St.

Xavier’s University, Kolkata

Syllabus For MBA

Action Area IIIB

New Town, Kolkata – 700160
West Bengal, India
Email : [email protected]
Website : www.sxuk.edu.in
Tel : 033-66249815
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 COURSE OUTLINE
Full End Pass Pass
Sem Paper Code Course Title CIA Credits
Marks Sem Marks Marks
Management Principles &
MBR1010T Corporate Social 100 40 20 60 30 4
Responsibility
Basics of Accounting for
MBR1020T 100 40 20 60 30 4
Managers
MBR1030T Business Communication 50 20 10 30 15 2
MBR1040T Business Statistics 100 40 20 60 30 4
I MBR1050T Managerial Economics 100 40 20 60 30 4
MBR1060T Cost Management 50 20 10 30 15 2
Computer Applications In
MBR1070T Business & Management 100 40 20 60 30 4
Information System
MBR1080T Organizational Behaviour 100 40 20 60 30 4
Business Ethics and Legal
MBR1090T 100 40 20 60 30 4
Environment
TOTAL 800 TOTAL 32

MBR2010T Indian Economy and Policy 100 40 20 60 30 4

MBR2020T Financial Management 100 40 20 60 30 4

MBR2030T Marketing Management 100 40 20 60 30 4
MBR2040T Human Resource Management 100 40 20 60 30 4
Production and Operation
MBR2050T 50+50 40 20 60 30 4
II Management
Gr. A: Quantitative Techniques
MBR2060T 50+50 40 20 60 30 4
Gr. B: Research Methodology
MBR2070T Strategic Management 100 40 20 60 30 4
MBR2080T Business Analytics 100 40 20 60 30 4
MBR2090V Comprehensive Viva - I 50 50 25 – 2
TOTAL 850 TOTAL 34

Full End Pass Pass

Sem Paper Code Course Title CIA Credits
Marks Sem Marks Marks
Entrepreneurship
MBR3010T Development and New 100 40 20 60 30 4
Venture Creation
Organizational Development
MBR3020T 100 40 20 60 30 4
and Change Management
MBR3030J Project Work 150 150 75 – 6
III
MBR3040V Project Viva 50 50 25 – 2
Advanced Cost and
MBR3011T* 100 40 20 60 30 4
Management Accounting
MBR3021T* Banking and Insurance 100 40 20 60 30 4
Investment Analysis and
MBR3031T* 100 40 20 60 30 4
Portfolio Management
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 Full End Pass Pass
Sem Paper Code Course Title CIA Credits
Marks Sem Marks Marks
MBR3041T* Taxation 100 40 20 60 30 4
Financial Institutions and
MBR3051T* 100 40 20 60 30 4
Markets
Financial Statement Analysis
MBR3061T* 100 40 20 60 30 4
and Reporting
Integrated Marketing
MBR3012T* 100 40 20 60 30 4
Communications
MBR3022T* Consumer Behaviour 100 40 20 60 30 4
Sales and Distribution
MBR3032T* 100 40 20 60 30 4
Management
Product and Brand
MBR3042T* 100 40 20 60 30 4
Management
MBR3052T* Services Marketing 100 40 20 60 30 4
Business to Business
MBR3062T* 100 40 20 60 30 4
Marketing
Manpower Planning,
MBR3013T* 100 40 20 60 30 4
Recruitment and Selection
Leadership and Team
MBR3023T* 100 40 20 60 30 4
Dynamics
MBR3033T* Industrial Relations 100 40 20 60 30 4
MBR3043T* Training and Development 100 40 20 60 30 4
Performance Management
MBR3053T* 100 40 20 60 30 4
System
Compensation and Benefits
MBR3063T* 100 40 20 60 30 4
Management
TOTAL 800 TOTAL 32

Full End Pass Pass

Sem Paper Code Course Title CIA Credits
Marks Sem Marks Marks
Environment and Business
MBR4010T 100 40 20 60 30 4
Sustainability
Financial Derivatives and Risk
MBR4011T* 100 40 20 60 30 4
Management
Strategic Financial
MBR4021T* 100 40 20 60 30 4
Management
MBR4031T* Project Appraisal and Finance 100 40 20 60 30 4
Corporate Restructuring and
MBR4041T* 100 40 20 60 30 4
Valuation
MBR4051T* International Finance 100 40 20 60 30 4
IV MBR4061T* Behavioural Finance 100 40 20 60 30 4
MBR4012T* Marketing Analytics 100 40 20 60 30 4
Customer Relationship
MBR4022T* 100 40 20 60 30 4
Management
MBR4032T* Retail Management 100 40 20 60 30 4
Digital and Social Media
MBR4042T* 100 40 20 60 30 4
Management
MBR4052T* Rural Marketing 100 40 20 60 30 4
MBR4062T* International Marketing 100 40 20 60 30 4
MBR4013T* Labour Laws 100 40 20 60 30 4

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 Full End Pass Pass
Sem Paper Code Course Title CIA Credits
Marks Sem Marks Marks
Strategic Human Resource
MBR4023T* 100 40 20 60 30 4
Management
MBR4033T* Human Resource Analytics 100 40 20 60 30 4
International Human Resource
MBR4043T* Management and Diversity 100 40 20 60 30 4
Management
Human Resource Accounting
MBR4053T* 100 40 20 60 30 4
and Audit
Career Planning & Talent
MBR4063T* 100 40 20 60 30 4
Management
MBR4070V Comprehensive Viva - II 50 50 25 – 2
MBR4080J Dissertation 100 100 50 4
TOTAL 650 TOTAL 26

ACRONYMS (AS APPLICABLE)

T = Theory; WT = Written Test; P = Practical; O = Others (seminar/ presentation/class room activity, etc.);
V = Viva voce

* Optional Paper [Students need to choose Any 4 out of 6 papers of the specialization]
Optional / Specialization Code No. – 1 : Finance;
Code No. – 2 : Marketing
Code No. – 3 : Human Resource

Colour Code Illustration : Finance Marketing Human Resource

PAPER CODE ILLUSTRATION

Masters Regular Paper No. Theory

M B R 4 1 0 T
Business Semester No. Optional Paper No. (if any)

Signature Signature Controller of Examinations,

Professor-In-Charge (with Date) Dean (with Date) St. Xavier’s University, Kolkata

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 SEMESTER : I
Total Marks : 100 Paper Code: MBR1010T
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MANAGEMENT PRINCIPLES & CORPORATE SOCIAL RESPONSIBILITY
Gr.A : MANAGEMENT PRINCIPLES

Unit 1 : Introduction : Concept, nature and importance of management; Managerial skills and levels
of management; Management process and overview of functional areas of management;
Development of management thought; Classical and neo-classical and modern approaches,
social responsibility of business. (4)
Unit 2 : Planning : Importance of planning, steps of planning, types of plans, vision, mission,
objectives, strategies, standing and single-use plans, Management by objectives, Decision
making – concept and process; types of decisions, decisions under certainty, uncertainty
and risk, creativity and innovation (4)
Unit 3 : Organizing : process of organizing, principles, span of management, patterns of
departmentalization, delegation and decentralization of authority, line, staff and functional
authority, coordination, types and techniques Informal organization (2)
Unit 4 : Direction and Supervision :Requirements of effective direction, supervision, motivation,
job satisfaction, morale, communication process, forms, barriers formal and informal
communication, functions and characteristics of a leader, approaches to leadership, styles
in Indian context, (4)
Unit 5 : Controlling: Control process; planning-control link, types of control, Effective control
system; Techniques of control, control and information technology, productivity, operations
and quality management (2)
Unit 6 : Management of Change : Need and process of planned change, Resistance to change. Managing
organizational change, work stress and its management, employee counseling. (4)

Gr.B : CORPORATE SOCIAL RESPONSIBILITY

Unit 1 : Corporate Social Responsibility (CSR) - Corporations and their social responsibilities,
Fundamental concepts and Meaning; corporate philanthropy; CSR-an overlapping concept;
corporate sustainability reporting; CSR through triple bottom line; CSR and business ethics;
relation between CSR and corporate governance; environmental aspect of CSR; CSR models;
Carroll's model; drivers of CSR; Framework for CSR; (4)
Unit 2 : Regulatory mandates for CSR: CSR-Legislation in India & the world. Section 135 of
Companies Act 2013; Scope for CSR Activities under Schedule VII; Implementing Process in
India (4)
Unit 3 : CSR and strategy, Shareholder theory of the firm, voluntary guidelines, Millennium
Development goals (MDG), Sustainable development goals (SDG), Relationship between
CSR and MDGs. Review current trends and opportunities in CSR.; CSR as a Strategic Business
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 tool for Sustainable development. Review of successful corporate initiatives & challenges of
CSR. Identifying key stakeholders of CSR & their roles (8)
Unit 4 : Role of Public Sector in Corporate, government programs that encourage voluntary
responsible action of corporations. Role of Non-profit &Local Self-Governance in
implementing CSR (2)
Unit 5 : Case Studies of Major CSR Initiatives.

Suggested Readings :
1. Weihrich and Koontz, et al : Essentials of Management; Tata McGraw Hill
2. Tripathy,P.C, Reddy P. N, Principles of Management, Tata McGraw Hill
3. Stoner J and Freeman RE : Management; Prentice-Hall
4. Daft, RL : Management, Thomson
5. V.S.P Rao & Hari Krishna : Management-Text & Cases,Excel Books
6. Murugan, M.S; Management Principles $ Practices, New Age
7. Robbins, SP : Management, Prentice Hall.
8. Sharma, J.P., Corporate Governance and Social Responsibility of Business, Ane Books Pvt. Ltd,
New Delhi.
9. Corporate Social Responsibility: An Ethical Approach - Mark S. Schwartz
10. Corporate Social Responsibility in India - Sanjay K Agarwal
11. Corporate Social Responsibility: Concepts and Cases: The Indian - C. V. Baxi, Ajit Prasad
12. Handbook on Corporate Social Responsibility in India, CII.
13. Handbook of Corporate Sustainability: Frameworks, Strategies and Tools - M. A. Quaddus,
Muhammed Abu B. Siddique

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Total Marks : 100 Paper Code: MBR1020T

_____________________________________________________________________________________
BASICS OF ACCOUNTING FOR MANAGERS

Unit 1 : Basics of Accounting: Concept of Accounting, Accounting equation, Accounting Concepts

and Principles, Accounting Process, Journal, Ledger, Trial Balance, Understanding the
format of Balance Sheet and Profit and Loss Statement.
Unit 2 : Accounting for Inventories: Inventory valuation and its impact on profits.
Unit 3 : Valuation of fixed assets and accounting for depreciation: Accounting for Fixed Assets,
Concept of Depreciation, Straight line and Diminishing Balance method of charging
depreciation, Definition of Intangible Assets and accounting of such.
Unit 4 : Ratio Analysis: Concept of Ratio Analysis, Analysis of Financial Statements of various
FMCG/ Engineering/other companies to verify the growth rate, profits and profitability,
liquidity, capital structure, asset efficiency, market perception parameters, current and
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 long-term liability, transactions affecting equity, accounting for investments, auditor’s
report and notes on accounts.
Unit 5 : Analyzing Financial Statements: Analyzing financial statements of various companies like
FMCG/Engineering/Indian Oil Companies (like IOC, BPCL, HPCL, HUL).

Suggested Readings :
1. Financial Accounting: A Managerial Perspective, R. Naranaswamy, PHI Publishing House.
2. Introduction to Financial Accounting, Horngren, Pearson India.
3. Financial Accounting, Hanif and Mukherjee, Mcgraw Higher Ed.

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Total Marks : 50 Paper Code: MBR1030T

_____________________________________________________________________________________
BUSINESS COMMUNICATION

Unit 1 : Theoretical Background of Communication: Definition; Purpose; Process; Types;

Barriers of Communication; Feedback. (2)
Unit 2 : Business Communication : Format of Official Letter; Styles- Types of Letters – Job
Application with Resume/CV; Request; Enquiry; Placing Order; Complaint; Sales Letter;
Anecdotes; Types of Reports; Developing an outline; Nature of Headings; Ordering of Points;
Logical Sequencing; Graphs; Charts; Executive Summary; List of Illustration; Report Writing
Circulars; Notices; Memos; Agenda and Minutes; Annual Report; Press Release; Press
Report. (12)
Unit 3 : Business and Academic Presentations: Preparation of Background; Types of
Presentations; Poster Presentation; Digital Presentation (4)
Unit 4 : Academic Writing: Collection of Research Materials; Writing Research Proposal; Synopsis;
Review of Literature; Values – Importance; Sources of Value Systems; Types; Values across
Cultures. (6)

Suggested Readings :
1. Comunication for Business, Shirley Taylor, Pearson Education
2. English for Business & Commercial world, J.A Blundell & N.M.G Middle, Oxford University Press
3. Kaul, Asha - Effective Business Communication, Prentice Hall.
4. Raman, M & Singh, P - Business Communication, OUP
5. Bovee C L et al- Business Communication Today (Pearson Education, 2002)
6. Hargie et al- Communication Skills for Effective Management (Palgrave, 2004)

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Total Marks : 100 Paper Code: MBR1040T
_____________________________________________________________________________________
BUSINESS STATISTICS

Unit 1 : Presentation of Data: Bar Chart, Line Graph, Pie Chart, Scatter Plot, Box Plot
Unit 2 : Frequency Distribution: Tally Mark & un-grouped Frequency Distribution, Grouped
Frequency Distribution, Cumulative Grouped Frequency Distribution, Histogram & Ogive
for Grouped Data
Unit 3 : Measures of Central tendency: Mean, Median & Mode, Measures of Central tendency for
Grouped Data
Unit 4 : Measures of Dispersion: Range, Quartile Deviation, Mean Absolute Deviation, Standard
Deviation, concept of outliers
Unit 5 : Probability: Random Experiment, Outcomes, Events & Classical Theory of Probability,
Axiomatic Theory of Probability & Conditional Probability using set theory, Posterior
Probability using Bayes’ Theorem
Unit 6 : Probability Distribution, Probability Function & Random Variables : Probability
Distribution of a Random Variable, Probability Mass Function for discrete random variables,
Expected value of a random variable, Mean & Variance of a random variable using
Expectation Operator, Joint distribution of two random variables (discrete).
Unit 7 : Moments, Skewness and Kurtosis: Moments, Skewness and Kurtosis using Expectation
Operator, Pearson’s First & Third Measure
Unit 8 : Binomial & Poisson Distributions: Binomial & Poisson Distributions for discrete random
variables, mean & variance for Binomial & Poisson Distributions
Unit 9 : Continuous random variables: Cumulative Distribution Function (C.d.f) & Probability
Density Function (P.d.f) for continuous random variables, Normal & Standard Normal
Distributions
Unit 10 : Sampling Theory: Sampling Theory, Probability & Non-Probability sampling, Simple
Random sampling, Stratified Sampling, Cluster sampling & Systematic sampling
Unit 11 : Estimation: Point & Interval Estimation of a population parameter using sampling
statistics, Qualities of a good estimator
Unit 12 : Hypothesis Testing: Concepts of Null Hypothesis & Alternative Hypothesis, One-tailed &
Two-tailed testing of hypotheses, Hypothesis testing for equality of means (dependent &
independent) using normal & t-distributions
Unit 13 : Hypothesis Testing using Chi-square: Distribution Independence of two attributes using
Chi-square distribution
Unit 14 : Correlation: Concept of Covariance & Correlation, Pearson’s correlation coefficient, Rank
Correlation
Unit 15 : Regression: Simple Regression of y on x, Simple Regression of x on y, Coefficient of
Determination, Concept of Multiple Regression

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Unit 16 : Time Series Analysis: Components of time series, Additive and multiplicative models,
Determination of trend component (linear, quadratic and exponential trend equations),
computation of seasonal indices
Unit 17 : Business Forecasting Models: Decomposition of time series components; Exponential
smoothing models (single, double and triple).

Suggested Readings :
1. Statistics for Management, 8th Edition, Levin & Rubin
2. Complete Business Statistics, 7th Edition, Amir D. Aczel et al.
3. Statistical Methods, Volume I & Volume II by N.G. Das
4. Statistical Methods, 2011 Edition by S. P. Gupta

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Total Marks : 100 Paper Code: MBR1050T

_____________________________________________________________________________________
MANAGERIAL ECONOMICS

Unit 1 : Economic Concepts: Basic demand & Supply analysis- Determinants of demand & supply,
Individual versus market demand curve. Concept of equilibrium and comparative static
analysis. Concept and application of elasticity (Price, Cross and income elasticity), Consumer
Surplus, Producer surplus and efficiency of markets. (4)
Unit 2 : Consumer Behaviour Analysis: The consumption decision: Concept of Budget constraint,
Utility and Marginal Utility. Consumption and income/price changes. Properties of
indifference curves; consumer‘s optimum choice; income and substitution effects; labour
supply and savings decision - Choice between leisure and labour. (10)
Unit 3 : The Production behavior of a Firm: Concept of PPF and trade off. Concept of short run
and long run production function. Definition of economies of scale and scope. Concept of
Isoquant & Isocost and economic region of production. The learning curve. Make vs. buy
decision – Vertical chain of production – Reasons for outsourcing: Benefits and costs of using
the market. (10)
Unit 4 : Market and Competitive Analysis: Competition identification and market definition –
Measures of market structure. Behaviour of profit maximizing firms and the production
process; short run costs and output decisions; costs and output in the long run. Different
forms of market: structural features and price – output decision – Oligopoly: Cournot of
quantity competition; Games in matrix form and Nash equilibrium, Price and non-price
competition, cartel cheating and cooperation. (10)

Suggested Readings :
1. Hal. R. Varian: Intermediate Microeconomics/ Microeconomic analysis
2. Pindyck and Rubinfeld: Microeconomics (Pearson Education)
3. Anindya Sen: Microeconomics (Oxford)
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4. Mankiw, N.G: Macroeconomics (Words Publishing)
5. Ferguson & Gould’s Microeconomics Theory (AITBS Publishers)
6. A. Koutsoyiannis: Modern Microeconomics.

