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MBA Syllabus Updated

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External Marks: 80

Internal Marks: 20
Time: 3 hrs.
MANAGEMENT CONCEPTS AND APPLICATIONS
PAPER CODE: 22MBA101C
Course Objectives

The objective of the course is to help students develop an understanding of the basic management concepts

UNIT-I
Introduction: concept, nature, functions and levels of management; management as a profession, managerial skills,
managerial competencies – communication, team work, planning and administrative, strategic and global
competencies; evolution of management thoughts – traditional, behavioral, system, contingency and quality
viewpoints

UNIT-II
Concept of planning, Significance of planning, types of planning, Process of planning, Barriers to effective
planning. MBO, Management by Exception. Decision Making: Strategies of decision making, Steps in rational
decision making process, Factors influencing decision making process Organizing: Defining organising, Principles
of organising, Process of organising, Types of organizational structure, Span of control, Centralization vs.
Decentralization of authority. Informal organization.

UNIT-III
Staffing, Directing and Motivation Staffing: Concept, Objective of staffing, System approach to staffing,
Directing: Concept, Techniques of directing and supervision, Types of supervision, Motivation: Concept, Forms
of employee motivation, Need for motivation. Theories of motivation.
Leading: leadership styles, personal characteristics of effective leaders, leadership for learning organizations.

UNIT-IV
Management control, managerial ethics and social responsibility: management control – concept, importance,
types and process, effective control system; managerial ethics, factors affecting ethical choices; ethical dilemma;
social responsibility; evaluating corporate social performance; managing company ethics and social responsibility.

SUGGESTED READINGS:
1. Durai, P. (2015). Principles of Management, Text and Cases. New Delhi: Pearson Education.
2.Robbins, S.P. and Decenzo, D.A. Fundamentals of Management, Pearson Education Asia, New Delhi
2. Hellreigel, Management, Thomson Learning, Bombay
3. Koontz, H and Wechrich, H; Management, Tata McGraw Hill
4. Stoner, J et. al, Management, New Delhi, PHI, New Delhi
5. Robbins & Coulter, Management, PHI, New Delhi
6. Satya Raju, Management – Text & Cases, PHI, New Delhi
7. Richard L. Daft, Management, Thomson South-Western

Note:
1. Instructions for External Examiner: The question paper shall be divided in two sections. Section ‘A’ shall comprise of five short
answer type questions from whole of the syllabus carrying two marks each, which shall be compulsory.
2. Section ‘B’ shall comprise of 7 questions (2 questions from each unit). The students will be required to attempt four questions
selecting one question from each unit.
3. All questions will carry equal marks.
External Marks: 80
Internal Marks: 20
Time: 3 hrs.
MANAGERIAL ECONOMICS
PAPER CODE: 22MBA102C
Course Objectives

The objective of this course is to acquaint the students with concepts and techniques used in the field of
economics and to enable them to apply this knowledge in business decision-making. Emphasis is given to
changes in the nature of business firms in the context of globalization.

UNIT-I
Nature and scope of managerial economics; role of managerial economics in decision making; decision making
under risk and uncertainty; nature of marginal analysis; Law of demand; demand elasticity; demand estimation
and forecasting; relationship between price elasticity and marginal revenue; alternative objectives of business
firms; cardinal utility theory; indifference curve technique and the theory of consumer choice

UNIT-II
Law of variable proportions; laws of return; optimal input combination; output-cost relations; engineering cost
curves; technological change and production decisions; revenue curves of a firm; price-output decisions under
alternative market structures; shut-down points; Baumol’s sales maximization model; advertising and price output
decisions.

UNIT-III
Product differentiation; price-output decision in multi-plant and multi-product firms; general pricing strategies;
special pricing techniques – limit pricing, peak load pricing and transfer pricing; dumping analysis; pricing of
public utilities.

UNIT-IV
Risk analysis; investment and capital replacement decisions; locational choice of a firm; measures of national
income; business cycles; operative aspects of macroeconomic policies; inflation analysis; tariff analysis.

SUGGESTED READINGS:
1. Hirschey , Mark, Managerial Economics, Thomson Learning, Bangalore
2. Baye M.(2013), “Managerial Economics and Business Strategy”, Tata Mc GrawHill.
3. Keat, Paul B., and Philip K.Y. Young, Managerial Economics – Economic Tools for Today’s Decision Makers,
Pearson Education, Delhi
4. Salvatore, Dominick, Managerial Economics in a Global Economy, Thomson Learning, Hyderabad
5. Trivedi M.L.,“Managerial Economics Theory and Application”, TataMcGrawHill.
6. Dwivedi, D. N., Managerial Economics, Vikas Publication.

Note:
1. Instructions for External Examiner: The question paper shall be divided in two sections. Section ‘A’ shall comprise of eight short
answer type questions from whole of the syllabus carrying two marks each, which shall be compulsory.
2. Section ‘B’ shall comprise of 8 questions (2 questions from each unit). The students will be required to attempt four questions
selecting one question from each unit.
3. All questions will carry equal marks.
External Marks: 80
Internal Marks: 20
Time: 3 hrs.
ORGANISATIONAL BEHAVIOUR
PAPER CODE: 22MBA103C
Course Objectives

The objective of this course is to make the students understand the concept of organizational behavior and
strengthening the foundations of individual behaviour with an understanding of human personality, perception,
learning and emotions.

UNIT-I
Definition and characteristics of organizational behaviour, Contributing disciplines to the OB field; Significance
of OB; Nature and scope of OB; Challenges and opportunities for OB. Organizational behaviour models:
contemporary challenges -workforce diversity, cross-cultural dynamics, changing nature of managerial work,
ethical issues at work, emotional intelligence in organisations.

Unit -II
Individual behaviour and processes: individual differences – values and attitudes; Perception- concept, process and
applications; Personality- concept, determinants, Personality traits: The Big Five model, Major personality
attributes influencing OB; Theories of personality. Learning: Concept, theories of learning, principles of learning;
stress management

Unit -III
Group Dynamics, Types of groups, Stages of group development, Group cohesiveness, Group decision making.
Conflicts- Classification of conflict: Intra-individual, Inter-personal, Intergroup, Conflict process; Conflict
management; Leadership theories and styles

Unit -IV
Orgaanizational culture: Concept, characteristics, elements of culture, creating and sustaining organizational
culture Organizational change: Concept, nature, forces for change, resistance to change, managing resistance to
change, Kurt Lewin theory of change; Organisational Power and Politics

SUGGESTED READINGS:
1. Aswathappa, K. (2016). Organizational Behaviour. New Delhi: Himalaya Publishing House.
2. Nelson, Debra L and James C Quick, Organisational Behaviour, Thomson Learning
3. Pareek, Udai, Understanding Organisational Behaviour, Oxford University Press, New Delhi
4. Robbins, S.P., Organisational Behaviour , Prentice Hall of India, New Delhi
5. McSchane, Organisation Behaviour, TMH, New Delhi
6. Luthans, Fred, Organisational Behaviour, McGraw Hill, New York
7. New Storm and Keith Davis, Organisation Behaviour , TMH, New Delhi

Note:
1. Instructions for External Examiner: The question paper shall be divided in two sections. Section ‘A’ shall comprise of eight short
answer type questions from whole of the syllabus carrying two marks each, which shall be compulsory.
2. Section ‘B’ shall comprise of 8 questions (2 questions from each unit). The students will be required to attempt four questions
selecting one question from each unit.
3. All questions will carry equal marks.
External Marks: 80
Internal Marks: 20
Time: 3 hrs.
BUSINESS STATISTICS AND ANALYSIS
PAPER CODE: 22MBA104C
Course Objectives

The objective of this paper is to develop ability to use statistical methods, take managerial decision and applying
the Concept of Business Analytics.

UNIT-I
Construction of frequency distributions and their analysis in the form of measures of central tendency and
variations; types of measures, their relative merits, limitations and characteristics; skewness: meaning and
coefficient of skewness.

UNIT-II
Correlation analysis - meaning & types of correlation, Karl Pearson’s coefficient of correlation and spearman’s
rank correlation; regression analysis -meaning and two lines of regression; relationship between correlation and
regression coefficients. Time series analysis - measurement of trend and seasonal variations; time series and
forecasting.

Unit-III
Probability: basic concepts and approaches, addition, multiplication and Bayes’ theorem. Probability distributions
- meaning, types and applications, Binomial, Poisson and Normal distributions.

Unit-IV
Tests of significance; Hypothesis testing; Large samples, Small samples: Chi-square test, Analysis of variance.

SUGGESTED READINGS:
1. Levin & Rubin, Statistics for Business , Prentice Hall of India, N.Delhi.
2. Gupta S.P. & Gupta M.P. Business Statistics , Sultan Chand & Sons, Delhi.
3. Anderson, Quantitative Methods in Business , Thomson Learning, Bombay.
4. Anderson, Statistics for Business & Economics , Thomson Learning, Bombay.
5. Chandan, J.S. An Introduction to Statistical Methods , Vikas Publishing House, New Delhi.
6. Bhardwaj, R.S, Business Statistics , Excel Books, 2000
7. Kothari C.R., Quantitative Techniques, Vikas Publishing House, New Delhi
8. Hooda.R.P., Statistics for Business & Economics, McMillan India Ltd.

Note:
1. Instructions for External Examiner: The question paper shall be divided in two sections. Section ‘A’ shall comprise of eight short
answer type questions from whole of the syllabus carrying two marks each, which shall be compulsory.
2. Section ‘B’ shall comprise of 8 questions (2 questions from each unit). The students will be required to attempt four questions
selecting one question from each unit.
3. All questions will carry equal marks.
External Marks: 80
Internal Marks: 20
Time: 3 hrs.
ACCOUNTING FOR MANAGERS
PAPER CODE: 22MBA105C
Course Objectives

The objective of this paper is to describe various accounting concepts, principles, techniques associated with
decision making.

UNIT-I
Financial Accounting-concept, importance and scope, accounting principles, journal, ledger, trial balance,
depreciation (straight line and diminishing balance methods), and preparation of final accounts with adjustments.

UNIT-II
Analysis and interpretation of financial statements – meaning, importance and techniques, ratio analysis; fund
flow analysis; cash flow analysis (AS-3)

UNIT-III
Cost accounting-meaning, importance, methods, techniques; classification of costs and cost sheet; inventory
valuation; an elementary knowledge of activity based costing

UNIT-IV
Management accounting- concept, need, importance and scope; Budgetary control- meaning, need, objectives,
essentials of budgeting, different types of budgets; standard costing and variance analysis (materials, labour);
marginal costing and its application in managerial decision making.

SUGGESTED READINGS:
1.Singhal, A.K. and Ghosh Roy, H.J., Accounting for Managers, JBC Publishers and Distributors, New Delhi
2. Pandey, I.M., Management Accounting, Vikas Publishing House, New Delhi
3. Horngren, Sundem and Stratton, Introduction to Management Accounting, Pearson Education, New. Delhi.
4. Jain, S.P and Narang, K.L., Advanced Cost Accounting , Kalyani Publishers, Ludhiana.
5. Khan, M.Y. and Jain, P.K., Management Accounting, TMH, New Delhi.
6. Bhattacharya, S.K. & Dearden, J., Accounting for Management: Text and Cases, Vikas Publishing House
7. Maheshwari, S.N., Advanced Accounting, Vikas Publishing House.

Note:
1. Instructions for External Examiner: The question paper shall be divided in two sections. Section ‘A’ shall comprise of eight short
answer type questions from whole of the syllabus carrying two marks each, which shall be compulsory.
2. Section ‘B’ shall comprise of 8 questions (2 questions from each unit). The students will be required to attempt four questions
selecting one question from each unit.
3. All questions will carry equal marks.
External Marks: 50
Practical Marks: 50
Time: 2 hrs.
COMPUTER APPLICATIONS IN MANAGEMENT
PAPER CODE: 22MBA106C
Course Objectives
The objective of this paper is to make the students understand computer hardware, software and computer
applications, computer network, internet and office automation tools in business.

UNIT-I
Introduction to Computers: Characteristics, capabilities, limitations and applications of computers; types of
computers; computer hardware, software; block diagram of computer and overview of working; types of computer
language; generation of computer languages; functions and types of operating system.

UNIT-II
Basics of MS-Office: MS-Word – working with text, tables, checking spelling and grammar, printing a document,
mail merge; MS-Excel – working with worksheet, formulas and functions, inserting charts; MS-PowerPoint –
working with different views and designing presentation.

UNIT-III
Internet: Internetworking, Concepts, Internet Protocol Addresses, WWW Pages & Browsing, Security, Internet
Applications, Analog and Digital Signals, Bandwidth, Network Topology, Packet Transmission, Long Distance
communication, E-mail.

UNIT-IV
Introduction to Database: Concept, Characteristics, Objectives, Advantages and limitations, entity, attribute,
schema, subschema.
Lab: Operating Systems Commands, Internet Surfing, MS Office, MS Word, MS Excel, MS Power point

SUGGESTED READINGS:
1. Leon & Leon, Introduction to Computers, Vikas Publishing House, New Delhi.
2. June Jamrich Parsons, Computer Concepts 7th Edition, Thomson Learning, Bombay.
3. Comer 4e, Computer networks and Internet, Pearson Education
4. White, Data Communications & Computer Network, Thomson Learning, Bombay.
Note:
1. Instructions for External Examiner: The question paper shall be divided in two sections. Section ‘A’ shall comprise of eight short
answer type questions from whole of the syllabus carrying two marks each, which shall be compulsory.
2. Section ‘B’ shall comprise of 8 questions (2 questions from each unit). The students will be required to attempt four questions
selecting one question from each unit.
3. All questions will carry equal marks.
External Marks: 80
Internal Marks: 20
Time: 3 hrs.
BUSINESS ENVIRONMENT
PAPER CODE: 22MBA107C
Course Objectives
The objective of this paper is to define and trace all the indicators of micro and macro environment affecting
business organizations. Identify and illustrate the impact, challenges and opportunities of all environmental
indicators on business organizations

UNIT-I
Concept and Nature of business environment, Need to study business environment, Elements of Business
Environment, Significance of business environment, Environmental analysis and forecasting, Techniques of
environmental analysis, Government-Business Interface, Changing Dimensions of Indian Business

UNIT –II
Business - Economic System Interface, Industrial Development under different Plan Periods, New Industrial
Policy of India, Public Sector Policy- Disinvestment Policy and EXIM Policy of India, Industrial Policy for North-
East India; SEBI Act, Monetary and Fiscal Policy.

UNIT –III
Legislations for Social Responsibilities- Consumer Protection Act, 1986 and its Amendments, Competition Act,
2002 and its Amendments and Environmental Protection Act, 1986; Foreign Exchange Management Act,1999
(FEMA) and their influences on the Business Environment. GST

UNIT-IV
Globalization Business Environment; Opportunities and challenges for MNCs in India; Foreign investment in
India; Indian Foreign Trade and its Impact on Balance of Payment, Exchange rate Movements and India’s
Competitiveness in the world economy; World Trade Trends and Economic Integration. Contemporary Issues:
Climate change, Food security, Geopolitics Sustainable Development and De-Globalization.

