Monday, December 14, 2009

MBA (Full-Time & Residential) Programme Curriculum Structure-Bharathiyar University,Coimbatore


Subject Description:
This course present the Principles of Management, emphasizing managerial functions, explaining internal management of organizations and behavioral concepts as applied to practical management problems.

To enable the students to learn the basic functions, principles and concepts of management.

On successful completion of the course the students should have:
Understood management functions and principles.
Learnt the scientific decision making process and problem solving techniques.
Learnt the modern trends in management process.


Management: Science, Theory and Practice - The Evolution of Management Thought and the Patterns of Management Analysis - Management and Society: The External Environment, Social Responsibility and Ethics - Global and Comparative Management - The Basis of Global Management.


The Nature and Purpose of Planning - Objectives - Strategies, Policies and Planning Premises - Decision Making - Global Planning.


The Nature of Organizing and Entrepreneuring - Organizational Structure: Departmentation - Line/Staff Authority and Decentralization - Effective Organizing and Organizational Culture - Global Organizing.


Co-ordination functions in Organisation - Human Factors and Motivation - Leadership - Committees and group Decision Making - Communication - Global Leading.


The System and Process of Controlling - Control Techniques and Information Technology - Productivity and Operations Management - Overall Control and toward the Future through Preventive Control - Global Controlling and Global Challenges.


1. Koontz & Weirich, Essentials of Management, Tata McGraw Hill.
2. VSP Rao, V Hari Krishna – Management: Text and Cases, Excel Books, I Edition, 2004
3. Stoner & Wankai, Management, PHI.
3. Robert Krcitner, Management, ATTBS.
4. Weirich & Koontz, Management - A Global perspective, McGraw Hill.
5. Helliregarl, Management, Thomson Learning, 2002.
6. Robbins.S.P., Fundamentals of Management, Pearson, 2003.


Subject Description:
Organisational Behaviour brings out the personality and behavioral science, its influence on organizational behaviors by understanding the concepts of organizational change, politics and behaviour.

To enable the students to learn basics of individual behaviour and an organizational behavior.

On successful completion of the course the students should have:
Understood personality trades and its influence on organization.
How personality trades can be molded to suit the organization.
To learn the modern trends, theories and concepts in organizational behavior.


Organisational Behaviour : History - evaluation, Challenges & opportunities, contributing disciplines, management functions and relevance to Organisation Behaviour.

Personality - Determinents, structure, behaviour, assessment, psycho-analytical social learning, job-fit, trait theories.


Emotions and Emotional Intelligence as a managerial tool. Implications of EI on managers and their performance. Attitutes - relationship with behaviour, sources, types, consistency, work attitudes, values - importance, sources, types, ethics and types of management ethics. Perception - Process, Selection, Organisation Errors, Managerial implications of perception.

Learning - classical, operant and social cognitive approaches. Implications of learning on managerial performance.


Stress - Nature, sources, Effects, influence of personality, managing stress.
Conflict - Management, Levels, Sources, bases, conflict resolution strategies, negotiation.
Foundations of group behaviour : linking teams and groups, Stages of development Influences on team effectiveness, team decision making. Issues in Managing teams.


Organisational change - Managing planned change. Resistance to change - Approaches to managing organisational change - Organisational Development - values - interventions, change management.

Organizational politics - Political behaviour in organisation, Impression management, Self monitoring. Organisational culture - Dynamics, role and types of culture and corporate culture, ethical issues in organisational culture, creating and sustaining culture.


Organisational Behaviour responses to Global and Cultural diversity, challenges at international level, Homogenity and hetrogenity of National cultures, Differences between countries, The Challenges of work force diversity and managing diversity.


References :

1. Robbins.S. Organisational Behaviour, XII edn., Prentice-Hall, India.
2. Hellinegal Slocum, Woodman, Organisational Behaviour, IX edn., Thomson learning.
3. Umasekaran, Organisational Behaviour, Tata McGraw Hill.
4. Robbins S.P., Concepts contrivances and applications, Prentice Hall.
5. Umasekaran, Organisational Behaviour.
6., Organisational Behaviour, Thomson Learning.
7. McShane & Glinow, Organisational Behaviour, Tata McGraw Hill.
8. Harris & Hartman, Organisational Behaviour, Jaico, 2003.


Subject Description:
Managerial economics emphasize on the influence on micro and macro economics on managerial decision making, explaining the supply, demand and cost functions, its relative impact on the economy and the company correlating to profit and investment analysis.

To enable the students to learn the application of the economic principles and policies on managerial decision making.

On successful completion of the course the students should have:
Understood the economic principles and policies on managerial decision making.
Learn demand, supply, cost and profit concepts and functions along with its applications.
To learn profit policies, planning and problem solving techniques.
To learn inflation, deflation and balance of payment on national income.


Managerial Economics - meaning, nature and scope - Managerial Economics and business decision making - Role of Managerial Economist - Fundamental concepts of Managerial Economics.
Demand Analysis - meaning, determinants and types of demand - Elasticity of demand.


Supply meaning and determinants - production decisions - production functions - Isoquants, Expansion path - Cobb-Douglas function.
Cost concepts - cost - output relationship - Economies and diseconomies of scale - cost functions.


Market structure - characteristics - Pricing and output decisions - methods of pricing - differential pricing - Government intervention and pricing.


Profit - Meaning and nature - Profit policies - Profit planning and forecasting - Cost volume profit analysis - Investment analysis.


National Income - Business cycle - inflation and deflation - balance of payments - Monetary and Fiscal Policies


1. Joel Dean - Managerial Economics, Prentice Hall/Pearson.
2. Rangarajan - Principles of Macro Economics, Tata McGraw Hill.
3. Atmanand, Managerial Economics, Excel, 2001.
4. Athmanand.R., Managerial Economics, Excel, 2002, New Delhi.
5. Mankar.V.G., Business Economics, Macmillan, Business Book, 1999.


Subject Description:
Financial and Management Accounting emphasize on accounting concepts and application of accounting principles and managerial decisions making. The content of this papers takes care of financial accounting, management accounting and cost accounting.

To enable the students to learn the basic functions, principles and concepts and application of accounting in management.

On successful completion of the course the students should have:
Understood the financial accounting along with the preparation of final accounts.
Understood the concepts and application of management accounting along with the preparation.
To learn the cost accounting concepts and applications.


Financial Accounting - Definition - Accounting Principles - Concepts and conventions - Trial Balance -Final Accounts (Problems) - Depreciation Methods - Straight Line Method, Written down value method, Sinking Fund Method.


Financial Statement Analysis - Objectives - Reorganizing the Financial Statement Information - Techniques of Financial Statement Analysis : Comparative Statements, Common - Size statement, Trend Percentage - Accounting Ratios: Construction of balance sheer using rations (Problems) – Dupont analysis.


Fund Flow Statement - Statement of Changes in Working Capital - Computation of Fund from Operations - Workings for Computation of various sources and uses - Preparation of Fund Flow Statement - Cash Flow Statement Analysis – Computation of Cash from Operations Problems – Distinction between Fund Flow and Cash Flow Statement. Problems


Cost Accounting - Meaning - Distinction between Financial Accounting and Cost Accounting - Cost Terminology: Cost, Cost Centre, Cost Unit - Elements of Cost - Cost Sheet - Problems.
Budget, Budgeting, and Budgeting Control - Types of Budgets - Preparation of Flexible and Fixed Budgets, Master budget and Cash Budget - Problems – Zero Base Budgeting.


Marginal Costing - Definition - distinction between marginal costing and absorption costing – Break even point Analysis – Contribution, p/v Ratio, Margin of safety – Decision making under marginal costing system-key factor analysis, make or buy decisions, export decision, Sales mix decision - Problems


1. Advanced Accountancy - R.L.Gupta and Radhaswamy
2. Management Accounting - Brown and Howard
3. Management Accounting - Khan and Jain
4. Management Accounting - S.N.Maheswari
5. Management Accounting - Antony and Recece
6. Management Accounting - J.Batty

Note: 80% of the questions shall be problems
20% of the questions shall be theory based.


AIM: To enable students to acquire the knowledge of mathematics & statistics and their use in business decision making.


Linear, Non-Linear functions - graphical representation of functions. Constants, variables - notion of Mathematical models - concept of trade off - notion of constants – Concept of Interest. Basic concept of differentiation – integration – optimization concepts – use of differentiation for optimization of business problem.


Data Analysis - Uni-Variate - ungrouped and grouped data measures of central Tendencies, measures of dispersion - C V percentages (problems related to business applications). Bivariate - correlation and regression - problems related to business applications.


Probability - definitions - addition and multiplication Rules (only statements) - simple business application problems - probability distribution - expected value concept - theoretical probability distributions - Binomial, Poison and Normal - Simple problems applied to business.


Basic concept of index numbers - simple and weighted index numbers - concept of weights - types of index numbers - Business index number - CPT, WPI, Sensex, Niffy, Production Index. Time series - Variations in Time series for business forecasting.


Hypothesis testing of Proportion and Mean – single and two tailed tests – errors in Hypothesis Testing – Measuring the power of Hypothesis test. Chi-Square Tests.

1. Statistics for Management - RICHARD L LEVIN & DAVID S RUBIN
2. Statistical Methods - S P GUPTA.
3. Statistics for Business and Economics, R P HOODA - MACMILLAN INDIA LIMITED.
4. David M.Levine, Timothy C.Krehbiel and Mark L.Berenson
“Business Statistics: A First Course”, Pearson Education Asia
5. Amir D. Aczel, Complete Business Statistics, 5th edition, Irwin McGraw-Hill.

80% Problem
20% Theory


Subject Description:
Executive Communication emphasizing the development of both soft hard skill for smooth managerial functioning.

To enable the students to develop written and oral communication skills in students and groom them as effective management professionals.

On successful completion of the course the students should have:
Understand the preparation and development of business letters and reports.
To learn about meetings and group discussions.
To learn the modern trends in communication and application for effective managerial functioning.


Communication - Meaning and significance for management - Types of communication - Media-Barriers to communication - Principles of effective communication.


Correspondence - Norms for Business letters - Letter for different kinds of situations - Personalized standard letters, enquiries, customer’s complaints, collection letters - sales promotion letters.


Report writing - Structure of reports - long & short reports - formal & informal reports - writing research reports technical reports - norms for including exhibits & appendices.


Non-verbal communication - personal appearance posture - body language - use of charts, diagrams & tables - visual & audio visual aids for communication - Dyadic communication:- face to face communication - telephonic conversation.


Conducting Meetings: Procedure - preparing Agenda, minutes and resolutions - conducting seminars and conferences:- Procedure of Regulating speech - evaluating oral presentation - Group Discussion: Drafting speech.