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Total Marks : 50 Paper Code: MBR1060T

_____________________________________________________________________________________
COST MANAGEMENT

Unit 1 : Introduction to cost and management accounting- cost centre, cost unit, types of cost, cost
sheet. Elements of cost, preparation of cost sheet. Reconciliation of profit as per financial
records and cost records. (4)
Unit 2 : Material cost: Calculation of different stock levels, Bin Card Vs Stores Ledger, EOQ, Valuation
of Stock based on FIFO, LIFO, Weighted Average methods, Inventory Turnover Ratios, ABC
Analysis (5)
Unit 3 : Labour cost- Job card, Time rate system, Piece rate system, Halsey Premium system, Rowan
Premium system, calculation of Labour Turnover rates. (4)
Unit 4 : Direct expenses and overheads- Allocation & Apportionment of overhead costs, calculation
of Machine Hour Rate (4)
Unit 5 : Marginal Costing- CVP analysis, Contribution, PVR, margin of safety, break even chart and
break-even analysis (3)

Suggested Readings :
1. Management and Cost Accounting, Cengage Learning EMEA 2007, Colin Drury.
2. Advanced Cost and Management Accounting, V.K. Saxena and C.D. Vashisht, Sultan Chand and
Sons.
3. Principles and Practices of Cost Accounting, Asish K. Bhattacharya, Wheeler Pub.
4. Horngren’s Cost Accounting: A Managerial Emphasis, 16th Edition, Datar and Rajan, Pearson.

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Total Marks : 100 Paper Code: MBR1070T

_____________________________________________________________________________________
COMPUTER APPLICATIONS IN BUSINESS & MANAGEMENT INFORMATION
SYSTEM

Unit 1 : Introduction: Computers in Business: Types of Information Systems, Managerial

Challenges of IT, System Concepts, Components of Information Systems, IS Resources;
Impact IT in Business: Strategic IT, Competitive Forces and Strategies, Building a Customer

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 Focused Business, Strategic Uses of IT, Reengineering Business Processes, Knowledge
Management Systems (4)
Unit 2 : Areas of Application of Computer: Hardware - Types of Computer systems, End User and
Server Side, Peripherals and Input Technologies, RFID. Bar and QR code, Mobility, concept
of Data Centers, Application Software - Office automation suite, Communication software,
ERP, CRM, BI, Web Servers, Authentication Services; Desktop Publishing Programs;
Graphics and Design Programs; Web Page Editors; (4)
Unit 3 : Systems and Data: Systems – Definition, scope and boundary, sources and sinks. Data –
Types, lifecycle. Processing Data – OLTP vs BI systems, Real time vs Batch systems (4)
Unit 4 : Spreadsheet Programs: Electronic Spreadsheet – Structure of spreadsheet and its
applications to functions of business - Creating a dynamic / sensitive worksheet - Concept
of absolute and relative cell reference – Graphs-Using built in functions - Goal seeking and
pivot tables- Using graphics and formatting of worksheet- Filtering and Sorting- What-If
Analysis-Drawing Trend Lines-LP Formulation (8)
Unit 5 : Introduction to data models: Elements of a data model. Dimensional modelling. Facts and
Dimensions, Star Schema, How to create a data model (4)
Unit 6 : Enterprise networks and Cloud: History and trends of Telecommunication and data
carrying networks. Putting is all together – devices, cables, network equipment, service
providers and the Internet. OTT services. Basic idea of protocols – TCP/IP, Use of the
Internet-Intranets and extranets-Types of Networks-Telecom Media-Network Topologies,
Architectures and Protocols, Cloud computing and services Computing; Cloud computing
infrastructure and services. (6)
Unit 7 : Visualizations The concept and use of visualization with examples. Types of Visualizations,
Deciding which visualizations to create. Create visualization using an appropriate tool (6)
Unit 8 : Decision Support Systems and Business Analytics OSS, Data Staging Area, Data
Presentation Area, Data Access Tools (4)

Suggested Readings :
1. Information Systems Management in Practice – Barbara C. McNurlin & Ralph H. Sprague.
2. An Introduction to Information System – James O Brien
3. Management Information Systems – Mahadeo Jaiswal & Monika Mital. OUP.
4. Information Technology for Management, Ramesh Behl, McGraw Hill

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Total Marks : 100 Paper Code: MBR1080T

_____________________________________________________________________________________
ORGANIZATIONAL BEHAVIOUR

Unit 1 : Organization Behavior: Past and Present Organization; The Pre-Scientific Era (Pre-1000 –
1880); The Classical Era (1880 – 1930); The Behavioral Era (1930 – 1960); The Modern Era
(1960 onwards)
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Unit 2 : Managing Organizational Behavior: Ethical Issues in OB; Developing OB Framework;
Managerial Perspectives of OB
Unit 3 : Personality and Individual Differences: Meaning of Personality; Determinants of
Personality; Theories of Personality; Personality Development
Unit 4 : Perception: Nature and Importance; Process of Perception; Factors influencing Perception;
Making Judgments; Social Perception
Unit 5 : Learning and Reinforcement: Concepts of Learning; Learning Theories; Techniques of
Reinforcement and Punishment; Learning about Self
Unit 6 : Attitudes and Job Satisfaction: Concepts of Attitudes; Cognitive Dissonance Theory;
Values and Beliefs, Trust; Emotions
Unit 7 : Motivation in Work-Situations: Meaning; Models and Theories of Motivation;
Applications in Organizations
Unit 8 : Work Stress: Understanding Stress; Potential sources of Stress; Consequences of Stress;
Managing Stress at Work
Unit 9 : Organizational Communication: Meaning; Functions of Communication; Methods of
Communication; Communication Channels; Barriers to Communication
Unit 10 : Group Dynamics and Team Building: Distinction between Groups and Teams; Types of
Groups; Group Development; Group Process; Group Cohesiveness; Types of Teams
Unit 11 : Approaches to Workplace Leadership: Meaning; Trait Perspectives of Leadership;
Behavioral Perspectives of Leadership; Contingency Perspectives of Leadership;
Transformational and Transactional Leadership; Charismatic Leadership
Unit 12 : Organizational Conflicts and Negotiations: Meaning of Conflict; Stages of Conflict; Types
of Conflict; Sources of Conflict; Managing Conflicts in the Workplace; Elements of
Negotiation
Unit 13 : Organizational Culture: Meaning of Culture; Types of Culture; Understanding
Organizational Cultures viz.: Western Culture and Orient al Culture
Unit 14 : Organizational Change and Development: Meaning of Planned Change; Models of
Planned Change; Organizational Development
Unit 15 : Case Study and Applicative Reflection

Suggested Readings :
1. Organizational Behavior: Texts and Cases; Kavita Singh, Pearson, New Delhi
2. Organization Theory and Behavior; B. P. Singh & T. N. Chhabra, Dhanpat Rai & Co., New Delhi
3. Organizational Behavior; Stephen P. Robbins, Timothy A Judge and Neharika Vohra, Pearson,
New Delhi
4. Organizational Behavior: Emerging Knowledge and Practice for the Real World; Steven L
McShane, Mary Ann Von Glinow and Radha R Sharma, Tata McGraw-Hill, New Delhi
5. Organizational Behavior: Texts and Cases; Uma Sekharan, Tata McGraw-H8ill, New Delhi

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Total Marks : 100 Paper Code: MBR1090T
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BUSINESS ETHICS AND LEGAL ENVIRONMENT

Unit 1 : Business Ethics: Nature of business ethics; Ethics and morality; Kohlberg’s six stages of
moral development; Ethical Approaches (5)
Unit 2 : Ethical Dilemmas: Characteristics of ethical dilemmas and it’s resolution process. (2)
Unit 3 : Business Ethics in HRM: Workplace ethical issues – Whistle blowing; Insider trading;
Employee discrimination; Sexual harassment; Corporate Espionage; (3)
Unit 4 : Dynamics Of Business And Its Environment : Technological, Political, Social And Cultural
Environment , Economic Systems And Management Structure – Family Management To
Professionalism, Forms of Business, Global Trends In Business And Management, MNCs,
Foreign Capital And Collaboration, Trends In Indian Industry, The Capital Market Scenario,
Ethics In Business, Corporate Governance And Social Responsibility (including Act). (6)
Unit 5 : Law of Contract: Agreement, Offer, Acceptance, Consideration, Capacity of Contract
Contingent Contract, Quasi Contract, Performance, Discharge, Remedies to Breach Of
Contract, Partnership, Sale Of Goods. (4)
Unit 6 : Company Law: Formation, Memorandum, Articles, Prospectus, Shares, Debentures,
Directors, Appointment, Powers and Duties, Meetings, Proceedings, Management, Accounts,
Audit, Oppression and Mismanagement, Winding Up. (4)
Unit 7 : Factory Act: Licensing and Registration of Factories, Health, Safety And Welfare Measures,
Industrial Disputes Act, Objects, Scope and effects of the Act, Minimum Wages Act, Workmen
Compensation Act. (4)
Unit 8 : Constitutional and Administrative law: Law of Intellectual Property: Consumer
Protection Law: Economic Legislation: Competition and Fair Trade Practices, I (D & R) Act.
MRTP Act. FERA, Regulations regarding Pollution Control. (4)
Unit 9 : Regulation related to Information: Right to Information Act, 2005, Information
Technology Act, 2000, Electronic Governance, Secure Electronic Records and Digital
Signatures, Digital Signature Certificates, Cyber Regulations Appellate Tribunal, Offences,
Limitations of the Information Technology Act, 2000 (4)
Unit 10 : Miscellaneous: Laws relating to - Patents, Trademarks, Copyright, Packaging, Shops and
Establishments, Banking Regulation, Insurance Regulation, Goods and Service Tax(GST) (4)

Suggested Readings :
1. Values & Ethics for Organizations, S.K Chakraborty, Oxford University Press
2. Business Ethics: An Indian Perspective; A. C. Fernando, Pearson, New Delhi
3. Human Values; A. N. Tripathi, New Age Publishers, New Delhi
4. Business Ethics; Andrew Crane & Dirk Matten, Oxford University Press, New York
5. Essentials of Leadership: Ethics and Spirituality; Ed. Sandeep Singh, Excel, New Delhi
6. Akhileshwar Pathak, Legal Aspects of Business, Tata McGraw Hill, India, 2009.
7. Balachandran V., Legal Aspects of Business, Tata McGraw Hill, 2012

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8. Ravinder Kumar– Legal Aspect of Business. – Cengage Learning, 2nd Edition-2011.

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SEMESTER : II
Total Marks : 100 Paper Code: MBR2010T
_____________________________________________________________________________________
INDIAN ECONOMY AND POLICY

Unit 1 : National Income Accounting: Production of output, Payments of factor of productions,

measuring GDP, GNP, NNP, personal income and disposable income. Concept of Inflation,
GDP deflator. Trend of Indian economic GDP, unemployment and inflation rate from the post
liberalising era.
Unit 2 : Growth and Accumulation: The neoclassical growth model Solow Model, Fei-Ranis model
of economic growth. Basic features of Indian economy at independence, Economic growth
& the structural changes in Indian economy since independence.
Unit 3 : Growth & Development: Concept and measurement of underdevelopment, PQLI and HDI,
concept of inclusive growth, outlook for Indian economic growth through SWOT analysis.
Unit 4 : Aggregate Demand and Aggregate Supply: Aggregate Demand and Aggregate Supply
curves, Price adjustment policy, Long run AD and AS curves. Inflation, Unemployment and
Phillips Curve. An Empirical analysis persistence of Phillips curve in India.
Unit 5 : Open Economy Macroeconomics – IS-LM Framework, Goods market IS Curve, Money
market LM curve, equilibrium, monetary and fiscal policies in open markets.
Unit 6 : Balance of Payment and Exchange Rate Determination: Fixed, flexible and floating
exchange rates, India’s experience with exchange rate, Impact of fluctuations in exchange
rate on export, import and growth of domestic industry.

Suggested Readings :
1. Macroeconomics- N. Gregory Mankiw.
2. Principles of Macroeconomics- N. Gregory Mankiw
3. Macroeconomics- Dornbusch Fischer and Startz.
4. Macroeconomics-Colander
5. The Indian Economy- Sanjiv Verma
6. Indian Economy- Datt & Sundharam

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Total Marks : 100 Paper Code: MBR2020T
_____________________________________________________________________________________
FINANCIAL MANAGEMENT

Unit 1 : Overview of Financial Management: Objective of financial management; Nature of

Finance and its interaction with other financial functions; Shareholders’ wealth
maximization as the Goal of a Business Organization; Different financial decisions taken by
the finance manager.
Unit 2 : Financial Institutions and Instruments: Types of financial institutions; Types of financial
instruments (long + short term).
Unit 3 : Time Value of Money: Concept of time preference or time value of money; Concept of
compounding and discounting; Computation of future value and present value; Present
value of a Perpetuity; Multi period compounding
Unit 4 : Estimation of Cost of Capital: Concept of opportunity cost; Measurement of Specific Cost
of debt; Cost of Preference Capital & Cost of Equity; Weighted Average Cost of Capital; Book
value vs Market value weights
Unit 5 : Capital Structure Theories: Factors determining capital structure; Traditional Theory;
Modigliani & Miller; Pecking Order Theory; Optimum Capital Structure; EBIT-EPS Analysis;
Capital structure design and firm value
Unit 6 : Capital Budgeting Decisions: Understanding the nature and importance of capital
budgeting; Capital Budgeting Process; Investment Criteria (DCF, Non DCF); ARR; Payback
period; Method of calculating NPV and IRR; MIRR; Profitability Index and Capital Rationing
Unit 7 : Leverage: Concept, measurement and practical application of: Financial Leverage,
Operating Leverage, Total Leverage
Unit 8 : Corporate Dividend Policies: Factors influencing dividend policy of a firm; Forms of
Dividends; Dividend Relevance Model: Walter’s Model, Gordon’s Model; Dividend
Irrelevance Model: Modigliani-Miller Hypothesis; Share Repurchase; Stocks Split; ESOP;
Bonus shares
Unit 9 : Working Capital Management: Concept of Gross and Net Working Capital; Concept of
Operating Cycle; Financing of current assets; Debtors Management; Working capital
management practices across industries like, FMCG, Power, Oil and Gas etc.

---------- × ----------

Total Marks : 100 Paper Code: MBR2030T

_____________________________________________________________________________________
MARKETING MANAGEMENT

Unit 1 : Introduction: Introduction to Marketing; Fundamental Concepts; Evolution of marketing

concepts (orientations); Types of Demand; Marketing Mix – 4Ps and their sub-elements
Unit 2 : Marketing Environment: Major components of Marketing Environment;
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 Microenvironment and Macro-environment
Unit 3 : Consumer Behavior: Consumer decision making process, Framework; Factors influencing
consumer behavior; Types of Consumers
Unit 4 : Market Segmentation, Targeting, Positioning: Concepts of Market segmentation and
targeting; Various bases for segmentation (consumer and industrial); Differentiation and
Positioning strategies
Unit 5 : Product: Product Classification; Service – characteristics and expanded service mix
elements; Product Mix; Product Life Cycle and marketing strategies at different stages of
PLC; New Product Development
Unit 6 : Price: Procedure for setting price; Pricing objectives; Cost and demand consideration;
Pricing methods; promotional pricing, discriminatory pricing, new product pricing, product
mix pricing; Modifying the price;
Unit 7 : Marketing Channels: Importance of Marketing intermediaries; Types of intermediaries
and their functions; Levels of marketing channels; Channel flows and functions; Channel
design decisions; Network Marketing
Unit 8 : Promotion: Elements of Promotion Mix (advertising, sales promotion, personal selling,
direct marketing, PR and publicity) – characteristics and their relative strengths and
weaknesses; Concept of Integrated Marketing Communications; Designing Communication
Strategies
Unit 9 : Marketing trends: Service Marketing; Retailing; E- marketing; Global Marketing; Rural
Marketing

---------- × ----------

Total Marks : 100 Paper Code: MBR2040T

_____________________________________________________________________________________
HUMAN RESOURCE MANAGEMENT

Unit 1 : Nature and Scope of Human Resource Management: Nature of HRM, Functions of HRM,
Objectives of HRM, Models of HRM.
Unit 2 : Human Resource Planning: Meaning of HRP, Importance of HRP, Factors affecting HRP,
Process of HRP
Unit 3 : Job Design and Job Evaluation: Meaning of Job Analysis, Meaning and Significance of Job
Design, Factors Affecting Job Design, Scope of Job Evaluation, Job Evaluation Process
Unit 4 : Recruitment and Selection: Meaning and Process of Recruitment, Meaning and Process of
Selection
Unit 5 : Training and Performance Appraisal: Process of Training, Types of Training, Appraisals
– Meaning, Objectives and Process
Unit 6 : Compensation Management and Incentives: Components of Compensation, Theories of
Compensation, Importance of Ideal Compensation, Factors influencing Employee
Compensation
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Unit 7 : Industrial Relations, Disputes and Trade Unions: Importance of IR, Approaches of IR,
Parties to IR, Nature of Disputes, Settlement of Disputes, Trade Unions – Meaning and
Purpose
Unit 8 : HR Audit and Human Resource Information System: Meaning, Nature and Approach

