MM Institute of Management

Affiliated to Maharishi Markandeshwar University, Mullana

www.mmumullana.org

Students’ Handbook

MBA
(Approved by All India Council for Technical Education)

Important Telephone Numbers:

Dr. Amit Mittal, Principal : 01731 - 304133

Principal Office : 01731 – 304240

Academic Coordinator : 01731 – 304245

Corporate Resource Centre : 01731 – 304243

Dr. Hemant Sharma, Programme Mentor : 9729749062

Dr. Roshan Lal, Anti-Ragging : 9416328775

 MBA Programme
The MBA programme is spread over four semesters (2 years). The details of course
structure are as follows:
Course Structure
Semester I Semester II
CP-101 Management Process and CP- 201 Business Environment
(3 Credits) Organisational Behaviour (3 Credits)
CP- 102 Managerial Economics CP- 202 Operations Research
(3 Credits) (3 Credits)
CP-103 Marketing Management CP- 203 Business Research
(3 Credits) (3 Credits) Methodology
CP- 104 Financial and Management CP- 204 Consumer Behaviour
(3 Credits) Accounting (3 Credits)
CP- 105 Managerial Skills CP- 205 Financial Management
(3 Credits) Development (3 Credits)
CP- 106 Quantitative Methods For CP- 206 Human Resource
(3 Credits) Decision Making (3 Credits) Management
CP- 107 Computer Applications in CP- 207 Operations Management
(3 Credits) Management (3 Credits)
CP- 108 Seminar CP- 208 Functional Viva
(3 Credits) (3 Credits)
OP-101 Communication Skills
(2 Credits)
ST 301 Summer Training (6 Credits)
Semester III Semester IV
CP- 301 Management of Transnational CP- 401 Business Policy and
(3 Credits) Corporations (3 Credits) Strategic Analysis
CP- 302 Entrepreneurship CP- 402 Final Research Project
(3 Credits) (6 Credits)
CP- 303 Corporate Legal Environment (3 Credits) Elective – V (SPL1)
(3 Credits)
(3 Credits) Elective – I (SPL1) (3 Credits) Elective – VI (SPL1)
(3 Credits) Elective – II (SPL1) (3 Credits) Elective – VII (SPL2)
(3 Credits) Elective – III (SPL2) (3 Credits) Elective – VIII (SPL2)
(3 Credits) Elective – IV (SPL2)
OP-301 Business Role Play
(2 Credits)
Electives:
During the second year of the programme, all the participants shall be required to opt for
Eight Elective Courses. Out of the Eight Electives, Four electives have to be selected from
the area of “(SPL1)” specialisation and four from “(SPL2)” specialisation Area. Allocation of
area of specialisation shall be based on the relative performance of the students in the
subjects concerned and subject to a minimum number of students opting for it.

1
 Elective Courses
Marketing Area:
3rd Semester
MM- 301 Supply Chain Management
MM- 302 Retail Management
MM -303 Brand Management
MM- 304 Strategic Marketing
MM-305 International Marketing

4th Semester
MM-401 Direct and E-Marketing
MM -402 Marketing of Services
MM -403 Integrated Marketing Communications
MM -404 Customer Relationship Management
MM-405 Rural and Agricultural Marketing
MM-406 Industrial Marketing

Finance Area:
3rd Semester
FM -301 Foreign Exchange Management
FM- 302 Security Analysis and Portfolio Management
FM -303 Banking and Insurance
FM -304 Working Capital Management
FM -305 International Finance

4th Semester
FM -401 Investment Management
FM -402 Derivatives and Risk Management
FM -403 Financial Management Services
FM -404 Wealth Management
FM -405 Management Control System

Human Resource Area:

3rd Semester
HR -301 Management of Industrial Relations
HR -302 Organisational Change and Development
HR -303 Human Capital and Knowledge Management
HR -304 Manpower Development for Technological Change
HR -305 Global HRM

4th Semester
HR -401 Human Resource Development
HR -402 Managing Interpersonal and Group Dynamics
HR -403 Compensation Management
HR -404 Strategic HRM
HR -405 Manpower Planning and Training & Development
2
Operations Management Area:
3rd Semester
OR -301 Strategic Operations Management
OR -302 Material Management
OR- 303 Purchasing
OR- 304 Inventory Control Systems

4th Semester
OR- 401 Total Quality Management
OR -402 Supply Chain Management + Legislation
OR -403 Operation Research
OR -404 Transportation Management & Logistics
OR-405 ERP

Information Technology Area:

3rd Semester
IT -301 Electronic Commerce
IT -302 Strategic Management of Information Technology
IT -303 Business Process Re-engineering
IT -304 Internet Programming for E-Commerce

4th Semester
IT -401 Software Engineering and Project Management
IT -402 Database Design and Management
IT -403 Distributed Computing & Managing Networks
IT -404 Front End Design Tools

International Business Area:

3rd Semester
IB -301 Global Business Diplomacy and Negotiations
IB -302 Management of International Trade
IB -303 International Tour Report
IB -304 International Marketing
IB -305 International Financial Management
IB -306 Foreign Language (German/ Spanish)

4th Semester
IB -401 Export Import Documentation Programme
IB -402 Risk Management Strategies in Global Business
IB -403 Global Perspective of Industries
IB -404 Regional Specialisations in Global Business
IB -405 Cross Cultural and Global HRM
IB -406 Logistics Management

3
Hospitality Management Area:
3rd semester
HM-301 Introduction to Hospitality
HM-302 Front Office Operation
HM-303 Conference and Event Management
HM-304 Tourism Products Design and Development

4th semester:
HM-401 Travel Agency and Tour operations
HM-402 Food and Beverage Management and Control
HM-403 Airport management
HM-404 Customer Relationship Management

Hospital Management Area:

3rd semester:
MH-301 Management of Medical and Health Services
MH 302 Health Economics
MH 303: Communication for Hospital Managers
MH 304: Marketing of Hospital Services

4th semester:
MH 401: Patient Care Services
MH 402: Hospital Management and Law
MH 403: Hospital Information Systems
MH 404: Hospital Operations Management

Summer Training
After the completion of the second semester (first year) of the MBA programme, all
participants are required to undergo summer training for a period of 6-8 weeks in an
industrial or service organization and take up a project study. Each participant shall be
required to submit a project report to the Institute regarding the work undertaken during
this period, on the commencement of the third semester.

4
CP-101: MANAGEMENT PROCESS AND ORGANISATIONAL
BEHAVIOUR

Objective:

The objective of this course is to develop an understanding of the process of corporate

management and leadership to face challenges in the emerging global business
environment.

Course Outline:

 Nature and scope of management – the process of management.

 Levels of management; management skills; role of managers.
 Approaches to management; classical theory; behavioural school; quantitative
approach; systems approach; contingency approach, culture based approaches etc.
 The planning process, strategic planning and implementation.
 Power, authority and responsibility; delegation and decentralisation.
 Motivation- related with job performance and satisfaction.
 Leadership-nature and dimension; factors governing leadership effectiveness.
 Management in a cross-cultural/international context.
 Individual behaviour, perception, values, attitude and job satisfaction.
 Organizational Behaviour -an Overview, theories and Models; Group behaviour,
understanding work teams; conflict and negotiations. work design; organization
change and stress management
 Control process and reporting system. Designing and managing effective control
system.
 Management in a competitive environment.
 Corporate governance and corporate ethics.

Suggested Readings:
1. Stephen, P. Robbins, Organisation Behaviour, Prentice Hall of India.
2. Stoner, James A.F and Freeman, R. Edward, Management, McGraw –Hill, N.Y.
3. Newman, William H. and Warren, E. Kirby, The Process of Management, Prentice
Hall of India.
4. Mintzberg, H., The Structuring of Organisations, Prentice Hall.
5. Barlett, C.A and Ghoshal, S., Managing Across Borders: The Transnational corporation,
Hutchinson Business.
6. Peters, Tom, and Waterman, R., In Search of Excellence, Harper & Row.
7. Singh , B.P. and Singh, A.K., Modern Management: Text and Cases, Excel Books.
8. Singh, B.P. and Chhabra, T.N., Management: Concept & Practice, Dhanpat Rai &
Sons, Delhi.

5
CP-102: MANAGERIAL ECONOMICS

Objective:

To familiarize students with the theoretical concepts and techniques used in Managerial Economics
so that they can use these inputs in Managerial Decision Making. Emphasis would be laid on
understanding of key economic variables which influence the business operations and the business
environment under which they operate.

Course Contents:

 Introduction
 Nature & Significance of Managerial Economics – Its relation with other functional areas of
management; Role in managerial decision making; Objectives of a firm.
 Demand Analysis – Meaning of demand, types of demand, determinants of demand; Law of
demand; Elasticity of demand; Demand forecasting- its need and various methods of
demand forecasting.
 Theory of Supply- Meaning, law of supply, factors affecting supply, Elasticity of supply.
 Consumer equilibrium-utility and indifference curve approach; Price, income and
substitution effects.
 Production and Cost Analysis – Production function – least cost combination of inputs;
Production function with one variable input, returns to scale, economies and diseconomies
of scale.
 Cost Function Estimation & Limits – Basic cost concepts, accounting costs and economic
costs; Determinants of costs.
 Pricing – Determinants of price, Pricing under different Market Structures (Perfect
Competition, Monopoly, Oligopoly, Monopolistic Competition); Price discrimination,
pricing methods in practice.
 National Income: Concepts and Measurement,
 Monetary and Fiscal Policy.

Suggested Readings:
1. Koutsoyiannis A, Modern Micro-economics, Macmillan Press Ltd., New Delhi.
2. Mithani DM, Managerial Economics, Himalaya Publishing House, New Delhi.
3. Chaturvedi DD, Business Economics (Text & Cases), Galgotia Publications, New
Delhi.
4. Ahuja H.L. Business Economics, S. Chand & Sons, New Delhi.
5. Dingra I.C. Business Economics, Sultan Chand & Sons, New Delhi.
6. Mote V.L., Paul Samuel, Gupta G.S. Managerial Economics, Tata McGraw Hill
Publication
7. Trivedi M.L., Managerial Economics, Tata McGraw Hill Publication
8. Peterson, Lewis, Managerial Economics, Prentice Hall of India, N. Delhi.
9. Salvatore, Managerial Economics in Global Economy, Thomson learning, Bombay.
10. E.F. Brigham and J.L. Pappas, Managerial Economics, Dryden Press, Illinois.
11. (Students are expected to read daily economic and business papers and business
publications. Topical economic and business issues will form an integral part of the
course and class discussions.)

6
CP-103 : MARKETING MANAGEMENT

Objectives:

The purpose of this course is to develop an understanding of the basic concepts of

Marketing and acquire marketing operation related skills for products and services.

Course outline:

 Marketing Concept, Role of Marketing in Corporate & Society; Marketing

Environment.
 Market mix, Strategic marketing planning
 Market Segmentation, Selection Target setting, Positioning
 Market Measurement and forecasting, Marketing Research and Information System.
 Meaning and Importance of Buyer Behaviour, Determinants and consumer
Behaviour
 Buying Decision Process, Industrial Buyer Behaviour
 Product Life Cycle; Product Mix Strategies
 Branding and Packing Decision; New Product Development; Consumer Adoption
Process.
 Pricing Objectives; Price Determinants; Pricing Methods.
 Pricing Policies and Strategies.
 Nature and importance of Distribution channels; Patterns of Distribution Channels,
 Determinants of Channels Design; Determining Intensity of Distribution
 Selecting Motivating and Evaluating Channel Members, Physical Distribution Task
and Approaches.
 Marketing communication Process, Promotion Mix and its Determinants
 Role of Advertising, Sales Promotion and Personal Selling; Promotion Budget.
 Contemporary Issues; Direct Marketing, Marketing of Services, Marketing Research,
 Sales Distribution Management
 Retailing Brand Management, E- Marketing, Customer Relationship Marketing.

Suggested Reading:
1. Kotler, Phillip, Marketing Management: Analysis, Planning and Control, Prentice Hall,
New Delhi.
2. Varshney, R L., Marketing Management: An Indian Perspective, Sultan Chand & Sons.
3. Saxena, Ranjan, Marketing Management, Tata Macgraw Hill, New Delhi.
4. Stanton, William J. and Charles Futnell, Fundamentals of Marketing, MacGraw Hill
International.
5. Rampal, M.K., Cases and Simulation in Marketing, Galgotia Publishing Company,
New Delhi.
6. Ramaswamy, V.S. and Namakumari, S., Marketing Management: Planning,
Implementation & Control, Macmillan India Ltd.

7
CP-104 : FINANCIAL AND MANAGEMENT ACCOUNTING

Objective:

To develop the student‟s understanding of the importance, language and techniques of

accounting. To develop skills for preparation and analysis of financial statements for better
management planning and control. To develop skills for using accounting information for
management decision making

Course Outline:
 Introduction: Importance Of Accounting; Uses And Users Of Accounting
Information; The Scope Of And Inter-Relationship Between Financial, Cost And
Management Accounting;
 Basic Accounting Concepts And Conventions Underlying Preparation Of Financial
Statements;
 Accounting Processes: Basic Accounts, Commonly Used Classification Systems;
Trial Balance And Preparation Of Financial Statements Like Balance Sheet, Profit &
Loss Statement
 Income Measurement: Revenue Recognition And Matching Costs And Revenues;
 Inventory: Basic Classification, Valuation Using Various Methods; Inventories
Under Companies Act; Intangible Assets Accounting;
 Depreciation Accounting; Depreciation, Depletion And Amortization; Depreciation
Methods; Depreciation Under Income Tax Act.
 Liabilities: Basic Classification Between Long Term And Current Liabilities;
Contingent Liabilities; Deferred Tax Liabilities;
 Cash Flow Statements: Meaning; Purpose And Uses; Methods Of Preparation
 Basic Cost Concepts: Introduction; Cost Classification; Allocation, Apportionment;
Cost Centres, Preparation of Cost sheet
 Cost Analysis For Managerial Decisions: Direct Costing, Cost-Volume-Profit
Analysis. Relevant Costs, Pricing, Relevant Fixed Costs And Sunk Costs; Absorption
Costing And Marginal Costing: Meaning, Differences And Methods.
 Cost Analysis For Control: Standard Costing: Meaning, Suitability, Limitations;
Generation And Revision Of Standards;
 Budgeting And Control: Meaning, Objectives, Merits and Limitations, Elements Of
Budgeting; Zero Base Budgets

Suggested Readings:
1. Bhattacharya, S. K. And Dearden, J., Accounting For Management, Vikas Publishing
House
2. Anthony & Reece, Accounting Principles, Irwin Publishers
3. Horngren, C. T., Foster, G. And Datar, S. M., Management Accounting, Prentice Hall
4. Tulsian, P. C., Financial Accounting, Pearson Publishing

8
CP-105 : MANAGERIAL SKILLS DEVELOPMENT

Objective:
The main objective of this course is to develop student‟s overall personality & how the
faculty will act as a facilitator so as to promote/ improve individual‟s skills and group
performance.