SUGGESTED READINGS:
1. Awasthappa, K. (2014). Essentials of Business environment. New Delhi: Himalaya Publishing House.
2. Cherunilam, F. (2014). Business Environment: Text and Cases. New Delhi: Himalaya Publishing House.
3. Ahluwalia, I.J. and IMD Little, India’s Economic Reform and Development, Oxford University Press,
Delhi
4. Datt, R., Second Generation Economic Reforms in India, Deep and Deep, New Delhi
5. Bedi S.K., Business Environment, Excel Books.
6. Misra, S.K. & Puri, V.K., Indian Economy, Himalya Publishing House.
7. Economic Survey, Govt. of India.

Note:
1. Instructions for External Examiner: The question paper shall be divided in two sections. Section ‘A’ shall comprise of eight short
answer type questions from whole of the syllabus carrying two marks each, which shall be compulsory.
2. Section ‘B’ shall comprise of 8 questions (2 questions from each unit). The students will be required to attempt four questions
selecting one question from each unit.
3. All questions will carry equal marks.
External Marks: 80
Internal Marks: 20
Time: 3 hrs.
FINANCIAL MANAGEMENT
PAPER CODE: 22MBA201C
Course Objectives

The purpose of this course is to acquaint the students with the broad framework of financial decision-making in
business.

UNIT I:
Introduction Concept, scope, objective and significance of financial Management, Profit maximization vs. Wealth
maximization, Functions of Finance Manager in Modern Age, Key Financial decision areas, Time Value of
Money, Risk and Return Analysis.

UNIT II:
Investment and Financing Decision Investment Decision: Concept, Process & Techniques of Capital Budgeting
and its applications; Risk and Uncertainty in Capital Budgeting. Financing Decision: Long-term, Medium Term
and Short term sources of finance, Potentiality of equity shares, Preference shares, Debentures and bonds as
sources of long- term finance

UNIT III:
Capital Structure and Cost of Capital Capital Structure: Concept and Planning, Capital Structure Theories: NI,
NOI, Traditional and Modigliani Miller Approach; EBIT-EPS Analysis & Indifference Points, Cost of Capital:
Cost of equity, Preference shares, Debentures and retained earnings, Weighted average cost of capital and
implications. Leverage Analysis: Financial, Operating and combined leverage along with implications

UNIT IV:
Dividend Decision and Working Capital Management Dividend Decision: Concept of retained earnings and
plough back of profits, Relevance and Irrelevance Theories of dividend decision: Walter's Model, Gordon's Model
and Modigliani Miller Model; Factors affecting dividend decision. Working capital: Overview of Working Capital
Decision: Concept, Components, Factors affecting working capital requirement, Working Capital Management:
Management of cash, Inventory and receivables; Introduction to Working Capital Financing

SUGGESTED READINGS:
1. Pandy, I.M., Financial Management, Vikas Publishing House, New Delhi
2. Khan M.Y, and Jain P.K., Financial Management, Tata McGraw Hill, New Delhi
3. Keown, Arthur J., Martin, John D., Petty, J. William and Scott, David F, Financial Management, Pearson
Education
4. Chandra, Prasanna, Financial Management, TMH, New Delhi
5. Van Horne, James C., Financial Management and Policy, Prentice Hall of India
6. Brigham & Houston, Fundamentals of Financial Management, Thomson Learning, Bombay.
7. Kishore, R., Financial Management, Taxman’s Publishing House, New Delhi

The purpose of this course is to develop an understanding of the underlying concepts, strategies and issues
involved in the marketing of products and services.

UNIT-I
Introduction and scope of Marketing, Elements of marketing; Approaches to marketing, concept of customer
value,Concept of marketing management, Marketing Mix concept, classification of goods and services; goods-
service continuum. Emerging fields of marketing- Green marketing, Digital marketing, Viral marketing, Neuro
marketing; Marketing Myopia

UNIT -II

Marketing Environment: Analyzing needs and trends Macro Environment; Micro Environment – Industry &
Competition; market Segmentations; Market targeting - Introduction, Procedure, Product positioning -
Introduction, Objectives, Usefulness, Differentiating the product, Product positioning strategy, Consumer
behaviour - Introduction, Importance & process

UNIT -III
Product and Pricing Decisions: New product development-Concept and necessity for development, New product
planning and Development process, Product-mix, Branding and Packaging decisions, Product life cycle - Stages
and strategies for different stages of PLC; Pricing strategies; Distribution and Promotion Decisions: Direct
Marketing, Impact of technology & Internet on distribution

UNIT -IV
Promotional Mix: Advertising, Sales promotion, Personal selling, Publicity and Public relations. Marketing
Organization and Control: Concept, Types - Functional organization, Product Focused organization, Geographic
Organization, Customer Based Organization, Matrix organization; Rural marketing, Matrix marketing, B2C, B2B
and C2C, Direct marketing through internet, International marketing; Need of marketing control and audit.

SUGGESTED READINGS:
1. Kotler Philip and Keller; Marketing Management; PHI, New Delhi
2. Kotler, Philip, Kevin Keller, A. Koshy and M. Jha, Marketing Management in South Asian Perspective,
Pearson Education, New Delhi
3. Kerin, Hartley, Berkowtz and Rudelius, Marketing, TMH, New Delhi
4. Ramaswamy, V.S. & Namakumari, S. (2007). Marketing Management: Planning, Implementation and Control.
New Delhi: Macmillan India Ltd.
5. Kurtz, D.L. and Boone, L.E. (2007). Principles of Marketing. New Delhi: Thomson publishers.
6. Saxena, R. , “Marketing Management”, 4thEdition, TataMcGrawHill

Course Objectives

The objective of this paper is to understand the importance of managing human resources professionally, in view
of the constantly changing aspirations of individuals, the business context, and organizational dynamics

UNIT-I:

Introduction: Role, responsibilities and competencies of HR professionals; Factors influencing Human Resource
Management; Strategic Human Resource Management. Manpower planning: Objectives, Importance & Problems
of HR Planning Job analysis, Determining Human Resource Requirements; Techniques of Job Analysis, Job
Description & Job evaluation Competency mapping

UNIT-II

Talent acquisition: recruitment and selection strategies, career planning and management, succession planning,
socialization and induction of new employees; training and development, training need assessment, designing and
administering training programme; executive development programme, evaluation of T & D programme

UNIT-III

Appraising performance: developing and instituting performance appraisal system, assessment and development
centres, potential appraisal; rewarding performance: linking rewards to organizational objectives, determine
compensation structure, pay for performance and incentive plans, ESOP, executive compensation, designing and
administering benefits and services

UNIT-IV

Concept and Approaches to Industrial Relations; counseling, collective bargaining, Quality of work life; Safety
and Health, Employee Welfare, Employee Assistance Programs, Separation, Attrition, Human Resource Auditing,
Human Resource Accounting, International Human Resources Management.

SUGGESTED READINGS:
1. Dessler, G. (2015). Human Resource Management. New Delhi: Pearson Education.
2. Rao, V.S.P. (2014). Human Resource Management. New Delhi: Excel Books.
3. Aswathappa, K. (2010). Human Resource Management- Text &Cases. New Delhi: Tata McGraw-Hill.
4. Ivanceivich, John M., Human Resource Management , Tata McGraw Hill, New Delhi
5. Gomez. Megia, Luis, David Balkin, and Roberty Cardy, Managing Human Resources, Pearson Education
6. Dessler, Gary, Human Resource Management, Pearson Education

The Course is designed to acquaint the students with decision making in planning, scheduling and control of
production operations in both manufacturing and service organizations.
.

UNIT -I
Introduction to operations Management; Factors affecting operation management, Decision making in operation
Management; Operation strategies; Demand Forecasting, Qualitative & Quantitative Forecasting methods;
Designing of processes and types of Process.

UNIT-II
Facility Capacity ; Capacity Strategies; evaluation of capacity alternatives; analyzing capacity planning decisions;
facility location; Factors, types and location planning methods, facility layout; Operation facility Layout; types
and layout decision models, Material Handling and packaging and Managing Quality, JIT and Lean production in
operations management.

UNIT-III
Introduction to supply chain management; global optimization; future trends in supply chain management;
Logistics; logistical operation in supply chain management, Supply chain synchronization, model and data
validation, Logistic renaissance and logistics strategy & Decision Models, network integration, managing
operation across the supply chain.

UNIT-IV
Procurement Process and sourcing decision; procurement process perspective, strategies & trends in procurement,
The sourcing decision and strategies, E- Procurement, risk and benefits of outsourcing. Inventory, Role and
importance of inventory in supply chain Management. Customer value and supply chain Management,
performance measure measurement along supply chain, Social issues & Relationship development in S.C.M.

SUGGESTED READINGS:
1. Bozarth, Cecil C. & Handfield, Robert B.; Introduction to Operations and Supply Chain Management; Pearson
Education; New Delhi
2. Wisner, Joel D., Leong, G. Keong & Tan, Keah-Choon; Principles of Supply Chain Management – A balanced
approach; Thomson Learning; New Delhi
3. Gaither, Norman & Frazier, Greg; Operations Management; Thomson Learning; New Delhi
4. Mahadevan, B.; Operations Management – Theory and Practice; Pearson Education; New Delhi

This course is designed to introduce the students to the fundamentals of research methods and to equip them to
follow scientific methods in solving business problems.

UNIT-I
Business research; Definition, Importance, types of research, Process of research, Formulation of the research
problem, development of the research hypotheses, Types of Hypotheses.

UNIT-II
Research design – concept and types – exploratory, descriptive, diagnostic and experimental; sampling design;
techniques, factors influencing sample size, measurement – concept, measurement scales – types and construction
of scales and reliability and validity aspects in measurement.

UNIT-III
Methods of data collection – questionnaire/schedule; questionnaire designing, interview and observational
methods; data analysis and interpretation, editing, coding, content analysis and tabulation; hypothesis testing – an
overview of parametric and non-parametric tests (Analysis of Variance, X test, Wilcoxon Matched – pairs signed
– rank test, Mann – Whitney test, Kruskal – Wallis H-test)

UNIT-IV
Advanced analytical techniques: Analysis of Variance and Covariance, Discriminant and Logistic Analysis, Factor
analysis, Cluster Analysis, Multidimensional scaling and Conjoint Analysis; Bibliography and references

SUGGESTED READINGS:
1. Zikmund, Millian G., Business Research Methods , Thomson Learning , Bombay
2. Cooper, Donald R- and Pamels Schindler, Business Research Methods , Tata McGraw Hills, New Delhi
3. Geode, Millian J. & Paul K. Hatl, Methods in Research, McGraw Hills, New Delhi
4. Sekran, Uma, Business Research Method, Miley Education, Singapore
5 Malhotra Naresh K, Marketing Research An Applied Orientation, Pearson Education, New Delhi
6. Kothari, C.R., Research Methodology

Course Objectives

The purpose of this paper is to describe the digital technologies and channels being leveraged by businesses and
applications of networks in information sharing and dissemination.

UNIT-I
Introduction to Internet: Definition of networks, concepts of web page, website and web searching
(browsing).Concepts of data transmission, half-duplex transmission, modems, client server computing,
Introduction to OSI,TCP/IP reference models, cryptography.

UNIT-II
Networked economy; Impact of computer networks on business, elements of networked economy, using IS
functions to deal with business risks; Hardware and Software and its types, sharing information and resources
through networks, LAN, MAN, WAN, and wireless networks,

UNIT-III
Privacy and ethical issues in networked economy; treats to privacy, protecting privacy, ethical issues in networked
economy, social and economic issues in networked economy, health issues in networked economy, future of the
networked economy.

UNIT-IV
HTML: Build a simple HTML document, tables, frames, links, adding multimedia documents, home page.
Applications of networks in information sharing and dissemination: applications in banking, e-governance, ticket
reservation etc.

Lab: Web Designing in HTML, Internet Surfing.

SUGGESTED READINGS:
1. McKeown, Information Technology and the Networked Economy, Thomson Learning
2. Forouzan , Data Communication & Networking , TMH, Delhi.
3. Miller, Data and Network Communication , Vikas Publishing House, New Delhi.
4. Tannenbaum, Computer Networks, PHI, Delhi.
5. Hagg, Baltzan & Philips, Business Driven Technology, TMH, N. Delhi.
6. Molly, Using HTML 4, PHI, Delhi.
7. Comer, E. Douglas, Computer Networks and Internet 4e, Pearson Education, Delhi.

UNIT-I
Operations Research: Decision making and quantitative techniques, methodology of OR, historical development
of OR; Linear programming, assumptions, advantages, scope and limitations, problem formulation and graphical
solution, simplex method infeasibility, unboundedness, Big M method, duality.

UNIT-II
Transportation and transshipment problems; NWCR, LCM, VAM, MODI, Special cases in transportation
problems: unbalanced problems, degeneracy, maximization objective and multiple optimal solutions; assignment
problems including traveling salesman’s problem. Special cases in assignment problems: unbalanced problems,
maximization objective and multiple optimal solutions.

UNIT-III
Network Analysis: Difference between PERT and CPM, network construction, calculating EST, EFT, LST, LFT
and floats, calculation of expected time, standard deviation and variance of activities, time -cost trade-off; decision
tree, Replacement theory, determination of optimal replacement period, time value of money.

UNIT-IV
Game theory, pure and mixed strategy games; principle of dominance; two person zero sum game; Queuing
theory: concept, assumptions and applications; analysis of queue system, Poisson distributed arrivals and
exponentially distributed service time models (MM1 and MMK); Simulation; meaning, process, advantages,
limitations and applications.

SUGGESTED READINGS:
1. Paneerselvam, Operations Research, Prentice Hall of India, N. Delhi.
2. Taha, Operations Research: An Introduction, Prentice Hall of India, N. Delhi.
3. Vohra, N.D.; Quantitative Techniques in Management; Tata McGraw Hill Publishing Company Ltd., New
Delhi.
5. Kapoor, V.K., Operations Research; Sultan Chand & Sons, New Delhi.
6. Sharma, J.K., Operations Research: Theory and Applications, Macmillan India Ltd, New Delhi.
7. Kalavathy, Operations Research, Vikas Publishing House, New Delhi.

Course Objective:
The course aims at imparting knowledge of formulation, implementation and evaluation of Business Strategies.

UNIT-I

Business policy - Nature, Objective and importance of business policy; An overview of strategic management;
Strategic decision making; Process of strategic decision making; Basic Model of Strategic Management;
Mintzberg’s 5Ps of Strategy, McKinsey 7-S Framework; Environmental Analysis; Environmental Scanning,
Industry Analysis, Competitive Analysis

UNIT-II

Strategy formulation: Company’s vision, mission and objectives; Strategic alternatives and choice; Types of
strategies; Business ethics and corporate strategy, Concept of value chain, core competency, resource base theory
and competitive advantage.

UNIT-III

Strategy implementation: aspects, structures, design and change; behavioral implementation – leadership, culture,
value and ethics; functional implementation: functional strategies, plans and policies;

UNIT-IV

Strategic evaluation and control – an overview of strategic evaluation and control, techniques of strategic
evaluation and control; Strategic Enablers: R&D Strategy, IT and strategy, Strategic Risk.