Suggested Readings :
1. Human Resource Management: Texts and Cases by K. Aswathappa, McGraw Hill
2. Personnel and HRM: Text and Cases by P. Subba Rao, Himalaya Publishing House
3. Human Resource Management by Gary Dessler and Biju Varkey, Pearson Education
4. Human Resource Management by John M. Ivancevich, McGraw Hill

---------- × ----------

Total Marks : 100 Paper Code: MBR2050T

_____________________________________________________________________________________
PRODUCTION AND OPERATIONS MANAGEMENT

Unit 1 : Production Management: History of Production and Operations Management;

Definitions of Production Management; Production Process; Integrated Production
Management,
Unit 2 : Operations Management: Introduction, Operations Management and Strategy,
Tools for Implementation of Operations, Scope of Operations Management: Planning,
Organizing, Controlling, Manufacturing and Non-Manufacturing Operations and their
Classifications, Operations Planning and Control, Elements of Operations Strategy;
Operations Strategy in Services
Unit 3 : Production and Process Design: Product Selection; Product Design and
Development: Modifying the Existing Products, Sources of Product Innovation,
Characteristics of a Good Design, Reverse Engineering, Concurrent Engineering;
Process Design, Framework for Process Design, Process Planning Procedure,
Relationship between Process Planning and other POM Activities, Type of Process
Designs.
Unit 4 : Production Planning and Control: Nature of Production Planning and Control
(PPC): Types of Plans, Elements of Production Planning, Strategy of Production
Planning, Aggregate Planning; Master Production Schedule (MPS); Types of
Production Planning and Control Systems: Production Control; Product Scheduling:
Factors Affecting Scheduling; Scheduling Procedure and Techniques
Unit 5 : Location Strategies: Location Planning Process, Facility or Layout Planning and
Analysis, Types of Layouts, Assembly Line Balancing, Material handling
Unit 6 : Materials Management: Overview of Materials Management: Importance and
Functions of Materials Management, Concept of Purchase Management: The
Objectives and Functions of a Purchase Department, The Methods of Pu rchasing,
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 Types of Contracts and tenders, Seasonal Purchasing, Subcontract
Purchasing, Central Purchase Organization, Purchasing Procedure; Concept of
Stores Management: The Functions of Stores Management, Types of Stores; Inventory
Management and Coding; Inventory models ( static, dynamic, probabilistic & stochastic);
Material Requirement Planning (MRP) and Just-in-time (JIT)
Unit 7 : Project Analysis: PERT/CPM: Definition of Project and Project Management:
Characteristics of a Project, Life Cycle of a Project, Types of Projects, Scope of Project
Management, Project Planning Process; Programme Evaluation Research Technique
(PERT) and Critical Path Method (CPM): Principles of Network Construction, Time
Aspect of Projects, Crashing of a Project, Limitations of CPM and PERT
Unit 8 : Supply Chain Management: Evolution, Concept and Relevance of SCM, Functions
and Contributions of Supply Chain Management, Value Chain: Supply Alliances,
Purchasing, Logistics, Warehousing; Information Technology in Supply Chain: E -
Commerce, Electronic Data Interchange (EDI), Data Warehousing (DW), Radio
Frequency Identification (RFID)
Unit 9 : Total Quality Management: Introduction, Dimensions of Quality, Quality Control
Techniques, Quality Based Strategy, Total Quality Management (TQM), Towards TQM
– ISO 9000 as a Platform – Working with Intranet, Total Productive Maintenance
(TPM)
Unit 10 : Contemporary Manufacturing system: Importance of Operations Technology:
Types of Operations Technology; Manufacturing Systems or Production Systems:
Continuous Production System (CPS), Characteristics of Continuous Production
System, Intermittent Production System; Automation: Meaning, Impo rtance and
Elements: Computer-Aided Design (CAD), Computer-Aided Manufacturing (CAM),
Flexible Manufacturing System (FMS), Computer-Integrated Manufacturing System
(CIMS), Automatic Identification Systems (AIS); Enterprise Resource Planning (ERP):
Need for Enterprise Resource Planning:

---------- × ----------

Total Marks : 100 Paper Code: MBR2060T

_____________________________________________________________________________________
QUANTITATIVE TECHNIQUES AND RESEARCH METHODOLOGY
Gr.A : QUANTITATIVE TECHNIQUES

Unit 1 : Linear Programming Problem: Linear programming problem formulation; Graphical

solution; Simplex method; Variations in Linear Programming Problem; Duality; Dual
simplex method; Post Optimal Analysis.
Unit 2 : Transportation and Assignment Problems: Concepts; Basic Theorems; Initial solutions
and optimality test for different types of transportation problems; Exceptional Cases, Trans-
shipment problem; Solutions to different types of assignment problems
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Unit 3 : Decision and Game Theory: Decision under uncertainty; Decision under risk; Game
theory; Two person zero sum game; Pure and mixed strategy games; Linear Programming
Formulation of Game.
Unit 4 : Queuing System: General concept, steady state distribution, queuing model, finite and
infinite system capacity, waiting time distribution, (without proof); Markov Chain models

Gr.B : RESEARCH METHODOLOGY

Unit 1 : Introduction to Research: Meaning of research; Types of research- Exploratory research,

Conclusive research; Applications of Research in business; Features of a Good research study; The
process of research and steps
Unit 2 : Research Problem and Formulation of Research Hypotheses: Defining Research problem;
Process of Research Problem identification; Formulating research hypothesis
Unit 3 : Research Design: Nature and Classification of Research Designs; Components of research Design;
Research Approaches; Research Instruments and methods; Data Sources; Sampling Plan; Errors
affecting Research Design
Unit 4 : Data collection: Classification of Data; Primary and Secondary Data; Primary Data Collection:
Exploratory Research approaches - Observation method, Focus Group Discussion, In-depth
Interview, Case Study method; Descriptive Research Designs: Survey - Cross-sectional studies and
Longitudinal studies; Experimental Designs, Secondary Data: Uses, Advantages, Disadvantages,
Types and sources
Unit 5 : Measurement and Scaling: Types of Measurement Scales; Attitude; Classification of Scales: Single
item vs Multiple Item scale, Comparative vs Non-Comparative scales, Measurement Error, Criteria
for Good Measurement
Unit 6 : Questionnaire Design: Questionnaire method; Types of Questionnaires; Process of Questionnaire
Designing; Advantages and Disadvantages of Questionnaire Method
Unit 7 : Sampling: Concepts of Sampling – Difference between Sample and Census; Sampling error and Non
Sampling error; Sampling Design- Probability and Non Probability Sampling design; Determination
of Sample size, Sample size for estimating population mean, Determination of sample size for
estimating the population proportion
Suggested Readings :
1. Anderson, D. R., Sweeny, D. J., & Williams, T, An Introduction to Management Science. Thompson
South-Western
2. Gupta, P. K., &Hira, D. S. Problems in Operations Research. S Chand & Co.
3. Kapoor, V. K. Operations Research. Sultan Chand and Sons
4. Taha, H. Operation Research. Prentice Hall
5. The Data Warehouse Toolkit: The Definitive Guide to Dimensional Modeling by Ralph Kimball ,
Margy Ross
6. Data Mining and Predictive Analytics, 2ed (MISL-WILEY) Paperback – 2016 by Daniel T. Larose
, Chantal D. Larose
7. BIG DATA ANALYTICS by Parag Kulkarni , Sarang Joshi , Meta S. Brown

---------- × ----------
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Total Marks : 100 Paper Code: MBR2070T
_____________________________________________________________________________________
STRATEGIC MANAGEMENT

Unit 1 : Introduction : Fundamental concepts, need and importance of Strategy and Strategic
Management, Types of Strategies at various management levels, Corporate, Business and
Functional levels; Strategic Management Process, Hierarchy of Strategic intent - value of
vision, mission, goals and corporate objectives, Strategic Management Model
Unit 2 : Strategy Formulation and Analysis: Environmental Appraisal and Organisational Position
Analysis, Competitive Advantage and Strategic Advantage Profile, Strategic Choice, External
Analysis : Environmental Analysis and Scanning Techniques, Industry Analysis, PEST
Analysis, Porter’s Five Forces model, the competitive environment; Internal Analysis :
Organizational Appraisal and Techniques, Competitive Advantage, Core Competence, Value
chain analysis, resource-based view of a firm, evaluation of firm performance, the balanced
scorecard and the strategy map.
Unit 3 : Designing Corporate Level Strategies: Concentration, Integration and Diversification,
Internationalization, Cooperation, Stability, Retrenchment and Restructuring,
Unit 4 : Designing Business Level Strategies: Cost Leadership, Differentiation, Focus. Blue-ocean
strategy
Unit 5 : Strategic Analysis and Choice: Tools and Techniques of Strategic Analysis
Unit 6 : Strategy Implementation & Strategic Change: Strategy Implementation, Re-Positioning
the Organization, Structural, Behavioral, Functional and operational implementation,
Strategic Change.

Suggested Readings :
1. Kazmi, ; Stragegic Management and Business Policy; TMH
2. Wheelen,and Hunger : Strategic Management and Business Policy; Pearson Education
3. Churchill and Strickland, Strategic Management
4. Hitt, Hokinson and ManikuttyI , Strategic Management: A South-Asian Perspective Cengage
learning
5. Ghemawat, Strategy and the Business Landscape, Pearson Education
6. Thompson, Crafting and Executing Strategy; Pearson Education
7. Pearce, Strategic Management: Formulation, Implementation and Control; Pearson Education
8. Hill and Jones, Strategic Management: An Integrated Approach, Cengage Learning

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Total Marks : 100 Paper Code: MBR2080T
_____________________________________________________________________________________
BUSINESS ANALYTICS

Unit 1 : Introduction to Analytics Meaning, application areas of business analytics, techniques of

analytics.
Unit 2 : Statistics for Business Analytics : Central tendencies and dispersion, central, limit
theorem, sampling distribution, hypothesis testing, simple linear regression, categorical
data analysis, analysis of variance (ANOVA), non-parametric tests.
Unit 3 : Advanced Excel Proficiency: Describing Numeric Data, Pivot Table Analysis, Linear
Regression, Comparing Two Sample Variances, Comparing Two Sample Means, Pair T-Test,
One Way ANOVA, Two Way ANOVA, Generating Random Numbers, Rank and Percentile,
Histogram Procedure, Exponential Smoothing and Moving Average, Sampling, Covariance
and Correlation, Goal Seek and Solver.
Unit 4 : Understanding R: Using R Studio, working with data in R, R procedures.
Unit 5 : Data Mining using Decision Tree: Introduction to decision trees, model design and data
audit, demo of decision tree development, algorithm behind decision tree and other decision
tree.
Unit 6 : Data Mining using clustering: Discussion and Data mining techniques Understanding
cluster analysis using R, clustering as strategy, hierarchical clustering, non-hierarchical
clustering –
K means clustering, variants of hierarchical clustering, different distance and linkage
functions.
Unit 7 : Time Series Forecasting: Time series vs causal models moving averages, exponential
smoothing, trend, seasonality, cyclicity, causal modelling using linear regression forecast
accuracy.
Unit 8 : Predictive Modelling – Logistic Regression, Data import and sanity check, development
and validation, important categorical variable selection, important numeric variable
selection, indicator variable creation, stepwise regression, dealing with multicollinearity,
logistic regression score and probability, KS calculation, coefficient stability check, iterate
for final model
Unit 9 : Data Analysis and Applications: Credit risk analytics, fraud risk analytics, financial
Services marketing analytics.
Unit 10 : Overview of Big Data and Hadoop: Big data and Hadoop and concept, application, cloud
computing, generators of big-data.

Suggested Readings :
1. Laursen & Thorlund, Business analytics for managers.
2. Balram Krishnan , Business analytics: concepts and theories.
3. R N Prasad and Seema Acharya , Fundamentals of business analytics.
4. Thomas W Miller , Modelling techniques in predictive analytics

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5. Lander ,R for everyone: Advanced Analytics and graphics
6. Evans, Business Analytics

---------- × ----------

SEMESTER : III
Total Marks : 100 Paper Code: MBR3010T
COMPULSORY PAPER _________________________________________________________________
ENTREPERENEURSHIP DEVELOPMENT AND NEW VENTURE CREATION

Unit 1 : Entrepreneurship: An Introduction: Meaning; Tools of Entrepreneurship; Nature and

Characteristics; Why Entrepreneurship; Factors affecting Entrepreneurship;
Entrepreneurship & Economic Development; Barriers to Entrepreneurship; Future of
Entrepreneurship
Unit 2 : Theories of Entrepreneurship: Historical Perspectives of Entrepreneurship; Emergence
of Entrepreneurship; Theories of Entrepreneurship; Entrepreneurship Globally
Unit 3 : The Entrepreneur: Characteristics & Skills of an Entrepreneur; Views of James J. Berne,
McClelland, Kilby and Michael Armstrong on Successful Entrepreneur; Components of the
Entrepreneurial Process
Unit 4 : Entrepreneur: Types and Functions: Different types of Entrepreneurs; Functions of an
Entrepreneur; Entrepreneur vs. Entrepreneurship; Owner-Manager vs. Entrepreneur
Unit 5 : Entrepreneurship and Role of Environment: Meaning of Environment; Relation between
Entrepreneurship & Environment; Entrepreneurial Environment.
Unit 6 : Entrepreneurship Development Programs: Meaning of EDP; Need for EDP; Course
Content of an effective EDP; Phases of an EDP; Evaluation of an EDP
Unit 7 : Small Scale Units and New Venture Creation: Steps in a Start-Up Process; Legal
Framework for a starting New Venture; Details of a Business Plan Development for a New
Venture Creation
Unit 8 : Forms of Ownership: Sole Proprietorship; Partnership; Joint Stock Company; Franchising
Unit 9 : Financial Management for New Venture Creation: Financial Planning; Financial
Statements; Break-Even Analysis; Ratio Analysis
Unit 10 : Human Resource Initiatives for a New Venture: Leading and Motivating; Communication
Management
Unit 11 : Marketing Management for a New Venture: Pricing Policy; channels of Distribution;
Advertising
Unit 12 : Case Discussion

Suggested Readings :
1. Entrepreneurship Development by Sudhir Sharma, Balraj Singh & Sandeep Singhal, Wisdom
Publication, Delhi, 2005

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2. Entrepreneurship by R. V. Badi & N. V. Badi, Vrinda Publications (P) Ltd., 2010
3. Entrepreneurship by Rajeev Roy, Oxford University Press, New Delhi, 2009
4. Entrepreneurship – International Edition by Robert D. Hisrich & Michael P. Peters, McGraw Hill,
New York, 2002
5. Entrepreneurship – New Venture Creation by David H. Holt, Prentice Hall of India Pvt. Ltd. New
Delhi, 2004
6. Entrepreneurship in Action by Mary Coulter, , Prentice Hall of India Pvt. Ltd. New Delhi, 2003

---------- × ----------

Total Marks : 100 Paper Code: MBR3020T

COMPULSORY PAPER _________________________________________________________________
ORGANIZATIONAL DEVELOPMENT AND CHANGE MANAGEMENT

Unit 1 : Meaning and Historical Overview of Organizational Development (OD): History of OD;
First Generation OD - The Laboratory Training Stem; The Survey Research and Feedback
Stem; The Action Research Stem; The Sociotechnical and Socio Clinical Stem; Second
Generation OD
Unit 2 : Values of OD: Early Statements on OD Values & Assumptions; OCTAPACE Approach to OD
initiation
Unit 3 : Functions of OD: Models & Theories of Planned Change; Systems Theory; Participation &
Empowerment; Teams & Teamwork; Parallel Leaning Structures; Elements of Applied
Behavioral Science
Unit 4 : Managing the OD Process: Diagnosis; Action Component in OD; The Program Management
Component
Unit 5 : Action Research and OD: Meaning and Process of Action Research; Action Research Model
as a Problem Solving Approach
Unit 6 : Overview of OD Interventions: Families of OD Interventions; Ways to help Practitioners
structure OD activities better; Michael Beer’s Guidelines for structuring OD Interventions
Unit 7 : Team Interventions for OD: Teams and Work Groups; Formal Group Diagnostic Meeting;
Formal Group Team Building Meeting; Process Consultation Interventions; Gestalt
Approach to Team Building; Role Analysis Technique (RAT); Responsibility Charting; Force-
Field Analysis
Unit 8 : Intergroup and Third Party Peace-making Interventions for OD: Blake, Shepard &
Mouton’s Approach to Intergroup OD Interventions; Walton’s Approach to Third Party
Interventions; Organization Mirror Interventions;
Unit 9 : Comprehensive OD Interventions: Emery & Purse’s The Search Conference; Weisbord’s
Future Research Conference Model; Beckhard’s Confrontation Meeting; Strategic
Management Activities for OD; Robert Jacob’s Real Time Strategic Change; Survey Feedback;
Grid OD

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Unit 10 : Structural Interventions for OD: Socio Technical Systems (STS) ; Work Redesign; MBO &
Appraisal; Quality Circles (QC); Quality of Work Life Projects (QWL); Parallel Learning
Structures; Total Quality Management (TQM); Organizational Transformation
Unit 11 : Issues in Client-Consultant Relationships: Meaning, Process and Implications
Unit 12 : Emotional Intelligence and Employee Productivity: Emotional Continuum; Framework
of Emotional Competence; Weiss & Cropanzano’s Affective Events Theory (AET)
Unit 13 : Case Discussion

Suggested Readings :
1. Organizational Development – Behavioral Science Interventions for Organizational
Improvement by Wendell L. French, Cecil H. Bell, Jr. & Veena Vohra, Pearson Education, New
Delhi, 2006
2. Organization Development by V. G. Kondalkar, New Age National Publishers, New Delhi, 2009
3. Organization Development – Strategies & Models

---------- × ----------

Total Marks : 100 Paper Code: MBR3011T

OPTIONAL PAPER [FINANCE] __________________________________________________________
ADVANCED COST AND MANAGEMENT ACCOUNTING
Unit 1 : Introduction to cost and management accounting: Cost unit, cost centre, concepts of
cost, cost sheet. (Definition, Scope, objectives and significance of cost accounting, its
relationship with financial accounting and management accounting, Cost Objects, Cost
centers and Cost Units, Elements of cost, Classification of costs)
Unit 2 : Costing System: Job, Batch, Contract, Process, Service (a) Job Costing (b) Batch Costing (c)
Contract Costing (d) Process Costing – Normal and abnormal losses, equivalent production,
Joint and By Products. (e) Operating Costing or Service Costing – Transport, Hotel and
Hospital)
Unit 3 : Marginal Costing in decision Making: [Meaning of Marginal Cost and Marginal Costing,
Absorption Costing vs. Marginal Costing , Break-even analysis, Margin of safety, Application
of Marginal Costing for decision making (simple problems only)]
Unit 4 : Standard Costing and variance analysis: (Concept of standard cost and standard costing
(ii) Advantages and limitations (iii) Computation of variances relating to material and
labour costs only)
Unit 5 : Activity Based Costing: Cost driver, cost pool, differences between traditional and ABC,
simple problems
Unit 6 : Budget, Budgeting and Budgetary control: Concepts, Types of Budgets (ii) Budgetary
Control Vs Standard Costing (iii) Advantages and limitations (iv) Preparation of Budgets
(simple problems only)

Suggested Readings :
1. Management and Cost Accounting, Cengage Learning EMEA 2007, Colin Drury.
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2. Advanced Cost and Management Accounting, V.K. Saxena and C.D. Vashisht, Sultan Chand and
Sons.
3. Principles and Practices of Cost Accounting, Asish K. Bhattacharya, Wheeler Pub.