1. WOOLCOTT & UNWIN - Mastering Business Communication, McMillan.
2. RAISHER: Business Communication - AITBS
3. KRISHNAMOHAN & MEERA BANNERJEE - Developing Communication
Skills, Mc Millan

4. Lesikar and Flatley – Basic Business Communications Skills for empowering the
Generation, 10th Edition, TMH, 2005.
5. Kitty O Locker and Stephen Kyo Kaczmarek – Business Communications Building
Critical skills, 3rd Edition, TMH, 2007.
6. Anderson & Others: Assignment & Thesis writing.
7. Rajendra Paul and Koralahalli - Business Communication.
8. Lesikar and Flately, Basic Business Communications, TMH Publications New Delhi,


Aim: To introduce the concepts of information technology and their application in management decision making.

Components of a Computer - Hardware & Software - Operating systems - Directories and File properties.


WORD - Creating a new document with templates & Wizard - Creating own document - Opening/modifying a saved document - converting files to and from other document formats - Using keyboard short-cuts & mouse - Adding symbols & pictures to documents - headers and footers - Finding and replacing text - spell check and Grammar check - Formating text - paragraph formats - adjusting margins, line space - character space - Changing front type, size - Bullets and numbering - Tables - Adding, editing, deleting tables - Working within tables - Adding, deleting, modifying rows and columns - merging & splitting cells.

EXCEL - Working with worksheets - cells - Entering, editing, moving, copying, cutting, pasting, transforming data - Inserting and deleting of cells, rows & columns - Working with multiple worksheets - switching between worksheets - moving, copying, inserting & deleting worksheets - Using formulas for quick Calculations - Working & entering a Formula - Formatting a worksheet - Creating and editing charts - elecments of an EXCEL chart - Selecting data to a chart - Types of chart - chart wizard - Formatting chart elements - Editing a chart - Printing charts.

POWERPOINT - Creating new presentations - Auto content wizard - Using template - Blank presentation - Opening existing presentations - Adding, editing, deleting, copying, hiding slides - Presentations - Applying new design - Adding graphics - Using headers and footers - Animating text - Special effects to create transition slides - Controlling the transition speed - Adding sounds to slides - Using action buttons.

TALLY: Introduction and Installation, Required Hardware, Preparation for installation of Tally softare, installation Working in Tally: Opening new company, Safety of Accounts, or Password, Characteristics, Making Ledger Accounts, Writing vouchers, sudnery creditos accounts, preparation of Trial Balance, Books of Accounts, Cash Book, Bank Books, Ledger Accounts, Group Summary, Sales Register and Purchase register, Journal Register, Statement of Accounts and Balance Sheets.

Practicals: Simple problems to be done in WORD, EXCEL and POWERPOINT using all the above mentioned topics.


1. OFFICE 2000 complete - BPB
2. Windows 98 complete - BPB
3. Windows 98 6in1 by JANE CALABRIA and DOROTHY BURKE - PHI
4. using Microsoft OFFICE 2000 by ED, BOTT - PHI


AIM: To focuses on Key analytical methods and provide practical insight for operations management.


Operations Management - meaning - importance - Historical contributions - Systems view of OM – Operation strategy and competitiveness – Functions of OM – types of production systems.


Product design and process selection – Evaluation and Selection of appropriate
Production and Operations technology. Product Design and process selection.
Types of layout – analysis and selection of layout – Product and / or Process layout, Cellular, Lean and Agile manufacturing systems – Computer Integrated Manufacturing Systems – Assembly line balancing.


Production Planning and Control - Meaning - Functions - Aggregate planning - Master production schedule (MPS) - Material requirement planning (MRP) - BOM - Capacity requirement planning (CRP) - Techniques - Problems in MRP and CRP– an introduction to MRP II and ERP – Business Process Re-engineering – Total Productive Maintenance (TPM).


Materials management – functions – material planning and budgeting – Value Analysis – purchase functions and procedure – inventory control – types of inventory – safety stock – order point – service level – inventory control systems – perpetual – periodic – JIT – KANBAN.


Total Quality Management Concept – Statistical Quality Control for Acceptance Sampling and Process Control – Concepts of O.C.C Curve – Use of the O.C. Curve – Concept of Type I and Type II error – Quality movement – Quality circles – ISO Quality Certifications and types Quality assurance – Six Sigma concept.


1. Production and Operations Management – Everest E Adam & Ebert –PHI – publication forth
2. Operations Management (Theory and Problems) - Joseph G. Monks -
McGraw Hill Intl.
3. Production and Operations Management - S.N.Chary - TMH Publications
4. Production and Operations Management – Pannerselvam ,PHI

5. Lee J. Krajewski and Larry P.Ritzman, “Operations Management: Process and Value Chains”, 7th Edition, PHI, 2007.
6. Hunawalla and Patil – production and Operations Management, Himalaya.
7. Modern Production and operations management – E.S Buffa.
8. Lee J. Krajewski and Larry P.Ritzman, “Operations Management: Strategy and Analysis,”
Addison Wesley.
9. Chase, Aquilano & Jacobs “Procution and Operations Management”, Tat McGraw Hill.


40% of the questions shall be problems
60% of the questions shall be theory based.

Subject Description:
To enable the students to understand the market and marketing concepts, functions and systems by emphasizing on strategies and global market.

To enable the students to learn the basic functions, principles and concepts of marketing for effective managerial function.

On successful completion of the course the students should have:
Understand the marketing concepts and tasks in the global economy.
To learn the buyer heaviour and factors influencing the buyer behaviour.
To understand the marketing communication process and mix along with marketing channels.

Unit I

Marketing Concepts and Tasks, Defining and delivering customer value and satisfaction - Value chain - Delivery network, Marketing environment, Adapting marketing to new liberalised economy - Digitalisation, Customisation, Changing marketing practices, e-business - setting up websites; Marketing Information System, Strategic marketing planning and organization.

Unit II

Buyer Behaviour, Market Segmentation and Targeting, Positioning and differentiation strategies, Product life cycle strategies, New product development, Product Mix and Product line decisions, Branding and Packaging, Price setting - objectives, factors and methods, Price adapting policies, Initiating and responding to price changes.

Unit III

Marketing channel system - Functions and flows; Channel design, Channel management - Selection, Training, Motivation and evaluation of channel members; Channel dynamics - VMS, HMS, MMS; Market logistics decisions.

Unit IV

Integrated marketing communication process and Mix; Advertising, Sales promotion and Public relation decisions. Direct marketing - Growth, Benefits and Channels; Telemarketing; Sales force objectives, structure, size and compensation.

Unit V

Identifying and analysing competitors, Designing competitive strategies for leaders, challengers, followers and nichers: Customer Relationship marketing - Customer database, Data warehousing and mining. Attracting and retaining customers, Customerism in India, Controlling of marketing efforts.

Global Target market selection, standardization Vs adaptation, Product, Pricing, Distribution and Promotional Policy.


1. Marketing Management - Philip Kotler - Pearson Education/PHI, 2003.
2. Marketing Management - Rajan Saxena - Tata McGraw Hill, 2002.
3. Marketing Management - Ramasamy & Namakumari - Macmilan India, 2002.
4. Basic Marketing - Perreault and McGarthy - Tata McGraw Hill, 2002.
5. Case and Simulations in Marketing - Ramphal and Gupta - Golgatia, Delhi.
6. Case Studies in Marketing - R.Srinivasan - PHI.
7. Jayachandran S. Marketing Maangment TMH,2003.


Subject Description:
Financial Management emphasizes the functions of financial management explaining the investment, finance, dividend and working capital function along with the practical management problems.

To enable the students to learn the basic functions, principles and concepts of finance in management.

On successful completion of the course the students should have:
To learn the various functions of financial management along with the applications.
To learn capital budgeting and cost of capital
To understand capital structure, dividend policy and working capital management.


Objectives and functions of Financial Management - Role of Financial Management in the organisation - Risk-Return relationship- Time value of money concepts - Indian Financial system - Legal, Regulatory and tax framework. Sources of Long term finance - Features of Capital market development in India - Role of SEBI in Capital Issues.


Capital Budgeting - methods of appraisal - Conflict in criteria for evaluation - Capital Rationing - Problems - Risk analysis in Capital Budgeting.


Cost of Capital - Computation for each source of finance and weighted average cost of capital -EBIT -EPS Analysis - Operating Leverage - Financial Leverage - problems.


Capital Structure Theory - Net Income Approach - Net Operating Income Approach - MM Approach - Dividend Policy - Types of Divided Policy - Dividend Policy and share valuation - CAPM.


Working Capital Management - Definition and Objectives - Working Capital Policies - Factors affecting Working Capital requirements - Forecasting Working Capital requirements(problems) - Cash Management - Receivables Management and - Inventory Management - Working Capital Financing - Sources of Working Capital and Implications of various Committee Reports.


1. "Principles Of Corporate Finance", Richard A.Brealey, Stevart C Myers, Mc Graw Hill Book Company, New York.
2. "Financial Mgt & Policy", James C.Van Horns, Prentice Hall Of
India Pvt. Ltd., New Delhi.
3. "Financial Decision Making - Concepts, Problems And Cases",
John J.Hampton, Prentice Hall Of India Pvt. Ltd., New Delhi (1994).
4. "Financial Mgt - Theory And Practice", Prasana Chandra Tata Mc Graw Hill Publishing Co. Ltd., New Delhi (1994)
5. "Introduction To Financial Mgt", B J Camsey, Engene F. Brigham, The Gryden Press.
6. "Financial Management", I.M.Pandey, Vikash Publishing, New Delhi.


Unit I : Human Resource Function

Human Resource Philosophy - Changing environments of HRM - Strategic human resource management - Using HRM to attain competitive advantage - Trends in HRM - Organisation of HR departments - Line and staff functions - Role of HR Managers.

Unit II : Recruitment & Placement

Job analysis : Methods - IT and computerised skill inventory - Writing job specification - HR and the responsive organisation.Recruitment and selection process : Employment planning and forecasting - Building employee commitment : Promotion from within - Sources, Developing and Using application forms - IT and recruiting on the internet Employee Testing & selection : Selection process, basic testing concepts, types of test, work samples & simulation, selection techniques, interview, common interviewing mistakes, Designing & conducting the effective interview, small business applications, computer aided interview.

Unit III : Training & Development

Orientation & Training : Orienting the employees, the training process, need analysis, Training techniques, special purpose training, Training via the internet.
Developing Managers : Management Development - The responsive managers - On-the-job and off-the-job Development techniques using HR to build a responsive organisation. Management Developments and CD-Roms - Key factor for success.
Performance appraisal : Methods - Problem and solutions - MBO approach - The appraisal interviews - Performance appraisal in practice. Managing careers : Career planning and development - Managing promotions and transfers.

Unit IV: Compensation & Managing Quality

Establishing Pay plans: Basics of compensation - factors determining pay rate - Current trends in compensation - Job evaluation - pricing managerial and professional jobs - Computerised job evaluation.
Pay for performance and Financial incentives: Money and motivation - incentives for operations employees and executives - Organisation wide incentive plans - Practices in Indian organisations.
Benefits and services: Statutory benefits - non-statutory (voluntary) benefits - Insurance benefits - retirement benefits and other welfare measures to build employee commitment.