SUGGESTED READINGS:
1.Kazmi, Azhar, Business Policy and Strategic Management, Tata McGraw Hill Publishing Company Ltd., New
Delhi
2. David, Fred R. Strategic Management – Concept and Cases , Pearson Education, Delhi
3.Hitt, M.A., Ireland R.D. and Hos Kisson R.D., Strategic Management Competitiveness and
Globalisation;Thomson Asia Pvt. Ltd.
4.Pearce II J A and Robinson Jr., R.B., Strategic Management – Strategy Formulation and Implementation,AITBS
Publishers and Distributors, Delhi.
5. Trehan, M. (2012). Strategic Management. New Delhi: Wiley & Sons

Course Objectives

The objective of this paper is to understand the strategic role of information system

UNIT-I

Data and Information. MIS- need and concepts, factors influencing MIS and characteristics of MIS. Technology of
MIS. Structure of MIS. Decision Making and role of MIS. Data communication. Basic H/W required, Channel
features and concept of Distributed Data bases Decision Support System: Overview, components and
classification, steps in constructing a DSS, role in business, group decision support system

UNIT-II

Information system for strategic advantage, strategic role for information system, breaking business barriers,
business process reengineering, improving business qualities.

UNIT-III

Planning for MIS; System Development Methodologies; Conceptual and detailed designs of MIS. Information
system analysis and design, information SDLC, hardware and software acquisition, system testing, documentation
and its tools, conversion methods.

UNIT-IV

System implementation Strategies and process; System Evaluation and Maintenance. Applications – cross –
functional MIWS; ERP; CRM; SCM; Transaction Processing; Artificial Intelligence technologies in business:
neural network, fuzzy logic, virtual reality; Executive information system.

SUGGESTED READINGS:
1. Jawadekar, Management Information Systems , TMH, N Delhi.
2. Brien, James, Management Information System, Tata McGraw Hill, Delhi.
3. Stair, Principles of Management System, Thomson Learning, Bombay.
4. Mckeown, Information Technology and the Networked Economy, Thomson Learning, Bombay.
5. Brady, Cases in MIS , Thomson Learning, Bombay.
6. Murdick & Ross, Management Information System, PHI, Delhi.
7. Kanter, J., Management Information System, PHI, Delhi.

External Marks: 80
Internal Marks: 20
Time: 3 hrs.
BUSINESS LAWS
PAPER CODE: 22MBA303C

Course Objective:

The aim of the paper is to acquaint the students with the Business law and Company law in their future role as
managers.

UNIT-I

Indian Contract Act 1872: Meaning, Essentials of a valid contract, Classification of Contract, Offer and
Acceptance, Capacities of Parties, Consideration, Free Consent, Void Agreement and Contingent Contracts, Legal
Formalities, Performance of Contracts, Implied, Quasi or Constructive Contracts, Discharge of Contract,
Consequences of Breach of Contract, Contract of Bailment, Contract of Agency, Contracts of Indemnity and
Guarantee

UNIT-II

Sales of Goods Act 1920: Introduction and Formation of Contract of Sale, Goods and their classification, Price,
Conditions and Warranties, Doctrine of Caveat Emptor, Transfer of Property, Transfer of Title by Non-owner,
Performance of Contract of Sale, Unpaid Seller and his rights, Sale by Auction.

UNIT-III

The Companies Act, 2013; Meaning and Characteristics of a Company; Objects and Applications of Companies
Act, 2013; Landmark provisions of new Companies Act, 2013; Classification of companies, Concept of One
Person Company; Formation of a company, Memorandum and Articles of association, Prospectus, Allotment of
shares and share capital, Membership in companies

UNIT-IV
RTI Act 2005: Purpose of RTI Act, Right to Information and Obligations of Public Authorities, Exemption from
disclosure of information. Negotiable Instruments Act, 1881: Meaning and characteristics of negotiable
instrument, Types of negotiable instruments and their characteristics, Holder and Holder-in-due-course, Discharge
and Dishonour of negotiable instruments, Negotiation and Assignment.

SUGGESTED READINGS:
1. Gulshan, S.S. and Kapoor, G.K., Business Law including Company Law, New Age International Publication.
2. Macintyre, E., Business law, Pearson Education.
3. Tulsian, Business law, Tata McGraw Hill.
4. Majumdar A.K. and Kapoor G.K., Company Law and Practices, Taxmann Publication.
5. Kothari, V., Understanding Companies Act, 2013, Taxmann Publication.
6. Pathak, A., Contract Law in India, Oxford University Press.
7. Gogna, P.P.S., A Textbook of Company Law, S. Chand Publishing.
8. Nolakha, R.L., Company Law and Practice, Vikas Publishing House Private Limited.

Course Objectives
The objective of this paper is to make the students understand the role of communication in the organizational and
Global Context. Exposure and training of technical writing, responsibilities of a communicator, Ethical Issues and
Legal Issues

UNIT-I
Introduction: Conceptual Issues in communication, Nature, Importance and Role of Communication; Model of
Communication; The Communication Process; Barriers and Facilitators in Communication, Aspects of Verbal and
Written Communication, Principles of Effective Communication. 7 C’s of communication, role of communication
in business.

Unit-II
Formal Communication: Making effective presentations, Meeting, Interview, Listening Negotiating for Business:
Strategy &Tactics, Legal Aspects of Business Communication, Corporate Communication, Global Business
Etiquette &Cross Cultural communication

Unit-III
Business Writing: The importance of skillful writing, Deductive, Inductive & AIDA approach to writing business
letters writing for Inquiries, Claims, Invitations, Reservations and Orders, Refusal & Collection Letters. Sales
Letters; Inter-office Memos; Resume Writing &Recommendation, Essentials of good reports, classification of
reports, Report writing.

Unit-IV
Nonverbal communication: gestures, handshakes, gazes, smiles, hand movements, style of working, voice
modulations, body sport for interviews; business etiquettes: business dining, business manners of people of
different cultures, managing customer care

SUGGESTED READINGS:
1. Kaul, Asha, Business Communication, PHI, New Delhi
2. Lesikar, R. V., & Petit, J. D. “Business communication”. London (7th ed.). Oxford Publishing.
3. Chaturvedi, P.D., and Mukesh Chaturvedi, Business Communication, Pearson Education
4. Murphy, H. A., & Hildebrandt, W., “Effective Business Communications”. (7thed) New Delhi: McGrawHill.
5. Bisen, V. (2009). Business Communication. New Delhi: New Age International (P) Ltd., Publishers.
6. Khetrapal, V. (2006). Business Communication. New Delhi: Excel Books
7. Thill,J.,& Bovee,C.L.(2020).“Excellence in business communication” (13th ed.). Pearson

Course Objectives:

The objective of this course is to expose the students to the growth of entrepreneurship in developing countries
with special reference to India.

UNIT-I

Entrepreneur - Concept, Functions, Types, Characteristics, Qualities and Role – Ideal Entrepreneur;
Entrepreneurial Competencies; Entrepreneur and Entrepreneurship – Factors, Barriers & Problems and Process of
Entrepreneurship, Growth of Entrepreneurship in India; Role of entrepreneurship in economic development,
Entrepreneurial promotion in India; emerging areas in entrepreneurship

UNIT-II

Starting the venture: Creative thinking, Business idea generation (Business cases on entrepreneurship),
Environmental scanning pertaining to business idea: Feasibility study: Market feasibility, Technical/ Feasibility
operations, financial feasibility; Entrepreneurship Development Training: Importance, Objective, Methods;

UNIT-III

Functional Plans: Drawing a business plan, selecting organization type for business, Organization structure and
Job designs, Designing financial plan: Investment, Incomes and Expenditure, Banking and Accounts,
understanding profitability.

UNIT-IV

Role of Institutions in Entrepreneurship Development; Role of Central and State Government in Entrepreneurship
Development; Understanding IPR: Patents, Trademarks, Copy rights, Trade secrets, Licensing, Franchising.

SUGGESTED READINGS:
1. Charantimath, Poornima, Entrepreneurship Development & Small Business Enterprises, Pearson Education.
2. Hisrich, Robert D., Michael Peters and Dean Shephered, Entrepreneurship, Tata McGraw Hill, New Delhi
3. Barringer, Brace R., and R. Duane Ireland, Entrepreneurship, Pearson Education.
4. Lall, Madhurima, and Shikha Sahai, Entrepreneurship, Excel Books, New Delhi.
5. Kuratko, Donand and Richard Hodgetts, Entrepreneurship, Cengage Learning India Pvt. Ltd., New Delhi

Course Objectives
The objective of this paper is to understand challenges managers face today in managing innovation; from
recognizing the need and desire to be creative and innovative, using imagination to add value, developing
structures, systems and incentives that encourage and implement innovation.

UNIT-I
Introduction to Creativity: Components of Creativity, Creativity Process and Techniques for improving creativity
process; Mechanism of Thinking; Organization and personal factors to promote creativity Identification of needs
and opportunities. Creative thinking, evaluation of ideas; Myths surrounding creativity.

UNIT-II
Creativity Tools and Techniques: Lateral Thinking, Enablers and Barriers to Creativity, Creative Personality,
Brainstorming, Entrepreneurial Creativity. Characteristics of Creative Groups, Three Components of Individual
Creativity. Time Pressure and Creativity.

UNIT-III
Innovation: Meaning, Characteristics, Purpose/goals of innovation, Sources of innovation, Types of innovation.
Differences between invention and innovation; Factors that Favor Incremental Innovation. Sustainability and
Innovation; Innovation Management Strategies; Incubation and Innovation: Service Innovations. Innovation
Timing, Innovation Management Strategies; New Product Development Process. Delineate conditions that support
successful new product development.

UNIT-IV
Innovative Entrepreneurship: Models, Dimensions, Degrees, Sources, & Measurement of Innovation. Strategic
Management of Innovation: Innovation Strategies, Stage-Gate Models, Timing of Entry & Strategy, Core
competences & Robustness Knowledge management.

Suggested Readings:
1. Khandwalla, N. Pradip (2009). Lifelong Creativity – An Unending Quest, New Delhi: Tata McGraw Hill
2. Drucker, F. Peter (2015). Innovation and Entrepreneurship, UK: Elsevier, John Wiley
3. Christensen, M. Clayton, Raynor, E. Michael (2003). The Innovators Solution, Harvard Business School Press Boston
4. De Bono, Edward (2008). Creativity Workout: Exercises to unlock Your Most Creative Ideas, 2/e; Amorata Press
5. De Bono, Edward (2015). Lateral Thinking: Creativity Step by Step, International Edition; Harper Perennial Publishers.
6. Business Innovation in the 21st Century, Praveen Gupta, S Chand.
7. Entrepreneurship & Innovation Management - An Industry Perspective) by R. Gopal and Pradip Manrekar, Excel Books.
8. Creativity, Innovation and Entrepreneurship by U. Jerinabi and P. Santhi Allied Publishers Pvt. Ltd.

The objective of this paper is to get familiarity with event management industry. Provide intensive theoretical &
practical knowledge of event management

UNIT-I
Events – Nature, definition, types and scope, Objectives of events, event strategy, functions of event management,
C’s of events; Event marketing tools – various needs addressed by events, focusing and implementing events,
advantages and disadvantages of events

UNIT-II

Elements of Events – Event, infrastructure, event process, target audience, organizers, venue, media activities to
be carried out; concept of market in events, segmentation and targeting of the market events; Marketing
Intelligence and Information Systems

UNIT-III
Positioning in events and the concept of event property; events as a product, methods of pricing events, events and
promotion, various functions of management in events; repositioning

UNIT-IV
Strategic alternatives arising from environment, competition and defined objectives; pricing objectives; evaluation
of event performance – measuring performance and correcting deviations

SUGGESTED READINGS:
1. Shone, Anton and Bryn Parry, Successful Event Management, Cengage Learning India Pvt. Ltd, New Delhi
2. Gaur, S.S. and Saggere, S.V., Event Marketing Management
3. Panwar, J.S., Marketing in the New Era, Sage Publications, 1998
4. Kotler, P., Marketing Management, Analysis, Planning, Implementation and Control, Prentice Hall, 1997
5. Avrich, Barry, Event and Entertainment, Delhi, Vision Books, 1994

Organizational efficiency and performance are intricately interlinked with industrial relations. This course
attempts to appreciate the conceptual and practical aspects of industrial relations at the macro and micro levels.

UNIT –I

Industrial Relations: concept, nature, objectives, evolution of IR in India; Role of state, Trade Unions: Concept,
significance, types, approaches and objectives, Problems of trade unions in India; ILO in IR. Managing IR
changes, IR and productivity, Technology and IR; Industrial Relations systems in India

UNIT -II
Collective Bargaining: concept, importance and process of bargaining; Participative Management: Forms of
worker’s participation in management; Tripartite and bipartite bodies; Standing order and Grievance procedure;
Code of Discipline

UNIT-III
Industrial Relations laws: The Trade Union Act 1926: Role & function of Trade union, Registration, Rights and
privileges, Duties, Dissolution of Trade Unions Industrial Disputes Act 1947: Strike, Lockout, Layoff,
Retrenchment, Grievance and disciplinary procedures, Penalties Industrial Employment Act, 1946: Information in
standing orders, Procedure for submission

UNIT – IV
Welfare and Social Security: Minimum Wages Act, 1948, Payment of Wages Act, 1936, Payment of Bonus Act,
1965 Laws on Labour Welfare: The Workmen’s Compensation Act, 1923, The Employees’ State Insurance Act,
1948, The Maternity Benefit Act, 1961; Laws on Social Security: The Employee’s Provident Fund Act, 1952, The
Payment of Gratuity Act, 1972

Suggested Readings
1. Arun Monappa (2012). Industrial Relations. New Delhi: Tata McGraw- Hill Publishing company Ltd.
2. Verma, P. (1991). Management of Industrial Relations Reading and cases. Oxford and IBH publications.
3. Ramaswamy, E. Managing Human Resources, Oxford University Press, New Delhi
4. Venkataratnam, C.S. and Sinha, Pravin, Trade Union Challenges at the Designing of 21st Century, IIRA - Excel
Books, New Delhi
5. Monappa, A. Industrial Relations, Tata McGraw Hill, New Delhi
6. Sinha, Sinha, Sakher, Industrial Relations, Trade Unions and Labour Legislations, Pearson Education, New
Delhi
7. Venkataratnam, C.S., Industrial Relations, Oxford University Press, New Delhi
8. Dutta, S.K. Guide to Disciplinary Action, Tata McGraw Hill, New Delhi

The primary concern to this course is to develop in depth understanding of the strategic role performed by HR in
business organizations and to gain insight of the alignment between different HR systems and practices and
organizational outcomes.

UNIT-I
Concept and significance of SHRM; investment perspective of SHRM, evolution of SHRM, Models and
components of SHRM, challenges in SHRM, strategic HR vs. traditional HR, Role of HR in Strategic Planning;
SHRM approaches in Indian context

UNIT-II
Business strategy and human resource planning, Process of Human Resource Planning, HR bundles approach,
best practice approach; HRM and firm performance linkages – measures of HRM performance; sustained
competitive advantages through inimitable HR practices.