---------- × ----------

Total Marks : 100 Paper Code: MBR3021T

OPTIONAL PAPER [FINANCE] __________________________________________________________
BANKING AND INSURANCE

Unit 1 : Banking Architecture in India, Banking Regulation, Monitoring and Control in India:
Evolution of banks in India, growth of banking in pre and post-independence period,
nationalization of banks, diversification of banking activities, banking sector reforms, RBI
and its functions.
Unit 2 : Commercial banks, Types of Accounts and their Legal Aspects, Banker and Customer,
KYC Norms, Banking Technology: Functions of commercial banks, deposits, current
account, savings account, fixed deposit and other term deposits, recurring deposits,
definition and relationship of a banker and a customer, KYC Norms, Technological platform
and evolution of payment system in India, Advanced Technology in Banking (ATM, Internet
Banking, Mobile Banking, etc)
Unit 3 : Retail Banking: Key aspects of retail banking, deposit mobilization, retail lending (home
loans, personal loans, auto loans and credit cards), concepts and fundamentals of private
banking, personal finance, Bancassurance, entry of banks into insurance business, financial
planning, etc.
Unit 4 : Corporate Banking: Key aspects of corporate banking, different types of loans and their
nature, different methods of assessment of loan proposals, credit risk, credit rating/credit
scoring and different credit bureaus.
Unit 5 : Financial Statement Analysis and Performance Evaluation of Banks: Analysis of
financial statements of Banks; Evaluation of bank’s performance using CAMELS approach,
Z-score, Bankometer index, etc
Unit 6 : Income Recognition, Asset Classification and Provisioning: Concept of income
recognition by banks, different aspects and ways of asset classification and provisioning,
RBI guidelines, etc
Unit 7 : Asset-Liability Management of Banks – Basel I, II, III framework: Need for Asset-
Liability Management in Banks, Comparing and contrasting Basel I and Basel II norms,
discussion on the different norms and provisions in Basel-III.
Unit 8 : Merchant Banking: Functions of a merchant banker, types of merchant bankers, SEBI
guidelines related to merchant banking
Unit 9 : Introduction to Insurance Business: Theoretical Overview of Insurance, Concepts,
Definition and Nature of insurance, Purpose and Need of Insurance, types of insurance, A
brief history of Insurance Business, differences between life insurance and general
insurance, etc.
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Unit 10 : Fundamental principles of Insurance: Principles of Life Insurance and General Insurance,
Insurance Contract, Utmost Good Faith, Insurable Interest, Indemnity, Subrogation,
Contribution and the Doctrine of Proximate Cause
Unit 11 : Introduction to Life Insurance: Need and Importance, Life Insurance Products - Basic
products - Term Assurance and Pure Endowment plans, Money Back and Whole Life Plans
Products for Minors, women and for physically handicapped persons, ULIPs and their
special features, Micro insurance policies and Rural policies; Policy Servicing: Nominations
and Assignments, Age, Age admission, different kinds of age proofs, age alterations etc.,
Policy lapse and different kinds of Revivals, Non forfeiture Regulations, Duplicate Policy,
Premium, Underwriting and Claim in Life.
Unit 12 Introduction to General Insurance: Fire Insurance: Exclusion, Standard policy coverage,
Consequential loss policy, Motor insurance/Vehicle Insurance /Car Insurance,
Underwriting and Claims in Fire and Motor insurance
Marine Insurance: History, Definition, Subject Matter of Marine Insurance, Types of Marine
Policy, Warranties, Marine losses, Underwriting and Claims
Health Insurance: Introduction, Meaning, Nature and Importance, Medi-claims and Health
Insurance, Third Party Administrator, Status of Health Insurance in India. Re-Insurance
Business
Unit 13 : Financial Statement Analysis and Performance Evaluation of Insurance Companies:
Analysis of financial statements of Life insurance and General insurance companies;
Evaluation of an insurance company’s performance using CARAMELS approach, etc
Unit 14 : Legal Aspects of Insurance : Policy and its Conditions, Ombudsman, Role of IRDA,
Insurance under Consumer Protection Act and KYC norms, Features of IRDA- Act 1999 and
Insurance Act-1938.

Suggested Readings :
1. Elements of Banking and Insurance, Sethi and Bhatia, PHI.
2. Banking and Insurance: Principles and Practices, Neelam, C. Gulati, Excel Books.
3. Banking and Insurance Management, Keshavanathan, Arise Publishers and Distributors
4. Gupta, P.K., “Insurance and Risk Management”, Himalaya Publishing House
5. Kotreshwar G,“ Risk Management, Insurance and Derivatives”, Himalaya Publishing House
6. Rejda, “ Principles of Insurance and Risk Management”, Pearson
7. Mishra, M.N., “Principles and Practices of Insurance”, S. Chand and C
8. Scott. E. Harrington and Gregory R Nichalus , “Risk Management and Insurance”, Tata McGraw
Hill
9. Insurance Institute of India, “Life Insurance, IC 33”, Mumbai
10. Management of Banking and Financial Services, M.Y. Khan, Pearson
11. Management of Banking and Financial Services (2nd Edition), Padmalatha Suresh & Justin Paul,
Pearson
12. Managing Life Insurance by Kutty, PHI Learning
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Total Marks : 100 Paper Code: MBR3031T
OPTIONAL PAPER [FINANCE] __________________________________________________________
INVESTMENT ANALYSIS AND PORTFOLIO MANAGEMENT

Unit 1 : Financial Sector Environment and the Macroeconomics of Finance: Relationship

between the financial sector and the real sector. The decision to save and allocation of
savings. Importance of financial literacy. Setting financial goals.
Unit 2 : Securities Markets, Players and Instruments: Introduction to various financial assets.
The Indian financial system and the different players. The relation between the capital
market and the money market and the significance of each market.
Unit 3 : Risk and Return: Definition of return and risk. The trade-off between risk and return. The
capital market line. The security market line. Significance of Beta and Alpha. The Capital
Asset Pricing Model and the significance of required rate of return.
Unit 4 : Valuation of Equity: Difference between price and value of a share. The significance of the
P/E ratio and P/BVPS. The dividend discount model.
Unit 5 : Valuation of Debt: Defining a debt instrument. Coupon rate, rate of interest, hurdle rate,
yield to maturity, holding period yield. Duration and convexity.
Unit 6 : Futures and Options: Brief description of futures markets and commodity futures, index
futures and forex futures. Introduction to options.
Unit 7 : Mutual Funds: What is a mutual fund? Why invest in a mutual fund? Various types of mutual
funds? Equity, debt, balanced, hybrid, thematic and money market mutual funds. NAV
analysis and performance of mutual funds.
Unit 8 : Portfolio Selection and Measuring Portfolio Performance: Methods and criteria of
portfolio selection. The steps in portfolio formation and rebalancing. Sharpe ratio and
Treynor ratio.
Unit 9 : Fundamental Analysis - Economic, Industry and Company Analysis: The importance of
fundamental analysis. The different ways of looking at various sectors of an economy. The
macroeconomics of different sectors. Industry analysis in terms of growth potential. Ratio
analysis of companies to understand their fundamentals and performance over time.
Unit 10 : Technical Analysis: Fundamental analysis vs. technical analysis. Charts and patterns.
Support, resistance, head and shoulders, moving average, momentum. Fibonacci fan, %
retracement, regression line etc. MACD, RSI, Stochastics, Mesa Sine Wave, Bollinger band
etc.
Unit 11 : Efficient Market Hypothesis: The meaning of efficient markets. Weakly efficient markets.
Unit 12 : Case discussion: Short Case-study discussions

Suggested Readings :
1. Security Analysis and Portfolio Management, Ranganatham and Madhumati, Pearson.
2. Security Analysis and Portfolio Management, Fischer, Jordan and Pradhan, Pearson.
3. Security Analysis and Portfolio Management, Punithavathy Pandian, Vikas Publishing.
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Total Marks : 100 Paper Code: MBR3041T
OPTIONAL PAPER [FINANCE] __________________________________________________________
TAXATION

Unit 1 : Introduction: Basic Concepts, Residential Status, Computation of ROR, RBNOR and NR and
Incidence of Taxation.
Unit 2 : Computation of Income from Salary: Gratuity, Pension, Leave Salary, Allowances,
Perquisites etc.
Unit 3 : Computation of Income from House-property: Let-out property, Self-occupied,
Unrealized rent and Arrear rent
Unit 4 : PGBP: Depreciation, Scientific Research and Bad-debt recovery, admissible and
inadmissible deductions and other specific provisions
Unit 5 : Problems on Capital Gains: Chargeability (Sec 45), Transactions not regarded as transfer
(Sec 47), Mode of computation (Sec 48), Cost with reference to certain modes of acquisition
(Sec-49), exemptions (Sec 54 to 54F), Other provisions
Unit 6 : Income from other sources
Unit 7 : Computation of Total Income, Deductions (Sec 80C to 80U), Return of Income, TDS, Tax
Liability
Unit 8 : Clubbing of income, Set-off and carry forward of losses
Unit 9 : Overview of Indirect Tax and need of tax planning: Transition from excise, VAT, Customs
to Goods and Services Tax (GST).
Unit 10 : GST Law: supply, taxability, valuation of transactions, registration of companies, returns
and compliance management.
Unit 11 : GST: Valuation principles, Input tax credit and tax management
Unit 12 : Impact of GST on specific industrial sectors

Suggested Readings :
1. Indirect Taxes: Law and Practice, V.S. Datey, Taxmann Publications.
2. Direct Taxes: Law and Practice, Singhania and Singhania, Taxmann Publications.
3. Practical Approach to Direct and Indirect Tax, Gupta and Ahuja, Wolters Kluwer publications.

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Total Marks : 100 Paper Code: MBR3051T

OPTIONAL PAPER [FINANCE] __________________________________________________________
FINANCIAL INSTITUTIONS AND MARKETS

Unit 1 : Introduction: Nature and Role of Financial system, Linkage between financial system and
economic growth, overview and functions of financial markets, financial assets and financial
services in the globalized financial system.
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Unit 2 : Money Market: Role of money market in the economy, various instruments and
intermediaries of money market and its recent developments.
Unit 3 : The Capital Market: Structure of the Indian Capital Market, capital market instruments,
functioning of stock exchanges, role of SEBI, stock market indices, regulation of the capital
market and functioning of Indian capital market in the globalized system.
Unit 4 : Financial Services: Merchant banking, depository services, credit rating, factoring,
forfeiting, housing finance, lease financing, securitization, venture capital and relevant SEBI
guidelines
Unit 5 : Mutual Funds: Background, different types of mutual fund schemes, growth of mutual
fund industry in India and SEBI guidelines
Unit 6 : Foreign Investments: Types of foreign investments, regulatory framework and recent
trends in India.

Suggested Readings :
1. Financial Markets and Institutions, Saunders and Cornett, McGrawHill Publications.
2. Financial Institutions and Markets, L.M.Bhole and Jitendra Mahakud, McGrawHill Publications.

---------- × ----------

Total Marks : 100 Paper Code: MBR3061T

OPTIONAL PAPER [FINANCE] __________________________________________________________
FINANCIAL STATEMENT ANALYSIS AND REPORTING

Unit 1 : Understanding Financial Statements: Types of financial statements (common size,

comparative, trend analysis), Understanding Income Statement, Balance Sheet, Cash Flow
Statement, Detailed Components of Annual Reports Overview of Ind AS
Unit 2 : Ratio Analysis
Unit 3 : Cash Flow Analysis
Unit 4 : Revenue Recognition: Understanding Conservative, Aggressive Revenue Recognition
Policy and Differentiate with Earnings Manipulations
Unit 5 : Credit Rating: Fundamentals of Credit Rating, Methodology of Credit Rating, Credit Rating
Agencies, Websites of Rating Agencies CRISIL, ICRA, CARE etc.
Unit 6 : Financial Statement Analysis for Lending and Investment Decisions
Unit 7 : Read Between the Lines of: Management Discussion & Analysis (MDA), Corporate
Governance Report, Auditor’s Report etc., Directors’ Report

Suggested Readings :
1. Charles, H. Gibson, Financial Statement Analysis, Cengage Learnings India, 13th Edition
2. Business Analysis and Valuation Using Financial Statements, Palepu, Healy and Bernard,
Cengage Publishing
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Total Marks : 100 Paper Code: MBR3012T
OPTIONAL PAPER [MARKETING]_______________________________________________________
INTEGRATED MARKETING COMMUNICATIONS

Unit 1 : Introduction : Promotional mix elements; Integrated Marketing Communication approach;

relationship of advertising with other and marketing mix elements and promotional mixes;
history of advertising; Various forms of Advertising;
Unit 2 : Advertising Planning: Planning Process; steps- situation analysis; objective setting;
budgeting; developing promotional strategies; implementation and control;
Advertising Objectives: Sales approach versus communication approach; DAGMAR
approach; Advertising Budget: Budgeting approaches - subjective methods; fixed guideline
methods; objective & task method; allocation of budget
Unit 3 : Understanding the Foundations of advertising Design:
Communication process: Communication process; Communication models - traditional
hierarchical response models; alternate response hierarchies; ELM model; FCB; cognitive
response model;
Advertising and Brand Building: Brand value proposition and promoting desired image;
corporate brands
Unit 4 : Designing an advertisement:
Message Strategies: cognitive; affective; conative; and brand strategies; means-end theory;
leverage points;
Creative strategy: message structure; message appeals- rational; emotional; scarce;
message source- credibility; attractiveness; power; executional frameworks;
Creative tactics for print and audio-visual media - copywriting; body copy; headlines;
layout; visuals; Slogans; logos; signatures; storyboards;
Media Strategiy : Media planning process; media mix; coverage; reach frequency; impact;
scheduling; different types of media – television; radio; print; outdoor; internet;
characteristic features; advantages and limitations; factors influencing choice of media
Unit 5 : Advertising Industry : Advertisers; Advertising Agencies; and Support Organizations;
types of agencies; structure; role and functions of ad agencies; agency compensation and
evaluation;
Advertising and Society: Social – social and cultural issues; Ethical – deceptive; offensive;
economical- effect on consumer choice; competition; cost and prices; and Regulatory
Aspects of Advertising – ASCI.
Unit 6 : Sales Promotion: definition; reasons for rapid growth of Sales Promotion; objectives of
Sales Promotion; Types of Sales Promotion; tools and techniques of Consumer and Trade
Promotion, role of sales promotion in IMC Programme;
Unit 7 : Public Relations and Corporate Advertising: definition; new role of PR; objectives; tools
and techniques of Public relations with merits and demerits; Corporate advertising- scope
and types; role of PR in IMC Programme;

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Unit 8 : Direct Marketing: definition; reasons for growth, objectives of direct marketing; tools and
techniques of direct marketing; role of direct marketing in IMC Programme
Unit 9 : Evaluation of Promotional Effectiveness : reasons to measure effectiveness; what; when;
where; how to test; Testing methods - pre-testing and post testing techniques to measure
effectiveness of advertisements; essentials of effective measures; problems with current
methods; measuring effectiveness of other promotions;

Suggested Readings :
1. G.E. Belch &M.A Belch, : Advertising & Promotion, TMH
2. K.E. Clow & D. Baack, Integrated Advertising, Promotion, and Marketing Communications,
Pearson Education
3. Percy, Strategic Advertising Mgmt., OUP
4. J. Jethwaney & S. Jain, Advertising Management, OUP
5. W.Wells, J.Brunett &S,Moriarty, Advertising, Pearson
6. David Ogilvy : Ogilvy on Advertising, Pan Books.
7. S H H Kazmi & S K Batra : Advertising & Sales Promotion, Excel Book.

