School of Management

10.1 Management
Table SM-1
BACHELOR OF COMMERCE (PROFESSIONAL ACCOUNTING) (B.Com. (PA))

REVISED CURRICULUM FOR 2017-18 BATCH

Course Code Name of the Course Credits

SEMESTER – I
17LN2001/17LN2005/ French-I/ Tamil -1/Hindi-1
16LN2009 3:0:0
17EN2001 English for Communication 3:0:0
17BC2001 Principles of Accountancy 4:0:0
17BC2002 Business Organization and Office Management 4:0:0
17BC2003 Principles of Micro Economics 4:0:0
17MA2024 Business Mathematics 3:1:0
Credits 22
SEMESTER – II
17LN2002/17LN2006/ French-II/ Tamil -II/Hindi-II 3:0:0
16LN2010
17EN2002 Professional English 3:0:0
17BC2004 Financial Accounting 4:0:0
17BC2005 Principles of Marketing 3:0:0
17BC2006 Macro Economics 3:0:0
17CH1004 Environmental Studies 3:0:0
17BC2012 Business Statistics 3:1:0
Credits 23
SEMESTER – III
18PA2004 Corporate Laws 4:0:0
18PA2005 Management Accounting 4:0:0
17BC2015 Banking Theory 3:0:0
18PA2006 Advanced Accounting 4:0:0
18PA2007 Entrepreneurship Development 4:0:0
17BC2011 Financial Accounting LAB –I 0:0:2
17VE2001 Value Education 0:0:2
Credits 23
SEMESTER – IV
18PA2008 Cost Accounting I 4:0:0
18PA2009 Income Tax 4:0:0
18PA2010 Financial Management 4:0:0
18PA2011 Principles of Auditing 4:0:0
16CA2030 MS-Office Lab 0:0:2
Elective – I 4:0:0
Internship (4 weeks) 0:0:2
Credits 24
SEMESTER – V
18PA2012 Cost Accounting –II 4:0:0
18PA2013 Strategic Business Reporting 4:0:0
18PA2014 Corporate Accounting 4:0:0
18PA2015 Indirect Tax F6 4:0:0

10.2 Management
 MP2195 MiniProject 0:0:2
Elective II 4:0:0
Credits 22
SEMESTER – VI

18PA2016 Strategic Business Leadership 4:0:0

18PA2017 Advanced Performance Management 4:0:0
18PA2018 Advanced Financial Management 4:0:0
PSP2998 Part Semester Project 0:0:12
Credits 24

CREDITS DISTRIBUTION
Papers Credits
General Core 19
Departmental Core 93
Internship (4 weeks) 02
Value Education 02
Electives 08
Half Semester Project & Mini Project 14
Total Credits 138

Table SM - 2
BACHELOR OF COMMERCE (PROFESSIONAL ACCOUNTING) (B.Com. (PA))
For 2018-19 batch onwards
Course Code Name of the Course Credits
SEMESTER – I
17LN2001/17LN2005/ French-I/ Tamil -1/Hindi-1
16LN2009 3:0:0
17EN2001 English for Communication 3:0:0
18PA2001 Financial Accounting -I 4:0:0
18PA2002 Business Organization and Office Management 4:0:0
17BC2003 Principles of Micro Economics 4:0:0
17MA2024 Business Mathematics 3:1:0
Credits 22
SEMESTER – II
17LN2002/17LN2006/ French-II/ Tamil -II/Hindi-II 3:0:0
16LN2010
17EN2002 Professional English 3:0:0
18PA2003 Financial Accounting- II 4:0:0
17BC2005 Principles of Marketing 3:0:0
17BC2006 Macro Economics 3:0:0
17CH1004 Environmental Studies 3:0:0
17BC2012 Business Statistics 3:1:0
Credits 23
SEMESTER – III

18PA2004 Corporate Laws 4:0:0

18PA2005 Management Accounting 4:0:0

10.3 Management
 17BC2015 Banking Theory 3:0:0
18PA2006 Advanced Accounting 4:0:0
18PA2007 Entrepreneurship Development 4:0:0
17BC2011 Financial Accounting LAB –I 0:0:2
17VE2001 Value Education 0:0:2
Credits 23

SEMESTER – IV
18PA2008 Cost Accounting I 4:0:0
18PA2009 Income Tax 4:0:0
18PA2010 Financial Management 4:0:0
18PA2011 Principles of Auditing 4:0:0
16CA2030 MS-Office Lab 0:0:2
Elective – I 4:0:0
Internship (4 weeks) 0:0:2
Credits 24
SEMESTER – V
18PA2012 Cost Accounting –II 4:0:0
18PA2013 Strategic Business Reporting 4:0:0
18PA2014 Corporate Accounting 4:0:0
18PA2015 Indirect Tax F6 4:0:0
MP2195 Mini Project 0:0:2
Elective II 4:0:0
Credits 22
SEMESTER – VI

18PA2016 Strategic Business Leadership 4:0:0

18PA2017 Advanced Performance Management 4:0:0
18PA2018 Advanced Financial Management 4:0:0
PSP2998 Part Semester Project 0:0:12
Credits 24

CREDITS DISTRIBUTION
Papers Credits
General Core 19
Departmental Core 93
Internship (4 weeks) 02
Value Education 02
Electives 08
Half Semester Project & Mini Project 14
Total Credits 138
Note: Internship to be done during the summer vacation after completion of II year and
before beginning of III year

10.4 Management
 Table SM-3
MASTER OF BUSINESS ADMINISTRATION (MBA) - 2017-18 batch
REVISED CURRICULUM
Course Code Name of the Course Credits
SEMESTER – I
16MS3001 Organizational Behavior and Management 3:0:0
16MS3002 Marketing Management 3:0:0
16MS3003 Accounting for Managers 3:0:0
16MS3004 Quantitative Techniques for Management 3:0:0
16MS3005 Legal Aspects of Business 3:0:0
16MS3006 Economics for Managers 3:0:0
17VE3002 Value Education 0:0:2
SEMESTER – II
16MS3007 Human Resource Management 3:0:0
16MS3008 Financial Management 3:0:0
16MS3009 Production and Operations Management 3:0:0
16MS3010 Management Information System 3:0:0
16MA3004 Applied Operations Research 3:1:0
16MS3011 Business Research Methods 3:0:0
16MS3012 Strategic Management 3:0:0
SIP995 Summer Internship Program 0:0:2
SEMESTER – III
Specialization : Finance, Marketing, Operations, Human Resources, Logistics &
Supply-Chain Management,
International Business
Electives (Major)
Course Code Name of the Course Credits
Elective – 1 3:0:0
Elective – 2 3:0:0
Elective – 3 3:0:0
Elective – 4 3:0:0
Elective – 5 3:0:0
Elective – 6 3:0:0
SEMESTER – IV
Electives (Minor)
Course Code Name of the Course Credits
Elective – 7 3:0:0
Elective – 8 3:0:0
Elective – 9 3:0:0
Elective – 10 3:0:0
Half Semester Project 0:0:12

Soft core: 30, (to complete 18 Credits to get Major (in III sem) and 12 Credits as Minor in
(IV Sem), if a student desirous to continue the same specialization then he/she can do so
instead of Minor, in that case he/she will do 18+12 = 30 Credits in a single specialization.

10.5 Management
 CREDITS DISTRIBUTION

Papers Total Credits

Departmental Core 40
Electives 30
Value Education 02
Internship 02
Half semester project 12
Total Credits 86

Note: The MBA curriculum has been Integrated with ACCA(UK) [Association for Certified
Chartered Accountants] to claim exemptions for Three Papers (F5, F6 & F9) of ACCA,
through MoU signed with ACCA(UK). The following syllabus are mapped as per the
requirements by ACCA (as on 26th July 2017) to get accredited and offered in the second
year of MBA as Elective papers for 2017-18 batch

18MS3003 Accounting For Managers ( ACCA F5)

18MS3006 Economics for Managers ( ACCA F5)
18MS3020 Strategic Cost Management ( ACCA F5)
18MS3021 Income and Corporate Taxation ( ACCA F6)
18MS3018 Security Analysis and Portfolio Management (ACCA F9)
18MS3022 Financial Derivatives (ACCA F9)

Table SM-4
MASTER OF BUSINESS ADMINISTRATION (MBA) – 2018-19
CURRICULUM
(AS PER AICTE RECOMMENDATIONS)
Credits
Course Code Name of the Course
L:T:P
SEMESTER – I
18MS3001 Organizational Behavior and Management 3:0:1
18MS3002 Marketing Management 3:0:1
18MS3003 Accounting For Managers 3:0:0
18MS3004 Quantitative Techniques for Management 3:1:0
18MS3005 Legal and Business Environment 3:0:0
18MS3006 Economics for Managers 3:0:1
17VE3002 Value Education 0:0:2
Total Credits 24
SEMESTER – II
18MS3007 Human Resource Management 3:0:1
18MS3008 Corporate Finance 3:0:1
18MS3009 Production and Operations Management 3:0:1
18MS3010 Management Information System 3:0:1
16MA3011 Applied Operations Research 3:1:0
18MS3011 Corporate Strategy & E-Commerce 3:0:1
18MS3012 Business Research Methods 3:0:1
SIP995 Summer Internship Program 0:0:2

10.6 Management
 Total Credits 30
SEMESTER III
ELECTIVES : Finance; Marketing ; Operations, Logistics & Supply-Chain
Management ; Human Resources ; International Business ; Business Analytics,
Entrepreneurship

Course code Name of the course Credits

Elective – 1 3:0:1
Elective – 2 3:0:1
Elective – 3 3:0:1
Elective – 4 3:0:1
Elective – 5 3:0:1
Elective – 6 3:0:1
NSE & other similar certification programs/ MOOC
courses 0:0:2
Total Credits 26
SEMESTER IV
Course code Name of the course Credits
Elective – 7 3:0:1
Elective – 8 3:0:1
Elective – 9 3:0:1
Elective – 10 3:0:1
Project 0:0:6
Total Credits 22

Note: Soft core: 42 credits (to complete 26 Credits to get Major (in III sem) and 16 Credits as
Minor in (IV Sem), if a student desirous to continue the same specialization then he/she can
do so instead of Minor, in that case he/she will do 26+16 = 42 Credits in a single
specialization. If the student doesn’t prefer dual specialization, he can choose any
combination of elective subjects given below to get MBA degree in ‘General Management’.

CREDITS DISTRIBUTION

Papers Total Credits

Departmental Core 50
Electives 42
Value Education 02
Internship 02
Project 06
Total Credits 102

MBA – SECOND YEAR (2018-’19)

ELECTIVES
Specialisations : Finance, Marketing, Operations, Human Resources, Logistics & Supply
ChainManagement, International Business, Business Analytics & Entrepreneurship

Course Code Specialization : FINANCE Credits

10.7 Management
 18MS3013 Security Analysis and Portfolio Management 3:0:1
18MS3014 Managing Banks & Financial Institutions 3:0:1
18MS3015 Strategic Cost Management 3:0:1
18MS3016 Income &Corporate Taxation 3:0:1
18MS3017 Financial Derivatives 3:0:1
18MS3018 International Finance 3:0:1
18MS3019 Microfinance and Institutional Role 3:0:1
18MS3020 Financial Markets and Services 3:0:1
18MS3021 Project Appraisal and Finance 3:0:1
18MS3022 Wealth Management 3:0:1
18MS3023 Financial Analysis & Reporting 3:0:1
18MS3024 Fundamentals of FINTECH 3:0:1
18MS3025 Mergers, Acquisitions and Corporate Restructuring 3:0:1
18MS3026 Behavioral Finance 3:0:1

Course Code Specialization : MARKETING Credits

18MS3027 Product and Brand Strategies 3:0:1
18MS3028 Digital & Social Media Marketing 3:0:1
18MS3029 Sales and Distribution Management 3:0:1
18MS3030 Consumer Behaviour 3:0:1
18MS3031 Services Marketing 3:0:1
18MS3032 Retail Marketing 3:0:1
18MS3033 Rural Marketing 3:0:1
18MS3034 B2B Marketing 3:0:1
18MS3035 Integrated Marketing Communication 3:0:1
18MS3036 International Marketing strategies 3:0:1
18MS3037 Marketing Analytics 3:0:1
18MS3038 Marketing Research 3:0:1
18MS3039 Strategic Marketing 3:0:1
18MS3040 Marketing to Base of Pyramid consumers 3:0:1

Specialization : OPERATIONS & LOGISTICS and SUPPLY CHAIN

Course Code MANAGEMENT Credits
18MS3041 Logistics concepts and planning 3:0:1
18MS3042 Warehouse and Distribution Facilities Management 3:0:1
18MS3043 Freight Transport Management 3:0:1
18MS3044 International Logistics 3:0:1
18MS3045 Contract and Reverse Logistics 3:0:1
18MS3046 Supply Chain and Logistics Management 3:0:1
18MS3047 Materials and Inventory Management 3:0:1
18MS3048 Purchasing and Strategic Sourcing 3:0:1
18MS3049 Marketing Channel Design and Distribution planning 3:0:1
18MS3050 Enterprise Resource Planning 3:0:1
18MS3051 Advanced Production Management 3:0:1
18MS3052 Manufacturing Planning And Control 3:0:1
18MS3053 Behavioral Operations Management 3:0:1
18MS3054 Pricing and Revenue management 3:0:1

10.8 Management
Course Code Specialization : HUMAN RESOURCES Credits

18MS3055 Cross Cultural Management 3:0:1

18MS3056 Compensation Management 3:0:1

18MS3057 Labour Legislation and Industrial Relations 3:0:1

18MS3058 Managing Employee Performance 3:0:1

18MS3059 Negotiations Management 3:0:1

18MS3060 Organisational Transformation 3:0:1
18MS3061 Strategic Human Resource Management 3:0:1
18MS3062 Work Place Counselling 3:0:1
18MS3063 Training and Development 3:0:1
18MS3064 Designing Human Resource System 3:0:1

18MS3065 Manpower Planning, Recruitment and Selection 3:0:1

18MS3066 Fundamentals of Analytics for HRM 3:0:1

18MS3067 International HRM 3:0:1

18MS3068 Understanding Self: Indian Perspective 3:0:1

Course Code Specialization : INTERNATIONAL BUSINESS Credits

3:0:1
18MS3069 International Business Environment
3:0:1
18MS3070 International Logistics Management
3:0:1
18MS3071 International Trade Procedures
3:0:1
18MS3072 Foreign Exchange Management
3:0:1
18MS3073 International Strategic Management