UNIT -III
HR Systems: Recruitment, selection, compensation and benefits, retention and motivation, training and career
development systems, employee assessment systems

UNIT-IV
Strategic options and HR decisions – Downsizing and restructuring, domestic and international labour market,
mergers and acquisitions, outsourcing and off shoring.

SUGGESTED READINGS:
1. Mello, Jeffrey A ., Strategic Human Resource Management, Thomson Learning Inc.
2. Agarwala, Tanuja, Strategic Human Resource Management, Oxford University Press, New Delhi
3. Dreher, George and Thomas Dougherty, Human Resource Strategy, Tata McGraw Hill
4. Greer, Charles, Strategic Human Resource Management, Pearson Education
5. Belcourt, Monica and Kenneth McBay, Strategic Human Resource Planning, Thomson Learning Inc.

ORGANIZATIONAL CHANGE AND INTERVENTION STRATEGIES

PAPER CODE: MBA -22MBA306HRE3
Course Objectives

The objective of this paper is to recall different concepts of organisation change and intervention strategies .

UNIT-I
Organizational Change: The domain of change, concept, change agents, strategic management of
change; Managerial approaches for implementing change; Models of organizational change, Kurt
Lewin’s models of change, Huse’s 7 stages model of change.

UNIT-II
Change Management: Change process, facilitating change, dealing with individual and group
resistances, Intervention strategies and developing learning organization. Organizational Diagnosis-
Meaning and importance, Weisbord’s model of organizational diagnosis and Methods of obtaining
diagnostic information.

UNIT-III
Organizational Development: An overview, Steps in OD process, General OD Competencies, OD
Skills, Values, Assumption and Beliefs in OD; Designing OD Interventions- Interpersonal, Team,
Intergroup, Structural and Comprehensive Interventions; Evaluation of Organizational Development
Interventions

UNIT-IV
Organizational Culture and Change; Corporate Culture, Types of Culture, Importance, Nature, Formal
and Informal Components of Organizational Culture, Designing Cultural Change; Organizational
Culture and Leadership; Emerging Trends in Organizational Culture; Ethics of OD Professionals and
Future of OD.

Recommended Readings:

1. French, W. H. and Bell, Organization Development, Pearson Education

2. Singh, K., Organization Change and Development, Excel Books
3. Huse, F. E. and Cummings, T. G., Organization Development and Change, West.
4. De Nitish, Alternative Designs of Human Organizations, Sage.
5. Harvey, D.F. and Brown, D.R., An Experiential Approach to Organization Development, Pearson
Education

Instructions for External Examiner: The question paper shall be divided in two sections. Section A shall comprise of
eight short answer type questions from whole of the syllabus carrying two marks each, which shall be compulsory.
Section B shall comprise 8 questions (2 questions from each unit).The students will be required to attempt four questions
selecting one question from each unit. All questions will carry equal marks.
External Marks: 80
Internal Marks: 20
Time: 3 hrs.
INDIAN FINANCIAL SYSTEM AND MARKETS
PAPER CODE: MBA -22MBA307FME1
Course Objectives

The objective of this paper is to understand the role and functions of financial system in the macro economy.
Evaluate and analyse various financial institutions of India and their role in the development of the country.

UNIT I:
Introduction Overview of Financial System, Constituents and Functioning; Financial Markets: Money Market
and Capital Market; Overview of Foreign Exchange Market, Financial Sector Reforms in India, Overview of
Financial Services: Nature, Scope and Importance.

UNIT II:
RBI & Commercial Banks RBI – Role and functions, Regulation of money and credit, Monetary policy;
Commercial Banks: Structure and Scope, Determination of Commercial Interest Rates: Fixed and Floating,
Management of Capital Funds, Capital Adequacy Norms, Liquidity Management, Asset Liability Management:
Gap Analysis, Management of Non- Performing Assets, Strategies for Making Commercial Banks Viable.

UNIT III:
Non-Banking Financial Institutions Securitisation: Concept, Nature, Scope and their Implications,
Securitization of Auto Loans and Housing Loans, Securitisation in India. DFIs in India - IDBI, ICICI, IFCI,
NABARD, RRBs, State Level Institutions ; NBFCs - Their Status, Types, Working and Strategies for
Commercial viability ; Insurance & Mutual Fund & Organisations - Their Status, Types, Working and
Strategies for Commercial Viability.

UNIT IV:
Financial Services Leasing and Hire Purchase: Concepts and Scope, Parties Involved, Evaluation of Lease
Transaction, Types of Lease and their Implications, Hire Purchase and Lease - Differences and Implications for
the business. Other financial services: Factoring, Forfeiting, Discounting and Re Discounting of Bills, Credit
rating, Securitization of debts, Housing finance, Merchant Banking services and functions, Consumer Credit
and Plastic Money; concept, working and uses.

SUGGESTED READINGS:
1. Fabozzi, F.J. (2014). Foundations of Financial Markets and Institutions. New Delhi: Pearson Education.
2. Khan, M. Y. (2015). Financial Services. New Delhi: McGraw- Hill Education.
3. Machiraju, H.R. (2016). Indian Financial System. New Delhi: Vikas Publishing House Pvt. Ltd.
4. Bhole, L.M. and Mahakud, J. (2009). Financial Institutions and Markets. New Delhi: McGrawHill Education.
5. Srivastava, R.M. & Nigam, D. (2014). Management of Indian Financial Institutions. New Delhi: Himalaya Publishing House Pvt. Ltd
NOTE:
1. Instructions for External Examiner: The question paper shall be divided in two sections. Section ‘A’ shall comprise of eight short
answer type questions from whole of the syllabus carrying two marks each, which shall be compulsory.
2. Section ‘B’ shall comprise of 8 questions (2 questions from each unit). The students will be required to attempt four questions
selecting one question from each unit.
3. All questions will carry equal marks.
External Marks: 80
Internal Marks: 20
Time: 3 hrs.
PROJECT MANAGEMENT
PAPER CODE: MBA -22MBA307FME2
Course Objectives
The purpose of this paper is to identify various investment opportunities and their evaluation, control and
review the human aspects of the project

UNIT –I

Capital Investment: Concepts, Need, Types, Objectives, Phases of Project Management, Generation and Screening
of Business Ideas, Market Analysis, Demand Analysis and Situational Analysis, Financial Analysis, Technical
Analysis, Monitoring the Environment and identifying Investment Opportunities

UNIT -II
The 7S of Project Management, The Project Life Cycle, Functions of Project Manager, Project Evaluation under
certainty and uncertainty

UNIT -III
Social Cost Benefit Analysis: Rationale for SCBA, UNIDO approach, SCBA by financial institutions, Project
Financing in India, Project Appraisal and Control Process

UNIT -IV
Project Audit: Meaning, Process, Project Teams, Team Members, Project Manager Evaluation, Qualities of
Project Manager and Managing Projects, Team Building Models, Performance Teams and Team Pitfalls, Project
Closure and its conditions

SUGGESTED READINGS:
1. Chandra, Prasanna, Projects : Planning Analysis, Selection, Implementation and Review, Tata McGraw Hill, New Delhi, 2002.
2. Bhavesh, M Patel, Project Management, Vikas Publishing House, New Delhi.
3. Machiraju, H. R., Project Finance, Vikas Publishing House, New Delhi.
4. Rao, P.C.K., Project Management and Control , Sultan Chand & Sons, N.Delhi.
5. Nijiru, Cyrus and Merna,Tony, Financing Infrastructure Projects, Thomas Telford, UK, ISBN

BUSINESS TAXATION
PAPER CODE: MBA -22MBA307FME3

Course Objectives
The purpose of this paper is to understand rules and regulations of Income Tax Act, understand computation
of Taxable Income under different heads, understand computation of Tax Liabilities and Tax Planning issues
identify structure and rates of GST

UNIT-I
Basic Concepts of Income Tax, Residential status and tax incidence, Incomes exempt from tax,
Computation of Income under the head Salary and House Property.

UNIT-II
Computation of Income under the head Business and Profession, Capital Gains, Income from Other
Sources, Clubbing of income, Set off and Carry forward of Losses.

UNIT-III
General Deductions, Assessment of Individual and Company, Provision with regard to TDS and advance
tax, Basic understanding of tax planning and its distinction from tax avoidance and tax evasion.

UNIT-IV
GST: Rationale for GST; features of GST law in India, structure of GST (SGST, CGST, UTGST and IGST);
rates of GST, models of GST, GST Council.

Recommended Readings:

1. Mehrotra, H.C. and Goyal, S.P., Income Tax (Taxation Law), Sahitya Bhawan Publications, 62 nd edition, 2021-22,
Agra
2. Singhania, V., K. and Singhania, Monica, Students’ Guide to Income Tax, Taxmann
3. Singhania, V., K. and Singhania, Kapil, Direct Taxes Law and practice, Taxmann
4. Singhania, V., K. and Singhania, Monica, Corporate Tax Planning & Business Tax Procedures, Taxmann
5. Narwal, K.,P., and Anushuya, GST in India, DBH Publishers and Distributers
6. Ahuja, G. and Gupta, R., Simplified Approach to Corporate Tax Planning and Management, Bharat Law
House Private Limited
7. Srinivas, E. A., Handbook of Corporate Tax Planning, Tata McGraw Hill.
8. Iyengar, A. and C. Sampat, Law of Income Tax, Bharat House.

Course Objectives:

The purpose of this course is to understand the object oriented concepts, programming in C++ language.

UNIT-I
Object-oriented concepts, object and classes, links and associations, inheritance and multiple
inheritance, grouping constructs, polymorphism, encapsulation.

UNIT-II
Object modeling, dynamic modeling, functional modeling, object-oriented system development.

Unit-III
C++ language: Classes and objects, functions, constructors and destructors, overloading, type
conversions.

UNIT-IV
Inheritance: Extending classes, pointers, virtual functions and polymorphism, input-output
operations; types of inheritance

Lab: Programming in C++ on above defined syllabus

SUGGESTED READINGS:
1. Deitel and Deitel , C++ How to Program, Pearson Education, New Delhi.
2. Robert Lafore, Turbo C++, Galgotia Publications, New Delhi.
3. Booch , OOAD, Add Wesley
4. Stroustrup , C++ , Addison Wesley
5. Rumbagh, OOPS, PHI, New Delhi.
6. Balagurusamy , OOPS with C++,TMH, New Delhi.
7. Herbert Schildt, C++ The complete Reference, TMH, New Delhi.
8. Satzinger, Object Oriented Analysis and Design, Thomson Learning, Bombay.

The purpose of this course is to make the students understand Oracle, QL languages and database objects

UNIT-I
Introduction to Oracle: DBMS, RDBMS, tools of oracle: SQL*PLUS.PL/SQL, forms, reports, SQL vs
SQL*PLUS, data types in oracle, data definition language, data manipulation language, transaction control and
data control language.

UNIT-II
SQL functions, operators, joins, queries and sub queries, constraints.

UNIT-III
Database Objects: Synonym, sequence, view and index; abstract data types, varying arrays, nested tables, concept
of locks and types of locking; DBMS, RDBMS: advantages, uses, pros and cons

UNIT-IV
Introduction to PL/SQL: Advantages, PL/SQL block, declarations, executable commands: conditional logic,
loops: while-do-while, goto statements; concept of exception handling, database triggers.

Lab: Programming in Oracle on above defined syllabus.

SUGGESTED READINGS:
1. Page, Special Editions using Oracle 8/8i, Prentice Hall of India, New Delhi.
2. Lemme & Colby, Implementing and Managing Oracle Databases, Prentice Hall of India, New Delhi.
3. Loney, ORACLE 8i: The Complete Reference, Tata McGraw Hill, New Delhi.
4. Phillip J. Pratt, Guide to SQL, Thomson Learning, Bombay.
5. Morrsion, Enchanced Guide to Oracle 8i, Thomson Learning, Bombay.

DATA WAREHOUSING AND DATA MINING

PAPER CODE: 22MBA308 ITME3

Course Objectives
The purpose of this paper is to identify the scope and necessity of Data Mining and Warehousing for the
society, develop further interest in research and design of new Data Mining techniques.

UNIT-I
Introduction: The Evolution of Data Warehousing the Data Warehouse A Brief History, Today’s
Development Environment; Principles of Data; Warehousing (Architecture and Design Techniques):
Types of Data and their uses conceptual Data, Architecture, Design Techniques, Introduction to the
Logical Architecture; Creating the Data Asset: Business Data Warehouse Design, Populating the Data
Warehouse, Unlocking the Data Asset for End Users (The Use of Business Information).

UNIT-II
Designing Business Information Warehouse; Populating Business Information Warehouse, User
Access to Information, Information, Data in Context. Data Mining Introduction: Motivation,
Importance, data mining, kind of data, Functionalities, Interesting Patterns, Classification of data
mining systems, Major issues; Data Warehouse and OLAP Technology for Data Mining: Data
warehouse, operational database systems and data warehouses, Architecture, Implementation,
development of data cube technology, data warehousing to data mining, Data warehouse usage.

UNIT-III
Data Preparation: Preprocess, Data cleaning, Data integration and transformation, Data reduction,
Discrete and concept hierarchy generation; Data Mining Primitives: Languages, and System
Architecture, graphical user interfaces; Concept Description: Characterization and Comparison, Data
generalization and summarization based characterization, Analytical characterization: analysis of
attribute relevance, mining class comparisons, Mining descriptive statistical measures in large
database.

UNIT-IV
Mining Association Rules in Large Database: Mining single dimensional Boolean association rules
from transaction database, Mining multidimensional association rules from database and data
warehouses, from associating mining to correlation analysis, Constraint based association mining;
Classification and Prediction: Issues, classification by decision tree induction, Bayesian classification,
Classification by back propagation; Classification based on concepts from association rule mining;
Other classification methods.
Lab: Each student is required to develop at least one data-house.

Recommended Readings:

1 Sam Anahory, Data Warehousing in the Real World, Pearson Education

2 Margaret H. Dunham, Data Mining: Introductory and Advance Topics, Pearson Education.
3. Alex Berson, Stephen Smith, Kurt Threarling; Building Data Mining Applications for CRM TMH
4. Alex Berson, Stephen Smith; Data Warehousing, Data Mining and OLAP, TMH
5. Michael J.A. Berry, Data Mining Techniques: for marketing sales and Customer Support, Gordon Linoff.
6. Han, Jiawei ; Data mining: Concepts and techniques, Harcourt.
7. Pujari, Arun K, Data, Mining Techniques, Hyderabad University Press.

Course Objectives

The objective of this paper is to understand why firms and nations seek out and benefit from international business
activities, identify and measure political risk associated with a sovereign nation.

UNIT -I
Foreign Exchange Market: Function and Structure of the FOREX markets, Foreign exchange market participants,
Types of transactions and Settlements Dates, sources of demand for and supply of foreign exchange-the balance of
payments (bop) framework; nominal, real and effective exchange rates; determination of rate of exchange,
monetary portfolio balance, purchasing power parity approaches; overvalued and undervalued currencies;
exchange rate systems.

