Risk, exposure, transaction, translation, economic exposure - Hedging -
Managing transaction, translation and economic exposure; Country risk
Forecasting Exchange Rates - Efficient Market Approach - Fundamental
Approach - Technical Approach.
: Documentation of Foreign Trade, INCO Terms - Payments terms - Letters of
Credit - Pre Shipment and Post Shipment Finance - Deferred Payment Terms
- Export Trade Documents, Financial Documents - Types of Invoices,
Certification of Origin, Packing list and Certificate of Inspection. Transport
Documents - Export Declaration Forms, Export Certification - FEMA.
: Government Organisations Promoting Exports - EXIM Bank - ECGC and its
schemes - Import Licensing - Financing methods for import of Capital goods.
Export Incentives - Duty Exemption - IT Concession - Marketing Assistance
- EPCG, DEPB - Advance License - Export Promotion - EPZ - EOU - SEZ
and Export House.
(13 Hrs)
(13 Hrs)
(13 Hrs)
(13 Hrs)
(13 Hrs)
TEXT BOOK
1. Eun & Rensnick, International Financial Management, TMH.4 edition, New Delhi 2008.
REFERENCE BOOKS
1. Apte P.G., International Financial Management - Tata McGraw Hill 4 edition, New Delhi,
th
th
2007
2. Shapiro. C - Multinational Financial Management, PHI.3 Edition, New Delhi, 2008
rd
3. Websites of WTO, World Bank, IMF, ECGC and EXIM Bank.

12 PBA 4317 - FINANCIAL DERIVATIVES
COURSE OBJECTIVES
1. To introduce the concepts of various derivative instruments used in the financial and commodity
markets.
2. To provide the knowledge of managing investment risks by using suitable derivative instruments.
3. To make the students understand the procedures and systems being followed in derivative markets.
UNIT I : Financial Derivatives - Definition - Types-Different classification of
traders - Futures contract - Daily settlement and margins - Delivery -
Types of orders Forward vs futures contracts. (13 Hrs)
UNIT II
UNIT III
UNIT IV
UNIT V
: Hedging strategies using futures - short and long hedges - Basis risk -
cross hedging - stock Index futures Forward price in an investment
asset - valuing forward contracts - Convenience yield - Cost of carry.
: Swaps - advantages and disadvantages interest rate swaps - currency
swaps credit risk - Types of Swaps - options - call and put - Mechanics
of options trading.
: Factors affecting option prices - upper and lower bounds - effect on
dividends - spreads - Bull - Bear - Box - Butterfly - calendar- Diagonal
combinations.
: Pricing of options - one step Binomial and Two step binominal models
Black - Scholes pricing formula, options on stock indices and currency
options.
(13 Hrs)
(13 Hrs)
(13 Hrs)
(13 Hrs)
TEXT BOOK
Hull C. John - Options Futures and other Derivatives, Pearson - Seventh Edition,
New Delhi,.2009.
REFERENCE BOOKS:
1. Gupta S.L. - Financial Derivatives Theory concepts and problems, PHI - Eastern
Economy Edition New Delhi 2008
2. Strong A.Robert - Derivatives - An introduction, Thomson - South western, USA 2006.

12 PBA 4318- STRATEGIC COST MANAGEMENT
COURSE OBJECTIVES:
1. To develop the skill of implementing and managing costing systems in organizations.
2. To facilitate the students for understanding the linkages between strategic management and costing
system to add value in the processes.
3. To make the students understand the importance of quality in the cost of a product.
UNIT I :
UNIT II :
UNIT III :
UNIT IV :
UNIT V :
Strategy and Cost Management - Strategy Formulation and Cost System
Design - Alternate Strategies - Objectives of Cost Management Systems -
Causes and Symptoms of Broken Cost System - remedies
Zero Based Budgeting - Activity Based Costing - meaning and terms used
in ABC system - Comparing ABC with traditional costing system -
advantages and demerits of ABC - ABC in service organization - Activity
Based Management - implementing ABC- using ABC for improving cost
management and profitability.
Value Chain - basic concepts - value creation process- primary and
supporting activities - achieving superior efficiency - supply chain -
corporate profitability through supply chain - maximizing shareholder
value through supply chain - strategic management of supply chain for
reducing inventory cost - integrated approach for effective management.
Strategic cost management for competitive advantages - Value analysis--
back flush costing - Kaizen costing - Cost of quality - Life cycle cost -
Target costing - Total cost management.
Management control systems - transfer pricing - guidelines for transfer
pricing - Financial and non financial Performance measurement -
performance measurement in multinational companies.
(13 Hrs)
(13 Hrs)
(13 Hrs)
(13 Hrs)
(13 Hrs)
TEXT BOOKS
1. Charles T. Horngren et al, Cost Accounting PHI.3 edition,rd
New Delhi 2006
2. Cooper R, and Kaplan Robert S., Design of Cost Management Systems, Prentice-
nd
Hall.2 Edition, New Delhi 2006
REFERENCE BOOKS
1 . Barry J. Brinker, Strategic Cost Management, Free Press, London 2008.
2. Sahay B.S., Supply Chain Management in the twenty first century, Macmillan, New Delhi
2007.

