Mba

ACHARIYA SCHOOL OF BUSINESS AND TECHNOLOGY

Pondicherry

Challenging the Future

SYLLABUS

MASTER OF BUSINESS ADMINISTRATION

Department Of Management

www.achariya.in

http://www.achariya.in/


ACHARIYA\ASBT\SYLLABUS-MBA 2

Table of Contents

1. Semester I 2

1.1 Core – Management Theory and Organizational Behavior 3

1.2 Core – Management Accounting 5

1.3 Core – Business Environment 6

1.4 Core – Managerial Economics 8

1.5 Core – Quantitative Methods 10

2. Semester II 12

2.1 Core Marketing Management 14

2.2 Core Human Resources Management 16

2.3 Core Entrepreneurship 18

2.4 Core Production and Materials Management 19

2.5 Core Financial Management 21

2.6 Elective (Major/Non Major) Management Information System 23

3. Semester III 24

3.1 Core Research Methodology 25

3.2 Core Operations Research 27

3.3 Specialization Stress Management 28

3.4 Specialization Insurance Management 29

3.5 Specialization Advertising & Sales Management 30

3.6 Elective – Managerial Skill Development 32

3.7 In plant Training/Organization Study

4. Semester IV 34

4.1 Core Business Policy and Strategic Management 35

4.2 Core International Business Management 37

4.3 Specialization Training and Development 39

4.4 Specialization Strategic Financial Management 41

4.5 Specialization Sales Management 43

4.6 Project Work



SEMESTER I

S.No

SUBJECT NAME

HOURS

CREDITS

1

Core – Management Theory and Organizational

Behavior

6

4

2

Core – Management Accounting

6

4

3

Core – Business Environment

6

4

4

Core – Managerial Economics

6

4

5

Core – Quantitative Methods

6

5



MANAGEMENT THEORY AND ORGANIZATIONAL BEHAVIOUR

Unit:1 The Definition of Management: The management Functions – Management skills –

Manager‟s Role and Functions – Overview Plans – The Nature and Purpose of Planning – Types

of Plans – Steps in Planning – The Planning Process – Strategies, Objectives – Nature of

Objectives, Management by Objectives - Strategy and Policies – Decision making – Making

Planning Effective.

Unit: II The Organizing Process – Departmentation – Line and Staff Relationship –

Centralization & Decentralization, Staffing: Nature of Staffing – Recruitment and Selection of

Managers Training and Development of Manager – Appraisal of Managers.

Unit: III Introduction to OB- Individual Level Concepts – Values – Beliefs – Attitudes –

Personality – Perception – Motivation – Group Behaviour – Power – Politics – Conflict – System

Level Concepts – Different Structures – Components of work – Design – Policies –Culture –

Leadership in Organization – Nature of Leadership – Leadership traits – Autocratic Vs

Democratic leaders – Leadership theories.

Unit: IV Directing – Steps in Directing, Motivation: The Concept of Motivation – Foundations

of Motivations – Content perspectives on Motivation – Process perspectives on Motivation

Reinforcement perspective on Motivation – Job Design for Motivation – Motivational

Programs.



Unit :V Controlling – The Importance of Control – Control Techniques and Methods –

Characteristics of Effective Control – Quality Circles – Globalization and Managers –

Technology Enhanced Management – Social Responsibility – Managing Innovation.

REFERENCES:

1. Tim Hannagan, Management Concepts and Practices, Macmillan India Ltd., 1977

2. Hellriegel, Jackson and Slocum, Management: A Competency – Based Approach, South

Western, 9th

edition, 2002.

3. Stewart Black and Lyman W. Porter, Management – Meeting New Challenges, Prentice Hall,

2000

4. Koontz, Essentials of Management, Tata McGraw Hill, 5th Edition, 2001.

5. Stephen Robbins – Organizational Behaviour

6. Fredluthans – Organizational Behaviour

7. Shukla – Understanding – Theory & Practices



MANAGEMENT ACCOUNTING

Unit I: Accounting – Definition – Purpose – GAAP – Standards – Preparation of Final Accounts

– Rules – Journals – Ledgers – Trial Balance – Trading and Profit and Loss Account – Balance

Sheet – Depreciation Methods – Financial Reporting in India

Unit II: Costing – Purpose – Utility – Elements of cost sheet – Cost Determination – Cost

Accounting Systems (Job Costing, Process Costing) – Allocation of overheads – Absorption

costing – Marginal Costing – Application

Unit III: Budgeting and Budgetary Control – Definition – Purpose – Types – Procedure –

Advantages – Capital Budgeting – Definition – Purpose – Methods – Applicability – Flexible

Budgeting – Zero Base Budgeting

Unit IV: Standard Costing and Variance Analysis – Materials – Labor – Overhead – Sales –

Profit – Analysis and Reporting of variances – cost of production

Unit V: Target costing – Definition – Procedure – Implementation – Advantages – Life Style

costing – Definition – Importance – Activity Based costing – Definition – Procedure –

Implementation – Advantages

REFERENCES:

1. Management Accounting – M.Y. Khan and P.K. Jain

2. Management Accounting – Principles and Practice – M.A. Sahaf

3. Management Accounting – R.S.N. Pillai & Bagavathi

4. Financial Accounting – A Managerial Perspective – R. Naryanan Swamy

5. Introduction to Management Accounting – Charless T. Horngren



BUSINESS ENVIRONMENT

Unit I: BUSINESS ENVIRONMENT

Basic Concepts, Internal and External Environment, Components of Environment – Present

Indian Scenario, Strategies for corporate growth – Globalization of Indian corporate sector –

Competition and efficiency – Basic Indicator of Economic development, National Income and

GDP, Foreign Trade and Balance of Payment, Money Supply – India‟s National Resources,