UNIT -II
General factors of exchange rate fluctuations; the Dornbusch Sticky -price theory of exchange rate volatility;
exchange rate overshooting and the J-curve effect; central banking intervention for exchange rate stability; effect
of depreciation on trade balance.

UNIT-III
Nature functions and participants of foreign exchange market; spot and forward markets; forward premium;
forwards in hedging and arbitrage; methods of quoting exchange rates; cross rates of exchange; arbitrage
operations; bid -ask spreads; the Interest Rate Parity Theorem; the Expectation Theory; International Fisher Effect.

UNIT -IV
Currency futures, options and determination of their market value, over-the-counter options; Fisher Black’s
Optional-Pricing model; currency and interest rate swaps; credit risk of swaps, Euro currency market and its
instruments; measuring foreign exchange risk and exposure; basic techniques of exposure management; foreign
exchange regulation in India (Case Study).

SUGGESTED READINGS:
1. Giddy I.A.N., Global Financial Markets, AITBS, New Delhi
2. D. Levi Maurice, International Finance, Prentice Hall of Indi a, New Delhi
3. Buckley, Multinational Finance, Prentice Hall of India, New Delhi
4. Roth Paul, Mastering Foreign Exchange and Money Markets, Pitman, London
5. Apte P.G., International Financial Management, Tata McGraw Hill, New Delhi

NOTE:
1. Instructions for External Examiner: The question paper shall be divided in two sections. Section ‘A’ shall
comprise of eight short answer type questions from whole of the syllabus carrying two marks each, which shall
be compulsory.
2. Section ‘B’ shall comprise of 8 questions (2 questions from each unit). The students will be required to attempt
four questions selecting one question from each unit.
3. All questions will carry equal marks.
External Marks: 80
Internal Marks: 20
Time : 3 Hours
EXPORT IMPORT MANAGEMENT AND DOCUMENTATION
PAPER CODE: 22MBA309 IBME2
Course Objectives
The purpose of this paper is to understand Import/export trade organizations,understand institutional set up
for export promotion and export assistance in India.
UNIT-I
Preliminaries for Export: Meaning of Exports and Imports, Classification of Exports and Imports, Categories of
Exporters Strategy and Preparation for Foreign Trade, Identifying Foreign Markets, International Market
Selection Process, Methods of Entering International Market, Constraints in Entering Foreign Markets, Export
Contract, Force Majeure in Export Contract Exchange Earner's Foreign Currency (EEFC) Account, Prospects
for India's Foreign Trade Development, Challenges to India's Foreign Trade Development, Institutional
framework for Foreign Trade.

UNIT-II

Export documentation and Export Procedures: Aligned Documentation System (ADS), important documents,
Export Procedure, Registration Procedure, Pre-shipment Procedure, Shipment Procedure ,Post- shipment
Procedure (Realisation of Export Proceeds),Excise Clearance for Exportable Goods ,Quality Control and Pre-
shipment Inspection, Importer Exporter Code (IEC) Number Registration-cum-Membership Certificate
(RCMC), Role of Customs House Agents (CHAs), Exchange Rate Fluctuation Risks, Forward Contracts, ISO
9000 Certification, Role of clearing and forwarding agents

UNIT-III

Policy Assistance and Incentives: Incentives and Assistance for Exporters ,Duty Drawback (DBK) Procedure
for Claiming Duty Drawback, Exports from India Scheme, Export Promotion Capital Goods (EPCG) Scheme,
Towns of Export Excellence (TEE), Deemed Exports, Export Oriented UNIT-s (EOUs), Electronic Hardware
Technology Parks (EHTPs), Software Technology Parks (STPs) and Bio-technology Parks, Agri Export Zones
(AEZs), Special Economic Zones (SEZs),Benefits Enjoyed by SEZs, Quality Control and Trade Disputes
(QCTD) Assistance to States for Developing Export Infrastructure and Allied Activities (ASIDE), Role and
Significance of Export Trading Houses and privileges of status holder.

UNIT-IV

Methods of Payments and Export Finance: Conditions for Realisation of Export Proceeds, Factors Affecting
Export Payment Term, Methods of Export Payment, Types of Export Finance, Pre-shipment Finance, Features
of Post-shipment Finance, Procedure for Obtaining Export Finance, Pre-shipment Finance vs. Post-shipment
Finance, Import Procedure Introduction, Categories of Importers, Import Licence, Import Contract, Pre-import
Procedure, Legal Dimensions of Import Procedure, Customs Clearance for Imported Goods, Exchange Control
Provisions for Imports, Valuation for Customs Duty, Import Incentives under Special Schemes, Import
Procurement planning.

Recommended Readings:
1. Jain. S. Khushpat, Jain.V. Apexa, Export-Import Procedure and Documentation, Himalaya Pub. House.
2. Export-Import manual, Nabhi Publication, New Delhi
3. Kapoor,D.C, "Export Management", Vikas Publishing House Pvt. Ltd., New Delhi.
4. Gerald Albaum, International Marketing and Export Management, Pearson Education.
5. Cherunilam, Francis. "International Trade and Export Management", Himalaya Pub. House.
6. Kumar, Asin, "Export -Import Management", Excel Publications. New Delhi
7. Paras Ram, "Export what, where and how" Anupam Publications.

Instructions for External Examiner: The question paper shall be divided in two sections. Section A shall comprise of
eight short answer type questions from whole of the syllabus carrying two marks each, which shall be compulsory.
Section B shall comprise 8 questions (2 questions from each unit). The students will be required to attempt four questions
selecting one question from each unit. All questions will carry equal marks
External Marks: 80
Internal Marks: 20
Time : 3 Hours
MANAGEMENT OF MULTINATIONAL CORPORATIONS
PAPER CODE: 22MBA309 IBME3
Course Objectives

The purpose of this paper is to understand the functioning of MNCs, global companies, transnational
companies, become sensitive in the contemporary world to fulfil the professional obligations effectively.

UNIT-I
A conceptual background of MNC's: Defining MNC's, characteristics, types, growth and evolution of
MNC's. A theoretical perspective: Internalisation theory, Oligopoly theory, Tariff jumping hypothesis,
Obsolescing bargain theory. The three models of internalisation strategy. Comparative Management:
Importance and scope; Approaches of comparative management; management styles and practices in
US, Japan, China, Korea, India.

UNIT-II
Strategy and MNC's: The role of strategy, Transferring core competencies, Realizing location
economies, Realising experience curve economies, Pressures for cost reductions. Local
responsiveness, Multinational strategy, International strategy and Global strategy. Modes of entry and
strategic alliances. Organizational structure: Vertical and horizontal differentiation. Control and co-
ordination in MNC's.

UNIT-III
Marketing management in MNC's: Product, price, distribution and communication strategy.
Operations management in MNC's: Where to manufacture: Country factors, technology factors,
customization and cost efficiency, locating manufacturing facilities. Transfer of knowledge from home
country to host country: parent subsidiary relationship, new product development. Human resource
management in MNC's: HR policies in MNC's, types of staffing policy, employing expatriates in
MNC's, Labour relations in MNC's. Financial management in MNC's: Double taxation relief,
provisions of Indian Income Tax Act for double taxation, Transfer pricing.

UNIT-IV:
Ethics and social responsibility in MNC's: Stakeholders expectations, Environmental management in
MNC's, dealing with corruption and bribery, Marketing issues, Human rights violation by MNC's.
Emerging issues in MNC's: Challenges of globalisation towards transnational companies, Enterprise
risk management in MNC's. Indian MNC's: Strategic issues for Indian MNC's- Evolution of Indian
companies, moving up the value curve, overcoming the liabilities of Indianness, Role of Government.

Recommended Readings:

1. Helen Deresky, International Management, Pearson Education.

2. Hodgetts, "International Management", Tata McGraw Hill, New Delhi.
3. Nagandhi, Anant.R, "International Management", Prentice Hall of India Ltd., New Delhi.
4. Koontz and Whelrich, "Management: The Global Perspective", Tata McGraw Hill, New Delhi.
5. Adhikary, Manab. "Global Business Management", Macmillan, New Delhi.
6. Thakur, Manab, Gene E. Burton, and B.N. Srivastava, "International Management: Concepts and Cases", Tata McGraw
Hill, New Delhi.
7. Christoppher Bartlett and Sumantra Ghoshal, "Transnational Management: Text and Cases", Tata McGraw Hill, New
Delhi.

Instructions for External Examiner: The question paper shall be divided in two sections. Section A shall comprise of
eight short answer type questions from whole of the syllabus carrying two marks each, which shall be compulsory.
Section B shall comprise 8 questions (2 questions from each unit). The students will be required to attempt four questions
selecting one question from each unit. All questions will carry equal marks
External Marks: 80
Internal Marks: 20
Time: 3 hrs.
CONSUMER BEHAVIOR
PAPER CODE: 22MBA310 MME1
Course Objectives
The purpose of this paper is to gain strategic understanding of the influential and persuasive mechanisms
involved in consumer attitude, belief, and behavior change, and will be able to apply this knowledge in
addressing specific marketing problems.

UNIT-I
Consumer behaviour and consumer research; importance of consumer behaviour; evolution of consumer
behaviour; methods of studying consumer behaviour; value of brands in marketing strategy; customer loyalty and
retention strategy; global marketing strategy; global advertising effectiveness; consumer decision process model;
variables affecting the decision process; types of decision process; factors influencing the extent of problem
solving; pre purchase processes; need recognition; internal and external search; pre-purchase evaluation.

UNIT-II
Different types of purchase situations; retailing and the purchase process; determinants of retail success or failure;
point –of purchase materials; consumer logistics; location based retailing; direct marketing consumption
behaviours; consumption experiences; importance of customer satisfaction; factors affecting satisfaction level;
demographics and consumer behaviour; economic resources and consumer behaviour; personality and consumer
behaviour; personal values; lifestyle motivational conflict and need priorities; motivational intensity; motivating
consumer.

UNIT-III
Importance of consumer knowledge; sources of consumer knowledge; benefits of understanding consumer
knowledge; consumer beliefs; consumer feelings; consumer attitudes; consumer intentions; culture and its effect
on consumer behaviour; changing values and its effect on consumer behaviour; social class and consumer
behaviour; importance of families and households on consumer behaviour; role behaviour and its influence on the
decision process; family life cycles; changing roles of women; children and household consumer behavior.

UNIT-IV
Group and personal influences on individuals; reference group and its influence on individuals; transmission of
influence through dyadic exchanges; word of mouth and opinion leaders in advertising and marketing strategy;
diffusion of innovations; diffusion process; reaching the consumer; gaining consumer’s attention; shaping
consumer’s opinion; opinions change; product’s and advertising’s role in shaping consumer opinion; cognitive
learning; retrieval of information; company’s role in helping consumers to remember.

SUGGESTED READINGS:
1. Blackwell, Roger, Miniard, Paul & Engel, James; Consumer Behaviour; Thomson Learning
2. Loudon, David J. & Dellabitta, Albert; Consumer Behaviour; Tata McGraw Hill; New Delhi
3. Jagdish Sheth, Consumer Behaviour: A Digital Native, Pearson Education
4. Nair, Suja R.: Consumer Behaviour in Indian Perspective: Himalaya Publishing House; New Delhi.
5. Soloman Michael R.: Consumer Behaviour – Buying, Having and Being; Pearson Education

Course Objectives
The purpose of this paper is to understand the unique challenges inherent in managing and delivering quality
services, to identify the role of employees and customers in service delivery, customer satisfaction, and service
recovery; develop students’ abilities to identify services decision problems, ascertain alternatives, define crucial
issues, analyse, make decisions and plan the implementation of these decisions

UNIT-I
Introduction to Service Marketing – Definition and concept of service marketing, distinctive characteristics and
classification of services, role of service in economy, growth of service sector, service marketing mix.

UNIT-II
Consumer Choice, service purchase process, post experience evaluation, understanding differences among
consumers, customer expectation of service, service encounter, customer perception of service, pricing of service,
customer satisfaction and loyalty.

UNIT-III
Building customer relationship, service development and design, physical evidence of service, role of employee,
customer and channel in service delivery, challenges in distribution services.

UNIT-IV
Integrated Service Marketing Communication, e services, understanding service industry – travel and tourism,
hospitality, financial services, healthcare, telecom, public services and professional services.

Suggested Readings:
1. Zeithaml, Valarie A, Bitner, Mary Jo, Service Marketing – Integrating Customer Focus Across the Firm, Tata McGraw Hill, New
Delhi
2. Lovelock, Christopher, Wirtz, Jocken and Chatterjee, Jayanta, Service Marketing – People,
Technology, Strategy, Pearson Education, New Delhi
3. Verma, Harsh, Services Marketing – Text and Cases, Pearson Education
4. Apte, Govind, Services Marketing – OUP, New Delhi
5.Jauhari, Vinnie and Kirti Dutta, Services: Marketing, Operations and Management, Oxford University Press, New Delhi
6. Shanker Ravi, Services Marketing: the Indian perspective, EXCEL Books, New Delhi

DIGITAL MARKETING
PAPER CODE: 22MBA310MME3

Course Objectives
The purpose of this paper is to understand how and why to use digital marketing for multiple goals within a
larger marketing and/or media strategy.

UNIT-I

Introduction to Digital Marketing: Digital Marketing, Internet Users, Digital Marketing Strategy,
Digital Advertising Market in India, Skills required in Digital Marketing, Digital Marketing Plan.
Display Advertising: Concept of Display Advertising, Types of Display Ads, Buying Models, Display
Plan, Targeting, What Makes a Good Ad?, Programmatic Digital Advertising, Analytical Tools,
YouTube Advertising.
UNIT-II

Search Engine Advertising: benefits of paid Search Advertising, understanding Ad Placement,

understanding Ad Ranks, Creating the First Ad Campaign, Enhance Your Ad Campaign, Performance
Reports. Social Media Marketing: How to build a Successful Strategy. Facebook Marketing: Facebook
for Business, Anatomy of an Ad Campaign, Adverts, Facebook Insights, Other Marketing Tools,
Other Essentials.
UNIT-III
LinkedIn Marketing: Why it is Important to have LinkedIn Presence, LinkedIn Strategy, Sales Leads
Generation Using LinkedIn, Content Strategy, LinkedIn Analytics, Targeting, Ad Campaign. Twitter
Marketing: Getting Started with Twitter, How is Twitter Different?, Building a Content Strategy,
Twitter Usage, Twitter Ads, Twitter Analytics, Twitter tools and tips for Marketers. Instagram and
Snapchat: Instagram-Content Strategy, Sponsored Ads, Snapchat, Digital Public Relations.
UNIT-IV
Mobile Marketing: Mobile Usage, Mobile Advertising, Mobile Marketing Toolkit, Mobile Marketing
Features, Addressing the diversity in India through Mobile, Campaign Development Process,
Tracking of Mobile Campaigns. Search Engine Optimisation: Search Engine, Concept of SEO, SEO
phases, On Page and Off Page Optimisation, Social Media Reach, Maintenance. Web Analytics: Data
Collection, Key Metrics, Making Web Analytics Actionable, Multi-channel attribution, How to
connect offline with online, Types of Tracking Codes, Mobile Analytics, Universal Analytics,
Competitive Intelligence.