12 PBA 4319 - TAXATION LAW
COURSE OBJECTIVES
1. To give the students a good comprehension of the contemporary tax law and its importance in
corporate business decision making.
2. To impart the basic concepts of residential status under tax laws.
3. To gain an indepth knowledge of the direct and indirect tax laws in India.
UNIT I
UNIT II
: Basis concepts of Indian Tax Laws; direct and indirect-tax regimes in
India, contemporary tax laws. Mechanics of income tax act, central excise
act, customs duty act, service tax act and the local value added tax.
: Definition of various terms, in the Income Tax Act, Residential status and
its impact on tax, Income exempt from tax' - clubbing of income- set-off
of losses- permissible deductions from gross total income; computation of
tax liability; deduction of taxes at source; interest payable by assesses and
Government- introduction to unified code of direct taxes.
(13 Hrs)
(13 Hrs)
UNIT III : The impact of the Income Tax Act provisions on Foreign Collaboration,
Mergers and Amalgamations, Investments and Research and Development;
tax laws on personal finance.
UNIT IV : Law on customs duty in India; the Harmonized code in tariff; Central
Excise Law in India concept of GST and the value added tax
(13 Hrs)
(13 Hrs)
UNIT V : The role of indirect taxation in different sectors; the impact of the indirect
taxes on corporate financial decision making. (13 Hrs)
TEXT BOOK
1. Singhania, Vinoth K, Students Guide to Income Tax, Taxmann publications, New Delhi
2009 (Units I , II & III)
2. Datey V.S., Indirect Taxes Law & Practice, Taxmann Publications. New Delhi 2008 (Units
IV & V)
REFERENCE BOOK
rd
1. Taxmann's Income Tax Act, 3 Edition, New Delhi 2009.

12 PBA 3321 - ADVERTISING AND SALES PROMOTION MANAGEMENT
COURSE OBJECTIVES
1. To impart to the students the importance of Advertising and Sales Promotion in the overall
marketing mix.
2. To make the students understand the media basics and strategy formulations.
UNIT - I
UNIT - II
: Understanding marketing and marketing communication - Integrated
marketing Communication - Integrating IMC in Marketing Mix -
Marketing Mix Strategies - Advertising in India - Structure of
advertising and promotions sector in India
: Understanding Consumer behaviour - Factors influencing consumer
behaviour - - current models in consumer behaviour - buying
decision making process - alternatives - research process.
(13 Hrs)
(13 Hrs)
UNIT - III : Advertising Strategy - Advertising campaign Fundamentals - Creative
Techniques - Finding the ―Big Idea - Creative Execution in Print,‖
Broadcast - out of Home, Support media - Digital and Social platform
to amplify Brand Images - Viral platform.
UNIT - IV : Media planning and Strategy - Planning for Print, Broadcast and Out
of Home -developing the media plan - promotion objectives and
budget determination -measuring IMC performance.
UNIT - V : Sales Promotion - types -objectives and budget allocations -
designing the sales promotion programme - importance and strategic
use of publicity, public relations, corporate advertising and support
media in brand building.
(13 Hrs)
(13 Hrs)
(13 Hrs)
TEXT BOOK
Shah Kruti and D'souza Alan, Advertising and Promotions an IMC perspective, Tata
McGraw-Hill, 4th edition, New Delhi, 2011.
REFERENCE BOOKS
rd
1. Mathur.U.C. Advertising Management, Pearson Education, New Delhi, 3 Edition, New
Delhi 2008.
2. Belch.E.George and Belch.E.Michael, Advertising and Sales Promotion an Integrated
th
Marketing Communication Perspective, Tata McGraw Hill , 7 edition, New Delhi
2009.

12 PBA 3322 - SERVICES MARKETING
COURSE OBJECTIVES
1. To orient the student towards the fundamental principles and concepts underlying services.
2. To identify and analyze the various components of the services mix.
3. To provide a framework for managing service delivery and improving service performance to
ensure customer satisfaction.
UNIT - I
UNIT - II
: Services - Nature, need and classification of services - characteristics
of services - service sector growth in India - service and technology -
comparison of goods and services - expanded marketing mix for
services - issues, challenges and opportunities in services marketing
in Indian context - services marketing triangle.
: Consumer behavior in services - customer expectations of service -
customer perceptions -Consumer research in service - building
customer relationships.
(13 Hrs)
(13 Hrs)
UNIT - III : Service design - New service development process - service
blueprinting - positioning - customer defined service standards -
physical evidence and the service scape.
UNIT - IV : Employees' role in service delivery - customers' role in service
delivery - delivering service through intermediaries and electronic
channels - managing demand and supply of services.
UNIT - V : Service quality - GAPS model of service quality - service satisfaction
and loyalty - SERVQUAL dimensions - review of scale development
for SERVQUAL - E-S-QUAL - Service Recovery.
(13 Hrs)
(13 Hrs)
(13 Hrs)
TEXT BOOK
Zeithaml A. Valarie, et al, Services marketing - Integrating Customer Focus across the
th
firm -- Tata McGraw Hill, 5 edition, New Delhi 2011.
REFERENCE BOOKS
th
1. Lovelock Christopher - Services Marketing - Pearson Education, Asia, 4 edition. 2001
2. Woodruffe Helen - Services Marketing - McMillan India Ltd., New Delhi - 2002.
3. Jha S.M. - Services Marketing - Himalaya Publishing House, Mumbai - 2010.

12 PBA 3323- CONSUMER BEHAVIOUR AND MARKETING RESEARCH
COURSE OBJECTIVES
1 To understand the importance of consumer behaviour in Marketing, its models and types.
2 To equip the students with various intrapersonal and interpersonal determinants of consumer
behaviour.
3 To provide the students with basic consumer behaviour research processes.
UNIT - I
UNIT - II
: Introduction to Consumer Behaviour - difference between consumer
and customer - nature and characteristics of Indian Consumer -
Benefits of consumerism.
: Individual influences on consumer behaviour- motivation -
personality - perception -cues and responses - measures of consumer
learning (Recognition and Recall measures)
(13 Hrs)
(13 Hrs)
UNIT - III : External influences on Consumer Behaviour - Family and reference
groups - changing family structure - decision making - expanding
role of child in family decision making - family life cycle and
marketing strategy.
UNIT - IV : Research in consumer behaviour - consumer behaviour research
paradigms - quantitative and qualitative methods - current trends in
Consumer Behaviour research.
UNIT - V : Consumer research process - developing research objectives -
collecting data - data analysis and interpretation - reporting research
findings - Consumer mental models.
(13 Hrs)
(13 Hrs)
(13 Hrs)
TEXT BOOK
Henry Assael, Consumer Behaviour: A Strategic Approach, Dreamtech Press, 3 edition, New Delhi
2005
rd
REFERENCE BOOKS
1. Schiffman and Kanuk, Consumer Behaviour, Prentice Hall of India, 9 edition, th
New
Delhi, 2008.
2. Luck Rubin, Marketing Research, Prentice Hall of India, 7th edition, New Delhi 2009.