Land, Water, Mineral and Renewal Resources – Indian Economic Planning, Five Year Plans

Unit II: Industrial and Regulatory Environment

Synergy between Government and Business, Agriculture, Infrastructure, Informatics, Human

Resource and core competence, Labor Management Relations, Social Responsibility and

Consumer Interface – Industrial Policy and Performance, Impact of Industrial Policies,

Liberalization and Deregulation – Public Sector in India -, Process of Privatization,

Disinvestment, Reform of Public Enterprises – Indian Constitution, Federal System of

Government, Directive Principle of state policy, Fundamental Rights & Duties – Regulatory

Role of Government, Tariff Commission, MRTP, FEMA, Trade Practices Commission – Indian

Fiscal Policy, Chelliah Committee Report, Tax Reforms – Capital Market in India – Inflation,

Employment, PDS – Agricultural Policy in India

Unit III: Social Responsibility of Business

Business Ethics and Corporate Governance – Unemployment and Manpower Policy – Planning

for Poverty Alleviation



Unit IV: Technological and Trade Environment

Defining Technology and Technology Transfer, Mechanism of Technology Transfer, Quality

Assurance Technology Transfer – Energy Resources of Management, Energy Conservation,

Energy sources – Energy Conservation vs Energy Efficiency – Trade Environment, Process of

Liberalization, Structural Adjustment Policies, India and Global Challenges – Foreign Trade

Structure and Policy – Import policy, Export Policy, Trade Policy changes in 90‟s – Export

Processing Zones

Unit V: Globalization and Foreign Investment in India

Types of Foreign Investment, Advantages and Disadvantages of FDI – Multinationals in India –

Impact of Foreign Direct Investment in Indian Economy – WTO, GATS and its implications –

Removal of Quantitative Restrictions, Dispute Settlement Procedures - TRIPS

REFERENCES:

1. Raj Agarwal, 2002, Business Environment, New Delhi, Excel Books

2. K.Aswathappa, Business Environment, New Delhi, HPH



MANAGERIAL ECONOMICS

Unit I: Introduction to Managerial Economics: Definition, Scope and Managerial Economics –

Interdisciplinary approach to managerial economics – Circular Flow of Economic activity,

Nature of Firm, Economics and Decision Making, Economic Models

Demand Theory and Analysis: Individual and market demand, Elasticity, Advertising, Utility,

Indifference curves and Maps, the consumers‟ budget constraints, Utility maximization Demand

Forecasting, Supply concepts, Market Equilibrium

Unit II: Production and Costs: Basic concepts in production theory – The Production Function,

Economies of Scale and scope – Production in short run, short run cost relationships, Production

Isoquants, Isocost curves, Returns to scale, Relationship between short run and long run costs,

Cost of capital

UNIT III – MARKET STRUCTURE

1. Perfect Competition: Characteristics of the market, Equilibrium Price, Losses and Shut

down decision, Evaluation of perfect competition

2. Monopoly: Characteristics, Measurement and Determination of Market power

3. Imperfect competition: a) Monopolistic; Characteristics, profit maximizing prices and

outputs in short run and long run, Evaluation of monopolistic competition b) Oligopoly:

Characteristics, price rigidity ( The Kinked Demand Model) Cartel and Collusion, Price

Leadership

UNIT IV- PRICING DECISIONS

Price Discrimination, Pricing of Multiple Products, Product Bundling, Peak Load Pricing, Cost

Plus Pricing and Other Pricing Theories, Role of Rent, Wage and Labor Unions in Price

Discrimination, Pricing in Global Integration



Profit Management: Meaning, Forms, Profit Theories – Profit Policies: Profit Maximization,

Alternative Profit Policies – Profit Planning and Forecasting through Break Even Analysis: Uses,

Limitations

Unit V: Macro Economic Analysis for Business Decision Making

Overview, National Income, Consumption and Investment, Monetary and Fiscal Policies,

Inflation, Business cycles, Unemployment and such other factors affecting Macro economic

activity

REFERENCE BOOKS:

1. P.L. Mehra – Managerial Economics, Analysis, Problems and Cases, Sultan Chand & Co.

Ltd., 2001

2. Peterson and Lewin: Managerial Economics, 4th Edition, Prentice Hall, 2004

3. Dholakia and Oza: Microeconomics for Management Students, 2nd Edition, Oxford

University Press.

4. Gregory Mankiw: Principles of Microeconomics, Have court Asia, Publishers, 2001

5. Mote and Paul – Managerial Economics, Tata McGraw Hill, 2001

6. Varshney R and Maheshwari K L – Managerial Economics, Sultan Chand, 2000

7. G.S. Gupta – Managerial Economics, Tata McGraw Hill, 1990

8. Dholakia and Oza: Microeconomics for Management Students, 2nd Edition, Oxford

University Press.

9. Gregory Mankiw: Principles of Microeconomics, Havcourt Asia publishers, 2001

10. Mote and Paul – Managerial Economics, Tata Mc Graw Hill. 2001

11. Varshney R and Maheshwari K L – Managerial Economics, Sultan Chand 2000

12. G.S. Gupta – Managerial Economics, Tat McGraw Hill, 1990



QUANTITATIVE METHODS

Unit: I Set Theory – Set Operations through Venn Diagrams – Relations – Functions – Linear

and Non Linear – Graphical Representations of Functions – Series – Arithmetic and Geometric –

Concepts of Interest/Annuities – Materials – its Applications

Unit: II Basic Concept of Differentiation – Integration – Optimization Concepts – Use of

Differentiation for Optimization of Business Problems – Maxima and Minima of Function of

Two variables matrices and applications in business

Unit: III Introduction to Statistics: Meaning – Use of Statistics in Business and Industries –

