SEMESTER I (IMBA) 0201119: COMMUNICATION IN … ·  · 2017-03-08Communication-The Definitions and Communication Barriers Marks: 8. ... Technology Development Marks: 15. ... The

SEMESTER I (IMBA) 0201119: COMMUNICATION IN ENGLLISH

Full marks: 100

Communication-The Definitions and Communication Barriers Marks: 8

Introduction; Definition; Communication Barriers; Types: Physical or Mechanical, Semantic Language, Different Comprehension of Reality, Personal and Socio-psychological, Socio-psychological, Cross-cultural; Significant Differences between Cultures, Remedies to Overcome Communication Barriers

Communication Process Marks: 4

Introduction; Process of Communication

Kinds of Communication Process Marks: 5

Introduction; Types: Based on Communication Channels, Based on Style and Purpose

Communication at Workplace Marks: 8

Introduction; Importance; Formal Communication; Informal Communication; Communication; Communication Aspects in Disciplinary Matters

Keys to Successful Workplace

Importance of Communication Marks: 8

Introduction; Communication As “Livelihood” of an Organization; Internal Communication at Organization Level; External Communication at Organization Level; Benefits of Effective Communication; Communication - A Valuable Job Requirement

Better Public Speaking & Presentation Marks: 7

Introduction; Definition; Speaking to Audience; Preparing a Presentation; Achieving Clarity and Impact; Using Visuals; Arranging the Room; Presentation Planning Checklist: Presentation, Delivery, Appearance, Visual Aids; Understanding Presentations Aspects: Making Technical Talk Interesting, Preparation, Research, Organizing Materials; Delivering Presentation

The Seven C’s of Effective Communication Marks: 15

Introduction; Completeness: Provide All The Necessary Information, Answer All Questions Asked, Give Something Extra, When Desirable; Conciseness: Eliminate Wordy Expressions, Include Only Relevant Material, Avoid Unnecessary Repetitions; Consideration: Focus on “You” Instead of “I” or “We”, Show Audience Benefit, Emphasize on Positive and Pleasant Facts; Concreteness: Use Specific Facts and Figures, Put Action in The Verbs, Choose Vivid, Image-Building Words, Sensory Appeal; Clarity: Comparisons, Choose Precise, Concrete and Familiar Words, Construct Effective Sentences and Paragraphs; Courtesy; Correctness

Business Letters Marks: 5

Introduction; Importance; Qualities; Format; Types; Personal Letters; Business Letters

Report Writing Marks: 8 Introduction; Defining Reports; Importance: oral and written; Types: Periodic or Routine Reports, Special Reports; Characteristics; Before Writing A Report; The Body of A Report: Title, Terms of Reference, Details of Assignment Included, Procedure, Findings

Memorandums Marks: 5

Defining; Identifying; Viewing Memorandum Formality; Writing Memorandums; Warning Memo

Job Application Process Marks: 2

Introduction

Resume Preparation Marks: 5

Nature and Importance; Resume Format; Resume Components; Application Letter; Mistakes in Resume

Job Interviews Marks: 5

Nature; Purpose; Types; Interview Process; Essential Requirements of A Successful Interview; Behavior and Style; Content Preparation; Popular Questions; Stereotyped Questions; Appearance and Dress

Basic Grammar Practices Marks: 13

Introduction; Articles; English Prepositions: Rules of Preposition; Transformation of Sentences: Sentences Containing the Adverb „too‟, Interchange of Degrees of Comparison, Interchange of Active and Passive Voice, Interchange of Affirmative and Negative Sentences, To Transform an Interrogative Sentence into an Assertive Sentence, To Transform an Exclamatory Sentence into an Assertive Sentence, To Change One Part of Speech in a Sentence into Another Part; English Punctuations

Vocabulary Marks: 2

One Word Substitution; Synonyms; Antonyms

Reference Books:

1. Matthew McKay, Messages: The communication Skills Book, 2009, New Harbinger Publications,

Edition 3, P 336. 2. Maureen M Ackerson Willmar, Minn. (1975), The Job Application Process: A step-by-step procedure

of how to get--where you want to go! Willmar Area Vocational-Technical Institute. 50 pages. 3. P.S.Perkins, Les Brown, The Art and Science of Communication: Tools for Effective

Communication in the Workplace, 2008, Wiley, P 224. 4. Paul Argenti, Corporate Communication, 2008, McGraw-Hill/Irwin, Edition 5, P 288. 5. Picardi R. P. (2001) Skills of Workplace Communication: A Handbook for T&D Specialists

and their Organizations, Greenhouse Publications. 6. Ronald B Adler, Lawrence B Rosenfeld, Russell F. Proctor, 2009. Interplay: The Process of

Interpersonal Communication, Oxford University Press, USA, 11th Edition P 496.

0201116: COMPUTER FUNDAMENTALS

Full Marks: 100 Introduction to Computers Marks: 13

Computers Everywhere; History and Evolution; Classification: Definitions, Concepts and Features; Data Representation; Error Detecting Codes

Computer Components and Information Processing Cycle Marks: 22

Components: Keyboard, Pointing Devices, Pen Input Devices, Video Input Devices, Audio Input Devices, Graphic Capture, Code Numbers, Optical Input Methods; Central Processing Unit: Arithmetic Logic Unit (ALU), Control Unit (CU), Primary Memory; Output Devices: Visual Output Devices (Soft copy), Audio Output Devices (Soft copy), Hardcopy Devices (print and film), Computer Output Microfilms (COM); Data Storage: Magnetic Disk, Optical Disks, Flash Memory, USB Drives, Removable Hard Drives, Smart Cards, Optical Cards

Hardware and Software Marks: 16

Hardware: Motherboard; Software; Programming Languages: Machine Language, Assembly Language, High Level Language, Fourth Generation Language, Natural Language; Systems Software: BIOS, Operating System (OS), Utility Software; Application Software

Communication and Networks Marks: 18

Introduction; Computer Networks; Goals of Networks; Communication Channels: Wired Channels, Wireless Channels; Transmission Technology: Broadcast Networks, Point-to-Point or Switched Networks, What is Bandwidth?; Network Configuration: Client-Server Network, Peer-to-peer Network; Network models: OSI Reference Model, TCP/IP Protocol; Network Topologies, Types of Networks

Internet and Network Security Marks: 15

Internet; Internet Architecture: Protocol, IP Address, Domain Name Service, Packet Switching, Internet Routers, Backbones; Network Security: Understanding Potential Threats, Steps towards Security; Uses of Internet

World Wide Web Marks: 16

Introduction; Functioning: Web Page, URL, Web Server, HTTP, HTML; Using the WWW: Web Browser, Searching for Information, Search Techniques; Advanced Application: Emergence of Web 2.0

Reference Books:

• Code: The Hidden Language of Computer Hardware and Software [Paperback], by Charles Petzold.

400 pages. Publisher: Microsoft Press (October 11, 2000). • Computer Networking: A Top-Down Approach (5th Edition) [Hardcover]. James F. Kurose, Keith

W. Ross. Publisher: Addison Wesley; 5 edition (March 31, 2009) 864 pages. • Computer Networks (4th Edition) [Hardcover]. Andrew S. Tanenbaum. Publisher: Prentice Hall; 4

edition (August 19, 2002). 912 pages. • Computer Networks: Principles, Technologies and Protocols for Network Design [Hardcover].

Natalia Olifer, Victor Olifer. Publisher: Wiley (January 11, 2006).1000 pages. • Computer Science Made Simple: Learn How Hardware and Software Work-- and How to Make Them

Work for You! [Paperback]. V. Anton Spraul. Publisher: Broadway (April 12, 2005).192 pages.

0201117: INTRODUCTION TO INTERNET

Full Marks: 100

Overview of Internet Marks: 12

Introduction; History; Internet Culture; Internet Service Provider; Addresses: Internet Addresses, IP Address, Domain Name Server; Internet Tools; Internet Applications

Components of Internet Structure Marks: 10

Personal Computer; Communication Equipment of User: Local Loop Carrier, Location of ISP, Web Servers

Electronic Mail and Features of Internet Marks: 15

Introduction; Message Components; Mailer Features; E-mail Management; MIME Types; Newsgroups; Mailing Lists; Chatting Rooms World Wide Web Marks: 15

Introduction; Web Browser; Searching WWW: Directories, Search Engines, Meta Search Engines, Searching Strategies; Browsing and Surfing; Web Page Installation; Plug-ins

Languages Marks: 15

HTML (Hyper Text Markup Language); Dynamic; Java Script Language; XML (Extended Markup Language); VRML (Virtual Reality Modelling Language)

Cookies Marks: 10

Introduction; Functions; Types; Benefits; Managing Cookies

Internet Connectivity Marks: 13

Dial-up Connection from PC; Accessing Internet through Leased Line; Connecting to Internet through a Mobile Phone; Connecting to Internet through Cable Network

Internet Security Marks: 10

Security and Internet; Password Protection; Computer Viruses: Avoiding Viruses; Spyware; Firewalls; Proxy Servers

Reference Books:

1. Brown, H., 2001. Internet Tools, Cengage Learning College. 2. Chambers, L. M., 2010. PCs All-in-One For Dummies, John Wiley & Sons. 3. Collin, H. M. S., 1997. Setting up a Web server, Elsevier. 4. Colmer, S. R. and Thomas, M. T., 2005. The senior’s guide to the Internet: surfing, shopping, e-mail and

security, EKLEKTIKA, Inc. 5. Eckel, G. and Steen, W., 1996. Intranet working, New Riders. 6. Elmer, G., 2002. Critical perspectives on the Internet, Rowman & Littlefield.

0201118: INTRODUCTION TO TECHNOLOGY MANAGEMENT

Full Marks: 100 Technology Management Marks: 12

Introduction; Technology: IT Alignment; Benefits: Avoid Common Legal and Financial Troubles, Streamline Operations to Create Efficiencies, Improve Effectiveness; Stages: Chaotic, Reactive, Proactive, Service, Value; Management of Technology Change; Creating Condition for Ongoing Change

Technology Development Marks: 15

Introduction; Classification of Technology; Technological Forecasting: Need; Future Oriented Technology Analysis; Methods of Technological Forecasting; Evaluation of Quality: Expert Opinion, Trend Analysis, Monitoring and Intelligence Method, Statistical Methods, Modelling and Simulation, Scenarios, Valuing/Decision/Economics Methods, Descriptive and Matrices Methods; Choosing of a Forecasting

Technology Absorption Marks: 12

Introduction; Concepts; Benefits; Constraints; Indian Experience; Issues Involved in the Management of Technology Absorption and Government Initiatives: Issues Involved in the Management of Technology Absorption, Government initiatives

Technology Assessment Marks: 11

Introduction; Methodology; Implication; Technology Evaluation; Real Time

Technological Diffusion Marks: 12

Introduction: Concepts of Diffusion Technology; Why is Diffusion Required?; Implication; Development of Diffusion Strategy

Information System Marks: 12

Introduction; Content and Sources of Technology; Benefits of Technology Information; Important Aspects

Technology at Enterprise Level Marks: 15

Introduction; Technological Strategy for Enterprise; Technological Gap and Enterprise; Technology Transfer and Absorption; Technology Transfer Process and Resource Management; Development and Training of Human Resource

Strategy for Global IT Management Marks: 11

Introduction; Global IT Strategy; Concepts of Global IT Strategy; Managing Strategy; Organisation

Reference Books:

1. Geenhuizen, M. V., Watanabe, W., Jauhari, V. and Masurel, E., 2011. • Technological Innovation

Across Nations: Applied Studies of Coevolutionary Development, 1st ed. 2. Greenberg, D. S., 2010. Tech Transfer: Science, Money, Love and the Ivory Tower., CreateSpace.

3. Hiriyappa, B., 2010. Formulation Of Functional Level Strategy., kindlebook, management, strategy, leadership, motivation, behavior.

4. Madu, C. N. Management of New Technologies For Global Competitiveness. Jaico Publishing House. 5. Magal, S. R., 2009. Essentials of Business Processes and Information Systems, 1st ed. 6. Marzano, R. J., 2003. Classroom Management That Works: Research-Based Strategies for Every Teacher.,

Association for Supervision & Curriculum Deve. 7. Mehta, S. S., 2008. Commercialising Successful Biomedical Technologies: Basic Principles for the Development

of Drugs, Diagnostics and Devices, 1ed., Cambridge University Press.

0201043: ORGANISATIONAL BEHAVIOUR

Full Marks: 100 Organization Behavior Marks: 15

Major Classifications; Major Factors Influencing; Organizational Behavior; Some Fundamental Concepts: Every Individual is Different, Every Individual is a Complete Person, All Behavior has Cause-Effect Relationship, Every Individual has Self-esteem, An Organization is a Social System, Mutual Interests are Inter-dependent, A Total View of the Organization; is the Study of Organizational Behavior Important for Managers?

Approaches and Models of Organizational Behavior Marks: 10

Approaches: The Inter-disciplinary Approach, The Human Resources Approach, The Systems Approach, The Contingency Approach; Models of Organizational Behavior: The Autocratic, the Custodial, the Supportive, the Collegial, the SOBC; the Inter-relationship between Personal Life and Work Life: Personal, Work

Organizational Design and Culture Marks: 8

Organizational Design; Dimensions; Determinants; Major Elements; Factors Influencing Organizational Redesigning; What is Organizational Structure?; Projection; Characteristics; Factors Affecting; Assessing; Changing

Perceptions, Values and Attitudes Marks: 10

The process of perception; Internal factors affecting; External factors; Developing perceptual skills; Perception and personality; What is Value; Sources; Manifestation; Types: Terminal; Instrumental; Classifications of Values (All port and Associates) (TASRPE)

Attitude Marks: 6

Introduction; Definitions; Theories; Components; Functions; Factors affecting; Characteristics; manifestations; Significance in Organizational Behavior; Attitude at a glance

Personality Marks: 5 Introduction; Major determinants; Personality Traits (Cattel's Traits Test); Types; Personality and Organizational Behavior

Morale Marks: 8

Some Indicators; Major Determinants (Alexander Leighton); Some Suggestions to Improve; Morale and Productivity; Motivation; Importance; Mechanism; Motivation and Frustration; The Basic Theories; Abraham Maslow's Theory; Frederick Herzberg's 2-Factor Theory; David McClelland's Theory; Douglas McGregor's Theory

Group Dynamic Marks: 10

Inter-personal Relationships; Approaches: A Needs Approach, An Exchange Approach; Basis; The factors influencing inter-personal relationships; what is a group?; Why do people join groups?; Advantages; Disadvantages; Stages of group development: Forming, Storming, Norming, Performing, Adjourning; Characteristics; Functions; what is Group Dynamics?; Important factors

Conflict Management Marks: 8 Sources of a Conflict; Factors involved; Types; Traditional view; The modern view; A functional Conflict (wanted/constructive); A dysfunctional Conflict (unwanted/destructive); Managing conflicts; Johari Window; Conflict resolution outcomes

Leadership Marks: 12

Importance; Evolution; Theories; The Traits Theory; Some traits of effective leadership; The Behavioral Theories; The Two-Dimensional Model; Rensis Likert's 4-Systems approach; The Situational theories; The Contingency theories; The Path-Goal theory of leadership; The Life Cycle Theory; Functions; What is team-building?; The pre-requisites for developing effective teams; The process of team building; Characteristics of effective teams; Values

Stress Management Marks: 8

What is Stress?; Basic causes; Sources: Individual stressors, Group stressors, Organizational stressors; Physiological consequences; Psychological consequences; Stress management; Coping with stress: individual strategies, organizational strategies

Reference Books:

1. Barbara, A.2006. Conflict Management: A Practical Guide to Developing Negotiation Strategies.1st ed.

Prentice Hall 2. Bassn, B. F. & Bass., R., 2008. The Bass Handbook of Leadership: Theory, Research, and

Managerial Applications, 4th ed., Free Press. 3. Burton, R. M., 2006. Organizational Design: A Step-by-Step Approach, Cambridge University Press. 4. Colquitt, LePine, J., Wesson, M., 2010. Organizational Behavior: Improving Performance and

Commitment in the Workplace. 2nd ed., McGraw-Hill/Irwin. 5. Cooper C. & V. J Sutherland & Ashley., 2010. Weinberg Organizational Stress Management: A

Strategic Approach, 2nd ed., Publisher: Palgrave Macmillan. 6. Cox, T., 1993. Cultural Diversity in Organizations: Theory, Research, and Practice. Berrett-Koehler Publishers,

1st ed.

SEMESTER II (IMBA)

0201120: BUSINESS STRATEGY

Full marks: 100

Introduction to Business Strategy Marks: 10

Introduction: Features of Strategy; Strategy at Different Levels of Business: Corporate Strategy, Business Unit Strategy, Operational Strategy; Nature of Business Policy: Types of Policies, Features of Business Policy, Difference Between Policy and Strategy; Objectives of Business; Classification of Objective of Business: Economic Objectives, Social Objectives, Human Objectives, National Objectives, Global Objectives Strategic Management Marks: 20

Introduction; Need For Strategic Management: Due to Change, Provides Guidelines, Better Performance, Improved Allocation of Resources, Competitive Advantage, Provides Holistic Approach, Improved Integration, Systematise Business Decisions; Strategic Management Process: Environmental Scanning, Strategy Formulation, Strategy Implementation, Evaluation and Control; Benefits of Strategic Management: Proactive Approach, Facilitates Better Delegation, Exploiting Opportunities, Assists in Realistic and Effective Plans, To Gain Competitive Advantage, Minimises Weaknesses, Promotes Employees’ Participation, Boost Profits, Systematic Approach for Management Decision, Empowerment of Employees; Limitations of Strategic Management; Strategies and their Role in Strategic Management; Role of Strategy in Strategic Management: Deliberate Attempt to Counteract Actions of Opponents, Emergence of Tactful Decision, Creates System Approach, Helps in Formulating General Policies, Provides Integrated Approach, Minimises Risk, Optimum Use of Organisational Resources, Continues Review; Reasons behind Failure of Strategic Management

Corporate Strategy Marks: 22

Introduction; Nature and Scope of Corporate Management: Scope of Corporate Management; Corporate Planning: Essentials of Corporate Planning, Steps of Corporate Planning Process, Benefits of Corporate Planning, Reasons Attributed to the Failure of Corporate Planning, Prerequisites for Success in Corporate Planning; Need for Corporate Management; Components of Corporate Strategy: Objectives, Vector, Competitive Advantage, Synergy; Components of Corporate Strategy; Kinds of Corporate Strategy: Stability Strategy, Expansion Strategy, Retrenchment Strategy, Combination Strategy; Significance of Corporate Strategy; Limitations of Corporate Strategy; Concept and Meaning of Corporate Policy; Features of Corporate Policy; Scope of Corporate Policy; Classification of Corporate Policies: Classification on the Basis of Scope, Classification on the Basis of Expression, Classification on the Basis of Level, Classification on the Basis of Origin, Classification on the Basis of Functional Areas, Classification of Policies on the Basis of Nature of Management; Importance of Corporate Policy

Top Management Marks: 6

Introduction; Management Levels: Top Level Managers, Middle Level Managers, First Level Managers; Board of Directors: Duties of Board of Directors; Sub Committee; Chief Responsibilities and Skills of Top Management: Planning, Organising, Controlling; Chief Executive Officer (CEO): Responsibilities

Strategic Planning Marks: 12

Introduction; Strategic Planning: Methodologies; Strategic Planning Process: Organisation Mission and Purposes, Vision,

Importance of Mission Statement, Benefits of Vision, Developing a Mission Statement, Developing a Vision Statement, Setting Organisational Goals and Objectives; SWOT Analysis: Internal and External Factors, Avoiding Errors; The SWOT Matrix: Formulating Strategic Alternatives, Selecting The Best Strategy, Preparing an Operational Plan, Resource Allocation, Co-ordinating Internal Factors, Integrating Strategy and Operational Plan

Implementation of Strategy Marks: 15

Activating Strategy; Strategy Formulation vs. Strategy Implementation; Aspects of Strategy Implementation; Steps in Implementation of a Strategy; Project Management; Formulation of a Company: Licensing Procedures, SEBI Requirements, Foreign Collaboration, FEMA Requirements, MRTP Requirements, Business Incentives, Import and Export Requirements, Labour Legislation, Patenting Requirements, Resources Allocation, Importance of Organisational Structure, Structural Considerations; Other Important Strategies; BCG Matrix: Market Growth, The Growth Share Model and Cash Position, Uses and Benefits of the BCG Matrix, Limitations of the BCG Matrix; G. E. Multi Factorial Analysis; Factors Affecting Market Attractiveness; PEST Analysis Social Responsibility Marks: 15

Introduction; Characteristics of Social Responsibility; Components and Areas of Social Responsibility: Towards Owners of Enterprise, Towards Workers, Towards Consumers, Towards the Society, Toward the Government, Toward the Weaker Section of Society, Towards the Economic Policy of State; Arguments Against Social Responsibility of Business; Importance of Business Ethics; Social Responsibility for Economic Growth; Outcomes of Social Responsibility; Social Audit; Need for Social Audit; Types of Social Audit: Social Process Audit, Financial Statements Format Social Audit, Macro-Micro Social Indicator Audit, Social Performance Audit, Partial Social Audit; Uses of Social Auditing

Reference Books:

1. Charles R. Greer, (December 7, 2000). Strategic Human Resource Management: A General

Managerial Approach. 2nd edition. Prentice Hall. 348 pages. 2. Derek F. Abell, (April 1980). Defining the Business: The Starting Point of Strategic Planning. Prentice

Hall. 288 pages. 3. Fred R. David, (March 11, 2008). Strategic Management: Concepts and Cases. 12th Edition. Prentice

Hall. 704 pages. 4. Harvard Business School Press, (July 1, 2005). Strategy: Create and Implement the Best Strategy

for Your Business. 1st edition. Harvard Policy. 162 pages. 5. J. L. Thompson, (1997). Strategic Management: Awareness and Change. 2nd Edition. International