12 PBA 3324 - BRAND MANAGEMENT
COURSE OBJECTIVES
1. To make the students understand brand and brand management.
2. To examine the importance of brand management and the keys for its long- term
success.
UNIT - I
UNIT - II
: Product Management - Types - Personality - Product Line and Product
Mix - Branding of Products & Services.
4ea
: New product development - Factors influencing design of the product -
developing product strategy - product strategy over Product Life Cycle
(PLC) - Customer and competitor analysis.
(13 Hrs)
(13 Hrs)
UNIT - III : Brand Management - Brand development - extension - Brand equity
concepts - identity and image - Brand challenges and opportunities.
UNIT - IV : Brand Leveraging and Brand performance - establishing a Brand equity
Management system - steps in brand building - Co-branding, celebrity
endorsement - Cases in Branding of products and services.
UNIT - V : Designing and sustaining Branding strategies - establishing Brand
Values - Brand extension and brand transfer - Managing brand over
time- Brand Audit.
(13 Hrs)
(13 Hrs)
(13 Hrs)
TEXT BOOK
Patti and Debashish, Branding: Concepts and Process, McMillan India Ltd, New Delhi,
REFERENCE BOOKS
1. Kevin Keller, Best Practice Cases in Branding for Strategic Brand
Management, McGraw Hill, 3rd Edition, New York 2010.
2. Ries Al and Ries Laura, The 22 immutable laws of Branding, Harper Paperbacks, 1
Edition.
st

12 PBA 3325 - RURAL MARKETING
COURSE OBJECTIVES
1. To provide an overview of rural markets and emerging perspectives of rural marketing.
2. To analyze the Strategic issues and opportunities in rural marketing.]
UNIT - I : Definition and scope of rural marketing - concepts - components of
rural markets - classification of rural markets, rural v/s urban markets.
(13 Hrs)
UNIT - II :
UNIT - III :
UNIT - IV :
Rural marketing environment - population - occupation pattern,
literacy level, rural credit institutions, rural retail outlets, rural credit
outlets, print media in rural areas.
Rural Consumer Behaviour - Buyer Behaviour models - rural specific
Consumer Behaviour factors - Economic/Political/Social/Technology -
Rural consumer characteristics - Occupation, Income, Life style,
Personality, life cycle stages.
Rural Marketing Strategies - Segmenting, Targeting and Positioning -
Hetrogenity in Rural - Pre requisites for effective segmentation - Basis
and approaches to rural segmentation.
(13 Hrs)
(13 Hrs)
(13 Hrs)
UNIT - V : Accessing Rural Marketing - Coverage status in Rural Markets -
Distribution channels - Haats / Shandies - Distribution models of
FMCG companies /Durable Companies - emerging distribution models
- ITC E-Choupal etc.,
(13 Hrs)
TEXT BOOK
Kashyap Pradeep & Siddhartha Raul, Rural Marketing, Biztantra Publishing House,
th
5 edition, New Delhi, 2008.
REFERENCE BOOK
st
1. Mathur U.C., Rural Marketing, Excel Books, 1 edition, New Delhi 2008.
nd
2. Tej K. Bhatia, - Advertising and Marketing in Rural India, Macmillan, 2 edition 2007.
3. Lalitha Ramakrishnan,- Cases in Rural Marketing - an integrated approach, Pearson, New
Delhi 2004.

12 PBA 4325 - RETAIL MANAGEMENT
COURSE OBJECTIVES
1. To impart to the students the concepts in retail management and prepare them for retail careers.
2. To make them understand the importance of retail design, retail mix and supply chain
management.
UNIT - I
UNIT - II
: Introduction to retail marketing - Value of a customer, Identification of
customer needs, Tactics to get new customers - Strategies for turning a
first time buyer into a regular customer - into a life time customer
: New Concepts of Consumer Care - Ways to achieve customer delight -
Difference between customer delight and WoW factors - Customer
relationship management- Retail formats - Store & Non Store Retailing
--Franchising- Unconventional channels - Retail multi channel
management - Servicing the Retail Customer - Purchaser purveyor
matrix.
(13 Hrs)
(13 Hrs)
UNIT - III : Retail evaluation and design --Size of the Store - Retail store location -
- layout types -Elements of store design - Store operation -
Merchandising Management.
UNIT - IV : Retail marketing mix - Introduction - Product - Decisions related to
selection of goods - Decisions related to delivery of service - Pricing -
Influencing factors - - price sensitivity - Value pricing - Markdown
pricing - Place - Retail logistics -Promotion - Retail Communication
Mix - Planning retail communication - Managing in-store promotions
and events - Introduction to Private Brands.
UNIT - V : Role of Supply chain Management in Retail - creating competitive
advantage - E -tailing - impact of Information Technology in retailing -
customer database management system - Legal aspects in retailing -
Social issues in retailing - Ethical issues in retailing.
(13 Hrs)
(13 Hrs)
(13 Hrs)
TEXT BOOK
Pradhan Swapna - Retailing Management Text & Cases, Tata McGraw Hill, 3 edition,
New Delhi 2009.
REFERENCE BOOKS
1. Barry Berman & Evans R. Joel, Retail Management: A Strategic Approach, Prentice
th
Hall of India, 10 edition, New Delhi 2009.
2. Gupta S.L., Retail Management, An Indian Perspective (Text & Cases), Wisdom
th
Publications, 10 edition, New Delhi 2009.
3. Bajaj Chetan, Retail Management.
rd