Classification and Tabulation of Data – Statistical Series – Frequency Distribution – Rules for

Tabulation – Types of Tabulation – Measures of Central tendency – Measures of Dispersion –

Skewness – Kurtosis – Moments

Unit: IV Probability – Definitions – addition and multiplications rule (Only statements) –

Baye‟s theorem – simple business application problems – probability, distribution – Theoretical

probability distributions – Binomial, poison and normal – simple problems applied to business

Unit: V Basic Concept of Index Number – Simple and weighted index number – concept of

weights – Types of Index Numbers – Business Index Number – Time Series Variations in time

trend, cyclical, seasonal and random – use of time series of business and forecasting



REFERENCE BOOKS

1. Murray R. Spigel – Theory and Problems of Statistics – Schaums Outline Series –

McGraw Hill Book Co-New Yark

2. Quazi Zameeruddin, V.K. Shanna, S.K. Khanna – Business Mathematics – Vikas

Publications House Pvt. Ltd.

3. Levin and Rubin – Statistics for Management – Tata McGraw Hill – New Delhi

4. S.P.Gupta – Statistical Methods – S. Chand Publications – New Delhi.

5. John Currion and Roger Slater – Quantitative Techniques for Managerial Decisions- 2nd

Edition, New Age International Ltd.



SEMESTER II

S.No

SUBJECT NAME

HOURS

CREDITS

1

Core Marketing Management

5

4

2

Core Human Resources Management

5

4

3

Core – Entrepreneurship

5

4

4

Core – Production and Materials Management

5

4

5

Core – Financial Management

5

4

6

Elective (Major/Non Major)

Management Information System

5

4



MARKETING MANAGEMENT

UNIT – I

Introduction, core concepts of Marketing – Needs, wants & Demands, Product, Value and

Satisfaction, Marketing & Markets – Production Concept, Product Concept, Selling Concept ,

Selling Concept, Marketing Concept etc. Macro actors in the marketing environment, Macro

Features like demography, economic features, socio-technological environments etc. Micro

features like suppliers competitions etc.

UNIT – II

Demand Estimation – Segmentation – Product Planning, New Product Developments & Product

Cycle. Demand Estimation; How to measure market demand – Estimating market size, share and

potential, Estimating current and future demands. Segmentation: Approach , Patterns &

Segmentation Procedures, basis for Segmenting consumer & Industrial market product

positioning – Market planning process – Stages – The Nature & the contents of marketing plan

( Introductory Aspects) Strategic marketing planning (Introductory Aspects) New Product

Development – Idea generation, Idea Screening concept development and using, Product

Development Market Testing etc., Marketing Strategies in the various stages of the PLC

(Product Life Cycles) Strategies to be followed in the Introduction, Growth, Maturity and

Decline stages, Concept of Market evaluation.

UNIT – III

Product and Price Strategies product, Product classification schemes, Brand, Packaging, Product

– Mix Decisions, Product Line Decisions, Service product decisions etc: - Managing Product

Lines, Pricing – Setting and Modifying the Price, Initiating Price Units, Price Increase,

responding to Price changes

UNIT - IV



Channel and Promotion strategies Channel Decisions – Nature of Marketing channels, Functions,

Types of Retailer‟s – Steps in the, promotion mix, Measuring results, Advertising Decisions –

Setting Advertising Objectives, Advertising Budget, Deciding on the message, media, media

mix, evaluating and effectiveness – Use of Internet as a Marketing Medium.

UNIT - V

Marketing Organizations - Marketing Strategies – For Leaders, for followers, Market strategies

of Niche Makers; for challengers, marketing strategy for global markets- Marketing relations

with other department – Marketing Implementation.

References

1. Philip Kotler, Marketing Management – Analysis Planning and Control, Prentice Hall, 9th

Edn., New Delhi, 1996

2. Ramaswamy V.S, and Namakumari S., Marketing Management Planning,

Implementation Control, Prentice Hall, New Delhi, 1996



HUMAN RESOURCES MANGEMENT

UNIT -1

Introduction to Human Resources Management – definition and scope of PM,HRM and HPM –

human Resources planning – concept, aims and objectives – Job Analysis – Job Description and

Job Specification – Recruitment – Source of Man power supply – selection – Test, Interview and

reference – Induction and placement – Promotion and transfer

UNIT - II

Training and development – assessment of training needs and training methodologies –

evaluation of training schemes – management development programs and career planning –

performance appraisal – concept and purpose – methods and techniques – employee counseling

UNIT - III

Compensation - Wage and salary administration - executive compensation packages - job

evaluation - incentive schemes and bonus - welfare administration - employee welfare and benefit

schemes - quality circles and quality of work life - employees morale and job satisfaction

UNIT - IV

Industrial Relations – Introduction to IR – Concept and Approaches – Role of Govt., employees

and trade unions in IR – Employer employee relation – union management relations – industrial

disputes – cause and effects – IR Machinery – Collective Bargaining – Conciliation – Arbitration

and Adjudication – Modern trends in IR

UNIT - V

Employee Grievance handling and redressal – complaint and grievance – grievance handling

machinery and procedure – employee discipline – standing orders – suspension, retrenchment

and dismissal – participative management – works committee – joint management council –

computerization – human resources information system



Reference:

1. Michael Armstrong, A Handbook of Human Resource Management Practice,

Kogan Page Ltd.

2. Monappa Arun & Salyadain Misra S,. Personnel Management, Tata McGraw Hill

(2nd

Edition)

3. Flippo Edwin B., Principles of Personnel Management, McGraw Hill, Kogak.

4. Strauss George & Sayless Leonard R., Personnel – The Human Problems of

Management, Prentice Hall of India.