18MS3074 Global Marketing Management and Research 3:0:1

18MS3075 International Trade Laws 3:0:1

18MS3076 Foreign Trade Policy 3:0:1

10.9 Management
 18MS3077 International Project Management 3:0:1

18MS3078 Transportation Management 3:0:1

18MS3079 International Trade Relations 3:0:1

18MS3080 International Economics 3:0:1

International Labour Organisations and International labour
18MS3081 Laws 3:0:1

18MS3082 Internationalisation of Indian MSMEs 3:0:1

Course Code Specialization : BUSINESS ANALYTICS Credits

18MS3083 Data Analytics Fundamentals 2:0:2
18MS3084 Business Intelligence with TABLEAU 2:0:2
18MS3085 Predictive Modeling 1 2:0:2
18MS3086 Predictive Modeling 2 2:0:2
18MS3087 Text Mining & Analytics 2:0:2
18MS3088 Data Management for Business 2:0:2
18MS3089 Marketing Analytics 2:0:2
18MS3090 Finance Analytics 2:0:2
18MS3091 HR Analytics 2:0:2
18MS3092 Retail Analytics 2:0:2
18MS3093 E-Commerce Analytics 2:0:2
18MS3094 Python for Managers 2:0:2

Course Code Specialization : ENTREPRENEURSHIP Credits

18MS3095 Entrepreneurship Role Orientation 3:0:1
18MS3096 Basic Program in Entrepreneurship 3:0:1
18MS3097 Intermediate Program in Entrepreneurship 3:0:1
18MS3098 Advanced Program In Entrepreneurship 3:0:1
18MS3099 Technology Appreciation & Intellectual property Rights 3:0:1
18MS3100 Innovation Technology management 3:0:1
18MS3101 Indian Models in Entrepreneurship 3:0:1
18MS3102 Social Entrepreneurship 3:0:1
18MS3103 Venture Valuations and Accounting 3:0:1
Note: The Entrepreneurship program is integrated with NEN, KITS. Apart from these electives, students’
can choose Global Virtual Teams (GVT) as Course of Independent Study (CIS) or Study Abroad
Project/Experiential/Live Project in place of elective courses.

Table SM-6
LIST OF COURSES

18MS3013 Security Analysis and Portfolio Management 3:0:1

18MS3014 Managing Banks & Financial Institutions 3:0:1
18MS3015 Strategic Cost Management 3:0:1
18MS3016 Income &Corporate Taxation 3:0:1
18MS3017 Financial Derivatives 3:0:1
18MS3018 International Finance 3:0:1
18MS3019 Microfinance and Institutional Role 3:0:1
18MS3020 Financial Markets and Services 3:0:1

10.10 Management
 18MS3021 Project Appraisal and Finance 3:0:1
18MS3022 Wealth Management 3:0:1
18MS3023 Financial Analysis & Reporting 3:0:1
18MS3024 Fundamentals of FINTECH 3:0:1
18MS3025 Mergers, Acquisitions and Corporate Restructuring 3:0:1
18MS3026 Behavioral Finance 3:0:1
18MS3027 Product and Brand Strategies 3:0:1
18MS3028 Digital & Social Media Marketing 3:0:1
18MS3029 Sales and Distribution Management 3:0:1
18MS3030 Consumer Behaviour 3:0:1
18MS3031 Services Marketing 3:0:1
18MS3032 Retail Marketing 3:0:1
18MS3033 Rural Marketing 3:0:1
18MS3034 B2B Marketing 3:0:1
18MS3035 Integrated Marketing Communication 3:0:1
18MS3036 International Marketing strategies 3:0:1
18MS3037 Marketing Analytics 3:0:1
18MS3038 Marketing Research 3:0:1
18MS3039 Strategic Marketing 3:0:1
18MS3040 Marketing to Base of Pyramid consumers 3:0:1
18MS3041 Logistics concepts and planning 3:0:1
18MS3042 Warehouse and Distribution Facilities Management 3:0:1
18MS3043 Freight Transport Management 3:0:1
18MS3044 International Logistics 3:0:1
18MS3045 Contract and Reverse Logistics 3:0:1
18MS3046 Supply Chain and Logistics Management 3:0:1
18MS3047 Materials and Inventory Management 3:0:1
18MS3048 Purchasing and Strategic Sourcing 3:0:1
18MS3049 Marketing Channel Design and Distribution planning 3:0:1
18MS3050 Enterprise Resource Planning 3:0:1
18MS3051 Advanced Production Management 3:0:1
18MS3052 Manufacturing Planning And Control 3:0:1
18MS3053 Behavioral Operations Management 3:0:1
18MS3054 Pricing and Revenue management 3:0:1
18MS3055 Cross Cultural Management 3:0:1
18MS3056 Compensation Management 3:0:1
18MS3057 Labour Legislation and Industrial Relations 3:0:1
18MS3058 Managing Employee Performance 3:0:1
18MS3059 Negotiations Management 3:0:1
18MS3060 Organisational Transformation 3:0:1
18MS3061 Strategic Human Resource Management 3:0:1
18MS3062 Work Place Counselling 3:0:1
18MS3063 Training and Development 3:0:1
18MS3064 Designing Human Resource System 3:0:1
18MS3065 Manpower Planning, Recruitment and Selection 3:0:1
18MS3066 Fundamentals of Analytics for HRM 3:0:1
18MS3067 International HRM 3:0:1
18MS3068 Understanding Self: Indian Perspective 3:0:1
18MS3069 International Business Environment 3:0:1
18MS3070 International Logistics Management 3:0:1

10.11 Management
 18MS3071 International Trade Procedures 3:0:1
18MS3072 Foreign Exchange Management 3:0:1
18MS3073 International Strategic Management 3:0:1
18MS3074 Global Marketing Management and Research 3:0:1
18MS3075 International Trade Laws 3:0:1
18MS3076 Foreign Trade Policy 3:0:1
18MS3077 International Project Management 3:0:1
18MS3078 Transportation Management 3:0:1
18MS3079 International Trade Relations 3:0:1
18MS3080 International Economics 3:0:1
International Labour Organisations and International labour
18MS3081
Laws 3:0:1
18MS3082 Internationalisation of Indian SMEs 3:0:1
18MS3083 Data Analytics Fundamentals 2:0:2
18MS3084 Business Intelligence with TABLEAU 2:0:2
18MS3085 Predictive Modeling 1 2:0:2
18MS3086 Predictive Modeling 2 2:0:2
18MS3087 Text Mining & Analytics 2:0:2
18MS3088 Data Management for Business 2:0:2
18MS3089 Marketing Analytics 2:0:2
18MS3090 Finance Analytics 2:0:2
18MS3091 HR Analytics 2:0:2
18MS3092 Retail Analytics 2:0:2
18MS3093 E-Commerce Analytics 2:0:2
18MS3094 Python for Managers 2:0:2
18MS3095 Entrepreneurship Role Orientation 3:0:1
18MS3096 Basic Program in Entrepreneurship 3:0:1
18MS3097 Intermediate Program in Entrepreneurship 3:0:1
18MS3098 Advanced Program In Entrepreneurship 3:0:1
18MS3099 Technology Appreciation & Intellectual property Rights 3:0:1
18MS3100 Innovation Technology management 3:0:1
18MS3101 Indian Models in Entrepreneurship 3:0:1
18MS3102 Social Entrepreneurship 3:0:1
18MS3103 Venture Valuations and Accounting 3:0:1

Table SM-3
LIST OF COURSES

Course Code Name of the Course Credits

17BC2028 Comprehensive Practices 0:0:1
17BB2030 Comprehensive Practices 0:0:1
18PA2001 Financial Accounting -I 4:0:0
18PA2002 Business Organization and Office Management 4:0:0
18PA2003 Financial Accounting- II 4:0:0
18PA2004 Corporate Laws 4:0:0
18PA2005 Management Accounting 4:0:0
18PA2006 Advanced Accounting 4:0:0
18PA2007 Entrepreneurship Development 4:0:0
18PA2008 Cost Accounting I 4:0:0

10.12 Management
 18PA2009 Income Tax 4:0:0
18PA2010 Financial Management 4:0:0
18PA2011 Principles of Auditing 4:0:0
18PA2012 Cost Accounting –II 4:0:0
18PA2013 Strategic Business Reporting 4:0:0
18PA2014 Corporate Accounting 4:0:0
18PA2015 Indirect Tax 4:0:0
18PA2016 Strategic Business Leadership 4:0:0
18PA2017 Advanced Performance Management 4:0:0
18PA2018 Advanced Financial Management 4:0:0

17BC2028 COMPREHENSIVE PRACTICES

Credits: 0:0:1

Course Objectives:
 To integrate the learning in different courses and enable the students to develop a
holistic view, this module is developed.
 Helps to enhance their knowledge in using analytical skills.
 Helps to enhance their knowledge in using logical skills.
Course Outcome
 Gain knowledge in basic concepts
 Develop logical skills
 Develop analytical skills
 Apply the basic concepts in practical business environment
 Able to analyze business situations strategically
 Understand to assimilate concepts learnt in the classroom.

For COMPREHENSIVE PRACTICES the distribution of marks will be as under:

Test 1 (Online MCQ test from Program Core courses of 1st and 2nd Semesters) - 30
Test 2 (Online MCQ test from Program Core courses of 3rd and 4th Semester) - 30
st th
End Semester (Online MCQ test from Program Core courses of 1 to 4 Semesters) - 40
Total -100

Every test may comprise of 70 MCQs Test 1 may be scheduled during regular timetable
before 35th working day. Test 2 may be scheduled before the 70 th working day. End Semester
Test will be conducted before 85th working day.

17BB2030 COMPREHENSIVE PRACTICES

Credit: 0:0:1

Couse Objectives:
 To integrate the learning in different courses and enable the students to develop a
holistic view, this module is developed.
 Helps to enhance their knowledge in using analytical skills.
 Helps to enhance their knowledge in using logical skills.
Course Outcome

10.13 Management
  Gain knowledge in basic concepts
 Develop logical skills
 Develop analytical skills
 Apply the basic concepts in practical business environment
 Able to analyze business situations strategically
 Understand to assimilate concepts learnt in the classroom.

For COMPREHENSIVE PRACTICES the distribution of marks will be as under:

Test 1 (Online MCQ test from Program Core courses of 1st and 2nd Semesters) - 30
Test 2 (Online MCQ test from Program Core courses of 3rd and 4th Semester) - 30
st th
End Semester (Online MCQ test from Program Core courses of 1 to 4 Semesters) - 40
Total -100

Every test may comprise of 70 MCQs Test 1 may be scheduled during regular timetable
before 35th working day. Test 2 may be scheduled before the 70 th working day. End Semester
Test will be conducted before 85th working day.

18PA2001 FINANCIAL ACCOUNTING-I

Credits: 4:0:0

Course Objectives:
 To develop knowledge and understanding of the underlying principles and concepts
relating to financial accounting
 To gain technical proficiency in the use of double-entry accounting techniques
 To gain efficiency in preparation of basic financial statements.
Course Outcomes:
After completing this course, the student should be able to:
 Interpret the context of financial reporting.
 Analyze qualitative characteristics of financial information
 Document and construct financial statements
 Able to Interpret and analyze financial statements
 Handle Independently to do reconciliation
 Able to read annual reports.

Unit I: The context and purpose of financial reporting

Introduction to regulatory framework and the reasons for such framework to prepare financial
statements.Meaning of IFRS, Comparison among Indian AS, US GAAP & IFRS. Importance
of financial statements and different users. Identify who are “charged with governance” in the
organisation and their duties and responsibilities The qualitative characteristics of financial
information
Unit II: Basic fundamental and Golden Rules of Accounting
Accounting Mechanism – Concepts and Conventions, Golden Rules of Accounting
-Relevance of Accounting Standards and its limitations – Double entry book keeping,
Journal, Ledger, Trial Balance,
Unit III: Cash Book and Depreciation
Cash Book, Single, Double column, triple column cash book, Petty cash with imprest system.
Depreciation - methods and accounting treatment
Unit IV: Errors and Bank Reconciliation Statements

10.14 Management
Rectification of Errors – Suspense accounts, types of errors, accounting treatment through
Journal and ledger postings. Bank Reconciliation Statements – Favourable Balance as per
cash book, Pass book- Unfavourable balance as per cash book and pass book
Unit V: Preparing basic financial statements
Final Accounts – Preparation of Trading, Profit and Loss a/c (Statements of profit or loss
Account and other comprehensive income) and Balance sheet (Statement of Financial
Position), Events after the reporting period, Statements of cash flows, Incomplete records and
Disclosure notes. Opening and Closing entries, Adjustment entries with special reference to
Provisions for Bad debts, depreciation, accruals and prepayments, closing stock, outstanding
expenses, sales and purchase returns, tangible non- current assets, intangible non- current
assets, Provisions and contingencies and Capital structure and finance costs

Text Books
1. Financial Accounting, Becker Educational Development Corp., 2017
2. Financial Accounting, Kaplan Publishing, 2017
Reference Books:
1. Financial Accounting, BPP Learning Media LTD, 2017
2. Bhushan Kumar Goyal, H.N. Tiwari “Financial Accounting”, Taxmann’s Publication
3. Tulsian's Financial Accounting for B.Com. by CA P.C. Tulsian and CA Bharat Tulsia

18PA2002 BUSINESS ORGANIZATION AND OFFICE MANAGEMENT

Credits: 4:0:0

Course Objectives:
This course aims to:
 Explain principles and concepts of Business
 Explain the various sources of finance in business
 Have insight in business office arrangements
Course Outcomes:
After completing this course, the student should be able to:
 Different types of Organizational Charts (Structure)
 Chart on Staffing
 Visit any organization & list out the duties and responsibilities of modern HR
manager
 Chart on sources of recruitment
 Draft control Chart for different industry/business groups
 Independently handle conflicts

Unit I: Introduction to Management and Business organization

Management – introduction, meaning, nature and characteristics of management, scope
and functional areas of management - The business organisation, its stakeholders and the
external environment - business organisation structure, functions and governance.-
Various factors affecting the business.