Thompson Business Press, London

0201124: CROSS-CULTURE ASPECTS OF BUSINESS

Full Marks: 100 Indian Contract Act, 1872 Marks: 8

Introduction to Law; Contract and ‘Contract Act’; Nature of Law of Contracts: Proposal, Acceptance, Consideration, Void Agreement, Wagering Agreement, Minor’s Agreement; Essentials of Contract: Competent Parties, Free Consent, Lawful Consideration and Lawful Object, Not a Void Agreement; Discharge of Contracts; Legal Remedies for Breach of Contracts

Special Contracts Marks: 12

Quasi Contracts: Types, Difference between Contracts and Quasi Contracts; Contract of Indemnity (Sec. 124): Parties to Indemnity Contract, Essentials of Contract of Indemnity, Rights of Indemnity Holder When Sued; Contract of Guarantee (Sec 126): Essentials of a Contract of Guarantee, Difference between Indemnity and Guarantee, Kinds of Guarantee, Rights of Surety, Rights of a Creditor Against Surety, Discharge of Surety; Bailment Contract: Duties of Bailor, of Bailee; Rights of the Bailor: Rights of the Bialee, Rights of Bailor and Bailee against Wrongdoers, Types of Lien, Finder of Lost Goods, Termination of Bailment; Contract of Pledge: Advantages of Pledge, Difference between Pledge and Bailment, Rights and Duties of Pawnee, Rights and Duties of Pawnor, Pledge by Non-owners

Sales of Goods Act, 1930 Marks: 12

Introduction: Salient Features, Essentials of a Contract of Sale, Sale and Agreement to Sell, Sale and Hire-Purchase Agreement, Sale and Bailment, Sale and Barter Exchange; Formalities of a Contract of Sale Goods, Effects of Destruction of Goods, Ascertainment of Price; Conditions and Warranties: Definition of Condition, Definition of Warranty, Distinction between Condition and Warranty; CAVEAT Emptor; Transfer of Property: Passing of Property from Seller to Buyer, Passing of Property in the Contract for Sale of Unascertained Goods [Section 23], Passing of the Property in Goods sent on Approval or ‘On Sale or Return, Reservation of Right of Disposal, Passing of Risk [Section 26]; Provisions related to Performance of Contract of Sale: Rights of Unpaid Seller, Auction Sale, Rules Regarding Delivery of Goods

Negotiable Instruments Act, 1881 Marks: 14

Introduction; Negotiable Instrument: Meaning, Characteristics, Types, Presumptions as to Negotiable Instrument, Distinction between Bill of Exchange and Promissory Note, Distinction between Bills of Exchange and Cheque; Parties: Parties to Bill of Exchange, Parties to a Promissory Note, Parties to a Cheque, Capacities of Parties to the Negotiable Instruments; Liability of the Parties to Negotiable Instruments: Liability of the Drawer (Section 30), Liability of Drawee Cheque, Liability of Endorser [Section 35], Liability of Parties to Holder in Due Course, Provisions of Section 37,38 and 39 Regarding Liability, Other Important Provisions of the Negotiable Instrument Act; Holder and Holder in Due Course, Rights and Privileges of a Holder in Due Course, Distinction between Holder and Holder in Due Course; Negotiation and Types of Endorsement: Procedure of Transfer or Modes of negotiation, The Duration of Negotiablity; Dishonour of Negotiable Instrument: Dishonour by Non-acceptance (Section 91), Dishonour by Non-Payment (Section 92); Noting and Protesting: Noting, Protest, Distinction between Noting and Protest, Provision of the Act relating to “Reasonable Time”

The Companies Act, 1956 Marks: 12

Introduction: Characteristic Features of a Company; Important Types: Classification of Companies on The Basis of Liability, Classification of Companies on The Basis of Mode of Incorporation, Classification on The Basis of Ownership, Classification Based on The Jurisdiction of Functioning, Classification on the basis of Control and/or Share Holding, Other Types; Prohibition of Associations and Partnerships Exceeding Certain Number; Incorporation of a Company: Important Stages involved in the Process of Formation of a Company, Procedure of Registration; Memorandum of Association And Article of Association: Definition of Memorandum of Association, Definition of Article of Association,

Distinction Between Memorandum And Articles; Prospectus: Statement in Lieu of Prospectus, Distinction between a Prospectus and a Statement in Lieu of Prospectus; Share Capital: Classification of Share Capital, Share and Types of Share Capital, Provisions Relating to “Certificate of Shares”, Alteration of Share Capital, Increase in Share Capital, Reduction of Share Capital

The Consumer Protection Act, 1986 Marks: 13

Introduction; Need and objectives; Extent, Commencement and Application of the Act: Amendments made in the Act in 1991, Amendments Made in the Act in 1993, Amendments of 2002; Definitions: Appropriate Laboratory [Sec2 (1) (a)], Branch Office [Sec2 (1) (aa)], Consumer [Sec2 (1) (d)], A Person [Sec2 (1) (m)], Goods [Sec2 (1) (i)], Service [Sec2 (1) (O)], Spurious Goods and Services [Sec2 (1) (OO)], Trader [Sec2 (1) (q)], Manufacturer [Sec2 (1) (j)], Consumer Dispute [Sec2(1) (e)], Complaint [Sec2 (1) (c) and Complainant [Sec2 (1) (b)], Restrictive Trade Practice [Sec2 (1) (nn)], Unfair Trade Practice [Sec2 (1) (r)], Defect [Sec2(1) (f)], Deficiency [Sec2 (1) (g)], Members [Sec2(1) (jj)]; Six Rights in Consumer Protection Act: Right to Safety, Right to be Informed, Right to Choose, Right to be Heard, Right to seek Redressal, Right to Consumer Protection; Responsibilities of Consumers: Be Quality Conscious, Beware of Misleading Advertisements, Responsibility to Inspect a Variety of Goods before Making Selection, Collect Proof of Transaction, Consumers Must be Aware of Their Rights, Complaint for Genuine Grievances, Proper use of Product/Services; Consumer Protection Council: The Central Consumer Protection Council [Section 4,5,6], The State Consumer Protection Councils, The District Consumer Protection Councils [Section 8-A]; Jurisdiction of Consumer Courts; Consumer Disputes Redressal Agencies: District Forums, State Commission; Role of Non-Governmental Organisations; Limitations

The Information Technology Act, 2000 Marks: 18

Introduction; Objectives of I.T. Act of 2000; Application of the Act; Short Title, Extent, Commencement and Application of the Act [Sec 1]; Definitions of Certain Words, Terms, Concept Used in the Act; Digital Signature: Digital Signature Certificate, Authentication of Electronic Records, Authentication of Creation of Digital Signature, Authentication of Verification of Digital Signature; Electronic Governance: Legal Recognitions of Electronic Records, Legal Recognition of Digital Signatures, Electronic Records and Use of Electronic Record and Digital Signatures in Government and Its Agencies, Retention of Electronic Records, Publication in Electronic Gazette, Protected System, Power of Central Government to Make Rules in respect Of Digital Signature; Attribution, Acknowledgement and Despatch of Electronic Records: Attribution of Electronic Records [Sec11], Mode of Acknowledgement of Receipt [Sec12], Time and place of dispatch and receipt of electronic record [Sec13]; Secure Electronic Records and Secure Digital Signatures: Secure Electronic Record [Sec14], Secure Digital Signature [Sec15], Security Procedures [Sec16]; Regulation of Certifying Authorities: Appointment of the Controller of Certifying Authorities and Other Officers, Functions of the Controller of Certifying Authorities, Appointment of Certifying Authorities to Issue Digital Signature, Procedure to Issue Digital Signature Certificate; Terms and Conditions of Licence to Issue Digital Signature Certificate: Issuance of Licence, Validity, Commencement of Operation by Licensed Certifying Authorities, Renewal of Licence, Provisions of Sec 24 Relating to the procedure for Grant / Rejection of Licence, Revocation, Suspension, Notice of Suspension or Revocation, Surrender; Powers of Controller of Certifying Authorities; Duties and Responsibilities of Certifying Authority: The Need for a Certification Authority, Duties of Certifying Authorities, Certification Practice Statement, Display of License, Surrender of License, Service Charges; Digital Signature Certificates Duties of Subscribers: Procedure to be Followed by Certifying Authorities to Issue Digital Signature Certificates; Penalties and Adjudication: Penalty for Damage to Computer, Computer System, etc., Penalty for Failure to Furnish Information Return, etc., Residuary Penalty, Power to Adjudicate, Factors to be Taken into Account by the Adjudicating Officer; Offences under I.T. Act; Miscellaneous Provisions; Drawbacks

The Patents Act, 1970 Marks: 11 Introduction: Meaning of “Property’ and ‘Intellectual Property’, Intellectual Property Rights; The Patents Act, 1970: Application of Patent, Grant of Patents and Rights Conferred Thereby; Patents of Addition [Section 54]: Term of Patents of addition [Section 55], Validity of Patents of Addition [Section 56], Advantages of Patents; The Copyright Act, 1957: Meaning of ‘ Copyright’, Works in which Copyright Subsists and Works in which Copyright Does not Subsist[Section 13], Ownership of Copyright and the Rights of the Owner [Section 17], Term of Copyright, Registration, Other Provisions of the Copyright Act of 1957, Nature and Features, Difference Between Patent and Copyright Act; The Design Act, 2000: Definition and Meaning, Nature and Feature of Design, Prohibition of Registration of certain Designs under the Act, Registration of Design, Powers and Functions of Controller; The Trade Mark Act, 1999: Meaning of ‘Trade Mark’, Some important Aspects of the Trade Marks Act of 1999

Reference Books:

1. Balachandran, V. and Thothadri, S., 2009. Business Law, 2nd ed., Tata McGraw Hill. 2. Bose, D. C., 2010. Business Law , Publication PHI Learning Private Ltd. 3. Dr. Sharma, A.,2010. Company Law and Secretarial Practice.,11th ed., VK Enterprises. 4. Gulshan, S. S., and Kapoor, G. K. Business and Corporate Laws 2nd ed., New Age International

Publishers. 5. Jain Shail., 2010. Patents: Procedures and Practices, Universal Law Publishing. 6. Mathur, S. B., 1974. Business Law, Published by Tata McGraw Hill. 7. Moshal B., 2008. Business & Industrial Law. Ane Books Pvt. Ltd.

0201123: INTRODUCTION TO INTERNATIONAL MARKETING Full Marks: 100

Introduction to International Marketing Marks: 10

Introduction; Definition of Marketing; Understanding Strategic Marketing; Post Modern Era of Marketing; Global Marketing; Marketing Evolutionary Stages; Factors Leading to Internationalization; The International Product Trade Cycle; Orientation of Management The Marketing Environment Marks: 13

Introduction; Economic Cycles; Strategic Planning and the Marketing Process; SWOT Analysis; Consumer Behaviour, Factors Affecting Consumer Behaviour, Consumer Attitude, Consumer Beliefs, Consumer Effects; Behavioural Intention; Reference Group; The Family Life Cycle; Family Decision Making; Organisational Buyers

Economic Environment Marks: 12

Introduction; Economic Marketing Overview; The Global Economy; Balance of Payments; The Nature of Economy, Classification of Economic Activity As Per Countries

Cultural Environment Marks: 14

Introduction; Various Approaches of culture, Anthropological Approach, Maslow’s Approach, Self Reference Criterion, Diffusion Theory, High and Low Context Cultures and Perception; Elements of Culture

Market Entry Strategy Marks: 15

Introduction; Implementation of Marketing Strategy; Cunningham’s Five Strategy; Entry Strategies; Piggybacking; Foreign Production; Special Features of Commodity Trade

Competitive Analysis and Strategy Marks: 8

Introduction; Industry Analysis; Competition Analysis, Competitive Strategy, Generic Approaches; Strategy for Success, Sourcing

Product and Promotion Decision Marks: 13

Introduction; Basic Concep; Product Design; Production Decision, Manufacturing Process, Specifications, Culture, Physical Product, Packaging, Labelling, Branding, Warranty, Service; Product Strategy; Promotion Decision, Global Promotion, Campaign Design

Distribution and Global Marketing Logistics documentation Marks: 15

Introduction; Channel Structure; Role of Government; International Merchant; Market Strategy in Distribution Channel; Tariff for Distribution Channel, Custom Duties during the time of import; International Trade and Export Contracts, Terms of Payment; Documents for Distribution in Global Market, Export Documentation, Commercial Document , Official Document, Insurance Document, Transport Document

Reference Books:

1. Hakan Hakansson. International Marketing and Purchasing of Industrial goods. John Wiley & sons. 2. Keegan W.J(2003). Global marketing Management. 4th edition. Prentice Hall International Edition. 3. Korey, G. “Multilateral Perspectives in International Marketing Dynamics” European Journal of Marketing, 4. Masaaki Kotabe, Kristiaan Helsen. Global Marketing Management Publisher: Wiley 5. Michael R. Czinkota, Illka A. Ronkainen. International Marketing Publisher: South-Western College 6. Ries A. Trout J. Positioning. The Battle of Your mind. 7. Shipley, D.D. and Neale, C.W. “Successful Countertrading. Management Decision”, Vol. 26, 8. Terpstra. V. International Marketing. 4th ed.

0201121: QUALITY MANAGEMENT Full Marks: 100

Introduction to Quality Systems Marks: 18

Introduction; Importance of Quality; Levels; Quality and Financial Performance; History; Quality Costs- Types and Categories: Nature of Costs; Quality Control: objectives, benefits, Quality Control and Inspection; Quality and Competitive Advantage: Use of Information for Competitive Advantage, Competitive Advantage, Role of Information in Competitive Environment, Porter – Miller Postulates, Changes in Industry Structures, Spawning of New Business, Functional Uses, Strategic Uses; Total Quality Management (TQM): The Importance of Customer-Supplier Relationships- Quality Chains, Main Principles of TQM, Introducing TQM into a Business; Taguchi Loss Function

Statistical Process Control Marks: 17

Introduction; Chart Basics: Variable Control Charts, XBAR/S Chart vs. XBAR/R Chart, S Charts (Standard Deviations), R Chart (Ranges), I Chart (Individuals), Attribute Control Charts, P Chart vs. NP Chart, P Chart (Proportion Defective - %), NP Charts (Number Defective – n), C Charts, U Chart; Extraction of Information; Capability Index; Individual – X and Moving Range Charts; An SPM/TQM Implementation Model; The Seven Basic Tools of Quality: Flowcharts, Check Sheets, Histograms, Pareto Analysis, Cause and Effect Diagram, Scatter Diagram, Control Charts

Problem Solving Techniques for Quality Management Marks: 15

Introduction; Six Sigma Overview: The Methodology, Strategies for Six Sigma Introduction; Pareto Analysis; Failure Modes and Effects Analysis (FMEA): Types of FMEAs, FMEA usage, Benefits of FMEA, FMEA Timing, FMEA Procedure, Reliability, Stages of FMEA, Other Types of FMEA; Brainstorming: Usage Of Brainstorming, The Steps In Brainstorming Process, Basic Principles Of Brainstorming; The Deming Cycle; Juran’s Improvement Program

Strategic Quality Management Marks: 15

Total Quality Management (TQM): History, Basic Concept, Structure, Key Facets of TQM Integrative Focus are the PIs, Principles of TQM; Total Company Involvement; Technical and Managerial TQM: Implementation of TQM, Quality Council, Quality Statements, Strategic Planning, Annual Quality Improvement Program, Barriers to TQM Implementation; Philosophies of TQM

Reliability Marks: 15

Defining Reliability: Evolution, Reliability Measurement, Planning, Factors affecting; Product Life Characteristic Curve; Reliability Function: Scope, Objectives, The Strategic Importance of Maintenance and Reliability; Reliability Engineering: Standardisation, Redundancy, Physics of Failure, De-rating Practice, Reliability Testing, Burn-in, Failure Mode and Effect Analysis, Fault Tree Analysis (FTA); Types of Reliability: Inter-Rater or Inter-Observer Reliability, Parallel-Forms Reliability, Internal Consistency Reliability; Comparison of Reliability Estimators

Health and Safety Marks: 20

Introduction; Theory and Hypotheses: ISO 9001 and Changes in Plant Scale, ISO 9001 and Wages, ISO 9001 and Occupational Health and Safety; Classification of Hazards- ISO 9000: Hazards Analysis, Critical Control Points and Control Measures Hazard Analysis, Classification of Hazard According to the Risk and Severity (Hazard Index), Assessment of Risk In Hazard Analysis; Key Elements of Successful Health and Safety Management: Policy and Commitment, Planning, Implementation and Operation, Measuring Performance, Auditing and Reviewing Performance;

Codes of Practice: Regulations, How Regulations Apply, What Form Do they Take?, The Relationship between the Regulator and Industry, What Next?; The Statement of Health and Safety Policy: Basic Objectives and General Content of Statement, Organisation (People and their Duties), Arrangements (Systems and Procedures)

Reference Books:

• Hartman, M. G., 2001. Fundamental Concepts of Quality Improvement, ASQ Quality Press. • Hutchison, D., 1997. Safety Health and Environmental Quality Systems Management: Strategies

for Cost- Effective Regulatory Compliance, Lanchester Press Inc. • Ireland, L.R., 2007. Quality Management for Projects and Programs, Project Management Institute. • Leemis, L. M., 2009. Reliability: Probabilistic Models and Statistical Methods, Lawrence Leemis. • Montgomery, D. C., 2008. Introduction to Statistical Quality Control, 6th ed., Wiley. • Nemoto, M. and Lu, D., 1987. Total Quality Control for Management: Strategies and Techniques

from Toyota and Toyoda Gosei, Prentice Hall Trade. • Norton, M., 2006. Quick Course in Statistical Process Control (Net Effect), 1st ed., Prentice Hall. • Rose, K.H., 2005. Project Quality Management: Why, What and How, J. Ross Publishing. • Suokas, J. and Rouhiainen,V., 1993. Quality Management of Safety and Risk Analysis, Elsevier Science. • Weinstein, M. B., 1997. Total Quality Safety Management and Auditing, 1st ed., CRC-Press.

0201122: SMALL BUSINESS MANAGEMENT

Full Marks: 100 Entrepreneurship and Small Business Marks: 15

Introduction; Who are Entrepreneurs?; What is Small Business?; Rewards of Entrepreneurship: Make Money (Profit), Be Your Own Boss (Independence), Escape a Bad Situation (Freedom), Enjoy a Satisfying Life (Personal Satisfaction), Contribution to Community (Personal Fulfilment), Special Niche; Characteristics of Successful Entrepreneurs; Varieties of Entrepreneurship: Founder Entrepreneurs versus Other Business Owners and Franchisees, High-potential Ventures versus Attractive Small Firms and Micro-businesses, Artisan versus Opportunistic Entrepreneurs, Women Entrepreneurs, Entrepreneurial Teams; Integrity and Entrepreneurship: What is Integrity?, Frame Work of Integrity, Social Responsibility and Small Business, Governmental Laws and Regulations

The Right Small Business Marks: 10

Introduction; Examining Your Personal Objectives; Exploring and Identifying Business/Start-up Ideas; Creating a New Business from Scratch: Finding Start-up Ideas, Sources of Start-Up Ideas; Change-Based Sources of Entrepreneurial Opportunities; Applying Innovative Thinking to Business Ideas

Franchises and Buyouts Marks: 15

Introduction; Pros and Cons of Franchising: Other Advantages of Franchising, Training, Financial Assistance, Operating Benefits, Limitations of Franchising, Franchise Costs, Restrictions on Business Operations, Loss of Independence, Lack of Franchisor Support; Franchising Options; Structure of Franchising Industry; Evaluating Franchise Opportunities: Selecting a Franchise, Investigating the Potential Franchise, Finding Global Franchising Opportunities, Legal Issues in Franchising; Buying an Existing Business: Reasons for Buying an Existing Business, Finding a Business to Buy, Investigating and Evaluating Available Businesses, Non-quantitative Factors in Valuing a Business, Negotiating and Closing the Deal

Developing the New Venture Business Plan Marks: 10

Introduction; The Purpose of a Business Plan: Need of Business Plan; Marketing of Small Business: Marketing Plan, Market Analysis, Competition, Marketing Strategy; Location Plan: Importance of Location Decision, Factors in Selecting a Good Location, Attraction of Home-Based Business, Technology and Challenges of Home-Based Business, Start-Up Business on Internet, E-Commerce Business Model; Financial Forecasting; Sources of Financing: Sources Close to Home, Bank Financing, Business Suppliers and Asset-Based Lenders, Private Equity Investors

Focusing on the Customer Marks: 15

Introduction; Building Customer Relationship: The Importance of CRM to Small Firms, Components of Customer Satisfaction, Understanding Psychological and Sociological Influences on Customers; Product Life Cycle and New Product Development: Product Life Cycle, New Product Development Process; Supply Chain Management: Intermediaries, Channels of Distribution, Scope of Physical Distribution; Pricing Decisions: Setting a Price, Selecting a Price Strategy; Promotional Planning: Determining the Promotional Budget, Advertising Practices for Small Firms, Sales Promotional Tools; Global Marketing: Small Business as Global Enterprises, Forces Driving Global Business

Managing Growth in Small Businesses Marks: 10

Introduction; Entrepreneurial Leadership: Leadership, Leaders Shape the Culture of the Organisation; Managing Human Resources: Need for Quality Employees, Lure of Entrepreneurial Firms, Sources of Employees, Diversity in Workforce;

Managing Operations: Organisational Culture and Total Quality Management, Importance of Improving Productivity, The Importance of Purchasing, Objectives of Inventory Management; Managing Risk: Classification of Business Risk, Risk Management, Risk Management and Small Business

Managing Firm’s Assets Marks: 10

Introduction; Working Capital Cycle: Timing and Size of Working-Capital Investments; Managing Cash Flows: Nature of Cash Flows Revisited, Cash Budget; Managing Accounts Receivables; Managing Inventories: Reducing Inventory to Free Cash, Monitoring Inventory, Controlling Stockpiles; Managing Inventories; Managing Accounts Payable; Capital Budgeting: Capital Budgeting Techniques, Capital Budgeting Analysis in Small Firms

Evaluating Financial Performance Marks: 15

Introduction; Basic Requirements for Accounting Systems: Record-Keeping System, Computer Software Packages, Outside Accounting Services; Alternative Accounting Options: Cash versus Accrual Accounting, Single-Entry versus Double-Entry Systems; Internal Accounting Controls; Evaluating a Firm’s Financial Performance: Evaluate a Firm’s Ability to Pay Bills, Assess a Firm’s Overall Profitability, Measure a Firm’s Use of Debt and Equity Financing, Evaluate the Rate of Return Earned on Owner’s Investment

Reference Books:

1. Epstein, L. & Myers, S., 2009. Small Business Accounting, John Wiley & Sons, p. 410. 2. Garrison, R., Noreen, E. & Brewer, P., 2012. Managerial Accounting, 14th ed., McGraw-Hill Higher

Education. p. 832. 3. Harper, S. C., 2010. The McGraw-Hill guide to starting your own business: a step-by-step blueprint

for the first- time entrepreneur, 2nd ed., McGraw-Hill Professional, p.253. 4. Keown, A. J., 2003. Foundations of finance: the logic and practice of financial management, 4th ed.,

p.566. 5. Khan. & Jain., 2007. Financial Management, 5th ed. Tata McGraw-Hill Education. 6. Libby, R., Libby, P. A. & Short, D. G., 2011. Financial Accounting, 7th ed., Mc-Graw-Hill/Irwin. 7. Longenecker, J. G. & Loeza, E. L., 2010. Small Business Management, 14th ed., Cengage Learning,

p.744.