Recommended Readings:
1. Puneet Bhatia, Fundamental of Digital Marketing, Pearson Education
2. Seema Gupta, "Digital Marketing", McGraw Hill Education, New Delhi.
3. Philip Kotler, "Marketing 4.0: Moving from Traditional to Digital", Wiley
4. Ryan Deiss and Russ Henne berry. Digital Marketing for Dummies,
5. Jason, McDonald. Social Media Marketing Workbook: 2018 Edition - How to Use Social Media for Business
6. Miller, The Ultimate Web Marketing Guide, Pearson Education.

Lab: Practical on Social Media marketing

Instructions for External Examiner: The question paper shall be divided in two sections. Section A shall comprise of
five short answer type questions from whole of the syllabus carrying two marks each, which shall be compulsory.
Section B shall comprise 8 questions (2 questions from each unit). The students will be required to attempt four questions
selecting one question from each unit. All questions will carry equal marks
External Marks: 80
Internal Marks: 20
Time: 3 Hours
CREATIVITY, INNOVATION AND ENTREPRENEURSHIP
PAPER CODE: 22MBA311 EME1

Course Objectives

The objective of this paper is to make the students understand the forms and types of creative thinking, understand
the concept of innovation and creativity, understand the concept of functions and role of entrepreneurs

UNIT-1

Introduction to Creativity: Nature of creativity; Components of creativity; Forms of Creativity process; Types
of creative thinking; Techniques for fostering creativity; System thinking, Overview of Design thinking &
Creative Visualization

UNIT-2
Introduction to Innovation: Concept and nature of Innovation; Sources of innovation; types of
innovations; distinguishing creativity & innovation, invention & innovation, Concept and nature of business
innovation

UNIT-3

Introduction to Entrepreneurship: Understanding Entrepreneurship, Entrepreneur & Enterprises; Functions &

types of entrepreneurs; Role & importance of entrepreneurship; Entrepreneurship Process; Entrepreneurial
Knowledge & Skill set; Traits of successful entrepreneurs; Trends impacting entrepreneurship;
Barriers & challenges of Entrepreneurship

UNIT-4

Creativity and Innovation in Entrepreneurship: Entrepreneurship as a creative process; Relationship between

creativity, Innovation and entrepreneurship; Creative techniques for generating business ideas; Value of
creativity & innovation for entrepreneurs; Role of Creativity and Innovation in Women Entrepreneurship
Development

SUGGESTED READINGS:

1. Entrepreneurship: Creating and Leading an Entrepreneurial Organisation, Arya Kumar, Pearson Publication
2. Fundamentals of Entrepreneurship; Nandan, H; PHI Learning Pvt. Ltd., Delhi
3. Entrepreneurship; Hisrich, Robert D, Peters, Michael P & Shepherd, Dean; Tata McGraw Hill Education

ENTREPRENEURIAL MOTIVATION TRAINING

PAPER CODE: 22MBA311 EME2

Course Objectives

The purpose of this paper is to make the students understand the various entrepreneurial competencies, myths and
reality of entrepreneurs

UNIT-1
Micro Lab: Designing and Administering Micro Lab, Process, Motivation, Planning, Coping, Collecting
the Feedback, Analysis, discovering you, who is an Entrepreneur, how to become an Entrepreneur,
Entrepreneurial Competencies

UNIT-2
Achievement Motivation Training:” Who am I”? Testing Entrepreneurial Ability, Self-Rating, Prof
David McClelland’s Kakinada Experiment, Thematic Apperception Test, Risk
Taking Ability, Tower Building Exercise, Boat Building Exercise, Locus of Control, Johari Window &
Personality Development.
UNIT-3

Myths & Reality of Entrepreneur/Entrepreneurship, Dynamics of Entrepreneurship,

Characteristics of Successful Entrepreneur, Personality Traits of the Entrepreneur, Developing Entrepreneurial
Competencies and Personality

UNIT-4
Achievement Planning, Role Play, Case Studies; Self-Assessment, Development of Personality Profile,
Evaluation, Information sources

SUGGESTED READINGS:

MSME’s AND FAMILY BUSINESS

PAPER CODE: 22MBA311EME3
Course Objectives

The purpose of this paper is to understand the concept of models of family business and their succession,
understand the concept of MSMEs and Government initiatives

UNIT-1
Overview and Introduction to Family Business, Contribution of Family Businesses in India, Types, Stages of
Development, Roles, Responsibilities and Rights of Family members in a Family Business

UNIT-2
Succession Planning and Future Prospects: The Three- circle model of Family Business, Challenges faced
by Family owned firms, Succession in Family Business, Improving the performance of Family business.

UNIT-3
Micro, Small and Medium Enterprises: Introduction, Role and Importance of MSME’s, Concepts and
Definitions of MSME, The MSMED Act, 2006; Government Initiatives, Growth and Development of MSME
in India, Current Schemes for MSME.

UNIT-4
Institutional Framework and MSME Financing: Institutions -Central Government and State Government:
Directorate of Industries, Financial Institutions.

SUGGESTED READINGS:

1. Dinanath Kaushik (2013), Studies in Indian Entrepreneurship, New Delhi, Cyber Tech Publications.
2. MSME Sambandh, Ministry of Micro, Small & Medium Enterprises.
3. Dutta Sudipt (1999), Family Business in India, Response books.
4. MSME Schemes, Ministry of Micro, Small & Medium Enterprises.
5. Micro, small and medium enterprises in India, Indian institute of banking & finance, edition, Taxmann

Instructions for External Examiner: The question paper shall be divided in two sections. Section A shall comprise of eight short
answer type questions from whole of the syllabus carrying two marks each, which shall be compulsory. Answer to each question should
not exceed 50 words normally. Section B shall comprise 8 questions (2 questions from each unit). The students will be required to
attempt four questions selecting one question from each unit. All questions will carry equal marks
External Marks: 80
Internal Marks: 20
Time: 3 Hours
B2B MARKETING
PAPER CODE: 22MBA401C
Course Objectives

The purpose of this paper is to describe the applications, challenges and the dynamic environment of B2B marketing,
including the unique nature of organizational buying behaviour.

UNIT-I
Market Opportunity Identification-Analysis and Evaluation, Introduction to B2B Marketing. Customer Analysis:
Purchase process, Buying Teams, Business Buying and the Individual Manager, the effect of IT on purchase
Behaviour. Customer Relationship Management Strategies for Business Markets: Relationship theories and
variables, Business Marketing as Network Analysis and Management.

UNIT-II
Assessing Market Opportunities, Environmental changes impacting Supply Chain Power, Strategic Market
Planning: The purpose of strategy, approaches to strategy, Business Marketing Strategy.

UNIT-III
Managing Products for Business Markets, Managing Business Marketing Channels, Pricing: Costs, customers and
Competitors, Pricing strategy and organization, Relational Aspects of Business-to-business pricing, Bid pricing,
Key Account Management.

UNIT-IV
Business Marketing Communication: Integrated Communication strategy, Relationship communication: Direct
Marketing, Personal Selling, Relationship Communication Process, and Coordinating Relationship
Communication. B2B Branding.

Recommended Readings:
1. Ross Brennan, Louise Canning and Raymond McDowell, "Business-to-Business Marketing", Sage Publications.
2. James. C. Anderson, Business Marketing Management (B2B): understanding, Creating, and Delivering Value, Pearson Education.
3. Robert Vitale, Business to Business Marketing, Pearson Education.
4. John M. Coe. "The Fundamentals of Business-to-Business Sales and Marketing", McGraw Hill Education, New Delhi.
5. Dwyer Robert F, Tanner F. John. Business marketing- Connecting Strategy, Relationships, and learning. McGraw Hill Irwin. 6. Hutt,
M.D., and Speh, T.W. Business Marketing Management: B2B, Loose-Leaf with Mindtap. Boston: Cengage

Instructions for External Examiner: The question paper shall be divided in two sections. Section A shall comprise of eight short
answer type questions from whole of the syllabus carrying two marks each, which shall be compulsory.
Section B shall comprise 8 questions (2 questions from each unit). The students will be required to attempt four questions selecting one
question from each unit. All questions will carry equal marks.
External Marks: 80
Internal Marks: 20
Time: 3 Hours
CSR AND BUSINESS ETHICS
PAPER CODE: 22MBA402C
Course Objectives
The purpose of this paper is to make the students understand the social responsibilities of business, Understand
Ethical Codes understand Corporate Social Responsibility Analyze CSR initiatives

UNIT I

Introduction to CSR: Meaning & Definition of CSR, History & evolution of CSR; CSR-an overlapping concept.
Concept of sustainability & Stakeholder Management; CSR through triple bottom line and Sustainable Business;
relation between CSR and Corporate governance; environmental aspect of CSR; Chronological evolution of CSR
in India; models of CSR in India, Carroll's model; drivers of CSR

UNIT II

CSR-Legislation In India & the world; The Drivers of CSR in India, Role of Public Sector in Corporate,
government programs that encourage voluntary responsible action of corporations; Role of Nonprofit &Local
SelfGovernance in implementing CSR; Review current trends and opportunities in CSR; CSR as a Strategic
Business tool for Sustainable development. Review of successful corporate initiatives & challenges of CSR

UNIT III

Introduction to Business Ethics: The concept, nature and growing significance of Ethics in Business, Ethical
Principles in Business, Ethics in Management, Theories of Business Ethics, Ethical Issues in Business, Business
Ethics in 21st Century; Human Values: Meaning and significance

UNIT IV

Business Ethics: Ethical issues in capitalism, Theories of Ethics, Ethics in Marketing, Finance, HR, and IT, Ethics
and Social Responsibility, Ethical Theories and Approaches, IP: Designs, Patents, Trade Marks and Copy Rights.

Suggested Readings:
1. Agarwal, T. and Chandorkar, N., Indian Ethos in Management, Himalaya Publishing House
2. Nandgopal, R. and Sankar, R.N.A., Indian Ethos and Values in Management, Tata McGraw Hill Education
3. A.C Fernando, Business Ethics, Pearson Education.
4. Bhatia, S.K. (2007). Business Ethics and Managerial Values. New Delhi: Tata Mc-Graw Hill.
5. Mathur U.C. (2007). Corporate Governance and Business Ethics. New Delhi: McMillan.
6. Mandal., S.K.,(2010). Ethics in Business & Corporate Governance. New Delhi: Tata McGraw Hill Education.

The question paper shall be divided in two sections. Section A shall comprise of eight short answer type questions from
whole of the syllabus carrying two marks each, which shall be compulsory.
Section B shall comprise 8 questions (2 questions from each unit). The students will be required to attempt four questions
selecting one question from each unit. All questions will carry equal marks.
External Marks: 80
Internal Marks: 20
Time: 3 hrs.
TRAINING AND DEVELOPMENT
PAPER CODE: 22MBA405HRME1

Course Objectives

The purpose of this paper is to understand the role of training systems and processes in organization, assess
design, access and implement various methods, techniques and sources of training.

UNIT I
Introduction to Training and Development: Concept, Objectives, Types, Importance, Role of Training and
Development in HRD, Role, Responsibilities and Challenges of Training Manager, Strategic Training; Overview
of Training Process; Training needs assessment; Sources of Data for Training Needs Analysis.

UNIT II
Principles of Learning, Conditions for Effective Learning, Learning Cycle, Learning Process, Factors influencing
the learning process; learning Theories: Reinforcement theory, Social learning theory, Goal theory, Need theory,
Expectancy theory, Adult learning theory and Information processing theory

UNIT III
Training Methods: Traditional and Modern Training Methods; Role of Technology in Training; Trainers Role,
Trainers Skills, Post Training Support for Improved Performance at Work

UNIT IV
Evaluation: Concept, Process of Evaluation, Evaluation designs, Training Effectiveness, Transfer of Training;
special issues in training and employee development; recent Trends in Training and Development

SUGGESTED READING:
1. Cummings, Thomas G. and Christopher G. Worley, Organisation Development and Change, Thomson Learning
2. Noe, R. A., Employee Training and Development, McGraw Hil
3. Rao, P.L. (2008). Enriching Human Capital through Training and Development. New Delhi: Excel publications.
4. Naik, G.P. (2008). Training and Development: Text, Research and Cases. New Delhi: Excel Books.
5. Sahu, R. K. (2010). Training for Development. New Delhi: Excel Books.
6. Lynton, R.& Pareek, U., Training for Development, Sage Publications.

External Marks: 80
Internal Marks: 20
Time: 3 hrs.
PERFORMANCE MANAGEMENT
PAPER CODE: 22MBA405HRME2

Course Objectives

The purpose of this paper is to understand the concept, importance, process and implementation of performance
management systems in organizations

UNIT-I
Basics of Performance Management – Concept, essence, scope, need for performance management as a system,
principles; Performance Appraisal & Potential Appraisal; Performance Management process, PM v/s PA

UNIT-II

Performance Planning; meaning, objectives, features, significance, methodology, process, barriers to performance
planning, competency defined, managing competency mapping, methods of competency mapping

UNIT-III

Performance Appraisal: definition, meaning, need, objectives, principles, features, significance, approaches,
methods, process; benefits and demerits of performance appraisal system, elements of good performance
management system

UNIT-IV
Performance Management and Employee Development: 360 degree feedback, personal development plans,
performance linked remuneration system, reward system, counseling and coaching, strategy map and balance
scorecard, ethics and dilemma in performance management systems

SUGGESTED READINGS:
1. Rao, T.V. (2017). Performance Management: Toward Organizational Excellence. New Delhi: Sage Publishers.
2. Chadha, P. (2008). Performance Management. New Delhi: Macmillan India Ltd
3. Armstrong, Michael, Performance Management – Key strategies and Practical Guidelines, Kogan Page
4. Dessler, G., Human Resource Management, Pearson Education
5. Shields, John, Managing Employees Performance and Reward, Cambridge University, NODA
6. Aguinis, Herman, Performance Management, Pearson Education Inc.

External Marks: 80
Internal Marks: 20
Time : 3 Hours

INTERNATIONAL HUMAN RESOURCE MANAGEMENT

PAPER CODE: 22MBA405HRM3E
Course Objectives

The purpose of this paper is to understand strategic perspective of HRM in an organization, understand the
cultural and related Behavioural variables in HRM of International Organization.

UNIT-I
IHRM- Introduction, differences between domestic and international Human Resource approaches of
International Human Resource Management, Challenges in international labour market, Linking HR
strategies to International expansion strategies, multiculturalism: nature of culture, cultural
dimensions, managing across cultures: strategies, cross cultural differences and similarities.

UNIT-II
International environment: political, legal and technological; Recruitment and Selection - Staffing
policies, approaches, Selection criteria, recent trends in international staffing, Performance
management of international employees, issues in managing performance in the international context.

UNIT-III
HRM in cross border mergers and acquisitions. Training in international management: training
strategies, expatriate training, types of training programmes and emerging trends in training for
competitive advantage. International Compensation: objectives, theories, components and
compensation package.