---------- × ----------

Total Marks : 100 Paper Code: MBR3022T

OPTIONAL PAPER [MARKETING]_______________________________________________________
CONSUMER BEHAVIOUR

Unit 1 : Introduction: Meaning; nature and importance of Consumer Behaviour; understanding

consumers and market segments; consumer analysis and business strategy
Unit 2 : Consumer as an Individual: Dynamics of Motivation; Needs; Need Arousal; Goals;
Murray’s List of Psychogenic Needs; Maslow’s Hierarchy of Needs; A Trio of Needs;
Measurement of Motives;
Unit 3 : Personality and Consumer Behavior: Nature and Theories of Personality; Freudian, Neo-
Freudian, Trait Theory of Personality; Consumer Innovators and Innovativeness;
Dogmatism; Inner- versus Other-Directedness; Need for Uniqueness; Optimum Stimulation
Level; Sensation Seeking; Variety and Novelty Seeking; Need for Cognition; Visualizers
versus Verbalizers; Consumer Materialism; Fixated Consumption; Compulsive
Consumption; Consumer Ethnocentrism; Personality and Color; Self and Self-Image
Unit 4 : Consumer Perception: Elements of Perception; Sensory Input; Absolute and Differential
Threshold; Perceptual Selection, Organization, Interpretation; Perceived Quality; Perceived
Risk; Consumer Imagery
Unit 5 : Consumer Learning: Elements of Consumer Learning; Motives, Cues, Responses,
Reinforcement; Classical Conditioning; Instrumental Conditioning; Observational Learning;
Information Processing; Cognitive Learning; Outcomes and Measures of Consumer Learning

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Unit 6 : Consumer Attitude Formation and Change: Tri-Component Attitude Model; Multi-
Attribute Attitude Models; Attitude-Toward-Behavior Model; Theory of Reasoned Action;
Theory of Trying-to-Consume; Attitude-Toward-the-Ad Model; The Utilitarian Function;
The Ego-Defensive Function; The Value-Expressive Function; The Knowledge Function; The
Elaboration Likelihood Model; Assigning Causality and Attribution Theory; Self-Perception
Attributions; Types of attributions
Unit 7 : Socio- Cultural Settings of Consumers: Family and Its Social Standing; Family Decision-
Making and Consumption-Related Roles; Family Life Cycle; Nontraditional Families and
Non-Family Households; Reference Groups; Types of Reference Groups and their influence
on products and brands; Social Standing and Consumer Behavior; Characteristics of Social
Classes; Influence of Culture; Subcultures; Nationality and Ethnicity; Religious Subcultures;
Regional Subcultures; Generation; Gender; Cross-Cultural Consumer Behavior
Unit 8 : Consumer Decision-making and Consumer Research : Consumer Decision-Making
Model; Decision-Making Input; Decision-Making Process; models of consumer decision-
making: traditional; behavioural economics; and contemporary (Howard and Sheth Model;
Nicosia Model; Engle and Blackwell Model); input; process and output model; Gifting
Behavior; Diffusion and Adoption of Innovations; Types of Innovations; The Adoption
Process

Suggested Readings :
1. Leon G. Schiffman & Leslies Lazer Kankuk: Consumer Behaviour (Edition 6th) PHI – New Delhi
2. Loudon & Bitta: Consumer Behaviour, McGraw Hill International, 2000
3. Glenn Walters and Blaise J. Bergiel: Consumer Behaviour, South Western Publishing Company,
1989.
4. S Sengupta, Brand positioning,
5. Chowdhury, Successful Branding, University Press

---------- × ----------

Total Marks : 100 Paper Code: MBR3032T

OPTIONAL PAPER [MARKETING]_______________________________________________________
SALES AND DISTRIBUTION MANAGEMENT

Unit 1 : Introduction: Concept; Objectives and Functions of Sales Management; Evolution of Sales
Department; Nature and Scope of Personal Selling and Sales Management; Duties;
Responsibilities; Functions of a Sales Manager
Unit 2 : Personal Selling: Types of Selling situations; Buyer-seller dyad; Theories of selling; Steps
of Selling process; Salesmanship; Product and customer knowledge; Types of objections;
Negotiation; When and How to Negotiate.
Unit 3 : Sales Organization: Setting up Sales organization; Different models of Sales Organization;
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 Factors determining Sales organization structure; Problems associated with structuring the
sales organization; Modifications of Sales Organization.
Unit 4 : Sales Planning : Importance of Sales Planning; Sales objectives; Strategies; Sales
Forecasting; Sales Territories; procedure for designing sales territories; assigning
territories; Sales Quotas ; importance; procedure; types and method of establishing Quotas;
Sales budget;
Unit 5 : Sales Force Management and Sales Control: Sales Force Planning; Recruitment and
selection; Training and Development; Placement and Induction; Motivating Sales Force;
Leading the Sales Force; Compensation and Promotion Policies. Analysis of Sales Volume;
Costs and Profitability; Managing expenses of sales personnel; Evaluating Sales Force
Performance.
Unit 6 : Introduction to Distribution Management: Marketing Channel structure; functions and
advantages; types of channel intermediaries – wholesalers; distributors; stockiest; sales
agents; brokers; franchisers; C&F agents; and retailers.
Unit 7 : Channel Design and Management: channel objectives & constraints; identification;
evaluation and selection of channel alternatives; channel management and control –
recruiting and selecting channel members; motivating; evaluating channel arrangements ,
conflict management
Unit 8 : Physical Distribution & Logistics: goals; function; processing; warehousing; inventory &
transportation.

Suggested Readings :
1. Cundiff, Still & Govoni : Sales Management – Decision, Strategies & Cases – PHI.
2. Johnson, Kurtz & Scheuing : Sales Management Concept, Practices & Cases – McGraw Hill.
3. Sahadev, Sales & Distribution Management, OUP
4. K.K.Havaldar & V.M.Kavale, Sales and Distribution management, TMH
5. R.L.Spiro, W.J.Stanton & G.A.Rich, Management of Sales Force, Tata-McGraw Hill.
6. Anderson, Hair and Bush, Professional Sales Management, McGraw Hill.

---------- × ----------

Total Marks : 100 Paper Code: MBR3042T

OPTIONAL PAPER [MARKETING]_______________________________________________________
PRODUCT AND BRAND MANAGEMENT

Unit 1 : Introduction to Product management: Introduction; The Product in Economic Theory;

Product Differentiation; The Product Life-Cycle Concept; New-Product Development
Process; Product roadmap; steps in creating product roadmap; beta programme.
Unit 2 : Product Marketing Strategy and Policy: Selecting a Marketing Strategy; Market
Segmentation; Measuring Consumer Difference; Product Launches; Goals; Types of
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 Launches; Launch Strategy; Elements of a Successful Launch; Planning; Communication;
Timing; Effective Marketing Mix; Contents Compelling Messaging; Budget to Achieve Goals;
Review Programs
Unit 3 : Product Commercialization: Concept Testing; Product Testing; Test Marketing;
Launching New Products; Product Retrial
Unit 4 : Introduction to Brand management: Brand concepts; reasons for branding; Branding
challenges and opportunities; applications of branding; Concepts of Brand Personality;
Brand Image; Brand identity Model; Brand Equity; Brand Essence, Brand Prism
Unit 5 : Building the brand: Designing marketing programmes; Integrated marketing
communications; measuring brand performance; brand positioning; positioning guidelines;
defining brand values
Unit 6 : Growing and sustaining the brand: Branding strategies to build brand equity; Brand
extensions; Reinforcing and revitalizing brands; repositioning; global branding

Suggested Readings :
1. Managing Brand Equity: David A. Aaker
2. Strategic Brand Management: Kevn Lane Keller
3. Product Policy and Management: Michael J. Baker, Ronald McTavish; Macmillan Press
4. Expert Product Management, Brian Lawley
5. Product Management in India: Ramanuj Majumder
6. Brand Positioning: Strategies for Competitive Advantage: Subroto Sengupta

---------- × ----------

Total Marks : 100 Paper Code: MBR3052T

OPTIONAL PAPER [MARKETING]_______________________________________________________
SERVICE MARKETING

Unit 1 : Service Marketing : Introduction to need and scope of service marketing, reasons for
growth of services, contribution to economy, different types of service sectors – traditional
and new, trends in service sector, impact of technology on different service sectors, Service
Concept : Definition, characteristics of services, tangibility spectrum, evaluation properties-
search, experience, and credence properties, marketing mix for services - product, price,
place, promotion, physical evidence, people & process..
Unit 2 : Creating the service product : creating service product, customer value hierarchy, flower
of service, service product mix, new service development, branding service products,
Integrated service marketing communications : Promotional mix elements, challenges of
service communication, strategies to promises with delivery, branding and communication,
Unit 3 : Pricing of services : Foundations of pricing, how service prices are different, approaches
to pricing, value-definitions based pricing strategies, putting service price into practice.
Distributing services : distribution in service context, direct channels, franchising, agents
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 and brokers, electronic channels, strategies for effective delivery.
Unit 4 : Designing and managing service process : designing service delivery system, service blue
printing, quality function deployment, customer as co-producer, Planning the service
environment : physical evidence, servicescapes, types and role of servicescapes, customer
response to environment, guidelines for servicescape strategies, Managing People : critical
importance of service employees, problems and difficulties of boundary-spanning roles,
strategies for delivering service quality through people, service leadership and culture
Unit 5 : Consumer behaviour in Service Marketing : Service Experience- moments of truth,
customer needs, expectations, perceptions, zone of tolerance, customer satisfaction,
understanding the differences among customers, purchase process Service quality and
productivity : service quality, Integrated gap model- to identify and correct quality
problems, measuring and improving service quality, defining and measuring service
productivity, improving productivity
Unit 6 : Applications of service strategies in different service sectors like banking, insurance,
hospitality, health care, educational and professional, logistics, entertainment etc.

Suggested Readings :
1. G. Apte, Service Marketing, OUP
2. V.A. Zeithaml & M J Bitner : Service Marketing, Tata McGraw Hill.
3. C. Lovelock, J. Wirtz & J. Chatterjee, Services Marketing, Pearson Education
4. K.R.M. Rao, Services Marketing, Pearson Education
5. C. Gronroos, Services management and marketing, Wiley
6. C. Haksever, B. Render, R. Russel, R. Murdick, Service management and Operations, Pearson
Education
7. J A Fitzsimmons & M J Fitzsimmons : Service Management, McGraw Hill.
8. Ravi Shanker, Service Marketing, Excel

---------- × ----------

Total Marks : 100 Paper Code: MBR3062T

OPTIONAL PAPER [MARKETING]_______________________________________________________
BUSINESS TO BUSINESS MARKETING

Unit 1 : Overview : Perspective on the organization buyer; Nature of Industrial Marketing;

Industrial Marketing Vs. Consumer Marketing; difference between B2B and B2C offerings.
Relational approach to Industrial Marketing- The Nature of Industrial Demand & Industrial
Customer ; Types of Industrial Products: Major Equipment; Accessory Equipment; Raw and
Processed Materials; Component Parts and Sub- Assemblies; Operating Supplies;
Standardized and Non-standardized parts; Industrial services.
Unit 2 : Dimensions of Organizational Buying. Organizational customer - Buying behavior;
Environmental & organizational Influences; The Buy Grid Model; Buy phases; Buying
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 decision making; Processes and procedures Buying Roles; buying center concept; Inter
Personal Dynamics of Industrial Buying Behavior; Roles of Buying Centre; Conflict
Resolution in Decision Making; Ethics in Purchasing
Unit 3 : Business Marketing Intelligences: Segmenting the organizational Market; Organizational
Demand Analysis: demand measurement techniques; Measuring Market Potential and Sales
Forecasting. Measuring customer values and creating value for the customer; Value Analysis
and measurement
Unit 4 : Channel Management: Main Distribution Channels; Aspects of Contractual Arrangements;
Advantages and Disadvantages of the Use of Middlemen; Factors in Channel Choice; Selling
to Middlemen; Physical Distribution; Distribution Effectiveness Analysis
Unit 5 : Pricing: The Simple Pricing Models; Pricing Objectives; Industry Pricing Process; Price
Monitoring; The Use of Probability in Pricing; Legislation and Pricing; Export Pricing;
Unit 6 : Sales Promotion Influencing the Buyer; Personal Selling; The COMPACT Model;
Advertising; Other Forms of Sales Promotion; The Co-ordination of Promotion; Direct
Marketing Strategies; CRM

Suggested Readings :
1. Hill, Alexander & Scron: Industrial Marketing, All India Traveller Book Seller, New Delhi
2. Fredrick E Webster & Toram Wid: Organizational Buying, NJ Prentice Hall.
3. Robinson, Faris and Wind: Industrial Buying and Marketing, Allyn and Bacon, Boston
4. Industrial Marketing – P K Ghosh
5. Industrial Marketing – Hawaldar
6. Alexander, R.S. Cross, J.S. & Hill, M.: Industrial Marketing, Richard Irwin, Homewood, Illincies.

---------- × ----------

Total Marks : 100 Paper Code: MBR3013T

OPTIONAL PAPER [HUMAN RESOURCE]_________________________________________________
MANPOWER PLANNING, RECRUITMENT AND SELECTION

Unit 1 : Introduction to Human Resource Planning (HRP): Defining HRP; Responsibilities of the
HR department; Objectives of HRP; Macro and Micro HRP..
Unit 2 : Productivity, Technology and HRP: Phase in the HRP Process; Time Scale of HRP; Wastage
Analysis; HRP in Practice.
Unit 3 : Job Analysis and Job Evaluation: Job Description; Job Specification; Job Assessment; Work
Measurement; Concept of Ergonomics; Ergonomics and Management.
Unit 4 : Recruitment: Recruitment function; Internal and External Recruitment; Phases in a
Recruitment Process; Defining Attitude; Attitude Survey.

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Unit 5 : Selection: Steps in the Selection Process; Application Banks; Selection Tests; Selection
Practices of Global Giants; Selection Interview; Strategic Employment Interviews; Model
Appointment Order.
Unit 6 : Placement, Induction and Internal Mobility: Steps in an Induction Process; Transfers –
Purposes, Types, Benefits, Problems; Promotions – Purposes and Bases; Demotions;
Separations; Induction in Leading Corporations.
Unit 7 : HR Accounting (HRA) and Audit: Concept and Approaches of HRA; Modern Day
Implications of HRD Audit.
Unit 8 : Case Study and Practical Implications

Suggested Readings :
1. Human Resource Planning by Dipak K. Bhattacharyya, Excel Books, New Delhi, 2002
2. Human Resource Management by V. S. P. Rao, Excel Books, New Delhi, 2002

---------- × ----------

Total Marks : 100 Paper Code: MBR3023T

OPTIONAL PAPER [HUMAN RESOURCE]_________________________________________________
LEADERSHIP AND TEAM DYNAMICS

Unit 1 : Personality and Individual Differences: Individual Differences; Models of Personality;

Values; Person Perception – Making Judgments about Others; Decision-Making, Individual
Variations and Organizational Constraints..
Unit 2 : Motivation – From Concepts to Application: Contemporary Theories of Motivation; Job
Characteristics Model (JCM); Job Redesign; Employee Involvement at Work; Rewards for
Employee Motivation.
Unit 3 : Leadership and Leader-Behavior: Behavioral and Contingency Theories; Charismatic and
Transformational Theories; Mentoring to Lead the Future; Challenges to the Leadership
Construct; Leader versus Manager; Leader versus Boss.
Unit 4 : Foundations of Group Behavior: Group Development; Group Cohesiveness; Group
Decision Making; Forming International Teams in a Virtual World; In-group Bias and
National Boundaries.
Unit 5 : Work Teams: Types of Teams; Creating Effective Teams; Using Global Virtual Teams as an
Environmental Choice; Teams and Leader-behavior.
Unit 6 : Leadership and Power Play: Bases of Power; Dependence – The Key to Power; Power
Tactics; Sexual Harassment and Unequal Power; Politics – Power in Action.
Unit 7 : Case Study, Review of Literature and Implications

Suggested Readings :
1. Organizational Behavior by Stephen P. Robbins, Timothy A. Judge and Neharika Vohra, Pearson,
New Delhi, 2013
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2. Organizational Behavior: Emerging Knowledge and Practice for the Real World by Steven L.
McShane, Mary Ann Von Glinow, Tata McGraw Hill, New Delhi, 2011
3. Principles of Organizational Behavior by Robin Fincham and Peter Rhodes, Oxford, 2005

---------- × ----------

Total Marks : 100 Paper Code: MBR3033T

OPTIONAL PAPER [HUMAN RESOURCE]_________________________________________________
INDUSTRIAL RELATIONS

Unit 1 : Industrial Labor in India: Growth of Industrial Labor Force; Characteristics of Indian
Labor..
Unit 2 : Trade Unionism: Concept: Functions; Approaches; Movement in India; Problems of Trade
Unions; Trade Union Act, 1926.
Unit 3 : Dynamism of Industrial Relations (IR): Industrial Relations – Concept and Perspectives;
Evolution of IR; Industrial Conflicts.
Unit 4 : Grievance Function in IR: Concept; Effects of Grievance; Grievance Redressal Procedure.
Unit 5 : Discipline in IR: Meaning: Aims; Discipline Maintenance System; Causes of Indiscipline;
Disciplinary Action.
Unit 6 : Collective Bargaining and Negotiation: Concept; Features; Importance; Principles;
Coverage of Bargaining; Forms of Bargaining; Negotiation.
Unit 7 : Settlement Machinery: Conciliation; Arbitration; Adjudication.
Unit 8 : Workers’ Participation in Management (WPM): Elements; Objectives; Levels; Forms;
Pre-requisites; Practices; Causes of Failure of WPM.
Unit 9 : Elements of Industrial Relations Legislation: Industrial Employment Act, 1946;
Industrial Disputes Act, 1947; Payment of Bonus Act, 1965; Factories Act, 1948.
Unit 10 : Cases and Discussion

Suggested Readings :
1. Dynamics of Industrial Relations by Mamoria, Mamoria & Gankar, Himalaya Publishing House,
2006.
2. Industrial Relations: Concepts and Legal Framework by A. M. Sarma, Himalaya Publishing
House, 2007.
3. Industrial Relations: Trade Unions & Labor Legislations by Sinha, Sinha & Shekhar, Pearson,
2013.