SEMESTER III (IMBA) 0203060: ENTREPRENEURSHIP

Full Marks: 100 Basics of Entrepreneurship Marks: 8 Introduction; The Entrepreneur; Evolution: Entrepreneurial Traits; Entrepreneurship and Intrapreneurship: Entrepreneurship, Intrapreneurship; Entrepreneurial Culture: Elements of Entrepreneurial Culture, The Building Blocks of Entrepreneurial Culture; Comparison of Traditional Manager, Intrapreneurs and Entrepreneurs; Role of Entrepreneurship in India Entrepreneurial Development Process Marks: 7 Introduction; The Entrepreneurial Environment; Entrepreneurial Decisions; Types of Enterprises; Problems in Small Scale Enterprise; The Entrepreneurial Process; Entrepreneurial Process Models: The Four Stage Growth Model, The Corporate Development Process Model; Key Success Factors for Entrepreneurs; Characteristics of Successful Entrepreneurs; Functions of Entrepreneurs The Business Planning Process Marks: 7 Introduction; Principles; Common Elements in a Business Plan Executive Summary; Defining a Business Idea; Identifying Problems and Opportunities; Purpose of Business Plan: Purpose of Planning; Environmental Analysis: Environment Search, Types of Environment, Environmental Scanning; Entrepreneurship Development Cycle; Business Incubators Project Management Marks: 7 Introduction; Entrepreneur as a Project Manager; Feasibility Study; Setting up a Project: Project Selection, Technology and Machinery: Process selection, Finincial Assistance for Small Scale Industries, Unit Development; Risk Management; Management of Cash; Management of Inventory Marketing Function and Strategies Marks: 12 Introduction; Definition of Marketing; Marketing Concepts; The Marketing Mix: The Product, Price, Place, Promotion; Market Research: Secondary Research, Primary Research; Market Segmentation; Marketing Strategy; Marketing Plan: Review Mechanism, Use of Marketing Plans; Marketing Budget; E-marketing: E-marketing Techniques Sources of Finance Marks: 13 Introduction; Financial Decisions to Make Before Starting a Business; Stages of Entrepreneurial Financing; Equipment Leasing or Equipment Financing; Inventory Financing; Factoring Accounts Receivables; Bank Finance through Commercial Banks and Financial Institutions: Fund Based Bank Facilities, Non-fund Based Bank Facilities; Schemes offered by Various Banks and Financial Institutions: Industrial Development Bank of India (IDBI), State Bank of India (SBI), Industrial Credit and Investment Corporation of India (ICICI), Small Industries Development Bank of India

(SIDBI), State Financial Corporation (SFC), The Maharashtra State Financial Corporation (MSFC), National Bank for Agriculture and Rural Development (NABARD), Other Banks offering Financial Assistance; Venture Capital Funding (VCF): Characteristics of Venture Capital Funding, Advantages of Venture Capital, The Venture Capital Investment Process, Role of Venture Capital Investor Human Resource Aspects Marks: 8 Introduction; Human Resource Planning; Formation of Entrepreneurial Team; The Recruitment Process; Training the

Employees; Employee Motivation The Legal Procedure for Setting up an Enterprise Marks: 12

Introduction; Type of Business Ownership; Registration of SSI Units; Permissions and Clearances: Regulatory or Taxation Clearances, Environment and Pollution Related Clearances, Product Specific Clearances, Labour Laws; Legal Acts Governing an Enterprise: Factories Act, 1948, The Payment of Wages Act, 1936, The Workmen’s Compensation Act, 1923, The Industrial Employment Act, 1946, The Employees State Insurance Act, 1948 Role of Government in Entrepreneurial Development Marks: 14 Introduction; Incentives: importance; Various Incentives given by the Government of India to Small Scale Entrepreneurs; Incentives given to Export Oriented Units; Incentive Schemes by Maharashtra State Government; Agencies Promoting Entrepreneurship Development in India: Entrepreneurship Development Institute of India (EDII), National Small Industries Corporation Ltd. (NSIC), National Entrepreneurship Development Board (NEDB), Small Industries Service Institute (SISI), National Institute of Entrepreneurship and Small Business Development (NIESBUD), District Industries Centre (DIC), Prime Minister’s Rozgar Yojana (PMRY) for Educated, Unemployed Youth Women Entrepreneurship Marks: 12 Introduction; Definition of a Woman Entrepreneur; Factors Supporting; Characteristics; Barriers: Overcoming the Barriers; Promoting Women’s Enterprises: Government’s Role in Promoting Women’s Enterprises, Supportive Measures for Women’s Economic Activities and Entrepreneurship; NGOs Supporting Women Entrepreneurs: Self-employed Women’s Association (SEWA), Association of Women Entrepreneurs of Karnataka (AWAKE), Area Networking and Development Initiatives (ANANDI), Private Sector Organisations; Leading Indian Women Entrepreneurs Reference Books:

1. Bhide, A., 2004. What Role for Entrepreneurship in India? Columbia University. 2. Centre for Business Planning. Available at: < http://www.businessplans.org>. [Accessed 30 November

2010]. 3. Development Commissioner, Ministry of Micro, Small and Medium Enterprise, Available at:

<http://dcmsme.gov.in> [Accessed 8 December 2010]. 4. Dr. Ambilikumar, V., Entrepreneurship Development, Kerala Agriculture University Available at:

<http://www.slideworld.com/slideshow.aspx/entrepreneurship-development> [Accessed 2 December 2010]. 5. Dr. Sahu, A., Sahni, K.M., Labour Laws and Other Labour Regulations, Government of India. Available

at: <http://planningcommission.gov.in/aboutus/committee/wrkgrp11/wg11_rplabr.pdf> [Accessed 8 December 2010].

6. Ehmke, C., Fulton, J., Lusk, J. Marketing Four P’s – First Steps for New Entrepreneurs (EC-730). Purdue Extension. Available at: <http://www.extension.purdue.edu/extmedia/EC/EC-730.pdf > [Accessed 6 December

2010].

0203126: FINANCIAL SYSTEM AND AUDITING Full Marks: 100 Financial System Marks: 8 Introduction; Functions; Components; Overview of Indian Financial System; Structure: Financial Institutions, Financial Instruments, Financial Markets, Financial Services; Reserve Bank of India (RBI): Functions of RBI; Monetary Policy: Monetary Policy in India, Monetary Policy Instruments, Credit Control Measures of Reserve Bank of India Commercial Banks Marks: 12 Introduction; Evolution in India; Functions; Recent Trends: Technology, Outsourcing of Services, Financial Inclusion; Development Banks: Features, Functions, Major Objectives; IFCI: Objectives, Functions; IDBI: Objectives, Functions; IIBI; SIDBI; ICICI: Objectives, Functions; NABARD: Objectives, Roles and Functions, NABARD in Present Scenario; EXIM Financial Services and Financial Markets in India Marks: 14 Introduction; Characteristics of Money Market; Functions; Importance; Difference between Capital and Money Market; Indian Money Market Instruments; Drawbacks of Indian Money Market; Reforms in Indian Money Market Depository System; Merchant Banking; SEBI; Securities and Exchange Board of India Act, 1992; Functions of SEBI; Credit Rating: Meaning of Credit Rating, Credit Rating Agencies in India, Benefits of Credit Rating, Factors for Successful Credit Rating Systems, Process of Rating Capital Market Marks: 15 Introduction; Classification: Distinction between Primary Market and Secondary Market; Capital Market Efficiency; Capital Market in India: Structure of Indian Capital Market, Capital Market Operations; Role of Capital Market in India; Importance of Capital Market; PESTEL Analysis of Indian Capital Market; Capital Market Regulations; Reforms in the Capital Market; Introduction to Stock Exchanges: Characteristics, Functions, Advantages, Limitations, National Stock Exchange of India Auditing Marks: 11 Introduction; Types of Audit: Regularity Audit, Financial Audit, Receipt Audit, Performance Audit; Need for Auditing; Limitations of Audit and Detection of Fraud; Auditing Standards; Internal Audit; Professional Practices Framework; Audit Process; Auditing Documentation: Form and Content of Documentation , Permanent and Current Audit Files, Need for Audit Documentation, Retention of Working Papers/ Documents, Tips for Auditors on Documentation / Working Papers; Internal Control System: Scope of Internal Control, Internal Control System Components, Limitations Inherent in Internal Control

Audit of Limited Companies Marks: 16 Introduction; Need for a Company Auditor; Qualification; Disqualification; Appointment of an Auditor: First Auditor of a Company, Reappointment; Removal; Status; Rights and Duties of a Company Auditor: Rights, Some Legal Decisions; Auditing Standards; Divisible Profits and Dividend; Audit Report: Responsibilities of an Auditor for making a Report, Requisites of a Good Audit Report, Types of Audit Report; Special Audit of Banking Companies: Legislations Relevant to Audit of Banks, Relating to Audit, Powers of the Auditor, Auditor’s Report, Special Audit, Approach to Banks' Audits; Audit of Educational Institutions; Audit of Insurance Companies Audit of Non-profit Companies and Fraud Detection Marks: 10 Audit of Non-profit Organisations; Accounting and Auditing in not-for-profit Organisations — some Critical Issues; Non-profit Audit Committee Charter; Fraud: Characteristics of Fraud and Error; Types of Fraud; Preventing Fraud; Auditor’s Responsibility in Finding Fraud; Clauses of Fraud in Auditing in India Audit of Limited Companies Marks: 15 Recent Trends in Auditing; Cost Audit: Features, Objectives, Scope, Cost Auditor, Qualification of Cost Auditor, Powers of a Cost Auditor, Duties of a Cost Auditor; Tax Audit: Purpose of Tax Audit, Books of Accounts and List of Documents/Papers Required for Tax Audit Purpose, Standard Procedures or Steps for Tax Audit, Requirements of Tax Audit, Tax Auditor; Management Audit: Process of Management Audit, Advantages of Management Audit, Management Audit Report Reference Books:

1. Pathak, 2007. The Indian Financial System: Markets, Institutions and Services, 2nd ed., Pearson Education India, p.752.

2. Rathore S., 2003. Indian Capital Market: An Empirical Study, Anmol Publications PVT. LTD., 3. Ray, P., Academic Foundation, 2008. Commercial Banks and monetary policy in India, Volume 2,

Academic Foundation. 4. Rezaee, Z., 2002. Financial statement fraud: prevention and detection, John Wiley and Sons. 5. Ricchiute, D. N., 2006. Auditing, 8th ed., Thomson/South-Western. 6. Rittenberg, L, E., Johnstone, K, Gramling, A. A. and Schweiger, B., 2009. Auditing: A Business Risk

Approach, 7th ed., Cengage Learning.

0201127: MANAGEMENT ACCOUNTING

Full Marks: 100 Financial Management and Planning Marks: 12

Introduction to Financial Management; Goals; Financial Decisions; Interface between Finance and Other Business Functions; Financial Planning; Capitalisations: Cost Theory, Earnings Theory; Over-capitalisation; Under-capitalisation

Financial Accounting Marks: 8

Meaning and Definition; Functions; Characteristics; Stakeholders of Financial Accounts; Categories of Accounting; Common Terms Used in Accounting

Book-keeping and Accounting Concepts Marks: 10

Introduction; Entities; Advantages; Concept of Double Entry; Types of Account; Accounting Concepts

Double Entry and Journals Marks: 10

Introduction; Stages of Preparing the Financial Statement; Journals: Importance of Journal, Format of Journal

Ledger Marks: 10

Meaning and Definition; Types; Steps in Posting from Journal to Ledger

Trial Balance Marks: 7

Meaning and Definition; Errors; Limitations

Final Account Marks: 8

Meaning and Definition: Trading Account, Profit and Loss Account; Balance Sheet

Introduction to Managerial Accounting Marks: 15

Definition and Meaning; Why Management Accounting; Function of Management Accounting; Difference Between Financial Accounting and Managerial Accounting

Financial Ratio Analysis Marks: 10

Introduction; Meaning of Ratio Analysis; Presentation of Ratio; Classification of Ratios

Cash Flows Marks: 10

Meaning and Definition; Benefits of Statement; Categories; Format; Methods for preparing Cash Flow Statements

Reference Books:

1. Dr. Patankar S., 2008. Introduction to Accounting and Management Accounting. University of

Pune: Nirali Publications. 2. Polejewski S. A., 2008. Resource Consumption Accounting. University of St. Thomas. 3. Lerner, Joel. and Cashin, James. 2009. Schaum’s Outline of Principles of Accounting. McGraw-Hill

4. Weygandt, Jerry J. and Kimmel, Paul D.1997 Financial Accounting, 2E, General Ledger. John Wiley & Sons Inc.

5. Davidson, Desiree. 2008. Desiree’s Double Entry Accounting. CreateSpace 6. Pacioli, Luca 2010. The Rules of Double-Entry Bookkeeping: Particularis de computis et scripturis.

CreateSpace

0201125: MANAGING FINANCIAL RESOURCES

Full Marks: 100 Introduction to Financial Management Marks: 15

Introduction; Definition; Nature & Scope of Financial Management; Financial Management Decisions; Objectives of Financial Management; Functions of Financial Management; Forms of Business Organisation

Business Funding Marks: 10

Introduction; Purpose of Short Term & Long Term Finance; Sources of Short Term & Long Term Finance: Short Term Finance, Long Term Finance

Understanding Financial Statements Marks: 8

Introduction; Meaning; Need of Financial Statements, Types of Financial Statements

Managing Debtors, Creditors, Stocks & Cash Marks: 15

Introduction; The Management of Debtors: Formulating a Credit Policy, Terminologies Used in Debtors Management, Procedure for Dealing with Debtors; Management of Creditors: Trade Credit, Other Creditors; Management of Stocks: Stock Costs, The EOQ Formula, Uncertainties in Demand and Lead Times: A Re-order Level System; The Management of Cash

Evaluating Financial Performance Marks: 10

Introduction; Ratio Analysis: Profitability Ratios, Turnover Ratios, Financial Ratios, Leverage Ratios; Fund Flow Analysis: Preparation of Funds Flow Statements

Capital Budgeting Marks: 15

Introduction; Types of Capital Budgeting Decisions; Importance of Capital Budgeting; Capital Budgeting Techniques: Net Present Value (NPV), Internal Rate of Return (IRR), Profitability Index (PI), Pay-Back Period (PBP), Return on Investment (ROI)

Budgeting & Budgetary Control Marks: 12

Introduction; Budget; Advantages of Budgets & Budgetary Control; Limitations of Budgets & Budgetary Control; Types of Budgets: Cash Budget; Budgetary Planning

Different Types of Costs & Its Analysis Marks: 15

Introduction; Functional Costs; Detailed Functional Costs; Direct & Indirect Costs: direct costs, indirect costs; Cost Volume Profit Analysis: Contribution Approach, Profit Volume Ratio (P/V Ratio), Break-even Analysis, Computation of Break-even point

Reference Books:

1. Khan & Jain, Management Accounting, Management Accounting, Tata McGraw-Hill, 4th Edition, 2006,

pp.17.1- 17.35. 2. Lawrence J. Gitman, Principles Of Managerial Finance, Pearson Education India, 11th Edition, 2007, pp.

356.

3. Leopold A. Bernstein, John J. Wild, Analysis of financial statements, Managing cash & cash flows, McGraw-Hill, 2000.

4. Leopold A. Bernstein, John J. Wild, Analysis of financial statements, Financial Ratio Analysis, McGraw-Hill, 2000.

5. M. Y. Khan, Financial Management: Text, Problems And Cases, budget & budgetary control, Tata McGraw-Hill, 4th Edition, 2004, pp.9.1-9.28.

6. Paul M. Collier, Samuel Agyei-Ampomah, CIMA Official Learning System Management Accounting Risk and Control Strategy, Butterworth-Heinemann, 2008.

0201128: MULTINATIONALS AND THEIR ROLES Full Marks: 100

Introduction to Multinational Corporations Marks: 12

Introduction; Advantages; Other Beneficial Roles; Modes of Operation in India; Organisational Design of Multinationals; Indian Multinationals; Multinationalism in India – Outsourcing; Different Operational Areas; Benefits of US Outsourcing in India

Emergence of Indian Multinationals Marks: 12

Introduction; Indian Multinationals and Globalisation; Making Investments in Greenfield Venture or Acquisitions; Ramp- up in Scale of Operations; Leveraging International Capital Markets; Kaleidoscope of India’s Overseas Business Engineering; Announcement of India-UK S&T Innovation Council

Multinationals and Global Economy Marks: 10

Introduction; The Facts on Foreign Direct Investment Role of Multinational Corporations in Sustainable Development Marks: 12

Introduction; Monopoly Power; The Right/Left Wing Conundrum; Jobs and Capital Formation; Poverty

Role of Multinational Corporations in International Politics Marks: 12 Introduction; Economies Exploitation; Political Manipulations; Health Hazards; Utility of Multinationals to Developing Countries

Promoting Peace: The Role of Multinationals Marks: 15

Introduction; The Role of MNCs; Corruption; Inequality and Poverty; New Leadership; Partnership Initiatives; Governments; Conditions Conducive to Peace; Role of Financial Institutions in Peace Processes; Multinational Corporations: Myths and Facts; The Crucial Role of Peace and Freedom

Role of Multinationals in Cultural Diversification Marks: 15

Introduction; Increasing Presence of Multinational Companies in India; Characteristic Features of Expatriates in India; Survey of Literature; Major Aspects of Indian Organisational Behaviour and Management Practices; Major Aspects of Organisational Behavior and Management Culture; Managerial Values and Leadership Styles

Multinationals and their Impact on Indian Economy Marks: 12

Introduction; Overview of Economic Impact; Households; Output Markets; Innovative and Adaptive R&D; The Stock Market; The Northern Labor Market; The Southern Labour Market

Reference Books:

1. Apte P.G.,1999. International Financial Management, 3rd ed, Tata Mc-Graw Hill. 2. Avadhani . V.A., 2001. Global Business Finance, 1rst ed , Himalaya Publishing House. 3. Eiteman D.K., StoneHill A.I and Moffett M.H., 2001. Multinational Business Finance, 9 th ed, Addison

Wesley Longman Pte. Ltd, Indian Branch. 4. Gupta .K.R., 1997. Liberlisation and Globalisation of the Indian Economy, Volume 1., Atlantic

Publisher and Distributor. 5. Gupta S.C., 2004. Fundamentals of Statistics, 6th ed, Himalaya Publishing House. 6. Kakar, S., 1981. The Inner world: A Psychoanalytic Study of Childhood and Society in India, Oxford

University Press, Delhi. 7. Levi M D., 1996. International Finance, 3rd ed Mc-Graw Hill.