Course Outline:

 Attitude: Concept and steps to build a positive attitude; Win-Win Attitude, Winning
strategies; Writing to win: setting personal objectives.
 Motivation: Self esteem; steps to build a positive self esteem; understanding human
motivation.
 Team Work: Creating an open and trusting environment; Stress-management; Time
management; obtaining a decision. Influencing groups, Leadership, ensuring
dynamic leadership; Team writing.
 Communication skills: Process of communication, channels and networks of
communication, Barriers to effective communication, forms of business
communication, design for effective communication in an interview, questions
related to facing an interview, and common interview situations; asking right
questions.
 Interpersonal skills: Building a positive personality.
 Presentations: clarifying objectives, delivering presentations and handling
audiences; building confidence.
 Report writing and group discussion management
 Reading skills: Types of reading, Techniques of reading.

Suggested Readings:
1. Richard Storey, The Art of persuasive communication, Gower Publishing Ltd.,
England.
2. Ritch Sorenson and Grace Kennedy, Business & Management Communication,
Prentice Hall, New Jersey.
3. Sushil Bhal, Business Communication
Today, Response Books a Division of Sage
a. Publications.
4. Patricia Hayes Andrews Richard T. Merschel, Organisational Communication, AITBS
Publishers & Distributors, Delhi.
5. Dalmar Fisher, Communication in organizations, Jaico Publication House.
6. Petett & Lesikar, Business communication. McGraw-Hill's
7. Petett & Lesikar, Essential of Business Communication , McGraw-Hill's.
8. Bowman, Joel and Branchaw, Bernadine P. “Business Communication: From Process
to Product”. 1987. Dryden Press, Chicago.
9. Hatch, Richard, “Communicating in Business”. 1977 Science Research Associates,
Chicago.
10. Murphy, Herta A and Peck, Charrles E. “ Effective Business communication”. 2nd ed.
1976. Tata McGraw Hill, New Delhi.
11. Pearce, C Gienn etc. “Business Communication: Principles and Applications” 2nd ed.
1988. John Wiley, New York.
12. Treece, Maira, “Successful Business Communications” 3rd ed. 1987. Allyn and Bacon9
Boston.
CP-106 : QUANTITATIVE METHODS FOR DECISION MAKING

Objective:

The objective of this course is to provide a theoretical framework as well as business

applications of various quantitative methods to decision making:

Course Outline:

 Arranging data to convey meaning; constructing frequency distribution.

 Measure of central tendency and dispersion in frequency distribution.
 History and relevance of probability theory; basic concepts in probability and
probability rules.
 Probability distribution - Normal, Binomial and Poisson; choosing the correct
probability distribution.
 Sampling and sampling distribution: random sampling, various sampling plans;
relationship between sample size and standard error.
 Testing hypothesis; basic concepts, hypothesis testing of means of samples with
population standard deviation known, and power of a hypothesis test.
 Hypothesis testing of proportions and means under different conditions
 Chi - square test and analysis of variance.
 Simple regression.
 Correlation analysis.
 Introduction to time series, variations in time series and trend analysis.
 Applications of time series to forecasting.
 Index number: definition, unweighted and weighted aggregate indices, quantity and
value indices.
 Statistical Package for Social Sciences (SPSS).

Suggested Readings:
1. Levin, R., and Rubbin, D., Statistics for Management, Prentice Hall , New Delhi.
2. Hoel . P. G., Statistics as applied to Business and Economics, Wiley, New York.
3. Kazamier, Statistics as applied to Business, McGraw Hill, New York.
4. Hoel. P.G., Calculus as applied to Business and Economic, John Wiley & Sons, New
York.
5. Hooda R.P., Statistics for Business and Economics, Macmillan India, New Delhi
6. Bhardwaj R.S., Math for Business and Economics, Excel, New Delhi

10
CP-107 : COMPUTER APPLICATION IN MANAGEMENT

Objective:

The objective of this course is to acquaint the management students about the computing
resources of an organisation and their usage to enhance their personal efficiency so that
they can contribute efficiently towards the organisational effectiveness.

Course Outline:

 Introduction: Purpose & meaning of data, information and knowledge for business
organisations. Information technology its definition, scope and related technologies.
Relationship of information technology with management.
 Computing Resources of the Organisation:
a. Hardware: General modal of a digital computer - concepts of motherboard, bus,
microprocessor, different types of memory, adaptor cards and I/O devices. Disk
concepts – formatting, booting, partitioning, FAT and directory. Latest trends in
hardware.
b. Software: Classification of software - Systems & Application Software. Systems
Software - Operating System, assembler, compiler and interpreter, drivers &
communication software. Application Software – General purpose, integrated
and special purpose application packages for business, DBMS & RDBMS and
ERP packages. Latest trends in software.
 Computing Environment for Business: Organising computing resources of an
organisation - centralisation versus decentralisation. Single user,
multiprogramming & timesharing concepts. Organising transaction processing -
batch and real time processing. Enterprise-wide Computing - fundamentals of
networking, client-server environment.
 Internet as a Business Resource: Structure of Internet. Connectivity methods.
Internet services – E-mail, WWW, Mailing List, Usenet, FTP, Telnet, Chatting,
Conferencing, telephony; their applications in business.
 Computer Security: Physical and logical security of data at individual PC level -
virus management.
 Hands on Practice: Internet, Windows 2000 and Office 2000.

Suggested Readings:
Peter Norton, Introduction to Computers, Tata McGraw Hill.
Peter Norton, Inside the PC, Techmedia. Tata McGraw Hill.
Young: Internet Complete Reference, Tata McGraw Hill.

11
 MBA

SECOND SEMESTER

12
CP-201 : BUSINESS ENVIRONMENT

Objective:
The main objective of this paper is to acquaint students about the emerging trends in
business environment.

Course Outline:

 Nature, Components and determinants of Business Environment , dynamics of

Business Environment, Key Indicators.
 Risk in Business Environment, Assessing Business Environment Country risk and
Political Risk
 Current state of Business Environment in India
 Economics reforms- Liberalisation, Privatisation, Globalisation.
 Industrial Policy and Industrialisation Trends.
 Public Enterprise reforms- Disinvestment Programmes, Competitive Environment,
Financial Environment.
 Indian Current Balance of Payment Position.
 Globalisation trends, trade reforms and trends
 Nature and operation of Multilateral Economics Institutions, World Bank, WTO,
IMF and their Impact on Indian Business Environment
 Government and Business
 Business ethics and economic offences

Suggested Readings:
1. Shapiro E, Macroeconomic Analysis, Galgotia Publications, New Delhi.
2. Rangarajan C and Dholakia B.H, Principles of Macroeconomics, Tata McGraw-Hill.
3. Misra & Puri, Economic Environment of Business, Himalaya Publishing House.
4. D.N. Diwedi, Macro Economics, Theory & Practice, Tata McGraw Hill

13
CP-202: OPERATIONS RESEARCH

Objective:

This course aims at familiarizing the students with basic quantitative tools and techniques,
which are frequently applied to business decision-making:

Course Outline:

 Operations Research: Overview and History; techniques and tools of O.R. for
optimisation; Application of O.R. to various functions of management; limitations
of O.R.
 Linear programming (LP): formulation of LP problems and graphical analysis and
solutions.
 Simplex solutions of LP problems.
 Sensitivity analysis.
 Applications of linear programming.
 Transportation problem: basic feasible solution; MODI method, stepping stone
method and unbalanced problem.
 Degeneracy and maximization in transportation problems.
 Assignment problem: solution of an assignment problem; unbalanced assignment
problem and maximization in an assignment problem.
 Decision Theory: pay-off table, regret table and decision tree.
 Simulation: introduction; reasons for using simulation; limitations of simulation;
steps in simulation process.
 Applications of simulation.
 Game Theory.
 Graphical solutions in game theory.
 Querying theory: General structure & operating characteristics, QT Models:
Poisson- exponential, single server model- infinite population.
 PERT / CPM

Suggested Readings:
1. Sharma J.K., Operations Research: Theory and Applications, Macmillan India, New
Delhi
2. Vohra N.D., Quantitative Techniques in Management, Tata McGraw Hill.
3. Riggs, J.L., Production Systems, Wiley & Sons, New York.
4. Taha, H.A., Operations Research: Introduction, Macmillan, New York.
5. Wagner, H.M., Principle of Operations Research, Prentice Hall, New Jersey.
6. Ackoff, R.L. and Sasini, M. W., Fundamentals of Operations Research, Wiley & Sons,
New York.

14
CP -203 : BUSINESS RESEARCH METHODOLOGY

Objective:

The objective of this course is to provide an insight into the scope and extent of application
of Business Research as an information providing activity for management decision-
making and to equip the students with the basic understanding of the research
methodology and forecasting techniques.

Course Outline:
 Nature and Scope of Business Research.
 Problem Formulation and Statement of Research Objectives.
 Value and cost of information.
 Organization structure of Business Research.
 Business Research Process.
 Sample Design.
 Fieldwork and tabulation of data.
 Basic techniques for Analysis of data.
 Advance techniques for data analysis: Discriminant analysis, Factor analysis,
Conjoint analysis.
 Business Research Applications in Management Functions.
 Ethical issues in Business Research.
 Nature and types of Research: Specifying a problem for research in Business,
Planning and Organizing Research.
 Techniques of Data Collection.
 Writing the Research Report.
 Introduction to Forecasting, short term and long term Forecasting.
 Overview of Forecasting Techniques: Historical Analogy Method, Executive
Opinion
 Method, Survey Opinion Method, Barometric Techniques, Regression Analysis,
Time
 Series Analysis, Exponential Smoothing, Input-Output Models.

Suggested Readings:
1. Luck, D.J. and Rubin, R.S., Marketing Research, Prentice Hall of India.
2. Mentzer, J.T. and Bienstock, C.C., Sales Forecasting Management, Sage Publications.
3. Boyd, H.W. and Westfall, R., Marketing Research: Text and Cases, Richard D. Irwin.
4. Brown, F.E., Marketing Research, New York, Addison Wesley.
5. Burns, Alvin.C. and Bush, Ronald.F., Marketing Research, Engelwoods Cliffs, New
Jersey, Prentice Hall Inc.
6. Tull,D.S. and Hawkins, D.I., Marketing Research: Measurement and Methods, Prentice
Hall of India.
7. Beri, G.C., Marketing Research, Tata McGraw Hill.

15
CP-204: CONSUMER BEHAVIOUR

Objective:

The objective of this course is to bring up the hidden issues of Consumer Behaviour to horn
the skills of effective decision-making in the students.

Course Outline:

 Introduction to Consumer Behaviour.

 Managerial Applications areas of Consumer Behaviour concepts.
 Purchasing Patterns.
 Involvement and Perception.
 Behavioural Learning.
 Motivation and Affects.
 Consumer Motivation and effects.
 Personality and Psychographics.
 Believes, Attitudes and Behaviour.
 Attitude Belief and Behaviour change.
 Persuasive Communication.
 Culture.
 Sub Culture and Cross Culture.
 Influence of Family and Social Class on Consumer Behaviour.
 Group Dyadic and Diffusion process.
 Consumption and Post Consumption Behaviour.

Suggested Readings:
1. Schiffman and Kanuk, Consumer Behaviour, PHI, New Delhi.
2. Louden Della Bitta, Consumer Behaviour McGraw Hill.
3. Engel, Blackwell and Miniard, Consumer Behaviour, Chicago Dryden Press.
4. K.K. Shrivastava – Consumer Behaviour in Indian context, Khandai, Sujaja

16
CP-205 : FINANCIAL MANAGEMENT

Objective:
To Understand How The Company Takes The Major Decisions About Investments And
Financing Of The Business

Course Outline:

 Introduction: Scope, Functions And Objectives Of Financial Management; financial

Goal – Profit Vs. Wealth, Conflict Of Goal – Agency Problem
 Financial Statement Analysis: Uses, Trend Analysis, Horizontal And Vertical
Analysis, Comparative Analysis, Ratios: Liquidity, Activity, Financial Structure,
Profitability And Share Investment Ratios; Du-Pont ROI Model.
 Time Value Of Money: Concept Of Value & Return, Compound Value & Present
Value Of
A Lump Sum And Of An Annuity
 Long Term Investment Decisions: Introduction To Capital Budgeting, Investment
Evaluation Criteria – Net Present Value, Internal Rate Of Return, Profitability Index,
Payback Period, Discounted Payback Period & Accounting Rate Of Return, NPV Vs.
Other Methods
 Cost Of Capital Estimation: Cost Of Retained Earning, Debt, Preference Share
Capital,
Equity – Dividend Growth Model & Capital Asset Pricing Model, Weighted
Average Cost of Capital & Marginal Cost Of Capital
 Financing Decisions: Leverages – Operating Leverage, Financial Leverage &
Combined Leverage, Impact Of Leverages On Risk.
 Capital Structure Determination: Modillion-Miller (MM) Approach & Traditional
Approach, Features Of An Appropriate Capital Structure, Determinants Of The
Capital Structure, Designing Of Capital Structure In Practice, Empirical Evidence.
 Working Capital Management: Introduction To Working Capital Management, Needs &
Determinants of Working Capital, Estimation Of Working Capital, Introduction To
Working Capital Finance, Regulation Of Bank Finance; Receivables Management
Techniques, Analysis of Investment In Receivables; Inventory Management
Techniques and Cash Management Techniques.
 Sources of finance.

Suggested Readings:
1. Damodaran, A., Corporate Finance, J Wiley
2. Pandey, I.M., Financial Management, Vikas Publishing House
3. Chandra, P., Financial Management, Tata McGraw-Hill
4. Brealey, R., & Myers, S.C., Principles of Corporate Finance, Tata McGraw -Hill
5. Van Horne, J.C., Financial Management And Policy, Pearson Education

17
CP-206 : HUMAN RESOURCE MANAGEMENT

Objectives :

In a complex world of industry and business, organizational efficiency is largely dependent

on the contribution made by the members of the organization. The objectives of this course
is to sensitize students to the various facets of managing people and to create an
understanding of the various policies and practices of human resource management

Course Outline :

 Concepts, structure and Perspectives of HRM

 Human Resource Planning: Concepts and Techniques of Planning
 Job analysis and Job designing
 Recruitment process: Model and internal and external recruitment process
 Selection process
 Induction and Socialization
 Training and Development: Concepts, Principles of learning
 On-the job and Off-the job methods
 Performance appraisal and Potential Evaluation
 Job Evaluation and Wage Determination
 Employee Welfare
 Industrial Relations and Trade Unions
 Grievance Management
 Discipline Management
 Changing the nature of Workforce

Suggested Readings:
1. Aswathappa, K. Human Resource and Personnel Management, Tata McGraw Hill, New
Delhi.
2. De Cenzo, D A Human Resource Management, New York John Wiley
3. Chadha, N.K. Human Resource Management, Friends Publishers.
4. Holloway, J. Ed. Performance Measurement and Evaluation, Sage, New Delhi.
5. Legge, K. Human Resource Management, McMillan Business, London.
6. Rao, VSP HRM text and Cases, Excel books, New Delhi.
7. Stone , Lloyed and Leslie W. Rue. Human Resource and Personnel Management,
Richard D. Irwin, Illinois.