Unit V: Labour relations and employee security

Industrial relation and collective bargaining: Trade unions - Collective bargaining - future of trade unionism. Discipline administration - grievances handling - managing dismissals and separation. Labour Welfare: Importance & Implications of labour legislations - Employee health - Auditing HR functions, Future of HRM function.


1. Gary Dessler, "Human Resource Management", Seventh edition, Prentice-Hall of India P.Ltd., Pearson.
2. H.John Bernardin & Joyee E.A.Russel, Human Resource Management - An experiential approach, McGraw-Hill International Edition.
3. David A. DeCenzo & Stephen P.Robbins, Personnel/Human Resource Management, Third edition, PHI/Pearson.
4. VSP Roa, Human Resource Management: Text and cases, First edition, Excel Books, New Delhi - 2000.
5. Dr. R.Venkatapathy & Assissi Menacheri, Industrial Relations & Labour Welfare, Adithya Publications, CBE, 2001.
6. Robert L. Gibson and Marianne H.Mitchell, Introduction to Counselling and Guidance, VI edition, PHI,2005.


AIM: To enable the students to learn the techniques of Operation Research and resource management and their application in business management.


Mathematical Models - deterministic and probabilistic - simple business examples - OR and optimisation models-Linear Programming - formulation - graphical solution - simplex solution - Dual of Linear Programming Problem - Economic interpretation.


Transportation model - Initial Basic Feasible solutions - optimum solution for non-degeneracy and degeneracy model – Trans-shipment Model - Assignment Model.


Network Model - networking - CPM - critical path - Time Estimates - critical path - crashing. Resource leveling, Resources planning. Waiting Line Models - Structure of model - M/M/1 for infinite population.


Inventory Models - Deterministic - EOQ - EOQ with Price Breaks - Probabilistic Inventory Models - Probabilistic EOQ model.


Simulation - types of simulation - Monte carlo simulation - simulation Problems. Decision Theory - Pay-off tables - decision criteria - decision trees.


1. Operations Research - An Introductions - HAMDY A TATA
2. Operations Research - KANTI SWARUP, GUPTA AND MAN MOHAN
3. Operations Research - Dr.J.K.SHARMA MACMILLAN INDIA LTD.
4. Operations Research – R. Panneerselvam, 2nd Edition, PHI, 2007
5. Operations Research, Concepts and cases – Fredrick S Hillier and Herald J Liberman, 8th
Edition, TMH, 2003
6. Hamdy A Taha, “An Introduction to Operations Research, Prentice Hall, Sixth edition, 2000
7. Ronald L. Rardin, “Optimization in Operations Research” Pearson Education
8. J.K. Sharma. “Operations Research : Theory and Appklications”, Macmillan, 1997
9. U.K. Srivastava, G.V. Shenoy, S.C. Sharma, “Quantitative Techniques for Managerial
Decision”, Second Edition, Prentice Hall of India.


80% Problem
20% Theory


Subject Description:
Research Methods of management emphasizing on the methodology of research and its applications in managerial decision making, explaining hypotheses, meaning and types, sampling design along with the various parametric and non-parametric test.

To familiarise the students with methodology of research and its application in Business management.

On successful completion of the course the students should have:
To understand scope and significance of research in business decisions.
To study and understand sampling techniques along with hypothesis.
To understand various scaling techniques and parametric and non-parametric test.


Research - meaning - scope and significance - Types of research - Research Process - Characteristics of good research - Scientific method - Problems in research - Identifying research problem – concepts, constructs and theoretical framework.


Hypothesis:- meaning - sources - Types - formulation Research design - Types - case study - features of good design - measurement - meaning - need Errors in measurement - Tests of sound measurement Techniques of measurement - scaling Techniques - meaning - Types of scales - scale construction techniques.


Sampling design - meaning - concepts - steps in sampling - criteria for good sample design - Types of sample designs - Probability and non-probability samples. Data collection:- Types of data - sources - Tools for data collection methods of data collection - constructing questionnaire - Pilot study - case study - Data processing:- coding - editing - and tabulation of data - Data analysis.


Test of Significance:- Assumptions about parametric and non-parametric tests. Parametric Test - T test, F Test and Z test - Non Parametric Test - U Test, Kruskal Wallis, sign test. Multivariate analysis-factor, Cluster, MDS, Discriminant analysis. (NO Problems). SPSS and its applications.


Interpretation - meaning - Techniques of interpretation - Report writing:- Significance - Report writing:- Steps in report writing - Layout of report - Types of reports - Oral presentation - executive summary - mechanics of writing research report - Precautions for writing report - Norms for using Tables, charts and diagrams - Appendix:- norms for using Index and Bibliography.


1. Rao K.V.Research methods for management and commerce - sterling
2. Zigmund, Business Research Methods
3. Kothari C.R.- Research methodology
4. Donald R.Cooper and Pamela S.Schindler - Business Research Methods - Tata
Tata McGraw Hill.
5. Naresh K Malhotra – Marketing Research: An applied Orientation, Pearson Education, 4th
Edition, 2004
6. Wilkinson Bhadarkar - Methodology and Techniques of Social Research - Himalaya.
6. Anderson etal - Assignment and Thesis writing.
7. Uma Sekaran, Research Methods for Business, Wiley Publications.

80% of the questions shall be problems
20% of the questions shall be theory based.

Management Practice - I (2 hours per week)

This course will be taught during I and II semesters for Full Time and during III and IV semesters for Part Time. The aim of the course is to develop leadership, Interpersonal relations, Team building and analytical skills for decision making through group discussions and develop their communication skills in preparing seminar papers and in presenting the same to group of audience.

I Semester:- Group seminar:

Students will be organised into groups which will prepare papers on current issues pertaining to trade, commerce and industry and present the same to audience. Each group may consist of 3 or 4 students.

II Semester:- Group Discussion:

Students will be organised into 4 to 5 groups. All the groups will be given a management problem relating to real life experiences of trade and industry in the country or world. They will be asked to find group solution through discussion and the group leader will present the same to the audience in the class.


Subject Description:
Business Environment Ethics emphasizing on emerging trends in social, political, ethical and legal aspects affecting business decisions explaining the business environment concepts in significance along with the fiscal policy.

To enable the students to learn the knowledge of emerging trends in social, political, ethical, and legal aspects affecting business decisions.

On successful completion of the course the students should have:
Understand the concepts in significance of business environment along with the social responsibility.
To learn organizational ethic theories and sources.
To understand the fiscal policy and legal environment of business.
To understand global management issues.


Business environment - The concept and significance - constituents of business environment - Business and society, Business & ethics - Social responsibility - Environmental Pollution and control. Business and culture - Business and Government - Political system and its influence on business - Indian constitution - Directive Principles of State Policy.


Management Ethics – Frame work of organizational ethic theories and sources, ethics across cultures, factors influencing business ethics, ethical decision making, ethical values and stakeholders, ethics and profits, corporate governance structure of boards, reforms in boards, compensation issues, ethical leadership for improved corporate governance and better business education.


Global management Issues MNCs politics and Environment
Multi national corporations and Government relationship, Business in Politics, Managing environmental quality, ethics and profit in Business.


Fiscal Policy - Central finances and New fiscal policy - Direct and indirect Tax structure,VAT, MODVAT - Service Tax problems and reforms - Expenditure Tax - Public debts & deficit financing


Legal environment of business - Monopolies Restrictive Trade Practices Act. Foreign Exchange Management Act-1 Securities and Exchange Board of India Act - Customs & Central Excise Act - Central & State Sales Tax - Consumer Protection Act Patents Act – Competition Law.


1. Adhikari M - Economic Environment of management
2. Francis Cherunilam - Business Environment
3. Pruti S. Economic & Managerial Environment in India
4. Shaikh Saleem - Business Environment, Pearson Education, 2006
5. Davis & Keith William C. Frederik - Business and society
6. Amarchand D - Government and Business
7. Mankard - Business Economics, Mac Millan.
8. A.N.Agarwal - Indian Economy - Wishwa Prakashan
9. Steiner & Steiner – Business Government and Society, Mc Graw Hill, 2003.
10. Kitson. A. and Cambell.R – The Ethical Organisation, Palgrave, 2001



Foundations of Information Systems: A framework for business users - Roles of Information systems - System concepts - Organisation as a system - Components of Information Systems - IS Activities - Types of IS.


IS for operations and decision making: Marketing IS, Manufacturing IS, Human Resource IS, Accounting IS and Financial IS - Transaction Processing Systems- Information Reporting System - Information for Strategic Advantage.


DSS and AI: DSS models and software: The decision making process - Structured, Semi Structured and Unstructured problems; What if analysis, Sensitivity analysis, Goal-seeking Analysis and Optimizing Analysis. Overview of AI, Neural Networks, Fuzzy Logic Systems, Genetic Algorithms - Expert Systems.


Managing Information Technology: Managing Information Resources and technologies - IS architecture and management - Centralised, Decentralised and Distributed - EDI, Supply chain management & Global Information technology Management.


Security and Ethical Challenges: IS controls - facility control and procedural control - Risks to online operations - Denial of service, spoofing - Ethics for IS professional - Societical challenges of Information technology.


1. James A O'Brien, "Management Information Systems", Tata McGraw Hill, Fourth
Edition, 1999.
2. Effy Oz, "Management Information Systems", Vikas Publishing House, Third Edition,
3. Kenneth C Laudon and Jane P Laudon, : Management Informatio System:, 9th Edition, PHI,
New Delhi, 2006.
4. Waman S Jawadekar, “ Management Information System Text and cases”, Third Editions,
Tata Mc Graw-Hill, 2007.
5. R.Srinivasan, Strategic Management, II edition, Prentice Hall of India, New Delhi.
6. Senthil, M. Management Information System,2003.


Objectives :
Students are expected to integrate their knowledge gained in various functional areas to make business decisions, from the general manager's point of view in the global and Indian context.
Teaching and Examination: Students are expected to keep abreast of the contemporary business practices by reading the business practices by reading the business magazines and management journals.
Case studies, application project Seminars and group exercises will supplement the class lectures.

Unit I

Corporate Strategic Planning - Mission - Vision of the firm - Development, maintenance and the role of leader - Hierarchal levels of planning - Streagic planning process. Strategic management Practice in India. Competitive advantage of Nations and its implication on Indian Business.

Unit II Environment Analysis & Internal Analysis of Firm

General environment scanning, competitive & environment analysis - to identify opportunities & threat - Assessing internal environment through functional approach and value chain - identifying critical success factors - to identify the strength & weakness - SWOT audit - core competence - Stockholders' expectations, Scenario-planning - industry analysis.

Unit III Strategy Formation

Generic strategies - Grand strategies - Strategies of leading Indian companies - The role of diversification - limits - means and forms. Strategic management for small organisations, non-profit organisations and large multi product and multiple market organisations.

Unit IV Tools of Strategy Planning and evaluation

Competitive cost dynamics - experience curve - BCG approach - cash flow implication -IA-BS matrix - A.D.Littles Life-cycle approach to strategic planning - Business portfolio balancing - Assessment of economic contribution of strategy - Strategic funds programming.