SEMESTER IV (IMBA)

0201005: CAPITAL AND MONEY MARKET

Full Marks: 100 Capital Market Marks: 9

Introduction; Categorisation; Efficiency: Forms of Efficiency; Operations; Capital Market in India: Structure of Indian Capital Market, Role in India, PESTEL Analysis of Indian Capital Market; Capital Market Regulations

Primary Market and Secondary Market Marks: 18

Introduction; Eligibility Norms of Primary Market; Primary Market Design: Credit Rating for Debt Instruments, IPO Grading, Pricing and Public Issues, Price and Price Band, Contribution of Promoters and Lock-in, Pre-issue Obligation, Post-issue Obligation, Credit Rating, Merchant Banking, Demat Issues, Private Placement; Ways to Raise Capital in the Primary Market; Intermediaries: Manager to the Issue, Underwriters, Registration, General Obligations and Responsibilities of Underwriters; Primary Target Market: Process of Finding Primary Target Market; Indian Primary Market: Reforms in Indian Primary Market, Disclosure and Investor Protection (DIP) Guideline; Secondary Market; Structure and Trading System in Secondary Market; Products Dealt in Secondary Market; Stock Exchange: Investment Precautions; Secondary Market and SEBI: Various Departments of SEBI Regulating Trading in the Secondary Market, Secondary Market Reforms by the SEBI; Changes in the Indian Secondary Market Regulation: Policy Developments During 2009-10

Securities and Exchange Board of India Marks: 16

Introduction; Objectives; Securities and Exchange Board of India Act, 1992; Management of the Board; Powers; Functions; Registration of Intermediaries; Departments and Their Functions: Market Intermediaries Regulation and Supervision Department (MIRSD), Market Regulation Department (MRD), Derivatives and New Products Department (DNPD), Corporation Finance Department (CFD), Investment Management Department (IMD), Integrated Surveillance Department (ISD), Investigations Department (IVD), Enforcement of Department (EFD), Legal Affairs Department (LAD), Enquiries And Adjudication Department (EAD), Office of Investor Assistance and Education (OIAE), General Services Department (GSD), Department of Economic and Policy Analysis (DEPA), Office of Chairman, Information Technology Department, The Regional Offices (RO's); Limitation

Derivative Market Marks: 15

Introduction; Types of Derivatives; Exchange-traded and Over-the-counter Derivative Instruments; Index: Catergorisation of Index, Total Returns Index, Impact Cost, BETA, Risk, Who Decides What Stocks to Include and How, Uses of an Index, Types of Index; Forward and Future Contracts; Options: Categorisation of Options, Call Options, Put Options, Options Pricing; Market Players; Derivative Market in India; Derivative Users in India; Commodity Derivatives; Exchange-traded vs. OTC (Over The Counter) Derivatives Markets; Accounting and Taxation of Derivatives Transactions; Measures Specified by SEBI to Protect the Rights of Investor in Derivatives Market

Money Market and Bond Market Marks: 12

Introduction; Characteristics; Functions; Importance; Indian Money Market Instruments; Drawbacks of Indian Money Market; Reforms; Bond Market: Corporate Bond Market, Municipal, Government, Mortgage Backed and Collateralized Debt Obligation Bond Market, Development of Bond Market in India Bond Market Marks: 8

Introduction; NAV or Net Asset Value; Objectives of Mutual Fund; Advantages; Disadvantages; Types: By Investment Objective, By Structure; Investing in Mutual Funds: How to Invest in Mutual Fund; Benefits of Investing in Mutual Funds; Mutual Fund Industry in India; Private Sector Mutual Funds; Schemes; Regulations

Credit Rating and Venture Capital Marks: 14

Introduction; Determinants of Ratings; Rating Methodology; Credit Rating Agencies in India; Credit Rating Symbols; Benefits; Rating and Default Risk; Rating and Yields; Limitations; Venture Capital: Aim of Venture Capital Financing, Forms of Financing used by Venture Capitalists, Types of Securities, Advantages of Debts to a Venture Capitalist, Percentage of Ownership Needed, Estimation of the risk associated with the venture financing, Advantages of Venture Capital, Funding Process, Types of Funding, Non-Disclosure Agreements and Term Sheet

Indian Money Market Marks: 8

Money Market; Basic Functions; Structure of Indian Money Market; Participants of Organised Money Market; Participants of Unorganised Money Market; Sub Markets of Indian Money Market; Indian Money Market – Features; Drawbacks of Indian Money Market; Recent Reforms in Indian Money Market; Indian Capital Market

Reference Books:

1. Rathore, S., 2003. Indian Capital Market: An Empirical Study, Anmol Publications PVT.

LTD. 2. Schofield, N.C., 2007. Commodity derivatives: markets and applications, John Wiley and

Sons. 3. Shah, A., Dr. Thomas, S., & Gorham M., 2008. India’s financial markets: an insider’s

guide to how the markets work, Elsevier. 4. Shahani, R., 2008. Financial Markets In India, 2nd ed., Anamika Pub & Distributors. 5. Tripathy, N. P., Mutual funds in India: emerging issues, Excel Books.

0201133: E-COMMERCE Full Marks: 100

Introduction to E-Commerce Marks: 15

• ommerce Framework; Anatomy of E-Commerce Applications: Multimedia Content for E-Commerce Applications, Multimedia Storage Servers and E-Commerce Applications, Client-Server Architecture in Electronic Commerce, Information Delivery/Transport and E-Commerce Applications; E-Commerce Consumer Applications; E-Commerce Organisation Applications

Electronic Payment System Marks: 11

Introduction; Digital Token; Smart Cards; Credit Cards; Risks

Inter Organisational E-Commerce Marks: 11

Introduction to EDI; Implementation; Value Added Networks

Intra Organisational E-Commerce Marks: 12

Workflow; Customisation and Internal Commerce; Supply Chain Management

Corporate Digital Library Marks: 11

Document Library; Digital Document Types; Corporate Data Warehouses

Advertising and Marketing Marks: 12

Information Based Marketing; Advertising on Internet; On-Line Marketing Process; Market Research

Consumer Search and Resource Discovery Marks: 15

Information Search: Purchase Consummation Phase, Post Purchase Interaction Phase, Types of Consumer Search Activities; Information Retrieval; Commerce Catalogue; Information Filtering: Email Filtering, Mail-Filtering Agents, News-Filtering Agents

Multimedia Marks: 13

Key Multimedia Concepts; Adapting Retrieval and Authoring Technologies; Digital Video and E-Commerce; Desktop Video Conferencing

Reference Books:

• Armstrong, S. & Barrett, N., 2001. Advertising on the Internet: how to get your message across on the

World Wide Web, Kogan Page. • Banerjee, K. U., 2008. Management Strategy for Information Technology (IT and management

convergence): Based on the Internationally Class-Tested Course, Conducted in China and India, Concept Publishing Company.

• Chapman, J. R., 2006. Simple tools and techniques of enterprise risk management, John Wiley & Sons. • Farhoomand, A. & Lovelock, P., 2001. Global e-commerce: text and cases, Prentice Hall. • Goel, R., 2007. E-Commerce, New Age International. • Hendry, M., 2001. Smart card security and applications, 2nd ed., Artech House. • Jarke, M., 2003. Fundamentals of data warehouses, Springer.

0201132: ECONOMIC REFORMS PROCESS IN INDIA

Full Marks: 100

Indian Economy and Economic Policy Marks: 14

Introduction; Economic Reforms: Rationale; Constituents: Liberalisation of the Economy, Privatisation, Globalisation; Assessment of Reforms; Need for Economic Policy in India; Aim in India; Instruments; Process of Economic Policy Formulation: Planning Commission of India, Central Statistical Organisation, Indian Council of Social Science Research (ICSSR), Lobbyists, Non-governmental Organisations (NGOs), International Politics and Multilateral Lending; Disappointing Outcomes

Economic Reforms in India Marks: 8

Introduction; Savings, Investment and Fiscal Discipline; Reforms in Industrial and Trade Policy: Industrial Policy, Trade Policy; Foreign Direct Investment; Reforms in Agriculture; Infrastructure Development; Financial Sector Reform; Privatisation; Social Sector Development in Health and Education

Economic and Social Justice Marks: 15

Introduction; Problems Faced by the Economy in 1990: Need for Economic Reforms, Objectives; The Economic Reforms Package: Implications of Reforms; Progress; Economic Reforms and Social Justice: Need for Reforms with a Humane Face; Economic Reforms and Growth Rate of GDP; Economic Reforms and Control of Inflation; Economic Reforms and their Impact on Poverty; Economic Reforms and Employment; Economic Reforms and Foreign Investment; Economic Reforms and India’s External Debt; Economic Reforms and India’s Foreign Trade; Neglect of Agriculture :The Major Sin of Economic Reforms; Employment Security and New Economic Reform; Health Security

Financial Reforms in India Marks: 13

Introduction; Domain of Public Finance; Public Finance Theory: Basic Concepts: Fiscal Policy, Theory of Social Goods, Categories of Revenue for the Government, Approaches to Tax Equity, Horizontal versus Vertical Equity, Fiscal Deficit, Revenue Deficit, Monetised Deficit, Public Debt : Concept and Measurement; India’s Fiscal Policy; Fiscal Reforms in India: Policy Measures and Developments: Tax Reforms, Reforms in 2001-02, Fiscal Consolidation, Expenditure Reforms, Income Tax Policy; Tax Reforms; Pattern of Public Expenditure in India

Financial Sector Reforms Marks: 10

Introduction; Basic Functions of Money; Indian Financial System: Development Banks, Commercial Banks, Co-operative Banks; Financial Sector Reforms; Capital Market Reforms

Globalisation and Liberalisation of Indian Economy Marks: 14

Introduction; Globalisation: Globalisation and Economy, Globalisation and the Indian Industries, Policy Changes since July 1991, Globalisation of Financial Markets, Problems, Efforts Required; Liberalisation: Measures, Gains, Progress

Privatisation of Indian Economy Marks: 14 Introduction; Reasons for Poor Performance of Public Sector Enterprises (PSEs); Privatisation; Rationale behind Privatisation: Arguments in Support; Techniques: Modes; Areas; India’s Privatisation Experience: Disinvestment Strategy in Public Sector Undertakings in India, Problems Associated with, Consequences

Industrial Policy of 1991 Marks: 12

Introduction; Backdrop; Reforms in the Industrial Policy Regime; Industrial Licensing; Foreign Investment Reforms in the Trade and Foreign Investment Regimes; Public Sector Policy; MRTP Act; Impact

Reference Books:

1. Bhagwati, J., and Srinivasan, T.N.,2001. Outward-Orientation on Development: Are the Revisionists

Right,” in Trade, Development and Political Economy. Palgrave. 2. Chaudhuri, Sudip, 2002. “Economic Reforms and Industrial Structure in India,” Economic and Political

Weekly. 3. Das, G., 2002. India unbound. Anchor Books. 4. Davis, Jeffrey, Rolando Ossowski, Richardson, T. and Barnett, S., 2000. “Fiscal and Macroeconomic

Impact of Privatization,” IMF Occasional Paper 194. 5. Dhingra, I.C., 2000. The Indian Economy : Environment and Policy, Sultan Chand & Sons, New Delhi. 6. Ed. Gupta, K.R., 2008. Liberalisation and globalisation of Indian economy. 7th ed. Atlantic Publishers &

Dist. 7. Fonds monétaire international, International Monetary Fund, World Bank. Finance &

Development (EPub. International Monetary Fund, 2008. 8. Ganesh, G., 2001. Privatisation in India. Mittal Publications.

0201130: MANAGAGING INFORMATION Full Marks: 100

Organisational Overview Marks: 8

Introduction; Organisation and its Types; Organisation Structure; Characteristics; Functions; Life Cycle of an Organisation; Vertical and Horizontal Organisational: Types of Structures

Management Functions and Business Processes Marks: 14

Management Functions and Levels: Management Functions, Levels of Management; Business Functions and Processes; Information Systems Requirements; Requirement Analysis; Tools and Methods for Requirement Planning: Methods for Requirement Analysis, Tools, Requirement Analysis Tools

Management Systems Marks: 12

Introduction; Management Systems Types; Management System; Levels of Management Activities: Transaction Processing Systems (TPS), Knowledge Work Systems (KWS), Office Automation System, Management Information Systems, Decision Support Systems (DSS), Executive Support System

Business Values of Information Systems Marks: 15

Introduction; Impact: Social Global Impact; Empirical Studies; Cost Value Performance: Traditional Financial Evaluation Procedures; Total Cost of Ownership; Culture for Information Systems: Information System Adoption; Decision Management with Information Systems: Decision Support Systems, DSS Architecture

Portfolio Management and IT Applications Marks: 8

Introduction to Portfolio Management; Design and Implementation; Methods; Portfolio Management Issues and Challenges Enterprise Resource Planning (ERP) Systems Marks: 15

Introduction; Brief History; ERP Components; Distinctive Ways of Implementing an ERP: Guidelines for ERP Implementation; Conquering Implementation of ERP; ERP Benefits; Customer Expectations in ERP Packages; Drawbacks; ERP System Accomplishments; Steps to Avoid Pitfalls

Intelligence Information Systems Marks: 18

Introduction; Knowledge Management in Organisation: Approach for Successful Implementation of Knowledge; Creating, Developing and Sharing Knowledge: Drivers of Knowledge Management, Knowledge Representation; Artificial Intelligence in Business; Business Analytics; Business Intelligence; Role; Tools; Reports

Social, Ethical and Legal Aspects Marks: 10

Society in the Information Age: Broad Applications of Information Technology; Moral Dimensions: Computer Crime; Technology Trends and Ethical Issues; Responsibility, Accountability and Liability; Information Right and Acts; Intellectual Property and Rights: Copyrights

Reference Books:

• Adizes, I., 1990. Corporate Lifecycles: How and Why Corporations Grow and Die and What to Do About It. The Adizes Institute.

• Amnec, N. and Sourd, V., Portfolio Theory and Performance Analysis. Wiley. • Atwood, C., 2009. Knowledge Management Basics (ASTD Training Basics Series). ASTD Press. • Bradford, M., 2010. Modern ERP: Select, Implement & Use Today’s Advanced Business Systems, 2nd ed., • Burton, R., 2006. Organizational Design: A Step-by-Step Approach. Cambridge University Press. • Dell, C. and Hubert, C., 2011. The New Edge in Knowledge: How Knowledge Management Is Changing

the Way We Do Business. Wiley.

0201131: TAXATION Full Marks: 100

Income Tax Act, 1961 Marks: 12

History of Taxation Post 1922: Preliminary, Changes in Administrative Set up since the Inception of the Department; Important Definitions of Income Tax Act, 1961 (Section 2); Rates of Taxes; Basis of Charge; Residential Status; Tax-free Income; Capital and Revenue

Heads of Income Marks: 15

Introduction; Salaries: Heads of Income, Meaning of Salary, Incomes Forming Part of Salary, Basic Salary, Fees, Commission and Bonus, Taxable Value of Allowances; Income from House Property: Conditions to be satisfied for income to be charged to tax Under the head ‘income from house property’ [sec. 22]. As per Section 22; Profits and Gains of Business or Profession: Scheme of Business Deductions, Specific Deductions under the Act; Capital Gains: Short Term Capital Gains, Long Term Capital Gain; Income from Other Sources: Incomes Not Specified In Section 56, Taxability of Select Incomes, Taxability of Dividend Computation of Taxable Income Marks: 10

Introduction; Statement of Taxable Income and Tax; Computation of Taxable Income of HUF: Deduction from Gross Total Income, Calculating Tax Liability; Computation of Taxable Income of a Company: Compute Taxable Income of a Partnership Firm

Tax Management Marks: 20

Introduction: What is an Income Tax Return?, Wealth Tax Return; Tax Returns; Due Dates for Filing of Returns; Manner of Filing of Returns Manner of Furnishing Returns: Filing of Bulk Return by Employer [Section 139 (1A)], Filing of Return of Income on Computer Readable Medium [Section 139(1B)], Filing of Return in Electronic Form, Scheme of Filing Returns by Salaried Employees (getting Form No. 16AA) through Employer; PAN Form; Filling up a Tax Challan; Assessment of Return: Income, Person – One who earns Income, Types of Income, Types of Assessment, Normal Procedure of Taxation, Income Tax Return (ITR), Need for Checking by IT Department, Self Assessment - 1) Self Assessment u/s 140 A, Scrutiny Assessment - Regular/ Scrutiny Assessment u/s 143(3), Best Judgment Assessment - Best Judgement Assessment u/s 144: Conditions, Reassessment - Assessment / Reassessment of Income Escaping Assessment u/s 147; Advance Tax: Who is Liable to Pay Advance Tax?, Dues Dates and Instalments of Advance Tax, Important Note for Salaried Tax-Payers, How to Calculate Advance Tax?, Rates of Advance Tax, How to Deposit Advance Tax?; Interest: Levy of Interest, Assessment Scheme –Scope, Settlement Commission Scheme; TDS: Deduction of Tax at Source in Works Contract, What does the TNVAT Rules Say about the TDS?, Conclusion

Wealth Tax, 1957 Marks: 7

Introduction; Chargeability; Applicability of Wealth Tax: Valuation Date; Basic Concepts of Assets: Deemed Assets, Exempt Assets [Sec 5]; Debt Owed

Central Sales Tax Marks: 13

Introduction; Features of this Act; Important Definitions; Levy and Collection of Tax and Penalties; Principles for Determining Place of Sale or Purchase: 1 In The Course of Inter State Trade, Sale or Purchase of Goods Outside a State, Sale or Purchase of Goods in the Course of Import and Export – Section 5; Liability to Tax on Inter-State Sales: Rates of Tax, Determination of Turnover, Collection of Tax Section 9 A; Registration of Dealers: Compulsory Registration Section

7 (1), Voluntary Registration Section 7 (2), Procedure for Registration, Amendment of Certificate of Registration, Cancellation of Certificate of Registration

Value Added Tax (VAT) Marks: 15

Introduction; Features; Advantages; Disadvantages; Set-off of Tax Credit under VAT; When Credit cannot be Availed?; Tax Relief under VAT: Distinction between ‘Zero Rated sale’ and ‘Exempt Sale’, Refund if VAT Credit of Input Tax Available cannot be Utilised for any Reason; Rates of Taxes under VAT; Concessions for Small Dealers: Composition Scheme for Dealers with Turnover up to Rs 50 Lakhs, Dealers who make Inter-State Purchase; Variants of VAT; Different Modes of Computation of VAT: Addition Method, Tax Credit /Invoice Method, Subtraction Method, Procedural Provisions Relating to VAT; Documentation Required to Avail Credit of Tax Paid on Inputs and Capital Goods; Payment of VAT Tax and Filing of Returns; Accounting Treatment of VAT

Central Excise Tax Marks: 8

Introduction; Nature of Excise Duty: Taxable Event, Rates; Chargeability; Definitions and Concepts: Factory, Goods, Manufacture or Production, Manufacturer; Classification of Goods: Scheme of Classification, Trade Parlance Theory; Valuation of Goods; Registration of Goods; Clearance of Goods; Duty Payment Provisions; Excise Duty Set Off Provisions Reference Books:

1. The Bureau of Indian Standards Act, 1986. New Delhi: Universal Law Publishing Co. Pvt. Ltd. 2. 2011. The Indian Partnership Act, 1932.New Delhi: Universal Law Publishing Co. Pvt. Ltd. 3. Bhargava, U. K., 1977. Taxation. The University of Michigan. 4. Bird, R. M. and Gendron, P., 2007. The VAT in developing and Transitional Countries. Cambridge

University Press. 5. Brudno, W., 1960. Taxation in India. Little Brown. 6. Hariharan, N., Income Tax: Law andPractise: Assessment year 2009-10.2009.4th ed. New Delhi: Tata-

Mcgraw Hill Publishing Company Limited. 7. Shuklendra, A., Law of Income Tax, Modern Law House, 2000. 8. Singh, S. R., Shrivastava, M. P. and Gupta, S.K., 2008. Economics of Value Added Tax (VAT).New

Delhi: A P H Publishing Corporation. 9. Tax Management Inc. Tax Management Portfolios. Tax Management Inc., 2006.

SEMESTER V (IMBA) 0203215: BUSINESS COMMUNICATION

Full Marks: 100 Nature and Scope of Communication Marks: 7 Introduction; Definitions; Scope; Process; Functions; Types Communication Barriers Marks: 8 Introduction; Types; Physical or Mechanical Barriers; Semantic Language Barrier; Personal and Socio-Psychological Barriers; Socio-Psychological Barriers; Remedies to Overcome Barriers Reading Skills Marks: 8 Introduction; Components; Techniques for Improving Reading Efficiency; Techniques for Improving Retention; Guidelines for Effective Reading; Executive Reading Written Communication Marks: 10 Introduction; Characteristics; Objectives; Process; Problems; Points and Structure of Written Communication; Structure of Written Communication; Essentials of Effective Written Communication; Tips for Improved Writing Verbal Communication and Non-Verbal Communication Marks: 9 Introduction; Oral Communication; Characteristics of Verbal or Oral Communication; Methods; Conversation Skills; Speaking Skills; Group Discussion; Non-Verbal Communication; Relationship of Non-Verbal Message with Verbal Message; Types of Communication Listening Skills Marks: 7 Introduction; The Listening Process; Types of Faulty Listening; Barriers to Listening; Why Barriers Succeed; Techniques for Listening; Effective Listening; Improving Listening Skills Presentation Skills Marks: 10 Introduction; Words with Audience; Preparation for Presentation; Achieving Clarity and Impact; Using Visuals; Arrangements for Presentation; Tips and Techniques; Presentation Planning Checklist; Understanding Presentations Aspects Resume Preparation and Interview Skills Marks: 9 Nature and Importance of Resume; Resume Format; Resume Component; Application Letter; Mistakes in Resume; Nature of Interviews; Purpose; Types; Interview Process; Essential Requirements of a Successful Interview; Appearance and Dress Meetings Marks: 5 Introduction; Preparation; Conducting; Managing; Components; Minutes; Resolution; Support

Negotiation Skills Marks: 9 Negotiation Skills; Nature of Negotiation; Ps of Negotiation; Negotiation Process; Negotiation Skills; Negotiation Climate; Role of Communication in Negotiation; Behaviour of Negotiators; Third Party Negotiations; Decision Biases Hindering Negotiations Business Letters Marks: 5 Introduction; Importance; Qualities of Good Business Letters; Format; Types; Personnel Letters Communication in Disciplinary Matters Marks: 5 Introduction; Objectives of Discipline; Two Sides of Discipline Elements of Discipline; Disciplinary Procedure; Communication Aspects in Disciplinary Matters Legal Aspects of Business Communication Marks: 5 Introduction; Basic Legal Aspects in Business Communication; Defamation; Elements of Defamation; Invasion of Privacy; Other Legal Areas in Business Communication Technology and Corporate Communication Marks: 3 Introduction; Challenge of Communication in the Global Market Reference Books:

1. Benjamin, J, 1996. Principle, Element and Types of Persuasion, 1st ed., Wadsworth Publishing.

2. Bolton, R., 1986. People Skills: How to Assert Yourself to Listen Others, and Resolve Conflicts, Later printing ed., Touchstone.

3. Bond, A., 2010. 300+ Successful Business Letters for All Occasions (Barron’s 300+ Successful Business Letters for All Occasions), 3rd ed. Barron’s Educational Series.