18
CP-207 : OPERATIONS MANAGEMENT

Objective:

The objective of this course is to familiarize the student with the basics of Production and
Operations Management. This function is concerned with production of goods and
providing services in cost-effective manner in accordance with the existing and perceived
demand for the existing and potential customers.

Course Outline:

 The production function and the organization; goods and services; and
production/operations strategy.
 Designing products and services.
 Variety and value engineering.
 Production processes: job design and manufacturing systems.
 Job, batch, mass and continuous production methods and assembly line
balancing.
 Method study, work measurement and job standards.
 Plant location.
 Layout planning.
 Plant capacity, equipment selection and maintenance of facilities and
equipments.
 Production planning and control: forecasting.
 Aggregate planning, scheduling systems and capacity management.
 Project management: Gantt Charts, Histogram and PERT/CPM.
 Inventory control: reorder system, periodic system, price discount and safety
stock.
 JIT, MRP-1 and MRP - II.
 Quality Control, SQC: P Chart, R-Chart and C-Chart.
 Quality Assurance: Acceptance sampling. Reliability and Safety.

Suggested Readings:
1. Martinich Joseph S., Production and Operations Management: An Applied Modern
Approach, John Wiley, Singapore.
2. Adam, E.E. and Ebert, R. J., Production and Operations Management, PHI, New Delhi.
3. Slack, N., Chanmbers, Harland & Johnston, Operations Management, Pitman
Publishing, London.
4. Buffa, E.S. and Sarin, R.K., Modern Production/Operations Management, John Wiley &
Sons, Singapore.
5. Chase, R.B. and Aquilano, N.J., Production and Operation Management, Irwin,
London

19
 MBA

THIRD SEMESTER

20
CP 301: MANAGEMENT OF TRANSNATIONAL CORPORATIONS

Objective:

This course is designed to provide an in-depth understanding of the management

challenges in transnational operations in the dynamic global business arena.

Course Outline:

 Overview of the evolving global business environment.

 New economic system, WTO, positive returns, IPRs Patent and Copyright regimes.
 World of mega corporations, specialized SMEs and information/knowledge based
dot. com companies.
 The nature of networked global business operations.
 Management challenges and opportunities in the global business arena.
 Balancing the global-local Resources, technology-human mix.
 Global strategic perceptions of TNCs.
 Global-local mix for customers.
 Cultural and ethical issues in transnational operations.
 Structure of control issue in the operation.
 Case studies and class presentations.

Suggested Readings:
1. Drucker, Peter F., The New Realities, Mandrain Paperbacks, London.
2. McRae, Harmish, The World in 2020, Harvard Business School Press, Boston.
3. Arthor, Brian W., Increasing Returns and the New World of Business, Harvard Business
Review.
4. Sindhwani, T.N., The Global Business Game-A Strategic Perspective, Macmillan India
Ltd., New Delhi.
5. Ved Bhusran Sen, Vision 2020 Business Today (Nov. 22-Dec.6, 1996) New Delhi.
6. Bartlett, Christopher A, and Sumantra Ghoshal, Managing Cross Borders, Harvard
Business School Press, Boston.
7. Dymsza, William A., Multinational Business Strategy, McGraw-Hill N.Y.
8. Ramu, Shiva S., International Business - Governance Structure , Wheeler Publishing,
New Delhi.

The list of cases and specific reference including recent articles will be announced in the class at the
time of launching of the course.

21
CP 302 : ENTREPRENEURSHIP

Objective:

The objective of this course is to develop a basic understanding of the entrepreneurial

development and the process of setting up of new ventures and their management.

Course Outline:

 Entrepreneur and Entrepreneurship: concepts; role, attitude, values and

characteristics of an entrepreneur. Entrepreneurial motivation.
 Entrepreneurship: its need, growth and barriers to the growth of entrepreneurship.
 Innovation and entrepreneurship. Entrepreneurship process
 Institutional support system for the growth of SMEs and Entrepreneurship
Development Programmes.
 Steps in setting up a new venture: business idea generation and entrepreneur-
product match. Development of business plan and project feasibility report.
 Forms of business organizations and ownership structure.
 Market assessment, marketing problems and marketing strategies for new ventures.
 Capacity planning for new enterprises.
 Choice of technology, production system planning and quality management.
Estimating the investment in plant & machinery for new business enterprises.
 Layout planning and planning for other physical resources and buildings and land.
Location considerations for new enterprises.
 Organization structure and manpower planning, Project implementation schedule.
 Inventory considerations and assessment of working capital requirements.
Estimates of project cost, means of finance.
 Techno-economic feasibility analysis: profitability, ratio analysis and break-even
point. Cost benefit analysis. Project appraisal and arranging complete financial tie-
up for new enterprises.
 Franchising: definition, selection, franchise relationship and master franchise.
 Entrepreneurial buying: seller‟s motives, selection & evaluation, price fixation for
target buying, and buying for expansion.
 Growth strategies for SMEs and industrial sickness.

Suggested Readings:
1. S.S.Khanka, Entrepreneurial Development (Text Book), S Chand & Co.
2. Schempter, Entrepreneurship & Economic Development, Pergamon Journals Ltd.
3. Joy P.K., Total Project Management; The Indian Context, MacMillan India Ltd.
4. Tandon B.C., Environment & Entrepreneur, Chand Publications.
5. Nicholas Siropolis, Entrepreneurship & Small Business, Houghton Mifflin (T)

22
CP-303: CORPORATE LEGAL ENVIRONMENT

Objective:

The objective of this course is to familiarise the students with the basics of legal
environment of business, the evolution of legal system and the sources of commercial law
as well as the issue in corporate legal governance in India with a stress on application of
law on business transactions with reference to the case laws.

Course Outline:

 Evolution of legal system and sources of business law, Business Legislation's social
responsibilities of business.
 Indian Contract Act, 1872: Meaning and Nature of Contract, Essential Elements of
a Valid Contract, Flaws in Contract, Void Agreements.
 Quasi contracts, Discharge of Contracts, Remedies for Breach, Contract of Indemnity
and Guarantee.
 Law relating to Bailment, Pledge and Agency.
 Sale of Goods Act, 1930: Contract of Sale and Agreement to Sell, Conditions &
Warranties, Doctrine of "Caveat Emptor", "Resperit Demino" and "Nemo Dat Quod
Non Habet", Transfer of Title by Non-owners, Unpaid Seller, Auction Sale.
 Negotiable Instruments Act, 1881: Definition & Characteristics, Kinds of Negotiable
Instruments, Liability of Banker, Endorsement, Crossing of Cheques
 Holder & Holder in Due Course, Maturity, Discharge, Dishonour of Cheques
including special provisions of Section 138to 142 under the Negotiable Instruments
Act, 1881.
 Consumer Protection Act, 1986: Objects, Definitions of Important Terms, Consumer,
Redressal Machinery Jurisdiction and Remedies.
 Partnership Act, 1932: Definition & Types of partnership, rights & duties of
partners, implied authority of partners, minor‟s position as a partner, dissolution of
partnership.
 Companies Act, 1956: Company - Meaning and Characteristics, Kinds of
Companies and Formation of a Company.
 Company Management & Board Meetings.
 Company Meetings
 Winding up of Companies
 SEBI Act, 1992: Important Features & Definitions, Establishment and Incorporation
of Board, Functions, Guidelines for Public Issue, Right Issue & Bonus Issue.
 Seminar / Presentations.

Suggested Readings:
1. Avtar Singh, Company Law, Eastern Book Co, Lucknow.
2. Ghosh & Kapoor, Business Policy and Environment, Sultan Chand & Sons, New Delhi.
3. Goel Rohini, Mercantile Law (2003), Taxman Allied Service Pvt. Ltd., New Delhi
4. Khurana , Ajit and Chandhok (2007), Business Legislations, S Dinesh & Co,
Jalandhar
5. Kapoor, N.D., Elements of Mercantile Law, Sultan Chand & Sons, New Delhi.
6. Taxmann's, Corporate Laws, Taxmann Allied Service Pvt. Ltd., New Delhi.
7. Bare acts relevant to the respective laws. 23
ELECTIVES IN THE AREA OF MARKETING -3rd SEMESTER

MM-301 : SUPPLY CHAIN MANAGEMENT

Objective:

The objective of this course is to acquaint the students with the concepts, which are helpful
in understanding and appreciating selling and distribution processes and the skill set
associated with them.

Course Outline:

 An introduction to Sales Management, The Sales Perspective and Future challenges

 The Art of Persuasion, Prospecting & planning the sale.
 Nature, Scope & Importance, setting up of Sales Organization.
 Functions of Sales Organizations
 Recruitment & Selection of sales Force, Developing & Conducting Sales Training.
 Designing & Administering Compensation Plans for sales Force,
 Supervision & Motivation of Sales Personnel.
 Sales Meetings & Sales Contests,
 Designing Territories & allocating Sales targets.
 Sales Evaluation, Sales Costs Analysis, Forecasting Sales.
 Comprehensive analysis of the different steps involved in the Selling Process,
 Overview of Marketing Channels, Structure of Channels.
 Functions & Relationships of Marketing Channels
 Channel Intermediaries & evaluation of intermediaries performance.
 Logistics of Distribution & Cost Effectiveness.
 Managing Marketing Channels.

Suggested Readings:

1. Geoffrey Lancaster & David Jobber Selling and Sales Management, Macmillan India
Limited.
2. Anderson, R., Joseph Hair, Jr., Alan Bush, Professional Sales Management, Prentice
Hall Inc.
3. Buskirk, R.H. and Stanton, W.J., Management of sales force, Mcgraw- Hill
4. Peter Thomson Sell your way to the Top, Excel Books
5. Richard D.Irwin.Dalry D.J., Sales Management: concept and cases, John Wiley.
6. Ramachandran, S. and Ramanan, C.V., Distribution and Sales Management, Allied
Publishers Pvt. Ltd.

24
MM-302 : RETAIL MANAGEMENT
Objective:

This course builds the foundation by introducing the basic concepts in retailing and
understanding its relationship with respect to marketing mix. It will also provide an
overview of the different cases (Indian & Global) to equip students with the practical
aspects of retailing.

Course Outline:
 Introduction to retailing
 Introduction to retail marketing
 Consumer Behaviour & retail operations
 The management of service and quality retailing
 The retail marketing mix: Product
 The retail marketing mix: Place
 The retail marketing mix: Price
 The retail marketing mix: Promotion
 Merchandise management
 Methods and approaches to retail marketing planning
 Retail location structure and decision
 The management of retail brand
 The applications of IT to retain marketing
 Consumerism & Ethics in retailing
 International retailing
 The future of retailing

Suggested Readings:
1. D. Gilbert, Retail Marketing Management; Prentice Hall
2. Vedamani, G.Gibson, Retail Management: Functional Principles & Practices; Jaico
Publishers
3. Lucas; Bush & Gresham, Retailing; All India Publishers
4. Berman & Evans, Retail Management; Prentice Hall
5. Newman, Andrew J & Cullen, Peter; Retailing: Environment & Operations; Vikas
Publishers

25
MM-303 : BRAND MANAGEMENT

Objective:

The objective of this course is to impart in depth knowledge to the students regarding the
theory and practice of product and brand management.

Course Outline:

 Introduction to product management: Product concept, product levels , product life

cycle ,Product mix and product line decisions
 New product planning and development, marketing mix decisions for the new
product.
 Product positioning, Product diversification and simplification
 Understanding Brands: Concept of brand, Evolution of brands, brand perspective
Anatomy of a brand.
 Competition and brand, brand power.
 Value addition from branding, building strong brands.
 Concept of brand equity: Defining Brand equity, drivers of brand equity – brand
awareness, brand loyalty, perceived quality and brand association.
 Brand Customer Relationship, brand loyalty and customer loyalty, loyalty
segmentation, concept of relationship marketing.
 Brand Identity system: Brand identity perspectives, structure, six facets of identity.
 Brand Image, Brand Personality
 Positioning of brands, benefits, methods of positioning, elements of positioning,
successful and unsuccessful positioning.
 Leveraging the brand: Line extension and brand extension.
 Advertising and brand building.
 Managing brands: Stages of concept management.
 Brand Revitalization.
 Branding Strategies

Suggested Readings:
1. Aaker, David A, Managing Brand Equity, Free Press, New York.
2. Chwley, Don., Understanding Brands, Kogan Page, London.
3. Kapferer, J. N., Strategic Brand Management, Free Press, London.
4. Aaker, David A., Building Strong Brands, Free press, New York.
5. Majumdar, Ramanuj, Product Management in India ,PHI.

26
MM-304 : STRATEGIC MARKETING

Objective:

The basic objective of this course is to develop skills for analysing business opportunities
and design appropriate competitive marketing strategies for higher market share.

Course Outline:

 Strategic Market Management: An effective tool for Business Planning.

 Scanning the environment for Strategy formulation, Marketing Auditing, Segmental,
Productivity and Ratio analysis.
 Researching the Markets and Customer base for existing and new businesses.
 Market Segmentation, Targeting and Positioning.
 Strategic Models & Situation Analysis: Core Competencies, Analysing the Product
Portfolio, Generic strategies for leaders, followers, challengers and nichers.
 Competitive Strategies
 Developing Competitive Information System (CIS).
 Product strategies
 Pricing policies
 Promotional strategies
 Distribution plan
 Understanding Different Organizational approaches to Business Development:
Organic Growth, Acquisition, Alliance, Management Buyout, Diversification.
 Formulating strategies for sustainable competitive advantage in existing and new
businesses.
 Implementing and Managing Strategic Marketing.
 Controlling the Competitive Strategies.
 New Dimensions in Strategic Marketing

Suggested Readings:
1. Aaker, D.A., Strategic Market Management, John Wiley & Sons.
2. Buzzell, R.D. and Gale, B.T., The PIMS Principles: Linking Strategy to Performance,
New York, Free Press.
3. Cravens, D.W., Strategic Marketing, Irwin.
4. Wilson, R.M.S. and Gilligan, C., Strategic Marketing Management: Planning,
Implementation and Control, Butterworth-Heinemann.
5. Levitt, T., Marketing Myopia, Harvard Business Review.
6. Ohmae, K., The Mind of the Strategist, Penguin Books, New York
7. Porter, M.E., Competitive Strategy, The Free Press, New York.
8. Porter, M.E., Competitive Advantage, The Free Press, New York.