Unit II: Management Process

Introduction; Planning – nature, importance and purpose of planning, planning process,
objectives, types of plans (meaning only); Organization - purpose of organization, principles
of organization, types of organization.Accounting and reporting systems, controls and
compliance – Relationship with other business functions – Accounting and finance functions

10.15 Management
Unit III: Professional Ethics in Accounting and Business
Regulatory framework of accounting and audit – Internal controls and prevention of
frauds-Fundamental principles of ethical behavior - The role of regulatory and
professional bodies in promoting ethical and professional standards in the accountancy
profession - Corporate codes of ethics - Ethical conflicts and dilemmas

Unit IV: Staffing

Human Resource Management - meaning of HRM, importance of HRM, objectives and
functions, process of HRM - Recruitment and selection of employees - Learning and
training at work - Review and appraisal of individual performance

Unit V: Leadership and Control

Individual and group behaviour in business organisations - Team formation, development and
management - Motivating individuals and groups - Motivation Theories - Maslow’s,
Herzberg, McGregor’s X & Y theory; Leadership Styles - Competence frameworks and
personal Development - personal effectiveness and communication in business - Sources of
conflict and techniques for conflict resolution and referral.

Text Books:
1. Appaniah & Reddy. (1998). Essentials of Management. New Delhi: Himalaya Publishing
House.
2. Aswathappa, K. (2011). Human Resource Management. New Delhi: Tata McGraw Hill
Education Pvt Ltd.

Reference Books:
3. Rao, Subba. (2013). Human Resources Management. New Delhi: Himalaya
PublishingHouse.
4. Srinivasan & Chunawalla. (1995). Management Principles and Practice. New Delhi:
Himalaya
5. Publishing House.
6. Tripathi & Reddy. (2011). Principles of Management. New Delhi: Tata McGraw Hill
Education Pvt Ltd.
7. ACCA STUDY MATERIAL 2015 of KAPLAN AND BPP
8. Appaniah& Reddy: Essentials of Management.
9. Koontz & O’ Donnell: Management.
10. M Prasad: Principles of Management.
11. Rustum&Davan: Principles and Practice of Management.

18PA2003 FINANCIAL ACCOUNTING-II

Credits: 4:0:0

Course Objectives:
This course aims to:
 Explain financial accounting concepts in department and branch
 Explain the different methods of depreciation
 Familiarize the final account preparation, using single entry system
Course Outcomes:

10.16 Management
After completing this course, the student should be able to:
 Calculate the normal and abnormal loss in a consignment accounts
 Start and close the Joint ventures and ascertain profits/losses
 Collection & recording of Royalty agreement with regard to any suitable situation
 Collection and recording of Hire Purchase Agreement
 Collect and study recent cases on conversion of firms into Limited company.
 To make claims to insurance company in the event of loss by fire

Unit I:Consignment Accounts: Introduction; Meaning of Consignment Account; Consignor;

Consignee; Distention between Consignment and sale; Accounting for Consignment
Transaction and events in the books of the consignor Goods invoiced above cost price;
Normal loss; Abnormal loss; Commission; Return of Goods from the Consignee; Accounting
in the books of Consignee.

Unit II: Joint Venture: Joint venture – meaning, distinction between partnership and
consignment- Accounting records and treatments – closure of joint ventures

Unit III: Investment and Royalty Accounts: Investment – Meaning, Columnar Investment
accounts. Royalty accounts – Meaning; Technical Terms - Treatment of strike and stoppage of
work; Accounting treatment - In the books of Lessee (Tenant); When royalty is less than
minimum rent; When royalty is equal to minimum rent; When the right of recoupment is lost;
When minimum rent account method is followed; Preparation of ledger accounts - royalty
account, landlord Account, short workings account, minimum rent account when minimum
rent account is followed, with income tax deductions.

Unit IV : Hire Purchase Systems

Introduction; Meaning; Hire Purchase Act 1972-Important definitions and technical terms,
distinction between Hire Purchase and Installment system. Right of the hirer to purchase with
rebate,Calculation of cash price, Calculation of amount of installment, Use of annuity value
to find cash price, Calculation of interest when both the cash price and the rate of interest are
given, when cash prices given but rate of interest is not given, when both the cash price and
the rate of interest are not given; Journal entries and Ledger accounts in the books of Hire
Purchaser and Hire vendor under Asset Accrual method,Accounting for Default and
Repossession

Unit V: Insurance Claims

Introduction; Need; Loss of Stock Policy; Preparation of statement to ascertain value of
stock on the date of fire; Treatment of salvage; Valuation of stocks prior to date of fire;
Calculation of Gross profit Ratio when G/P Ratio is not given; Treatment of Average
Clause; Treatment of abnormal items

Text Books:
1. Anilkumar, Rajeshkumar & Mariyappa. (2011). Financial Accounting. New Delhi:
Himalaya Publishing House.
2. Grewal and Gupta. (2005). Advanced Accounting. New Delhi: S.Chand & Co.Ltd.

Reference Books:
3. Jain, S.P. & Narang, K.L. (2011). Financial Accounting. New Delhi: Kalyani Publisher.
4. Maheswari, S.N. (2012). Financial Accounting. New Delhi: Vikas Publication.
Radhaswamy and Gupta, R.L (2001), Advanced Accounting. New Delhi: S.Chand &

10.17 Management
 Co.Ltd.
5. Advanced Financial Accounting, David Pen drill and Richard Lewis, Pearson Education
Limited

18PA2004 CORPORATE LAWS (F4)

Credits: 4:0:0
Course Objectives:
This course aims to:
 Understand the laws applicable to corporates
 Educates the compliance norms
 Implementation and legal issues of filing complaints

Course Outcomes:
After completing this course, the student should be able to:
 Prepare the draft of agreement related to business transaction.
 Prepare the draft for filing complaint before consumer dispute redressal forum.
 Prepare a draft relating to resolution of dispute by ADR.
 Conduct Meetings
 Handle Insolvency procedures
 Prepare the draft of employment contract

Unit I: Introduction, Essential Elements of Legal System

Meaning and Definition of Law, Nature, scope and Source of Business law, classification of
law, Hierarchy of court (both Civil and Criminal)
Unit II: Contract Laws and Sale of Goods Act 1930
Indian Contract Act 1872; Definition of Contract; Formation of Contract: Essential of
Contract, Classification of Contract, Discharge of contract, Breach of contract, Remedies
for Breach of Contract. Contract of Sale and Agreement to sell; Condition and Warranty,
Caveat Emptor; Rights and Duties of Buyer; Rights and Duties of Unpaid Seller
Unit III: Competition and Consumer Laws
The Competition Act 2002: Objective and Components of Competition Act; Competition
commission of India; Offences and Penalties
Consumer Protection Act 1986: Definition of the terms Consumer, Consumer Dispute,
Defects deficiency, Unfair Trade Practice and Service; Consumer Dispute Redressal
Agencies; District Forum; State Commission; National Commission, Law of Tort and
Negligence
Unit IV: Corporate Law and Insolvency Law
Companies Act 2013 Meaning and Definition of Company; Introduction to Agency Law &
Partnership Act, Formation of Company Memorandum of Association; Articles of
Association; Prospectus; Management and Administration of Company and Regulations;
Share Capital; Company Meeting.Insolvency and Administration; Corporate Fraudulent and
Criminal Behavior.
Unit V:Employment Law
Definition of employee and employer. Fundamental rights of labour/ employees.
Constituents of employment contract. Rights of the worker who has been dismissed. Legal
approvals need to be taken by the employer before dismissing the employees collectively.

Text Books:

10.18 Management
1. Bulchandini,K.R.(2012) Business Law for Managers. New Delhi (New edn)
Himalaya Publishing House,
2. Garg, sareen, sharma & Chawla. (2004) Business Law (3 rd edn) Ludiana: Kalayani
Publishers
Reference Books:
3. Kapoor N.D (2009) Business Law (29th Edn) New Delhi: Sultamn chand & sons
4. Kuchhal M.C (2004) Business Law (4th edn). New Delhi: Vikas publishing House.
5. Nabhi.(2004) Business law (24th edn) Mubai : Indian Law house
6. Tulsian (2013) Business Law (24th edn) New Delhi: Tata MCGRAW Hill.
7. Aswathappa .K & Ramachandra (2003) Business law (3rd edn) New Delhi Himalya
Publishing house.
8. Company Wadhwa a Procedures. New Delhi:
9. Law to CompanyeGuid. M.C. (1997),Bhandari . Chandn Sulta:rial Practice. New Delhiad
Secretn).
10. Company Law a7Kapoor, N.D. (1999) New Age: mpany Law. New Delhiof
Coes l4).Princip0 (20.hansShukla, M.C. & Gul Agarwal Company Law
11. ACCA STUDY MATERIAL 2015 of KAPLAN AND BPP

18PA2005 MANAGEMENT ACCOUNTING

Credits: 4:0:0
Course Objectives:
This course aims to:
 Explain basic knowledge of Management accounting concepts
 Impart the preparation of cost sheet
 Enable the students to prepare Budgets

Course Outcomes:
After completing this course, the student should be able to:
 Prepare comparative statements.
 Measure the healthof an organization using various accounting ratios.
 Prepare common size statements.
 Prepare Cash Flow Statement
 Draft a Management report about a financial performance in an organization.
 Prepare Reports to management

Unit I: Introduction to Management Accounting

Meaning, definition, objectives, nature and scope, role of management accountant,
relationship between financial accounting, cost accounting and management
accounting

Unit II: Techniques of Financial Statements - Types, methods of financial analysis-

comparative statements, common size statements, trend analysis, problems. Accounting
Ratios – financial, profitability, turnover/efficiency and capital market ratios

Unit III: Funds Flow and Cash flow analysis – Statement of changes in working
capital, calculation of funds from operation- funds flow statement. Cash flow analysis –
as per Ind AS and IFRS requirements

10.19 Management
Unit IV :Budgeting Introduction to Budgeting and Types of Budgets. - Definition and
Meaning of Budgetary control. Objectives of Budgetary control. Procedure of Budgetary
control. Essentials of Budgetary control. Advantages and Limitations of Budgetary control
Types of Budgets Cash Budget, Sales Budget, Production Budget, Materials Budget, and
Master Budget- Various budgetary techniques and practices. Budget Execution: Cash
Management, Formats, Apportionment Static and Flexible Budgeting
Unit V: Performance measurement & Reporting
Measurement of Overall Performance of a Firm - Collection, analysis and reporting of
information regarding the performance of an organization. - Different tools and techniques
for cost control and cost reduction, Importance divisional performance management and
reporting. Case studies in private and public sector enterprises.

Text Books:
ACCA F5 BPP/Kaplan Study guide

Reference Books:
1. J. Made Gowda. Cost and Management Accounting. Himalaya publishing house
2. Jain and Narang. Cost and Management Accounting. kalyani publishers.
3. Prabhakara Rao.Management Accounting. Excel books.
4. Sharma and Shashi Gupta. Management Accounting. Kalyani publishers.
5. S.N.Maheswari. Management accounting. Vikas publications.
6. A. K. Vashisht, J.S Pasricha, Management Accounting, Unistar Books PVT.Ltd

18PA2006 ADVANCED ACCOUNTING

Credits: 4:0:0
Course Objectives:
 To develop knowledge and skills in understanding and applying accounting
standards
 To gain insight in the theoretical framework in the preparation of financial
statements of entities, including groups
 To gain efficiency in how to analyse and interpret those financial statements.

Course Outcomes:
After completing this course, the student should be able to:

 Apply “a conceptual and regulatory framework”, for financial reporting

 Account for transactions in financial statements
 Analyse and interpret financial statements for varied organizations
 Prepare and present financial statements for single entities and business
combinations
 Consolidation under International accounting standards
 Handle Partnership admission, retirement and death and dissolution.

Unit I : The conceptual and regulatory framework for financial reporting

The conceptual and regulatory framework for financial reporting, The need for a conceptual
framework and the characteristics of useful information - Recognition and measurement -
Specialized, not-for-profit, and public sector entities -Regulatory framework -The concepts
and principles of groups and consolidated financial statements.
Unit II : Accounting for transactions in financial statements

10.20 Management
Accounting for transactions in financial statements: Tangible non-current assets - Intangible
assets - Impairment of assets - Inventory and biological assets - Financial instruments -
Leasing - Provisions and events after the reporting period -Taxation - Reporting financial
performance -Revenue - Government grants.
Unit III : Analyzing and interpreting financial statements
Analyzing and interpreting financial statements: Limitations of financial statements -
Calculation and interpretation of accounting ratios and trends to address users’ and
stakeholders’ needs - Limitations of interpretation techniques - Specialized, not-for-profit,
and public -sector entities
Unit IV : Preparation of Financial statements and its Consolidation
Preparation of financial statements: Preparation of single entity financial statements:
Statement of Financial position- statement of profit and loss account and other
comprehensive income- statement of changes in equity- Statement of Cash flow. Preparation
of consolidated financial statements: Consolidated statement of financial position,
Consolidated statement profit and loss account and other comprehensive income.
Unit V: Partnership Accounting
Introduction, accounting for partnership –calculation of sacrificing ratio/gaining ratio,
treatment of goodwill–Admission, Retirement and Death of a partner - Preparation of
Revaluation account in each case and distribution of profit/loss and revised balance sheet.
Realization account due to dissolution of firm.

Text Books:
 Financial Reporting, BPP Learning Media LTD, 2016
 Financial Reporting, Kaplan Publishing, 2016
Reference Books:
 Financial Reporting, Becker Educational Development Corp., 2016
 Advanced Financial Accounting, David Pen drill and Richard Lewis, Pearson Education
Limited

18PA2007 ENTREPRENEURSHIP DEVELOPMENT

Credits: 4:0:0
Course Objectives:
This course aims to:
 To develop entrepreneurial skills that may contribute to the success of the student’s
practical learning experience.
 To investigate the types of resources and sources that may be used to evaluate and plan an
entrepreneurial venture.
 To develop a venture plan that can be used as a planning tool for a specific potential
opportunity and idea.
Course Outcomes:
After completing this course, the student should be able to:
 Preparation of project report to start a new SSI unit
 Draft a letter to concerned authority seeking license for proposed SSI unit
 Prepare the format of a business plan
 Prepare a chart showing the financial assistance and tax concessions to SSI units
 Make a report on success stories of two entrepreneurs

Unit I : Introduction to Entrepreneurship

Introduction to entrepreneur, entrepreneurship and enterprise, importance and relevance

10.21 Management
of the entrepreneur, factors influencing entrepreneurship, pros and cons of being an
entrepreneur, women entrepreneurs, problems and promotion, types of entrepreneurs,
characteristics of successful entrepreneur, competency requirement for entrepreneurs,
awareness of self-competency and its development, latest policies of government
towards entrepreneurship.