4. Brown, L., 2006. Resume Writing Made Easy: A Practical Guide to Resume Preparation and Job Search, 8th ed., Prentice Hall.

5. Chambers, H., 2000. Effective Communication Skills for Scientific and Technical Professionals, Basic Books.

6. DiSanza, J.R. and Leqqe, N.J., February 2008. Business and Profectional communication, 4 ed., Allyn and Bacon.

0203078: LEGAL FRAMEWORK AND BUSINESS Full Marks: 100 Company Law Marks: 12 Introduction of Company and its Basic Concept; Distinct Features; Distinction between Company and Partnership; Illegal Association; Types of Companies: Primary Produce, Forms of Business Organisation, Sole Proprietorship, Joint Hindu Family Firm, Partnership Form of Organisation; Controls and Influence: Beginning of Money Lending; Formation, Incorporation and Commencement of Business of a Company: Promotion Stage, Incorporation Stage, Raising Capital, Commencement of Business; Memorandum and Articles of Association: Memorandum of Association, Name Clause, Registered Office Clause, Object Clause, Liability Clause; Doctrine of Ultra-vires Transaction: Consequences of an Ultra-vires Transaction, Exceptions; Articles of Association; Share Capital; Meetings: Statutory Meeting, Annual General Meeting, Other Statutory Requirements, Minutes of Meeting Indian Contract Act, 1872 Marks: 18 Introduction: definition; Contracts: Essential Elements of a Valid Contract, Types, Vailidty, Formation; Communication, Acceptance and Revocation of Proposals: Communication When Complete, Revocation of Proposals and Acceptances, Revocation, Acceptance Must Be Absolute, Acceptance by Performing Conditions or Receiving Consideration, Promises, Express and Implied; Contracts, Voidable Contracts and Void Agreements; Consent: Free Consent, Coercion (under section15), Undue Influence (under section-16), Fraud (under Section- 17), Misrepresentation and Fraud (under Section-18), Mistake (under Section-20, 21 and 22); Agreement Without Consideration; Agreement in Restraint of Marriage Void; Agreements Void for Uncertainty; Contingent Contract: Rules of Contingent Contract; Agreements by Way of Wager Void; Quasi Contract; Compensation for Breach of Contract where Penalty Stipulated for Various Cases; Indemnity and Guarantee: Contract of Indemnity, Right of Indemnity holder when Sued, Contract of "Guarantee”, “Surety”, “Principal Debtor” and “Creditor”, Consideration for Guarantee, Surety’s Liability, Continuing Guarantee “Bailment”, “Bailor” and “Bailee”; Agency, Appointment and Authority of Agents Sales of Goods Act, 1930 Marks: 10 Sales of Goods Act, 1930; Definition; Formation of the Contract; Effects; Performance; Rights of Unpaid Seller Against the Goods; Suits for Breach of the Contract The Negotiable Instruments Act, 1881 Marks: 12 Introduction; Short Title; Repeal of Enactments; Notes, Bills and Cheques: Contract of Indemnity, Right of Indemnity holder when Sued, Contract of "Guarantee”, “Surety”, “Principal Debtor” and “Creditor”, Consideration for Guarantee, Surety’s Liability, Continuing Guarantee, Penalties in Case of Dishonor of Certain Cheque for Insufficiency of Funds in the Accounts The Consumer Protection Act, 1986 Marks: 15 The Consumer Protection Act, 1986: Short Title, Extent, Commencement and Application, Definition; The Central Consumer Protection Council; Procedure for Meetings of the Central Council: Objects of the Central Council, The State Consumer Protection Councils, The District Consumer Protection Council, Establishment of Consumer Disputes Redressal Agencies, Jurisdiction of the District Forum, Manner in Which Complaint Shall Be Made, Procedure on Receipt of Complaint, Appeal; Composition of the State Commission: Jurisdiction of the State Commission, Transfer of Cases, Hearing of Appeal, Composition of the National Commission; Jurisdiction of the National Commission; Power of and Procedure Applicable to the National

Commission: Transfer of Cases, Appeal; Limitation Period; Finality of Orders: Enforcement of Orders; Dismissal of Frivolous or Vexatious Complaints; Penalties; Service of Notice and Others; Power of the National Commission to Make Regulations: Power to Make Rules; Rules and Regulations to be Laid Before Each House of Parliament The Information Technology Act 2000 Marks: 14 Introduction; Digital Signature; What Does the IT Act Enable?; Bar of Limitation: Computation of Period of Limitation, Effect of Fraud or Mistake, Effect of Acknowledgment in Writing, Continuing Breaches and Torts, Law of Limitation, Limitation in Criminal Matters; Electronic Governance: Legal Recognition of Digital Signatures, Use of Electronic Records and Digital Signatures in Government and its Agencies, Retention of Electronic Records, Publication of Rule, Regulation in Electronic Gazette, Sections 6,7 and 8, Power to Make Rules by Central Government Study of the Legal Framework on Human Rights Marks: 8 Introduction; Major Challenges to the Traditional State Centred Paradigm; Norms on the Responsibilities of Transnational Corporations and Other Business Entities; UN Human Rights Council; Ethical and Economic Reasons for Complying with Human Rights; European Legal Framework; European Corporations The Legal Framework of Life Insurance Marks: 12 Introduction; Limitations on Mortgage Investments; Limitations on the Amounts Loanable on the Specific Properties; Limitations on the Geographical Scope of Lending; Provisions Relating to Maturity and Amortization; Provisions Relating to Equity Investment in Real Estate Reference Books:

1. Alan, S., 1973. Legal Framework of Business (Management & Marketing) Macmillan. 2. Bob, H., 2011. Equality:The New Legal Framework. Hart Publishing. 3. Borowalia, J.N., 2004. Commentary on the Consumer Protection Act 1986. Universal Law

Publishing Co. 4. Cosimo, M., 1998. A Legal Framework for Bioethics. Springer, 1st ed. 5. Das, B.K., 1998. Consumer Protection Act, 1986 (Act no. 68 of 1986): The most analytical,

critical, exhaustive, and updated commentary, 2nd ed., Sodhi Publication. 6. EBC, 2008. Sales of Goods Act, 1930, 24th Ed., Eastern Book Co. 7. Economics and Business Fundamentals. 2003.Indian(Kolkata).Directorate of Studies The

Institue o f Cost and Work Accountants of India.

0203085: MANAGEMENT INFORMATION SYSTEM Full Marks: 100 Introduction to Management Information System Marks: 10 Introduction; Importance of Information; Role of Information in Management; MIS and its Definition; Systems Concept; Characteristics of Useful Information; Information System Process; Computer Based Information Systems; Aims of Studying; MIS and Operational Information; Management Information System and Academics; MIS and the User MIS and Information Technology Marks: 14 Introduction; Characteristics of IT Impacting Industries: Powerful Information Processing, Convenient Data Storage and Retrieval, Better Communication, Rich Multimedia, Digital Representation, Versatile Input/ Output Capabilities; Data Processing; Transaction Processing; Application Process; Information System Processing; Impact of the Management Information System; Management Information System and Computer Nature of Management Information Marks: 16 Introduction; Levels of Management Focus; Levels of Organisational Groups; Nature of Collaboration; Objectives of Management Tasks; Information Flow Direction and Source; Managerial Tasks and Functions; Content and Presentation of Information: Summaries from Routine Operations, Information on Exceptional Events, Ad hoc Information, Time Series Information, Comparative External Information, Contextual or Environmental Information; How Information Supply is Initiated? Importance of Software and Hardware in MIS Marks: 11 Introduction; Computer Hardware Basics: Importance of Computers, Essential Features of Computers, Components of Computers, Types of Computer Systems; Computer Software Basics; Importance of Software Application in Management: Programming Language, Types of Software Communication and Computer Networks in MIS Marks: 11 Introduction; Development of Telecommunication; Elements of Communication Systems; Computer Network: Local Area Network, Wide Area Network, Difference between LAN and WAN, Network Topology; The Internet Support Models and Knowledge Management Marks: 12 Introduction; Transaction Processing Systems; Online Analytical Processing (OLAP); Decision Support System (DSS); Executive Information System (EIS); Groupware: Group Decision Support System; Barcode System: Barcode Applications Business Process and Design Development Processes Marks: 12 Introduction; The Basic Business Processes: Basic Business Decision Making, Buying and Selling Activities, Conversion,

Support Functions; Systems Concept: Control of Systems, System Performance Standards, Systems Approach Security and Ethical Issues Marks: 14

Introduction; A Model for thinking about Ethical, Social and Political Issues; Five Moral Dimensions of The Information Age; Key Technology Trends that Raise Ethical Issues; Acceptable Behavior on the Networks: New Standards of Conduct: Netiquette, Acceptable Use Policies, Exporting Through the Networks, Copyrights

Reference Books:

8. Kisza, J. M., 2010. Ethical and Social Issues in the Information Age, 4th ed., Springer. 9. McLead, R., 1998. Management Information Systems, Prentice Hall 10. McLoy, K. R., 2005. Resource Management Information Systems: Remote Sensing, GIS and Modelling,

2nd ed. 11. Murray, D., 2007. Introduction to MIS, Kendall Hunt Publication Co. 12. O’Brien, J. & Marakas, G., 2010. Management Information Systems, 10th ed., McGraw-Hill/Irwin. 13. Olson, 1999. Decision Support Models and Expert System, Dame Publication 14. Senn, J. A., 1989. Analysis and Design of Information Systems, Singapore, 2nd ed., McGraw-Hill

Publishing Company.

0203076: MANAGERIAL ECONOMICS Full marks: 100 Basics of Economics Marks: 7 Introduction; Meaning and Definition of Economics; Basic Concepts; Macroeconomics and Microeconomics; The Two Basic Concepts: Production Possibility Frontier (PPF), Opportunity Cost ; Market Economy; Command Economy Demand Supply Analysis Marks: 14 Introduction; Concept of Demand; Demand Schedule and Concept: Market Demand Curve, Law of Demand; Price Elasticity of Demand: Types of Demand; Factors Affecting Demand; Concept of Supply: Supply Schedule and Concept, Market Supply Curve, Law of Supply, Price Elasticity of Supply, Types of Supply, Factors Affecting Supply; Equilibrium in Demand and Supply; Equilibrium as per the Change in Demand and Supply Consumer Choice and Product Analysis Marks: 8 Introduction; Utility Theory: Total Utility (TU), Marginal Utility (MU), Budget Constrain; Product Analysis; Short Run

Production Function: Total, Marginal and Average Product Cost Concept Marks: 10

Introduction; Cost Concept: Total Cost and Marginal Cost, Average Total Cost; Economy of Scale, Diseconomy of Scale and Constant Return to Scale Market Marks: 14 Introduction: Perfect Competition, Economic Factors Related to Industry with Perfect Competition, Marginal Revenue, Perfect Competition, Characteristics of Monopoly Firm, Factors of Monopoly Power, Marginal Decision Rule in Monopoly Market; Oligopoly: Concentration in Oligopoly, Game Theory and Oligopoly Behaviour Introduction to Macroeconomics Marks: 10 Introduction; History; Goals and Instruments; Instruments of Macroeconomics: Fiscal Policy, Monetary Policy Aggregate Demand Supply and Measurement of Output Marks: 13 Introduction: Aggregate Demand and Supply Curve, Gross Domestic Product (GDP) ; Entities of GDP; Measurements of Macroeconomics: GDP at Factor Cost and GDP at Market price, Gross National Product (GNP), Net Domestic Product (NDP) and Net National Product (NNP), Real and Nominal GDP, Per Capita Income and Personal Disposable Income Consumption Investment and Supply of Money Marks: 12 Meaning and Definition of Consumption: Marginal Propensity to Consume (MPC); Investment: Investment and Demand Curve; Money Supply: Exogenous and Endogenous Process of Money Supply, High Powered Money and Money Supply, Measures of Money Supply in India Business Cycle and Inflation Marks: 7 Meaning and Definition of Business Cycle: Characteristics of Recession in Business Cycle; Inflation: Causes of Inflation,

Measurement of Inflation

Monetary Policy Marks: 5

Meaning and Definition; How to Achieve the Goals of Monetary Policy?; Monetary Measures

Reference Books:

15. Allen, W. Bruce and Weigelt, Keith. 2009. Managerial Economics: Theory, Applications, and Cases. W.

W. Norton & Company. 16. Atmanand 2007. Managerial Economics Excel Books. 17. Ben Bernanke, 2009. Principles of Microeconomics, Marginal Decision Rule, Tata McGraw Hill

Publication, 18. Dominick Salvatore 2007 Managerial Economics Oxford publishers. 19. Dr. Mithani D.M., 2008. Business Cycle, Institute of Business Study and Research, Himalaya Publishing

House Pvt. Ltd. 20. Dwivedi, D.N. 2005. Managerial Economics Vikas Publication. 21. Geetika, 2008. Managerial Economics. Money Supply and Economics. Tata McGraw-Hill Publishing Co.

New Delhi. 8. Gupta S. B., 2009. Monetary Economic Money and Payment System, The Demand for Money. S. Chand &

Company, New Delhi.

0201044: QUANTITATIVE TECHNIQUES IN BUSINESS Full Marks: 100

Matrices & Determinants Marks: 13

Introduction; Matrix; Types of Matrix: Row Matrix, Column Matrix, Square Matrix, Zero or Null Matrix, Diagonal Matrix, Unit or Identity Matrix; Operations on Matrices: Addition of Two Matrices, Subtraction of Two Matrices, Scalar Multiplication of a Matrix, Multiplication of Two Matrices; Determinants: Singular and Non-singular Matrices; Properties of Determinants; Difference between Matrices & Determinants; Uses & Applications of Matrices & Determinants; Solutions to System of Linear Equations

Mathematical Logic Marks: 8

Introduction: Statement, Compound statement, Truth Table; Logical Connectives: Conjunctions, Disjunction, Negation, Conditional; Tautology and Contradiction; Laws of Algebra of Propositions

Set Theory Marks: 15

Definition; Standard Sets; Types of Sets: Finite set, Infinite set: If the set contains an infinite number of elements it

is called an infinite set, Null set or Empty set, Universal set; List of Symbols: Belongs to ( ), Not Belongs to ( ) : x A : x is not

an element of set A, Equal to ( = ) : A = B : A and B are equal sets, Not Equal to ( ) : A B : A and B

are unequal sets., Subset ( ) : A B : Set A is a subset of set B, Not a Subset ( ); Operations on Sets: Intersection ( ), Complementary Set ( or ); De Morgan’s Law; Application Arithmetic Progression & Geometric Progression Marks: 15 Introduction; Arithmetic Progression; Geometric Progression; Sequences: Definition, nth Term of the Sequence ( t ) n, Sum of the First n Terms (S ) n; Arithmetic Sequence or Arithmetic Progression: Definition, nth Term of an A.P., Sum of the First n Terms of an A.P. (S ) n, Properties of an A.P.; Geometric Progression; nth Term of a G.P, Sum of the First n Terms of a G.P. (S ) n

Probability Marks: 10

Introduction; Definition; Sample Space & Events; The Venn Diagram; Rules of Probability; Applications; Conditional Probability: Independent & Dependent Events:, Multiplication Rule:, Conditional Probability: Independent events, Conditional Probability: Dependent Events, Multiplication Rule: Dependent Events; How to calculate the Probabilities?; Steps to solve probability

Permutation & Combination Marks: 5

Introduction to principles of counting; Definition of Permutation; Combination; Fundamental principles of counting: Addition Rule

Interpolation Marks: 7

Introduction; Definition of Interpolation; Application; Need & Importance of Interpolation; Methods of Interpolation: Graphical Method, Newton’s method of advancing differences, Lagrange’s Method, Newton-Gauss Foreword Method, Newton-Guass Backward Method

Commercial Arithmetic Marks: 7

Introduction; Commission & Brokerage: Application of Commission:; Profit & Loss; Formulae; Interest: Interest:, Simple Interest, Compound Interest; Present Worth; True Discount (T.D.); Sum Due (S.D.), Insurance

Relations & Functions Marks: 5

Relation; Domain & Range of a Relation; Functions: Range, image, co-domain; Break Even Analysis

Statistics Marks: 15

Introduction; Definition of Statistics; Scope and Applications of Statistics; Characteristics of Statistics; Functions of Statistics; Limitations of Statistics; Classification; Objectives of Classification; Characteristics of Classification; Frequency Distribution: Discrete or Ungrouped Frequency Distribution, Continuous or Grouped Frequency Distribution, Cumulative Frequency Distribution

Reference Books:

• Dr. V.N. Kala, Rajashri Rana. Matrices. 2009.Laxmi Publication ltd. First Edition. P1-25 & 140-144. • TR Jain, SC Agarwal. Business Mathematics & Statistics. V.K Enterprises.2009-10. Revised. P1-40. • TR Jain, SC Aggarwal, Quantitative Methods. 2008-09. FK Publication. P1-92. • J.O.Bird(2001), Newnes engineering mathematics pocket book, Matrices & determinants,

Butterworth & hannmen, p230-240. • Gareth Williams (2009), Gareth Williams, Matrices & determinants, Jones& Bartlett Publications,

7th Edition, p69-165.

SEMESTER VI (IMBA) 0203134: FINANCIAL MANAGEMENT

Full Marks: 100 Financial Management and Planning Marks: 7 Introduction to Financial Management; Goals; Financial Decisions; Interface between Finance and Other Business Functions; Financial Planning; Capitalization: Cost Theory, Earnings Theory; Over-capitalization; Under-capitalization Time Value of Money Marks: 8 Introduction; Simple Interest; Compound Interest: Compounding Value of a Single Amount, Variable Compounding Periods; Doubling Period; Present Value; Effective Vs Nominal Rate; Sinking Fund Factor; Loan Amortisation; Shorter Discounting Periods Valuation of Bonds and Shares Marks: 10 Introduction to Valuation; Nature of Value; Bond Valuation: Types of Bonds; Bond Yields; Bond Value Behaviors: Required Rate of Return and Bond Values, Time to Maturity and Bond Values, Relationship between Bond Value and Time to Maturity Period; Valuation of Shares: Valuation of Preference Shares, Valuation of Equity/Ordinary Shares Cost of Capital Marks: 8 Introduction; Cost of Different Sources of Finance: Cost of Equity, Cost of Preference Shares, Cost of Debentures; Capital Asset Pricing Model Approach (CAPM); Weighted Average Cost of Capital (WACC): Factors Affecting Capital Structure and Leverages Marks: 11 Meaning of Capital Structure; Features of an Appropriate Capital Structure; Determination; Theories of Capital Structure: Net Income Approach, Net Operating Income (NOI) Approach, Traditional Approach, Miller and Modigliani Approach; Leverages: Operating Leverage, Financial Leverage, Combined Leverage Capital Budgeting Marks: 8 Meaning; Process; Techniques of Investment Evaluation: Traditional Techniques, Modern Techniques or Discounted Cash Flow (DCF) Techniques Risk Analysis in Capital Budgeting Marks: 8 Introduction; Definition of Risk: Types of Decision Situations in Capital Budgeting, Sources of Risk, Perspectives of Risk; Certainty Equivalent: Evaluation Certain Equivalent; Sensitivity Analysis; Probability Approach; Decision Tree Analysis Working Management Marks: 10 Introduction; Meaning and Definition of Working Capital; Types: Concept, Time Based; Components; Aspects of

Working Capital Management; Need; Estimation of Requirements; Sources Cash Management Marks: 7

Introduction; Meaning, Definition and Importance; Nature of Cash; Objectives; Motives for Holding Cash; Factors Determining Cash Need; Models for Determining Optimal Cash

Inventory Management Marks: 10 Introduction; Meaning and Definition of Inventory; Types; Motives; Objectives; Costs of Holding Inventory; Risks;

Benefits; Techniques of Inventory Control Receivables Management Marks: 8

Introduction; Meaning of Accounts Receivables; Meaning of Accounts Receivables Management; Credit Policy;

Evaluation of Credit Policy Dividend Decision Marks: 5

Introduction; Meaning of Dividend; Dividend Theories; Bonus Shares; Stock Split

Reference Books:

1. Ahmed Riahi-Belkaoui (1999). Capital Structure: Determination, Evaluation, and Accounting. Quorum

Books. 2. Arthur J. Keown. (2004). Foundations of finance: the logic and practice of financial management.

Pearson Education Asia Limited and Tsinghua University Press. Pages 393-416 3. Carol Alexander 1999, Risk Management and Analysis, Measuring and Modelling Financial Risk

(Volume 1) Wiley. Pages 304 4. Clive Vaughan Jones 1991, Financial Risk Analysis of Infrastructure Debt: The Case of Water

and Power Investments, Quorum Books Pages 184 5. Cost of Capital Tutorial (2005). The Cost of Capital: Intermediate Theory. Cambridge University Press. 6. David J. Piasecki. (2009). Inventory Management Explained: A focus on Forecasting, Lot Sizing,

Safety Stock, and Ordering Systems. Ops Publishing First Edition. Pages 352.