12 PBA 4326 - SALES AND DISTRIBUTION MANAGEMENT
COURSE OBJECTIVES
1. To make the students understand the importance of sales function, roles, skills and approaches
required.
2. To develop skills critical for developing, evaluating and selecting Sales and distribution strategies.
UNIT - I
UNIT - II
: Introduction to sales management function - nature and importance -
roles and skills - types of sales managers/ sales management positions -
sales objectives, strategies - link between sales and distribution
management
: Personal selling - process - prospecting, pre approach, presentation,
handling objections and closing the sale - sales forecasting - approaches
- sales budget - management of sales territories and quotas.
(13 Hrs)
(13 Hrs)
UNIT - III : Organizing and staffing - basic organizational structures - size and
staffing - training and motivating - compensating and leading the sales
force - controlling - sales force expenses and audit - evaluation of sales
personnel.
UNIT - IV : Distribution management - need and value - need for channel members
- possible channel formats - levels and their functions - channel
systems - costs and margin in the distribution system - Calculation of
Return on Investment - Power and Conflict in Channel Management.
UNIT - V : Marketing Logistics and supply chain management - Scope of Logistics
- extension to SCM- use of information technology in logistics and
supply chain management.
(13 Hrs)
(13 Hrs)
(13 Hrs)
TEXT BOOK
Havaldar K Krishna and Cavale V M, Sales and Distribution Management - Text and
nd
Cases, Tata McGraw Hill, 2 Edition, New Delhi 2011.
REFERENCE BOOKS
1. Dr. Gupta S.L., Sales and Distribution Management - Tata McGraw Hill, 2
Delhi, 2010.
nd
edition, New
2. Tapan K Panda and Sunil Sachadev, Sales and Distribution Management, Oxford University
th
Press, 10 edition, New Delhi 2010.

12 PBA 4327 - CUSTOMER RELATIONSHIP MANAGEMENT
COURSE OBJECTIVES
1.
2.
To impart the theoretical and conceptual foundations of CRM to the students.
To enable the students to understand, apply and analyze the basic CRM tools.
UNIT - I
UNIT - II
: Changing nature of marketing and customer service - economics of
building customer relationships - customer lifetime value - Measuring
equity in customer relationships - customer acquisition costs -
customer value and customer satisfaction - precursors to CRM.
: Role of CRM in various stages of the sales cycle - basic concepts -
Campaign management, personalization, cross selling, upselling,
multichannels - operational and analytical CRM - planning for CRM.
(13 Hrs)
(13 Hrs)
UNIT - III : CRM strategy - technology orientation - strategic framework - role of
IT in CRM - Tools for CRM -CRM metrics - CRM layouts - e-CRM
- basic concepts - benefits - success factors in e-CRM - Case studies.
UNIT - IV : CRM implementation - preparation, dimensions, technology issues,
steps, expected benefits - guarding against CRM failures - case studies.
UNIT - V : Implications of globalization on CRM - CRM in manufacturing,
banking, insurance, airlines, hotels, telecom and SMB segment - case
studies.
(13 Hrs)
(13 Hrs)
(13 Hrs)
TEXT BOOK
Mukerjee Kaushik - Customer relationship management - A strategic approach to
marketing - Prentice Hall of India, New Delhi - 2007.
REFERENCE BOOKS
1. Seth N. Jagdish, Atul Parvatiyar, Shainesh.G - Customer relationship management -
th
Emerging concepts, tools and applications - Tata McGraw Hill 9 reprint , New Delhi
2009 .
2. Kumar.V, Reinartz J.Werner -Customer relationship management - A data-based
approach -Wiley, India New Delhi 2006.
3. Chaturvedi Mukesh and Chaturvedi Abhinav - Customer relationship management - An
Indian Perspective - Excel books New Delhi 2005.

12 PBA 4328 - INTERNATIONAL MARKETING
COURSE OBJECTIVES
1. To emphasize the concept of Internationalization of Enterprise, considering the
competitive global situation.
2. To lay special emphasis on Exports and to learn the nuances in exporting.
UNIT - I :
UNIT - II :
UNIT - III :
International Marketing: Identifying foreign markets and opportunities
- International marketing task and Philosophy.
International Marketing - Mode of Entry: Direct exports - FDI - Joint
ventures - subsidiaries - licensing - Franchising/contracts and
Contracting/Barter and Counter trade/Alliance/Mergers and
Acquisitions.
International Product Policy Planning Moving Products across Borders
- Pricing for exports and Logistics.
(13 Hrs)
(13 Hrs)
(13 Hrs)
UNIT - IV : International Promotion - Advertising, other forms and Sales force.
Export structure - selection on channels & Appointment of Agents and
Distributors. International Marketing Intelligence - Sources -
Research/Evaluation & Organisation
UNIT - V : Balance of payments - Export Promotion and Incentives -
Governmental and Institutional support - Exchange control & Export
credit - Export Houses/ Trade Houses/ FTZ'S Export procedure and
documentation
(13 Hrs)
(13 Hrs)
TEXT BOOK
Cherunilam Francis, International Marketing, Himalaya Publication, 8 edition, Mumbai 2004.
REFERENCE BOOKS
1. Srinivasan R, International Marketing, Prentice Hall of 1ndia, 5 edition, New Delhi 2006.
th
2. Yuvaraj S., International Marketing, Viruda Publications, 3 edition, New Delhi 2004.
th
rd