Unit II : Small Scale Enterprises

Small scale enterprises, tiny industries, ancillary industries, cottage Industries-
definition, meaning, product range, capital investment, ownership patterns, importance
and role played by SSE in the development of the Indian economy, problems faced by
SSE’S and the steps taken to solve the problems, policies governing SSE’s; Sickness in
SSE’s - meaning and definition of a sick industry, causes of industrial sickness,
preventive and remedial measures for sick industries.

Unit III : Starting a Small Business

Scanning the environment for opportunities, evaluation of alternatives and selection
based on personal competencies; An overview of the steps involved in starting a
business venture -Location, clearances and permits required, formalities, licensing and
registration procedures, assessment of the market for the proposed project, importance
of financial, technical and social feasibility of the project.

Unit IV : Business plan

Meaning of BP, importance of business plan, preparation of business plan, typical BP
format, financial aspects of the BP, marketing aspects of the BP, human resource aspects
of the BP, technical aspects of the BP, social aspects of the BP, preparation of BP,
common pitfalls to be avoided in preparation of a BP.

Unit V : Institutional Assistance to Small Scale Enterprises

Financial assistance through SFC’s, SIDBI, Commercial Banks, KSIDC, KSSIC, IFCI;
Non-financial assistance from DIC, SISI, EDI, SIDO, AWAKE, TCO, TECKSOK,
KVIC, Micro Finance and SHGs; Financial incentives for SSI’s and tax concessions,
assistance for obtaining raw material, machinery, land and building and technical
assistance; Industrial estates - role and types.

Text Books:
1. Aruna Kaulgud, Entrepreneurship Management. New Delhi: Vikas publishing house.
2. CSV Murthy. Entrepreneurial Development. Himalaya publishing house.

Reference Books:
3. Dreamily Kumar, S.C.Poornima, Minni K.Abraham,Jayashree K. Entrepreneurial
Development.
4. Government of India. Report of the committee on Development of small
and mediumentrepreneurs.
5. S.V.S. Sharma. Developing Entrepreneurship. Issues and Problems.
6. Srivastava, A Practical Guide to Industrial Entrepreneurs
7. Udai Pareek and T.V. Rao. Developing Entrepreneurship.New Delhi: Engage Learning.
8. Vasanth Desai. Management of Small Scale Industry. Himalaya publishing house.
9. Vasanth Desai. Problems and Prospects of Small Scale Industry. Himalaya publishing
house.

10.22 Management
 18PA2008 COST ACCOUNTING – I
Credits: 4:0:0
Course Objectives:
This course aims to:
 Introduction to cost accounting principles and practices
 Imparts knowledge of preparing cost sheet
 Explain preparation of Budgets

Course Outcomes:
After completing this course, the student should be able to:
 Classification of costs incurred in the making of a product
 Estimate the cost for making a product of your choice
 Make a list of different types of overheads in an organization
 Identify the elements of cost in service sector
 Prepare a case for cost reconciliation

Unit I: Introduction to Cost Accounting

Introduction, meaning and definition, costing and cost accounting, objectives of costing,
comparison between financial accounting and cost accounting, designing and installing a cost
accounting system, cost concepts, classification of costs, cost unit, cost center, elements of
cost, preparation of cost sheet

Unit II: Material and Labour Cost Control

Meaning, types, direct materials, indirect material, material control, purchasing procedure,
store keeping, techniques of inventory control. Documents used in material accounting,
methods of pricing material issues - FIFO, LIFO, Weighted average price method and simple
average method; Problems. Labour cost control – Timekeeping – Normal, Abnormal and Idle
time – System of Wage Payments, Time rates and Piece rates-Halsey Plan- Rowan Plan.
Unit III: Overheads costing – Definition, Analysis, apportionment, absorption of overheads-
Primary and Secondary Distribution overhead summary. Reconciliation of Cost and
Financial Accounts: Need for Reconciliation, reasons for differences in profit or loss shown
by cost accounts and profits or loss shown by financial accounts, preparation of reconciliation
statement and memorandum reconciliation account.

Unit IV:
Budgeting:
Introduction to Budgeting and Types of Budgets. - Various budgetary techniques and
practices.
Budget Preparation: Flexible Budgets.Meaning and importance of capital budgeting, steps in
capital budgeting, Definition and Meaning of Budgetary control. Objectives of Budgetary
control. Procedure of Budgetary control and reporting.

Unit V: Performance measurement & Reporting

Overview, Application, Cost reduction and value enhancement, Monitoring Performance and
Reporting.

Text Books
1. Agarwal, M.L. Cost Accounting. Bangalore: Sahitya Bhavan.
2. Arora, M.N. Cost Accounting. New Delhi: Himalaya Publishing House.

10.23 Management
Reference Books:
3. Jain &Narang. Cost Accounting. New Delhi: Kalyani Publisher.
4. Khanna, Pandey& Ahuja. Practical Costing. New Delhi: S.Chand.
5. Nigam & Sharma. Cost Accounting. New Delhi: PHI Learning.

18PA2009 INCOME TAX

Credits: 4:0:0
Course Objectives:
 Impart adequate knowledge on the concepts of Income Tax Levy on various types of
Income
 Involve the students to understand the Status on which Income tax is imposed thereon
 Give an analytical exposure on the computation of Income under the different Heads of
Income and the Tax levied upon them.

Course Outcomes:
After completing this course, the student should be able to:
 Prepare a chart of perquisites and allowances.
 Make a list of enclosures to be made along withIT returns of salary and income from
house property.
 Collect and fill form 16.
 Computation of income tax payable by employees in different companies
 Compute income from other sources
 Evaluate capital gains tax

Unit I: Introduction to Income Tax and Residential Status and Tax Incidence
Brief history of Income Tax, legal frame work, cannons of taxation; Finance Bill; Scheme of
income tax; Definitions - Assessee, person, assessment year, previous year; Income- gross
total income, total income, agricultural income, exempted incomes u/s 10 (restricted to
individual assessee); Income tax authorities-ITO, CIT and CBDT, powers and functions;
Types of assessments, recovery of tax and refunds. Concept of Residential status, residential
status of individual assesse - resident and ordinarily resident, resident but not ordinarily
resident, non-resident; Residential status and incidence of tax – Indian and foreign income,
incidence of tax for different tax payers.

Unit II: Income from Salary

Meaning, Basis of Charge, Advance Salary, Arrears of Salary, Salary Allowances -Fully
Taxable Allowances, Partly Taxable Allowances, Fully Exempted Allowances.
Perquisites –Tax Free Perquisites, Taxable Perquisites, Perquisites Taxable in all Cases,
Perquisites Taxable in Specified Cases. Profits in Lieu of Salary, Provident Fund
-Transferred Balance, Deductions from Salary U/S 16. Problems on Income from Salary.

Unit III : Income from House Property

Meaning of house property, treatment as owner of house property, treatment of rental
income from properties under different circumstances, determination of the annual value
of a house property, expenses deductible from rental/notional income from house
property, special treatment given to self-occupied house property, treatment of
income/loss from house property; Computation of income from house property after

10.24 Management
deductions u/s 24.

Unit IV : Profits And Gains From Business And Profession and Computation Of
Total Income
Meaning and Definition of Business, Profession, Expenses Expressly Allowed,
Allowable Losses, Expenses Expressly Disallowed, Expenses Allowed on Payment
Basis. Problems on Business relating to Sole Trader only and Problems on Profession
relating to Chartered Accountant, Advocate and Doctor Income from Capital Gains,
Other Sources (Theory only) Set off of losses and Carry forward. (Theory only).
Deductions U/S 80C to 80 Problems on Computation of Total income of an Individual.
The use of exemptions and reliefs in deferring and minimizing income tax liabilities

Unit V : Income from Other sources and Capital gains tax

Income from other sources, The basic principles of computing gains and losses , The
computation of capital gains tax, The use of exemptions and reliefs in deferring and
minimising tax liabilities arising on the disposal of capital assets.

Text Books
1. B.B. Lal. (2008). Direct Taxes. Konark Publisher (P) ltd.
2. Bhagwathi Prasad. (1996). Direct Taxes Law and Practice. Wishwa Prakashana.

Reference Books:
3. Dinakar Pagare. (1991). Law and Practice of Income Tax Sultan Chand and sons.
4. Dr. Mehrotra and Dr. Goyal. Direct Taxes Law and Practice. Sahitya Bhavan Publication.
5. Dr. Sanjeev Kumar. (2008). Systematic Approach to Indirect Taxes. Bharath Law House.
6. Dr. Vinod K Singhania. (2009). Direct Taxes Law and Practice. Taxmann publication.
7. Gaur & Narang. Income Tax. Kalyani Publishers
8. V.S. Datey. (2009). Indirect Taxes Taxmann Publication.
9. ACCA STUDY MATERIAL 2015 of KAPLAN AND BPP

18PA2010 FINANCIAL MANAGEMENT

Credits: 4:0:0

Course Objectives:
This course aims to:
 Know the functions of financial management
 Understand effective strategies and tools for measurement
 Applying methods of the FM techniques
Course Outcomes:
After completing this course, the student should be able to:
 Illustrate operating cycle for at least two companies of your choice
 Evaluate the NPV of an investment made in any one of the capital projects with
imaginary figures for five years
 Prepare an aging schedule of debtors with imaginary figures
 Capital structure analysis of different companies
 Draw a chart showing the finance function

Unit I : Financial management function

The nature and purpose of financial management - relationship between financial

10.25 Management
management and financial and management accounting. Financial objectives and
relationship with corporate strategy - Stakeholders and impact on corporate objectives
-Financial and other objectives in not-for-profit organizations.
Unit II: Financial management environment
The economic environment for business - main macroeconomic policy targets. Role of
fiscal, monetary, interest rate and exchange rate policies -The nature and role of financial
markets and institutions - role of financial intermediaries - functions of a stock market and a
corporate bond market -The nature and role of money market : the role of banks and other
financial institutions- Interest-bearing instruments - Discount instruments - Derivative
products .
Unit III: Working capital management
The nature, elements and importance of working capital - relevant accounting ratios
Management of inventories, techniques in managing inventory -accounts receivable:
techniques in managing accounts receivable, accounts payable: techniques in managing
accounts payable and cash: relevant techniques in managing cash, - Determining working
capital needs and funding strategies.
Unit IV: Investment appraisal
Investment appraisal techniques - Allowing for inflation and taxation in investment appraisal
-Adjusting for risk and uncertainty in investment appraisal -Specific investment decisions
(lease or buy; asset replacement, capital rationing), Business finance: Sources of, and raising
business finance -Estimating the cost of capital -Sources of finance and their relative costs -
Capital structure theories and practical considerations -Finance for small- and medium-sized
entities.
Unit V: Business valuations
Nature and purpose of the valuation of business and financial assets- Models for the
valuation of shares - The valuation of debt and other financial assets - Efficient market
hypothesis (EMH) and practical considerations in the valuation of shares, Risk management:
The nature and types of risk and approaches to risk management - Causes of exchange rate
differences and interest rate fluctuations. Hedging techniques for foreign currency risk
-Hedging techniques for interest rate risk.

Text Books
1. Financial Management, BPP Learning Media LTD, 2016
2. Financial Management, Kaplan Publishing, 2016
Reference Books:
1. Financial Management, Becker Educational Development Corp., 2016
2. Bhalla, V.K.: “Financial Management & Policy,” Anmol Publications, Delhi.
3. Chandra, P: “Financial Management- Theory and Practice”, Tata Mc Graw Hill.

18PA2011 PRINCIPLES OF AUDITING

Credits:
Course Objectives:
 To develop knowledge and understanding of the process of carrying out the assurance
engagement
 To understand its application in the context of the professional regulatory framework.
 To observe the auditing process in an auditing firm
Course Outcomes:
On successful completion of this paper, candidates should be able to:
 Explain the concept of audit and assurance and the functions of audit, corporate
governance, including ethics and professional conduct

10.26 Management
  Describe the scope and distinguishing between the functions of internal and external
audit
 Demonstrate how the auditor obtains and accepts audit engagements, obtains an
understanding of the entity and its environment, assesses the risk of material
misstatement (whether arising from fraud or other irregularities)
 Describe how an auditor plans an audit of financial statements
 Describe and evaluate internal controls, techniques and audit tests, including IT
systems to identify and communicate control risks and their potential consequences,
making appropriate recommendations
 Identify and describe the work and evidence obtained by the auditor and others
required to meet the objectives of audit engagements and the application of the
International Standards on Auditing (ISAs)
 Explain how consideration of subsequent events and the going concern principle can
inform the conclusions from audit work and are reflected in different types of
auditor’s report, written representations and the final review and report.

Unit I : Audit framework and regulation

The concept of audit and other assurance engagements - External audits -Corporate
governance. -Professional ethics and ACCA’s Code of Ethics and Conduct - Internal audit
and governance and the differences between external audit and internal audit -The scope of
the internal audit function, outsourcing and internal audit assignments.
Unit II : Planning and risk assessment:
Obtaining and accepting audit engagements -Objective and general principles -Assessing
audit risks - Understanding the entity and its environment -Fraud, laws and regulations
-Audit planning and documentation.
Unit III : Internal control
Internal control systems – Components-The use and evaluation of internal control systems
by auditors – Limitations in internal control, Tests of control – Genera IT controls and
applications control – control objectives, procedures and activities, Communication on
internal control.
Unit IV : Audit evidence
Financial statement assertions and audit evidence – Quality and quantity of audit evidence-
Relevance and reliability of audit evidence, Audit procedures, -Audit sampling and other
means of testing -The audit of specific items -Computer-assisted audit techniques -The work
of others - Not-for-profit organization
Unit V : Review and reporting
Subsequent events –Purpose, responsibilities, and procedures, Going concern – significance,
importance and needs-Written representations - Audit finalization and the final review
-Audit reports-basic elements-unmodified audit opinions.

Text Books:
1. Audit and Assurance, BPP Learning Media LTD, 2016
2. Audit and Assurance, Kaplan Publishing, 2016
Reference Books:
3. Audit and Assurance, Becker Educational Development Corp., 2016
4. Institute of Chartered Accountants of India: ‘‘Auditing and Assurance Standards’’, ICAI,
New Delhi.
5. Gupta, Kamal, and Ashok Arora: “Fundamentals of Auditing,” Tata McGraw Hill
Publishing Co. Ltd., New Delhi

10.27 Management
 18PA2012 COST ACCOUNTING – II
Credit 4:0:0
Course Objectives:
This course aims to:
 Introduction to Methods and Techniques of Costing
 Imparts knowledge of SCM techniques
 Explain preparation of Budgets and Performance measurements

Course Outcomes:
After completing this course, the student should be able to:
 Calculate BEP and Interpret the results
 Decide on key issues using this CVP analysis
 Prepare a variance report
 Apply the concepts of SCM techniques in regular decision making
 Prepare Budgets
 Do performance analysis.