CORE: ENTREPRENEURSHIP

UNIT - I

Evolution of the concept of Entrepreneur and Entrepreneurship – Characteristics of Entrepreneur

– Functions of c – Types of Entrepreneurs, Role of Entrepreneurship in Economic Development

– Growth of Entrepreneurship in India – Factors affecting Entrepreneurship.

UNIT- II

Entrepreneurship Development Programmes (EDPs) – Objectives – Course content – Phases –

Problems – Women Entrepreneurship – Rural Entrepreneurship Procedure for starting the

Enterprise – Project Formulation and Appraisal.

UNIT – III

Institutional Finance : Commercial Banks – IDBI – IFCI – ICICI – SIDBI –EXIM Bank – SFCs

– SIDCs Institutional support : NSIC –SIDCO- SISI – DIC – TCOs –KVIC Subsidies and

incentives.

UNIT- IV

Marketing Management Segmentation, Targeting, positioning – Marketing Mix – Production

Management – Plant Location and Layout – Quality Control.

UNIT - V

Financial Management: Working Capital Management – Human Resource Management:

Recruitment, Selection, Training, Compensation.

Reference

Entrepreneurial Development – S.S. Khanaka, S. Chand & Co. Ltd., New Delhi.

Entrepreneurial Development – C. B. Gupta and N.P. Srinivasan

Dynamics of Entrepreneurial Development and Management Vasand Desai



CORE: PRODUCTION & MATERIALS MANAGEMENT

UNIT – I

Introduction to production and operations function, interaction of operations management with

other functional areas of management – manufacturing and non manufacturing operations and

their classifications – operations strategy as a part of corporate strategy – operations planning

and control – operations forecasting: forecasting methods – quantitative and qualitative

forecasting.

UNIT – II

Facility locations – cost competition and hidden factors – steps in location selection – Types of

manufacturing systems & lay out- Facility layouts – layouts by products& Process – Line

balancing – Design of operations systems – Capacity planning models, Estimation of capacity

requirements – application of CVP analysis – Materials handling: Principles equipments reduced

cost of materials handling.

UNIT - III

Work study, time & Method study: Definition – Importance – aims & procedures – implication

of productivity – work measurement – work sampling – work environment – industrial safety –

value analysis.

UNIT – IV

Introduction to materials management : Managing purchases, purchase process – Managing

inventory – stores & warehouse management classification inventory – ABC, VED & FSN

analysis – Managing vendors – Vendor analysis, Rating & selection – Procedure & criterion-

Integrated materials management – MRP I & MRP II.



UNIT – V

Maintenance management function – Types of maintenance – Preventive & break down

maintenance – Concept of quality planning, Quality Control by Variables & attributes- Statistical

quality control – Principles of Metrology – Management of Quality in an organization – Quality

circles – ISO systems – ISO certifications – Procedures & Documentation, ISO audits.

References

1. Dilworth James B., Operations Management , Mc Graw Hill

2. Adams Everette E & Ebert Ronald J., Production and Operations Management

3. Buffa Elwood S. Saria Rakesh, Modern Production / Operations Management, John

Wiley & Sons, ( 8th Edition )



FINANCIAL MANAGEMENT

UNIT - I

Nature and Scope of Financial Management – Objectives of Corporate Financial Decisions,

Investment Decisions: Cost of Capital: Cost of Debt, Cost of Preference shares, Cost of Equity,

Weighted average cost of capital, Average and marginal cost of capital, Long term investment

decisions and Capital Budgeting Techniques – Risk analysis in capital budgeting – Capital

Budgeting under conditions of capital rationing and inflationary conditions

UNIT - II

Short Term Investment Decision: Working Capital Decisions – Working capital Policy – size of

current assets and Financing of current assets – Management of Cash – Management of

Receivables – Management of Inventory – Short Term Financing

UNIT - III

Financing Decisions: Capitalization and capital structure – Long term Finance Shares,

Debentures and Loans

UNIT – IV

Dividend Decisions: Relevance of Dividend payment – Stability of Dividend payment – Forms

of Dividend Payment – Dividend policy in Indian corporate sector

UNIT - V

Financial Analysis and Planning: Financial Statements, Financial Ratio Analysis, Operating and

Financial Leverage, Break even analysis

Emerging Scenario: Indian Financial System, An overview of Financial Institution, Financial

Markets, Financial Instruments and Financial Services



References:

5. Prasanna Chandra, Financial Management

6. I.M.Pandey, Financial Management

7. M.Y.Khan & P.K.Jain, Financial Management



ELECTIVE (MAJOR/ NON-MAJOR)

MANAGEMENT INFORMATION SYSTEMS

Unit - I

Concepts of data, Information & system – Defining Information system and system approach –

Management process and information needs – Categorization of Information systems for

competitive advantage.

Unit - II

Approaches to information system building – Comparing different methodologies – stages in

system development life cycle – Concerns in System feasibility – Focus of System analysis –

Data flow Diagrams – System Design Concepts - Issues in system implementation – Business

Process Re-engineering.

Unit - III

Features of different types of information system – office automation systems – Intranet &

Groupware – Decision support systems – Expert systems – Enterprise Resource Planning –

Customer Relationship management – Supply chain management.

Unit - IV

Applications of information systems in functional areas like HR, Finance, Manufacturing and

Marketing – Applications in various industries like banking, Financial services.

Unit – V

Information flows in the networked world – World Wide Web – E- Commerce, EDI, EFT –

Security concerns in Information systems – regulation for network IS security.