0203084: HUMAN RESOURCE MANAGEMENT

Full Marks: 100 Human Resource Management-An Introduction Marks: 8 Basic Definition; Responsibilities: Human Resource Management Goal, Recruitment and Selection of Candidates, Training and Development of Employee, Organisational Development, Career Development of the employee, Job Design, Performance Management System:; Comparison between Personnel Management and Human Resource Management: Comparison on the Basis Beliefs and Assumption, Comparison on the basis of Strategic Aspects, Comparison on the Basis of Line Management, Key Levers:; Importance; Role; Human Relation Theory; Revolution of the Human Resource Management; Human Relation Concept; To Understand Human Behavior Human Resource Management in India Marks: 5 Introduction; Concern of the Human Resource Management Department; Significance of The Human Resource Department are as Follows; History of the Human Resource Management in India; Indian Management is Unique; Human Relation Movement in India; Scope of Human Resource Management in India Human Resource Planning Marks: 7 Definition: Human Resource Planning; Benefits; Uses; Activities Involved; Need; Process: Benifits of HRP; Human Resource Planning System; Responsibility of Human Resource Planning Department Recruitment and Selection Marks: 10 Introduction; Concept: Manpower Planning, Job Analysis Method, Identification of Vacancies, Preparation of Budget, Preparation and Publication of Information, Reception of Application Form; Other Methods of Recruitment: Campus Recruitment, Walk-In Interview, Employee’s Referrals, Labor Unions, Indoctrination Seminars, Unconsolidated Application, Nepotism, Leasing, Voluntary Organisations, Computer Data Bank; Recruitment and Selection Policy: Selection Policy, Recruitment Policy; Recruitment Practice In India; Selection Technique; Evaluation and Selection Criteria; The Selection Process: Preliminary Interviews, Application Blanks, Check of References, Written Tests, Employment Interviews, Medical Examination, Appointment Letter; Types of Interviews: Informal Interview, Formal Interview, Patterned Interview, Depth Interview, Stress Interview, Group Interview, Panel Interview; Approval by Manager; Medical Examination; Induction Training and Development Marks: 12 Introduction; Concept of Training; Objective: To Increase Productivity, To Improve Quality, To Help a Company Fulfill Its Future Personnel Needs, To improve Organisational Climate, Obsolescence Prevention, Personal Growth; Difference between Training and Development; Objective: Acquiring Intellectual Knowledge, Acquiring Manual Skills, Acquiring Problem-solving Skills; Importance of Training; Benefits of Training; Training Need Identification; Total Organisational Analysis; Organization Analysis Requirements; Organisational Diagnosis; Task Analysis: Task Lists, Job Breakdown, Job Performance; Performance Analysis; Training Needs Identification; Different Kinds of Training Needs; Methodology of Training and Development: On-the-job Technique, Off-the-job Technique, Orientations are for New Employees; Training and Development Process; Simulation Exercises and Role Paying: Audiovisual, Job Rotation, Apprenticeship, Internship, Programmed Learning, Laboratory Training; Evaluating Training Program; What Should Be Evaluated?; Training Evaluation Outcomes: Reactions, Learning, Behavior, Results Employees Growth Marks: 5 Introduction; What is Career Planning; Importance of Career Planning; Succession Planning; Need for Succession

Planning; Other Career Programs: Work Family Programs, Relocation Assistance and Hiring Practices, Work Family Seminar and Flexible HR Practices, Flexible Work Schedules, Outplacement Program, Special Programs for Women, Minorities and Employees with Disabilities, Fast Track Employees Performance Appraisal Marks: 9 Introduction; Concept and Need of Employee Review; Concept of Performance Appraisal: Objectives of; Types of Appraisal Methods: Critical Incident Method, Weighted Checklist Method, Paired Comparison Analysis, Graphic Rating Scales, Essay Evaluation Method, Behaviorally Anchored Rating Scales, Performance Ranking Method, Management by Objective (MBO) Method, 360 Degree Performance Appraisal, Forced Ranking (Forced Distribution), Behavioral Observation Scale; 360 Degree Performance Appraisal; Steps of the Performance Appraisal: Superiors, Self-assessment, Peers, Subordinates, Customers; Important Factor in the 360 Degree Feedbacks; Advantages of the 360 Degree Appraisal; Problem with the 360 Degree Appraisal Process; Management by Objectives (MBO); Unique Features and Advantages of MBO; Benefit Compensation Management Marks: 7 Introduction: Components of Compensation System; Types of Compensation: Direct Compensation, Indirect Compensation; Need of Compensation Management; Managing Compensation: Subsistence Theory, Standard of Living Theory, Residual Claimant Theory, The Wage Fund Theory, Demand and Supply Theory, Marginal Productivity Theory, Purchasing Power Theory, The Bargaining Theory of Wages, Classification of Wages; Designing and Administering Benefits: Collective Bargaining, Mediation and Conciliation, Investigation, Arbitration, Adjudication Job Evaluation Marks: 7 Introduction; Assess Employee Contribution; Definition; Objective; Essentials for the Success of Job Evaluation Programme; Procedure: Analyze and Prepare Job Description:, Select and Prepare a Job evaluation Plan, Classify Jobs, Install the Programme, Maintain the Programme; Job Evaluation Method; Advantages of Job Evaluation; Limitations of Job Evaluation; Job Satisfaction; Determinants of Job Satisfaction can be Enumerated as; Promotion and Transfers Promotion; Definitions of Promotion; Transfers; Types of Transfer Morale Marks: 7 Introduction; Meaning; What is Low Morale; Importance; Employee’s Morale: The Employee’s Background Which Includes, An Employee’s Personal Environment Encompasses, Management Practices Influencing Morale Include, Bottom Line; Morale and Productivity; Measurement of Employee’s Morale; Interview Method: Guided Interview, Unguided Interview; A combination of the Guided and Unguided Interview; Company’s Record Method; General Impression of the Supervisor; Listening-in by a Trained Observer; The Questionnaire Method; Conducting the Survey Measurement of Employee Morale; Improving Morale Motivation Marks: 5 Introduction; Concept; Definition of Motivation by Different Author; The Motivation Cycle; Working Situation of Employees; Motivation Techniques; Steps of Motivation; Theories of Motivation; Maslow’s Hierarchy of Needs; McGregor’s Theory X and Theory Y: Theory X, Theory Y, Theory Z, Some Important Points; Herzberg’s Hygiene & Motivational Factors: Hygiene or Dissatisfiers, Motivators or Satisfiers; Analysis of Maslow, Herzberg, and McGregor’s Theories Grievance and Discipline Procedure Marks: 8 Introduction; Pre-requisites of a Grievance Procedure; Grievance Handling Procedure; Benefits; Grievance Handling: Initial Step, Intermediate Step, Final Company-Union Step; Arbitration; Concept of the Discipline Principles for

Maintenance of Discipline; Meaning and Objective of Discipline; The Aims and Objectives of Discipline are; Disciplinary Procedure; Basic Ingredients or Guidelines of a Disciplinary Action; Disciplinary- Action Penalties; Procedure for Disciplinary: An Accurate Statement of the Disciplinary Problem, Collection of Data or Fact Bearing on the Case, Selection of Tentative Penalty, Choice of Penalty Group and Leadership Marks: 10 Concept of Group: Definition; Characteristic; Group Fulfills the Following Needs of its Members; Group Serves the Following Purposes; Types of Groups; Formal Work Groups; Informal Work Groups: Informal Work Groups and Security Needs, Informal Work Groups and Social Needs, Informal Work Groups and Esteem Needs, Informal Work Groups and Esteem Needs, Advantages of Informal Groups, Disadvantages, Elements of Group Behavior; Group Decision Making; Advantages of Group Decision Making; Potential Problems with Group Decisions; Problems of Individual Dominance; Group Dynamics; Principles of Group Dynamics; Definition Leadership; Concept of Leadership; Characteristics of Leadership; Co-existence with Followership; Responsibility; Understanding Nature; Situation; Importance of Leadership; Impact of Leadership in an Organisation; Leadership Theories; Contingency Theories; Situational Leadership Theory; The Path-Goal Theory; Contemporary Theories; Charismatic Leaders; Transformational Leader; Team Leader; Classification of Leadership Reference Books:

1. Aswathappa, K. International Human Resource Management, Sadhna, Das, McGraw Hill Companies. 2. 3. Beardwell, L. & Holden, L., Human Resource Management, Jacrnillan, Delhi. 4. 5. Bohlander, et al, 2004. Managing Human Resources, 13th ed., Cengage Learning 6. Byars, L. & Rue, L., 2010. Human Resource Management, 10th ed., McGraw-Hill/Irwin. 7. 8. Chhabra, T. N. Human Resource Management, Dhanpat Rai & Co., Delhi. 9. 10. De Cenzo D.A & Robin, S.P.,1997. Personnel /Human Resource Management. McGraw Hill. 11. 12. DeCenzo, D. A. & Robbins, P. R., 2004. Human Resource Management, 8th ed., John Wiley and Sons Ltd

0203089: MARKETING MANAGEMENT Full Marks: 100 Introduction to Marketing Marks: 12 Introduction; Marketing in the Twenty-First Century; The Impact of the New Economy; Changes in Customers; Changes in Business Scenario; Marketing Objectives; Marketing Environment; Marketing Mix: Element of Marketing Mix; The Product Mix; The Price Mix; The Promotion/Communication Mix; The Place Mix/Distribution Mix; Significance of

Marketing Mix; Factors Affecting Marketing Mix Product-Product Classification, Features and Life Cycle Marks: 10 Introduction; Definition of Product; Features: The Characteristics; The Classification; Life Cycle; Definitions;

Observations; Stages of the Life Cycle; Implications of the Product Life Cycle Concept; Bottom Line New Product - Decisions, Step, Processes and Design Marks: 9

Introduction; Types; Why New Products Fail?; Challenges to New Product Development; Concept Strategy in a Nutshell; Steps in the Development of the New Product; Conclusion of the Process Test Marketing, Product Branding and Brand Management Marks: 10 Introduction to Test Marketing; Objectives; Problems; How Test Marketing is Conducted?; Introduction to Product Brand; Definition; Purpose of Branding; Features of Good Brands; Significance and Importance of Branding; Branding in the New Economy Product Packing, Price and Pricing Marks: 10 Introduction; Objectives; Purpose and Functions; Types; Criticism Against Packaging; New Trends; Introduction to Pricing; The Meaning of Price; The Role of Pricing in the Market Strategy; The Objectives of Pricing; Pricing Decisions Adopted by Modern Firms Setting the Price of Product Marks: 11 Introduction; Steps in Fixing the Price of a Product: Setting the Pricing Objectives, Estimating the Demand, Estimating the Costs, Analysing Competitors’ Costs, Prices and Offers, Selecting a Pricing Method, Selecting the final price; Methods of Pricing; Approaches Physical Distribution of Products Marks: 12 Introduction to Physical Distribution; Definition; Objectives; Introduction to Channel of Distribution; Definition of a Distribution Channel; Objectives; Role and Significance of Distribution Channels in Marketing; Functions; Intermediaries Involved in the Channel of Distribution; Types of Wholesalers; Retailers; Classification of Retailers; Factors Governing the Choice of a Channel of Distribution Warehousing Marks: 14 Introduction; Definition; Characteristics; Centralised and Decentralised Warehousing; Inventory Management; Goals; Determination of Economic Order Quantity (EOQ); Exercising Control by Importance and Exception (ABC Analysis); Keeping Track of Inventory; Factors Governing Inventory Levels; Modes of Transportation; Factors Governing the Choice of Transport Mix; Cost of Transport; Introduction to Sale Promotion; Definition; The Objectives of Sales Promotion; Kinds of Sales Promotion: Consumer Sales Promotion, Trade or Dealer Sales Promotion, Sales Force Promotion Advertising, Personal Selling and Direct Marketing Marks: 12 Introduction; Definition; The Objectives; The Role; Limitations; Introduction to Selling; Definition of Personal Selling; Objectives; Advantages; Limitations; Introduction to Direct Marketing; Definition Direct Marketing; Advantages; Demerits; Integrated Direct Marketing; Channels; On-line Marketing Reference Books:

1. Anderson, R.E., Dubinsky, A. & Mehta, R., 2006. Personal selling: Building Customer Relationships and Partnerships. 2nd ed., Houghton Mifflin Company.

2. Bidgoli, H., The Handbook of Technology Management: Supply Chain Management, Marketing and Advertising, and Global Management. Publication john Wiley and Sons.

3. Blattberg, R.C., Getz, G. & Thomas, J.S., 2009. The Marketing Mix. Harvard Business School Press publication.

4. Boone, L.E. & Kurtz, D.L., 2009. Contemporary Business. 13th ed., Wiley. 5. Chernev, A., 2007. Strategic Marketing Analysis. Brightstar Media, Inc publication 2nd edition. 6. Cottrill, L., 2009. Precision Pricing. 5th ed., Cottrill Cyclodyne Corporation.

0203088: OPERATIONS MANAGEMENT Full Marks: 100 Introduction to Operations Management Marks: 10 Introduction: Historical Milestones; Definition; Difference between Production and Operations Management; Scope; Responsibilities; Key Decisions of Operation Managers; Recent Trends in Operations Management Production Processes, Manufacturing and Service Operations Marks: 7 Introduction; Production Processes; Manufacturing Operations and Service Operations: Characteristics of Manufacturing,

Characteristics of Services, Challenges faced by Operations Managers Production, Planning and Control Marks: 13 Introduction; Objectives; Scope; Principles; Functions; Benefits; Limitations; Production Planning and Control in

Different Production System: Factors Affecting the Choice of Manufacturing Process Long Range Capacity Planning and Facility Location Marks: 13

Introduction; Long Range Capacity Planning; Estimating the Capacities of Existing Facilities; Forecasting Long-term Future Capacity Demand; Identifying and Analysing Sources of Capacity to Meet Future Capacity Needs; Capacity Management; Selecting from among the Alternative Sources of Capacity; Facility Location; Steps in Location Selection; Errors in Selection; Importance of Location Factors; Location Models Facility Layout Marks: 7 Introduction; Inputs of the Layout; Types: Flexible Manufacturing System; Layout Design Procedure; Layout Problem:

Importance Work System Design Marks: 12

Introduction; Design of Work System; Different Terminologies in Work Design System; Job Design: Factors that Affect Job Design; Design of Work Systems: Specialisation, Behavioral Approaches to Job Design, Motivation, Teams, Methods Analysis, Motion Study, Motion Study Principles, Analysis of Therbligs, Working Conditions; Characteristics of Incentive Plan; Types of Individual Incentive Plans Quality Management Marks: 8 Introduction; Definition of Total Quality Management: Defining Quality; Cost of Quality; Continuous Improvement (Kaizen): Plan to Study Cycle, Benchmarking; Employee Empowerment: Team Approach; Tools of Quality Control: Cause-and-Effect Diagrams, Flowcharts, Checklists, Control Charts, Scatter Diagrams, Pareto Analysis, Histograms; Process Management; Quality Standards: ISO 9000 Standards, ISO 14000 Standards; Reason for TQM Failure Project Planning and Work Breakdown Structure Marks: 6 Introduction; Project Management Knowledge Areas; Project Failure; Project Planning: 1 Scoping, A Typical Outline of the Task, Tasks Involved in Scoping; Project Plan: Planning Tools; Project Process Flow; Work Breakdown Structure (WBS) JIT, Lean Manufacturing, Six-Sigma Marks: 14 Introduction; History and Philosophy; Just-In-Time Concept; Benefits and Problems; Implementation of JIT; Lean Manufacturing: Lean Production, Lean Production Overview, Basic Elements of Lean Manufacturing, Characteristics of a Lean Enterprise; Key Feature of Lean Production; Benefits; Five Elements to Enabling Approach; 13 Tips to Transition Company into Lean Enterprise; Six-Sigma: Objectives, Integrating Six Sigma with Business Process Management, Six Main Benefits of the Sigma Breakthrough Strategy, Difference between TQM and Six Sigma, Critical Success Factors of an Organisation Modern Trend in Production Management Marks: 12 Introduction; Enterprise Resource Planning (ERP): Components or Modules of ERP, Commercial Applications, Data Migration, Connectivity to Plant Floor Information, Advantages, Disadvantages; Materials Requirement Planning: History and Evolution, Definition of MRP, Scope of MRP in Manufacturing, Outputs; Materials Requirement Planning-II (MRP II): Key Functions and Features, Benefits Reference Books:

8. AN International journal of the Production and Operations Management, POM Journal. 9. Arora, K. C., 2004. Production and Operations Management, Service Operations, Firewall Media. 10. Battman, G., 2008. The First Step to Gain Superiority in Quality and Productivity. 11. Murthy, P. R., 2006. Production and Operations Management, Introduction to Operations Management,

New Age International Publishers, 2nd ed. 12. Muther, R. & Wheeler, J. D., 1962. Simplified Systematic Layout Planning. Industrial Engineering and

Management Press, Institute of Industrial Engineers.\ 13. Norman, G. & Fraizer, G., Operations Management, 9th ed., Thomson South Western. 14. Rahmani, M., 2006. Identifying the Effective Factors On Implementing The Just-In-Time Production

System In.

0203083: PROJECT MANAGEMENT Full Marks: 100 Introduction to Project Management Marks: 10 Introduction; What is a Project?; The Characteristics; Sub Projects; What is a Programme?; Programme Management; Project Management; Similarities between Programme Management and Project Management; Differences between Programme Management and Project Management Key Roles in Project Management Marks: 13 Introduction; The Project Steering Team (PST); The Project Steering Team Manager; The Stakeholders; Identifying Stakeholders; The Sponsor; The Programme Manager; The Functional Manager; Important Terms in Project Management: Responsibility, Authority, Accountability; Qualities of an Effective Project Leader Project Planning and Processes Marks: 15 Introduction; Project Life Cycle and Process Flows; Characteristics; Project Planning and Scoping; The Main Project Planning Processes: The Identification Process, The Review Process, The Analysis Process; Planning Tools and Estimation: Planning Tools, Planning Estimation; Estimation Approaches and estimation tools: Estimation Approaches,

Estimation Tools; Risk Management: Components Project Management Essentials Marks: 15 Introduction; Characteristics of Project Mindset; Process Groups: Process Interactions, Processes Interaction Initiating processes; Customisation; Project Monitoring and Control; Project Progress Control: Approvals, Change Control, Changing Project Management Process, Tools for Changing a Process, Project Closure, Completion of Activities and Benefits, Post Implementation Review, Tools for Post Implementation Review, Final Project Reporting and Documentation Concepts of Managing Conflict, Quality and Information System Marks: 15 Introduction; Concept of Managing Conflicts, Quality and the Information System: Conflict Management, Communication Requirement and Capabilities, Quality Management, Project Management Information System; Modern Trends in Project Management; Perception: Project Development Process Cycle, Macro Issues, Evolving Key Successes Factors Upfront, Empowerment Title, Partnering Decision Making, Management by Exception, Knowledge Factor (K); The Modern Mantra of Project Management; New Horizon in Project Management Project Development and Modern Trends in Project Management Perception Marks: 10 Introduction; Project Development Process Cycle; Modern Trends in Project Management Perception; Recent Revolutions in Project Management Organisational Issues in Project Management Marks: 11 Introduction; Organisational Change: Evolutionary Change, Revolutionary Change; Traits of Professional Manager; Bringing about Organisational Change in the Project Management Scenario Project Risk Management Marks: 11 Introduction; Planning for Project Surprises-Coping with Risk: When to Perform Risk Management?; Risk Management Planning; Risk Management Process; Overview of Risk Management Reference Books:

4. 2004. A Guide to The Project Management Body of Knowledge, 3rd ed., Project management institute. 5. Adams, N. S. & Kirchhoff, J. R., 1982, Conflict management for project managers, 1st ed., project

management institute. 6. Baca, C., 2005, Project Manager’s Spotlight on Change Management, Jossey Baso. 7. Callahan, K. R. & Brooks, L. M., 2004. Essential of Strategic Project Management, Wiley. 8. Kuehn, U., 2006, Integrated cost and schedule control project management, Management concept

publication. 9. McDowell, J., 2000, Resolving conflicts, Thomas Nelson.

SEMESTER VI (IMBA)

0203216: FINANCIAL ACCOUNTING MANAGEMENT Full Marks: 100 Introduction to Financial Accounting Marks: 7

Meaning and Definition; Functions; Characteristics; Stakeholders of Financial Accounts; Categories of Accounting;

Common terms used Introduction to Book-keeping and Accounting Concepts Marks: 13

Introduction; Entities; Advantages; Concept of Double Entry; Types of Account; Accounting Concepts

Double Entry and Journals Marks: 10

Stages of Preparing the Financial Statement; Journals: Importance, Format

Ledger Marks: 10

Meaning and Definition; Types; Steps in Posting from Journal to Ledger

Trial Balance Marks: 10

Meaning and Definition; Errors; Limitations

Final Account Marks: 12

Meaning and Definition: Trading Account, Profit and Loss Account; Balance Sheet

Introduction to Managerial Accounting Marks: 14

Definition and Meaning; Why Management Accounting; Function of Management Accounting; Difference Between

Financial Accounting and Managerial Accounting Financial Ratio Analysis Marks: 12

Meaning of Ratio Analysis; Presentation of Ratio; Classification of Ratios

Cash Flows Marks: 12

Meaning and Definition; Benefits of Statement; Categories; Format; Methods for Preparing Cash Flow Statement Reference Books:

1. Financial Ratio Analysis. Available at: <www.finpipe.com/equity/finratan.htm>. [Accessed 29 October 2010].

2. Dr. Patankar S., 2008. Introduction to Accounting and Management Accounting. University of Pune: Nirali Publications.

3. Dr. Patankar S., 2008. Introduction to Accounting and Management Accounting. University of Pune: Nirali Publications.

4. Patkar M.G., 2006. Book-keeping and Accountancy. Phadke Publications. 5. Epstein, Lita.2006. Bookkeeping For Dummies. For Dummies

0203076: MANAGERIAL ECONOMICS Full marks: 100 Basics of Economics Marks: 7 Introduction; Meaning and Definition of Economics; Basic Concepts; Macroeconomics and Microeconomics; The Two Basic Concepts: Production Possibility Frontier (PPF), Opportunity Cost ; Market Economy; Command Economy Demand Supply Analysis Marks: 14 Introduction; Concept of Demand; Demand Schedule and Concept: Market Demand Curve, Law of Demand; Price Elasticity of Demand: Types of Demand; Factors Affecting Demand; Concept of Supply: Supply Schedule and Concept, Market Supply Curve, Law of Supply, Price Elasticity of Supply, Types of Supply, Factors Affecting Supply; Equilibrium in Demand and Supply; Equilibrium as per the Change in Demand and SupplyConsumer Choice and Product Analysis

Marks: 8

Introduction; Utility Theory: Total Utility (TU), Marginal Utility (MU), Budget Constrain; Product Analysis; Short Run

Production Function: Total, Marginal and Average Product Cost Concept Marks: 10

Introduction; Cost Concept: Total Cost and Marginal Cost, Average Total Cost; Economy of Scale, Diseconomy of Scale and Constant Return to Scale Market Marks: 14 Introduction: Perfect Competition, Economic Factors Related to Industry with Perfect Competition, Marginal Revenue, Perfect Competition, Characteristics of Monopoly Firm, Factors of Monopoly Power, Marginal Decision Rule in

Monopoly Market; Oligopoly: Concentration in Oligopoly, Game Theory and Oligopoly Behaviour Introduction to Macroeconomics Marks: 10 Introduction; History; Goals and Instruments; Instruments of Macroeconomics: Fiscal Policy, Monetary Policy Aggregate Demand Supply and Measurement of Output Marks: 13 Introduction: Aggregate Demand and Supply Curve, Gross Domestic Product (GDP) ; Entities of GDP; Measurements of Macroeconomics: GDP at Factor Cost and GDP at Market price, Gross National Product (GNP), Net Domestic Product (NDP) and Net National Product (NNP), Real and Nominal GDP, Per Capita Income and Personal Disposable Income Consumption Investment and Supply of Money Marks: 12 Meaning and Definition of Consumption: Marginal Propensity to Consume (MPC); Investment: Investment and Demand Curve; Money Supply: Exogenous and Endogenous Process of Money Supply, High Powered Money and Money Supply, Measures of Money Supply in India Business Cycle and Inflation Marks: 7 Meaning and Definition of Business Cycle: Characteristics of Recession in Business Cycle; Inflation: Causes of Inflation,

Measurement of Inflation Monetary Policy Marks: 5

Meaning and Definition; How to Achieve the Goals of Monetary Policy?; Monetary Measures

Reference Books:

1. Allen, W. Bruce and Weigelt, Keith. 2009. Managerial Economics: Theory, Applications, and Cases. W.

W. Norton & Company. 2. Atmanand 2007. Managerial Economics Excel Books. 3. Ben Bernanke, 2009. Principles of Microeconomics, Marginal Decision Rule, Tata McGraw Hill

Publication, 4. Dominick Salvatore 2007 Managerial Economics Oxford publishers. 5. Dr. Mithani D.M., 2008. Business Cycle, Institute of Business Study and Research, Himalaya Publishing

House Pvt. Ltd. 6. Dwivedi, D.N. 2005. Managerial Economics Vikas Publication. 7. Geetika, 2008. Managerial Economics. Money Supply and Economics. Tata McGraw-Hill Publishing Co.