27
MM-305 : INTERNATIONAL MARKETING
Objective:

The course aims to understand the differences and similarities between International
marketing and domestic marketing. The emphasis is upon understanding and application
of the tools, techniques and methodologies of assessing the different situations related to
International marketing.

Course Outline:
 Introduction: Forces and concepts of International Marketing
 Economic and political environment
 Consumer behaviour: Cultural and social factors and International marketing
 International Market Research
 Market Opportunity analysis
 Standardisation concepts
 Adaptation concepts
 Pricing policy
 Promotional & distribution strategies in the International market
 Issues related to people, process and technology in International marketing context
 The Entry strategy: Joint venture & Franchising
 Merger & Acquisitions
 International Marketing strategies
 International Marketing Planning
 Exporting
 The Internet & International Marketing

Suggested Readings:
1. Chee, H, and Harris, R., „Global Marketing Strategy’; Pitman Publishing.
2. Keegan W., ‘Global Marketing Management’; Prentice Hall.
3. Fifield, P., & Lewis, K., ‘Global Marketing Strategy 1997-1998’ Chartered Institute of
Marketing.
4. Doole, Isobel & Lowe, Robin, International Marketing Strategy, Business Press.
5. Cherunilam, Francis, International Marketing, Himalaya Publishing House.
6. Jain, Subhash C, International Marketing Management, CBS publishers.
7. Shaw, John J & Onkvisit, Sak, International Marketing, Prentice Hall.

28
ELECTIVES IN THE AREA OF FINANCE-3rd SEMESTER

FM 301: FOREIGN EXCHANGE MANAGEMENT

Objective:

To Impart Skills To The Students To Understand The Art And The Science Of Investment
Management And By Using Skills Learned To Successfully Create And Manage Investment
Portfolio.

Course Outline:

 Foreign Exchange Markets: Meaning, Types and Transactions existing in various

Foreign Exchange Markets.
 Exchange Rates: Meaning and Quotation of Foreign Exchange Rates. Various Types
of Rates, Exchange Spread, Official and Free Market Rates, Cross Currency Rates.
Forward Rates and Quoting of Forward Rates.
 Organisation of Foreign Exchange Markets: Meaning and Structure Meaning of
Currency and Procedures of Currency Futures, Currency Options and Currency
Swaps.
 Corporate Exposure Management: Meaning and Foreign Exchange Risk.
Alternatives Strategies for Exposure Management, Exposure Management
Techniques, Organisation, Functioning, Parameters and Constraints.
 Economic Fundamentals: Various Economic Fundamentals Affecting the existence
and working of Foreign Exchange Markets. Financial and Socio-Political Factors of
Foreign Exchange Markets.
 Technical Analysis: Analysis in Foreign Exchange Markets, Tax Treatment of
Foreign Exchange Gains and Losses.

Suggested Readings:
1. Aliber,R.Z. Exchange Risk and Corporate International Finance.London,Macmillan,1978
2. Shapiro,A.C. International Financial Management, Boston, Allyn and Bacon,1979
3. Sutton,W.H.Trading in Currency Options, New York Institute of Finance,1987
4. Luca Cornelius Trading in the Global Currency Markets, N.J. Prentice Hall, 1995.
5. Bhalla,V.K. International Financial Management.2nd ed New Delhi,Anmol

29
FM-302: SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT

Objectives:

The objective of this course is to impart knowledge to students regarding the theory and
practice of Security Analysis and Portfolio Management.

Course Outline:

 Investment-return and risk,

 Operations of Indian Stock Market, New Issue Market, Listing of Securities, OTCEI
 Mechanics of investing, markets and brokers, investment companies,
 Market indices and return.
 Investment alternatives, valuation theories of fixed and variable income securities
 Fundamental and technical approach,
 Efficient market theory,
 Risk & return determination of a portfolio
 Markowitz portfolio theory,
 Sharpe simple index model
 capital market line, CAPM, characteristics line,
 Portfolio revision- meaning, need and constraints,
 Formula plan, constant-dollar-value plan,
 Constant ratio plan, variable ratio plan,
 Portfolio performance evaluation,
 Risk Adjusted performance measures

Suggested Readings:
1. Pandian, Security Analysis and Portfolio Management, Vikas Publishing House, New
Delhi.
2. Raman, Investment: Principles and Techniques, Vikas Publishing House, New Delhi.
3. Fischer, Donald E. and Jordan, Ronald J. Security Analysis and Portfolio Management,
Prentice Hall of India, new Delhi.
4. Fuller, Russell J. and Farrell, James L. Modern Investment and Security Analysis, New
York, McGraw Hill.
5. Alexander, Gorden J. and Bailey, Jeffery V., Investment analysis and Portfolio
Management, Dryden Press, Thomson Learning, Bombay.
6. Machiraju, H. R. Indian Financial System. Vikas Publishing House, N. Delhi.
7. Kevin, Portfolio Management, Prentice Hall of India, New Delhi..
8. Strong, Portfolio Management, Thomson Learning, Bombay.
9. Elton, Edwin J and Gruber, Martin J. Modern Portfolio Theory and Investment
Analysis, New York, John Wiley.
10. Reily, Frank K., Investment Analysis and Portfolio Management, Dryden Press.

30
FM-303- BANKING AND INSURANCE

Objectives:
The Objective of this course is to a apprise the students with the banking law and practices
and develop an understanding of various laws affecting banks.

Course outline:

 Evolution of Banking Law, Main provisions of Banking Regulation Act, 1949, and
RBI Act, 1934 and negotiable Instruments Act, 1881.
 Securities for Bank Advances, Forms of securities and precautions taken by Banks in
accepting these securities.
 Gurantees: Contract of Guarantee and contract of indemnity, Guarantee as Banker‟s
Security. Writing Reports on Bank Visits, Prevailing Practices in Banking – Case
studies, Banker Customer Relationship, Contemporary Issues in Banking: NPA and
Adequacy in Indian Banks.
 Introduction to insurance, various types of insurance, principles of insurance,
important insurance policies in life and non-life insurance, IRDA and its role in
insurance sector in India, privatization of insurance industry in India, Insurance
business operations, recent trends in insurance around the globe, Concept and
implications of bank assurance and universal banking in India.
 Insurance Environment: Internal, External, Legal and Commercial, Comparative
Environment of Insurance Business, Insurance procedure – Settlements of Claims
under life and non- life insurance. Contemporary issues in insurance.

Suggested Readings:
1. Gulshan, S.S., Law and Practices of Banking in India, Sultan Chand & Sons
2. Davar, S.R., Law and Pracice of Banking, Vikas Publishing House, Delhi
3. Dr. Mukund Mahajan, Law & Practice of Banking in India, Nirali Prakashan.
4. Varshney, P.N., Banking Law and Practice in India, Sultan Chand & Sons

31
FM-304: WORKING CAPITAL MANAGEMENT

Objectives:

The objective of the course is to acquaint the students with the importance of the working
capital and techniques used for effective working capital management.

Course Outline:

Concept of Working Capital Management, Importance of Working Capital, Kinds of

Working Capital, Factors Determining Working Capital, Estimating Working Capital
Requirements, Management of Cash – Motives for Holding Cash and marketable securities,
cash system, Managing the Cash Flows, Types of Collection Systems , Cash Concentration
Strategies, Disbursement Tools, Investment in Marketable Securities, Forecasting Cash
Flows, Managing Corporate Liquidity and Financial Flexibility, Measures of Liquidity,
Determining the Optimum level of cash balances – Baumol Model, Beranek Model, Miller-
Orr Model, Stone Model, Receivable Management- Determining the Appropriate
Receivable Policy, Marginal Analysis, Credit Analysis and Decision, Heuristic Approach,
Discriminant analysis, Sequential Decision Analysis, Inventory Management and
Valuation, Inventory Control Models, Short –term financing, Programming Working
Capital Management, Integrating Working Capital and Capital Investment Processes.

Suggested Readings:
1. Bhalla, V K, Working Capital Management: Tax and Cases, 4th ed., Delhi, Anmol, 2001.
2. Hampton J J. and C.L. Wagner Working Capital Management. John Wiley & Sons,
1989.
3. Mannes, T.S. and J.T. Zietlow Short-term Financial Management. West Pub. Co., 1993.
4. Scherr, F.C. Modern Working Capital Management, Prentice Hall, 1989.
5. Smith, Keith V and G.W. Gallinger Readings on Short term Financial Management. 3rd
ed., West Pub. Co., 1988.

32
FM-305 : INTERNATIONAL FINANCE
Objective:
To develop a global orientation for the Management of Finance in Multinational Firms.
To introduce the participants to complexities of the world of international finance.
To provide a thorough understanding of the financial issues facing International
enterprises, particularly in developing countries.
To help to learn basic analytical tools used in international corporate finance.

Course Outline:
 International Finance And Economic Scenario: Increasing Interdependence In The
Global Economy, Trends In International Trade And Cross Border Financial Flows,
India In The Global Financial Markets, Liberalization, Integration And Innovation,
Challenges Of International Financial Management, Gains From International Trade
And Investment.
 International Monetary System- Payments And Settlement Systems, Globalisation
Of Financial Markets And Tax Environment, An Overview Of International
Financial Markets, Exchange Rate Determination And Forecasting.
 The Foreign Exchange Market: Structure And The Participants, Types Of
Transactions, Mechanics Of Currency Dealing, Evolution Of Exchange Control And
The Foreign Exchange Market In India, Exchange Rate Computations. The Links
Between The Forex Market And The Money Market, Interest Arbitrage, Interest Rate
Parity Theorem, Forward Options, Cancellation Of Forward Contracts, Swaps.
 Nature And Measurement Of Exposure And Risk: Macroeconomic Risks And
Corporate Performance, Defining And Measuring Foreign Exchange Exposure,
Conceptual Approach, Classification Of Foreign Exchange Exposure, Transactions
Exposure, Translation Exposure, Operating Exposure And Risk, Risk As Variability
Of Cash Flows. Managing Transactions Exposure: The Hedging Decision, Internal &
External Hedging Strategies.
 Operating Exposure: Operating Exposure, Purchasing Power Parity And Real
Exchange Rates, Determinants Of Operating Exposure Operating Exposure For
Exporters And Importers, Assessing And Coping With Operating Exposure.
 Short Term Financial Management In A Multinational Context: Short Term
Funding & Investment, Centralized Vs. Decentralized Cash Management, Netting,
Pooling, Exposure Management, Offshore Invoicing Centres, Cost Management For
MNCs
 International Project Appraisal: The Difficulties In Appraising A Foreign Project,
Issues In Cost Of Capital, The Adjusted Present Value Approach, The APV
Approach For A Foreign Project, Choice Of Discount Rates.
 International Portfolio Investment: Total Return, Benefits, International Bond
Investing, Optimal International Asset Allocation

33
Suggested Readings:
1. Shapiro, AC, Multinational Financial Management, Prentice Hall Of India.
2. Vij, M, Multinational Financial Management, Excel Books.
3. Eiun & Resnick, International Financial Management, Mcgraw Hill.
4. Apte, P G, International Financial Management, Tata Mcgraw Hill.
5. Buckley, A, The Essence Of International Money, Prentice Hall Of India.

34
ELECTIVES IN THE AREA OF HUMAN RESOURCE -3rd SEMESTER

HR-301: MANAGEMENT OF INDUSTRIAL RELATIONS

Objective:
The objective of this course is to provide a framework of the issues relating to Industrial
relations and overview of the legal environment relating to Indian workforce.

Course Outline:

 Meaning of IR, Objectives of IR, Components of IR, Parties to IR

 Evolution of IR-Pre &Post Independence Period, Theories of IR
 IR Perspectives, Approaches to IR
 IR and State, Evolution of IR Policies during Pre & Post Independence Period
 Trade Unions – Meaning, Role, Need, Functions, Objectives, Features, Rights
&Duties of Trade Unions, Major Trade Unions in India
 Legal Framework of IR – Labour Legislations
 Discipline & Grievance Management, Negotiation & Collective
Settlements
 Participative Management Co-ownership, Productive Bargaining
 Factories Act, 1948: Important Definitions, Health, Safety and Welfare of Workers,
Working Hours, Holidays and Overtime, Leave with Wages.
 Payment of Bonus Act, 1965: Scope & Coverage, Employees Entitled
 Industrial disputes Act, 1947: Industry & Industrial Dispute, Works committee,
Strikes Lay off & Lock-out Retrenchment & Dismissal.
 Trade Unions Act, 1926: Trade Union & Its Registration, Obligations & Rights...
 Workmen compensation Act, 1923: Scope & Coverage, Important Definitions, Fatal
Accident, Accident compensation-when payable, Compensation – When not
Payable, Notice of Accident, Filing of Claims, Obligations of Employers &Employees
 Employee Empowerment & Quality Management
 IR & Technological Change, ILO & IR

Suggested Readings:
1. Arora M. Industrial Relations, Excel Books.
2. Dwivedi R.S. Industrial Relations in Indian Enterprises, Galgotia Publishing
Company.
3. Garg Ajay, Labour Laws, Nabhi Publications.
4. Monappa, A. Industrial Relations, Tata McGraw Hill Publishing Co., New Delhi.
5. RaoV. P.S. Essentials of Human Resource Management and Industrial Relations,
Himalaya Publishing House New Delhi.
6. N.D. Kapoor . Elements of Mercantile Law , Sultan Chand & Sons
7. Mamoria & Gankar . Dynamics of Industrial Relations, Himalya Publisher
8. B.D. Singh. Industrial Relations –Emerging Paradigms ,: Excel
9. Richard Pettinger . The Future of IR , Cengage Learning

35
HR-302: ORGANISATIONAL CHANGE AND DEVELOPMENT

Objective:
The objective of this paper is to make the students learn about the Change Management
and prepare them as change facilitators using the knowledge and techniques of behavioral
science.

Course Outline:

 Introduction of Change Management: An overview of Change, Forces of Changes,

Types of Change, Theoretical framework of Organizational Change
 Model of Change: Recent Approaches of Change, Different Model of Change
 Resistance to organizational Change: The Concept, Nature of Resistance: Positive
or Negative, Factors contributing to Resistance, Mechanism Underlying Resistance:
The Human Side, Recognizing Resistance: The Management‟s Challenge
 Perspective on change: Environment-Dependent perspectives, Process Oriented
Perspectives, Alternative Perspectives
 Role of change agents and leadership: Introduction: Change Agents, Skills required
for the Change Agents, Level5 Leadership: Good to Great
 Implementation Organizational change: Nature, Factors affecting Implementation
the Change, Strategy for Managing Change
 Approaches to problem diagnosis: Understand/Diagnosis the Organizational
Problem, Factors affecting to Organizational Problem, Techniques to problem
diagnosis
 Some major Techniques of planned change: Introduction of planned change,
Various techniques of planned change: Structure approach, Technology approach,
People approach
 Organizational Development: An overview of Development-background, need,
scope; Steps in OD, OD Skills
 Designing Interventions: Various techniques of Intervention- training, coaching,
mentoring, role-playing, teambuilding, quality circles, MBO, TQM, QWL, etc
 Ethics of OD professional: value system in OD, Ethical standards of OD
professional.
 Internal and External consultant: Types of consultants, Positive and Negative
aspects of both the consultants, Expertise required for a Good consultant
 Excellence of management by chief executives: CEO competency, skills and ability
required for a CEO, Role of CEO in the changing environment
 Organizational Culture and change: Nature of organizational Culture, Formal and
informal components of organizational Culture, Function of Organizational Culture
and change
 Emerging trends in organizational Culture: Business process Reengineering and
Organizational Culture, Managing cross-cultural diversity. using the knowledge and
techniques of behavioural science.