References:

1. Management Information System – James A. O‟ Brien

2. Management information System – K.C. Laudon & J.P. Laudon.

3. Information system for management – Robert & Clagget.



SEMESTER III

S.No

SUBJECT NAME

HOURS

CREDITS

1 Core Research Methodology

6

4

2 Core Operations Research

6

4

3 Specialization

Stress Management

6

4

4 Specialization

Insurance Management

6

4

5 Specialization

Advertising & Sales Management

5

4

6 Elective – Managerial Skill Development

5

4

7

In plant Training/Organization Study

2

4



CORE - RESEARCH METHODOLOGY

Unit:1 Introduction: Meaning – Objectives – Types – Research Approaches – Significance of

Research – Research Process – Research Problems – Techniques/Steps in Defining a problem –

Research Design: Meaning – Types of Research Design – Principles of Research Design – Types

of Experimental Design – Collection of Data: Primary and Secondary Data – Methods of

collection of data

Unit: 2 Sampling Design – Census Method –Sample Method – Methods of Sampling –

Measurement and Scaling Techniques: Scales – Sources of Error in measurement – Tests of

Sound Measurement – Scaling Techniques – Questionnaire Design: Designing Questionnaire and

interview schedule - Distinguishing Questionnaire and Interview Schedule – Processing of Data:

Editing – Coding – Graphical and Diagrammatical Representation.

Unit: 3 Testing of Hypothesis (Parametric Test): Hypothesis – Procedure of Hypothesis

Testing – Tests of Hypothesis: Z-test, Chi-square test and f-test – Analysis of Variance.

Unit: 4 Testing of Hypothesis(Non-parametric): Non Parametric Test(Simple Problem): Sign

Test – Fisher – Irwin Test – McNemer Test – Signed Rank Test – Rank Sum Test – U – Test –

One Sample Runs Test – Correlation and Regression Analysis – Partial and Multiple Correlation

– Discriminate Analysis – Cluster Analysis – Factor Analysis and Conjoint Analysis –

Multifactor Evaluation, Two – Factor Evaluation Approaches – Garaat Ranking Technique.

Unit: 5 Interpretation and Report Writing: Interpretation – Techniques of Interpretation –

Significance of Report Writing – Steps in Report Writing – Layout of Research Report – Types

of Reports – Mechanics of writing Research Report – Statistical Software.



TEXTBOOK:

Kothari, C.R. – Research Methodology & techniques, New Age International Publishers, New

Delhi – 110 002. 2007

REFERENCES:

Rao, K.V. – Research Methods for Management and Commerce, Sterling publishers, New Delhi,

2001

RichardI. Levin & David S. Rubin – Statistics for Management, Prentice Hall Inia, 2002

Wilkinson Bhadarkar – Methodology and Techniques of Social Research, Himalaya Publishing

House 2002.

Dwivedi R.S. – Research Methods in Behavioral Sciences. New Delhi: Macmillan India Ltd.,

1999.

Cooper D.R. and Schndler P.S. Business Research Method: McGraw Hill International Editions.

Singapore 1998.



CORE - OPERATIONS RESEARCH

Unit: I Mathematical models – deterministic and probabilities – simple business examples –

OR and optimization models – Linear programming – formulation – graphical solution – simplex

– Big M – dual of linear programming problem.

Unit: II Transportation model – Initial basic feasible solutions – Optimum solution (only for

non degeneracy) – simple problems – Transshipment model – Simple Problems – Assignment

model – Traveling Sales man – Simple Problems.

Unit: III Network Model - Networking - CPM & PERT – Crashing –Time estimates –

Waiting line models – Structure of model –M/M/I for infinite population – simple problems for

business decisions.

Unit: IV Inventory models Deterministic – EOQ – EOQ with Price breaks – Simple problems

– probabilistic – inventory models – probabilistic EOQ model – Game theory – Pure and mixed

Strategy – Dominance.

Unit: V Simulation – Types of Simulation –Decision theory – pay off tables – Decision

criteria – Decision trees – simple problems – Sensitivity Techniques.

REFERENCES:

1. Operations Research – An introduction – Handy A. Taha

2. Operations Research – Kanti Swarup, Gupta and Man Mohan

3. Operations Research – Dharani Venkitakrishnan

4. Operations Research – Dr. J. Sharma, Macmillan India Ltd.



SPECIALIZATION – HUMAN RESOURCES MANAGEMENT

STRESS MANAGEMENT

Unit: I Understanding Stress Meaning – Symptoms – Work Related Stress – Individual Stress

– Reducing Stress – Burnout

Unit: II Time Management – Techniques – Importance of Planning the day –developing

concentration – Prioritizing Beginning at the start – Techniques for conquering procrastination –

Sensible delegation – Taking the right breaks – Learning to say „No‟

Unit: III Career plateau: Career plateauing – Identifying Career plateaus – Structural and

content Plateauing – Making a fresh start – Importance of Sabbaticals – Counseling out –

Executive leasing – Sustaining a marketable Career.

Unit: IV Crisis Management: Implications – People issues – Structure issues – Environmental

issues – Learning to keep calm Preventing interruptions – Controlling crisis – Pushing new ideas

– Empowerment – Work place Humour, Developing a sense of Humour – Learning to laugh –

role of group cohesion and team spirit.

Unit: V Self Development, Improving personality – Leading with Integrity – Enhancing

Creativity – Effective decision making – Sensible Communication – The Listening Game –

Managing Self – Mediation for peace – Yoga for Life.

REFERENCES

1. Bhatia R.L., The Executive Track: An Action Plan for Self Development Wheeler Publishing,

New Delhi 196

2. Charavathy, S.K., Human Values for Manager, McGraw Hill/Henely Management Series

1996

3. Jeffr Davison, Managing Stress, Prentice Hall of India, New Delhi, 1998

4. Swami Ranganathananda, Eternal values for changing society, Bharatia Vidya Bhavan, 1998.



SPECIALIZATION – FINANCE

INSURANCE MANAGEMENT

Unit: I Introduction – Insurance – meaning, nature and significance – Insurance Regulatory

Development Authority Act, Risk Management: Its methods and techniques.