New Delhi. 8. Gupta S. B., 2009. Monetary Economic Money and Payment System, The Demand for Money. S. Chand &

Company, New Delhi.

0203094: OPERATION RESEARCH

Full Marks: 100 Introduction to Operations Research Marks: 9 Introduction: Brief History, Indian Context of Operations Research, Definitions; Phases; Models; Steps; Application Areas; Advantages; Limitations Linear Programming Marks: 7 Introduction: General Form of Linear Programming, Mixed Constraint LP Problem, Solved Problem for Inconsistent Problem, Problem for Redundant Constraint; Simplex Method; Big-M Method or Penalty Cost Method; Two Phase Method Integer Programming Marks: 10 Introduction to Integer Programming Problems: All and Mixed Integer Programming Problem (IPP); Gomory’s All – IPP Method: Construction of Gomory’s Constraint; All Integer Programming Algorithms; Branch and Bound Technique: Branch and Bound Algorithm Assignment Model Marks: 12 Introduction; Minimisation Case for an Assignment Problem; Mathematical Formulation of the Problem; Hungarian Method Algorithm; Routing Problem: Unbalanced Assignment Problem, Infeasible Assignments, Maximisation in Assignment Problems; Travelling Salesman Problem Transportation Model Marks: 16 Introduction; Formulation of Transportation Problem; Transportation Algorithm (Modi method); The Initial Basic Feasible Solution: North West Corner Rule, Matrix Minimum Method, Vogel’s Approximation Method; Moving Towards Optimality: Improving the Solution, Modified Distribution Method / Modi Method / U–V Method, Degeneracy in Transportation Problem Games Theory Marks: 12 Introduction; Competitive Situations; Characteristics of a Competitive Game: N - person Game, Zero - sum Game, Two - person Zero - sum Game (rectangular game), Strategy; Maximin – Minimax Principle: Saddle Point, Solution to a Game

with Saddle Point; Dominance: Solving Games Using Dominance Project Scheduling and PERT-CPM Marks: 10 Introduction to Project Scheduling: PERT; CPM; Project Scheduling by PERT-CPM; PERT/CPM Network Components and Precedence Relationship: Critical Path Calculations, Determination of the Critical Path, Determination of Floats; Project Management – PERT Infinite Queuing Models Marks: 15 Introduction to Queuing: Queuing Theory, Analysis of the Queuing Process; Constituents of a Queuing System: Arrival Pattern, Completely Random Arrivals, Service Facility; Queue Discipline: Customer Behaviour, Server Behaviour; Mathematical Analysis of Queuing Process: Properties of the System, Notations; Single Channel Models; Multiple Service Channel; Erlang-Family of Distribution of Service Times Simulation Marks: 8 Introduction; Simulation Procedure: Use of Random Number Tables; Sample Size; Application; Advantages and Disadvantages Reference Books:

1. Hillier, F., 2009. Introduction to Operations Research with Student Access Card, 9th ed., McGraw-Hill Science/Engineering/Math.

2. Taha, H. A., 2006. Operations Research: An Introduction, 8th ed., Prentice-Hall.

1. Winston, W. L., 1997. Operations Research Applications and Algorithms, Wadsworth Publishing Company.

2. Chvatal, V., 1983. Linear Programming (Series of Books in the Mathematical Sciences), 1st ed.,W. H. Freeman.

3. Matousek, J., 2006. Understanding and Using Linear Programming, 1st ed., Springer. 4. Dr. Gass, S. I., 2010. Linear Programming: Methods and Applications, 5th ed., Dover Publications. 5. Der-San Chen, 2010. Applied Integer Programming: Modelling and Solution. Wiley.

0203136: REASEARCH METHODOLOGY Full Marks: 100 Research Methodology - An Introduction Marks: 10 Introduction: definition, objectives, motives, characteristics, limitations; Types of Research; Research Approaches; Research Approaches and Significance of Research: Descriptive vs. Analytical, Applied vs. Fundamental, Quantitative vs. Qualitative, Conceptual vs. Empirical; Research Methods versus Methodology; Research and Scientific Method; Research Process; Criteria of Good Research; Problems Encountered by Researchers in India Research Problem Marks: 8 Defining: What is a Research Problem?, Selecting a Problem, Necessity of Defining a Problem, Technique Involved in Defining a Problem; Research Design: Meaning, need, features, important concepts related to it; Different Research Designs; Basic Principles of Experimental Designs Sampling Fundamentals and Sampling Design Marks: 12 Introduction: Need for Sampling, Definition, Important Sampling Distributions, Essentials of Good Samples, Central Limit Theorem; Methods of Sampling: random, non-random; Sampling Theory: Sandler's A Test, Concept of Standard Error; Sample Size and its Discrimination: Nature of Universe; Sampling Design: Census and Sample Survey, implications of sample design, steps, criteria, characteristics of a good sample design; Different Types of Sample Designs: Non-Probability, Probability, Determination of Appropriate Measurement and Scaling Techniques Marks: 12 Introduction: Measurement in Research, Meaning of Attitude; Measurement Scales: Selection of Measurement of Scale, Measurement of Scales; Sources of Error in Measurement: Respondent, Situation, Measurer, Instrument; Tests of Sound Measurement: Test of Validity, Test of Reliability, Test of Practicality, Technique of Developing Measurement Tools; Scaling: meaning, classification bases, Important Scaling Techniques; Scale Construction Techniques: Arbitrary Scales, Differential Scales (or Thurstone-type Scales), Summated Scales (or Likert-type Scales); Multidimensional Scaling Methods of Data Collection Marks: 16 Introduction; Meaning and Need for Data: Source of Data, Primary and Secondary Data, Methods and Techniques of Data Collection, of Primary Data, Observation Method, Interview Method; Collection of Data through Questionnaires: Merits and Demerits, Main Aspects, Essentials of a Good Questionnaire, Functions, Problem of Response Questionnaires, Pilot testing or Pre-testing, Specimen; Collection of Data through Schedules: Purpose of Schedule, Essentials of a Good Schedule, Difference between Questionnaires and Schedules; Collection of Data through Interview: purpose, kinds, technique; Collection of Data through Observation: Kinds of Observation, of Observation in Social Research, Limitations

of Observation as a Method of Social Research; Modern Methods of Data Collection; Other Methods of Data Collection; Collection of Secondary Data: reliability, suitability, adequacy; Selection of Appropriate Method for Data Collection; Case Study Method; Guidelines for Constructing Questionnaire/Schedule; Choice of Suitable Method Processing and Analysing of Data Marks: 12 Introduction: Processing Operations, Some Problems in Processing, Elements/Types of Analysis, Statistics in Research; Data Measuring: Measures of Central Tendency, Measures of Dispersion, Measures of Relationship; Regression Analysis: Simple Regression Analysis, Multiple Correlation and Regression, Partial Correlation; Other Measures: Index Numbers, Time Series Analysis Interpretation and Report Writing Marks: 12 Introduction; Meaning of Interpretation: essentials, technique, precautions; Report Writing: purpose, meaning, Importance of Social Research Report, Significance, Different Steps in Writing Report, Layout of the Research Report; Types of Reports; Mechanics of Writing A Research Report; Characteristics of a Good Research Report; Precautions for Writing Research Reports; Presentation of Research Report; Evaluation of the Research Report Computer – Its Role in Research Marks: 11 Introduction; Significance: Evolution, Computer System, Important Characteristics; Introduction to Binary Number System: Computations in Binary System, Binary Fractions; Computer Applications; Computers in Research: Phases of Research Process, Further Uses of Computers; Use of Internet in Research; Importance of Internet Reference Books:

1. Dane, C. F., 2010. Evaluating Research: Methodology for People Who Need to Read Research. Sage Publications.

2. Geoffrey. R. and David. M., 2005. Essentials of Research Design and Methodology. Wiley Publishing. 3. Goddard , W., and Melville, S., 2004. Research Methodology:, An Introduction. Juta and Company Ltd. 4. Jonker, J, and Pennink S., 2009. The Essence of Research Methodology: A Concise Guide for Master and

PhD Students in Management Science., Springer Publication. 5. Khan., Research Methodology. APH Publishing. 6. Khanzode, V.V., 2004. Research Methodology., APH Publishing.

0203135: STATISTICS Full Marks: 100 Introduction to Statistics Marks: 8 Introduction; Definition; Statistics-Science or Art; Scope and Applications of Statistics; Characteristics; Functions; Limitations; Distrust Collection, Classification and Tabulation of Data Marks: 14 Collection of Data: Methods of Collecting Primary Data, Observation Method, Questionnaire Method, Interview Method, Schedules Method, Essentials of a Good Questionnaire, Methods of Collecting Secondary Data, Precautions in the Use, Differences between Primary and Secondary; Classification of data: Objectives, Characteristics of a Good Classification, Types; Tabulation of Data: Objectives of Tabulation, Components of a Good Table, Rules Regarding the Construction of a Table, Difference between Classification and Tabulation; Frequency Distribution: General Principles for Preparing Frequency Distribution, Formation of Discrete Frequency Distribution, Formation of Continuous Frequency Distribution, Methods of Classification of Data Diagrammatic and Graphical Representation of Data Marks: 12 Introduction; The Need of Representing Data; Importance; Limitations; Rules; Diagrammatic: Line Diagram, Bar Diagram, Pie-Diagram or Pie-Chart; Graphical Representation of Data: Histogram, Frequency Polygon, Frequency Curve, Ogive or Cumulative Frequency Curve Measures of Central Tendency Marks: 8 Introduction; Properties of a Good Average; Measures of Central Tendency or Averages; Arithmetic Mean: Merits and Demerits of Arithmetic Mean; Median: Quartiles (Q), Deciles (D) and Percentiles (P), Merits and Demerits of Median; Mode: Merits and Demerits of Mode Measures of Variation Marks: 8 Introduction; Meaning and Definition of Measures of Variation; Properties of a Good Measure of Variation; Absolute and Relative Measure of Dispersion; Methods of Studying Variation; Range; Quartile Deviation; Mean Deviation; Standard Deviation Probability Marks: 12 Introduction; Definition; Basic Terminologies Used; Approaches; Mathematical Expectation; Conditional Probability; Addition Theorem on Probability; Multiplication Theorem on Probability; Baye’s Theorem; Steps to Solve Probability Probability Distribution Marks: 11

Introduction; Types; Binomial or Bernoulli’s Probability Distribution: Probability Function of Binomial Distribution, Parameters of Binomial Distribution, Important Measures or Constants of Binomial Distribution; Poisson Probability Distribution: Important Measures or Constants of Binomial Distribution; Normal Distribution Correlation and Regression Marks: 12 Introduction to Correlation; Properties of Correlation Coefficient; Uses of Correlation; Interpretation of Correlation Coefficient; Methods of Studying Correlation: Karl Pearson’s Method of Correlation Probable Error and Standard Error of Coefficient of Correlation; Introduction to Regression; Regression Lines and Regression Equations: Regression Equation of Y on X:, Regression Equation of X on Y; Properties of Regression Coefficients; Uses of Regression; Difference between Correlation and Regression Chi-Square Tests Marks: 7 Introduction; Conditions for the Application of Test; Important Characteristics of 2 Test; Steps Involved in Applying 2

Test; Caution in Using 2 Test Analysis of Variance (ANOVA) Marks: 8

Introduction; Why to Use ANOVA; The Basic Principle; Steps Involved in ANOVA Technique Reference Books:

1. Aczel and Sounderpandian, 2006. Complete Business Statistics, 9th ed., Tata-McGraw Hill. P. 26-32, 45-62, 84-95.

2. Anderson, Sweeney, William, 2007. Statistics for Business and Economics. 1st edition. Thomson Publishing. P. 5-32

3. Bulmer, M.G. 1967. Principles of Statistics. 2nd ed. Dover Publications. P. 1-45. 4. Kothari, C.R., 1984. Quantitative Techniques, 3rd ed., Vikas Publishing House. P. 72-107, 233-250, 256-

276. 5. 2004. Classification, Clustering and Data Mining Applications, 1st edition. Springer-Verlag . P. 3-33. 6. Anderson, Sweeney, William, 2007. Statistics for Business and Economics. 1st edition. Thomson

Publishing. P. 45-62

SEMESTER VIII (IMBA) 0203090: ADVERTISING AND SALES PROMOTION

Full Marks: 100 Advertising –History, Function, Objectives and Importance Marks: 12 History; Landmarks in the Advertising History of India: The Dawn of a New Medium – the Internet, Television; Definition and Meaning: Various Definitions; Objectives and Importance; Functions of Advertising: Primary Functions, Secondary Functions; Advertising - A Waste?; Advantages: Advantages for the Advertiser, Advantages for the Customer/Consumer; Limitations and Disadvantages Advertising Agency – The Set-up and Typical Job Flow Marks: 15 Advertising Agency – Defining the Medium; Client Servicing Department/Contact Department/Sales Department/Account Executive Department: Functions of the Client Servicing Department; Copy Department; Visualising/Creative/Art Department; Media Department; Production Department; Accounts Department; Research Department; Administration and Personnel Department; A Typical Job Flow - How an Agency Works; The Job Flow in the Agency Advertising Media, Planning and Ethics Marks: 15 Various Advertising Media; Characteristics, Strengths and Weaknesses of Various Media; What is ‘INS’; Media Planning; The Selection of the Proper/Apt Media for Advertising; How to Plan an Advertising Campaign; Timeliness of Advertisements; Ethics in Advertising; Certain Restrictions in Advertising; Some Norms to be Followed for Competitive Advertisements; Procedure to Hear a Complaint: Limitations of ASCI, Control by Customers, Government Control , Code for Commercial Advertising on Doordarshan Public Relations, Press Conference, Press Release and Presentation Skills Marks: 15 Meaning of Publicity; Difference between Advertising and Publicity; Publicity and Information Services; Propaganda; Writing a Press Release and About the Press Kit; Organising and Conducting a Press Conference; Pre-conference; At the Press Conference; Follow-up of the Press Conference; Advantages and Disadvantages of a Press Conference; The Reasons for Making a Presentation; The Pre-presentation Preparations; Writing a Presentation; Preparation for the Presentation; Making of the Actual Presentation; Post Presentation Formalities Advertising: Production, Printing, Sales Promotion, Perception and Attitudes Marks: 14 Evolution of Printing: Other Historical Landmarks, Photo/Design; Letterpress/Flexography; Offset Printing; Silk Screen Printing; Processing; Papers and Their Norms: Types of Paper; Definition of Sales Promotion; Difference between Sales Promotion and Advertising; Purpose of Sales Promotion; Various Tools of Sales Promotion; Some ’Dos’ and ’Don’ts’; Budget; The Attitude and Perception of an Advertising Agency; The Attitude and Perception of a Client Sales Promotion: Present Scenario, Sales Promotion Mix, Tools, Strategies and Product Marks: 15 Meaning; Use; Present Market Scenario; Difference between Sales Promotion and Advertising; Sales Promotion and Various Marketing Needs; Limitations/Drawbacks of Sales Promotion; Sales Promotion Mix; Consumer Sales Promotion; Trade Promotions; Promotion for Sales Force; Product Lifecycle; Promotional Strategies in Various Stages of the Product Lifecycle: Introduction Stage, Growth Stage, Maturity Stage, Decline Stage; Pull Strategies or Pull Promotions; Push

Strategies or Push Promotions for Trade Partners; Some Real Examples of Sales Promotion: Product Demonstrations, Free Gift Offers, Discounts and Price Off Sales Promotion: Point of Purchase Display, Consumer Behaviour and Planning Marks: 14 Introduction; Importance of Point of Purchase Display; Various Types of Displays; Sales Promotion and Consumer Behaviour; Classical Conditioning; Instrumental Conditioning; How does Sales Promotion Influence Sales; Category Expansion and Consumption: Brand Switching, Repeat Purchases, Purchasing More, Increasing Category Expansion; Choice of Sales Promotion; Product Selection; Target Market; Sales Promotion Timing, Duration and Frequency; Competition; Sales Promotion Guidelines; Sales Promotion Evaluation Reference Books:

1. Allen, J., 2007. The Executive’s Guide to Corporate Events and Business Entertaining: How to Choose and Use Corporate Functions to Increase Brand Awareness, Develop Nurture Customer Loyalty and Drive Growth, Wiley.

2. Anderson E., and Trinkle, B., 2005. Outsourcing the Sales Function: The Real Costs of Field Sales, South-Western Educational Pub, 1 ed.

3. Baron, R. and Sissors, J., 2010. Advertising Media Planning, McGraw-Hill, 7 ed. 4. Bartram, P., 1999. Writing a Press Release: How to Get the Right Kind of Publicity and News Coverage, How to

Books, 3 ed. 5. Batten, H.A., Goodrich, M., and Toogood, G., 1932. The written word: A study of the art of writing, with especial

reference to its function in advertising, Greenberg, 1 ed. 6. Subrahmanyan, S., (Author), Cheng,P.S., 2005. Perceptions and Attitudes of Singaporeans toward Genetically

Modified Food: An article from: Journal of Consumer Affairs, American Council on Consumer Interests.

0201147: FINANCIAL SERVICE MARKETING Full Marks: 100

Service Industry Marks: 8

Introduction; Evolution of Services Marketing: The Growth of Service-Based Economies; The Status of Service in Indian Economy; Factors Contributed to the Growth of the Service Sector; Goods Services Continuum; Importance of Classi-fication of System for Services: Classification of Services; Financial Services – An Industry in Transition

The Service Marketing Mix, Models & Characteristics Marks: 10

Traditional Market Mix: Product, Price, Promotion, Place; Expanded Mix of Services: People, Physical Evidence, Pro-cess; The Services Marketing Model: External Marketing, Internal Marketing, Interactive Marketing, C’s of Customer Service Mix; Services Marketing Pyramid; Characteristics of Services: Intangibility, Inseparability, Inconsistency (Het-erogeneity or Variability), Inventory (Perishability), Ownership

Relationship Marketing Marks: 12

Introduction; Transactional Marketing Vs Relationship Marketing; Reasons; Characteristics - 5 E’s: Three Types of Customers; Aims of Relationship Marketing; Lifetime Value of a Customer (LTV); Market Segmentation and Targeting; Retention Strategies: Level: I - Financial Bonds, Level: II - Social Bonds, Level: III - Customisation Bonds, Level: IV - Structural Bonds

Segmentation and Targeting the Market Marks: 11

Introduction to Market Segmentation; Segmentation Strategies: Customer-based Segmentation, Product-related Segmen-tation, Competition-based segmentation, Issues in Segmentation; Market Targeting Strategies: Approaches to Target Market; Market Segmentation in Insurance Industry: Market Mix for Insurance Industry, Recent Trend in Insurance Marketing

Positioning and Distribution of Services Marks: 12

Introduction to Positioning: Levels, Objectives; Positioning Services; Influences; Positioning the Intangibles; Positioning Process: Step 1: Market Positioning, Step 2: Psychological Positioning, Step 3: Positioning Approaches; Distribution of Services: Location, Channels of Distribution, Distribution Facilities … Keep with Changing Times, Service Invento-ry/Storage, Managing Channels; Direct or Company-Owned Channels: Intermediaries; Key Intermediaries for Ser-vice Delivery: Franchising, Agents and Brokers, Electronic Channels

Service Quality and Guarantee Marks: 14

Introduction; Customer Perceptions; Service Quality Dimensions: Reliability, Assurance, Tangibles, Empathy, Respon-siveness; Service Encounters: Importance of Encounters; Measuring Service Quality: The Gronroos Model, The Par-asuramm, Zeithaml and Berry Model (PZB Model), SERVQUAL; Service Guarantee: Benefits of Service Guarantees, Types, Characteristics of Effective Guarantees, Issues of Guarantee, Strategies that Work for Service Recovery; Various Methods to Gain Competitive Advantage: Service Quality Performance, Service Management, Competitive Strategies, Understanding Personal Relationship, Quality Improvement

Promotion of Services Marks: 9 Introduction to Promotion: Reasons for Using Promotion; Six Steps in Developing Effective Communication; Ad-vertising; Personal Selling; Sales Promotion; Public Relations; Direct Marketing

Customer Satisfaction and Customer Handling Marks: 14

Introduction; Scope of Customer Service; Factors Influencing Customer Satisfaction: Need Recognition, Infor-mation Search, Evaluation, Decisions, Outcomes; Customer Perceptions; Issues in Expectations; Customer Loyalty; Customer Handling; Managing Conflicts and Establishing Relationship; Recovery Service Failure System: Step I: Identifying Service Failures, Step II: Resolving Customer Problems, Step III: Communicating and Classifying Service Failures, Step IV: Integrating Data and Improving Overall Service; Linking Recovery to Profits; Consequences of Complaints; Handling Dissatisfied Customers

Branding and Brand Valuation Marks: 10

What is a Brand: The Role; A Brand Model: Ways of Branding, Brand Consumerisation Spectrum; The Process of Brand Creation; Brand Equity: An Increasing Trend; Models of Brand Equity: Young and Rubicam Model, Aaker’s Model of Brand Equity, Brand Dynamics Pyramid Model; Measurement of Brand Equity: Brand Attributes, Brand Identity (strength); The Financial Value of Brands: Methods of Measuring the Financial Value of a Brand; Service Brands

Reference Books:

1. Evert Gummeson (2008). Total Relationship Marketing, Third Edition: Marketing management, relationship

strategy, CRM, and a new dominant logic for the value-creating network economy. Butterworth-Heinemann; third edition.