Strategy implication & Control

Various approaches to implementation of strategy - Matching organisation structure with strategy - 7S model - Strategic control process - Du Pont's control model and other Quantitative and Qualitative tools - Balanced score card - M.Porter's approach for Globalisation - Future of Strategic Management.

1. Pearce & Robinson, Strategic Management, All Indian Travellors N D.
2. A.C.Hax and NS, Strategic Management : An Integrative Perspective, Majifu, Prentice
3. Michael Porter, Competitive strategies.
4. John A Pearce II and Richard B Robinson, “Strategic Management Formulation,
Implementation and Control”, 9th Edition, TMH, 2007.
5. Michael Porter, Competitive Advantage of Nations.

6. Samul C. Certo and J.Paul Peter, Strategic Management, Second Edn. Concepts &
Application, McGraw Hill.
7. Gregory G.Dess and Alex Miller, Strategic Management, McGraw Hill.
8. Gerry Johnson & Kevan scholes, Exploring Corporate Strategy : Text & Cases,
Prentice Hall India.
9. Jauch.L., Rajive Gupta & William.F.Glueck, Business Policy and Strategic
Management, Frank Bros&Co., 2003.
10. Fred R.David, Strategic Management Concepts & Cases, Pearson, 2003.
11. R.Srinivasan, Strategic Management, II edition, Prentice Hall of India, New Delhi.


Introduction and Overview
Introduction and Overview : Introduction - The Globalization of the World Economy - The Changing Nature of International Business - Differences in International Business.

Country Factors
National Differences in Political Economy : Introduction - Political Systems - Economic Systems - Legal Systems - The Determinants of Economic Development - States in Transition.

Differences in Culture : Introduction - Social Structure - Religion - Language - Education - Culture and the Workplace - Cultural Change - Cross-Cultural Literacy - Culture and competitive Advantage.

The Global Trade and Investment Environment
International trade Theory : Introduction - An Overview of Trade Theory - Mercantilism - Absolute Advantage - Comparative Advantage - Heckscher-Ohlin Theory - The New Trade Theory - National Competitive Advantage - Porter's Diamond.

The Revised Case for Free Trade - Development of the World - Trading System - WTO & development of World trade - Regional grouping of countries and its impact.

Foreign Direct Investment : Introduction - Foreign Direct Investment in the World Economy - Horizontal Foreign Direct Investment - Vertical Foreign Direct Investment. Benefits and advantages to host and home countries.

The Global Monetary System
The Foreign Exchange Market : Introduction - The Functions of the Foreign Exchange Market.

The Strategy and Structure of International Business
The Strategy of International Business : Introduction - Strategy and the Firm - Profiting from Global Expansion - Pressures for Cost Reductions and Local Responsiveness - Strategic Choice.

Mode of Entry and Strategic Alliances : Introduction - Entry Modes - Selecting and Entry Mode - Strategic Alliances - Making Alliances Work.

Exporting, Importing and Counter trade : Introduction - The Promise and Pitfalls of Exporting - Improving Export Performance - Export and Import Financing - Export Assistance - Counter trade.


1. Hill.C.W., International Business : Competing in the Global market place, Irwin-McGraw Hill, 1999.
2. Philip R.Cateora, International Marketing, Irwin McGraw Hill, 9th edn.
3. Shivaramu, International Business, Macmillan India.
4. Francis Cherunilam, International Business, Wheeler Publications.
5. Charles W.L., Hill, International Business, Irwin-McGraw Hill, 1998.

Management Practice II :

This course will be taught during III & IV semester for Full Time and V and VI Semester for Part Time. The aim of the course is to develop managerial and analytical skills such as Problem solving and Stress Management through simulated management games, quizes and mock stock exchange transactions.

III Semester: Group Quizes:

Students will be organised into groups. Each group will act as quiz masters and conduct quizes to other groups. Quizes must relate to the current affairs on trade and industry. In addition management games will be conducted by each group.

IV Semester: Management Skill development:

Practical exercises will be assigned to groups of students on Role playing , mock interviews for recruitment, stress interviews, mock press meets and the like.

Colleges may, however, adopt any innovative programmes for conducting the above said courses.

A teacher will coordinate the management practices and will evaluate the performance of students internally. The performance of students will be rated by the teachers as Very Good, Good Average, Satisfactory and Poor. This rating will be incorporated in the statement of marks.




PROMOTION MIX & PERSONAL SELLING: Promotion Mix Tools, Steps in Communication process, Factors in deciding promotion mix.

Personal selling - Sales force Design - objectives, strategy six, structure and compension. Principles of Personal Selling - Salesmanship, steps in selling process, Negotiation - Models, Strategy & Tactics, Customer Relationship Management. Evaluation of personal selling.


ADVERTISTING MANAGEMENT: Meaning, Objectives, Importance, Classification of advertisement, Economic and Social Effects of Advertising, Organisation of Advertising Department, Advertising Agency Management, Campaign Planning, Advertising Budget.


ADVERTISING MEDIA MANAGEMENT: Types - Print, Radio, TV, Cinema Outdoor and other forms - Advantages, Limitations, Availability, Media Rates, Media Planning and Scheduling.


ADVERTISING CREATIVITY: Advertising Copywriting for Print and Broadcast Media - Principles, Styles, Advertising Visualization and Design, Production of Print, Broadcast and other Advertisements, Evaluation of Advertising.


SALES PROMOTION AND PUBLIC RELATIONS SALES PROMOTION :Objectives, Tools, Planning, Implementation and Control, Evaluation of Sales Promotion. PUBLIC RELATIONS : Objectives, Tools, Media and Message, Evaluation of Public Relations.


Case Analysis


1. Promotion Management - John.J.Burnett - AITBS.
2. Advertising - Theory & Practice - Vernon Fryburger - AITBS.
3. Advertising Excellence - Bovee & Thill - Mc Graw Hill International.
4. Sales Promotion - Tony Dakin.
5. Sales Promotion - Julian Cummins.
6. Successful Sales Promotion - Pran Chowdhry - MacMillan
7. Sales Management - Cundiff, Stil & Govani – PHI/Pearson.
8. Practical Public Relations - Sam Black - Universal Book.
9. Managing Public Relations - Gruning and Hunt - CBS College Publishing.


AIM: To help students acquire familiarity of the knowledge and process of export and import trade.


Export - meaning - scope - functions - Role of export in economic development - Planning for export - market analysis:- market intelligence and market Research - market selection and entry strategies for export.


Legal aspects of export trade:- International law: Private Law - Transport contracts - Payment and credit - settlement of disputes - Indian Laws: EXIM policy - Law relating to packaging - pricing - Advertising - distribution.


Export financing: methods and sources of export finance - Terms of payment for export - Letter of credit - Institutional aid for export financing: RBI, EXIM Bank, ECGC - commercial banks. Export pricing: Factors influencing export price - Forms of pricing - pricing approaches - Transfer pricing - Dumping - International price quotation - Incoterms.


India's export performance - Problems in export trade- Export promotion - Need - Export promotion in India:- Institutional support for export promotion - Export promotion incentives -EPZ & FTZ, 100% EOU, Export houses, Trading houses - Star Trading houses - Project and consultancy export -


Export Procedure and documentation: Export order execution - Product preparation - quality control and Pre-shipment inspection - Packaging - freight forwarders - Cargo insurance - customs clearances - Documentation Procedure and clearing Export bills. Import Procedure:- Import licensing - Replenishment license - Advance import license - Pass book scheme - Import of capital goods.


1. TAS Balagopal - Export management - Himalaya
2. Varshney & Battacharya - International Marketing Sultanchand & sons
3. Francis chernmilam - International Trade and Export management - Himalaya
4. B.S Rathor - Export Management - Himalaya.
5. S. Shivaramu - Export Marketing - Himalaya



Consumer Behaviour and Marketing Strategy, nature and scope of Consumer Behaviour. Market segmentation and Consumer Behaviour. Learning - nature, conditions relevant to high and low involvement strategies, characteristics and types of learning, Brand loyalty, Brand equity & leverage. Perception - Process, interpretation, Perception and marketing strategy. Perceptual process and buying behaviour.
Perception - Elements, Just notice able difference - its application to Consumer Behaviour, Perceptual organization and defense, consumer imagery.


Motivation - Nature, motivational strategies, theories and their relevance, marketing strategies based on motivational conflict. Personality - Psycho-analytical neo-Freudian and social approaches to personality understanding consumer diversity, Brand personality, Self and self image.


Attitude formation & change - Tricomponent and structural models of attitudes, sources of attitude formation, strategies of attitude change, cognitive dissonance, attribution, self perception theories, Foot in the door phenomenon. Groups - types, Celebrities, Family, Socialization of family members, Function of family, Family decision-making and consumption - related roles, Family life cycle.


Culture- Nature - Characteristics - Measurement, Sub-cultures – Nationality, age, geographic, Regional and Sex, Sub cultural interaction. Cross culture : International perspective cross cultural consumer analysis, Multinational strategies, Cross – cultural psychographic segmentation marketing mistakes – undertaking differences.


Opinion leadership & process, Dynamics, motivation and opinion leadership, Measurement and corporate strategy of opinion leadership. Innovation, Characteristics, Types, Profile of consumer innovator, Diffusion of innovation, Adoption process.

Reference :

1. Kurder, Consumer Behaviour, PHI/Pearson.
2. Schiffman.L.G. & Kanak.L.L., Consumer Behaviour, PHI/Pearson.
3. Loudon.D, Consumer Behaviour, Concepts & Applications, Albert Biutta, McGraw
4. Ingel, Roger & Blackwell, Consumer Behaviour.



Rural Economy - Policy interventions, reforms Diagnosis challenges to Indian Marketer.


Rural Marketing - introduction, nature and attractiveness, rural vs. urban Marketing.


Selecting and Attracting markets - introduction Segmentation – Concept, degree, guidelines and bases, Targeting and Positioning.


Product Strategy - Introduction, Classification, Significance, Scope. Product Mix, Competitive product strategies. Pricing strategy – Introduction, Concepts, Significance, Objectives policy.


Promotion Strategy - introduction, exploring, Target audience, Designing, Comparison Distribution strategy - introduction, channels old, new, pragmatic, approaches covering strategy.

Reference :

1. Krishnamacharyalu & Lalitha, Rural Marketing, Pearson Education, 2002.
2. Ramkishen, New Perspectives on Rural Marketing, Jaico Books, 2002.
3. Gopalaswamy, Rural Marketing, Wheeler Publshing.


Subjcet Description:
Financial Services emphasizing on the emerging trends in financial services like merchant banking, hire purchase, leasing, mutual funds, venture capital and mergers and acquisitions.

To familiarize the students on the latest trends to financial services

On successful completion of the course the students should have:
To learn the various financial services provided by NBFCs.
To understand the modes of raising capital from domestic and foreign market.
To evaluate feasibility of projects on hire purchase and leasing.
To study and understand mutual funds, venture capital, mergers and appreciation along with other financials services.