Unit I:Marginal costing & CVP Analysis:

Marginal costing- marginal cost equations, Cost Volume Profit Analysis, Break Even Point,
Margin of Safety, Break even Chart – Profit Volume Chart, Applications of Marginal Costing
- Make or Buy Decision, Key factor / limiting factor, Pricing decisions, Dealing with risk and
uncertainty in decision-making.
Unit II: Methods and Techniques of Costing Meaning: Technical terms – Evaluation and
Implementation; Normal Costing; General Approach to Job Costing; Budgeted Indirect Costs
and End-of-Accounting year Adjustments; Contract costing preparation of contract accounts
– Completed contracts and Incomplete contracts - ascertainment of notional profit- work
certified – work not certified- Procedures in Batch costing- Tenders and Quotations-
Preparation of Process accounts with equivalent production
Unit III: Standard costing:
Meaning- Steps involved in Standard Costing, Analysis of Variances –Material Variances,
Labour Variances, Overhead variances. Preparation of Variance Reports and interpretation of
variance report.
Unit IV: Strategic cost management:
Meaning, difference between traditional costing method and activity-based costing,
characteristics of Activity Based Costing (ABC), cost driver and cost pools, product costing
using ABC system, uses, limitations, steps in implementation of ABC, simple problems.
Target costing- Meaning, nature, methods of establishment of cost; Just-in-Time-Features,
implementation and benefits. (Theory Only). An overview of Life-cycle costing, Throughput
accounting, and Environmental accounting
Unit V: Budgeting and Performance Measurement: Budgetary systems to be used in the
organisation, top-down budgeting, bottom-up budgeting, rolling budget, zero-based
budgeting(ZBB), activity based budgeting, incremental budgeting, master budgets. Fixed
costs and variable costs of the budget, High-low method, Learning curve, Expected
values(EV). Performance management information systems, Sources of management
information, Management reports, Performance analysis in private sector organizations,
Divisional performance and transfer pricing, Performance analysis in not-for-profit
organizations and the public sector- External considerations and behavioral aspects

Text Books

10.28 Management
1.Agarwal, M.L. Cost Accounting. Bangalore: Sahitya Bhavan.
2.Arora, M.N. Cost Accounting. New Delhi: Himalaya Publishing House.
3. ACCA F5 BPP/Kaplan Study guide
Reference Books:
3.Jain &Narang. Cost Accounting. New Delhi: Kalyani Publisher.
4.Khanna, Pandey& Ahuja. Practical Costing. New Delhi: S.Chand.
5.Nigam & Sharma. Cost Accounting. New Delhi: PHI Learning.

18PA2013 STRATEGIC BUSINESS REPORTING

Credits: 4:0:0
Course Objectives:
 To discuss, evaluate the concepts, principles and practices that underpin the preparation
 To apply knowledge in interpreting the corporate reports
 To evaluate and interpret corporate reports.

Course Outcomes:
On successful completion of this paper, candidates should be able to:
 Apply fundamental ethical and professional principles to ethical dilemmas and discuss
the consequences of unethical behaviour
 Evaluate the appropriateness of the financial reporting framework and critically
discuss changes in accounting regulation
 Apply professional judgement in the reporting of the financial performance of a range
of entities
 Prepare the financial statements of groups of entities
 Interpret financial statements for different stakeholders
 Communicate the impact of changes in accounting regulation on financial Reporting

Unit I: Fundamental ethical and professional principles, Professional behaviour and

compliance with accounting standards - Ethical requirements of corporate reporting and the
consequences of unethical behaviour

Unit II: The financial reporting framework - The applications, strengths and weaknesses
of an accounting framework

Unit III: Reporting the financial performance of a range of entities, Revenue, Non-
current assets, Financial instruments, Leases, Employee benefits. Income taxes, Provisions,
contingencies and events after the reporting date, Share-based payment, Fair Value
Measurement, Reporting requirements of small and medium-sized entities (SMEs)

Unit IV: Financial statements of groups of entities, Group accounting including statements
of cash flows, Associates and joint arrangements, Changes in group structures, Foreign
transactions and entities

Unit V: Interpret financial statements for different stakeholders, Analysis and

interpretation of financial information and measurement of performance. The impact of
changes in accounting regulation, Discussion of potential solutions to current issues in
financial reporting

10.29 Management
Text Books:
1. Strategic Business Reporting, Kaplan Publishing, 2017
2. Strategic Business Reporting, BPP Learning Media, 2017

Reference Books:
3. Roadmap to IFRS and Indian Accounting Standards by CA Shibarama Tripathy
4. IFRS explained –a guide to IFRS by BPP learning Media
5. IFRS concepts and applications by Kamal Garg, Bharath law house private limited.
6. IFRS: A quick reference guide by Robert J Kirk, Elsevier Ltd.

18PA 2014 CORPORATE ACCOUNTING

Credit 4:0:0

Course Objectives:
This course aims to:
 Explain corporate accounting concepts as per IFRS standards
 Explain the methods ofjournalizingin the event issue of shares & Debentures
 Familiarize the corporate accounting systems in different business situations
Course Outcomes:
After completing this course, the student should be able to:
 Get the practical applications of Internal Reconstruction & Amalgamation of firms
 Demonstrate importance and impact of IFRS standards in preparing company
accounts
 Preparation of Statement of Accounts for Insurance & Holding companies
 Gain Adequate knowledge on Human Resource Accounting
 Apply the technical skills learnt on the Valuation Process of a business as well as
Shares
 Do the computations on a Business Acquisition Case such as Amalgamation and
Absorption

Unit I:Shares and Debentures: Issue of Shares and Debentures; Various kinds; Forfeiture;
Re-issue; Underwriting of Shares and Debentures; Redemption of Preference Shares and
Debentures; Purchase of Business; Profits prior to Incorporation
Unit II:Company Accounts: Preparation of Company Final Accounts; Computation of
Managerial Remuneration; Valuation of Goodwill; Valuation of Shares; Valuation of
Business; Valuation of Assets
Unit III: Reconstruction: Alteration of Share Capital; Internal and External Reconstruction;
Reduction of Capital; Computation of Balance sheet
Unit IV: Business Acquisitions: Absorption; Amalgamation; Liquidation; Statement of
Affairs; Deficiency Accounts; Liquidator’s Final Statement of Receipts and Payments
Unit V: Banking and Insurance Company Accounts: Prescribed forms of Profit and Loss
Account and Balance Sheet; Salient Features; Explanation of items appearing in the Final
Accounts; Rebate on Bills Discounted and Interest on doubtful debts; Classes of Insurance
Business; Forms of Revenue Account and Balance Sheet in Insurance companies; Holding
Companies

Text Book
1.S N Maheshwari& S k Maheshwari, (2013), Corporate Accounting, 5th edition , Vikas
Publishing Ltd

10.30 Management
Reference Books
1. V K Goyal and RuchiGoyal, (2012 ), CorporateAccounting, 3rd Edition, PHI
Learning Pvt. Ltd
2. Ashok Sehgal (2012), Fundamentals of Corporate Accounting, 3rd Edition, Taxmann
Store
3. Tulsian P C (2015), Corporate Accounting, 2nd Edition, Sultan Chan
4. V Rajasekaran and R Lalitha (2011), Corporate Accounting, 1st Edition, Pearson India

18PA2015 INDIRECT TAX

Credits: 4:0:0
Course Objectives:
 Impart adequate knowledge on the concepts of tax Levy on various types of Income
 Involve the students to understand the basic concepts of GST, Input tax Credit and
Business Process Returns.
 Give an analytical exposure on the computation of Customs Law and Wealth Tax.

Course Outcomes:
After completing this course, the student should be able to:
 Prepare a chart of perquisites and allowances.
 Make a list of enclosures to be made along withIT returns of salary and income from
house property.
 Collect and fill form 16.
 To enable the students to be able to compute Taxable Income of Companies,
Computation- basis- method of accounting- scheme of business deductions/ allowance.
 Computation of income tax payable by 5 employees in different companies
 To develop knowledge and skills relating to the tax system as applicable to Goods and
services.

Unit I: Introduction to Goods and Service Tax (GST)

Definition - Intra-state and Inter State supply – Supply under GST, Levy and Collection,
Exemption from GST, Mixed and composite supply– Taxability, Time of Supply, Value of
Supply, Input Tax Credit, Introduction of CGST, SGST and IGST;Overview of GST and GST
law (CGST and SGST): Taxable persons - casual taxable persons - Non-resident taxable
persons
Unit II: GST business process-Returns
Filing returns - Types of returns and formats - input tax credit and its matching - Tax returns
preparers accounts and records tax invoice - Debit/credit notes and payments Inspection,
search, seizure and arrest detention, confiscation of goods and conveyances, prosecution,
offences and penalties

Unit III: Customs Law and Wealth Tax

Basic Concepts, Types of Customs Duty, Valuation, Customs Procedures; Anti-Dumping
Duties; Valuation Rules; Import procedures; Export procedures; Baggage; Stores;
Warehousing; Demurrage.
Assessment Year – Valuation Date – Net Wealth – Deemed Assets – Exempted Assets –
Problems on Wealth Tax of individuals and firms.

Unit IV: Assessmentof Firms

10.31 Management
Meaning of Partnership, Firm and Partners – New Scheme of Taxation of Firms – Assessment
of Firms (Section 184) – Computation of Firms Business Income – Treatment of Interest and
Capital, Salary, Commission, Remuneration received by partners and computation of Firms
total income.

Unit V: Assessmentof Companies

Introduction – Meaning of Company – Types of Companies – Computation of Depreciation –
Computation of Taxable Income of Companies – Minimum Alternative Tax (MAT) –
Computation of Tax Liability.
References:
1. Taxmann’s GST manual, 4th edition, July 2017
2. Taxmann’s Law relating to GST, July 2017
3. Datey V S, ‘Indirect Taxes’ 27th edition, Taxmann Publications Pvt., Ltd, New Delhi.
4. Dr. Vinod K Singania, ‘Direct Taxes’ 45th edition, Taxmann Publications Pvt., Ltd, New
Delhi.
5. Inter Study material of Institute of Chartered Accountants of India and Institute of Cost
Accountants of India.
6. K Vaitheeswaran, Students Handbook on Indirect Taxes, 14th e, 2012, Snow White
Publications Pvt Ltd.
Manuals for additional readings:
1. Company Taxation Manual
2. Clearances and Approvals
3. Tax and Duty Manuals

18PA2016 STRATEGIC BUSINESS LEADERSHIP

Credits: 4:0:0
Course Objectives:
 To demonstrate organisational leadership and senior consultancy or advisory capabilities
 To administer relevant professional skills, through the context of an integrated case study.
 To analyse the pros & cons of ethical damages done by few corporate
Course Outcomes:
On successful completion of this paper, candidates should be able to:
 Apply excellent leadership and ethical skills to set the ‘tone from the top’ and promote a
positive culture within the organisation, adopting a whole organisation perspective in
managing performance and value creation.
 Evaluate the effectiveness of the governance and agency system of an organisation and
recognise the responsibility of the board or other agents towards their stakeholders,
including the organisation’s social responsibilities and the reporting implications.
 Evaluate the strategic position of the organisation against the external environment and
the availability of internal resources, to identify feasible strategic options.
 Analyse the risk profile of the organisation and of any strategic options identified, within
a culture of responsible risk management.
 Select and apply appropriate information technologies and data analytics, to analyse
factors affecting the organisation’s value chain to identify strategic opportunities and
implement strategic options within a framework of robust IT security controls.
 Evaluate management reporting and internal control and audit systems to ensure
compliance and the achievement of organisation’s objectives and the safeguarding of
organisational assets

10.32 Management
Unit I: Leadership; Qualities of leadership, Leadership and organisational culture,
Professionalism, ethical codes and the public interest
Unit II: Governance, Strategy and Risk Agency theory, Stakeholder analysis and
organisational social responsibility, Governance scope and approaches, Reporting to
stakeholders, Role of the board of directorsPublic sector governance, Concepts of strategy,
Environmental issues and competitive affecting the strategies of the business, The internal
resources, capabilities and competences of an organisation, Strategic choices made by those
charged with governance, riskIdentification, assessment and measurement of risk, Managing,
monitoring and mitigating risk
Unit III: Technology, Data analytics and Organizational control; Cloud and mobile
technology, Big data and data analytics, E- business: value chain, IT systems security and
control, audit, Management and internal control systems, Audit and compliance, Internal
control and management reporting
Unit IV: Finance in planning and decision-making; Finance function, Financial analysis
and decision -making techniques, Cost and management accounting
Unit V: Innovation, performance excellence and change management; Enabling success:
organising, Enabling success: disruptive technologies, Enabling success: talent management,
Enabling success: performance excellence, Managing strategic change, Innovation and
change management, Leading and managing projects
Text Books
1. Strategic Business Leader, Kaplan Publishing, 2017
2. Strategic Business Leader, BPP Learning Media, 2017
Reference Books
3. Strategic Business Leader, Allen E. Fishmen & Michele Fishman, Direct Communication
Services, Inc.