Unit: II Life Insurance – Law relating to Life Insurance, general principles, proposals and

policy –titles and claims, concepts of trust in life policy – General Insurance – Law, different

types – nature of fire insurance, types of fire policy, double insurance – claims and recovery.

Unit: III General Insurance – Accident and motor insurance – nature, terms and conditions,

claims and recovery, accident insurance – compulsory motor vehicle insurance. Deposit and

credit insurance – nature, terms and conditions, claims and recovery – Marine Insurance – nature

and scope, law and types of policy.

Unit: IV Insurance Survey – Insurance survivorships – appointment, legal provisions, functions,

insurance and contract analysis.

Unit: V Insurance Institutions – Structure and functions – General Insurance Corporation of

India, LIC, DICGC, Claim Tribunal.

TEXT BOOKS:

1. Kenneth S. Abraham, Insurance Laws & Regulation Case & Materials Foundation Press.

REFERENCE BOOKS:

C. Arthur Williams Jr., Michael L Smith & Peter C Young, Risk Management & Insurance, 6th

Edition, Tata McGraw Hill publications 1989.



SPECIALIZATION – MARKETING

ADVERTISING AND SALES PROMOTION

Unit: I ADVERTISING – AN INTRODUCTION-Origin and Development – Definition and

Classification – Planning Framework – Organizing Framework – the Advertiser and the

Advertising Agency interface – STRATEGIC ADVERTISING DECISIONS – Setting

Advertising Objectives – The Budget Decision – Preparing the Product and Media Brief.

Unit: II COPY DECISIONS – Visualization of Ad Layout – Elements of Ad Copy and

Creation – Principles of Verbal versus visual thinkers, Styles and Stages in advertising – copy

creation – Copy (Pre-) Testing methods and measurements.

Unit: III MEDIA DECISIONS – Media Planning and Selection – Concepts of Reach,

Frequency, Continuity and Selectivity – Measures of Media Cost Efficiency – Media

(Readership/viewership) Research. The Internet as an Advertising medium.

Unit: IV Layout & Production – Functions, characteristics, essentials, steps involved in

preparation of layout - Principles of effective design and layout – steps for producing T.V.

Commercials steps for producing Radio Commercials – Principles and types of Printing.

Unit: V SALES PROMOTION – Rationale, Types – Consumer and Trade Promotions – Sales

promotion Strategies and Practices, Cross Promotions, Surrogate Selling, Bait and Switch

advertising issues – Outsourcing sales promotion – National and International Promotion

strategies – Integrated promotion – Co-ordination with a various promotion techniques.



REFERENCES:

1. Wells, Burnett & Moriarty: ADVERTISING PRINCIPLES AND PRACTICES,

Prentice-Hall

2. June Valladares: THE CRAFT OF COPYWRITING, Sage Publications.

3. J.V. Vilanilam & A K Varghese: ADVERTISING BASICS! A RESOURCE GUIDE

FOR BEGINNERS, Response books, Sage Publications.

4. Wright, Winter & Zeigler: ADVERTISING; Tata McGraw Hill.

5. Sandage, Fryburger & Rotzoll: ADVERTISING; Irwin.

6. Aaker, Batra & Myers: ADVERTISING MANAGEMENT; Prentice Hall, India.

7. Subroto Sengupta: BRAND POSITIONING; Tata McGraw Hill

8. David Ogilvy: OGILVY ON ADVERTISING

9. J.T. Russel & Ronald Lane: KLEPPNER‟S ADVERTISING PROCEEDURE; PH

10. Don E. Schultz: STRATEGIC ADVERTISING CAMPAIGNS; NTC Business Books.

11. Pran Nath Chowdhury: SUCCESSFUL SALES PROMOTION.



ELECTIVE (MAJOR/NON-MAJOR) MANAGERIAL SKILL

DEVELOPMENT

Unit: I Communication: Meaning – Process – Importance - Media – Types – Barriers –

Principles Guidelines for Effective Communication – Purpose of Interviews and Group

Discussions – Types of Interviews – Facing the Interview – Oral Form of Communication:

Selection Interview – Speeches – Preparing for speech – Efficient speaker(Body Language,

gestures) Listening – Effective listening – Visual aids(used in speech)

Unit: II Application Letters: Form – Contents – Bio-data – Application Blank – Interview

Letters – References – Testimonials – Letter of Appointment, Promotion, Retrenchment and

Resignation – Report Writing: Importance – Types- Preparing Report – Organization of Report –

Agenda and Minutes of Meeting – Effective Public speaking – Organizing Effective Meeting –

Seminars – Conferences – Audience Analysis

Unit: III Windows XP: Working with Windows – File and Folder Management in Windows –

MS Office: MS Word: Creating a New Document – Inserting Files, Pictures, Tables, etc., -

Formatting – Using Tools – Spell Check, Grammar, etc., - MS Excel: Opening and Creating

Work sheets – Inserting and Deleting Rows – Columns and Cells – Auto Calculations – Using

Formula – Sorting Data – Creating and Editing Charts – MS Power Point: Creating and Editing

presentations – Inserting Slide number, Date, Time. Pictures, Movies, Sounds – Slide Design and

Layout – Slide Show – Slide Transition, Timing, Animation

Unit: IV Individual Behavior – Personality – Perception – Attitude – Values – Learning –

Goal Setting – Motivation: Motivation and Behavior – Quality of Work Life – Stress: Concept –

Causes of Stress - Coping Strategies for Stress.