2. George Belch (2011). Advertising and Promotion: An Integrated Marketing Communications Perspec-tive. McGraw-Hill/Irwin; ninth edition.

3. Gerard J. Tellis (1997). Advertising and Sales Promotion Strategy. Prentice Hall; first edition. 4. Harvard Business Press (2005). Market Customization: Segmentation, Targeting, and Positioning. Har-

vard Business School. 5. Hazel J. Johnson (2000). Global Positioning for Financial Services. World Scientific Publishing Company;

first edition. 6. Helen Vaid (2003). Branding: Brand Strategy, Design, and Implementation of Corporate and Product Identi-

ty. Watson-Guptill; first edition. 7. J.M. Hays (2006). Service Guarantee Strength: The key to service quality. Elsevier. 8. James H.(James H. Myers) Myers (1996). Segmentation & Positioning for Strategic Marketing Decisions.

South- Western Educational Pub; first edition.

0203092: INDUSTRIAL MARKETING Full Marks: 100 Nature of Industrial Marketing Marks: 8 Introduction; Industrial Classification; Industrial Demand: Derived Demand, Joint Demand; Cross-elasticity of Demand; Industrial Marketing Vs Consumer Marketing; Major Differences Between Consumer Marketing and Industrial Marketing; Factors: Market Characteristics, Product Characteristics, Buyer Behaviour, Channel Characteristics, Promotional Characteristics, Price Characteristics Understanding the Industrial Market Marks: 10 Industrial Market; Important Features; Need for Understanding; Industrial Customers: Commercial Enterprises, Government Customers, Institutional Customers, Co-operative Societies; Classification of Industrial Products and Services: Materials and Parts, Capital Items, Supplies and Services; Industrial Purchasing System: Commercial Enterprises Purchasing System, Government Purchase System, Institutional Purchasing, Purchasing in the Resellers’ Market, Purchasing in Co-operative Societies Industrial Marketing Environment Marks: 8 Introduction; Business Environment; Factors Influencing the Industrial Marketing Environment: Micro-environmental Factors, Macro-environmental Factors, Governmental, Political and Legal, Economic Environment, Technological, Social, Public; Managing the Industrial Marketing Environment: Independent Strategies, Co-operative Strategies, Strategic Planning Industrial Buying and Buying Behaviour Marks: 12 Introduction; Purpose of Industrial Buying; The Industrial Buying Decision Process: Problem Recognition, Need Description, Product Specification, Vendor/Supplier Search, Proposal Solicitation, Vendor Selection, Purchase Routine Selection, Post-purchase Evaluation; Buying Centre: Buying Centre Roles, Initiators, Influencers, Buyers, Deciders, Gatekeepers, Important Members of the Buying Centre, Top Management Persons, Technical Persons, Persons in the Purchase/ Materials Department, Finance/Accounts Persons, Marketing Persons; Major Buying Decisions taken by Business Buyers: Straight Re-buy, Modified Re-buy, New Tasks Industrial Market Segmentation, Targeting and Positioning Marks: 12 Introduction; Market Segmentation: Profiling; Benefits; Limitations; Requirements for Effective Segmentation; Macro and Micro Segmentation: Macro Segmentation, Micro Segmentation; Target Market; Evaluation of Market Segmentation; Selecting the Target Segments; Target Market Strategies: Concentrated Marketing, Differentiated Marketing, Undifferentiated Marketing; Niche Marketing; Positioning: Positioning Strategies, Types of Positioning, Communicating the Company’s Positioning Industrial Product Decisions Marks: 12 Introduction; Factors for Change in Product Strategy; Marketing Strategies During the Different Stages of Product Lifecycle: Introduction Stage, Growth Stage, Maturity Stage, Decline Stage; New Product Development: Success Factors for Products, Steps in New Product Development, Idea Generation, Idea Screening, Concept Development and Testing, Business Analysis, Product Development, Market Testing, Commercialisation; Marketing of Industrial Services; Classification of Industrial Services: Unique Characteristics of Services; Marketing Strategies for Industrial Service Firms: Service Differentiation, Service Pricing, Service Promotion, Service Distribution 4

Industrial Pricing Marks: 10 Introduction; Characteristics of Industrial Prices; Factors Affecting Pricing: Pricing objectives, Survival, Maximum Current Profit, Maximum Current Revenue, Maximum Sales Growth, Maximum Market Skimming, Product Quality Leadership, Other Pricing Objectives, Demand Analysis, Determining Price Elasticity of Demand, Cost Analysis, Competitive Analysis, Government Regulations; Industrial Pricing Policies; Key Terms Associated with Pricing: List pricing, Net Price, Discount Pricing, Legal Consideration to Discount Pricing; Geographical Pricing: Ex-factory, FOR Destination; Taxes and Levies Industrial Distribution Channels Marks: 12 Introduction; Factors Affecting the Nature of Industrial Channels: Geographical Distribution, Channel Size, Characteristics of Intermediaries, Mixed System; Classification of Industrial Intermediaries; Manufacturer’s Representatives; Industrial Distributors or Dealers: Brokers, Commission Merchants, Value Added Resellers (VAR), Market Coverage, Marketing Control; Functions of Distributing Channels; Factors Influencing Channel Design: Market Coverage Objectives, Product Characteristics, Customer Service Objective, Market and Customer Characteristics, Company Characteristics/ Objective, Competitor’s Characteristics, Environmental Characteristics; Control Channel Conflicts; Logistics Management: Logistics and Physical Distribution, Contribution of Marketing Logistics, Logistics Management to Supply Chain Management (SCM); Legal Issues in Channel Management Industrial Marketing Communication Marks: 10 Introduction; Communication Mix; Developing the Industrial Communication Programme: Determine the Communication Objectives, Identifying the Target Audience, Determine the Commercial Budget, Develop the Message Strategy, Select the Media, Evaluate the Promotional Results, Integrate the Promotional Programme; Role of Industrial Advertising; Role of Sales Promotion; Publicity and Public Relations; Role of Direct Marketing International Industrial Marketing Marks: 8 Introduction; Choosing the International Market; Entry Strategies; Fairs and Trade Shows; Tie-up with Larger Company; Tie-up with a Local Company; Licensing and Franchising; Packing and Shipping Managing the Personal Selling Function Marks: 8

Introduction; Importance of Personal Selling; Merits; Limitations; The Selling Process; Management of the Sales Force: Recruitment and Selection, Training, Supervision and Motivation, Developing, Compensation, Evaluation and Control

E-Business Marks: 8 Introduction; E-Commerce; Important Parts of E-commerce; Business to Business Forms of E-Commerce: The Inter-organisational System, Electronic Markets; Marketing Strategy for the Electronic Marketplace: Segmenting and targeting, Product Differentiation and Positioning, Marketing Mix Strategy, Product Strategy, Pricing Decision, Distribution Channel, Promotion Strategy

Reference Books:

1. Gerber, M.E., 2010. The Most Successful Business in The World: the ten Principles, Wiley. 2. Hutt, M.D., 2009. Business Marketing Management: B2B, 10th Edition, South-Western College Pub. 3. J. Nicholas De Bonis, 1997. AMA Handbook for Managing Business-to-Business marketing Communications, 1st

Edition, McGraw-Hill. 4. Kister, T.C., 2005. Maintenance Planning and Scheduling: Streamline your Organisation for a Lean Environment,

Butterworth-Heinemann.. 5. Levinson, J.C., 1990. Guerrilla marketing Weapons: 100 Affordable Marketing Methods, Plume.

6. Mullin, B., 2007. Sport Marketing, 3rd Edition, Human Kinetics. 7. Napier, A.H., 2005. Creating a Winning E-Business, 2nd Edition, Course Technology.

0203091: PRODUCT AND BRAND MANAGEMENT Full Marks: 100 Introduction to Product and Product Management Marks: 8 Introduction; Defining Product; Product Management; Product Levels; Product Mix; Product Life Cycle: Introduction Phase, Growth Phase, Maturity Phase, Decline Phase; Market Evolution: Emergence, Growth, Maturity, Decline; Product Classification: Durability and Tangibility, Consumer Goods Classification, Industrial Goods Classification; Product Portfolio Management: SBU’s characteristics, The Boston Consulting Group (BCG) Model, The General Electric (GE) Model, Adapting Products to Local Conditions, Threats from Duplication New Product Development Process Marks: 10 Introduction; New Product; Factors Contributing to New Product Development; New Product Development Process: Idea Generation, Idea Screening, Concept Development and Testing, Marketing Strategy Development, Business Analysis, Product Development, Market Testing, Commercialisation; Product Adoption; Product Strategy: Elements of Product Strategy, Setting Objectives; Strategic Alternatives: Increasing Sales/Market Share – Market Development Strategies, Market Penetration Strategies; Increasing Profitability: Decreasing Inputs, Increasing Outputs; Positioning: Choice of Customer Targets, Choice of Competitor Targets, Core Strategy, Cost/Price (Value) Strategy, Non-price Strategy Marketing Management Marks: 10 Introduction; Marketing Organisation: Product Focused Organisation, Market Focused Organisation, Functionally Focused Organisation; Marketing Channels: Channel Selection, Indirect Channels, Direct Channels, Hybrid Channels, Indirect Channel Management, Channel Arrangements, Monitoring Profitability by Channel; Market Planning; The Planning Process; Marketing Plan Outline: Executive Summary, Situation Analysis, Objectives, Product/Brand Strategy, Supporting Marketing Programs, Financial Documents, Monitors and Controls, Contingency Plans; Marketing and Sales; Market and Sales Potential; Sales Forecasting; Methods of Estimating Market and Sales Potential: Analysis Based Estimates, Judgement Based Methods, Customer Based Methods Pricing Strategy, Advertising and Promotion Marks: 13 Introduction; Setting the Price; The Role of Marketing Strategy in Pricing: Measuring Perceived Value and Price, The Economic Value Concept, Using Price Thresholds, Using the Perceived Value Concept, Psychological Aspects of Price, Relationship between Price and Perceived Quality, Odd Ending Prices, Competition and Pricing, Competitors’ Costs, Historical Pricing Behaviour, Role of Cost to Company; Pricing Objectives: Penetration Pricing, Return on Sales/Investment Pricing, Pricing for Stability, Skimming, Competitive Pricing, Other Factors Affecting Price; Pricing Tactics; Advertising; Developing Effective Communications; Factors in Setting the Marketing Communications Mix; Media Selection; Evaluating Advertising Effects; Promotions: Promotion Objectives, Final Customer Promotions, Trade Promotions; Promotion Budgeting: The Total Advertising and Promotion Budget, Allocating Money between Advertising and Promotion, Evaluating Customer Promotions, Effects of Promotions Financial Analysis and Services Marks: 10 Introduction; Sales Analysis; Profitability Analysis: Cost Classification, Using the Contribution Rate; Framework for Control; Capital Budgeting: Average Rate of Return, Payback, Internal Rate of Return (IRR), Present Value, Economic Value Added (EVA); Services: Service Categories; Marketing Strategies for Service Firms: Differentiation in Services, Managing Service Quality, Managing Productivity; Post-Sale Service Strategy; Major Trends in Product Support Service; Managing Product Support Services

Brand Management Marks: 12 Introduction; Brand; Brand Equity; Branding Challenges; Brand-Sponsor; Brand Building Tools; Brand Strategy Decision; Brand Asset Management; Packaging and Labelling; Laws of Branding; Myths about Branding; Role and Significance of Branding: Significance of Brands from Consumers’ Point of View, Significance of Brands from the Marketer’s Point of View; Brand Ranking; Brand Challenges: Brand or No Brand, Brand Sponsor Decision, Brand Name Decisions, Brand Name Strategies, Brand Strategy Decisions, Brand Repositioning or No Repositioning Brand Equity Marks: 12 Introduction; Brand Equity; Cost Based Approach: Historical Cost, Replacement Cost Approach, Market Value Approach, Discounting the Cash Flow Approach, Brand Contribution Approach, Inter-brand Approach; Price Based Approach: Price Premium Approach, Market Share Equalisation Approach, Price Premium at Indifference Approach; Customer Based Approach: Brand Knowledge Method, Attribute Oriented Method; Types of Brand Association: Favourability of Brand Associations, Strength of Brand Associations, Blind Test Method; Latest Measures to Compute Brand Equity: Direct Measurement Methods, Indirect Valuation Methods Brand Image, Brand Identity and Brand Valuation Marks: 11 Introduction; Brand Image; Definitions: Brand Image and Celebrity, Brand Personality and Brand Image; Brand Identity; Brand Valuation: Brand Loyalty, Other Tangibles and Intangibles Valuation, Intangible Assets; Customer Retention and Brand Marketing: Customer Retention, Measurement of Customer Retention, Benefits of Customer Retention, Strategies for Retaining Customers, Beyond Customer Retention; Ten Characteristics of the World’s Strongest Brands: Delivering the Benefits that Customers Truly Desire, Relevance, Pricing Strategy based on Consumer’s Perceptions of Value, Properly Positioned, Consistency, Sensible Brand Portfolio and Hierarchy, Perfect Use of Marketing Activities, Understanding what Brand Means to Consumers, Long Sustainable Support, Monitors Sources of Brand Equity Brands Over Time, Brand Positioning and Consumer Behaviour Marks: 14 Introduction; Managing Brands Over Time; Brand Life Cycle: Investment, Profitability and Cash Flows and Brand Life Cycle; Brand Portfolio Management: Brand Portfolios are Running Amok; Managing a Brand and Customer Value: Label, Products - Labels – Brands, Effect of Communication on Labels and Brands, The Mental List, The Acid Test; Brand Positioning and Re-positioning: Success in Positioning, Positioning Errors, Positioning Strategies as Per Philip Kotler, Brand Re-positioning; Brand Marketing and Consumer Behaviour: Celebrity Endorsements as a Strategy, Six Uses of Celebrity Endorsements, Brand Marketing and Consumer Buying Behaviour; Conceptual Implications of the Approaches to Loyalty: Customer Brand Acceptance (CBA), Customer Brand Commitment (CBC), Customer Brand Buying (CBB); Difference between Trademark, Logo, Symbol and Mascot: Logotypes, Benefits of Logos, Brand Mascot Reference Books:

1. Kapferer J.N., 2008. The New Strategic Brand Management, 4th edition, United Kingdom, Kogan page Publish-ers. p.560.

2. Kotler, 2007. Framework for Marketing Management, 3rd edition, Pearson Education India. 3. Kotler. P., Pfoertsch W., Michi I., 2006. B2B Brand Management. Springer Berlin. Springer. p.357. 4. Loudon D.L., Stevens R.E., and Wrenn B., 2004. Marketing Management, The Haworth Press, NY, Routledge.

p.373. 5. Peter J.P., Donnelley J.H., 2010. Marketing Management. 10th edition. Mc-Graw Hill Companies. p.848.

0201146: SERVICES MARKETING and CRM

Full Marks: 100 Service Marketing Marks: 7

Introduction; Consumer Choice Behaviour in Services; Job of Service Marketer; Steps for Building a Service Brand; 7 Ps of Services Marketing, 1.5.1 3Ps of Services Marketing : People, 3Ps of Services Marketing : Physical Evidence, 3Ps of Services Marketing : Process; Problems in Service Marketing Customer Relationship Management Marks: 10

Introduction to Customer Relationship Management; History of CRM; Types of CRM; CRM and Information Technol-ogy (IT); CRM Constituencies; Commercial Contexts of CRM; CRM Success Factors; Key Segments for CRM Ap-plications; CRM Service Providers and Consultants; Five Key Cross-Functional CRM Processes; The Need for CRM Strategic Framework; Misunderstandings about CRM; CRM is here to Stay

The Strategy Development Process Marks: 12

Introduction to the Strategy Development Process; Business Strategy; The Role of Business Strategy; Business Vi-sion; Industry and Competitive Characteristics; Focusing on Business Strategy; Customer Strategy; The Role of Customer Strategy; Focusing on Customer Strategy; Aligning Business Strategy and Customer Strategy; CRM Strategy Development

The Value Creation Process Marks: 8

Introduction to Value Creation Process; Core and Augmented Offer Add Value; Relationships Add Value; The Im-portance of Brand Image; The Value Proposition; Customer Profitability; Understanding Future Profit Potential; Cus-tomer Acquisition and its Economics

The Performance Assessment Process Marks: 18

Introduction to the Performance Assessment Process; The Need for a Systematic Approach; Understanding the Key Drivers of Shareholder Results; Shareholder Value, Customer Value, Employee Value and Cost Reduction, Employee Value, Customer Value, Shareholder Value, Cost Reduction, Linking Shareholder Value, Employee Value, Customer Value and Cost Reduction; Developing Appropriate Standards, Metrics and KPIs, Standards, The QCi Customer Management Assessment Tool (CMAT), Customer Operations Performance Centre (COPC) Standard, Metrics, Customer Metrics, People and Process Metrics, Strategic Metrics, Output and Comparative Metrics, Special Metrics, Key Performance Indicators; Establishing a CRM Performance Monitoring System; Developing Strategy Maps and Success Maps; Evaluating and Communicating CRM Return on Investment; Relating CRM Performance to Business Performance; Measuring CRM Return on Investment

Organising for CRM Implementation Marks: 15

Organising for CRM Implementation; CRM Readiness Assessment; CRM Maturity Assessment, Reviewing the Stage of CRM Maturity; Identifying Barriers to CRM Success; CRM Readiness Audit, The Overview CRM Audit, The Comprehensive CRM Audit, Determining Key CRM Priorities; Establish a CRM Vision; Utilising a CRM Technolo-gy Solution, Adopting a CRM Solution; Piloting CRM Projects, Planning for CRM Project Implementation, Estab-lishing Project Priorities and their Direction, CRM Training and Development; The CRM Budget

Business Application and Technology Issues CRM Marks: 18

Business Application Trends, Increased Consolidation and Mergers among CRM Vendors, Increased CRM Focus on the Small-to Mid-Sized Business Segment, Intelligence Analytical Tools in CRM Solutions, Increased Number of Mobile CRM Offerings and a Move Toward Real-Time CRM, Increased Implementation of CRM Software by CRM Vendors; The Technology Component; A Wireless World; Using People, Process, and Technology to Differentiate, People Issues, The Process Element, Technology Helps; Ten Steps to Effective CRM Implementation; Open Source Technology; Integrated Development Environment (IDE); Software as a Service; Web and Telephony Integration; United Messaging (UM); Enterprise Service Buses (ESB); Profit Optimisation Technology; Creating a CRM Business Case; CRM Software Selection Tips, Technical Feature Requirements; Writing the CRM System Specs The Future of CRM Marks: 12

Introduction; CRM: The Evolving Real-Time Enterprise; Government CRM; RTE, Future of RTE, A Natural Progres-sion, Vision of RTE, An RTE Timetable, RTE Vendors; Questions to Ask CRM Software Providers; Tips for Negoti-ating with CRM Vendors; CRM Software Selection Tips; CRM; Steps for Creating a Real-Time Enterprise; The Fu-ture of CRM: Real Time; Trade Shows/Conferences

Reference Books:

1. Goldenberg, B., 2008. CRM in Real Time: Empowering Customer Relationships. Information Today, Inc. 2. Knox, M., 2003. Customer Relationship Management: Perspectives from the marketplace. Butter-

worth- Heinemann. 3. Knox, S., 2003. Customer relationship management. Butterworth-Heinemann. 4. Payne, A. and Frow, P., 2005. A strategic Framework for Customer Relationship Management. 5. Peelan, E., 2005. Customer relationship management. Financial Times Prentice Hall. 6. Rogers, M. and Peppers, D., 2010. Managing Customer Relationships: A Strategic Framework, 2nd ed., Wiley. 7. Shanmugasundaram, S., 2008. Customer Relationship Management:Modern Trends and Perspec-

tives.Prentice- Hall of India.