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Total Marks : 100 Paper Code: MBR3043T
OPTIONAL PAPER [HUMAN RESOURCE]_________________________________________________
TRAINING AND DEVELOPMENT

Unit 1 : Introduction to Employee Training and Development Labor in India: Meaning; Forces
Influencing Working and Learning; Snapshots of Training Practices.
Unit 2 : Strategic Training Interventions: Evolution; Process; Factors influencing Training;
Models of Organizing the Training Department.
Unit 3 : Training Needs Assessment (TNA): Concept; Methods; Process; Scope of Needs
Assessment.
Unit 4 : Learning Approaches and Program Design: Meaning of Learning; Learning Theories;
Learning Process; Learning Outcomes.
Unit 5 : Transfer of Training: Training Design; Factors influencing Transfer.
Unit 6 : Training Methods: Traditional Training Methods; E-LEARNING; Technology based
Training.
Unit 7 : Training Evaluation: Reasons for Evaluation; Evaluation Process; Evaluation Practices;
Evaluation Design.
Unit 8 : Employee Development: Meaning; Approaches; Process; Strategies.
Unit 9 : Special Issues in Training and Development: Issues based on External Environment and
Internal Needs of the Enterprise; Career Management.

Suggested Readings :
1. Employee Training and Development by Raymond A. Noe & A. D. Kodwani, Tata McGraw-Hill,
2012.
2. Enriching Human Capital through Training and Development by P. L. Rao, Excel Books, 2008.
3. Training and Development: HRD Solutions for Excellence by G. Pandu Naik, Excel Books, 2007.

---------- × ----------

Total Marks : 100 Paper Code: MBR3053T

OPTIONAL PAPER [HUMAN RESOURCE]_________________________________________________
PERFORMANCE MANAGEMENT SYSTEM

Unit 1 : Introduction to Performance Management: Meaning; Concept; Perspectives; Pre-

requisites; Philosophy; Characteristics; Objectives; Principles; Performance Management
Models; Benefits of Performance Management Systems (PMS).
Unit 2 : Overview of PMS: Components; Conceptual Framework; Standards of Performance; Model
Performance Appraisal Forms.
Unit 3 : Performance Appraisals and Counseling: Approaches to Appraisals; Process Design;
Concepts, Methods of Appraisal; Common Rating Errors; Pitfalls of Performance Appraisal;
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 Meaning and Principles of Performance Counseling.
Unit 4 : Performance Planning: Goal Setting; Performance Criteria; Methods of Performance
Planning; Barriers; Competency Mapping.
Unit 5 : Performance Monitoring: Meaning; Characteristics; Performance Monitoring Plan (PMP);
Performance Monitoring Process; Performance Improvement Model.
Unit 6 : Measuring and Rating Performance: Understanding Measurement; Integrated PMS;
Balanced Scorecard Approach to Performance Measurement; Assessment Centers.
Unit 7 : Rewards for Employee Performance: Contingency Pay; Performance-related Pay (PRP);
Competency-related Pay (CRP); Team-based Pay (TBP); Rewards other than Pay; Total
Reward Strategy; Reward Principles.
Unit 8 : Ethics in Performance Management: Implications, Objectives and Significance of Ethics;
Ethical Performance Management; Ethical Dilemmas; Code of Ethics in Performance
Management; Context of MNCs.
Unit 9 : Cases and Discussion

Suggested Readings :
1. Performance Management by A. S. Kohli & T. Deb, Oxford University Press, 2008.
2. Essentials of Performance Management by Anjali Ghanekar, Everest Publishing House, 2010.

---------- × ----------

Total Marks : 100 Paper Code: MBR3063T

OPTIONAL PAPER [HUMAN RESOURCE]_________________________________________________
COMPENSATION AND BENEFITS MANAGEMENT

Unit 1 : Job Analysis and Job Evaluation: Meaning and Process; Information management for Job
Analysis; Methods of Job Evaluation.
Unit 2 : Wage Concepts and Theories: Minimum Wage; Fair Wage; Living Wage; Money Wage; Real
Wage; Wage Theories.
Unit 3 : Wage and Salary Administration: Approaches for Pay Determination; Pay Problems in
Business; Need for a Formal Program; Management’s Approach to Pay Problems.
Unit 4 : Wage Incentives: Classification of Incentives; Individual and Group Incentives; Principles
for Installing Incentive Schemes; Recommendations of National Commission of Labor; Wage
Incentive Systems; Improving Productivity; Linking Wages and Productivity.
Unit 5 : Wage Differentials: Meaning; Factors leading to Differentials in Wages; Types of Wage
Differentials;
Unit 6 : Salary Structure: Components; Standard of Living & Dearness Allowance; General
Allowances; Fringe Benefits.
Unit 7 : Wage Policy and Wage Fixation: Need for Wage Policy; Objectives of Wage Policy; National
Wage Policy; Institutional Framework – Collective Bargaining, Statutory Wage Fixation,
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 Wage Boards, Pay Commissions; Adjudication.
Unit 8 : Employee Compensation: Compensation Administration; Pay Survey; Executive
Compensation Management.
Unit 9 : Wage Legislation: Payment of Wages Act, 1936; Minimum Wages Act, 1948; Payment of
Bonus Act, 1965; Equal Remuneration Act, 1976.

Suggested Readings :
1. Understanding Wage System by A. M. Sarma, Himalaya Publishing House, 2005.
2. Compensation by Milkovich & Newman, Tata McGraw-Hill, 2005.

---------- × ----------

SEMESTER : IV
Total Marks : 100 Paper Code: MBR4010T
COMPULSORY PAPER _________________________________________________________________
ENVIRONMENT AND BUSINESS SUSTAINABILITY

Unit 1 : Sustainability and Sustainable Development: Meaning and Concepts

Unit 2 : The Triple Bottom Line: Concept, Three Ps – People, Planet ad Profit, Importance, Principles,
Pillars of Sustainability, Environmental Awareness, Sustainability Framework of TBL
Unit 3 : Corporate Social Responsibility (CSR): Meaning, Purpose, Relevance, Strategies, Types,
Characteristics, Objectives, Evolution, Ethics, Criteria
Unit 4 : CSR & UNIDO (United Nations Industrial Development Organization): UNIDO’s approach to
CSR, REAP (Responsible Entrepreneur’s Achievement Program), UNIDO CSR assistance, CSR
Projects, Creating shared property, advancing economic competitiveness, upgrading
businesses and industrial infrastructure, investing in technology and innovation, supporting
small and medium industry clusters, setting up export consortia, Quality and compliance
infrastructure, Competitive trade capacities
Unit 5 : UNIDO – Select Country Experiences: Croatia, India, Pakistan, Sri Lanka, Thailand, China
Unit 6 : Sustainable Development and UNCTAD (United Nations Conference on Trade and
Development): The TED initiative – Trade, Environment and Development
Unit 7 : Green Strategies in Business Operations: Elements in Marketing and Human Resource
Management, Vision 2030
Unit 8 : Business Process and Social Sustainability - Industry Cases: ITC Ltd., Google Inc., Sony
Group, Nissan Motor India Pvt. Ltd., Lenovo Group Ltd., Vodafone, HDFC Bank, Bank of
America, Marriott Hotels India Pvt. Ltd.

Reference :
1. Annual CSR Reports and select online sources to handed from time to time
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Total Marks : 100 Paper Code: MBR4011T
OPTIONAL PAPER [FINANCE] __________________________________________________________
FINANCIAL DERIVATIVES AND RISK MANAGEMENT

Unit 1 : Introduction- Forward contracts, Futures contracts, Options and other derivatives.
[2 sessions]
Unit 2 : Forward and Futures – markets; use of futures for hedging; Risk Management Using Futures
and Forwards; pricing- Cost of Carry Model; interest rate futures. [10 sessions]
Unit 3 : Options – Markets; Payoffs; Risk Neutral Valuation; Binomial Option Pricing Model; Black
Scholes Option Pricing Model; Put Call Parity; Uses of Options; Option Strategies [12 sessions]
Unit 4 : Management of market risk – Stop loss; Delta hedging; Theta; Gamma; Vega; Rho; Scenario
Analysis; Portfolio insurance, VaR [8 sessions]
Unit 5 : Other derivatives- Swaps, Warrants, Convertibles [4 sessions]
Unit 6 : Risk Management in Financial Institutions – Overview of BASEL – II, Market Risk, Credit Risk
and Operational risk elements) [4 sessions]

Suggested Readings :
1. Chance: Derivatives & Risk Management, Thomson Learning
2. Dufobsky & Miller: Derivatives Valuation and Risk Management, OUP
3. Hull: Options, Futures and Other Derivatives, Pearson Education/PHI
4. Kumar: Financial Derivatives, PHI
5. Stulz: Risk Management & Derivatives, Thomson Learning

---------- × ----------

Total Marks : 100 Paper Code: MBR4021T

OPTIONAL PAPER [FINANCE] __________________________________________________________
STRATEGIC FINANCIAL MANAGEMENT

Unit 1 : Introduction: Concepts and Importance of Strategic Financial Management, Strategic

Financial Decision-making, Financial Policy and Strategic Management [2 sessions]
Unit 2 : Investment Decisions: Complex capital budgeting decisions, Capital Rationing, Risk Analysis
in capital budgeting, Certainty Equivalent coefficient, Inflation impact on capital budgeting
decisions, Economic value added, and Market value added [10 sessions]
Unit 3 : Cost of Capital and Dividend decisions: Significance, Weighted Average cost of capital,
Weighted Marginal cost of capital, Divisional and Project cost of capital, Dividend decisions
– Modigliani and Miller Dividend Irrelevance Theory [8 sessions]
Unit 4 : Financing Decisions: Theories of Capital Structure – Modigliani and Miller Approach, Effect
of Bankruptcy costs, Agency Costs and other imperfections, Donaldson’s Pecking order
theory, Signalling or Asymmetric information theory, Leverage – Operating, Financial and
Combined [8 sessions]
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Unit 5 : Working Capital Management Decisions: Operating Cycle and its relevance, Receivables
Management, Inventory Management, Cash Management – Baumol’s model, Miller Orr
model and Beranek model [12 sessions]

Suggested Readings :
1. Van Horne, J.C., Financial Management & Policy, Pearson
2. Brearley & Myers: Principles of Corporate Finance, McGraw Hill
3. Chandra, P., Strategic Financial Management, Tata McGraw Hill
4. Sofat, R. and Hiro, P., Strategic Financial Management, PHI

---------- × ----------

Total Marks : 100 Paper Code: MBR4031T

OPTIONAL PAPER [FINANCE] __________________________________________________________
PROJECT APPRAISAL AND FINANCE

Unit 1 : Project Planning: Overview of Project: Capital Investment- objective, Importance and types,
facets of project analysis, key issues in major investment decision, Strategic planning and
capital budgeting, Generation and Screening of Project Idea. [3 sessions]
Unit 2 : Project cash flows: Elements of cash flow stream, principles of cash flow estimation, FCFE &
FCFF valuation, cash flow for a replacement project, biases in cash flow estimation. Case
study [3 sessions]
Unit 3 : Project Risk Analysis: Sources, Measures and perspectives on Risk, Certainty equivalent and
Risk Adjusted Discount Rate, Sensitivity, Scenario, BEP, Simulation, Decision Tree Analysis,
Project selection under risk. Problems [12 sessions]
Unit 4 : Project Financing Decisions: Financing of Project: Equity / Ordinary Shares – Issue
Procedures, Term Loans, Debentures / Bonds, methods of offering, Venture capital
Financing, Project Financing structure, case study - Financing Infrastructure Projects -
Venture Capital and Private Equity. [6 sessions]
Unit 5 : Project Implementation: Project Management: organization, planning and control, Network
Development and Scheduling the Project: Determination of Critical path, PERT and CPM
Model, Network Cost System, Practical Problems [10 sessions]
Unit 6 : Project Review and Social Cost Benefit: Post Audit, Abandonment Analysis and Agency
Problems - Rational of SCBA, Saving and Income distribution impact analysis. [6 sessions]

Suggested Readings :
1. Prasanna Chandra, “Projects”, Tata McGraw Hill
2. Bhavesh Patel, “Project Management – Financial Evaluation with strategic planning, Networking
and Control”, Vikas publishing
3. Samuel J. Mantel, Jack R. Meredith, Scott M. Shaffer, Margaret M. Sutton, & R. Gopalan, “Project
Management”, Wiley India Publication

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4. Timothy, D.R. and W.R. Sewell, “Project Appraisal and Review”, Macmillan, India
5. Gary, Larsen & Desai, “Project Management”, Tata McGraw Hill

---------- × ----------

Total Marks : 100 Paper Code: MBR4041T

OPTIONAL PAPER [FINANCE] __________________________________________________________
CORPORATE RESTRUCTURING AND VALUATION

Unit 1 : Introduction: Corporate Restructuring: Concept and Form: Merger, Consolidation, Acquisition,
Divestiture, Demerger, Carve out, Joint venture, Delisting of Securities, M&A as a Growth
Strategy, Takeover and Defence Tactics, Funding of Acquisition, LBO and MBO. [5 sessions]
Unit 2 : Growth strategy and Merger & Acquisition: Growth strategy: Intensive, integrative and
Diversification growth, Theory of M&A: Monopoly theory, Efficiency Theory, Valuation
theory, Raider Theory and Empire Building Theory, Case study. [6 sessions]
Unit 3 : Takeover and Defence Tactics: Friendly Vs Hostile Takeover, Takeover Tactics: Dawn Raid,
Bear hug, Saturday night special, proxy fight, Successful Takeover Tactics in India - Defence
Tactics: Crown jewels, blank cheque, Shark repellents, Poison pill and put, people pill, Green
nail and buy-back as takeover defence tactic - Intents of Target Companies. [6 sessions]
Unit 4 : Legal aspect: Companies Act, 1956. SEBI (Buy -back of Securities) Regulation, 1998, SEBI
(Substantial Acquisition of Shares and Takeover) Regulation, 1997, SEBI (Delisting of Securities)
Guidelines, 2003 and Listing agreement clauses of NSE and BSE (40 A and 40 B) [6 sessions]
Unit 5 : Accounting and Taxation aspect: Methods of Accounting for M&A, Accounting for Demerger,
Tax issues relating to M&A: Capital Gain, Carry forward and Set off Losses, Numerical
Problems [9 sessions]
Unit 6 : Funding and Valuation: Payment Consideration, Sources of Fund, LBO and Going Private.
Valuation of Target Company: Concept of Value of a Company, Methods of Enterprise and
Equity Valuation, Dividend Discount Model, DCF Model, Shareholder’s Value Creation: MVA
Approach and EVA Approach. [8 sessions]

Suggested Readings :
1. Nishikant Jha, “Mergers, Acquisitions and Corporate Restructuring”, Himalaya Publishing House
2. Sudi Sudarshan, “Creating Value from Mergers and Acquisitions - The Challenges”, Pearson
3. Damodaran, A., Investment Valuation: Tools & Techniques for determining the value of any
asset, Wiley
4. Palepu, Healy, Bernard, “Business Analysis & Valuation”, Cengage Learning
5. Arzac, E.R., Valuation for Mergers, Buyouts and Restructuring, Wiley

---------- × ----------

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Total Marks : 100 Paper Code: MBR4051T
OPTIONAL PAPER [FINANCE] __________________________________________________________
INTERNATIONAL FINANCE

Unit 1 : International Dimensions of Financial Management: - The Emergence of the MNC, Nature of
the MNC, Objectives of the Firm & Risk Management, Domestic Financial Management &
International Financial Management. [2 sessions]
Unit 2 : International Monetary System: - History of International Monetary System, Present Day
Currency Regimes, Regime Choices for Emerging markets, Birth of EMU and EURO[4 sessions]
Unit 3 : Balance of Payments (BOP): - Principles of BOP Accounting, Components of BOP,
Significance of ‘Deficit’ & ‘Surplus’ in BOP, India’s BOP and Economic Performance, Capital
Mobility and Capital Account Convertibility. [4 sessions]
Unit 4 : The Foreign Exchange Market, Exchange Rate Determination, and Currency Derivatives: -
The Foreign Exchange Market – Functions, Participants and Transactions – Exchange Rates
and Quotations – Indian foreign Exchange Market, Foreign Currency Derivatives – Currency
Options, Futures, Forwards, Swaps – Foreign Currency Derivatives in India, International
Parity Conditions – Purchasing Power Parity- Interest rate Parity, Foreign Exchange Rate
Determination. [8 sessions]
Unit 5 : Foreign Exchange Exposure & Risk Management: - Two dimensions of Foreign Exchange Risk
(viz. Exposure & Unanticipated change in Foreign Exchange Rates), Types of exposure,
Measuring and Managing Economic Exposure, Transactions Exposure & Translation Exposure:
(a) internal hedging strategies. (b) External or market based Hedging strategies. [10 sessions]
Unit 6 : International Financial Market: - International Banking & Money Market- International
banking Services – Capital Adequacy Standards-International Money Markets, International
Equity Sources - Global Equity Markets- Methods of Sourcing - Cross-listing in Secondary
Markets- New Equity Issues, International Debt Sources- Debt Management and Funding
Goals - International Debt Instruments- International Bank Loans – Euro notes-
International Bond Market. [4 sessions]
Unit 7 : Financial Management of MNCs:- Foreign Direct Investment and Cross- Border Acquisitions;
International Capital structure and the cost of Capital- An Overview- Impacts of
Internationalization on the Cost of Capital- Improving Market Liquidity- Overcoming Market
Segmentation- Causes of Segmentation- International Diversification and the cost of capita
l- International Cost of Capital Models- The Theory of Optimal Financial Structure- Impact
of Internationalization on Optimal Financial Structure - Financial Structure of Foreign
Affiliates. [5 sessions]
Unit 8 : Multinational Capital Budgeting: - Capital Budgeting: An overview- Capital Budgeting for Foreign
Projects - Two Methods-Foreign Complexities- Parent vs project valuations; Multinational Cash
Management- The Management of Multinational Cash Balances- Cash Management Systems in
Practice- Transfer Pricing & Related Issues- Blocked Funds. [3 sessions]

Suggested Readings :
1. Apte, PG: International Financial Management, Tata McGraw Hill.