UNIT-IV
International industrial relations - nature, approaches and strategic issues before employers, employees
and government. Cross cultural communication and negotiation: communication process, barriers,
effectiveness and managing cross cultural negotiation. Repatriation: challenges, benefits, process and
managing repatriation.

Recommended Readings:
1. Tony Edwards, International Human Resource Management, Pearson Education.
2. Luthans and Doh, "International Management: culture, strategy and Behaviour”, Tata McGraw Hill, New Delhi.
3. Tayeb, International Human Resource Management, Oxford University Press.
4. Helen Deresky, "International Management: managing across borders and cultures, Pearson Education.
5. Budhwar, Pawan. "Managing Resources in Asia-Pacific". Rutledge Taylor and Francis Publication
6. Paul Sparrow., Chris Brewster and Hillary Harris. "Globalizing Human Resource Management", Rutledge Taylor and
Francis Publication
7. Hofstede, G., Cultures Consequence: International Differences in Work Related Values, Sage.

Course Objectives

The objective of this paper is to describe operational, business, financial and traditional risk distinguish among
various financial intermediaries and markets.

UNIT-I
Financial Services: Concept, Salient Features, Functions, Types, Constituents of Financial Service Sector, Factors
affecting Financial Services, Financial Service Sector Reforms

UNIT-II
Lease Financing: Meaning, Salient Features, Leasing Process, Constituents of Leasing Industry, Advantages of
Leasing, Types of Leasing, Accounting Treatment of Leasing, Problems of Leasing Industries

UNIT-III
Credit Rating Agencies: Concept, Objectives, Functions, Importance, Classification of Credit Rating, Rating
Framework, Rating Process, Credit Rating Agencies in India, Limitations of Rating Merchant Banking: Concept,
Functions, Service Providers, Merchant Bankers’ Regulations

UNIT-IV
Housing Finance: Evolution and Role, Types of Housing Finance Institutions, Types of Loans, Issue and Future
Outlook, Role of NHB in Housing Finance, Venture Capital: Concept of Venture Capital, Venture Capital Funds,
Enterprises eligible for support, Benefits of Venture Capital, Venture Capital Financing, Venture Capital
Investment Process, Problems and Factors to be considered for development of VCFs, Regulatory Framework

Suggested Readings:
1.Black, Kenneth jr. & Skipper, Harold D. jr., Life and Health Insurance, Pearson Education, Delhi
2. Bhole L.M., Management of Financial Institutions, Tata McGraw-Hill.
3.Shekhar, K.C. and Shekhar, Lekshmy , Banking Theories and practices , Vikas Publications
4. Khan M.Y., Indian Financial System, Tata McGraw-Hill.
5. Vij, Madhu. Management of Financial Institutions in India. A
6. Risk Management, Indian Institute of Banking and Finance, McMillan Publisher
8 .Financial Intermediation, Indian Institute of Banking and Finance

Course Objectives
The purpose of this papers is to understand and analyse futures and options, use various options trading strategies
and critically examine various innovations in derivatives market.

UNIT -I
Investment-Meaning, nature, process and alternatives, Risk and Return Analysis, Concept and
components of total risk; Measuring historical and expected return and risk; systematic and
unsystematic risk. Measurement of Systematic Risk, Objectives and benefits of investment
analysis and security valuation; theories of fixed and variable income securities

UNIT –II
Bond Portfolio Management Strategies: Passive Portfolio Strategies, Active Management
Strategies; Efficient Market Theory; Fundamental Analysis: Economic, Industry and Company
Analysis, Technical Analysis

UNIT -III
Portfolio – Meaning, advantages and selection; Selection Problems: Markowitz portfolio theory;
expected return and standard deviation for portfolios; the efficient frontier; the efficient frontier
and investor utility; the selection of the optimal portfolio; Sharpe single -index model; Capital
Asset Pricing Model; Arbitrage Pricing Theory.

UNIT -IV
Portfolio Evaluation: Meaning, Models of Portfolio Evaluation, Sharpe’s Performance Index,
Treynor’s Performance Index, Jinsen’s Performance Index, Portfolio Revision: Meaning, Need,
Constraints and Strategies, Formula Plans: Constant Dollar Value Plan, Constant Ratio Plan and
Variable Ratio Plan, Portfolio Revision Techniques, Costs of Portfolio Revision

Suggested Readings:
1. Reiley & Brown, Investment Analysis & Portfolio Management, Thomson Learning, Bombay.
2. Pandian, Security Analysis and Portfolio Management, Vikas Publishing House, New Delhi
3. Sharpe, Alexander & Wiley, Investment. Prentice Hall of India, New Delhi.
4. Alexander, Gorden J. and Bailey, Jeffery V., Investment analysis and Portfolio Management, Dryden Press, Thomson
Learning, Bombay.
5. Bodie ZVI, Kane Alex, Marcus, Alan J and Mohanty, Pitabas, Investments, TMH, New Delhi, 2006.

External Marks: 80
Internal Marks: 20
Time: 3 Hours

INTERNATIONAL FINANCIAL MANAGEMENT

PAPER CODE: 22MBA406FME3
Course Objectives

The purpose of this course is to demonstrate the understanding of international financial theory and applications
pertaining to, e.g. exchange rate determinants, foreign exchange exposure, foreign direct investment, interest rate
parity, and the balance of payment.

UNIT -I
Finance function in a multinational firm; structure of international financial markets; cost and availability of
international financial flows; international financial instruments.

UNIT -II
Aspects of international cash management; investment criteria and borrowing decisions; centralized versus
decentralized cash management; optimizing cash flows; cash management and value of the firm.

UNIT-III
International portfolio versus direct investment; international CAPM and Roll’s critique; Arbitrage Pricing
Theory; capital budgeting for foreign investment; strategic adjustment to international taxation; assessing and
managing country risk in capital budgeting decisions.

UNIT -IV
Multinational capital structure and cost of capital; strategic considerations in euro -equity issues; international
bond financing; determining financial structure of foreign subsidiaries of MNCs; financial choices for an MNC
and its foreign affiliates; international portfolio diversification-techniques and barriers; asset allocation policy;
costs and risks of financing; strategies for managing currency risk.

SUGGESTED READINGS:
1. Levi Maurice D., International Finance, McGraw-Hill, New York
2. Buckley A., Multinational Finance, Prentice-Hall of India, New Delhi
3. Shapro A.C., Multinational Financial Management, Prentice-Hall, New Delhi
4. Apte P.G., International Financial Management, TATA McGraw-Hills, New Delhi
5. Butler, K.C., Multinational Finance, Thomson Learning, Bombay

Course Objectives

The objective of this paper is to understand the basic principles of systems analysis and design.

UNIT-I
Concept of system, Business Information System, types of business information systems, overview of system
development methodologies, role of systems analyst, CASE tools for systems analyst; feasibility study -
economic, organizational and cultural, technological, schedule and resource.

UNIT-II
System Development Life Cycle : Preliminary investigation - Information System Projects, evaluation of system
requests, major steps in preliminary investigation; Systems Analysis - fact finding techniques, documentation, data
flow diagrams, data dictionary; cost benefit analysis.

UNIT-III
Systems Design : User interface design, input and output design, data design; Systems Implementation :
Application development, quality assurance, structured application development - structure charts, cohesion,
coupling, testing, program, system, operations, user documentation; Installation - Training, system changeover.

UNIT-IV
Designing Distributed and Internet Systems: designing distributed systems - designing systems for LANs, for
client / server architecture; designing internet systems - internet design fundamentals, design issues related to site
management, managing online data.

SUGGESTED READINGS:
1. Hoffer et. al. , Modern System Analysis and Design, Thomson Learning
2. Shelly, Cashman, Rosenblatt, System Analysis and Design 4e, Thomson Learning
3. Satzinger, System Analysis and Design, Thomson Learning, Bombay.
4. Hawryszkiewyez, I T. Introduction to Systems Analysis and Design. 2nd ed., New Delhi, Prentice Hall of India.
5. Whitten, J L. System Analysis and Design Methods . New Delhi, Galgotia.
6. Awad, Elias M., Systems Analysis and Design, Prentice Hall of India, New Delhi.

External Marks: 50
Internal Marks: 50
Time: 2 hrs.
PROGRAMMING IN JAVA
PAPER CODE: 22MBA407ITME2

Course Objectives

The purpose of this paper is to know the various features and types of programming in JAVA

UNIT-I
Programming through JAVA: JAVA history, JAVA features, JAVA and internet, JAVA and WWW, hardware
and software requirements, JAVA environment, program structure, JAVA tokens, JAVA virtual machine,
constants, variables and data types, operators and expressions, decision making and branching, decision making
and looping.

UNIT-II
Classes, objects and methods, interfaces, packages, managing errors and exceptions, multithreading.

UNIT-III
Applet programming: local and remote applets, applets and applications, applet life cycle, creating an executable
applet, applet tag, passing parameters to applets, I/O basics.

UNIT-IV
String handling, event handling, AWT: Working with windows, graphics and text, controls, layout managers.

Lab: Java Programming and Internet Surfing.

SUGGESTED READINGS:
1. Wigglesworth, Advanced Programming in Java, Thomson Learning, Bombay.
2. Slack, Problem Solving in Java , Thomson Learning, Bombay.
3. Deitel and Deitel, JAVA How to Program, Pearson Education,
4. Decker, Programming Java , Vikas Publishing House, New Delhi
5. E.Balagursamy, Programming in JAVA, TMH, New Delhi.
6. Patrick Naughton, JAVA Complete Reference, TMH, New Delhi.
7. Herbert Schildt, JAVA Complete Reference, TMH, New Delhi.

External Marks: 80
Internal Marks: 20
Time: 3 Hours
INFORMATION SECURITY AND CYBER LAWS
PAPER CODE: 22MBA407ITME3
Course Objectives

The purpose of this paper is to describe the concepts of Cybercrime and Information security and implement
various modules for cyber security applications.

UNIT-I
Overview of basic concepts of security: Confidentiality, Integrity and Availability; Security threats,
Information security principles, operational and human issues in information and network security;
Security policies: types, development and management

UNIT-II
Authentication, Access control mechanism, Physical security control, Operations security,
Cryptography: basic concepts, symmetric and asymmetric cryptography; Key management, Firewalls,
Intrusion detection, malware detection

UNIT-III
Legal Issues in information and communication technology, cyber-crime and IT Act 2000, Legal
resources against Hacking, Cyber fraud, defamation and abuse, pornography and other IT offences;
Contracts in cyber world and Jurisdiction

UNIT-IV
Cyber squatting, legal and other innovative moves against cyber squatting, Copyright and protection
of contents; Software piracy; E-Commerce Taxation, Protection of Cyber consumers in India

Recommended Readings:

1. Mark Merkow and James Breithaupt, Information Security: Principles and Practices, Pearson Education.
2. Vivek Sood, Cyber Law Simplified, Tata McGraw Hill, New Delhi
3. Matt Bishop, Introduction to Computer Security, 1/e, Pearson Education.

Instructions for External Examiner: The question paper shall be divided in two sections. Section A shall comprise of
eight short answer type questions from whole of the syllabus carrying two marks each, which shall be compulsory.
Section B shall comprise 8 questions (2 questions from each unit). The students will be required to attempt four questions
selecting one question from each unit. All questions will carry equal marks
External Marks: 80
Internal Marks: 20
Time: 3 hrs.
INTERNATIONAL TRADE THEORY AND PRACTICE
PAPER CODE: 22MBA408IBME1
Course Objectives
The objective of this paper is to define the concept of International Business environment, describe the concept of
country risk analysis and responsibilities of International trade.

UNIT -I
Growing importance of trade in world economy; trade as an agent of globalization; alternative
bases and explanations of trade; gains from trade; term of trade – alternative concepts; trade
equilibrium and determination of terms of trade; significance of conceptual understanding of trade
theory for IB manager.

UNIT -II
Free trade versus protection; tariff classification; economic effects of tariff; tariff retaliation;
export subsidies, countervailing duties and dumping; effects of a quota; international economic
integration – forms and levels; trade creating and trade diverting effects of a custom union;
repercussions of regional economic groupings on the strategy of international marketers.

UNIT -III
Components of international trade policy; export promotion strategies; import substitution;
rationale and working of free trade zones; assessing export potential for specific products in
specific markets; logic of state trading and canalized trade; trade fairs and exhibition; commercial
intelligence.

UNIT-IV
Major quantitative and qualitative; trends in India’s foreign trade since 1991; major schemes and
incentives for exporters; import control regime; impact of WTO provisions on trade policy;
overall assessment of India’s trade policy.

SUGGESTED READINGS:
1. Krugman, Paul R. and Maurice Obstfeld, International Economics: Theory and Policy, Pearson Education, Delhi
2. Bo Sodersten, International Economics, Macmillan, London
3. D. Salvatore, Theory and Problems of International Economics, McGraw Hill, New York
4. H. Robert Heller, International Trade, Prentice Hall of India, New Delhi
5. Govt. of India, Economic Survey (Latest Issue)

External Marks: 80
Internal Marks: 20
Time: 3 hrs.
INTERNATIONAL LOGISTICS
PAPER CODE: 22MBA408IBME2

Course Objectives

The purpose of this paper is to develop basic understanding of the ins and outs of exports and imports, types of
shipping, international laws Related to logistics and transportation of goods, financial processing, and distribution
channels.

UNIT-I
Trends in world trade growth; nature, significance and components of international logistics;
creating an export organization; registration and licensing; selecting export products and markets
and channels; export costing and pricing procedures; deciding payment terms; export contracts;
deciding currency of payment; export order processing; international logistics infrastructure.

UNIT -II
Arranging pre -shipment finance; export procurement; quality control and pre -shipment
inspection; packing and labeling of export consignments; basic procedure and documentation for
excise and custom clearance; ADS; Cargo insurance; shipping modes procedures and
documentation; role of forwarding agents.

UNIT -III
Arranging post-shipment finance; documentary collection of export bills; UCPDC guidelines;
negotiating documents under L/C; managing exchange earners’ foreign currency accounts;
availing foreign exchange facilities; protecting against adverse movements in exchange rates; role
of EXIM Bank; major provisions of FEMA relating to exporters; export credit risk insurance and
the role of ECGC.

UNIT -IV
Major export promotion schemes in India; export assistance to export houses; SEZ units, EOUs,
EHTP, STP and BTP units; facilities for deemed exports; marketing development assistance; trade
information support; role of commodity boards and export promotion councils in trade promotion;
facilities for service exports.

SUGGESTED READINGS:
1. Paras Ram, Export: What, When, How, Anupam Publications, New Delhi
2. Khurana, P.K., Export Management, Galgotia Publishing, New Delhi
3. Shavaramu, Export Marketing – A Practical Guide for Exporters , Wheeler Publishing, New Delhi
4. Govt of India, An Overview of Customs , Commissionate of Customs and ICDs, New Delhi
5. Govt. of India, Ministry of Commerce and Industry – Handbook of Procedure, Govt. of India, New Delhi

External Marks: 80
Internal Marks: 20
Time: 3 Hours
INTERNATIONAL BUSINESS ENVIRONMENT
PAPER CODE: 22MBA408IBME3

Course Objectives
The purpose of this paper is to learn the nature, scope and structure of International Business and the
influence of various environmental factors on international business operations.