Merchant Banking - Functions - Modes of raising capital from Domestic and foreign markets - Raising short term funds -Recent developments in the capital markets - SEBI guidelines on merchant banking in India. NBFCs in India.


Hire Purchase - Concept - evaluation of Hire Purchase Proposals.
Leasing -overview - tax aspects - Lease Accounting - Types of leases - Evaluation of leasing proposals.


Mutual funds - operations performances, regulation - SEBI guidelines for mutual funds.


Other financial services.
Venture Capital - Bill Discounting - Factoring - credit rating - Asset securitization - Depositories.


Mergers and Acquisitions - SEBI code on Take-over - Business Failures and reorganizations.


Cases and articles reviews.

Reference :
1. Indian Financial Systems M Y Khan
2. Hand Book Of Leasing Hire Purchase & Factoring By K Sriram
3. Indian Financial System R M Srivastava
4. Introduction To Lease Financing Rajas Parashine And Ashok Kumar
5. Merchant Banking - T Sundar Rajan
6. Financial Institution & Markets L M Bhole
7. Financial Institution & Markets Habel J Johnson
8. Mutual Funds & Investment Portfolio- Dr J C Verma
9. Nalini Prava Tripathy, Financial Instruments and Services, Prentice Hall of India, New Delhi.


Subject Description:
Equity Research & Portfolio Management emphasizing on valuation of securities based on technical and fundamental analysis. Emphasizing on construction and revision of portfolios.

To familiarize the students on the modes of selecting investment opportunities, and analysing the securities for investment

On successful completion of the course the students should have:
To understand investment settings and valuation of securities to study the fundamental and technical analysis – concepts and applications.
To understand portfolio construction, diagnostic evaluation revisions.


Investment setting - Securities - Securities Market - Sources of investment information - Security market indicators - Security Contract regulation Act.


Valuation of Securities : Equity - Preference shares - Debt instruments - Hybrid securities - derivatives - Asset pricing theories - CAPM - APT - Portfolio theory - Option pricing theory.


Economic Analysis - Economic forecasting and stock Investment Decisions - Forecasting techniques.
Industry Analysis - Industry classifications. Economy and Industry analysis. Industry life cycle - Evaluating Industry relevant factors - External industry information sources.


Company Analysis : Measuring Earnings - Forecasting Earnings - Applied valuation techniques - Graham and Dodds investor rations value investing.
Technical Analysis : Fundamental Analysis Vs Technical Analysis - Charting methods - Market Indicators - Trend - Trend reversals - Patterns - Moving Average - Exponential moving Average - Oscillators - ROC - Momentum - MACD - RSI - Stoastics.


Portfolio - Construction - Diagnostics Management - Performance Evaluation - Portfolio revision.


Cases - Article reviews.


1. Investment Management and Portfolio Analysis - Reilly.
2. Fundamentals of Investing - Gitman
3. Security Analysis - Graham and Dodd
4. Management of Investments - Clark Francis
5. Modern of Security Analysis and Portfolio Management - Fuller and Farvell.
6. Investment Management - Balla and Tuteja.

AIM: To enable the students to learn the principles and practices of developing human resources.


Introduction to the concept and philosophy of HAD - Meaning, scope, importance, difference between traditional personnel management and HRD - Contextual factors and Human Resource System Designing. Role Analysis and HRD-Key performance areas, Critical Attributes, Role Effectiveness, Role analysis methods.


Performance appraisals and performance development - objectives of performance appraisal - The past and the future; Basic considerations in performance appraisal; Development oriented appraisal system. Interpersonal Feedback and performance counseling - Giving and receiving feedback; Developing dyadic relationship through effective counseling.


Potential Appraisal and Development. Career planning and Development.


Training - conceptual framework for training; learning principles; Identification of training needs; Determination of training objectives; Training programme design; Training methods and their selection criteria; Evolution and Follow-up training.


Organization Effectiveness - Organisation Culture, HRD climate; Organization Development - characteristics, HRD - OD interface, Managing change through OD. HRD/OD approach to I.R. HRD implementation strategies and issues in Human Resources System designing. HRD experiences in India - Emerging trends and perspectives.

Reference :

1. Pareek Udai and T.V.Rao, Designing and Managing Human Resource Systems, Oxford & IBH.
2. Rao T.V.performance Appraisal: Theory and Practice.AIMA-Vikas.
3. ILO: An Introductory course in Teaching and Training Methods for Management Development. Sterling Publishers.
4. Rao Alternative Approaches and Strategies of HRD Rewat Publications.
5. Silvera D.M. - Human Resource Development - the Indian Experience New India Publications.
6. Rao VSP, Human Resource Development, Response Books, 2001.
7. Kandula S.R, Strategic Human Resource Development, PHI, 2001.


Managing Interpersonal Effectiveness. This is a self and Personality development course to be integrated with exercises and experiential learning.


Self Definition and Perception. Self Schemes, Gaining Self Knowledge, Self Knowledge, Self awareness, Self effectiveness, Self presentation motives and Strategies, Self monitoring, Impression Management.

UNIT - II Communication

Communication and language, models of - oral - Qualities and profile of a good speaker, written - clarity, responsibility, simplicity, style, brevity Interpersonal Communication - Barriers - ways of over coming - Nonverbal Communication - Paralanguage, Eye Contract, Facial expression, Kinesics, Body language, Deception, and Detecting deception.

UNIT – III Assertive Training

Nature, importance & relevance to organizational life - Assertion and aggression , Assertive writing, preparing for assertive business writing - tools, tips, pitfalls, persuasion. When to say Yes/No. Being assertive with oneself - cutting, rewriting, editing and How to enhance individual assertiveness?

UNIT – IV Transactional Analysis

Introduction, Ego States, exclusion contamination, strokes, Life positions, Types of Transactions, Time Structures - Withdrawal, Rituals, Pastimes, activities, games - types, Stamps, Rackets and sweat shirts, scripts. Advantages and disadvantages of TA, TA tips for performance interviews, Development Planning with subordinates, TA tips for selection.

UNIT – V Counseling

Introduction - other interventions - steps Elements of Counseling - Counseling as a helping strategy and Significance Predicting People's Problems Journey into life space. Anxiety and stress Counseling to develop organisations, Check list for Counselors, Training for Counseling.


1. Venkatapathy.R and Jackson.P.T. Managing Interpersonal Effectiveness, Adhithya
Publishers, 2003.
2. Thomas Harris I'm okay, you're okay.
3. Fishert Uray Getting to Say yes: Negotiating an agreement without giving in AMA,
4. www. Ta Tutor.
5. Robert L. Gibson and Marianne H. Mitchell, Introduction to Counselling and Guidance, VI
edition, PHI, 2005.



Events - nature definition and scope, C's of events, designing, interaction and importance. As a marketing tool - various needs addressed by events, focusing and implementing events, advantages and disadvantages of events.


Elements of events - event infrastructure, target audience, organizers, venue, media activities to be carried out. Concept of market in events, segmentation and targeting of the market events.


Positioning in events and the concept of event property. Events as a product. Methods of pricing events, Events and promotion, various functions of management in events.


Strategic market planning, Development and assessment of market plan.


Strategic alternatives arising from environment, competition and defined objectives. Pricing objectives, Evaluation of event performance - measuring performance & correcting deviations,


1. Gaur.S.S. and Saggere.S.V., Event Marketing Management.
2. Panwar.J.S., Marketing in the New Era, Sage Pub., 1998.
3. Kotler.P., Marketing Management, Analysis, Planning, Implementation and Control,
Prentice Hall, 1997.
4. Avrich.Barry, Event and Entertainment, Delhi, Vision Books, 1994.



Telecommunication Networks : Introduction - LAN - WAN- Internet - What is Electronic Commerce - Brief history of Electronic Commerce - Advantages and Limitations of Electronic Commerce - Types of Electronic commerce - Integrating Electronic Commerce- Key questions for Management


The Internet and the World Wide Web: The Internet Today - History of the Web - Unique benefits of the Internet - Internet Architecture - World Wide Web - Concepts and Technology - Creating Web pages - Launching a Business on the Internet.


Electronic Payment Systems: Overview of the Electronic payment Technology - Requirements for Internet Based payments - Electronic payment Medias - Electronic commerce and banking.


E-security: Security in the cyberspace - Designing for security - Virus - Security Protection and Recovery - Encryption - The Basic Algorithm System - Authentication and Trust - Key management - Internet Security Protocols and Standards - Other Encryption issues.


Web based Business: Business-to-Business Electronic Commerce-Intranets and Extranets - Intranets and Supply Chain Management - Legal and Ethical issues - Case studies.


1. Elias. M. Awad, " Electronic Commerce", Prentice - Hall of India Pvt Ltd, 2002.
2. Ravi Kalakota, Andrew B. Whinston, "Electronic Commerce - A Manager's guide",
Addison - Wesley, 2000.


1. Elias. M. Awad, “ Electronic Commerce”, Prentice-Hall of India Pvt Ltd, 2002.
2. Ravi Kalakota, Andrew B Whinston, “Electronic Commerce - A Manager’s guide”, Addison – Wesley, 2000.
3. Efraim Turban, Jae Lee, David King, H.Michael Chung, “Electronic Commerce – A Managerial Perspective", Addison - Wesley, 2001.
4. Elias M Award, “Electronic Commerce from Vision to fulfillment:, 3rd Edition, PHI, 2006.
5. Judy Strauss, Adel El-Ansary, Raymond Frost, “E-Marketing.”, 3rd Edition, Pearson Education, 2003.
6. Ravi Kalakota, Andrew B. Whinston, "Frontiers of Electronic Commerce”, Addition – Wesley, 2000.



System Concepts & Information System Environment : System concepts - definition, characteristics of a system, Elements of a system, Types of a System, introduction to System Analysis and Design - System Analysis, System Design, System Development Life Cycle.


The Information System Analysis : Introduction - where does the system analysis come from? - What does it do? - Preparing for Career as a System Analyst - General Business Knowledge - Technical Skills - Communication skills - Role of System Analyst - Change Agent - Investigator and Monitor - Psychologist, Sales Person, Motivator, Politician, Place of the System analyst position in the MIS organization.


System Analysis : Problems who System Development Life Cycle approach, Need for a Structured approach, Information Gathering. A problem solving approach - Data Flow Diagrams, Data modeling with logical entity relationship. Process modeling with logical data flow diagram, Data dictionary, Decision Tree, Decision tables and Structured English.


System Design : Introduction, The Process of Logical & Physical design - Modern Computer Databases - Different kinds of databases - E-R models - E-R diagrams - Normalization. Computer outputs and controls, computer inputs and controls, Code design, Computer based methods, procedures and controls.


System Implementation : System testing Conversion Compating resistance to change Post Implementation review Software maintenance Hardware/Software Selection Security disaster/ recovery and ethics in System development.

Case Analysis.

Reference :

1. System Analysis and Design - Elias M.Awad.
2. System Analysis and Design - Jerry L.Whitten, Lonnie D.Bently & Victor M.Bar
3. System Analysis and Design - A case study approach - Robert J Thierauf.
4. Data base System Concepts - Henry F.Korth,Abraham Silberchatz & Sudharsan.
5. System Analysis and Design - Kendall, Pearson, 2002.