36
Suggested Readings:
1. Abad, Ahmad etc. Developing effective Organization. Sri Ram Center for Industrial
Relations, New Delhi. 1980.
2. De Nitish. Alternative Designs of Human Organizations. Sage, London, 1988.
3. French, W H. and Bell, Organisation Development. Prentice Hall of India, New Delhi,
1991.
4. French, W H. and Bell, Organisation Theory, Practice and Research. 3rd ed. Unive Book
Stall, New Delhi, 1990.
5. Harvey, D F. and Brown, D R. An Experiential Approach to Organization Development
Prentice Hall Inc., Jersey, 1990.
6. Huse, F E. and cummings, T G. Organization, Development and Change. 3rd ed. New
York, West, 1985.
7. Sinha, Dharani, P etc. Consultants and Consulting Styles. Vision, New Delhi, 1982.

37
HR-303 : HUMAN CAPITAL AND KNOWLEDGE MANAGEMENT

Objectives:

The course is intended to instill in the students a sense of competitive advantage gained by
Human Capital and Knowledge by exposing them to Net-based knowledge networks,
Knowledge worker mobility and knowledge intranets of new knowledge based economy.

Course Outline:

 Competitive challenges and advantage from knowledge advantage from knowledge

as vital resource
 What is knowledge, tangible and intangible assets and types of knowledge
 Thematic analysis of the thinking in knowledge management
 Tools of knowledge management
 The role of Chief Knowledge Officer
 Managing intellect and innovation
 10-step road map to Knowledge management
 Managing IT in the Business systems for knowledge creation
 How people process information
 Reaction to new technology
 New organization forms
 Culture imperatives
 Leadership imperatives
 Managing Knowledge workers
 Knowledge networks and knowledge repositories
 Future agenda – What‟s next

Suggested Readings:
1. Amrit Tiwana, Knowledge management tool kit: Practical techniques for building a
knowledge management system , Prentice Hall
2. Charles Despres, Knowledge Horizons : The present and the promise of knowledge
management, Butterworth –Heinemann publishing
3. Ganesh Natrajan, Knowledge management : Enabling Business growth, Tata Mcgraw-
Hill Publishing Company Limited, 2000
4. Madhukar Shukla, Competing through Knowledge : Building Knowledge organization,
Response Books, 1997
5. Nonaka I. & Takeuchi, H., The Knowledge creation company, Oxford University
Press, US.

38
HR-304: MANPOWER DEVELOPMENT FOR TECHNOLOGICAL
CHANGE

Objective:
Recent years have witnessed rapid technological changes affecting industry and
business in different ways. This course aims to discuss the major aspects of
technological change and the kind of human resource management strategies and steps
which may equip the organization and its human resources to adequately cope with
such changes.

Course Contents:

Manpower management in the 21st Century; Environmental context of human resource

management; The emerging profile of human resources; Changing technology; Concept
and process of technological innovation; Orgnisational implications of technological
change; Transformation; Human resource implications of technological change;
Performance / potential evaluation in the context of new technology; Technology
transfer with human face; New issues in manpower training and career development.

Suggested Readings:
1. Clark, Jon, Managing Innovation and Change, University of Southampton,
1995.
2. Clark, Jon, Human Resource Management and Technology Change, Sage,
London, 1993.
3. Gampbell, A and Warner, M. New Technology, Skills, and Management.
Routledge, London, 1992.
4. Rastogi, P N. Management of Technology and Innovation. Sage, New Delhi,
1995.
5. Warner, M. New Technology and Manufacturing Management, Wiley, London,
1990.
6. Womack, J P. etc. The Machine that changed the world, Maxwell Macmillan,
New York, 1990.
7. Shittaker, D H. Managing Innovation. Cambridge University Press,
Cambridge, 1990.

39
HR-305: GLOBAL HUMAN RESOURCE MANAGEMENT

Objectives:

The objective of this course is to develop a diagnostic and conceptual undertaking of the
cultural and related behavioural variables in the Human Resource Management of
global organisations.

Course Contents:

 Human and cultural variables in global organizations

 Cross cultural differences and managerial implications
 Cultures in organizations and Hofstede‟s study;
 Structural evolution of global organizations
 Cross cultural leadership,
 Motivation and decision making;
 Cross cultural communication and negotiation;
 Human resource management in global organizations; selection, source
criteria for international assignment;
 Compensation and appraisal system.

Suggested Readings:
1. Adler, N.J. International Dimensions of Organizational Behaviour. Kent Pub.,
Boston, 1991.
2. Bartiett, C and Ghoshal, S Transnational Management: Text Cases and
Readings in Cross Border Management, Irwin, Chicago, 1995.
3. Dowling, P.J., etc. International Dimensions of Human Resource
Management. 2nd ed. Wadsworth, California, 1994.
4. Hofstede, G. cultures Consequence: International Differences in Work
Related Values, 2nd edition Sage, London, 2001.
5. Marcis, D and Puffer, S.M. Management International: Cases, Exercises and
Readings. West Publishing, St. Paul, 1994.
6. Mead, R. International Management : Cross Cultural Dimensions. Blackwell,
Cambridge, 1994.
7. Ronen, S. Comparative and Multinational Management. John Wiley, New
York, 1986.

40
HR-301: MANAGEMENT OF INDUSTRIAL RELATIONS

Objective:
The objective of this course is to provide a framework of the issues relating to Industrial
relations and overview of the legal environment relating to Indian workforce.

Course Outline:
 Meaning of IR, Objectives of IR, Components of IR, Parties to IR
 Evolution of IR-Pre &Post Independence Period, Theories of IR
 IR Perspectives, Approaches to IR
 IR and State, Evolution of IR Policies during Pre & Post Independence Period
 Trade Unions – Meaning, Role, Need, Functions, Objectives, Features, Rights
&Duties of Trade Unions, Major Trade Unions in India
 Legal Framework of IR – Labour Legislations
 Discipline & Grievance Management, Negotiation & Collective
Settlements
 Participative Management Co-ownership, Productive Bargaining
 Factories Act, 1948: Important Definitions, Health, Safety and Welfare of Workers,
Working Hours, Holidays and Overtime, Leave with Wages.
 Payment of Bonus Act, 1965: Scope & Coverage, Employees Entitled
 Industrial disputes Act, 1947: Industry & Industrial Dispute, Works committee,
Strikes Lay off & Lock-out Retrenchment & Dismissal.
 Trade Unions Act, 1926: Trade Union & Its Registration, Obligations & Rights...
 Workmen compensation Act, 1923: Scope & Coverage, Important Definitions, Fatal
Accident, Accident compensation-when payable, Compensation – When not
Payable, Notice of Accident, Filing of Claims, Obligations of Employers &Employees
 Employee Empowerment & Quality Management
 IR & Technological Change, ILO & IR

Suggested Readings:
1. Arora M. Industrial Relations, Excel Books.
2. Dwivedi R.S. Industrial Relations in Indian Enterprises, Galgotia Publishing Company.
3. Garg Ajay, Labour Laws, Nabhi Publications.
4. Monappa, A. Industrial Relations, Tata McGraw Hill Publishing Co., New Delhi.
5. RaoV. P.S. Essentials of Human Resource Management and Industrial Relations,
Himalaya Publishing House New Delhi.
6. N.D. Kapoor . Elements of Mercantile Law
7. Mamoria & Gankar . Dynamics of Industrial Relations
8. B.D. Singh. Industrial Relations –Emerging Paradigms
9. Richard Pettinger . The Future of IR

41
ELECTIVES IN THE AREA OF IB -3rd SEMESTER

IB-301 : GLOBAL BUSINESS DIPLOMACY AND NEGOTIATIONS

Objective:

This course is designed to provide an in-depth understanding of the nuances of cross

cultural conflict situations in different facets of global business operations and to gain an
insight and appreciation of the use of diplomacy during cross cultural business
negotiations.

Course Outline:

 Overview of the geo-political environment.

 Conflict areas and situations in cross border, cross cultural business operations.
 The local-global conflict in cross border business operations.
 Preparing for Cross-cultural business operations.
 Managing business relationship-a diplomacy strategic perspective.
 Global business option including strategic alliances, M & A, Franchise, patent licensing
etc.
 Corporate power points-individuals and positions; formal and informal.
 Business diplomacy options-formal, informal.
 Use of diplomacy as a strategy in cross cultural corporate conflict management.
 Cross-cultural Negotiations.

Suggested Readings:

1. Jervies, Robert, Perceptions and Misperceptions in International Politics, Princeton

University Press.
2. Sindhwani T.N., The Global Business Game- A Strategic perspective, Macmillan
India Ltd., New Delhi.
3. Business Periodicals.

42
IB-302 : MANAGEMENT OF INTERNATIONAL TRADE
Objective:

This course is designed to provide an in depth understanding of the operational aspects of

international business.

Course Outline:

 An overview of India‟s international trade- in products and services.

 Export Finance & Credit.
 Export Documents.
 International trade through EDI.
 Export Processing Zones.
 Duty Entitlement Pass Book.
 Classification of trading houses.
 Export Promotion Councils.
 Management of imports.
 Global trade through Internet.
 Trade Operations: Ex-works, FOR, FAS, FOB C & F, CIF, DCP, EX-ship, DAF, DDP,
Credit risk, Currency risk, Carriage risk, Country risk.

Suggested Readings:

1. Paras Ram, Export, What Where & How: An A to Z on Export Marketing, Procedure &
Documents, Anupam, Publishers, Delhi.
2. Sindhwani T.N., The Global Business Game, Macmillan India Ltd., Delhi.
3. How to Export, Nabhi Publications, New Delhi.
4. How to Import, Nabhi Publications, New Delhi.
5. National & International Business Periodicals.

43
ELECTIVES IN THE AREA OF IB -3rd SEMESTER

IB-303 INTERNATIONAL TOUR REPORT

Students are expected to write a report of 10,000 words of their visit to U.K.(minimum
4 weeks of stay) highlighting their experiences during the visit within two weeks of
their return.

44
IB-304 : INTERNATIONAL MARKETING

Objective:

The course aims to understand the differences and similarities between International
marketing and domestic marketing. The emphasis is upon understanding and application
of the tools, techniques and methodologies of assessing the different situations related to
International marketing.

Course Outline:
 Introduction: Forces and concepts of International Marketing
 Economic and political environment
 Consumer behaviour: Cultural and social factors and International marketing
 International Market Research
 Market Opportunity analysis
 Standardisation concepts
 Adaptation concepts
 Pricing policy
 Promotional & distribution strategies in the International market
 Issues related to people, process and technology in International marketing context
 The Entry strategy: Joint venture & Franchising
 Merger & Acquisitions
 International Marketing strategies
 International Marketing Planning
 Exporting
 The Internet & International Marketing

Suggested Readings:
1. Chee, H, and Harris, R., „Global Marketing Strategy’; Pitman Publishing.
2. Keegan W., ‘Global Marketing Management’; Prentice Hall.
3. Fifield, P., & Lewis, K., ‘Global Marketing Strategy 1997-1998’ Chartered Institute of
Marketing.
4. Doole, Isobel & Lowe, Robin, International Marketing Strategy, Business Press.
5. Cherunilam, Francis, International Marketing, Himalaya Publishing House.
6. Jain, Subhash C, International Marketing Management, CBS publishers.
7. Shaw, John J & Onkvisit, Sak, International Marketing, Prentice Hall.

45
IB-305 : INTERNATIONAL FINANCIAL MANAGEMENT

Objective:
To develop global orientation for the Management of Finance in Multinational Firms.
To Introduce The Participants To Complexities Of The World Of International Finance.
To Provide A Thorough Understanding Of The Financial Issues Facing International
Enterprises, Particularly In Developing Countries.

Course Outline:

 International Finance And Economic Scenario: Increasing Interdependence In The

Global Economy, Trends In International Trade And Cross Border Financial Flows,
India In The Global Financial Markets, Liberalization, Integration And Innovation,
Challenges Of International Financial Management, Gains From International Trade
And Investment.
 International Monetary System- Payments And Settlement Systems, Globalisation Of
Financial Markets And Tax Environment, An Overview Of International Financial
Markets, Exchange Rate Determination And Forecasting.
 The Foreign Exchange Market: Structure And The Participants, Types Of Transactions,
Mechanics Of Currency Dealing, Evolution Of Exchange Control And The Foreign
Exchange Market In India, Exchange Rate Computations. The Links Between The Forex
Market And The Money Market, Interest Arbitrage, Interest Rate Parity Theorem,
Forward Options, Cancellation Of Forward Contracts, Swaps.
 Nature And Measurement Of Exposure And Risk: Macroeconomic Risks And
Corporate Performance, Defining And Measuring Foreign Exchange Exposure,
Conceptual Approach, Classification Of Foreign Exchange Exposure, Transactions
Exposure, Translation Exposure, Operating Exposure And Risk, Risk As Variability Of
Cash Flows. Managing Transactions Exposure: The Hedging Decision, Internal &
External Hedging Strategies.
 Operating Exposure: Operating Exposure, Purchasing Power Parity And Real
Exchange Rates, Determinants Of Operating Exposure Operating Exposure For
Exporters And Importers, Assessing And Coping With Operating Exposure.
 Short Term Financial Management In A Multinational Context: Short Term Funding
& Investment, Centralized Vs. Decentralized Cash Management, Netting, Pooling,
Exposure Management, Offshore Invoicing Centres, Cost Management For MNCs
 International Project Appraisal: The Difficulties In Appraising A Foreign Project,
Issues In Cost Of Capital, The Adjusted Present Value Approach, The APV Approach
For A Foreign Project, Choice Of Discount Rates.
 International Portfolio Investment: Total Return, Benefits, International Bond
Investing, Optimal International Asset Allocation

Suggested Readings:
1. Shapiro, AC, Multinational Financial Management, Prentice Hall Of India.
2. Vij, M, Multinational Financial Management, Excel Books.
3. Eiun & Resnick, International Financial Management, Mcgraw Hill.
4. Apte, P G, International Financial Management, Tata Mcgraw Hill.
5. Buckley, A, The Essence Of International Money, Prentice Hall Of India.
6. Eiteman, D K, Stonehill, A I, Moffett, M H, Multinational Business Finance, Pearson
46
Education.
IB-306 FOREIGN LANGUAGE (GERMAN / SPANISH)

(One to be selected)

47
ELECTIVES IN THE AREA OF HOSPITALITY MANAGEMENT -3rd
SEMESTER

HM-301 INTRODUCTION TO HOSPITALITY

Objective:
The course familiarizes the students with different sectors of hospitality industry .The
student will get to know about Tourism industry, Accommodation sector , Airlines,&
cruise industry.