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2. Eiteman, Stonehill & Pandey: Multinational Business Finance, Pearson Education
3. Eun & Resnick: International Financial management, Tata McGraw-Hill Jeff Madura:
International Corporate
4. Finance, Cengage Learning
5. O’ Brien: International Finance, OUP
6. Butler: Multinational Business Finance, Thomson Learning
7. Hull: Options, Futures and Other Derivatives, Pearson Education

---------- × ----------

Total Marks : 100 Paper Code: MBR4061T

OPTIONAL PAPER [FINANCE] __________________________________________________________
BEHAVIOURAL FINANCE

Unit 1 : Introduction to Behavioural Finance: - Concept, Need and factor affecting investors’
psychology, [5 sessions]
Unit 2 : Are Capital Markets Perfect? : - (Ir) relevance of Efficient Market Theory-Imperfect
Substitutes-On the Survival of Noise Traders-Informational Imperfections [8 sessions]
Unit 3 : Behavioural Dynamics of Markets: - Beliefs about Markets-Biases of Judgment-Errors of
Preference-Valuation and Group Behavioural Biases - The Psychology of market
Information [6 sessions]
Unit 4 : Utility/ Preference Functions: - Expected Utility Theory [EUT], Brief History of Rational
Thought: Pascal-Fermat to Friedman-Savage, Paradoxes (Allais and Others), Prospect
Theory. [7 sessions]
Unit 5 : Behavioural Investing: - Style Investing - Zen Investing - Belief Bias and the Zen Investing-
Value Investing-Socially Responsible Investing, Investment Decision Cycle: Judgment under
Uncertainty. [8 sessions]
Unit 6 : Information Screening Biases, Information Processing: - Bayesian Decision Making,
Heuristics and cognitive biases, Forecasting Biases, Emotion and Neuroscience, Group
Behaviour: Conformism, herding, fatal attractions [6 sessions]

Suggested Readings :
1. J. Montier, “Behavioral Finance: Insights into Irrational Minds and markets”, John Wiley
2. L. Tvede , “The Psychology of Finance: Understanding Behavioral Dynamics of Markets “, John
Wiley
3. M.M. Sulphey, ‘Behavioural Finance’, PHI
---------- × ----------

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Total Marks : 100 Paper Code: MBR4012T
OPTIONAL PAPER [MARKETING]_______________________________________________________
MARKETING ANALYTICS

Unit 1 : Introduction to Marketing Analytics : Marketing Decision making process, Analytics in

Marketing, Rising relevance of marketing analytics [2]
Unit 2 : Planning the Data and Analytics : Processing of Data, Data Input Format, Coding, Variables
and Variable Labels, Value Labels, Missing Data, Types of Analysis, Various types of Charts [4]
Unit 3 : Marketing Segmentation Analytics : Understanding Segments, Category based
Segmentation, Demographic and Psychographic Segments and their Targeting Strategies,
Targeting with more than Two Segments, Non-Parametric Chi Square Test, One Sample T-
Tests, Cross tab Chi-Square, Independent Samples T-Test, ANOVA, Cluster Analysis,
Collaborative Filtering, Using Classification Trees for Segmentation [6]
Unit 4 : Product Management Analytics : Trial, Repeat Volume, Penetration, Volume Projections,
Growth—Percentage, Growth––CAGR, Cannibalization Rate, Fair Share Draw Rate, Brand
Equity Metrics, Conjoint Utilities and Consumer Preferences [6 ]
Unit 5 : Pricing Analytics : Estimating Linear and Power Demand Curves, Pricing Using
Subjectively Estimated Demand Curves, Price Bundling, Nonlinear Pricing, Demand Curves
and Willingness to Pay, Profit Maximizing with Nonlinear Pricing Strategies, Price Skimming
and Sales, Dropping Prices Over Time, Reasons of Sales Promotion’ [6]
Unit 6 : Consumer and Analytics : Customer Value, Calculating Lifetime Customer Value, DIRECTV,
Customer Value, Estimating the Chance a Customer Is Still Active, Customers Want, Conjoint
Analysis, Products, Attributes, and Levels, Full Profile Conjoint Analysis, Logistic Regression,
Logistic Regression Model, Maximum Likelihood Estimate of Logistic Regression Model,[6]
Unit 7 : Retail Analytics : Market Basket Analysis and Lift , Computing Lift for Two Products,
Computing Three-Way Lifts, Using Lift to Optimize Store Layout, RFM Analysis, Allocating
Retail Space and Sales Resources [4]
Unit 8 : Advertising and Web Media Analytics : Measuring the Effectiveness of Advertising, The
Adstock Model, Optimizing Advertising: Pulsing versus Continuous Spending, Media
Selection Models, A Linear Media Allocation Model, A Monte Carlo Media Allocation
Simulation, Pay per Click (PPC) Online Advertising, Profitability Model for PPC Advertising,
Google AdWords Auction [6]

Suggested Readings :
1. Marketing Analytics: Strategic Models and Metrics by Stephan Sorger, Admiral Press.
2. Marketing Analytics: Data-Driven Techniques with Microsoft Excel by Wayne L. Winston, Wiley
3. Marketing Metrics - Manager's Guide to Measuring Marketing Performance by Neil
4. T Bendle, Paul Farris, Philip E Pfeifer, David J Reibstein, Pearson Education

---------- × ----------

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Total Marks : 100 Paper Code: MBR4022T
OPTIONAL PAPER [MARKETING]_______________________________________________________
CUSTOMER RELATIONSHIP MANAGEMENT

Unit 1 : Customer Relationship Management : Introduction, Meaning and Definition of

CRM, Importance of CRM, Concept and Growth of Relationship Marketing, Scope of
Relationship Marketing, concept of Lifetime Customer and Customer Loyalty, Benefits
and difficulties of CRM
Unit 2 : CRM Process and Implementation : Introduction, Customer Development Process,
customer Retention, Customer satisfaction, Importance of customer retention,
Customer Retention Strategies, Customer Life Time Value, types of Relationship
Management, CRM process for B2B markets: Enterprise Resource Planning (ERP), -
Supply Chain Management (SCM), - Supplier Relationship Management (SRM), -
Partner relationship Management (PRM).
Unit 3 : Technological Support in CRM : Introduction, technological Applications in CRM,
types of Technological Applications in CRM, Customer Databases and Inf ormation
Systems, Database Marketing Strategies, CRM Software Solutions for B2C and B2B
Markets, Accounting Systems for Customer Acquisition and Retention Costs,
Customer Loyalty and Profitability through Technology
Unit 4 : e-CRM – Emerging Trend in CRM : Introduction, Importance of e-CRM in Service
Marketing, Challenges involved in formulating and implementing e -CRM strategies,
e-CRM architecture and its components, Five engines of e-CRM, Evolution of e-
customer and e-marketing, e-CRM for personalized services
Unit 5 : Analytical CRM : Managing and sharing customer data - Customer information databases -
Ethics and legalities of data use - Data Warehousing and Data Mining concepts - Data
analysis - Market Basket Analysis (MBA), Click stream Analysis, Personalization and
Collaborative Filtering.

Suggested Readings :
1. Alok Kumar Rai, CUSTOMER RELATIONSHIP MANAGEMENT CONCEPT & CASES, Prentice Hall
of India Private Limted, New Delhi. 2011.
2. S. Shanmugasundaram, CUSTOMER RELA TIONSHIP MANAGEMENT, Prentice Hall of India
Private Limted, New Delhi, 2008.
3. Kaushik Mukherjee, CUSTOMER RELATIONSHIP MANAGEMENT, Prentice Hall of India Private
Limted, New Delhi, 2008
4. Jagdish Seth, et al, CUSTOMER RELA TIONSHIP MANAGEMENT
5. V. Kumar & Werner J., CUSTOMER RELA TIONSHIP MANAGEMENT, Willey India, 2008

---------- × ----------

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Total Marks : 100 Paper Code: MBR4032T
OPTIONAL PAPER [MARKETING]_______________________________________________________
RETAIL MANAGEMENT

Sr. No. Learning Outcomes

Content Activity*
An Introduction to Retailing: Factors
Influencing Retailing, Basic Retail Models, To Understand basics of
1 Lecture Retailing
Modern Retail format & Retailing in rural
India
Strategic Planning in Retailing: Setting up
Retail organization, Site analysis, Store Understanding the Key
2 Design / Layout, Cost & inventory control, Lecture elements in Retail
Designing an information system for retail, planning process
Store based Strategy Mix, Store branding
and Promotions
Lecture / Understanding Different
3 Retail Formats : Types, E-tailing,
Projects Retail formats
Ownership structures
Retail Supply Chain : Issues in managing
Analysing the issues in
4 supply chains Networks, Demand Lecture /
supply chain w.r.t retail
Forecasting, sourcing & vendor selection, Cases
Overall Inventory Management
Understanding the
Store Operations : Store Atmosphere, In-
5 Lecture / customer experience and
store service, Visual Merchandising, Store-
Site Visit engagement
wise inventory Management
Identifying and Understanding Understanding market
6 Consumers : Trade area analysis- Huff Lecture / Segmentation applying to
Model, Radial studies, Gravity Models, & Cases take decisions
Drive-time analysis.
Pricing in Retailing :Types of Pricing,
Understanding Pricing
7 Decoy Pricing, Bundle Pricing, EDLP, High- Case Study
strategy
low Pricing, Loss leader pricing, Dynamic Discussion
Pricing
Web-based Retailing : Technological Evaluating th Webbased
8 Aspects, Economics of platforms challenges Cases retailing
in managing platforms
Retail HRM : Identifying Manpower
9 requirements, Recruitments, Selection & Lecture Analysing the strategies
training
Activity : Teaching-Learning process may combine the use of role plays, audio-visual films/aids, and
management exercises with individual student, and or in team considering appropriate cases or case-
lets in the field of business domain wherever applicable.

Suggested Readings :
1. Marketing Your Retail Store in the Internet Age - Bob Negen, Susan Negen Wiley
2. Retail Management Strategic approach, Berman- , Prentice Hall
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3. Retailing An introduction 5e, Cox, Prentice Hall
4. Retail Management – Chetan Bajaj; Rajnish Tuli; Nidhi Varma – Oxford
5. Fundamentals Of Retailing - K. V. S. Madaan -Tata McGraw-Hill Education
6. Retail Management: A Strategic Approach, - Berman - Pearson Education India
7. Retailing Management - Swapna Pradhan - Tata McGraw-Hill Education

---------- × ----------

Total Marks : 100 Paper Code: MBR4042T

OPTIONAL PAPER [MARKETING]_______________________________________________________
DIGITAL AND SOCIAL MEDIA MARKETING

Unit 1 : Introduction to Digital marketing : Definition, Significance, Evolution of internet, role of

the Internet in transforming marketing, Building a consensual marketing relationship with
customers, Buy and sell side ecommerce, Business or Consumer Model, generic digital
marketing strategy development process, difference between digital and traditional
marketing communications [2]
Unit 2 : The Digital Marketing Environment : Different elements of the digital environment that
impact on an organisation’s digital marketing strategy , Competitor, customer and
intermediary assessment, Impact of the Internet on the five competitive forces, Evaluation
of changes in trading patterns, business models enabled by e-commerce, Micro
Environment, Macro Environment, Value chain partners, New Channel Structure [6]
Unit 3 : Planning Digital Marketing Campaigns : ‘Personal’ joins the marketing ‘Ps’, The effect on
‘price’, ‘product’ and ‘place’, Creating brand consistent digital promotions; Building digital
marketing models; Secure personal information across digital networks; [6]
Unit 4 : Digital Marketing strategy Development : Digital Marketing strategy; Channel marketing
strategy; Scope of digital marketing strategy; An integrated Internet marketing strategy;
Need of separate digital marketing plan; A generic strategic approach; Situation review;
Internal audit or analysis; External audits or analysis; Strategic goal setting; Frameworks
for objective setting; Strategy formulation; Strategy implementation [8]
Unit 5 : Digital Marketing Mix : Introduction; Product; The long tail concept; The Internet and
branding; The importance of brand online; Price; Increased price transparency; Downward
pressure on price; New pricing approaches (including auctions); Alternative pricing
structure or policies; Place; Place of purchase; New channel structures; Channel conflicts;
Virtual organisations; Promotion; People, process and physical evidence [4]
Unit 6 : Digital CRM : Benefits of relationship marketing; Differentiating customers by value; Key
concepts of electronic customer relationship management (e-CRM); Benefits of e-CRM;
Marketing applications of CRM; Customer lifecycle management; Permission marketing;
Personalisation and mass customisation; Online and multi-channel service quality;
Approaches to implementing e-CRM; The IDIC approach to relationship building;
Techniques for managing customer activity and value; Lifetime value modelling; Loyalty

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 schemes; Virtual communities [6]
Unit 7 : Online Promotion Techniques : Search engine marketing; Search engine optimisation
(SEO); Pay-per-click (PPC) search marketing; Trusted feed; Online PR; Online PR activities;
Online partnerships; Affiliate marketing; Online sponsorship; Interactive advertising;
Fundamentals of online advertising; Purpose of interactive advertising; Measurement of
interactive ad effectiveness; Interactive ad targeting options; Interactive ad formats; Making
banner advertising work; Buying advertising; E-mail marketing; Viral marketing; On-site
promotional techniques [6]
Unit 8 : Maintaining and monitoring the online presence : Introduction; Performance
management for Internet marketing; The maintenance process [2]

---------- × ----------

Total Marks : 100 Paper Code: MBR4052T

OPTIONAL PAPER [MARKETING]_______________________________________________________
RURAL MARKETING

Unit 1 : Rural Markets : Characteristics and salient features of rural markets; and evolution of rural
markets and marketing in India, SEC classification, background of Indian hinterland- latest
statistics, facts and figures, growth rate- rural: urban in various segments.
Unit 2 : Products for Rural Markets : Product planning; market research; segmentation and
product identification; and forecasting, parameters and variables affecting rural markets;
initiatives adopted by companies for rural penetration.
Unit 3 : Pricing and Marketing Communication : Pricing strategies and policies for the rural
markets; price determination; price discounts; marketing communication for rural markets;
and special characteristics of rural advertising and promotion.
Unit 4 : Selling and Distribution : Sales management for rural markets; special features of sales
planning and programming for rural markets; marketing channels and distribution
strategies; and logistics and support systems for rural markets.
Unit 5 : Special Aspects of Rural Marketing : Agricultural marketing; cooperative marketing,
marketing of animal products; Distribution - Logistics Management - Problems encountered
- selection of appropriate channels - New approaches to reach out rural markets – Electronic
choupal applications.

Suggested Readings :
1. Pradeep Kashyap & Siddhartha Raut: Rural Marketing, Dreamtech Press ,2005
2. Barkar, J.W.: Agricultural Marketing, Oxford University Press, New York.
3. Jha, S.M. & Singh, L.P.: Marketing Management in Indian Perspective, Himalaya, Bombay.
4. Rajagopal: Rural Marketing in India, Renaissance, Delhi.
5. Balaram Dogra & Karminder Ghuman, RURAL MARKETING: CONCEPT & CASES, Tata McGraw-
Hill Publishing Company, New Delhi, 2008.

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6. A.K. Singh & S. Pandey, RURAL MARKETING: INDIAN PERSPECTIVE, New Age International
Publuishers, 2007.
7. CSG Krishnamacharylu & Laitha Ramakrishna, - RURAL MARKETING, Pearson Education Asia.
2009.