AIM: To enable students in learning production management techniques and process at advanced level.


Impact of Technology on Production: Economics and Social Issues - Automation - Operation strategy and competitiveness - economy studies for Investment and replacement in Production Management.


Design of the systems and procedures: Product Decision and Process Selection - Design of facilities.


Design of Production planning and control system - design on scheduling system - design of inventory system - design of maintenance system.


Productivity Techniques - Application of quantitative models for production planning and control - process charts, network analysis.


Human aspects of production management - Methods of improving business process re-engineering - synchronous manufacturing - production planning and financial planning.


1. Chase and O Aquilano : Production and Operations Mgt.
2. J D Radford and D B Richardson : The Management of Production and Inventory Oriver W
Wight Management in Computer Area.
3. Powell Niland : Production Planning, Scheduling and Inventory Control.
4. Floyd C Mann and L Richard : Automation and the worker Heffman.
5. S C Agarwal : Maintenance Management
6. E Leno J Miller and Modern Maintenance Management Jerome W. Blood (ed)


Aim: The course is aimed at acquainting the student with various objectives and fuctions of Materials Management. This course also lays emphasis on decision making process.

UNIT I Introduction and Basic Concepts

Concept and significance of Integrated Materials Management

Materials codification and computerization.

UNIT II Materials Planning and Control

Inventory Planning and Control
Models-Theory and Practice ABC, VED, and other classifications EOQ – Reorder point – Lead Time Analysis – Safety – Stocks – Q System – S System.
Materials Requirement Planning (MRP)
Materials Problems in Indian Conditions and Inventory Audit and Information Systems.

UNIT III Purchasing

Purchasing Fundamentals – Make or Buy – Source Selection – Vendor Rating – Value Analysis.
Purchase Negotiations – Purchase Timing – Purchase Contracts – Purchases Insurance.
Purchase Capital Goods, Seasonal Goods, Imported Goods.
Deffered Payment Schemes – Lending Institutions – Leasing Trends.
Governmental buying – D.G.S & D – Evaluation of Purchase Performance.

UNIT IV Ware Housing and Stores

Locations and Layout of Warehouses and stores - Different typical models.
Stores Procedures and Records for Receipt, Inspection, Issue, Reorder checking – Kardex Stores Accounting.

UNIT V Miscellaneous Topics

Practical problems in Management of Dead stocks, Surplus stocks and scraps – Evaluation of Stores Performance.
Materials Handling and Transportation Management.

Case Studeis.

1. P.Gopalakrishnan, Purchasing and Materials Management, Tata McGraw Hill Publishing Company Ltd.
2. A.K. Datta – Integrated Materials Management A Functioanl Approach – Prentice Hall of India P. Ltd.
3. M.S. Sandilya and P.Gopalakrishnan – Inventory Management: Text and cases – Macmillan India Ltd.
4. M.D. Patel, A. Chunawalla and D.R Patel – Integrated Materials Management (Concepts & Cases) – Himalaya Publishing House.


AIM: To familiarise the students with the concepts of supplies pertaining to purchase, storage and issue of materials and stock maintenance of finished goods.


Introduction to Supply Chain Management(SCM) - Concept of SCM - Components of SCM, an overview - Features of SCM - Strategic issues in SCM.
SCM current scenario - Value chain management and customer relations management.


Customer focus in SCM - Demand planning.
Purchase planning - Make or Buy decision - Indigenous and global sourcing - Development and Management of suppliers - Legal aspects of Buying - Cost management - Negotiating for purchasing / sub contracting - Purchase insurance - Evaluation of Purchase performance (performance indices).
Inventory management - Financial impact of inventory.


Manufacturing Scheduling - Manufacturing flow system - Work flow automation - Flexibility in manufacturing to achieve dynamic optimization.
Material handling system design and decision.
Ware housing and store keeping - Strategies of ware housing and store keeping - Space management.


Logistics management - Role of logistics in SCM - Integrated Logistics Management - Transportation Design and decision - Multi modalism - Third party logistics services and providers - Facilities management (Port/Airport/ICD's)
Channels of distribution - Logistics and customer service.


Information technology and SCM:- EDI,ERP, Internet and Intranet, E-Commerce, Advanced Planning system, Bar Coding, Tele Communication Network, Video Conferencing and Artificial Intelligence.
Best practices in Supply Chain Management - Organisational issues to implement SCM.


1. Supply Chain Management - For Global Competitiveness - B.S.Sahay - Macmillan India Limited, 1999.
2. Supply Chain Management: Strategy planning and operations-Sunil Chopra and Peter Meindal, 3rd edition, PHI, 2007.
3. Designing and manging the supply chain: Concepts, Strategies and Case Studeies – Simchi-levi, Kaminsky and Simchi-Levi, 2nd Edition, TMH, 2007.
4. Robert B. Handfield & Ernest L. Nichols. JR, Introduction to Supply Chain Management, Prentice Hall of India, New Delhi.



Services Marketing - meaning - nature of services - Types and importance - Relationship marketing - Mission, strategy, elements of design, marketing plan market segmentation.


Marketing mix decisions:- unique features of developing, pricing, promoting and distributing services - Positioning and differentiations strategies, quality of service industries - Achievement and maintenance, customer support service-


Marketing of hospitality :- Perspectives of Tourism, Hotel and Travel services - Airlines, Railway, Passenger and Goods Transport - Leisure services.


Marketing of Financial services :- Concept - Features of Banking, Insurance, Lease, Mutual Fund, Factoring, Portfolio and financial intermediary services.


Marketing of Non-Profit Organisations :- Services offered by charities - Educational service - miscellaneous services - Power and Telecommunication.

1. Services Marketing - S.M.Jha - Himalaya Publishing Company 1998, Mumbai.
2. Services Marketing - Indian experiences - Ravishankar - South Asia Publication
1998, Delhi.
3. Services Marketing: Integrating Customer focus across the firm-Valarie A Zeitnamd and Mary
Jo Bitmer, 3rd Edition, TMH, 2003.
4. Services Marketing - Text & Readings - P.K. Sinha & S.C.Sahoo - Himalaya,
5. Essence of Services Marketing - Adrian Pyne - Prentice Hall of India, new Delhi.
6. Services Marketing - Lovelock - Prentice Hall
7. Services Marketing - Jeithaml - I.S.E.
8. Services Marketing - Gousalves - Prentice Hall
9. Services Marketing - Principles & Practice - Palmer, Prentice Hall.
10. Services Marketing - Woodruffe - McMillan.
11. Ravi Shankar, Services Marketing, Excel, 2000.



Concept of a brand - Evaluation, perspectives, anatomy, types of brand name, brand name associations, Brands Vs Products, Advantages of Brands to Consumers & Firms. Brand elements: Components & Choosing brand elements, Branding challenges & opportunities.

Brand positioning- Basic concepts – alternatives – risks – Brands & Consumers – Strategies for positioning the brand for competitive advantage – points of parity – points of difference - Buying decision perspectives on consumer behaviors, Building strong brand – Methods & implications.


Brand image, image dimensions, brand associations & image, Brand identity – perspectives, levels and prisms. Managing Brand image – stage – functional, symbolic & experimental brands. Brand equity – Sources of Equity models, Brand audits. Brand loyalty & Cult brands.

Leveraging Brands, - Brand extensions, extendibility, merits & demerits, line extensions, line trap – Co-branding & Licensing Brands. Reinforcing and revitalization of Brands – need, methods, Brand Architecture – Product, line, range, umbrella and Source endorsed brands. Brand portfolio management..


Brand Valuation – Methods of Valuation, implications for buying & selling brands.
Applications – Branding industrial products, services and Retailers – Building Brands online.
Indianisation of Foreign brands & taking Indian brands global – issues & Challenges.

References :
1. Kevin Lane Keller, Strategic Brand Management, PHI/Pearson, New Delhi.
2. Kapferer, Strategic Brand Management, Kogan Page, New Delhi.
3. Harsh Varma, Brand Management Excell Books, New Delhi.
4. Majumdar, Product Management in India, PHI
5. Sengupta, Brand Positioning, Tata McGraw Hill
6. Rameshkumar, Managing Indian Brands, Vikas
7. Chandrasekar, Product Management, Himalaya


UNIT I : Emergence and components of marketing channels

Types, Function, Relationship, Retailing – Structure, operations and strategies, wholesaling – structure, operations and strategies, Physical Distribution – Structure and strategy.

UNIT II : Channel Management

Channel Planning, Designing Channel Systems – Organising patterns – Channels Policies, Channel Communication and information systems, Assessing marketing channel performance, Distribution cost analysis.

UNIT III : Channel Management in other contexts

Channel Management by wholesalers and Retailer – Retail formats – Franchise-designing and management Telemarketing, e-marketing, e-taililng, Intergrated distribution management.

UNIT IV : Retail Management

Identifying and Understanding consumers – Choosing a store Location – Trading area analysis and site selection, Buying and handling merchandise, pricing and financial management – Establishing and maintaing a retail image. Customer service.

UNIT V : Physical Distribution Mangement

Importance of Physical distribution, Logistics System analysis and design, Organization and control, Role and importance of warehousing, Warehouse Type, Size, number, location, prerequistion for Warehousing, Warehousing in India, Inventory Control – Cost and issues – Risk Management.

Suggested References

1. Marketing channels – Louis. W. Stern & Abel I. Elansary – Prentice Hall of India.
2. Retail Management – A Strategic Approach – Berry Berman & Joel.r. Evans – Macmillan,
New York
3. Physical Distribution MGT - Logistical Approach - K.K.Khanna - Himalaya.
4. Contemporary Logistics – James C Johnson & Donald F.Wood – Himalaya.
5. Strategic Marketing Channel MGT – Donald Bowersox, & Bixby Cooper – MC Graw Hill
6. Retail Marketing Management – David Gilbert – Pearson Ediucation/Pretice Hall.


Subject Description:
International Financial Management emphasize on application of global trends like FDI, foreign market, inflation and interest on financials decisions of management explaining the theories of international financial management and evaluation of cost of capital.

To enable the students to learn basic functions, principles and concepts of International Financial Management.

On successful completion of the course the students should have:
To understand the basic functions, principles and concepts on International Financial Management.
To learn foreign exchange market and theories.
To learn risk and hedging techniques, evaluation and explanation of FDI and new trends in sources of capital.


Foreign exchange market - Cash and spot exchange markets - Forward, Futures and option market. Interest rate Parity theory - expectation theory - law of one price - capital market equilibrium - International monetary system Exchange rate determination - Factors governing Exchange rate Behaviour.


Foreign Risk - Types of Exposure - Management of Exposure - Currency Market Hedges - Insuring Currency Risks.


International Investment decisions - Cost of Capital and Foreign Investment - International Working Capital Management. Short term Financial markets -Eurodollars – Euro currencies - Cash management and market efficiency, Long term Financial markets. Portfolio Investment - Financing of international operations. Interaction of Investments and Financing decisions.