18PA2017 ADVANCED PERFORMANCE MANAGEMENT

Course Objectives:
 To apply relevant knowledge, skills and exercise professional judgement in selecting
and applying strategic management accounting techniques in different business
contexts
 To contribute to the evaluation of the performance of an organisation
 To evaluate corporate’s strategic development.
Course Outcomes:
On successful completion of this paper, candidates should be able to:
 Use strategic planning and control models to plan and monitor organisational
performance
 Assess and identify key external influences on organisational performance
 Identify and evaluate the design features of effective performance management
information and monitoring systems
 Apply appropriate strategic performance measurement techniques in evaluating and
 improving organisational performance
 Advise clients and senior management on strategic business performance evaluation
and on recognising vulnerability to corporate failure

10.33 Management
Unit I: Strategic planning and control: Strategic management accounting
,Performance hierarchy, Performance management and control of the organization, Changes
in business structure and management accounting, Other environmental and ethical issues
Unit II: External influences on organisational performance: Impact of risk and
uncertainty on performance management, Impact of other external factors on performance
management
Unit III: Performance measurement systems and design: Performance
management information systems, Sources of management information, Recording and
processing methods, Management reports
Unit IV: Strategic performance measurement: Strategic performance measures in
the private sector, Divisional performance and transfer pricing issues, Strategic performance
measures in not-for profit organisations, Non-financial performance indicators, The role of
quality in management information and performance measurement systems, Performance
measurement and strategic human resource management issues, Other behavioural aspects of
performance measurement
Unit V: Performance evaluation and corporate failure: Alternative views of
performance measurement and management, Strategic performance issues in complex
business structures, Predicting and preventing corporate failure

Text Books:
1. Advanced Performance Management, Kaplan Publishing, 2017
2. Advanced Performance, BPP Learning Media, 2017

Reference Books:
3. Uplifting Performance: The Proven System for Maximizing Organizational Performance,
Productivity and Profits, By Raghu Reddy, Industry Superstar Pte Ltd, Ebc Lifestyle Hub
4. Performance Management: Toward Organizational Excellence, By T. V. Rao, SAGE
Response; Second edition (29 December 2015)

18PA2018 ADVANCED FINANCIAL MANAGEMENT

Credits: 4:0:0

Course Objectives:
This course aims to:
 To apply relevant knowledge, skills and exercise professional judgement as expected
of a senior financial executive or advisor,
 To apply knowledge in taking or recommending decisions relating to the financial
management of an organisation in private and public sectors.
 To understand the process of business valuations
Course Outcomes:
On successful completion of this paper, candidates should be able to:

 Explain and evaluate the role and responsibility of the senior financial executive or
advisor in meeting conflicting needs of stakeholders
 Recognise the role of international financial institutions in the financial management
of multinationals
 Evaluate potential investment decisions and assessing their financial and strategic
consequences, both domestically and internationally
 Assess and plan acquisitions and mergers as an alternative growth strategy

10.34 Management
  Evaluate and advise on alternative corporate re-organisation strategies
 Apply and evaluate alternative advanced treasury and risk management techniques

Unit I: Role and responsibility towards stakeholders and economic environment for
multinational organizations
The role and responsibility of senior financial executive/advisor - Financial strategy
formulation - Conflicting stakeholder interests - Ethical issues in financial management -
Environmental issues and integrated reporting - Management of international trade and
finance - Strategic business and financial planning for multinational organizations.
Unit II: Advanced investment appraisal
Discounted cash flow techniques - Application of option pricing theory in investment
decisions - Impact of financing on investment decisions and adjusted present values -
Valuation and the use of free cash flows - International investment and financing decisions.
Unit III: Acquisitions, mergers, corporate reconstruction and re-organization
Acquisitions and mergers versus other growth strategies - Valuation for acquisitions and
mergers - Regulatory framework and processes -Financing acquisitions and mergers -
Financial reconstruction - Business re-organization.
Unit IV: Treasury and advanced risk management techniques
The role of the treasury function in multinationals - The use of financial derivatives to
hedge against foreign exchange risk - The use of financial derivatives to hedge against
interest rate risk - Dividend policy in multinationals and transfer pricing.
Unit V: Emerging issues in finance and financial management
Developments in world financial markets - Developments in international trade and finance
- Developments in Islamic financing.

Text Books
1. Advanced Financial Management, BPP Learning Media LTD, 2016
Reference Books:
2. Advanced Financial Management, Kaplan Publishing, 2016
3. Advanced Financial Management, Becker Educational Development Corp., 2016

10.35 Management
 18MS3001 ORGANIZATIONAL BEHAVIOUR AND MANAGEMENT
Credits :3:0:1
Objectives:
 to learn management concepts
 to better understand themselves as individuals in order to carefully manage and
 to obtain the desired Outcome from their teams and organization’s dynamics.
Outcome:
At the end of this course, the students will be able to understand:
 The principles underlying organizational behavior
 Behavioral processes and personality
 Application of leadership and motivational theories and
 To communicate effectively among groups.

Course Description: Management – POSDCORB –theories of management- Structure of

organization –Delegation, Departmentalization, Direction. OB -Importance , Contributing
disciplines , Hawthorne studies , Approaches to OB. Emotional Intelligence, Personality - concepts,
theories - Perception , Motivation – group formation – norms – cohesiveness - group decision making
– team building -– conflicts and negotiation - Leadership - Leadership theories and styles, -
Communication - interpersonal communication - Methods to improve interpersonal Communication.
Organizational design - Organizational culture – OCTAPACE – organizational change: approaches
and resistance to change – Levin’s three steps model- OD interventions – sensitivity training- process
consultation- survey feedback .

Practicals / Project:
Event planning (POSDCORB) – Decision making (Activity) – Negotiation (Activity) -
Communication (game) – Organizational change (Case study) – Employee Motivation (Group
Discussion)
Reference Books
1. Stephen P Robbins, Timothy A Judge, Neharika Vohra (2011), Organizational Behaviour
(14th edn,), New Delhi, Pearson Education
2. Harold Koontz and Heinz Weihrich (2008), Essentials of Management (7 th edn.) Tata
McGraw Hill.
3. Nelson, D.L., and Quick, J. C. (2008), Organisational Behaviour: Foundations, realities &
Challenges (5th edn,), India: Cengage Learning.
4. Slocum, J.W., & Hellriegel, D, (2008), Fundamentals of Organisational Behaviour, (2 nd
edn,), India: Cengage Learning.
5. Umasekaran, (2004), Organizational Behaviour, (2 nd edn.), New Delhi, Tata McGraw Hill.

18MS3002 MARKETING MANAGEMENT

Credits :3:0:1
Objectives:
This course aims to orient the participants towards principles and basic tenets of marketing
discipline and make the participants to:
 Think strategically about marketing
 Use key frameworks to analyze situations and make decisions
 Understand how to create a strong marketing place
Outcome:
 Evaluate and employ basic elements of marketing
 Convert 4Ps to 4Cs
 Use current trends in marketing planning and analyse the market
 Use principles of buyer behavior to make strategic marketing decisions

10.36 Management
Course Description: Marketing Principles - Evolution, Concepts, Functions, Creating
customer value, satisfaction and loyalty. Marketing Essentials- Industrial and individual
buyer behavior: Marketing Research – MIS – Marketing Audit – Marketing Ethics. Strategic
Marketing Approaches - Segmentation -Targeting - Positioning (STP) –Industrial Markets;
Creating Brands and Brand Equity –Marketing Mix - Product: Product life cycle - Pricing:
Approaches, Methods; Price setting procedures – Channel Levels, Dynamics; Retailing,
wholesaling, Retail Marketing and Online marketing– Logistics management Promotion:
Tools - Advertisement, Sales promotion, Personal selling, Public relations. Strategic
Marketing - Portfolio Models – Competitor Analysis – Customer Analysis - Strategies for
Leaders, Challengers, Followers and Nichers – Internal marketing – Bench marking –
Marketing modeling Approaches - Strategic Implementation and Controls.
Practicals / Project::
Marketing environment - Consumer behavior – Strategic market planning – Market
Segmentation – Market research - New product development - Pricing, Distribution , and
Retailing - Branding, Advertising and Promotion - B2B Marketing, Services Marketing -
Social Marketing

References:
1. Philip Kotler, Kevin Lane Keller, Abraham Koshy, and Mithileshwar Jha, “Marketing
Management”, 13th Edition, Pearson Education [South Asian Edition].
2. Wilson and Gilligan , Strategic Marketing Management: Planning Implementation &
Control Viva (Latest Edition).
3. Etzel, Stanton and Pandit, George Marakas, “Marketing Concepts and Cases”, 12th
Edition, Tata McGraw -Hill Publishing Company Ltd., 2006.
4. Kurtz and Boone, “Principles of Marketing”, 12th Edition, Cengage Learning India
Pvt. Ltd., 2007
5. Rajen Saxzena, “Marketing Management”, 3rd Edition, Tata McGraw -Hill
Publishing Company Ltd., 2006

18MS3003 ACCOUNTING FOR MANAGERS

Credits:3:0:0
Objectives:
This course aims;
 To develop an insight of principles and techniques of accounting
 To focus on understanding, financial, cost and management accounting with its applications
in different managerial situations
 To interpret, analyse and take decisions - depending on the business situations
Outcome:
 Student will be able to understand, analyze and interpret the Corporate financial statements.
 Exposure to the global trends in Accounting.
 Able to construct and interpret the cash flow statements according to / AS-3.
 Enabling the application of Costing and Budgets.

Course Description:
Financial Accounting - Accounting Concepts and Conventions – Golden Rules of Accounting,
Preparation of Final Accounts - Accounting Standards –Indian Vs US GAAP – An overview of
International Financial Reporting Standards (IFRS), Financial Statement Analysis – Tools and
Techniques used - Trend Analysis - Ratio Analysis with inferences, Cash Flows - Preparation and

10.37 Management
Analysis of Cash flows as per AS-3 requirements - Fund flow - Statement of Changes in Working
Capital -Fund flow statement,
Cost Accounting - Cost Concepts and Classification - Methods of Costing – Preparation of Cost Sheet
– Marginal Costing: CVP- Break-even analysis - An overview of Cost Accounting Standards.
Standard Costing – Types of Standards – Analysis of Variance – Budgeting: Types and Techniques –
Numerical problems on Cash and Flexible budgets.
Variance :Material mix and yield variance, sales mix and quality variance, planning and operational
variance
References:
1. Khan MY & Jain PK : Management Accounting 4th edition McGraw Hill, 2007
2. Jain SP &Narang KL: Cost Accounting, Kalyani Publishers, New Delhi, 12 thEdn., 2010
3. Narayanaswamy R. - Financial Accounting A Managerial perspective 2nd edition, PHI, 2005-
4. John Hampton, Financial Decision Making, concepts, problems and cases, Prentice Hall,
1999
5. Bhattacharya and John Deardon, Accounting for Management, Vikas Publishing House, 2004

18MS3004 QUANTITATIVE TECHNIQUES FOR MANAGEMENT

Credits: 3:1:0
Objectives:
The objective of this course is to make the students;
 To understand collection and compilation of data, information and presentation of
data
 To gain “Statistical Thinking”
 To gain knowledge in sampling, standard error, level of significance
 To know the various distribution, frequency and measures of the proportions
 To understand what kind of data is required for what kind of decisions.
Outcome:
 Drawing meaningful conclusions from application of statistical tools.
 Thorough knowledge of Statistics enables to apply and associate with real situations.
 Helps to understand data and enables them to make sound decisions based on its
analysis.
Course Description: Introduction To Statistics – Scales of Measurement – Basic statistical
concepts: Population, sample, Types of Statistics, Parameter and Statistic- Frequency
Distribution: Relative frequency, Cumulative frequency – Graphical presentation of Data,
Measures Of Central Tendency – Mathematical Averages – Relationship between Arithmetic
mean, Geometric mean and Harmonic mean- Positional Averages: Median, Mode – Partition
values : Quartiles, Deciles, Percentiles Importance , Merits and Demerits of the various
Measures of central tendency. Standard deviation, coefficient of variation – Chebyshev’s
theorem – Measures of Shape: Skewness, coefficient of skewness and kurtosis, Probability -
Bayes’ Theorem, Probability Distribution Random Variables – Discrete Probability
distribution: Mean, Expected value, variance, Standard deviation, Binomial Distribution ,
Poisson Distribution , Normal approximation of binomial probabilities. Estimation &
Confidence Intervals- Testing Of Hypothesis: Z statistics - F test- Chi Square Test: Goodness
of Fit test, Test of Independence, Test of homogeneity, Correlation & Regression, Time Series
& Forecasting: Moving averages &Weighted averages, Quantitative methods for Forecasting-
Smoothing techniques, trend analysis, Seasonal variation
Tutorials:
The application of statistical tools will be dealt as practicing of quantitative problems with
case examples.
References:
1. Naval Bajpai, Business Statistics, Pearson, 2010

10.38 Management
 2. Levin, Rubin, Statistics for Management, PHI, 2009
3. Anderson, Sweeney, Statistics for Business and Economics, Cengage, 2009
4. Aczel ,Sounderpandian, Complete Business Statistics, Tata McGraw Hill, 2009
5. Beri, Business Statistics Tata McGraw Hill 2010

18MS3005 LEGAL AND BUSINESS ENVIRONMENT

Credits: 3:0:0

Objectives:
 To develop an approach to managing and maximizing the value of the corporate
legal function
 To analyze the dynamic nature of law
 To address current issues in the law of contract, agency, sale negotiable
instruments, company law. Right to information, consumer protection, IPR etc.
Outcome:
 Acquire a fundamental knowledge about the corporate laws
 Apply the concepts and address the business needs of various legal provisions in
business
 Appraise the legal environment of the organization and frame suitable strategies.

Course Description:
Contract Act 1872 - Nature and Kinds of Contract - Essentials of valid contract - Discharge of
contract –Remedies for Breach of Contract, Bailment And Pledge; Contract Of Agency; Sale
Of Goods Act 1930Principles - Conditions and warranties – Remedies of Unpaid seller;
Negotiable Instrument Act 2015, Indian Companies Act 2013 - Definition - Nature of
company - Formation of company - One person company-Promotion – Incorporation -
Winding up modes; Consumer Protection Act 2002 - Consumer Disputes redressed agencies.
Right To Information Act 2005 –Intellectual Property Laws - Patent Act 2005; Copy Right
Act 2012;Trademark Act 2010;Procedure for registration –refusal of registration –
infringement and remedies. Globalization trends and challenges; balance of payments trends;
environment for foreign trade and investment; exchange rate movements and their impact;
India’s competitiveness in the world economy; external influences on India’s business
environment.

References:
1. Bansal .C.L , “Business and corporate laws”, Excel books, New Delhi, 1 st edition,
Reprint 2011.
2. Ravindar Kumar, “Legal Aspects of Business’ Cengage Learning India, 2nd edition,
2011.
3. Kapoor .N.D.,”Elements of merchantile law” 22nd Reprint (2011), Sulthan Chand and
Sons, New Delhi, 2006
4. Akhileshwar Pathak, Legal Aspects of Business, TATA McGraw Hill Education P Ltd,
New Delhi, 4e (2010)
5. Tulsian, “Business Law”, 2nd Edition, (2007), TATA MC Graw Hill, New Delhi.