Course Outline:

 Hospitality Industry: Meaning of hospitality, Origin and development of hospitality

industry,Hospitality sectors & their characteristics.
 Tourism Industry: Tourism: Meaning, definitions, features, Components of
Tourism, Types of Tourism, Motivation for Tourism, Push & Pull factors in Tourism
industry,Integration in Tourism industry: Vertical & Horizontal integration.Linkages in
Tourism Industry.
 Accommodation Sector: Concept & type emerging dimension of Accommodation
Industry- Heritage hotels, Resorts, Motels & Time Sharing establishments.Classification,
gradation of Hotel, Organizational Structure of large and small hotel. Departments:
Functions & responsibilities of various Departments of Hotels.
 Airlines & Cruise Industry:The Airlines industry – Origin & growth
Indian Airline, Air India, Private Air lines in India, The Chicago ,
Convention, Freedom of air, Bermuda Agreement, Hub & spoke system, flight connection.
 Cruise Industry:Concept, Origin & developmentsTypes of Cruise lines,Cruise
Itinerary & components.
 Organizations Of industry:World Tourism Organization (WTO ), Federation of
Hotel and restaurant association of India (FHRAI ), International Air Transport association
Of India (IATA ), International Civil Aviation Organization (ICAO)

Suggested Readings:
1: Introduction to Hospitality Industry- BY TOM Powers & Clayton W.Barrows
2. Introduction To Hospitality – By John . R. Walker
3. Travel agency Management – By DR. Mohinder Chand
4. International Tourism Management – A. K. Bhatia
5. Access introduction to Travel and Tourism – By Marc Mancini

48
HM-302: Front Office Operations

Objective:
The course is aimed at familiarizing the students with various functions of front office in
hospitality industry and develops the work ethics towards the customer care and
satisfaction.

Course Outline:

 Introduction to Front office:Functions & importance of Front Office.Different

Section of Front office & their importance.Hierarchy chart.Job description & Job
specification.Duties & responsibilities of different Front Office Staff.Attributes of
front office staff.
 Reservation: Introduction to guest cycle.Types of rooms, meal plans & Guests
Sources & mode of reservation.Types of reservation.Central Reservation System
& Instant Reservation systems.
 Reception & registration: Pre Registration Activities, Receiving Guest Registration&
Rooming Procedures,Group, crew& VIIP Guest arrival procedure Guest history
Maintenance.
 Cashiering: Front office cashiering,Bill section – presentation & settlement of Bill,
Night Auditing,Departure procedure.
 Planning& Evaluation of Front office Operations: Tariff, Basis of charges tariff,
Tariff fixation, Room tariff card,Types of room rates,Yield management,Role of
computer in Front office.

Suggested Readings:
1. Sue Baker, Pam Bradley and Jeremy uyton: Principal of hotel front office operations
2. SK Bhatnagar: Front office management.
3. Kye-sung Chon,Raymond T. sparrowe: Welcome to Hospitality
4. Sudhir Andrews: Hotel Front Office Training Manual
5. Baker, Bradley & Huyton: Principles of Hotel Front office operations
6. Ismail: Front Office Operations& Management.

49
HM-303: Conference & Event management

Objective:

The objective of this paper is to make students familiar with Conference & Event
management. It also focuses on various considerations to be kept in mind while planning
and organizing an event.

Course Outline:

 Introduction:Event Management- Concept, Definition and frame works, categories

and Typologies, Characteristics OF Events, Skills required to be a Good Event Planner.
Concept of MICE. Introduction of meetings, incentives, conference/ conventions, and
exhibitions.
 The organization manager and the team: during the event:Introduction,
organization factors influencing the number and type of staff, finding the staff, Job analysis
and Job designing of staff, Training and Development, On-the job and Off-the job methods,
Performance appraisal .
 Event Planning: Planning for event, planning process and Infrastructure for MICE.
Finding the venue for events and creating the ambience.
 Managing event:Developing Leadership skills and Supervision during events,
Group Development, Time management.
 Event Consideration: Safety and Security: Occupational safety and Health,
incident reporting, Crowded Management and evaluation: The crowded Management
Plan, Major Risks. The issues involved in closing down an event.

Suggested Readings:
1. Coleman, Lee & Frankle (1991), Powerhouse Conferences. Educational Institute of
AH & MA.
2. Hoyle, Dorf & Jones (1995), Meaning conventions & Group business. Educational
institute of AH & MA.
3. Event Management, Pearson publication

50
HM-304 TOURISM PRODUCT, DEVELOPMENT & DESIGNING
Objective:
The paper is designed to provide an in-depth understanding of the rich Tourism resources
of India. The paper shall also provide further insight in developing & designing the
itinerary & Tour package.

Course Outline:
 Introduction to Tourism Products Nature, Characteristics and Types of Tourism,
Meaning, types of Tourism product. Difference between Tourism Product &
Ordinary product, Characteristics of tourism products, Tourism Product/Area Life
Cycle .
 Natural Tourism resources: Major Physiographic Units of India: Himalayan region,
Indo –Ganga – Bhramaputra plain, Peninsular India, Costal plain & Islands. Tourism
in wide life Sanctuaries, National Parks in India (Jim Corbett Tiger Reserve,
Bharatpur Bird Sanctuary, Kaziranga, Sasan Gir, Dachigam, Ranthambhore and
Keoladeo Ghana)
 Cultural Tourism resources: Meaning & definition of culture, Material & non
material culture, Architectural heritage: Indo Islamic Architecture
(Forts/palaces/other architectural marvels- location and unique features.) National
Museums, Fairs & Festivals of India. Religion/religious observances and important
pilgrimage destinations.
 Itinerary Development: Introduction, meaning and definition, types of itineraries,
how to develop an effective itinerary, Various Itinerary segments
 Tour Packaging Management: Concept, Origin and development of Tour
Packaging, Types of Tour, Component of a Standard Package Tour, Tour Package
Designing & development Process, Significance of Package Tour.

Suggested Readings:
1. Gupta, SP, Lal, K, Bhattacharya, M. Cultural Tourism in India (DK Print 2002)
2. Dixit, M and Sheela, C. Tourism Products (New Royal Book, 2001)
3. Acharya, Ram: Tourism and Cultural Heritage of India
4. Basham A.L.: The wonder that was India
5. Chand Mohinder : Travel Agency Management
6. Krishan. K.Kamara : Basics of Tourism

51
 MBA

FOURTH SEMESTER

52
CORE SUBJECTS

CP-401 : BUSINESS POLICY AND STRATEGIC ANALYSIS

Objective:

To provide an in-depth understanding of the concepts, role and practices of strategic

management in the changing business environment.

Course Outline:

 Business environment appraisal - a strategic perspective

 Strategic mindset – a historical perspective
 Strategic mindset – a business perspective
 Characteristics of strategic decisions
 Vocabulary of strategy
 Evaluating corporate strategic profile
 Evaluating targets and strategic options
 Process of strategic management
 Organisational evaluation
 Tools and techniques for strategic analysis – Porter‟s model, Mckinsey, GE
Model, value chain etc.
 Organisation structure and design
 Critical success factors
 Managing strategic change
 Strategic monitoring and control systems
 Current strategic thinking
 Evaluating strategies of selected corporations

Suggested Readings:
1. 1.Azhar Kazmi, Business Policy, Tata McGraw-Hill, New Delhi.
2. Budhiraja SB and Athreya MB, Cases in Strategic Management, Tata McGraw-Hill.
3. Business Today, The New Vision, Living Media, New Delhi.
4. 3.Hamel G and Prahlad CK, Competing for the future, Harvard Press, Boston.
5. 4.Hax AC, Readings in Strategic Management, Prentice Hall, New Delhi.
6. Johnson G, Exploring Corporate Strategy, Prentice-Hall, New Delhi.

53
CP-402 FINAL RESEARCH PROJECT
Each study has to undertake project in the area of their specialisation. The project
titles will be allotted to students in the 3rd Semester and the complete project is to be
submitted by 15th March. Each student will get a Faculty member, who will guide the
students as per the norms.

54
ELECTIVES IN THE AREA OF MARKETING -4th SEMESTER
MM-401 : DIRECT AND E-MARKETING

Objective:

The objective is to provide a comprehensive understanding of the fundamentals, which

constitute Direct Marketing & E-Marketing, & understand which situations provide the
best environment for its application.

Course outline:
 Introduction to internet marketing
 Future of internet marketing
 Requirement for internet marketing
 Web business models
 The internet & consumer behaviour
 STP in e-marketing
 Marketing Mix & internet marketing
 E-marketing plan
 Ethics & laws in e-marketing
 Introduction to direct marketing
 Basic elements of directing marketing & its applications
 Business to business direct marketing
 Planning direct marketing campaigns
 Direct marketing research
 Evaluating effectiveness of direct marketing

Suggested Reading:

1. Hanson,W. Principles of Internet Marketing, South Western College Publishing

2. Judy, Strauss & Raymond, Frost E-Marketing, Prentice-Hall, India.
3. Hill,K. Electronic Marketing & The Consumer, Sage Publication.
4. Tapscott,D. The digital promise & peril in the age of networked intelligence, McGraw Hill,
Newyork.
5. Gopala Krishna, Electronic Marketing in 21st century, Himalaya Publication Home.
6. Nash, Edward, Directing Marketing, McGraw hill.
7. Stone, Bob, Successful Directing Marketing Methods, NTC business books.
8. Chaturvedi, Mukesh, Directing Marketing concept & cases, Excel books.

55
MM-402 : MARKETING OF SERVICES

Objective:

The objective of this course is to develop insights into emerging trends in the service sector
in a developing economy and issues involved in the management of services with special
emphasis on Customer Relationship Management (CRM).

Course Outline:

 Emergence of service Economy: Definition and characteristics of Service

 Classification of Services
 Growth of Services.
 Segmentation, Targeting and Positioning of services.
 Services Marketing Mix: Classical Marketing Mix Vs. Augmented Marketing Mix,
Service Product, Price, Service Promotion, Place, People, Physical evidence and
Process in services.
 Service Quality: Determinants of Quality, Levels of Quality, SERVQUAL, PZB
model of quality.
 Services Encounters
 Complaint handling and Service Recovery
 Customer Relationship Management (CRM): Definition & Conceptual framework
 Technology aspects for CRM
 Internal Marketing
 Customer Churn and Retention
 Customer Value Determination
 Service Profitability
 Measuring Customer Satisfaction
 Service Applications: Hospital services, Cellular & Telecom service, Call centres in
Banking and Financial services, Insurance Services.

Suggested Readings:

1. Lovelock, Christopher H., Services Marketing, People, Technology, Strategy, Pearson

Education, Asia.
2. Payne, A., Essence of Service Marketing, Prentice Hall of India.
3. Swift, Ronalds., Accelerating Customer Relationships: Using CRM and Relationship
Technologies, Prentice hall of India.
4. Zeithaml, Valarie.A., Service Marketing, New York, McGraw Hill.
5. Steven Baron and Kim Harris Services Marketing, Palgrave.
6. Sheth, Parvatiyan and Shainesh Customer Relationship Management.
Tata McGraw-Hill
7. Gupta, S.L. and Rampal, M.K. Services Marketing, Galgotia Publishing Company.

56
MM-403 : INTEGRATED MARKETING COMMUNICATION

Objective:

The objective of this course is to introduce the concept of integrated marketing

communication consider it‟s evolution and examine the promotional function and the
growing importance of advertising and other promotional elements in marketing programs
of domestic and foreign companies.

Course Outline:

 Introduction to integrated marketing communication.

 Role of IMC in the marketing process.
 DAGMAR Approach –Importance, application and critical view
 Social, Economic and legal aspects of advertising and promotion.
 Planning and managing advertising Campaign.
 Advertising appeals and classifications
 Segmenting and targeting
 Media planning and strategy. Types of media-print media, electronic media,
outdoor media, transit media.
 Creativity in Advertising: Creative strategy planning, development, implementation
 and evaluation.
 Advertising agency role and importance
 Advertising research
 Measuring effectiveness of a promotional program
 Advertising Budgets
 Importance of marketing and consumer behaviour in advertising: application of
 reference groups, use of celebrities, common man approach to advertising,
testimonials in advertising
 Public relations, publicity and corporate advertising.
 Personal selling, direct marketing, interactive/internet marketing

Suggested Readings:

1. Aaker, David A., Advertising management, PHI.

2. Belch George E and Belch, Michael A, Introduction to advertising and promotion, Tata
Mc Graw Hill.
3. Bordon William H Advertising, John Wiley, New York.
4. Wells. W, Burnett.J, and Moriarty.S, Advertising: Principles and Practice, PHI.

57
MM-405: RURAL AND AGRICULTURAL MARKETING

Objectives
The Objective of the course is to express the students to the rural market
environment and the emerging challenges in the globalization of the economics.

Course Contents
 Nature, Characteristics and the potential of the rural markets in India
 Socio-cultural, economic & other environmental factors affecting rural
marketing
 Attitudes and behavior of the rural consumers and farmers
 Marketing of Consumer durables and non-durable goods and services in
the rural markets in India.
 Marketing of agricultural inputs with special reference to fertilizers, seeds,
Farm input & Pesticides.
 Organisation and Functions of agricultural marketing in India.
 Classification of agricultural products with particular reference to
seasonality and perishability.
 Marketing Structure and performance, Processing facilities for different
agricultural products.
 Role of warehousing,
 Determination of agricultural prices and marketing margins,
 Role of agricultural price commission.
 Role of central and state governments.
 Institutions and organizations in agricultural marketing.
 Unique features of commodity markets in India.
 Problems of agricultural marketing.
 Nature, Scope and role of co-operative marketing in India.

Suggested Readings

1. Arora, R.C. Integrated Rural Development. 1979, Scharnd, New Delhi .

2. Desao. Vasat. Rural Development. 1988, Himalaya, Bombay.
3. Mishar, S.N. Politics and Society in Rural India. 1980. Inter India,Delhi .
4. Porter, Michael, E. Competitive Strategy.1980. Free Press, New York.
5. Rudra, Ashok. Indian Agricultural Economics. Myths and Realities. 1982.
Allied, New Delhi .
6. Stalk, George. Competing Against Time, 1990, Free Press, New Delhi .
7. Gopalswamy T.P. Rural Marketing, Wheeler Pub., New Delhi

58
ELECTIVES IN THE AREA OF FINANCE -4th SEMESTER

FM-401 : INVESTMENT MANAGEMENT

Objective:
To impart skills to the students to understand the art and the science of investment
management and by using skills learned to successfully create and manage investment
portfolio.