International Behavior: Nature - Transactional Analysis – Levels of Self Awareness – Ego

States – Life Positions – Transactions – Stroking – Types of Strokes -

Benefits of Transactional Analysis – Group Dynamics: Concept of Group – Types of Groups –



Group Behavior: Group Norms – Group Cohesiveness – Intergroup Behavior - Team

Development

Unit: V Skill Development – Aptitude Tests – Communication Skill Exercises – Body Language

Exercises – Personality Development Exercises (Self Awareness) – Attitude

– Practical Session on Seminar, Group Discussion, Case Study, Paper presentations, marketing

warfare – Debate and Role Play.

References:

Rajendra Pal & J.S. Korlahalli – Essentials of Business Communications, Sultan Chand & Sons,.

2000

Krishna Mohan & Meera Banerji – Developing Communication Skills, Mcmillan, 2000

Raymond V. Lesikar – Basic Business Communications, Tata McGraw Hill, 2001

Krishna Mohan – Effective Business Communications, Tata McGraw Hill, 2000

Urmila rai and S.M. Rai – Business Correspondence and Report Writing, Himalaya Publishing

House, 1998

Stephen L. Nelson – Office 2000 Complete Reference, BPB, 2000

R.K. Taxali – PC Software for Windows made simple, Tata McGraw Hill, 2002

Joyce Cox & Polly Urban – Quick Course in Microsoft Office, Galgotia Publications, 2001

Gini Courter & Annette Maquis – Mastering Office 2000, BPB, 2000 Windows SP Completer

Reference

Stephen P, Robbins – Organizational Behaviour- Prentice Hall of India, 2001

New Storm and David – Organizational Behaviour, Tata McGraw Hill, 2001

Fred Luthans - Organizational Behaviour, Tata McGraw Hill, 2001.



IV SEMESTER

S.No

SUBJECT NAME

HOURS

CREDITS

1

Core - Business Policy and Strategic

Management

7

4

2

Core - International Business

Management

7

4

3

Specialization

Training and Development

7

4

4

Specialization

Strategic Financial Management

7

4

5

Specialization Sales Management

6

5

6

Project Work

3

4



CORE – BUSINESS POLICY AND STRATEGIC MANAGEMENT

UNIT- I

Firm environment: Environmental analysis – macro, micro and relevant environment models for

environmental analysis – SWOT analysis, BCG Matrix, GE‟s Stoplight Matrix.

UNIT – II

Strategy and resources: Strategy, tactics – strategic planning, review of concepts of vision,

mission, goal, objectives, policy, procedures, standard operating plans, rules etc.

UNIT – III

Types of strategic growth strategies, dependency, reduction strategies horizontal and vertical

integrations – backward integration, forward integration – generic strategies – entrepreneurial

turnaround strategies efficiency turnaround strategies.

Generation of strategic alternative – brain storming, consultancy, Delphi technique, strategic gap

analysis, strategic information systems.

UNIT – IV

Organization level strategies: expansion, mergers, joint ventures, acquisitions, takeovers,

consortia, networking, franchising, licensing, sub controlling, diversifications, concentric

diversification, conglomerate expansion.

UNIT – V

Strategy implementation – evaluation and control.



References:

1. Jauch Lawrance R. Et. Glueck William F., “ Business Policy and Strategic Management”,

McGraw Hill Co. ( 5th Edition).

2. Johnson Gerry Et Scholes Kevan, “ Exploring corporate Strategy V”, Prentice hall of

India ( 4th Edition).

3. Charles W.L. Hill Et Garrett Johns, “ Strategic Management”, Houghton Miffin

company, New York.

4. Thomas L.Wheeter Et. J. David Hunger, “ Strategic Management Et Business Policy”,

Prentice Hall.

5. Azhar Kazmi, “ Business Policy and Strategic Management”, Tata Mc Graw Hill

Publishing Company, New delhi.



INTERNATIONAL BUSINESS MANAGEMENT

UNIT – I

Introduction – definition – Trade and Investment flow – economic theories – forms of

international business- Trade Policy – Export Promotion – export procedures and documents –

FOREX management – exchange rate determination – Exchange risk – Managing exchange rate.

UNIT – II

International Business Environment – Globalization of business – economic, political and

cultural environment of International Business – WTO & Trade Liberalization - Emerging Issues

– Implications for India – Regional Trade blocks – Inter- Regional Trade among Regional

Groups.

UNIT- III

Global Strategic Management – Structural design of MNEs – Strategic planning – Strategic

Considerations – National Vs Global Competitiveness.

UNIT – IV

Control and Evaluation of International Business – Control of MNEs – approaches to control –

the role of information systems – Performance measurement – mechanics of measurement –

Various Performance measurement – Mechanics of Measurement – Various performance

indicator – Evaluation & evaluation systems.



UNIT – V

Conflict in International Business & Negotiations – factors causing conflict – conflict resolutions

actions – the role of negotiations in International Business – the role of International Agencies in

Conflict Resolution.

Text Books

1. John D. Daniels and Lee H.Radebaugh, International Business, Pearson Education Asia,

New Delhi,2000

2. Richard M. Hodgetts and Fred Luthans , International Management, Tata McGraw Hill,

New Delhi, 2003

3. Charles W. L. Hills, International Business, Tata McGraw, New Delhi, 2005.

4. Francis Cherunilam, International Business, Wheeler Publications.

References:

1. Anand K. Sundaram & I. Stewart Black, The International Business Environment,

Prentice, Hall of India, New Delhi, 2001

2. Michael R. Czinkota, IIkka A. Ronkainen and Michael M. Moffett, International

Business, Thompson, Asia, Bangalore, 2003.