18MS3006 ECONOMICS FOR MANAGERS

Credits: 3:0:1
Objectives:
This course is designed;

10.39 Management
  To learn both micro and macro economics concepts and tools of analysis of business
decisions.
 To decide and provide solutions to different managerial problems in various challenging
business environmental situations.
Outcome:
 To enhance the ability of the students to apply fundamental economic concepts in business
decisions.
 To understand how companies react according to business cycles and market competitions.
 To apply knowledge on assessing growth of economy with various economic indicators
Course Description:
Introduction To Economics - an overview - optimization technique - nature of the firm-Objective of
business firm. Market equilibrium-analysis of demand and supply-elasticity supply concepts - demand
forecasting techniques.
Production And Cost Analysis - Production function –short run,long run law of production-law of
returns to scale -Cost and revenue concepts-short run, long run cost-output relationship.
Market Structure - Market structure and pricing -monopoly-monopolistic competition-duopoly-
oligopoly–payoff matrix-game theory and oligopoly.
Overview Of Macroeconomics - policy-aggregate supply and demand –National accounts-real vs
nominal GDP - India’s National Accounts-Price indexes.
Consumption -savings-investment. Business Cycle - Fiscal and monetary policy - Reserve Bank of
India- functions- fiscal-monetary mix- budget- unemployment-measuring unemployment-labour
market issues- Inflation-economic impact of inflation-The Philips Curve- Human Development
Indicators - Sustainable development issues.
References:
1. Dwivedi, D.N, Managerial Economics, Vikas publishing house Pvt.Ltd, New Delhi.(Seventh
Edition)
2. Paul A Samuelson and William D. Nordhaus, Macroeconomics, McGrawHill Publication,
New Delhi.(19th Edition)
3. Mankiw, Principles of Macroeconomics, Cengage Learning India Private Limited, New
Delhi. (Fourth Edition)
4. Craig H. Petersen, W.Cris Lewis and SudhirK.Jain , Pearson Education, Inc. New Delhi
(Fourth Edition).
5. Varshney R L &Maheswari K L., Managerial Economics , Sultan Chand & Sons, New Delhi

18MS3007 HUMAN RESOURCE MANAGEMENT

Credits: 3:0:1
Objectives:
To equip the course participants:
 To gain an understanding of operational functions of HR
 To frame appropriate policies and procedures
 To align the human resources of the organizations with business strategy

Outcome:
 The prospective managers shall be prepared to evolve HR policies and procedures for
the operational functions of HR in organizations.
 The students shall be empowered to meet HR challenges, as economic downturn has
destabilized many industries, organizations and functions.
 The students shall make a job analysis competence requirement for specific industries

Course Description: Compensation: Definition, Dimensions– Compensation System – Strategic

Pay Decisions: Developing a total compensation strategy - Best fit Versus Best Practices –Job

10.40 Management
Analysis and Job Evaluation. Internal alignment as a compensation strategy; factors influencing
internal structure : Tailored Versus Loosely coupled, Egalitarian Versus Hierarchical. Considering
External Competitiveness: Factors shaping external competitiveness: Labour Market, Product Market
Factors, Organisation Factors, Relevant Markets - Competitive Pay Policy Alternatives. Pay for
performance Plan - Types of Pay for Performance: Shop Floor Incentives, Sales Force Incentive
Schemes, – Profit Sharing – Gain Sharing – Employees Stock Ownership Plan (ESOP) – Role of
Performance Appraisals in determining pay for performance. Incentive plans. Components of a
benefit plans - Role of Union in determining compensation
Practicals / Project:
Designing Pay Structure, Designing Pay Slip, Calculation of PF, ESI, Income Tax (TDS), Designing
Incentive Plans, Designing Benefit Plans.

References:
1. K. Aswathappa, “Human Resouirce Management – Text and Cases”, 2011, Tata
McGraw Hill
2. Gary Dessler and Biju Varkkey (2008) Human Resource Management, Pearson
Education: South Asia
3. Robert L. Mathis, John H. Jackson, Manas Ranjan Tripathy, “Human Resource
Management”, 2012, Cengage Learning
4. Raymond A. Noe, John R. Hollenbeck, Barry Gerhart, Patrick M. Wright,
“Fundamentals of Human Resource Management”, 2007, Tata McGraw-Hill
Publishing Company Limited
5. V.S.P. Rao, “Human Resource Management”, 2008, Excel Books

18MS3008 CORPORATE FINANCE

Credits: 3:0:1
Objectives:
This course aims;
 To develop an insight on management of finance and resources available
 To focus on crucial topics namely, cost of capital, capital structure, working capital and
capital budgeting, thereby leading to better decision making by the to-be financial managers.
 To throw light on the nuances in managing finance
Outcome:
 Students learn to analyse the financial requirements, cost of raising finance, and financial
stability with the help of EBIT and EPS analysis
 Students demonstrate independent decision-making skills with respect to Investment and
Dividend decisions.
 Students gain understanding of International Finance and the scope of financial markets
abroad.
Course Description:
Overview Of Financial Management - Wealth Maximization criterion- Planning Environment
– Key decisions of Financial Management– Time Value of Money- rationale, Present Value,
Future value and compounding techniques (problems).Capital Structure & Leverages -
Analysis of Operating and Financial Leverages (problems) – Capital Structure Theories – Net
Income approach, Net Operating Income approach, Modigliani & Miller approach,
Traditional approach and Tax Planning Cost of Capital- Importance-computation of overall
cost of capital (problems) – EBIT and EPS analysis. Investment Decisions & Valuations -
Sources of Funds – Angel investors – Venture capital - Capital Budgeting – Capital
Rationing – Evaluation Techniques – Principles of valuations; Valuation of Bonds and shares
(problems).Working Capital Management - cycle, cash cycle and Determinants of working
capital - Estimation of Working Capital requirement (problems).Cash management -

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Receivables Management - Inventory Management, Dividend And Retention Policies,
Dividend practices in manufacturing and IT companies; Dividend models (problems).
Financial Management in PSUs. Assessing Bankruptcy status as per Altman’s Model-
Corporate(Accounting) scams Enron, World com, Satyam –Measures taken by SEBI, Companies act
to prevent scams after US Soxy Act 2002.

References:
1. Khan MY & Jain PK, Financial Management, Text, Problems and Cases, McGraw Hill, 2010
2. Prasanna Chandra, Financial Management, Tata McGraw Hill
3. Braily Meyers: Corporate Finance, McGraw Hill, 2006
4. John Hampton, Financial Decision making, Problems, text and cases, Prentice Hall of India,
1999
5. Geert Bekaert& Robert J. Hodrick, International Financial Management, PHI Learning
Pvt.Ltd., 2011

18MS3009 PRODUCTION AND OPERATIONS MANAGEMENT

Credits: 3:0:1
Objectives:
 To learn how to produce goods and services of right quality and quantity at the right
time and right manufacturing cost
 To understand the various factors influencing Efficiency, Productivity, Economy,
Quality and reduced processing time
 To learn to process of optimizing the production process through proper process and
layout planning
Outcomes:
 To understand the link between the organizational Strategy and production strategy in
a highly competitive global environment.
 To compete on the basis of product design, cost or quality.
 To evaluate the key performance measures such as product design, manufacturing
quality, response time, engineering and distribution, is essential for competitive
success and long term survival

Course Description: Introduction - Products and Services Concepts- Characteristics and

Different Systems - Heritage of Operations Management Discipline.- Operations Strategies
in Global Economy- Competitive Priorities- Elements of Operations strategy, Concept of
Productivity,Product And Process Strategy . DFx- Product Life Cycles and Manufacturing
Strategies for different stages in product life cycle- Types of production system
Standardization and Simplification. Value Engineering, Layout And Location Strategy -
Types - Advantages and Disadvantages-Cellular Layouts - Line Balancing.- Factors Affecting
Location Decisions- Methods of Evaluating Location Alternatives - Materials Management
And Inventory Control, Production Planning In Manufacturing-Aggregate Planning And
Master Production Scheduling - methods- Master production scheduling - Quality Systems -
Dimensions of Quality- ISO 9000 and ISO 14000 Standards - Statistical Concepts in Quality
Control - Control Charts for Variables, Attributes-Total Quality Management- PDCA cycle-
7QC Tools –5S - Non Value Adding activities- 7 Wastes
Practicals / Project:
Competitive Positioning of Products and Services- Strategic and Tactical Decisions of
Operations Management -Layout And Location Strategy -New Product Development-Design
for Manufacturability, Design for Selling, Design for Quality-Materials Requirement

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Planning - MRP system - Lot-Sizing Technique, Quality Management -Total Preventive
Maintenance –Waste elimination, Benefits and Pillars.

References:
1. Heizer, Barry Render, Jagadeesh Rajashekhar, Operations Management, Pearson 2009
2. Paneerselvam, Production and Operations Management, PHI 2009
3. Gaither , Frazier , Operations Management, Cengage Learning 2009
4. Richard, Chase ,Jacobs, Aquilano Operations Management for Competitive
Advantage,Tata McGraw- Hill 2010
5. Chary, Productions and Operations Management Tata McGraw- Hill Publishing 2009

18MS3010 MANAGEMENT INFORMATION SYSTEM

Credits: 3:0:1

Objectives:
At the end of the course, the students should be able to understand:
• Fundamentals of information system
• E-commerce and functional business systems
• Computer networks and its security issues
• Knowledge about infrastructural requirement for IT in an organization

Outcome:
Upon completion of the course, the students should be able to:
• Acquire a fundamental knowledge about MIS in business
• Apply the concepts of information systems in business
• Address the business needs for e-commerce and the Internet

Course Description: : Fundamentals Of Information Systems -Historic development of MIS

- Artificial Intelligence.- Concept of MIS - Managerial challenges of information systems,
Information Systems - Types - Operations support system - Management Support System -
Management Information System- DBMS - Functions-advantages and disadvantages-Types
of data bases - Data base structures. E-Commerce & Functional Business Systems, ERP -
Meaning - Benefits/Challenges in implementing /trends/causes of ERP failures. Networks
And Security Management Types of Telecommunications Neworks - LAN,MAN,WAN -
Topology- Meaning and uses of cloud computing in business – Role of intranet, extranet in
business-Wireless technologies -Internetworked security defenses - Other Security measures,
Infrastructure & Management Of It - Implementing business systems (Process/activities) -
Information System Planning (ISP) process and need - Hardware requirements - Software
requirements - Service requirements –Managing the information system function - Failures
in IT management.
Practicals / Project:
Functions of Management Information System – Marketing Information System – Human
Resource Information System – Financial Management Information System – Production and
Inventory Management Information System – System Development life cycle – System
analysis document – Implementation of modelling tools – Testing Implementation and
Maintenance – Creation of database – Database management system – Application in current
trends

Text Book:

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Bidgoli & Chattopadhayay, "Management Information System - A South Asian Perspective",
Cengage Learning

References:
1. James A O’Brien & George M Maracas, “Management Information System”, 7 th
edition (2008), Tata McGraw Hill Companies, New Delhi.
2. Lisa Miller, “Management Information System”, Pearson Education
3. P.T.Joseph,S.J.Sanjay Mohapatra, “Management Information System in Knowledge
Economy”, 1st Edition (2008), PHI Learning Pvt Ltd, New Delhi.
4. Haag, S., Cummings. M., and Phillips, A. (2008), Management Information System,
6th Edition, Tata McGraw Hill, India

18MS3011 CORPORATE STRATEGY & E-COMMERCE

Credits: 3:0:1

Objectives:
 To apply Strategic Methods and process in decision making
 To examine the various strategic alternatives and conseqences
 To understand the Strategic Evaluation and Measurement for implementing effective
measures
Outcome:
After learning this course, the students would be able to demonstrate their ability to:
 To develop a methodological framework of strategy for any given situation
 To Produce a research project on topics related to strategy implementation and
control
 To develop a case study on strategic issues of corporates

Course Description: Business Policy and Strategic management - purpose and objectives,
defining strategies, process, strategic formulation, Mission and objectives, Environment
appraisal, strategic alternatives, modernization, diversification, Integration, Mergers and
Acquisitions, Takeovers, Joint ventures, Turnaround and Divestments, Divestitures,
Liquidation strategies. Strategy Implementation – Approaches, 7S model, DuPont Control
model. Strategic Control – operational, setting standards, measurement of performance,
analyse variances, taking effective measures. Case studies on strategic decisions and
Implications.E-Commerce- Evolution, Overview, cutting edge, E-Commerce framework,
Roadmap of E-Commerce in India, Network Infrastructure- Networks layers & TCP/IP
protocols, WWW, E-Comm Infrastructure, hardware, server operating systems, software,
Network website, E-Business enterprise- comparison conventional design and E-organisation,
e-Enterprise Business models, E-comm sales life cycle, Electronic Payment systems,
Electronic cash, Smart Cards, Credit based E-Payment systems, Risks involved in E-
Payments, EDI – History, Implementation difficulties, Financial EDI, Website design issues,
strategies for website development, m-commerce, m-comm architecture, areas of potential
growth, future of m-commerce,legal and regulatory environment for e-commerce, security
and privacy.

Practicals / Project:
Strategic Evaluation, corporate portfolio analysis, PLC, BCG matrix, IA-BS matrix, AD
Little lifecycle approach, Competitive strategies. Software agents, Technology behind
software agents, one-to-one marketing, consumer demographics, maintaining loyalty, gaining

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acceptance, online catalogue, pilot catalogue, a unique search engine, disaster recovery plans,
Risk Management Paradigm.

Text Book:
1. Janice Reynolds, (2000), “The Complete E-Commerce Book”, Googlereads, 2nd edn
References:
2. Porter, Michael, 1980. “Competitive Strategy – Techniques for analyzing Industries
and Competitors”, New York – Free Press
3. Johnson Scholes, K, 1997, “Exploring corporate strategies”, New Delhi – Prentice
hall , India
4. Azhar Kazmi,1992. Business Policy, New Delhi : Tata McGraw Hill Publishing Co.
5. Miller,Alex and Dess G.G. 1996. Strategic Managemant. Newyork: The McGraw Hill
Companies Inc.
6. Pearce and Robinson.1988.Strategic Management, New Delhi: All India Traveller.