Evaluation and Explanations of Foreign Direct Investment - the growth and special problems of multinational corporations - Financing multinational companies - Foreign Institutional Investments.


International Investing - Multinational diversification - American Depository receipts - Global Investment companies - International Investment strategies - Forming International Portfolios. Future of International Financial Systems.


1. International Finance: The Markets and Financial Management of Multinational Business, Mauric D.Levi, McGraw Hill Inc, Newyork (1990).
2. International Financial Management - Dr. P.K.Jain & others, McMillan
3. Financial Management and Policy, James C Van Horne, prentice Hall of India Pvt.Ltd., New Delhi (1994).
4. Principles of Corporate Finance, Richard A Brealely, Stewart C.Myers, McGraw Hill Book Company, NewYork (1988)
5. Management of Investments, Jack Clark Francies, McGraw Hill Inc (1993)
6. Modern Investments & Security Analysis, Russel J Fuller & Fuller & James L Farrell Jr.McGraw hill Inc.(1981)


Subject Description:
This paper is planned to provide an overall view of the insurance operations/administration of an insurance company especially Life and Non-Life Insurance.

To enable the students to understand the flow of operations in both life and non-life insurance and will be able to extend the concept.

On successful completion of the course the students should have:
To understand the overall view of the insurance operations/administration of an insurance company especially life and non-life insurance.
To understand the flow of operations in both life and non-life insurance and will be able to extend the concept.
To learn to calculate premium, loan, surrender, claim amounts.

Aim: This paper is planned to provide an overall view of the insurance operations/administration of an insurance company especially life and non-life insruace. At the end of this course, the student should be able to understand the flow of operations in both life and non-life insurance and will be able to extend the concept. Apart from this, the student should be able to calculate premium, loan, surrender, claim amounts.


Introduction of life insurance: Definition of Insurance-legal Position in India-Principles of a valid contract-special principles of Life insurance structures of a life insurance company-life insurance intermediaries-insurance products and classes-life and General.

Premium and Application-Acceptance: Proposal form-underwriting-role of intermediary in selection-Mortality tables-stages in Premium Calculation-Premium Payment-Non-forfeiture regulations-Revival of Lapsed policies.


Claim Procedures and underwriting practices: Underwriting Process-Identifying, Developing and Evaluating Alternatives-Moral Hazard-Physical Hazard Retention-Implement the Decision-Monitor the Exposure-Claims Notification-Claims Handling –Surveyors and Loss Assessors-Franchise-Arbitration.


Insurance pricing-fundamentals of insurance pricing-pricing objectives-types rating-life insurance Vs. Non-Life insurance pricing identify possible rate classes-measure the statistical significance of possible classes – Rate making entities-pricing of catastrophe events-Excess and Deductible Rating.


Introduction of reinsurance-Reinsurance market structure – trade barriers – The historical development of reinsurance – Purpose and Objectives of reinsurance. The methods of reinsurance – Proportional and non-proportional reinsurances- Catastrophe reinsurance – Reinsurance cost and retention theory (Classical and Pragmatic theories)-Reinsurance accounting –Reinsurance markets.

Reference :
1. Dr. P.K. Gupta, Insurance and Risk Management, Himalaya Publishing House.
2. John R Ingrisano, The Insurance Dictionary, S. Chand & Co., New Delhi (2000).
3. Publications of Insurance Institute of India, Mumbai, on Motor Insurance, Fire Policy Drafting, Marine Underwriting and Miscellaneous (Accident) Insurance.
4. Publications of National Insurance Academy , Pune.
5. Kenneth Black and Harold Skipper, Life and Health Insurance.
6. Insurance and risk management – Gupta R.K
7. Management of insurance companies-Vivek Gupta
8. Seethapathi K and Jawaharlal Insurance Underwiting : A Managerial Perspectives Vol.:1
9. Agarwal and Abhisjek, Reinsurance: Concepts and Cases.


AIM: To inculcate the students with the techniques of Strategic Cost in management.


Costing - Purpose - Utility, Elements of Cost - Cost Sheet - Problems. Designing Cost Systems for Job and Process oriented manufacturing environments. Cost Reduction and Productivity : Cost Reduction value Analysis - Productivity - Value added concepts - Learning curves - quality circles.


Total Cost Management - Managing Process Cost - Managing Production Costs - Managing Delivery Costs - Managing Structural Cost. Target Costing - cost as a source of competitive advantage - Life cycle costing.


Activity Based Costing - Drawbacks of conventional costing - Methodology of ABC - Merits, Demerits, suitability of ABC - Implementation of ABC.Management Control Systems - evaluating Management Control Systems - Engineered, discretionary and committed costs - responsibility centers - Evalution of the performance of different responsibility centers - Problems.


Linear Programming and Regression Analysis - Implications of Linear Programming for cost accountants - Guidelines for Regression Analysis - Applications of Regression Analysis in Cost functions.


Strategic Control systems - Quality, time and cost as competitive weapons.Decentralisation and Transfer Pricing - Organization structure and decentralization - Choices about responsibility centers - Market based and cost based transfer prices - Multi national transfer pricing.


1. Strategic Cost Management - Vijay Govindarajan
2. Management Accounting - Antony
3. Management Accounting: Text, Problem and cases – Khan and Jain,4th Edition, TMH, 2007
4. Management Accounting - Batty
5. Cost Accounting – Horngern


AIM: To enable the students on the principles and practices of developing organizations. The specific areas covered are:


1. Introduction to Organisation Development: Concepts, Nature and Scope of O.D. Historical Perspective of O.D. : Underlying Assumptions & Values

2. Theory and Practice on change and changing : The Nature of Planned Change: The Nature of Client Systems : Group Dynamics, Intergroup Dynamics and Organisations as Systems.


1. Operational Components of O.D: Diagnostic, Action and Process - Maintenance components.


O.D.Interventions : Team Interventions : Inter-group Interventions : Personal, Interpersonal and group process interventions : Comprehensive interventions : Structural Interventions.


Implementation and assessment of O.D.: Implementation conditions for failure and success in O.D. efforts: Assessment of O.D. and change in organisational performance The impact of O.D.


1. Some key considerations and Issues in O.D: Issues in consultant - Client relationship : Mechanistic & Organic systems and contingency approach : The future of O.D. 2. Some Indian experience in O.D

Reference Books:

1. Wendell L.French & Cecil H. Bell,Jr.Organization Development, PHI Fourth edition.
2. French, Bell and Zawacki - Organization Development Theory, Practice and
Research Universal Book Stall, Third Edition.
3. Rosabeth Moss Kanter: The change Masters, Simson & Schaster.


AIM: To educate and develop the management students with the aptitude of Entrepreneurial Qualities.


Entrepreneur - meaning - importance - Qualities, nature types, traits, culture, Similarities and differences between entrepreneur and intrapreneur. Entrepreneurship and economic development - its importance - Role of entrepreneurship - entrepreneurial - environment.


Evolution of entrepreneurs - entrepreneurial promotion: Training and developing motivation: factors - mobility of entrepreneurs - entrepreneurial change - occupational mobility - factors in mobility - Role of consultancy organisations is promoting entrepreneurs - Forms of business for - entrepreneurs.


Project management: Sources of business idea - Project classifications - identifications - formulation and design - feasibility analysis - Preparation of Project Report and presentation. Financial analysis - concept and scope - project cost estimate - operating revenue estimate - Ratio analysis - investment Process - B E analysis - Profit analysis - Social cost benefit analysis - Project Appraisal methods - Project Report preparation.


Project finance: Sources of finance - Institutional finance - Role of IFC, IDBI, ICICI, LIC, SFC, SIPCOT, Commercial Bank - Appraisal of bank for loans. Institutional aids for entrepreneurship development - Role of DICS, SIDCO, NSICS, IRCI, NIDC, SIDBI, SISI, SIPCOT, Entrepreneurial guidance bureau - Approaching Institutions for assistance


Setting small scale industries - location of enterprise - steps in setting SSI unit - Problems of entrepreneurs - Sickness in small industries - reasons and remedies - Incentics and subsidies - Evaluating entrepreneurial performance - Rural entrepreneurship - Women entrepreneurship.


1. Vasanth Desai : Dynamics of Entrepreneurial Development and Management - Himalaya Publishing House.
2. N.P.Srinivasan & G.P. Gupta - Entrepreneurial Development - Sultanchand & Sons.
3. P.Saravanavelu - Entrepreneurship Development Eskapee publications.
4. David L. Bodde, The International Entrepreneur, Prentice Hall of India, New Delhi.



Introduction to Software Projects : Introduction- software projects - software projects versus other types of projects - Projects Management - Requirements specification - An overview of project planning - Project evaluation: Strategic and technical assessment - Risk evaluation - Project Analysis and Technical planning - Software Estimation.


Activity planning : Objectives- Project schedules and activities-Different planning models - Sequencing and Scheduling projects - Network planning model - shortening project duration - Identifying critical activities - Risk Management: Nature of risk-Management risk-Evaluation risk


Resource Allocation: Nature of resources-Resource requirements-Creating Critical path and counting the cost- Monitoring and control: Responsibility-assessing progress-setting cheek points- taking snap shots- collecting data - visualizing progress - Cost monitoring - Priority monitoring - Managing people and organizing teams.


Software Configuration Management: Basic Functions - Responsibilities - Standards - Configuration management - Prototyping - Models of Prototyping - Planning for small projects: Introduction - Some problem with student projects - Content of project plan.


Software maintenance and configuration Management: Maintenance characteristics - Management tasks - Maintenance side effects - Maintenance issues - Configuration Management - Source code metrics - Case study - PRINCE project management.


1. Mike Cotterell, Bob Hughes, "Software project management", Inclination/Thomas Computer press, 1995.
2. Darrel Ince, H.Sharp and M.Woodman, "Introduction to software project management and Quality Assurance", Tata McGraw Hill, 1995.



Data Warehousing: Introduction - Data warehousing overview - Overall Architecture - Data Warehouse Database - Sourcing, Acquisition, Cleanup and Transformation Tools - Meta data - Access Tools - Data Marts - Data Warehouse Administration and Management - Impact of the Web.


Data Mining: What is Data Mining? - What Data Mining is not? - The motivation for data mining - Learning from past mistakes - Measuring Data Mining effectiveness - Discovery versus prediction - Over fitting - State of the industry - Data Mining Methodology.


Data Mining Business Value: Customer Profitability - Customer Acquisition - Cross Selling - Customer retention - Customer Segmentation. Building the Business Case: Introduction - Uncovering the needs for data mining in the company - Defining the business value - The Costs-Build the business case.


Deploying Data Mining for CRM: Define the problem - Define the user - Define the data - Scope the project - Trial - Quality Assurance - Launch - Collecting Customer Data: Introduction - Types of Customer data - Collecting Customer data - Connecting Customer data - privacy and data mining - Guidelines for privacy - Legal issues associated with data mining.