UNIT-I
Introduction to International Business: Importance, nature and scope of International business; Modes
of entry into International Business; Internationalization process and managerial implications.
Socio-Cultural environment: significance, religion, language, education, aesthetics, attitudes, culture,
customs and practices, cross cultural literacy, managing cultural diversity- dealing with cultural
differences, social responsibility of business.

UNIT-II
International Economic Environment: International economic analysis indicators; Economic factors
affecting international business operations- economic freedom, economic systems, economic
indicators; Assessing economic development, performance and potential; Regional economic
integration: Effects of integration, major regional trading groups in Asia and America. International
Investment Theory - Theory of capital movements, Market imperfections, Internationalization,
Appropriability, Location specific advantage.

UNIT-III
Political and Legal environment: Political environment: Individualism Vs. collectivism, political
ideology, political risk; Legal environment: Types of Legal systems, trends in legal system,
implications for mangers, legal issues in international business.

UNIT-IV
Technological environment: Impact of technology on society, economy, industry; Need to spend on R
and D, implication of technology on MNCs, environmental factors contributing for rise of technology,
Nature of technology transfer, stages in transfer process, international technological issues.

SUGGESTED READINGS:
1. Daniels, J.D. and H. LEE Radesbaugh,"International Business", Pearson Education.
2. Aswathappa, K. "International Business", Tata McGraw Hill publications, New Delhi.
3. Richard M. Schaffer etal, International Business Law and its Environment, Thomson 2002.
4. John. J Wild, et al, International Business, Pearson Education
5. Michael Zinkata et al, Global Business, The Dryden Press 1988.
6. Donn Ball and Wendell Mcculloch, International Business, Irwin McGraw Hill 1999.
7. Charles W Hill, International Business, TMH publishing company Ltd.
8. Overview of Developments in the International Trading Environments - Annual Report by the Director General WTO,
Nov. 22, 2000.
9. Black and Sundaram, "International Business Environment", Prentice Hall of India, New Delhi.

Instructions for External Examiner: The question paper shall be divided in two sections. Section A shall comprise of
eight short answer type questions from whole of the syllabus carrying two marks each, which shall be compulsory.
Section B shall comprise 8 questions (2 questions from each unit). The students will be required to attempt four questions
selecting one question from each unit. All questions will carry equal marks
External Marks: 80
Internal Marks: 20
Time: 2 hrs.
INTEGRATED MARKETING COMMUNICATION
PAPER CODE: 22MBA409MME1
Course Objectives
The purpose of this paper is to understand various kind of media to be utilized in marketing communication ,find
out solution of communication needs

UNIT-I
Introduction – Concept of marketing communication, marketing communication mix, factor
affecting marketing communication mix, drivers of integrated marketing mix; models of
marketing communication – Blade Box Model, AIDAS model, Lavidge Steiner model,
DAGMAR model, PCB model; marketing communication planning process

UNIT-II
Managing the Marketing Communication Process – Analysis of promotional opportunities,
concepts of segmentation and target marketing, promotional strategy of formulation and
competitive positioning, determination of promotional objectives, deciding promotional
appropriation, integrating marketing communication programme, commissioning and contracting
external resources.

UNIT-III
Advertising and Media Planning – Advertising plan, creative strategy, advertising appeal, creative
formats, stages of creative strategy – idea generation, copy writing, layout, copy testing and
diagnosis; media planning –traditional and contemporary media; media objectives – reach,
frequency, cost etc.; media strategy, media scheduling, media planning models, key issues in
advertising – comparative advertising, web advertising; advertising agency – functions and types,
outdoor advertising.

UNIT-IV
Wider Issues and Dimensions – Sales promotions, personal selling, direct marketing, public
relations, publicity and corporate advertising, unconventional promotional media, marketing
communication budgeting, measuring promotional performance, global marketing
communication, legal and ethical issues in integrated marketing communication.

SUGGESTED READINGS:
1.Shah, Kruti and Alan D’Souza, Advertising and Promotion – An IMC Perspective, Tata McGraw Hill, New Delhi
2. Belch, George and Belch, Michael; Advertising and Promotion, Tata McGraw Hill, New Delhi
3. Wells, William, Burnett, John and Moriary, Sandra; Advertising Principles and Practice’ Pearson Education, New Delhi
4. Jethwaney, Jaishree and Jain, Shruti; Advertising Management; Oxford University, New Delhi
5. Kenneth E. Clow, Integrated Advertising, Promotion and Marketing Communications, Pearson Education.

External Marks: 80
Internal Marks: 20
Time : 3 Hours
SALES AND DISTRIBUTION MANAGEMENT
PAPER CODE: 22MBA409MME2

Course Objectives

The purpose of this course if to understand the concepts of sales and distribution management, make and
implement decisions for sales and distribution management.

UNIT-I
Sales Management: Role of Sales Management in Marketing, Nature and Responsibilities of Sales
Management, Modern Roles and Required Skills for Sales Managers. Theories of Selling. Sales
Planning: Importance, approaches and process of sales planning; Sales forecasting; Sales
budgeting. Sales Organization: Purpose, principles and process of setting up a sales organization;
Sales organizational structures; Field sales organization; determining size of sales force.

UNIT-II
Territory Management: Need, procedure for setting up sales territories; Time management;
Routing. Sales Quotas: Purpose, types of quotas, administration of sales quotas. Managing the
Sales-force: Recruitment, selection, training, compensation, motivating and leading the sales-
force; Sales meetings and contests.

UNIT-III
Control Process: Analysis of sales, costs and profitability; Management of sales expenses;
evaluating sales force performance; Ethical issues in sales management.

UNIT-IV
Distribution Channels: Role of Distribution Channels, Number of Channels, Factors Affecting
Choice of Distribution Channel, Channel Behaviour and Organization, Channel Design Decision;
Channel Management Decisions; Distribution Intensity; Partnering Channel Relationship.

SUGGESTED READINGS:
1. Still, Cundiff, Govoni and Sandeep Puri, Sales and Distribution Management, Pearson Education.
2. Anderson R, Professional Sales Management, Englewood Cliff, New Jersey, Prentice Hall, India.
3. Spiro, Rosann L., Gregory A. Rich, and William J. Stanton, Management of a Sales Force, McGraw-Hill Irwin, Boston.
4. Dalrymple, Douglas J., and William L., Sales Management: Concepts and Cases, New York, NY: Wiley
5. Panda, T. K., Sahadev , S., Sales And Distribution Management, Oxford Publishing, India
6. Hughes, G. David, Daryl McKee, Charles H. Singler, Sales Management: A Career Path Approach, Cincinnati, OH: South-Western
College Publishing

External Marks: 80
Internal Marks: 20
Time: 3 Hours
PRODUCT AND BRAND MANAGEMENT
PAPER CODE: 22MBA409MME3

Course Objectives

The purpose of this paper is to understand applications of new product management, planning and policy
techniques, essentials of branding and approaches to effective branding strategy.

UNIT-I
Branding terminology, basic branding concepts- brand awareness, brand personality, brand image,
brand identity, brand loyalty, brand equity, major branding decisions: selecting a brand name, brand
extension decision, family versus individual brand names, multiple branding, private versus national
branding, importance of branding

UNIT II
Branding challenges and opportunities, concept of brand equity, sources and benefits of brand equity,
customer based Brand equity, designing marketing programme to build brand equity, measurement of
brand equity, Strategic brand management process, concept of Brand positioning and repositioning,
Identifying and establishing brand positioning and values.

UNIT III
Planning and implementing brand marketing programmes, designing marketing programs, measuring
and interpreting brand performance, Legal aspects of Branding, Copyright, Trademarks and IPR,
designing and implementing branding strategies; Brand building and communication, E- Branding,
handling brand name changes

UNIT IV
New products and brand extension, evaluating brand extension opportunities, reinforcing brands,
revitalizing brands, managing brands over geographic boundaries and market segments, rationale for
going international, global marketing programs- advantage and disadvantage, standardization versus
customization, global brand strategy. Branding in rural marketing, branding in specific sectors: retail,
industrial, service brands

Recommended Readings:

1. Kevin lane Keller, Strategic Brand Management, Pearson Education.

2. David A Aaker, Managing Brand Equity, New York, Free Press.
3. Don Cowley, understanding brands, Kogan page
4. J.N. Kapferer, Strategic Brand Management, Free Press.

Course Objectives

The purpose of this paper is to understand the concept of national and state level support system to entrepreneurs

UNIT-1
National & State level support system to entrepreneurs; Role of national & state level financial & development
institutions in entrepreneurship development; Govt. Programs for entrepreneurs: Start- up India, Make-in-India,
Atal Innovation Mission, STEP, Digital India, PMKVY, PMEGP, SEED, WEP, ASPIRE & Pradhan Mantri
Mudra Yojna.

UNIT-2
Ministry of Micro, Small and Medium Enterprises, Ministry of Skill Development and Entrepreneurship;
Ministry of Women & Child Development, Govt. of Haryana Schemes

UNIT-3
Overview of national & state level financial & development institutions for entrepreneurship development;
Banking Institutions: Schemes of Nationalised banks, Private sector banks, RRBs etc.; Financial
Institutions: Role of IDBI, SIDBI, ICICI, IFCI, IRCI, SFCs, NABARD etc.

UNIT-4
Industrial & Development Institutions like Agricultural Development Bank, National Bank for Agriculture &
Rural Development (NABARD), State level SIDCs in Haryana etc.; Technical Institutions: Educational &
Research Institutions; Industry Associations

SUGGESTED READINGS:

1. MSME Schemes, Ministry of Micro, Small & Medium Enterprises.

2. MSME Samadhan, Important Govt. Schemes, Ministry of Micro, Small & Medium Enterprises.
3. MSME Sambandh, Ministry of Micro, Small & Medium Enterprises.

External Marks: 80
Internal Marks: 20
Time: 3 Hours
ENTREPRENEURIAL ANALYSIS
PAPER CODE: 22MBA410EME2
Course Objectives

The purpose of this paper is to make the students understand the concept of business models and various legal
matters relate to ventures

UNIT-1
Recap and Review the Fundamentals: Recap of idea selection and Lean Canvas, Revisit product/service,
business model, team, from the Foundational Course in Entrepreneurship, Refining the Business Model and
Product/Service: pivoting; Identify which business model suits your product/service the best, Analyse
competitors and map your product/ service with the competitors’ to define a unique value proposition, Identify
additional customer segments that your solution can address; evaluate business models for these segments and
refine product/service for new customer segments

UNIT-2
Exploring Ways to Increase Revenue: Understand the cycle of customer acquisition, activation, retention,
revenue generation, and referrals to attract new customers, Identify primary and secondary revenue streams,
Identify new markets and new customer segments, Explore licensing and franchising options for expansion;
Funding the Growth: Various sources of funds available for a business, The pros and cons of using a different
type of finance

UNIT-3
Creating a Branding and Channel Strategy: Define a positioning statement, Create a public image and presence
for your business, Select a brand name, logo, social media handles, and mobile app names for your venture,
Create online public profiles, Select the right channels for your venture using the Bullseye Framework;
Leveraging Technologies and Available Platforms: Identify the technology needs of your venture, Choose the
key technologies and platforms for banking, accounting, sales, legal, and human resource management

UNIT-4
Legal Matters: Understand the different types of entities, selecting the right type for your venture and
incorporate your venture, Overview of legal issues and their impact on entrepreneurs, Patents and intellectual
property; Trademarks Seeking Support: Recruit your boards of directors, advisors, and mentors, Resources for
specific geographies
Final Project: Presentation Day – Teams present their practice ventures: business model, business plan,
growth achieved

SUGGESTED READINGS:

1. Wadhwani Foundation’s LearnWise™ platform.

External Marks: 80
Internal Marks: 20
Time : 3 Hours
PROJECT FORMULATION AND STARTUP
PAPER CODE: 22MBA410EME3
Course Objectives

The purpose of this paper is to understand the formulation of banking projects, startup and its ecosystem and
business model and marketing strategy

UNIT-1
Formulation of Bankable Projects: Overview of project and its management, Aspects of project preparation,
Constraints in project preparation, Fundamentals of a bankable project, Criteria for selecting a project, Essential
analyses, Factors influencing the success of the project, Guidelines for preparing a project report, Developing
a project profile, Funding procedures, Model bankable project

UNIT-2
MVP Development: Understanding MVPs, Types of MVP, MVP and Entrepreneurship, Concierge MVP, Lean
Start-up framework, Customer interviews, Competitive analysis, Building the MVP, User stories/use cases,
Feature lists, Prioritized backlog, Wireframing/prototyping, User testing

UNIT-3
Startup and its Ecosystem: Opportunities and challenges for new products, define your Startup idea, Team
formation and execution, Problem solution fit, Market segmentation and customer discovery, customer
persona design, Customer validation, set up your Startup, Solution validation, Grow your team

UNIT-4
Managing Whole Offers and Partner Ecosystems: Business model & marketing strategy, Designing & validating
the business & revenue model, Business model fine-tuning, Marketing strategy, Financial KPIs, Start-up
financial planning & budgeting, Funding alternatives, Investor presentation, Funding strategy design & pitch
deck preparation, Startup valuation, 100 days plan, Pitching day

SUGGESTED READINGS:

1. Project Management, by Harold Kerzner; John Wiley & Sons, Inc., ISBN 9780480278803
2. The Lean Startup, by Eric Ries; Penguin UK, ISBN 9780207887894
3. 48-Hour Start-Up, by Fraser Doherty MBE; Harper Thorsons, ISBN 9780008196684
4. Zero to One, by Peter Thiel; Random House, ISBN 9780753555194

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MBA Syllabus Updated

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MBA Syllabus Updated

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External Marks: 80

Lab: Web Designing in HTML, Internet Surfing.

ORGANIZATIONAL CHANGE AND INTERVENTION STRATEGIES

1. French, W. H. and Bell, Organization Development, Pearson Education

Lab: Programming in C++ on above defined syllabus

Lab: Programming in Oracle on above defined syllabus.

DATA WAREHOUSING AND DATA MINING

1 Sam Anahory, Data Warehousing in the Real World, Pearson Education

1. Helen Deresky, International Management, Pearson Education.

Search Engine Advertising: benefits of paid Search Advertising, understanding Ad Placement,

Lab: Practical on Social Media marketing

Introduction to Entrepreneurship: Understanding Entrepreneurship, Entrepreneur & Enterprises; Functions &

Creativity and Innovation in Entrepreneurship: Entrepreneurship as a creative process; Relationship between

ENTREPRENEURIAL MOTIVATION TRAINING

Myths & Reality of Entrepreneur/Entrepreneurship, Dynamics of Entrepreneurship,

MSME’s AND FAMILY BUSINESS

INTERNATIONAL HUMAN RESOURCE MANAGEMENT

INTERNATIONAL FINANCIAL MANAGEMENT

Lab: Java Programming and Internet Surfing.

1. Kevin lane Keller, Strategic Brand Management, Pearson Education.

1. MSME Schemes, Ministry of Micro, Small & Medium Enterprises.

1. Wadhwani Foundation’s LearnWise™ platform.

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