12 PBA 4329 - SUPPLY CHAIN AND LOGISTICS MANAGEMENT
COURSE OBJECTIVES
1. To provide the students the core concepts of supply chain and logistics and the
underlying principles that govern them.
2. To impart the students the integral framework of supply chain, IT and systems
design for effective managerial decisions.
UNIT - I : The Logistical Value Proposition- The Work of Logistics-Logistical
Operating Arrangements - Flexible Structure - Supply Chain
Synchronization.
(13 Hrs)
UNIT - II : Information Technology Framework - Information System - Functions -
Comprehensive Information System - Integration-Communication
Technology-Rationale for ERP Implementation-ERP System Design-
Supply Chain Information System Design.
(13 Hrs)
UNIT - III :
UNIT - IV :
Inventory - Inventory Functions -Inventory Carrying- Cost-Planning -
Inventory- Managing Uncertainty-Inventory Management Policies-
Transportation: Transport Functionality, Principles and Participants-
Transportation Economics and Pricing- Transport Administration -
Documentation.
Warehousing - Strategic Warehousing-Warehousing Operations-
Warehousing Ownership Arrangements - Warehouse Decisions.-
Packaging and Material Handling.
(13 Hrs)
(13 Hrs)
UNIT - V : Operational Integration - Systems - Concept and Analysis-Logistical
Integration Objectives-Enterprise Integration- Supply Chain Processes-
Sales and Operations Planning(S&OP)-Supply Chain Planning
Considerations-Pricing.
(13 Hrs)
TEXT BOOK
1. Bowersox, Closs & Cooper, Supply Chain Management Logistics Management, McGraw -
st
Hill, 1 edition, New York 2002
REFERENCE BOOKS
rd
1. Sinha Amit, Herbert Kotzab, Supply Chain Management, Tata McGraw Hill, 3 edition,
New Delhi, 2011.
2 Hsiao-Fan Wang, Surendra M. Gupta, Green Supply Chain Management: Product
st
Life Cycle Approach, Tata McGraw Hill, 1 edition, New Delhi, 2011.

12 PBA 3331 - TRAINING FOR RESULTS
COURSE OBJECTIVES
1. To make the students understand the concept of training, needs, and its importance.
2. To help them to design training programme for the group.
3. To enable them to cope with the learning process and the training need assessment.
4. To impart the students the different methods and approaches to training.
UNIT - I
UNIT - II
: Training and development: concept of training- role, need, and
importance of training -on the job training- role of stake holders in
training - Feedback on training effectiveness.
: Learning: process - features -need for integrated approach -methods
- factors influencing learning process-training needs assessment—
approaches to training needs-factors affecting performance-levels of
training needs.
(13 Hrs)
(13 Hrs)
UNIT - III : Training programme: factors in designing training programme-
check list for designing training programme -training programme
delivery- making the training programme functional- empowering
the group-concluding the programme-qualities of a professional
trainer.
UNIT - IV : Methods of training: importance-functions-and factors influencing
the choice of a training method-developing audio visual materials-
using various methods like fonts, colour, and graphs-common forms
of visual aid-Characteristics of effective of course materials-printed
materials-developing training support materials.
UNIT - V : Measuring the impact of training: need for result based training-
trend towards measurement of training-developing results based
approach-levels of training: The Kirkpatrick Four Level Approach-
Kaufman's five levels of evaluation of training impact- the CIRO
Approach to evaluate training method-and the Philip's Five Level
ROI frame work to evaluate training impact.
(13 Hrs)
(13 Hrs)
(13 Hrs)
TEXT BOOK
1. Sahu R. K .Training for Development- Excel Books, New Delhi 2005.
REFERENCE BOOKS
1. Lynton P Rolf and Udai Pareek, Training for Development Vistaar Publications, New Delhi 2011.
2. Robbins P Stephen and Hunsaker L Philip. Training in Interpersonal Skills PHI, New Delhi 2008.

12 PBA 3332-PERFORMANCE AND COMPENSATION MANAGEMENT
COURSE OBJECTIVES
1. To familiarize the students with the basic concepts and practices of the existing reward system
2. To enable the students to undertake the wage determination process
3. To help the students to design and implement performance evaluation system
UNIT I : Introduction to Compensation Management: concept, objectives, compensation
dimensions, methods of payment, concept of total reward system. Theories on
wages. (12 Hrs)
UNIT II : Legal Framework of Wages: Wage policy; minimum wage, fair wage, living wage,
Wage Board, Pay Commissions. Major Provisions of Wage Laws; The Payment of
Wages Act, 1936, The Minimum Wage Act, 1948, Equal Remuneration Act, 1976-
Factors, Wage determination, Job Evaluation, process, procedure, methods, Pay
surveys, objectives, types, data collection techniques, Pricing Jobs.
UNIT III : Compensation Structure: Basic Wage, Dearness Allowance, Incentives, Individual
and group incentive system, Classification of incentives, pre-requisites, Incentive
schemes, Gain sharing, Stock Option, The Payment of Bonus Act, 1965. Employee
Benefits: Need, Types, Fringe Benefits, Employee Services. Gratuity Act, 1972,
Employees Provident Fund and Miscellaneous Provisions Act, 1952.
UNIT IV : Performance Management: Definition, Objectives, Essentials, Standard Setting
Process, Process of Appraisal, Common Rating Errors. Methods; Traditional
Methods, Critical Incident Method, 360 Degree Appraisal, Behavioral Anchored
Rating Scale, Assessment Centers, Balanced Score Card.
(15 Hrs)
(13 Hrs)
(13 Hrs)
UNIT V : Managerial Remuneration: Components of executive compensation -
Fixed and Variable Pay - Strategies, International Compensation:
Objectives, Approaches, Elements of Expatriate's Compensation. Tax
planning: Tax efficient Compensation Package, Voluntary Retirement
Scheme.
TEXT BOOK
1. Singh B.D. Compensation and Reward Management. Excel Books. New Delhi. 2007.
REFERENCES
th
1. Dessler, Garry,V. Human Resource Management(11 edition). Pearson. New Delhi. 2009.
2 . Aswathappa.K. Human Resource and Personnel Management, Tata McGraw Hill.
New Delhi. 2006.
(12Hrs)