3. Don Ball and Wendell Mcculloch, International Business, Irwin McGraw Hill, New

York, 1999

4. Roger Bennett, International Business, Pitman Publishing, New Delhi, 2000.

5. Vyuptakeshgaraam, International Business, Pearson Education, New Delhi, 2006.



TRAINING AND DEVELOPMENT

UNIT - I

Training and Development: Meaning – differences between Training and Development – Need

for Training – Steps in Training Programme – Training for different employees – Training

Methods: Features, Merits and Demerits.

UNIT – II

Executive Development: Knowledge and skills of Manager – Objective of Management

Development – Importance – components of management development – Importance –

Components of Management development programme – Factors inhibiting Management

development – On-the-job Techniques – Off-the –job- Techniques.

UNIT – III

Performance Appraisal: Meaning- Purpose of Appraisal – Evaluation process – Appraisal

Methods: Traditional & Modern methods – Management by Objectives – Problems of Appraisal.

UNIT – IV

Employee Morale: Meaning – Individual and Group morale – Factors affecting morale –

measurement of morale – Measures for improving morale.

UNIT – V

Participative Management: Meaning – Scope and ways of Participation – Importance of

participation – Limitations of Participation. Job Design- Quality circle –Work Re-structuring –

Quality of Work Life.



Text: C. B. Mamoria – Personnel Management, Himalaya Publishing House, 1999.

1. Gray Dressler- Human Resource Management, Prentice Hall of India, 1999

2. K. Aswathappa – Human Resource & Personnel Management, Himalaya Publishing

House,2001

3. David A. Decenzo & Stephen P. Robbins – Personnel / Human Resource Management,

Prentice Hall of India, 2000



STRATEGIC FINANCIAL MANAGEMENT

UNIT – I

Financial Policy and Strategic Planning: Components of financial strategy; Objectives and goals;

Strategic planning process.

UNIT – II

Investments Decisions under risk and uncertainty: Techniques of investment decision – risk

adjusted discount rate, certainty equivalent factor, statistical method, sensitivity analysis and

simulation method; corporate strategy and high technology investments.

UNIT – III

Expansion and Financial Restructuring: Mergers and amalgamations – Corporate Restructuring,

Reasons for Merger, Legal Procedure for Merger, Benefits & Cost of Merger; Determination of

SWAP Ratios ; Evaluation of Merger Proposal; Corporate & Distress Restructuring.

UNIT - IV

Leasing: Meaning, Importance, types, tax considerations and accounting considerations.

Evaluation of lease from the point of view of lessor and lessee; Lease versus buy decision;

Venture Capital: Concept and developments in India; Process and methods of financing, fiscal

incentives.

UNIT – V

Financing Strategy: Hybrid securities namely convertible and non-convertible debentures, deep

discount bonds, Secured premium notes, convertibles Preference shares; Option financing,

Warrants, convertibles and exchangeable.



References:

1. Allen D.: An Introduction to Strategic Financial Management, CIMA/Kogan Page,

London.

2. Chandra, Prasanna: Financial Management, Tata McGraw Hill, Delhi.

3. Copeland, T., T Koller and J Murrin Valaution : Measuring and Managing the value of

companies, John Wiley, International Edition, New York

4. Copeland, T.E. and J.F. Weston: Financial Theory and Corporate Policy, Addison-

Wesley, New York.

5. Hampton, Jone: Financial Decision Making, PHI, New Delhi.



SALES MANAGEMENT

UNIT – I

Meaning and Functions – Introduction – Meaning and objectives – responsibilities of sales

managers – Sales Management Vs. Marketing Management – Organization of the Sales

Department – Structures – Objectives – determination of functions – Sales departments

integration with other departments.

UNIT – II

Sales Force Management – Salesmanship – Meaning – Importance – Process of Selling – Focus

on customer salesmanship – Sales Force Management Quantitative & Qualitative planning of

sales force – Recruitment and Selection – Training – Motivating – Compensation – Appraisal of

Performance and Promotion Direction and Control of Sales Force.

UNIT - III

Sales Volume and Territory Management – Objectives of sales Forecasting – Methods and

Procedures of Sales Forecasting – Sales Budgets, Designing Sales Territories and Quotas –

Assigning Territories – Reasons for selling and using quotas – types of quotas and quota selling

procedures – Administering the quota system.

UNIT – IV

Distribution Management – Nature of Distribution and channels – need for marketing

intermediaries – channel behavior and organization channel design decisions – setting channel

objectives and constraints – designing International Distributional Channels – Channel

Management Decisions – Selecting Channel Members – Retailing – Wholesale – wholesale

Marketing decisions.



UNIT – V

Industrial Selling – Concepts of Industrial selling – nature and characteristics of Industrial goods

– concepts of Industrial goods – Role of Service in Industrial Selling – Sales policies and

procedures – Terms and conditions of sales – Handling complaints.

Text Books

1. Richard R. Still, Edward W. Cundiff, Norman, A.P.,Goveni, Sales Management ,

Decisions, Strategies & Cases , Prentice Hall, 5th

Edition 2005.

2. Charles M. Futvell, Sales Management, Team work, Leadership and Technology,

Thomson learning, South Western, Sixth Edition, 2003.

References

1. Fundamentals of sales Management, Ramneek Kapoor, Mac Millan India, Pvt. Ltd.

2. Salesmanship & Sales Management, P.K. Sahu, K.C. Raut, Vikas Publications, Third

Revised Edition.

3. Sales Management: A Global Perspsective, Earl D. Honeycutt, John B. Ford, Antonis C.

Sirminitras, Routledge Publisher.

4. Market & Sales Forecasting, Gordon Bolt, crest Publishing House.

Mba

Documents

definition of management

core management theory

management concepts

essentials of management

management accounting

achariyaschool of business

financial accounting

organizational behaviour