Course Outline:
 Investments: Need For Management, Types Of Risks Affecting Investments, Risk And
Return.
 Securities Markets & Players: Primary & Secondary Markets For Debt & Equity,
Trading Arrangements, Makers & Key Players Of These Markets, International
Investors In India, SEBI Regulations In This Regard.
 Securities Regulation & Sources Of Financial Information: Need To Regulate, Salient
Features, Drawbacks, Availability Of Information, Reliability, Different Sources Of
Information, Market Indexes: Interpretation.
 Economic & Industry Analysis: How Economy Effects Capital Markets, Concept Of
Business Cycles, Indicators Of Economic Prosperity, Industry Classification, Cyclical,
Growth, Infrastructure, Etc., What To Look For, Key Parameters For Certain Industries.
 Bond Valuation: Market Interest Rates, Interest Rate Risk, Default Risk, Purchasing
Power Risk, Bond Pricing, Duration & Convexity, Bond Portfolio Management -
Horizon Analysis, Swaps, Immunization; Innovations In Bond Markets.
 Company Analysis: Company Valuation, Equity Valuation Models & Techniques,
Fundamental Analysis, Determination Of Securities Prices, Financial Statement
Analysis, Technical Analysis
 Introduction To Portfolio Management: The Investment Process, Definition Of
Investments, Investment Categories.
 CAPM And APT: Risk And Return Analysis, Capital Asset Pricing Model, Arbitrage
Pricing Model, Empirical Studies On CAPM And APT.
 Portfolio Analysis: Diversification, Markowitz Risk-Return Optimisation, Single-Index
Model, The Sharpe Index Model, Portfolio Beta, Generating The Efficient Frontier.
 Portfolio Selection & Revision: Defining Investment Objectives, Risk And Investor
Preferences, Investment Constraints, Investment Goals And Constraints For
Institutional Investor. Portfolio Rebalancing, Portfolio Upgrading, Investment Timings.
 Managed Portfolios And Performance Measurement: Classification Of Managed
Portfolios And Typical Examples, Advantages Of Managed Portfolios, Management
Performance Evaluation, Sharpe‟s, Treynor‟s, Jensen‟s Performance Measure For
Portfolios.
 Portfolio Management Schemes: Types Of Portfolio Management Schemes, Features
Of Portfolio Management Schemes, SEBI Guidelines On Portfolio Management,
Investment Companies, Mutual Funds.

59
Suggested Readings:
1. Chandra, P., Security Analysis And Portfolio Management, Tata Mcgraw-Hill
2. Bhalla, V K, Security Analysis And Portfolio Management, Anmol Publications
3. Bodie, Z., Kane, A. & Marcus, A.J., Investments, Tata Mcgraw-Hill
4. Fisher, D.E. & Jordan, R.J., Security Analysis And Portfolio Management, Prentice Hall
Of India
5. Sharpe, W.F., Alexander, G.J., & Bailey, J.V., Investments, Prentice Hall Of India

60
FM 402: DERIVATIVES AND RISK MANAGEMENT

Objective:
To Develop An Understanding Of The Role Of Derivatives In Managing Risks And Their
Applications In Different Areas Of Finance.

Course Outline:
 An Introduction To Derivatives: Basic Contracts: Forwards, Futures,
Options And Swaps; Uses, Role & Criticism, Functioning Of Derivatives
Markets
 Forwards & Futures: Specification Of Forward/ Futures Contracts,
Differences, Futures Market, Trading Methodology, Settlement
Procedures, Pricing Forwards/ Futures Contracts
 Futures Types & Strategies: Interest Rate Futures, Stock Index &
Individual Securities Futures, Commodity Futures, Hedging Strategies
Using Forwards/ Futures
 Options: Types, Specifications, Quotations, Trading Methodology
 Option Pricing I: Basic Principles, Upper & Lower Bounds, Put-Call
Parity, Binomial Model
 Option Pricing II: Black-Scholes Option Pricing Model, Lognormal
Properties Of Stock Prices, Risk-Neutral Valuation, Black-Scholes Pricing
Formulas, Pricing Differences Between American And European Options
 Trading Strategies Involving Options: Spreads, Combinations, Other
Payoffs
 Management Of Market Risk: Naked And Covered Positions, More
Sophisticated Hedging Schemes, Delta Hedging, Theta, Gamma,
Relationship Among Delta, Theta, And Gamma
 Interest Rate Derivatives: Mortgage-Backed Securities, Black‟s Model,
Interest Rate Caps, Accrual Swaps, Spread Options,
 Currency Derivatives: Currency Futures, Major Characteristics, Exchange
Organization, Trading Process, Price Quotations.
 Hedging With Currency Derivatives: Hedging And Speculation With
Currency Futures, Currency Options, Terminology, Simple Option
Strategies, Hedging With Currency Options.
 Financial Swaps: Terminology & Structures Of Standard Coupon And
Currency Swaps, Motivations Underlying Swaps, Evolution Of The Swap
Market, Applications Of Swaps.

Suggested Readings:
1. Hull, J C, Options, Futures And Other Derivatives, Prentice Hall
2. Chance, D M, An Introduction To Derivatives & Risk Management, Thomson
Southwestern
3. Klein And Lederman, Handbook Of Derivatives And Synthetics, Probus Publishing
4. Chew Lillian, Managing Derivatives Risks, J Wiley
5. S.L.Gupta, Financial Derivatives,Pearson Education, New Delhi
6. T.V.Somnathan, Derivatives, Tata Mcgraw Hill, New Delhi
7. N.D.Vohra and B.R.Bagri, Futures and Options, Tata Mcgraw Hill, New Delhi
8. Bansal and Bansal, Financial Derivatives, Tata Mcgraw Hill, New Delhi 61
FM-403 FINANCIAL MANAGEMENT SERVICES

Objective: The objective of this course is to acquaint students with the financial services.

Course Contents:
 Financial services, Meaning, Importance & scope of financial services.
 Brief study of Financial Institutions: RBI, Commercial & Co-operative
Banks, NBFC‟s, Development Banks, Merchant Banks, Insurance Companies,
SEBI
 Financial Instruments: Money and capital market instruments
 Financial Markets: Money market, capital market, Stock Exchanges, Call
money market, Debt markets, Recent trends.
 Leasing: Concept, Classification, Accounting, Legal and tax Aspects of
Leasing: Financial Evaluation of Leasing.
 Factoring: Meaning, Characteristics and Types of Factoring arrangements,
Factoring in India, Factoring vs. Forfeiting.
 Hire Purchase Finance and Consumer Credit: Conceptual Frame Work,
Legal Aspects, Taxation, Accounting and Reporting, Financial Evaluation of
Hire Purchase Finance- Features of consumer Credit.
 Credit Rating: Meaning and Types, Benefits of Credit rating to investors and
companies.
 Credit Rating Agencies in India.
 Credit Cards: Concept and Significance, Types of Credit Cards, Credit Card
Business in India.
 Book Building: Concept and Mechanism of Book Building, Significance and
benefits of book Building.
 Securitization: Concept, Mode, Mechanism and Beneficiaries of
securitization,
 Depository: concept, Depository participants, Functions of depository
system, benefits of depository, Depository system in India.
 Venture Capital: Meaning, Modes of Financing.
 Role and Functions of Merchant Bankers.
 Mutual Funds- Introduction, Types & Importance.

Suggested Readings:

1. Avdhani,V.A.: Investment Management, Himalaya Publishing House, Delhi

2. Gurley, J.Shaw, E.S.: Money in a Theory of Finance,
The University of Michigan,1995
3. Van Herna, James C.: Financial Market Rates and Flows. Prentice Hall, 2001
4. Goldsmith, R.W.: Financial Institutions. Houghton Mifflin, 1970
5. Khan, M.Y.: Indian Financial Theory and Practice. Vikas, 1980
6. Khan, M.Y., Management of Financial Services, McGraw Hill, 2001.
7. Gordan, Eand K. Natrajan Emerging Scenario of Financial Services. Himalaya
Publishing House, 1997.
8. Meidan, Arthur Brennet, m. Option Pricing: Theory and Applications. Toronto
Lexigon books, 1983.
9. Kim, Suk and Kim, Seung, Global Corporate Finance. Text and Cases, 2nd ed.,
Miami Florida, Kotb, 1993. 62
10. S.Gurusammy, Financial Services and System, Tata Mcgraw Hill
FM-405 : MANAGEMENT CONTROL SYSTEM

Objectives

The main objective of the course is to appraise the students the concepts of management
control system as well as its role in efficient management of public system organizations.

Course Contents:

 Management Control- Concept, Nature and Scope,

 Organization goals, Strategic Planning and Implementations,
 Organisation Structure, Contingency Theory, organizational Climate, Position
of controller in the Organisation Structure of an Organization,
 Management Control Process, Programming, Budgetary Planning and
Procedures.
 Budgetary Control: Flexible Budgeting, Zero-base Begetting, Performance
Budgeting,
 Accounting Aspects of Control including internal Audit and Control,
 Analysis and reporting, Variance Reporting, Management Control Structure,
 Responsibility Accounting, Cost Centre, Profit Centre, Interdivisional
Transfer Pricing,
 Measurement of Divisional Performance Including performance.
 Evaluation-qualitative and Quantitative, Investment Centre,
 Behavioural Aspects of Management Control, Motivation and Morale,
 Goal congruence, Management Control in Specialised Organisation,
 Selected Case Studies on Non-profit and Public Service Organisations.

Suggested Readings:

1. Suggested, R.N. and Govindrajan V Management Control Systems, 8th ed.,

Taraporavala, Chicago, Irwin, 1995.
2. Emmanuel, C and Otley, D., Accounting for Management Control, London,
Nostrand Reinhold, 1985.
3. Ghosh, P K and Gupta, G S, Cost Analysis and Control. New Delhi, Vision 1985.
4. Glynn, JJ. Value for Money: Auditing in Public Sector. London, Prentice Hall Inc.,
1985.
5. Hersey, P and Blanchard, H B. Management of Organisation Behaviour: Utilising
Human Resources. New Delhi, Prentice Hall of India, 1988.
6. Maciariello. J A and Kirby C J., Management Control System. Englewood Cliffs.
New Jersey, Prentice Hall Inc., 1994.

63
ELECTIVES IN THE AREA OF HUMAN RESOURCE -4th SEMESTER

HR-401: HUMAN RESOURCE DEVELOPMENT

Objectives:
The purpose of this course is to facilitate an understanding of the concepts, methods and
strategies for HRD.

Course Outline:

 HRD: concept, benefits, pre-requisites, HRD as a total system, Modern HRD

mechanisms, HRD in India, Analyzing the role for development.
 HRD function: Various functions of HRD, HRD functions in the Indian
Corporate system, HRD functions in International environment.
 HRD for workers: Introduction, need, scope, Different HRD Programmes for
workers.
 Human Process Intervention: T-Group, Team Building, Survey Feedback,
Inter group Relations, HR Interventions: Goal Setting, Career Development
 HRD audit and HR accounting: Introduction, need, scope, methods.
 Management development: concept, Management development methods,
Training: Meaning, role, assessing training need, organizing training
programmes, Training methods.
 Team Development Programme: Methods and Schemes : Role of Staff & Line
Managers in HRD, Autonomous Small Group Activities.
 Performance appraisal: Concept, need, objectives, methods, obstacles,
designing effective appraisal system, performance appraisal in Indian
organizations, Potential appraisal: Concept, need, procedures, requirements
of a good appraisal system, Job enrichment: Concept, principles, Steps for job
enrichment, Job and Work redesign.
 Quality of work life (QWL): Meaning, origin, development, and various
approaches to QWL, techniques for improving QWL, Quality Circles:
concept, structure, role of management, quality circles in India.
 HRD – Experiments in India : Cases in Public Sector & in Private Sector
Enterprises.
Suggested Readings:
1. Dayal, Ishwar. Successful Applications of HRD. New Concepts, New Delhi. 1996.
2. Dayal, Ishwar. Designing HRD Systems. Concept, New Delhi, 1993.
3. Kohli, Uddesh & Sinha, Dharni P. HRD – Global Challenges & Strategies in 2000
A.D. ISTD, New Delhi. 1995.
4. Maheshwari, B L. & Sinha. Dharni P. Management of Change Through HRD. Tata
McGraw Hill, New Delhi, 1991.
5. Pareek, U. etc. Managing Transitions: The HRD Response. Tata McGraw Hill,
New Delhi, 1992.
6. Rao, T V. etc. Alternative Approaches & Strategies of Human Resource
Development. Rawat, Jaipur, 1988. 64
7. Silvera, D N. HRD: The Indian Experience.
HRM-402 MANAGING INTERPERSONAL AND GROUP
PROCESSES

Objectives:

The course is designed to develop sensitivity towards people, perception and needs at
individual and team level in organization and it will equip them with the competency to
better manage work, personal and team relationships.

Course Outline:

1. Interpersonal Communication : Barriers and Gateways

2. Group as a medium of learning
3. Developing a change
4. Group cohesiveness
5. Emotional Intelligence
6. Influence process
7. Competition and cooperation
8. Stages in team development
9. Team roles and team effectiveness
10. Interpersonal conflict, conflict resolution strategies
11. Building a dynamic team
12. Group decision making
13. How to grow a self managed team
14. Interpersonal trust and Gullibility
15. Interpersonal Awareness and feedback process

Suggested Readings:
1. Gollman, Dermeil, Emotional Intelligence.
2. Luthans Fred, Organisational behaviour, Irwin McGraw Hill.
3. Mullins L.J., Management and Organisational Behaviour, Wheeler Publishing
4. Moore M.D. etc. Inside Organisations: Understanding the Human Dimensions, Sage,
London.
5. Robbins S., Organisational Behaviour, Prentice Hall of India.
6. Singh Dalip, Emotional Intelligence at work, Response Books.
7. Paul Hersey, Blanchard, Management of Organisational Behaviour : Utilizing Human
Resources, Prentice Hall of India.

65
HR:403 COMPENSATION MANAGEMENT

Objectives:

The course is designed to promote understanding of issues related to the compensation

or rewarding human resources in the corporate sector, public services and other forms
of organizations and to impart skills in designing, analyzing and restructuring reward
management systems, policies and strategies.

Course Contents:

 Understanding of economic theory related to reward management.