12 PBA 3333 - STRATEGIC HUMAN RESOURCE MANAGEMENT
COURSE OBJECTIVES
1. To introduce to the students the emerging field of strategic human resource management.
2. To help the students to understand the nature of the changing global business environment and the
role of HR.
3. To enable the students to appreciate the various methods and techniques of Strategic Human
Resource Management.
UNIT - I : Vision, Mission, Goals and Objectives - Forms of strategy - intended and
realized strategies; views on the strategic management process - Rational
planning, instrumentalism and organizational learning.
(13 Hrs)
UNIT - II : HRM environment Emerging challenges to Human Resource
Management; Strategic perspective in human resource management;
Concept, aims and foundations of SHRM - Evolutionary stages, theories
and models of SHRM. (13 Hrs)
UNIT - III : Technology and organization structure - Management trends -
Demographic trends - Utilization of human resources - International
developments - Human resource legal environment.
UNIT - IV : Efficient use of human resources; Dealing with employee selection,
surpluses and employee shortages. Talents and retention management-
Employee value propositions- Reward and development systems -
strategically oriented performance measurement
(13 Hrs)
(13 Hrs)
UNIT - V : Performance management - Human Resource Evaluation, HR scorecard,
using MBO, Policy Deployment for aligning HRM with Business.
(13 Hrs)
TEXT BOOKS
1. Greet R Charles - Strategic Human Resource Management A general management approach‖
nd
(2 Ed.), Pearson Education (Singapore) Pvt. Ltd, New Delhi 2001.
2. Bhatia S.K. - Human Resource Management A Competitive Advantage, Deep and Deep
Publishing Pvt. Ltd., New Delhi, 2006.
REFERENCE BOOKS
nd
1. Miller Alex and Dess G Gregory - Strategic Mangement (2 edn), McGraw - Hill
Companies Inc., New York, 1997.
nd
2. Sadler Philip - Strategic Management (2 edn) Kogan Page India Private Limited, New
Delhi, 2004.
3. Anuradha Sharma and Aradhana Khandekar - Human Resource Management - An
Indian Perspective - Response Books, New Delhi, 2006.

12 PBA 3334-COUNSELLING
COURSE OBJECTIVES
1. To introduce to the students the concept, definition and need for Counselling.
2. To familiarise the students the emerging areas of Counselling.
3. To equip the students on the skills and techniques of Counselling.
UNIT - I
UNIT - II
: Counselling: meaning, objectives, Qualities required of a counselor.
Theoretical approaches of counselling.
: Counselling skills and its process: Skills, Relationship, Sympathy
Vs Empathy and problem solving, decision making, behavior
modification skills, Process, Steps, Techniques and Interventions.
Models in counselling - Gerad Agents Model, Skill Model.
(13 Hrs)
(13 Hrs)
UNIT - III : Life span Counselling: Counselling with different age groups. Work
place Counselling.
UNIT - IV : Counselling for managing changes: Migrants, Refugees and
organizational changes - Counselling at different situations - Trauma
care, Communal riots, Rape Victims, broken family, Alcoholics and
their family, suicide attempts and AIDS victims.
UNIT - V : Ethics in counselling : Code of Ethics and Practice of Counselling.
Issues and Situations.
(13 Hrs)
(13 Hrs)
(13 Hrs)
TEXT BOOKS
1. Carroll Michael - Workplace Counselling: A Systematic Approach to Employee Care
Sage publications, New Delhi. 1996.
2. Narayana Rao, S - Counselling & Guidance, Tata McGraw - Hill Publishing company Ltd.,
Second Edition, New Delhi 1991.
REFERENCE BOOKS
1. Phil Joyee & Charlotte Sills - Skills to Gestalt Counseling and Psychotherapy Sage
Publications, New Delhi, 2002.
2. Windy Dryden &bRay Wolfe. Handbook of Counseling Psychology Sage Publications,
New Delhi, 1996.
3. Dave Mearns, Person - Centered Counseling Training, Sage Publications, New Delhi, 1997.

12 PBA 4335 - CHANGE MANAGEMENT
COURSE OBJECTIVES:
1. To give the students an overview of organizational change
2. To help the students to gain knowledge on change management and OD
3. To enable the students to develop skills in managing change at the Global level.
UNIT - I
UNIT - II
: Organisational change: meaning-forces- types - theories of change-
recent approaches-models of change-techniques -skills-and strategy
for managing change.
: Managing change in HR: issues relating to human resource process
and functions- HRD for managing change- HR initiatives for
managing change in Indian organizations and in Global context.
(13 Hrs)
(13 Hrs)
UNIT - III : Organisational development (OD): meaning -history-process-OD
interventions-types - role of OD consultant-applications of OD in
India- new trends in Indian Business Scenario- -need for OD
interventions.
UNIT - IV : Work Process and Management: Work process models-Kaizen: -
ERP -Kanban process -Business process management -business
process Re-engineering -essentials for the effective management of
change.
UNIT - V : Managing Change in Knowledge Era: importance - knowledge
management and implementation-steps in implementation of
Knowledge Management-Learning Organisation-disciplines and
operational approaches of learning organizations-guidelines to build
learning-integrated model for managing organizational change -
Developing Organisational Culture.
(13 Hrs)
(13 Hrs)
(13 Hrs)
TEXT BOOKS
1. Nilanjan Sengupta, et al Managing Change in Organisations, PHI, New Delhi 2006.
th
2. French L.Wendell and Bell Jr. H. & Cecil. Organizational Development, PHI 6 Edition, New
Delhi 1999.
REFERENCE BOOK
Radha R. Sharma - Change Management Concepts and Applications, Tata Mc Graw Hill, New
Delhi, 2006.