Reference books :
1. Navi Radjou, Jaideep Prabhu and Simone Ahuja: Jugaad Innovation: A Frugal & Flexible
Approach to Innovation for the 21st Century, Wiley Publication, 2012.
2. Prahlad,CK: The Fortune at the Bottom of the Pyramid-Eradicating poverty through
profits, Prentice Hall India, 2004
3. Rajan, RV: Don’t Flirt with Rural Marketing, Productivity & Quality Publishing Private Limited
Publisher, 2013
4. Bijapurkar R: We Are Like That Only: Understanding the Logic of Consumer India, Penguin
India,2008
5. Srinivas MN : The Remembered Village, Sage India,2013
6. Sainath, P: Everybody loves a good drought, Penguin India, 1996
7. Yunus M: Banker to the Poor: Micro-Lending and the Battle Against World Poverty,
PublicAffairs Publisher; 2008
---------- × ----------

Total Marks : 100 Paper Code: MBR4062T

OPTIONAL PAPER [MARKETING]_______________________________________________________
INTERNATIONAL MARKETING

Unit 1 : Introduction : Definition and scope, bases of international trade-Competitive or differential

advantage, Management Orientations, MNCs and TNCs, Benefits of international marketing.
methods of entry, major international economic institutions and trading blocks, WTO, GATT
and sectoral impacts.
Unit 2 : Product and Pricing Decisions : Foreign market identification; product decisions;
International Product Planning, Product Adoption and Standardization, International
Market Segmentation, price and non-price factors; pricing decisions and methods,
Dumping and Price Distortion, Counter Trade.
Unit 3 : International Promotion, Distribution and Logistics Planning : International
promotion; cross-cultural dimensions of advertising; distributional channels; Direct and
Indirect Channels, factors Involved in Distribution Systems, Modes of Transportation,
International Packaging institutional infrastructure for exports.
Unit 4 : Export Policy and Procedures : EXIM policy and export assistance, export-import
procedure and formalities; export finance, Export documentation; import documents;
negotiation of documents; outline of import procedures.
Unit 5 : International Financial Institutions : Introduction, IMF, World Bank – IBRD, International
Finance Corporation, Organisation for Economic Cooperation and Development (OECD).
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Suggested Readings :
1. Terpstra & Sarathi: International Marketing, Hardcourt Asia, 8th Edition.
2. Caterora & Graham: International Marketing, Pearson Education, 2000.
3. Keegan, Warren J.: Global Marketing Management, Pearson Education, 2007.
4. Nabhi Jain: How to Start Import, Jain Book Depot, 2007.

---------- × ----------

Total Marks : 100 Paper Code: MBR4013T

OPTIONAL PAPER [HUMAN RESOURCE]_________________________________________________
LABOUR LAWS

Unit 1 : Introduction to the Historical Dimensions of Labour & Employee Legislation in India -
Labour Protection & Welfare - Social Security & Social Justice - System of
Economic Governance Principles of Labour Legislation – Labour and the Constitution-
Labour Laws in IT Industry.
Unit 2 : International Labour Organization and its role Tripartite approach to industrial relation-
Employee unions, Employer unions and Labour department of the government- Organised
and Unorganised Labour- Quality of Life of Workers - Governance of Enterprises – Views on
the Role of Labour Legislation - Gender Dimensions of Labour Laws- Application of Labour
Laws in Special Economic Zones- Issues, Challenges and strategies.
Unit 3 : Labour Administration-Directorate of Labour Bureau: Labour statistics, Office of Director
General of Employment and Training: Apprentice training, Labour Research and Training,
Administration of Welfare Funds, Reforms in Labour Administration.
Unit 4 : Laws Relating to Service conditions Factories Act 1948, Shops and Commercial
Establishment Act 1961, Contract Labour (Regulation &Abolition) Act 1970,
Apprentice Act 1961.
Unit 5 : Background & Laws Relating to Social Security Benefits Need for social insurance and
social safety, Right to information Act, Environmental protection and reporting (ISO 14000)
Workmen Compensation Act 1923, Workmen’s Compensation Amendment Act 2000,
Employees State Insurance Act 1948, Equal Remuneration Act 1976, Maternity Benefit Act
1965, Employees Provident Fund and Miscellaneous Provisions Act 1952, Payment of
Gratuity Act 1972, Unorganized Workers Social Security Act 2008.
Unit 6 : Welfare of Special Categories of Labour- Child Labour (The Child Labour Prevention and
Regulation Act, 1986 ) – Female Labour – Contract Labour – Construction Labour –
Agricultural Labour – Differently abled Labour –BPO & KPO Labour - Social Assistance
– Social Security – Implications.
Unit 7 : Prevention of Sexual harassment at workplace-Meaning and significance, Supreme Court
verdict, Employer responsibility to create harassment free work place, Training employees
for good behaviour, Modifying service rules to include sexual harassment as misconduct.
Punishing the perpetrator and protecting the victim.
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Suggested Readings :
1. P.L. Malik, INDUSTRIAL LAW, Eastern Book Company, New Delhi, 2011
2. N. D. Kapoor ± Hand book of Industrial laws ± Sultan Chand
3. H. K. Saha Roy ± Industrial & Labour Laws
4. C.S. Venkata Ratnam, GLOBALIZATION AND LABOUR-MANAGEMENT
5. RELATIONS DYNAMICS OF CHANGE, Response Books,2001
---------- × ----------

Total Marks : 100 Paper Code: MBR4023T

OPTIONAL PAPER [HUMAN RESOURCE]_________________________________________________
STRATEGIC HUMAN RESOURCE MANAGEMENT

Unit 1 : The Concept of Strategy: Strategy defined, Key concepts, Fundamentals of Strategy,
Strategic Management and HRM.
Unit 2 : The Concept of Strategic HRM: Meaning of SHRM’ Aims of SHRM, Models of SHRM, SHRM
and HR Strategies, Strategic Fit.
Unit 3 : The Process of Strategic HRM: Resource-based HR Strategy, Approaches to the
development of HR Strategies.
Unit 4 : Formulation and Implementation of SHRM: Models for developing HR Strategies,
Implementing HR Strategies, Content of HR Strategies, Achieving Integration.
Unit 5 : The Strategic Role of HR Function: Strategic Contribution of HRM for Organizational
Success, HR Specialists as Strategic Partners, HR as Business Partner, HR Competencies,
Strategic Role of HR Director.
Unit 6 : Implication of SHRM in Enterprises: Strategic HRM for Organizational Development,
Strategic HRM for Organization Culture Management, Strategic HRM for developing
Employee Relationships.
Unit 7 : Functional Strategies in SHRM: Employee Resourcing Strategy, Strategies for Managing
Performance, Strategic HRD, Reward Strategy.
Unit 8 : Case Studies and Application.

Suggested Readings :
1. M. Armstrong: Handbook of Strategic Human Resource Management; Crest Publishing House,
2003 (first edition)
2. Mrinalini Pandey: Strategic Human Resource Development; Vrinda Publications, 2009 (First
Edition)
3. Shaun Tyson ed.: Strategic Prospects for HRM; Jaico Books,2003 (Second Edition)
4. Tanuja Agarwala: Strategic Human Resource Management; Oxford University Press, 2007 (First
Edition)
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Total Marks : 100 Paper Code: MBR4033T
OPTIONAL PAPER [HUMAN RESOURCE]_________________________________________________
HUMAN RESOURCE ANALYTICS

Unit 1 : Management Concepts and CBIS: Introduction to Computer Based Information Systems;
HRIS Life Cycle; Pre implementation stage of HRIS: HRIS Planning; HRIS Cost-benefit
Analysis; Getting Management Support for HRIS; Limitations of Computerisation of HRIS;
Implementation of HRIS: Tools in HRIS Development.
Unit 2 : HRIS at present: Human Resources Information Systems in large and small organizations;
Emerging Trends in HRIS: Networking, Internet, Intranet & Technology Implications.
Unit 3 : Workforce Analytics: definition, evolution, function of Workforce analytics, Use of HR
metrics to measure results in HR - Process vs Outcome; Challenges in measuring human
capital, HR Business Framework, Concept of Balanced Score Card.
Unit 4 : Importance of HR Analytics: Role and Responsibilities of HR Analytics, Framework of
contemporary HR Analytics,- Predictive tools and Applications in solving problems using
HR analytics. HR analytics linkage & measuring impact on business outcomes.
Unit 5 : Recruitment Metrics: Fill-up ratio, Time to hire, Cost per hire, Early turnover, Termination
during probation, Channel efficiency mix in terms of Direct hires, Employee referral hires,
Agency hires & Lateral hires, Offer reject and renege, Fulfilment ratio, Quality of hire,
Recruitment to HR cost.
Unit 6 : Talent & Diversity Metrics: Retention index, Voluntary and involuntary turnover,
Turnover by department, grades, performance, and service tenure, Internal hired index.
People Deployment Metrics: Employees per manager, Employee service profiling,
Workforce age profiling, Workforce service profiling, Churn index, Separation clearance
time; Diversity Metrics: Workforce diversity index, Gender mix, Differently abled index,
Implementation challenges.
Unit 7 : Learning & Development Metrics: Training need identification, Make or Buy Model,
Training effectiveness evaluation, Percentage of employee trained, Internally and externally
trained, Training hours and cost per employee, ROI calculation.
Unit 8 : Internal Mobility Metrics: Career Progression Indices - Promotion index, Rotation index,
Career path index, Level wise succession readiness index.
Unit 9 : HR Cost Metrics: Revenue per employee, Operating cost per employee, PBT per employee,
HR cost per employee, HR to operating cost, Compensation to HR cost, HR budget variance,
HR ROI.
Unit 10 : Strategy Formulation: Business Intelligence in HR; Redefining HR Policies and Practices,
understanding future of work and workplace, HR Predictive Analytics: Use of HR analytics
in workforce planning: talent acquisition, talent development, talent compensation, talent
engagement and retention.

Suggested Readings :
1. Winning on HR analytics: Leveraging data for competitive advantage, Ramesh Soundararajan
and Kuldeep Singh, Sage Publication
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2. HR Analytics: Understanding Theories and Applications , Dipak Kumar Bhattacharyya
3. The Practical Guide to HR Analytics: Using Data to Inform, Transform, and Empower HR
Decisions Paperback, Shonna D. Waters , Valerie N. Streets , Lindsay Mcfarlane , Rachael
Johnson-murray
4. Human Capital Analytics: How to Harness the Potential of Your Organization's Greatest Asset,
Boyce Byerly, Gene Pease, and Jac Fitz-enz
5. Doing HR Analytics: A Practitioner's Handbook with R Examples, Lyndon, Mr. Sundmar,
Createspace Independent Pub
6. The Power of People: Learn How Successful Organizations Use Workforce Analytics to Improve
Business Performance, Guenole Nigel, Ferrar Jonathan, Feinzig Sheri, Pearson Publication

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Total Marks : 100 Paper Code: MBR4043T

OPTIONAL PAPER [HUMAN RESOURCE]_________________________________________________
INTERNATIONAL HUMAN RESOURCE MANAGEMENT AND DIVERSITY
MANAGEMENT

Unit 1 : International Business and HRM: Concept of IHRM, Difference between IHRM and
Domestic HRM, Strategic Role of International HR Department, Issues in IHRM.
Unit 2 : Recruitment and Selection by Multinationals: Human Resource Planning and
Information System, Recruitment and Selection of Expatriates, Attracting International
Managers, Success Factors of Expatriates, Adaptability to Culture Change, Human Resource
Outsourcing.
Unit 3 : Performance Management in International Organizations: Performance Management
of Expatriates, Performance Feedback, Cultural Implications of the Feedback Process.
Unit 4 : International Compensation Management: Factors influencing Compensation
Programmes, Constitution of Total Compensation Package, Paying Expatriates, Cultural
Impact and Compensation Policy.
Unit 5 : Repatriation of Expatriates: Developing a Framework for Global HR Managers, Talent
Management, Knowledge Management, Meaning of Repatriation, The Repatriation Process,
Predictors of Repatriation Maladjustment.
Unit 6 : Cross Cultural Theories and Implications in International Business: Hofstede’s Culture
and Workplace, Integrating Cultural Dimensions, Kluckhohn-Strodthbeck Approach, Hall’s
Theory of Culture, Lorange’s Cross Cultural Research approach, Values in Cross Cultures.
Unit 7 : Diversity Management in International Business: Concept of Diversity, Approaches to
Managing Diversity, Process of Managing Diversity, Corporate Practices.
Unit 8 : Conducting Cross Cultural Negotiations: Meaning, Parameters of Negotiation, Planning
for Negotiation, Guidelines for Successful Negotiation, Cultural Influence on International
Negotiations, Negotiating in Different Cultural Zones of the World.
Unit 9 : Managing International Projects and Teams – An HRM Approach: Challenges in
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 Managing International Projects, Elements of a Dynamic International Team, International
Team Leadership, Evaluation of Cultural Patterns in International Joint Ventures.
Unit 10 : Case Studies and Discussion

Suggested Readings :
1. S. C. Gupta: International Human Resource Management - Texts and Cases; Macmillan
Publishers, 2008 (Reprint Second Edition)
2. K. Aswathappa and Sadhna Dash: International Human Resource Management - Texts and Cases;
Tata McGrwa-Hill Education, 2013 (Second Edition)
3. Monir H. Tayeb: : International Human Resource Management – A Multinational Company
Perspective; Oxford University Press, 2005 (First Edition)

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Total Marks : 100 Paper Code: MBR4053T

OPTIONAL PAPER [HUMAN RESOURCE]_________________________________________________
HUMAN RESOURCE ACCOUNTING & AUDIT

Unit 1 : Meaning & Definition of HRA – Importance - Development of the Concept – History of
Score Card - HRA for Managers & HR Professionals - Investment in Human Resources –
Quality of Work Force and Organizations’ Performance - Efficient use of Human Resources
– Modern Market Investment Theory ; Advantages and disadvantages of HRA.
Unit 2 : Human Resource Planning – Human Capital Investment – Expenditure Vs Productivity –
Training – Human Capital & Productivity - Human Resource Accounting – Measurement of
Human Value – Objectives of Human Resources Accounting – Approaches to Human
Resource Accounting; Human Resource Valuation Models.
Unit 3 : Investment Approach – Investment in Human Resources - HR Value – Concepts, Methods
& Mechanisms - Recruiting and Training Costs – Depreciation –Rates of Return –
Organization Behavior Vs Turnover – Non Value Adds in the Management of Human
Resources, Measures and Prevention - Organization Climate Approach – Improvement
Determination of Changes in Human Resource Variables – Increased Costs, Cost Reduction
and Future Performance.
Unit 4 : HR Accounting – Design, Preparation & Implementation - Responsibility Accounting and
Management Control - Structure and Process - Design of HR Accounting Process &
Procedures for each of the HR Sub-system including Recruitment, induction, Performance
Appraisal and Training - Classification of Costs in HR Accounting – Behavioral Aspects of
Management Control – Social Control.
Unit 5 : HR Audit - Audit & Accounting, Scope of Audit, Approaches (Comparative, Compliance,
Statistical, MBO approach), Audit Process, Methodology (interview, workshop,
questionnaires, Observations, Analysis or records), Challenges in HR Audit, Use of Audit
Findings & Action Plan, Benefits of HR Audit.

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Unit 6 : Balanced Scorecard - Need for a Scorecard, Building a Balanced Scorecard, Balance
Scorecard ± Strategic Initiative.

Suggested Readings :
1. Eric G. Flamholtz´ Springer: Human Resource Accounting: Advances in Concepts, Methods and
Applications
2. Jac Fitz-enz, et. Al: How to Measure Human Resource Management, Mc Graw Hill
3. Rakesh Chandra Katiyar: Accounting for Human Resource, UK Publishing House
4. M. Saeed, D. K. Kulsheshtha: Human Resource Accounting, Anmol Publications
5. D. Prabakara Rao: Human Resource Accounting; Inter India Publications

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Total Marks : 100 Paper Code: MBR4063T

OPTIONAL PAPER [HUMAN RESOURCE]_________________________________________________
CARRIER PLANNING AND TALENT MANAGEMENT

Unit 1 : Talent Management: An Overview: Concept & Meaning; War for Talent; Process of Talent
Management; Employer Brand Image.
Unit 2 : Capacity Building & Performance Management: Identifying skills; Capability & Capacity
Planning; Cost-Benefit Analysis of Talent Inventory; Building High-Performance Work
Systems.
Unit 3 : Reward Strategy: Developing Core Competencies; Career Planning; Linking Competencies
to Performance and Pay; Succession Planning.
Unit 4 : Motivation & Leadership: Intrinsic Rewards; Managing Demotivated Employees; Leaders
of Tomorrow.
Unit 5 : Communication Strategy: Communication Techniques; Communication & Productivity;
Role of Technology in Talent Management.
Unit 6 : Employee Engagement: Creating Engaged Employees; Job Redesigning; Developing
Potentials; Building a Climate of Trust; Coach for Success; Preventing Employee Burnout.
Unit 7 : Globalisation & Diversity Management: Emerging trends; Entrepreneurial Leaders;
Diversity & Inclusion.

Suggested Readings :
1. The Talent Management Handbook: Creating Organizational Excellence by Identifying,
Developing and Promoting Your Best People by Lance Berger and Dorothy Berger, McGraw-Hill.
2. Reinventing Talent Management: How to Maximize Performance in the New Marketplace, by
William A. Schiemann. John Wiley & Sons.

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