Customer Scoring: Introduction - The process - preparing the data - Integrating scoring with other applications - Optimizing the CRM Process: Introduction - Improved Customer Profitability - Optimized CRM - The Complete loop - Optimal CRM process - Using data mining to optimize CRM process - Optimization techniques - Data Mining tools and CRM tools.


Cases in Data Mining


1. Alex Berson, Stephen Smith, Kurt Thearling, "Building Data Mining Applications fro
CRM", Tata McGraw Hill, 2000.
2. Jaiwei Jan, Micheline Hamber, "Data Mining Techniques", Prentice Hall of India,


Aim: To enable the students to update the Knowledge on technological change and its implications on managerial decision making.

UNIT I Perspectives on Management of Technology

Management of Technology: Description scope, and implications, A business architecture for technology management – “Technology cycle” Approach to technology management – Technological base of the company corporate board and the need for technology analysis.

UNIT II Methodologies Tools and Techniques

Tools for analyzing organizational impacts of new technology forecasting and planning technology – knowledge mapping: A tool for management of technology – Process of developing an R & D Project management – Enterprise engineering in the system age – Managing the “Technology Gradient “ for Global competitiveness.

UNIT III Educating and Learning

Learning Organisation – Knowledge imperative and learning process in technology management – Technical Literacy and the Knowledge imperative – Developing technology managers.

UNIT IV The New Prodcut Process

Managing technology in the substitutions context – A framework for product model and family competition - Process of managing product definitions in software – Prodct platform renewal: Concept to commercialization.

UNIT V Managing Management of Technology

Managing the management of technology process – Managing interfaces – Factors influencing effective integration in technical organsiations – Barrier to implementation of structure for managing technology – Need for interdeisciplinary endeavor and improved functional relationships – Research performance effectiveness and impact – long-term success dimension in technology based organsiations – Measuring the benefits from managing technology.

Text Book

Hand Book of Technology Management, Gerard H Gaynor, McGraw Hill, 1994.

Reference Book:

1. Frederic Betz, Strategic Technolgy Management, McGraw Hill, 1996.
2. David L.Bodde, The International Entrepreneur, Prentice Hall of India, New Delhi.



The Regulations will come into force from the academic year 2007-2008.

1. The Programme : MBA programme will consist of 17 Core subjects, 8 Elective subjects, 1 Project work, 1 Practical course, 2 Internal Practical courses. (vide curriculum structure enclosed) and 2 Comprehensive Viva-voce examinations. The Elective courses may be offered if at at least 10 students from the 60 students in a class in any college choose those courses.

2. Duration

Full Time MBA programme consists of 4 semesters in 2 Academic years.

3. Eligibility for admission: A pass in any degree.

4. Attendance: Students who have secured at least 75% of attendance in a semester or who have obtained condonation of shortage of attendance will be eligible to appear for the examination of that semester. Shortage of attendance up to 10 % may be condoned by the competent authority.

5. Course Continuation

Students who have secured the required attendance as stated para 4, will be permitted to proceed the subsequent semester. Those who fail to secure the requir attendance shall seek readmission into the same semester during the subsequent year.

6. Course Completion

Full Time students shall complete the programme within a period not exceeding 5 years from the date of admission. Part Time students shall complete the programme within 6 years from the date of admission.

7. Continuous Internal Assessment

The performance of students in each subject will be continuously assessed by the respective teachers as per the guidelines. The consolidated internal mark list should be sent to the University by the H.O.D. Concerned.

8. University Examination

University Examination will be held at the end of the each semester for duration of 3 hours for each subject.

9. Passing minimum

There is no passing minimum for Internal Assessment component. The passing minimum for the University Examination is 50% (i.e. 38 out of 75 marks) and the over all passing minimum putting the sessional and university examination marks together will be 50% (i.e. 50 out of 100 marks).
10. Improvement of Internal Assessment performance
The student can be permitted to improve the internal assessment performance in any subject by getting readmission into the course after completing the programme.
11. Classification: Classification of marks will be as follows:

75% of marks and above - I class with DISTINCTION provided the student passes all the papers in First attempt
60% & above but below 75% - I class

50% & above but below 60% - II class

12. Award of Degree

Students who successfully complete the programme within the stipulated period will be awarded the Degree of Master of Business Administration.

13. Rank Certificate

Students who come within the first 10 ranks in the university examination will be issued Rank Certificate on application and on payment of fees. Rank Certificates will be issued to the students who pass all subjects in one attempt.

Summer Project

Full Time students will do a Project work for 6 to 8 weeks at the end of the II semester. A report of the project work should be submitted to the Institute within two months after completing the project work. Thereafter, the students will appear for a Viva voce examination conducted by the faculty guides and an External Examiner. Viva voce examination will be conducted at the end of III semester. Students who fail in the Project work and viva voce examination, or who were absent for the Project viva voce examination or who fail to submit the Project Report before the due date will have to resubmit the Project Report and attend the viva voce examination during the subsequent semester. When a faculty guide is not present on the date of the Viva voce examination the Director will act as the examiner on behalf of the faculty guide. The two examiners will jointly evaluate the Project Report and the Viva voce.
Marks will be awarded as follows:
Internal Assessment: 25 External Assessment: 75

15. The elective courses may be offered if at least 10 students from the 60 students in a class in any college choose those courses.

16. Pattern of question paper: The Pattern will be as follows:

Time :3 Hours Max Marks : 75
PART - A (5 X 6 = 30 Marks)
Answer all questions.
Each answer should not exceed 2 pages (250 words).
1. a or b
2. a or b
3. a or b
4. a or b
5. a or b

PART – B (3 X 10 = 30 Marks)

Answer any three questions
Each answer should not exceed 4 pages. (500 words)

PART – C (1 X 15 = 15 Marks)

11. Case let followed by questions/Application Oriented Problem.


Part A - Contains unit based equal choice questions.
Part B - Contains unit based restricted choice questions.
Part C - Contains no choice question.


• The duration of each semester is 90 working days.

• Each courses will be taught for 4 hours a week including one hour tutorials.

• Students will be actively involved in preparing seminar papers and presenting to the class in emerging areas of concerned subject.

• Teacher will use overhead projectors, computers, and other advanced techniques for teaching.

• Management Practices will be conducted strictly according to the guidelines given the syllabus.

• Importance must be given to case analysis in teaching each course. Students will be motivated to collect case data and write cases.

• Class room teaching will be supplemented by industrial visits and guest lecturers by practicing managers.


• The Internal Assessment for each paper shall be by means of
(a) Written Tests (b) Assignments (c) Seminars.

Twenty five marks allotted for the Internal assessment may be distributed for Written Test, Assignment and Seminars in the ratio of 15:5:5 respectively.
Three tests of 2 hours duration may be conducted for each course/ subject and the best two marks may beconsidered. Students may be asked to submit at pleast two assignments in each. They should also present papers and participate in Seminars conducted for each subject. The marks may be allocated as follows :

Tests : 15 marks
Assignments or Mini Projects or Seminar or Class Participation or : 10 marks
Quizes or Paper Presentation or Article Review.
(The concerned faculty would choose appropriate parenthesis)

• Students will be given two assignments for a total of 5 marks

• There will be group seminars in each course for 5 marks to be assigned to individual

• Conduct of the internal assessment shall be the responsibility of the concerned faculty.

• The Internal assessment marks are to be submitted to the University in the prescribed form to the Director and the Director will send a consolidated list of Internal assessment marks to the university.

• The internal assessment marks obtained by students will be informed to them so that they will get proper feedback on their performance.

• The valued answer papers/assignments should be given to the students after the valuation is over and they should be asked to check up and satisfy themselves about the marks they have scored.

• All mark lists and other records connected with the continuous Internal Assessments should be in the safe custody of the Institute for atleast six months after the assessment.

• Internal Assessment : Appeals for Grievances

If complaints or representations are received regarding the assessment in any written test or assessment, the Director shall call for the connected records and papers and if found necessary, after getting the marks from the faculty concerned, arrange for a fresh assessment of the particular test or assignment by the same/another faculty. If the student still feels not satisfied, he may represent his grievances to the University which shall constitute an Appeals Committee to look into the matter within 10 days from the date of result. Complaints or representations if any regarding internals must be submitted with in 15 days of the receipt of the marks.

• Appeals Committee

The Appeals committee, whenever necessary shall be constituted by the Vice-Chancellor. The Committee will consist of
(a) Director, Bharathiar School of Management & Entrepreneur Development
(b) An Expert from other affiliated colleges of University to be nominated by the

The decision of the Vice-Chancellor on the findings of Appeals Committee shall be

• The External Performance of students will be assessed by end semester examinations conducted by the University. The Answer paper of university examinations will be evaluated according to University rules by the Board of Examiners constituted by the competent authority.

MBA (Full-Time & Residential) Programme
Curriculum Structure

No. Semester Courses Internal External Total
01 I Management Principles and Practice 25 75 100
02 I Organisational Behaviour 25 75 100
03 I Managerial Economics 25 75 100
04 I Financial & Management Accounting 25 75 100
05 I Quantitative Methods for Management 25 75 100
06 I Executive Communication 25 75 100
07 II Operations Management 25 75 100
08 II Marketing Management 25 75 100
09 II Financial Management 25 75 100
10 II Human Resource Management 25 75 100
11 II Quantitative Techniques 25 75 100
12 II Research Methods for Management 25 75 100
13 II Computer Applications in Management 25 75 100
14 II Management Practice I-(Comprehensive Viva-voce) - - -
15 III Business Environment & Ethics 25 75 100
16 III Management Information System 25 75 100
17 III Elective I 25 75 100
18 III Elective II 25 75 100
19 III Elective III 25 75 100
20 III Elective IV 25 75 100
21 III Project Report & Viva 25 75 100
22 IV Strategic Management: Indian & Global Context 25 75 100
23 IV International Business 25 75 100
24 IV Elective V 25 75 100
25 IV Elective VI 25 75 100
26 IV Elective VII 25 75 100
27 IV Elective VIII 25 75 100
28 IV Management Practice II - ( Comprehensive Viva-voce) - - -
Total Marks 650 1950 2600

Elective Courses

No. Semester Group Course
01 III Marketing Promotion Management
02 III Marketing Export Management
03 III Marketing Consumer Behaviour
04 III Marketing Rural Marketing
05 III Finance Financial Services
06 III Finance Equity Research & Portfolio Management
07 III Personnel Human Resource Development
08 III Personnel Managing Interpersonal Effectiveness
09 III General Event Management
10 III Systems Electronic-Commerce
11 III Systems System Analysis & Design
12 III Production Advanced Production Management
13 III Production Integrated Materials Management
14 Quality Management Systems
15 IV Marketing Supply Chain Management
16 IV Marketing Services Marketing
17 IV Marketing Brand Management
18 IV Marketing Distribution Management
19 IV Finance International Financial Management
20 IV Finance Principles of Insurance Management
21 IV Finance Strategic Cost Management
22 IV Personnel Organisational Development
23 IV General Entrepreneurship Development
24 IV Systems Software Project Management
25 IV Systems Data Mining
26 IV production Technology Management
27 Total Productive Maintenance
28 Total Quality Management