12 PBA 4336 - INDUSTRIAL RELATIONS AND LABOUR LEGISLATIONS
COURSE OBJECTIVES
1. To help the students to learn the basic concepts of Industrial Relations.
2. To enable them to understand the importance of Trade Union and methods of collective
bargaining.
3. To familiarize the students about the Concepts and the overview of the various Labour
Legislations.
4.
UNIT - I
UNIT - II
: Industrial relations: meaning-objectives approaches- trends-
Discipline and disciplinary action: objectives -forms and types-causes
of indiscipline-types-steps-elements of good disciplinary system-
Douglas McGregor's Hot Stove Rule of discipline.
: Employee Grievances: characteristics-sources-techniques-procedure-
essentials of good grievance procedure- model grievance procedure -
Industrial disputes and collective Bargaining: characteristics,
objectives, causes, types, and outcome of industrial disputes-
investigation and settlement under ID Act - Collective Bargaining:
classification-process and essentials of CB.
(13 Hrs)
(13 Hrs)
UNIT - III : Trade Unions and Trade Union Act 1926: definition and
characteristics-principles, objectives, types, history and functions of a
Trade Union-Growth of Trade Union Movement- challenges facing
and factors affecting Trade Union Movement in India.
UNIT - IV : Workers' participation and Empowerment: features -objectives-levels and
methods of WPM-essential prerequisites for effective WPM-significance of
WPM-obstacles of WPM-Employee Empowerment-Employee Engagement,
Employee Morale-Employee Turnover.
(13 Hrs)
(13 Hrs)
UNIT - V : Introduction to Labour Legislations: Factories Act 1948-
Workmen's Compensation Act 1923, The Employees' State Insurance
Act1948- The Maternity Benefit Act1961. The Industrial Employment
(Standing Orders) Central Rules, 1946: classification of workmen-
service record.
(13 Hrs)
REFERENCE BOOKS
1. Singh. B D - Industrial Relations, Excel Books, New Delhi, 2004.
2. Durai Pravin - Human Resource Management, Pearson Education Pvt. Ltd, New Delhi, 2010.
3. Singh. B D - Compensation and reward Management, Excel Books, New Delhi, 2007.

12 PBA 4337-MANAGERIAL BEHAVIOR AND EFFECTIVENESS
COURSE OBJECTIVES
1. To help the students to identify the dimensions of managerial jobs.
2. To inculcate the concept of managerial and organizational process.
3. To enable the students to develop competitive spirit and foster creativity.
UNIT - I : Identifying the managerial job: Descriptive Dimensions of
Managerial Jobs - Methods - Model - Time Dimensions in
Managerial Jobs - Effective and Ineffective Job behaviour -
Functional and level differences in Managerial Job behaviour.
(13 Hrs)
UNIT - II : Designing the managerial job : Identifying Managerial Talent -
Selection and Recruitment - Managerial Skills Development - Pay
and Rewards - Managerial Motivation - Effective Management
Criteria - Performance Appraisal Measures - Balanced Scorecard -
Feedback - Career Management - Current Practices.
(13 Hrs)
UNIT - III : The concept of managerial effectiveness: the person, process,
product approaches - Bridging the Gap - Measuring Managerial
Effectiveness - Current Industrial and Government practices in the
Management of Managerial Effectiveness- the Effective Manager as
an Optimizer.
UNIT - IV : Environmental issues in managerial effectiveness: Organisational
Processes - Organisational Climate - Leader - Group Influences -
Job Challenge - Competition - Managerial Styles.
UNIT - V : Developing the winning edge: Organisational and Managerial Efforts
- Self Development - Negotiation Skills - Development of the
Competitive Spirit - Knowledge Management - Fostering Creativity.
(13 Hrs)
(13 Hrs)
(13 Hrs)
TEXT BOOK
Blanchard and Thacker - Effective Training Systems, Strategies and Practices,
Pearson Education Pvt. Ltd. 2005.
REFERENCE BOOKS
1. Newman and Milkovich - Compensation McGraw-Hill International, 2000.
2. Dubin, Leadership - Research Findings, Practices & Skills, Houghton Mifflin, 2006.
3. Jackson Mathis, Human Resource Management, Thomson Southwestern (USA), 2005.

12 PBA 4338 -TALENT MANAGEMENT
COURSE OBJECTIVES
1. To enable the students to understand the importance of Talent Management.
2. To impart the students the application of Talent Management.
3. To make them understand the uses of Talent Management in HRIS.
UNIT - I
UNIT - II
: Talent Management :definition - building blocks of a Talent
Management - role and importance of Job Core Competencies
through Job Descriptions, Job Analysis, and Job Design - Elements of
Talent Planning -Talent Management Process.
: Talent acquisition E-Recruitment systems evaluation and screening
of electronic resumes and applications- legal issues in the hiring
process
(13 Hrs)
(13 Hrs)
UNIT - III : Performance Management Systems in organizations: relationship
between rewards and performance competency mapping - Developing
a Career Track Planning process - Evaluating Internal and External
Recruitment Strategies selection techniques.
UNIT - IV : Coaching, training and development: Leadership Development -
relationship of the Compensation plan and the implementation of the
Talent Management plan.
UNIT - V : Human Resource Information Systems and Talent Management
System: outsourcing, Contingent, Contract/temporary work force -
Data Security and Reporting Essentials in a Talent Management
System.
(13 Hrs)
(13 Hrs)
(13 Hrs)
TEXT BOOK
Berger, D.R. and Lance A B - The Talent Management Handbook Creating Organizational
Excellence by Identifying, Developing and Positioning Your Best People, McGraw-Hill,
New Delhi 2003.
REFERENCE BOOK
Schweyer Alian - Talent Management Systems: Best Practices in Technology Solutions
for Recruitment, Retention and Workforce Planning, Wiley, New Delhi 2004.