 Competitive imperatives: productivity, quality, service, speed, learning.
 Planning for improved competitiveness.
 Determination of inter and intra-industry compensation differentials.
 Internal and external equity in compensation systems,
 Understanding and compensation packages,
 Compensation of chief executives, senior managers, R & D Staff, etc.
 Understanding different components of compensation packages.
 Compensation practices of multinational corporations and strategic
compensation systems.
 Statutory provisions governing different components of reward systems.
 Working of different institutions related to reward system like wage boards, pay
commissions.

Suggested Readings:

1. Armstrong, Michel and Murlis, Helen. Reward Management: A Handbook of

Salary Administration. London, Kegan Paul, 1988.
2. Bergess, Lenard R. Wage and Salary Administration. London, Charles E-Merril,
1984.
3. Capeman, George, Employees Share Ownership. New York, Kogan Page, 1991.
4. Hart, Robert A. Economics of Non-Wage Labour costs. London, George Aller and
Unwin, 1984.
5. Hendorson, Richard I. Compensation Management: Rewording Performance. 6th ed.
Englewood Cliffs. Prentice Hall Inc. 1994.
6. Micton, Rock. Handbook of Wage and Salary Administration, 1984.

66
HR-404 : STRATEGIC HUMAN RESOURCE MANAGEMENT

Objectives:
The objective of this course is to appreciate how human resource is emerging as a key
resource for competitive advantage and understanding the role of HRM in organizational
performance.

Course Outlines:
 The HRM Environment: Evolution of HRM, HRS-New Role Orientation, HRM
for Competitive Advantage, HR and Organizational Performance.
 Strategic HRM: Introduction, A Model to organize HRM, Internal and External
Influences, strategic challenges, People and HRM diagnostic framework,
Desirable end results
 Investment perspective of HR: Investment in Training & Development,
Investment Practices for Improved Retention, Non-traditional Investment
Approaches: Investment in Disabled Employees, Employee Assistance
Programmes etc.
 Strategy and HR Planning: Importance of Human Resources to Strategy,
Overview of Theoretical Foundations of Strategic Concepts, Strategy Driven
Role Behaviors and Practices, Integration of Strategy and HR planning,
Determinants of Integration and Problems with Integration.
 Strategy Implementation and Workforce Utilization: Selection of Employees,
Strategically Oriented Performance Management and Compensation Systems.
The Role of Strategic HR Leader, Future Roles and Leadership Competencies,
Managing Workforce Diversity
 Global HRM: A Global Perspective, The legal and Ethical climate of Global
HRM, Labour Relation and the International Corporation
 Knowledge Management: Traditional Methods, the Learning Organization,
Implications to Leadership and Competitiveness Concepts of Knowledge.
Definitions, Attributes, A Classification Framework
 Performance Management: Introduction, objective, uses, methods, Traditional
Vs Modern Methods, latest Methods for Appraisal
 Business challenges involving human resource systems

Suggested Readings:
1. Kandula S. R. (2001). Strategic Human Resource Development. Eastern Economy Edition
Prentice Hall India.
2.Boxell & Purcell, J. (2003). Strategy And Human Resource Management. Palgrave Mcmillan.
3.Mello,J.A. (2002). Strategic Human Resource Management. Thompson Learning,
Cincinnati,OH:SW.
4.Rothwell, W. J., Prescott, R. K. & Taylor, M. W. (2005). Strategic Human Resource Leader.
Jaico Publishing House.
5.Purcell, J. (2001). Human Resource Management: A Critical Text. London: Thompson
Learning.

67
HR-405 MANPOWER PLANNING TRAINING AND DEVELOPMENT

Objectives:
The purpose of this paper is to provide an in-depth understanding of the role of
Training in the HRD, and to enable to course students to manage the Training systems
and processes.

Course Contents:

 Organizational human resource planning

 Behavioural factors in human resource planning
 Various steps involved in Selection process
 Training Process – an Overview
 Role, responsibilities and challenges to training manager
 Organization and Management of training function
 Training Needs Assessment
 Action Research
 Instructional objectives and lesson planning
 Learning process
 Training climate
 Training methods and techniques
 Training communication
 Training evaluation
 Training and development in India.

Suggested Readings:
1. Lynton, R Parrek, U., Training for Development, Vistaar, New Delhi.
2. Parrek, Udai, Training Instruments for HRD, Prentice Hall of India, Tata McGraw Hill
3. Pepper, Allan D., Managing the Training and Development Function. Aldershot, Gower
4. Beunet, Roger ed., Improving Training Effectiveness, Aldershot, Gower
5. Buckley R & Caple, J., The Theory and practice of Training, Kogan & page, London.
6. Chadha, N.K., Human Resource Management, Friends Publications
7. Aswathappa, K. Human Resource Management, Tata McGraw Hill, New Delhi, 1997.
8. De Cenzo, D A & Robbins S P. Human Resource Management, 5th ed., New York, John
Wiley,1994.

68
 IB-401: EXPORT-IMPORT DOCUMENTATION AND FRAMEWORK

Objective:

The main objective of this paper is to develop an understanding in students about the
increasing pace of exports and the various formalities and procedure need to be taken into
consideration.

Course Outline:

 Introduction
 Export-Import Trade: introduction to regulatory framework, Export Preliminaries,
Documentation Framework – Introduction to Aligned Documentation system,
International business contracts.
 Terms of payment, Instruments of payment & Methods of Financing, Export-Pre-shipment
and Post Shipment Finance.
 Cargo insurance, Excise clearance of cargo, Shipment of Export Cargo, Custom Clearance
of Export Cargo, Custom clearance of Import.
 Processing an export Order, Business Risk Coverage, Uniforms customs and Practise of
Documentary Credits, Procedure and Documentation for availing Export Incentive.
 World Shipping, Indian Shipping, Containerisation, Machinery for consultation, Air
Transport, International set- Up, Globalization and business.
 Foreign Exchange Regulation and Formalities.

Suggested Readings:

1. C. Ram Gopal, Export Import Procedure, New age International

Publishers, New Delhi
2. Charles W.L. Hill, International Business, tata McGraw Hill, New
Delhi.
3. Paras Ram, What, Where and How to export, Anupam Publishers,
New Delhi
4. Tas Balgopal, Export Management, Himalaya Publishing House,
Mumbai

69
IB-405: CROSS CULTURAL AND GLOBAL HUMAN RESOURCE
MANAGEMENT

Objective:

The objective of this course is to develop a diagnostic and conceptual understanding of the
cultural and related behaviour variables in the management of global organizations.

Course Outline:

 Global Business and the EPRG Framework

 Environment variables in Global Business.
 Human variables in Global organizations.
 Cultural variables and issues in Global Organizations.
 Cross cultural differences.
 Managing Cultural
 Hofstede‟s Framework For Cultural Framework
 Hall‟s High & Low Context Cultural Framework.
 Cox‟s Model of Multicultural Organization.
 Cross cultural Leadership.
 Cross Cultural decision Making
 Cross Cultural Communication
 Cross Cultural Negotiation
 HRM in Global Organization
 Western and Management thoughts in the Indian Context.

Suggested Readings:

1. Adler, N.J., International Dimension of Organizational Behaviour, Boston,

Kent.
2. Bartlett, C and Ghoshal, S., Transhational Management: Text, Cases and
Readings in Cross Border Management, Chicago, and Irwin.
3. Dowling, P.J.et al., International Dimensions of Human Resources
Management, Wadsworth, California.
4. Hofstede, G., Cultures Consequences- International Differences in Work
Related Values, Sage London
5. Maric, D and Verrill, Glenn Puffer, S.M., Management International: Cases,
Exercises and Readings, West Publishing,
St. Paul.
6. Mead, R., International Management, Management, Blackwell,
Camb, Mass.
7. Mendehall, M.et al., Global Management, Blackwell, Camb, Mass.
8. Ronnen, s., Comparative and Multinational, John Wiley & Sons, New York

70
ELECTIVES IN THE AREA OF HOSPITALITY MANAGEMENT -4TH
SEMESTER

HM-401: Travel Agency and Tour operations

Objectives:
This course has been designed to familiarize the learners about the working of travel
agency, its organization and management as well as different operations carried out by it.

Course Outline:

 Introduction: Meaning & definition & types of Travel agency & Tour operator.
Distinction between wholesale travel agency & Tour operator. Functions of travel
agency & tour operators and Historical prospective to travel Trade.
 Organization & approval of Travel agency: How to start a travel agency,
origination structure of a travel / tour company .Procedure for the Approval and
recognition of Travel agency from GOI and IATA.
 Travel agency as a handling agency:Travel agency as a handling agency- concept
need and functions, criteria for the selection of a handling agency. Characteristics of
a successful handling agency.
 Itinerary preparation & Tour packaging:Preparation & designing tour itinerary –
Golden triangle of India, Bhubneshwar circuit, Buddhist circuit, Char Dham.
Developing tour packages for Business travelers, pilgrimage Tourism, Tour package
for beach resort.
 Tour costing & pricing:Tour cost, component of tour cost, factor affecting the Tour
cost, costing a tour package. Define tour pricing and various pricing strategies
adopted by a tour company.

Suggested Reading:
1. Chand, Mohinder, Travel Agency Management, Anmol Publication
2. Holloway, J.C., (1983), The Business of Tourism, McDonald and Evans, Plymounth.
3. Syratt Gwenda, Manual of Travel Agency Practice, Butterworth Heinmann, London
4. Stevens Laurence, (1990). Guide to Starting and Operating Successful Travel Agency,
Delmar Publishers Inc., New York.
5. Seth, P. N., (1992), Successful Tourism Management Vol. 1 & 2, Sterling Publications,
Delhi
6. Foster, Douglas (1983), Travel and Tourism Management, McMillan, London

71
HM-402: Food & Beverage Management & Control:

Objective:

The objective of this paper is to make students familiar with various aspects of food &
beverage management. The student will get to know about different sectors, marketing of
food & beverages, food beverage production & service methods.

Course Outline:

 Introduction: Food & beverage Management- introduction, food and beverage

operations, importance of management in food & beverage operations, Classification of
Food & Beverage sectors i.e. commercial sector, subsidized or welfare sector and their
characteristics. Scope of catering industry, Food & beverage personnel and their attributes.

 Food& Beverage service Method: Food & beverage service – introduction, areas
(Hotels, Restaurants, Fast food outlets, and Motels), Food & beverage service methods.
Knowledge of equipments and selecting procedures.

 Menu Planning: The Menu, Characteristics of menu, Types of menu, Planning of

menu and mechanics of menu planning.

 Food & Beverage Control: Planning & Budget- Types of Budget, Types of control
(Portion control, inventory control, Bar control, record control), Food cost elements, Food
cost calculations and Food cost control methods.

 Food & beverage management and hygiene & sanitation: Food & beverage
management – in fast food, hotels & restaurants. Hygiene in food handling & personnel
hygiene and safety training.

Suggested Readings:
1. Cousins John , Fouke David, Gillespie Caillin, Food & Beverage management,
Pearson education.
2. Arora .K.R., Food service & catering Manangement, A.P.H. Publishing Corporation.
3. Dhawan Vijay, Food & Beverage Service, Frank Brothers& company.
4. Sethi mohini, Malhan Surjeet, Catering Management-An Integrated Approach.New
Age International Publishers
5. Chaterjee Sandeep Geroge Bobby, Food & Beverage service and management, Jaico
Publishing House.

72
HM-403: Airport Management

Objective:

The course aims to provide basic concepts and knowledge of airport management, Airport
infrastructure, Cargo Management and Baggage handling etc.

Course Outline:

 Introduction to civil aviation industry: History of civil aviation, The Chicago

Convention, Freedom of air, Bermuda Agreement, Hub & spoke system, flight
connection, IATA Traffic conference areas, IATA Codes, Local time, GMT,
International Date Line, Time calculation.
 Types of passenger Tickets: Types of passenger Tickets: hand written,
computerized & e – ticketing, Types of journeys, Type of fares (MPM, TPM, EMA,
EMS), Sales Transaction (SITI, SITO, SOTI, SOTO).
 Air port infrastructure in India: International & Metro airports in India.
Immigration formalities at airport (Formalities at the time of departure from home
country and formalities at the time of arrival).
 Cargo handling & Baggage management: Cargo handling management, importance
of cargo in airline business, types of cargo, Cargo packaging, Baggage allowance,
free baggage allowance, excess baggage charge, weight and price concept,
dangerous goods and lost goods.
 Organization in the Aviation Industry: Ministry of Civil Aviation, Director General
of Civil Aviation (DGCA) , Airport authority of India (AAI)

Suggested Readings:

1. ABC World wide Airways Guide (Red & Blue)

2. Air Tariff Book 1, World wide Fares.
3. Air Tariff Book 1, World wide Rules, IT Fares etc.
4. Air Tariff Book 1, World Wide Maximum Permitted Mileage
5. Travel Information Manual ( TIM )
6. IATA Ticketing Hand Book.

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HM-404: CUSTOMER RELATIONSHIP MANAGEMENT

Objective:
The aim of this course is to acquaint the students with concepts, techniques and give
experience in the application of concepts for developing effective Customer Relationship
programme. This course provides a solid theoretical and practical foundation in CRM and
database marketing disciplines.

Course Outline:

 Relationship Management: Concept, Types of Relationship Management:

Customer relationship Management (CRM), Partner relationship management
(PRM), Enterprise Resource Planning (ERM), Human resource Management
(HRM), Supply chain Management (SCM), Importance of Relationship
Management.
 CRM: Introduction: Concept & Nature of CRM, objective of CRM, Elements of
CRM, Importance of CRM, goals of CRM, CRM Process, Scope of CRM, Build
customer loyalty with CRM.
 Relationship development process: Planning and implementation of CRM
programme; Customer Retention strategies, Customer centric organizational
Model.
 Operational CRM: Sales force automation; Field force automation; Enterprise
marketing automation.
 Analytical CRM: Managing and sharing customer data, Data warehousing and
data mining; Online analytical processing, CRM and business intelligence.
 Application of CRM: Tourism, Health Care, Retail, Telecommunications and
Banking, Hospitals & Business Schools.
 e-CRM- Concept, Difference between CRM & e-CRM, Features of e-CRM.
 Case Studies

Suggested Readings:
1. Gosney, John W. and Thomas P. Boehm: Customer Relationship Management
Essentials, Prentice Hall, New Delhi.
2. Seth, Jagdish N. et. al.: Customer Relationship Management, Tata McGraw Hill
Publishing Co., New Delhi.
3. Greenlers, Paul, CRM at the Speed of Light, Tata McGraw Hill Publishing Ltd.,
N.Delhi
4. Anderson, Kristen, and Carol J Kerr, Customer Relationship Management, Tata Mc
Graw Hill
5. Dyche, Jill, The CRM Handbook – A Business Guide to Customer Relationship
Management Pearson Education, New Delhi
6. Raman, Venkata V. and Somayajulu G.: Customer relationship Management,
7. Excel Books, New Delhi.
8. Mukerjee, Kaushik: Customer Relationship Management- A Strategic approach to
Marketing, Prentice Hall India.

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