12 PBA 3341 - BUSINESS ANALYTICS
COURSE OBJECTIVES
1. To impart the knowledge of business analytics techniques used in managerial decision making.
2. To develop the skill of applying different business analytics methods in business decision
3. To enable the students to acquire the skills of business intelligent techniques of analyzing the
business data.
UNIT I
UNIT II
: Overview of Business Analytics : Definition -Nature of analytical
competition -Defining the common key attributes - Analytics and
business performance- Competing on analytics with internal and external
process.
: Building an analytical capability : A road map to enhanced capabilities -
Managing analytical people - The Architecture using Business
intelligence- Future of analytical competitors in the industries- Case
studies
(13 Hrs)
(13 Hrs)
UNIT III : Decision trends in business analytics : Changing complexity in decision
making - Tools and techniques - Reporting in business analytics -
Concept of KPI's - Development for Different KPIs for different verticals
and industries
UNIT IV : Business performance management: Business performance management -
Data visualization - Dash boarding - frameworks for performance
Management - Methodologies in BPM - Critical success factors -
Strategy map - Balanced score card and other - Business performance
management systems - Business activity monitoring.
(13 Hrs)
(13 Hrs)
UNIT V : Business analytics in various verticals: Business analytics in retail -
Banking- Insurance - Stock and share broking - CRM- SCM-case studies
and Analysis report monitoring. (13 Hrs)
TEXT BOOKS
1. H.Davenpor Thomas, Jeanne G Harris, Competing on Analytics Harvard Business School
Press,2007 (Units I,II)
2. Efraim Turban, et al, Business Intelligence, The Managerial Approach Prentice Hall,2007
(Units III,IV,V)
REFERENCES BOOKS
1. Howson Cindi, Successful Business Intelligence McGraw Hill, New Delhi 2007.
2. Vitt Ellizabeth, Luckevich Micheal L, Business Intelligence, Microsoft Press, USA 2008.
3. Podeswa Howard, UML for the IT Business Analyst Course Technology Press, UK 2010.

12 PBA 3342 - DATA MINING AND DATA WARE HOUSING
COURSE OBJECTIVES
1. To introduce to the students the emerging field of Data mining and data ware housing
2. To help the students to learn the different algorithms and techniques in data mining
UNIT I : Introduction to data mining, Techniques in data mining : Data mining
process and applications - Techniques - Association rules mining - The
task and a Naive Algorithm - The Apriori algorithm - Direct Hashing
and Pruning - Dynamic Item set Counting
- Performance Evaluation of Algorithms
- Mining Frequent patterns
(13 Hrs)
UNIT II : Approaches to data mining techniques , Cluster analysis: Classification
rules - Decision tree - Building a decision tree -Split algorithm based on
Information Theory , Gini Index- Over fitting and pruning of data -
Cluster analysis Partition methods - Hierarchical Methods - Density
Based methods (13 Hrs)
UNIT III : Web mining techniques : Web data mining - Characteristics - Web
content - Web Structure - Web usage mining - Search engines Web
mining software Search Engines - Characteristics - architecture -
Functionality - Rankings
UNIT IV : Data Warehousing , OLAP: Data ware housing - operational data
warehouses - ETL - Guidelines for implementation - Meta data -
Software for ODS, ZLE, ETL - OLAP - Characteristics of using OLAP -
Data cube implementation and operations
UNIT V : Data mining information privacy: Information privacy - Uses and pitfalls
in data mining - A revised set of privacy rules - Governing the policy and
technological solutions - examples and cases
(13 Hrs)
(13 Hrs)
(13 Hrs)
TEXT BOOK
1. Gupta C.K. Introduction to data mining with case studies, Prentice Hall of India Private
Limited,New Delhi ,2008
REFERENCE BOOKS
1. Han Jiawei Kamber Micheline , Data Mining Concepts and Techniques Morgan Kaufmann‖
publishers, New Delhi 2006.
2. Kimball Ralph, et al Data Warehouse Toolkit Classics John Wiley, New Delhi 2009.

COURSE OBJECTIVES
2. To impart the students the different methods and approaches to software development
3. To enable the students to acquire skills of Project planning and scheduling
UNIT I
12 PBA 3343 - SOFTWARE ENGINEERING
1. To impart to the students an overview of SDLC
UNIT II
: The Software Process Model ,Requirements : Software engineering -The
software process - A process models - Product and process-
Requirements Engineering - Requirements analysis - Scenario based
modeling - Data modeling concepts - Class based modeling - Creating
behavioral modeling.
: Software Design and SQA: The design process - Design concepts- The
design model - Architecture Design and Styles - Component Level
Design - User Interface Design - Software Quality - Review Technique -
Formal Technical Review - SQA - The ISO 9000 Quality Standards.
(13 Hrs)
(13 Hrs)
UNIT III : Software Testing , Project Management : Software Testing Strategies -
Types of testing - The art of debugging - Project Management Concepts
- Software Measurement - Metrics for software Quality
UNIT IV : Estimation of software projects - Decomposition Techniques - Empirical
Estimation Models - Managing Projects: Project Scheduling - Task
Network
UNIT V : Risk Management- Risk Identification, projection and Refinement
Software Maintenance - Reengineering - Reverse Engineering - Different
software project used by different IT companies - Review and Case
studies.
(13 Hrs)
(13 Hrs)
(13 Hrs)
TEXT BOOK
1. Pressman Roger S., Software Engineering, a practitioner's Approach, Tata McGraw Hill,
Seventh Edition, 2010.
REFERENCE BOOKS
1. Fairly Richard, Software Engineering Concepts Tata Mc Grew Hill, New Delhi 1997.
2. Sommerville Ian, Software Engineering Pearson Education, Sixth Edition, New Delhi 2006.
3. Perry William.E. , Effective Methods for Software Testing John Willey , Third Edition, New
Delhi 2006.

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