18MS3012 BUSINESS RESEARCH METHODS

Credits: 3:0:1

Objectives:
The objective of this course is to make the students understand on;
 Scientific Methods in management research
 Various research designs, problem identification, formulation
 Measurement, scaling and instrument development
Outcome:
After learning this course, the students would be able to demonstrate their ability to:
 Put a business problem into a methodological framework and perspective
 Produce a dissertation research proposal with adequate and appropriate methodology
on topics related to their specialization
 Reporting and interpretation of results

Course Description: Introduction: Research – Objective – Characteristics – Research in

social science and management - Research process – Steps – Research Design – Types –
Problem formulation,Review of Literature – Development of Framework - Hypothesis –
Objective Instrument development - Measurement – scale - scaling techniques –
Psychometric checks (Reliability, Validity) – Qualitative research – methods, Presenting
qualitative data.Sampling and data collection – Process of sampling – Sampling Techniques -
Probability and non-probability – determination of sample size (with problems). Sources of
data collection - Primary and secondary sources – Merits and limitations. Methods of
collecting primary data - Types of observation. Secondary data sources and data
validation,Tabulation and Selection of techniques: Data preparation and preliminary analysis
– Editing– Coding – Cross Tabulation. Selection of techniques - Tests of significant
differences (Parametric and Non-parametric) – tests of significant relationship, Classification
of data analysis - Rules for choosing a test, Assumption underlying each test – Multivariate
Data Analysis,Report Writing - Contents of report – Types of reports – Characteristics of a
good report -Presentation of results, construction of charts and Tables – Bibliography and
References.

Practicals: – Research Design Creation - Review of Literature analyzing - Development of

Framework - Instrument development- Sampling Techniques – Study on sources - significant

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differences practically - ,Report Writing - construction of charts and Tables – Bibliography
and References.

References:
1. Krishnaswamy, K.N., Sivakumar, A.I., and Mathirajan, M. (2009). Management
Research Methodology. Pearson Education: India
2. Donald R Cooper, Pamela R Schindler, P and J K Sharma (2006). Business Research
Methods. (11th edn.), Tata McGraw Hill: India
3. Zikmund, W.G. (2009). Business Research Methods. (7th edn.), Cengage Learning:
India.
4. D. Israel Dawn Iacobucci and Gilbert A. Churchill (2010). Marketing Research: A
South Asian Perspective, Cengage Learning, India
5. Naresh K. Malhotra Satyabhushan Dash , (2010), Marketing Research : An Applied
Orientation. (6th edn.) Pearson Education, India.

SPECIALISATION : FINANCE

18MS3013 SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT

Credits: 3:0:1
Objectives:
 To gain insight into financial markets specifically about Equity markets
 To understand the mechanism of trading, listing, IPO and Valuation of Securities
 To analyse using Fundamental and Technical analysis to track the market movement
 To apply Portfolio Planning and to evaluate the performance of a portfolio.
Outcome:
 To acquire skills in asset allocation; choice of various types of investment vehicles (stocks,
ETF’s, bonds, real estate) in a portfolio; performance measurement and manage a portfolio
using investment simulation method.
 To facilitate students desirous of making careers in Investment companies, Banking, and
stock broking firms
 To familiarize on the back office and front-end of trading systems through NCCMP training
program.

Course Description:
Securities & stock market - Investment Avenues – Financial markets: review, structures, primary &
secondary market, Players in stock market, Investment Vs Speculation. Trading Mechanism in India
- Mechanics in Trading and functions of stock exchanges – BSE & NSE.
Trading and Settlement process – Stock Indices – Methods of Computation-Listing of securities,
OTCEI – IPO – Book Building Process , SEBI guidelines on listing of new issue - due diligence
investigation for IPO.
Valuation of Securities - Need, Types of valuation, Balance sheet, Book value, Liquidation value,
Replacement value ; Equity valuation approaches, DCF, Dividend Discount Model, CAPM and APT,
Risk and Return analysis (problems) – Bond Valuation.
Fundamental and Technical Analysis - Economic, Industry, Company, Intrinsic value, Technical
analysis: Tools, charts, patterns, Dow Theory and Eliot wavetheory-Efficient Market Theory and
Random walk theory – Fundamentals of behavioural finance .
Portfolio Analysis - Portfolio planning, Implementation, principles, Guidelines for investment
decisions, Measures for evaluation of performance of portfolio-Sharpe, Treynor and Jensen’s
measures of Index.

References:

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 1. Fisher,D.E., &Jodan, R.J. (2003), Security Analysis and Portfolio Management, (6 thEdn.),
Prentice hall of India, New Delhi
2. ZviBodie, Marcus &Mohanty., (2005), Investments, (6thEdn.), Tata McGraw Hill ,
New Delhi
3. Singh, P. (2004), Investment Management , (9thEdn.,), Himalaya Publishing House, New
Delhi
4. Kevin S,(2001), Security Analysis and Portfolio Management, Prentice hall of India , New
Delhi
5. P. Pandian “Security Analysis and Portfolio Management”, 2001 Vikas Publishing House.

18MS3014 MANAGING BANKS AND FINANCIAL INSTITUTIONS

Credits: 3:0:1
Objectives:
 To impart required knowledge in Banking & Risk management
 To understand Indian insurance structure and the regulations of insurance business
 To know the Life and general insurance policies in vogue and insurance concepts
Outcome:
At the end of the course the students will be able to
 Understand the basics of the banking sector
 Understand the risk management concepts particularly in Insurance
 Obtain the knowledge on types/terms of insurance & regulatory authorities

Course Description: Introduction to Banking Sector- Banking Reforms - Modernization-

Recent trends in technology based banking (Networking and E-Banking) – Over view on
BASEL norms, retail Credits market - Banking Ombudsman - Credits appraisal- Loan
Syndication – Presales Credits and Post sales Credits- Non-fund based businesses or Fee
based services of Banks – Letter of Credits, Bank Guarantees, Subsidiary services-Non
Performing Assets-meaning, causes -Risk management: Types of risk- Risk Process, Risk
management by individuals and corporations, Principles of insurance, Types of insurance
(Life and non life insurance policies), Indian insurance sector reforms - Role of IRDA, TAC
(Tariff Advisory Committee). General Insurance in India: Fire insurance- Contract, Coverage-
Types. Marine insurance –Types of Policies, Rural Insurance , Health insurance , Social
insurance- Underwriting, Bancassurance - Claim management, CRM in Insurance, FDI in
insurance, Reinsurance, Actuaries. Economic Growth And Financial Institutions: - Capital
formation and economic growth, Process of capital formation-Saving, investment and finance
-Problem of capital formation in India, Role of financial institutions ,Indian economy and financial
development, Mission objective, Tasks of All India Finance Institutions (AIFI’s). Development
Financial Institution: - Role and functions of Industrial development bank of India (IDBI),Industrial
finance corporation of India (IFC),Industrial Credits and Investment corporation of India (ICICI) and
Industrial Reconstruction bank of India (IRBI).
Practicals / Project:
Marketing of Insurance policies- data collection on insurance management – investments in
mutual funds and SIPs – banker vs customer relationship- types of products offered by banks
– credit appraisal and defaults of loans

References:
1. Guptha P.K, Insurance and Risk Management, Himalaya publishing house, Mumbai
2004
2. Vasant desai, Banks and Institutional Management, Himalayan publishing house,
2006.

10.47 Management
 3. Harrington. Scot. E Gregory.R.Nichans, Risk management and insurance ,mc graw
hill International ,1999
4. Timothy W Koch & Scott Macdonald S : Bank Management – Thomson South
Western
5. Khan M Y, Indian Financial System, 4th ed., Tata McGraw Hill

18MS3015 STRATEGIC COST MANAGEMENT

Credits: 3:0:1
Objectives:
 To understand the importance of decision-making
 To analyse the performance measures both financial and non-financial
 To be a facilitator and apply tools for effective decision making process
Outcome:
 To understand the importance of strategic cost management
 Develop skills of decision making to have competitive advantage
 Able to comprehend, appraise and analyze Cost Management Systems
Course Description:
Meaning – Nature – Significance of Strategic Cost Management - Cost classification as per
Cost Accounting Standards – I (CAS) – Differential, Opportunity and Relevant Cost –
Competitive Advantage and Strategic Cost Analysis. Techniques of Strategic Cost
Management: Activity Based Costing(ABC)-Cost Drivers – Cost Allocation in Traditional
Methods Vs ABC method, ABC and Corporate Strategy - Life Cycle Costing - Meaning –
PLC costs - PLC costing Target Costing - Meaning, Definition - Kaizen Costing.Pricing
Strategies: - Full Cost Pricing – ROI pricing – Target pricing – Bottomline pricing - Pitfalls –
Role of Cost Manager in product pricing Factors influencing pricing decisions- Transfer
Pricing Meaning . Learning Curves – Meaning Areas of application in decision making
-Understanding learning index with numerical cases.Balanced Score card – drawbacks of
traditional financial measures Attributes of good performance system - Perspectives –
Benchmarking – concept – Process Implications of Indian Industry in
benchmarking.Management Control systems – Factors influencing Management Control
System - Steps – Structure – Management Control systems Process

References:
1. Ravi Kishore “Cost Management” 4th edition, 2008, Taxmann publications, New
Delhi.
2. S. C. Vidya “Cost Management and Strategic Approach” 2008, MacMillian India Ltd.
New Delhi
3. Horngren, foster and Datar “ cost Accounting-a managerial emphasis Prentice Hall,
latest edition,New Delhi
4. Robert Kaplan “Advanced Management Accounting” Prentice Hall Latest edition
New Delhi
5. ICAI – Institute of Cost Accountants of India, Manuals and Guidelines on Cost Audit.

18MS3016 INCOME & CORPORATE TAXATION

Credits : 3:0:1
Objectives:
 To gain basic Knowledge on Direct Tax & its impact on the corporate.
 To know the Central Excise & its Exemptions

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  To understand about Customs Duty and Exemptions , Service Tax and exemptions & CST,
Goods & Services Act
Outcome:
 Able to plan and manage tax for corporate.
 To make financial and tax planning
 To corroborate with the current applications and rules

Course Description:
Goods and Service Tax Introduction
Definition - Intra-state and Inter State supply - Exempted and zero rated supply - Mixed and
composite supply; Introduction of CGST, SGST and IGST;Overview of GST and GST law
(CGST and SGST): Constitutional provisions - Taxable event-supply - Destination principle -
Concurrent Dual GST - Composition levy - Taxable persons - casual taxable persons - Non-
resident taxable persons GST business process-Returns:Filing returns - Types of returns and
formats - input tax credit and its matching - Tax returns preparers accounts and records tax
invoice - Debit/credit notes and paymentsInspection, search, seizure and arrest detention,
confiscation of goods and conveyances, prosecution, offences and penalties, Customs Law:
Basic Concepts, Types of Customs Duty, Valuation, Customs Procedures; Anti-Dumping
Duties; Valuation Rules; Import procedures; Export procedures; Baggage; Stores;
Warehousing; Demurrage. Assessment Of Companies : Introduction – Meaning of
Company – Types of Companies – Computation of Depreciation –Computation of Taxable
Income of Companies – Minimum Alternative Tax (MAT) – Computation of Tax
Liability.Explanation under various heads of income. Income from salary Income from House
Property (Theory and full-fledged problems) Income under Capital Gains & Other
Sources: Income under the head profit and gains of business or professions and its
computation- basis- method of accounting- scheme of business deductions/ allowance-
deemed profits- maintenance of books, Depreciation (Problems on computation of income
from business/ profession of Individual assesse and Depreciation). Income under capital
gain, basis of charge, transfer of capital asset, inclusion & exclusion from capital asset,
capital gain, computation of capital gain (theory & problems), deductions from capital gains.
Income from other sources (Theory Only) Permissible deductions under section 80C to 80U.
Setoff and carry forward of losses and clubbing of Incomes.

References:
7. Taxmann’s GST manual, 4th edition, July 2017
8. Datey V S, ‘Indirect Taxes’ 27th edition, Taxmann Publications Pvt., Ltd, New Delhi.
9. Dr. Vinod K Singania, ‘Direct Taxes’ 45th edition, Taxmann Publications Pvt., Ltd, New Delhi.
10. Inter Study material of Institute of Chartered Accountants of India and Institute of Cost
Accountants of India.
11. K Vaitheeswaran, Students Handbook on Indirect Taxes, 14 th e, 2012, Snow White
Publications Pvt Ltd.
Manuals for additional readings:
4. Company Taxation Manual
5. Clearances and Approvals
6. Tax and Duty Manuals

18MS3017 FINANCIAL DERIVATIVES

Credits: 3:0:1

Objectives:
 To understand about the role of Forward and Future markets
 To analyse the Option valuation & prices

10.49 Management
  To know about the Derivatives Markets
Outcome:
 To simulate and practice on the trading platforms applying the commodity and currency
market strategies using options, futures and swaps.
 To clearly understand on the Black &Schole’s option pricing model and Greeks,
 To apply the technique to evaluate and compare options of different maturities and strikes.

Course Description:
Forward contracts, Futures contract, Options, Types of traders, Hedgers, Speculators, Arbitrageurs,
Specification of a futures contract, Convergence of future price to spot price, Daily settlement and
margins, newspaper quotes, delivery ,Hedging strategies using futures, Basis risk, Cross hedging,
Stock index futures.- Swaps: Evolution, Types, Interest rate swap, Currency swaps: Designing and
valuation, Swap pricing, Credits risk and swap market.Determination of Forward and Futures prices:
Investment assets vs. consumption assets, Short selling, Known income, Known yield, Future prices
vs Expected spot prices, Expectation hypothesis, Normal backwardation, Contango – Mechanics of
trading in derivatives: Clearing house, SPAN Margin, Marking to Market, Cash Vs Actual delivery,
Regulations. Option Prices: Factors affecting call & put option prices, Determinants of Option
values/premium, Restriction of option values, Black – Scholes models and some extensions, Greeks,
Dynamic hedging,
Call option valuation, Put option valuation, Hedge ratios, Binomial model. Option pricing by Mote
Carlo simulation. Option strategies & prices: Protective put, covered call, straddle, Spreads, Collars.
Option valuation: Introduction, Intrinsic and time values- Hedging using Strategies: Protective puts,
protective calls, covered calls, spreads, combinations, delta hedging. Interest rate derivatives, Credits
derivatives, Options in corporate securities: stocks, bonds, callable bonds, employee options –
Counter party risk in derivatives market – Financial Engineering

References:
1. Fundamentals of Futures and Options Markets (7th Edition) by John Hull, Pearson Higher
Education (2010)
2. NCFM - Options Trading Strategies Module book, National Stock Exchange of India Ltd,
2009
3. Options, Futures, and Other Derivatives , (7th Edition), John C Hull, Pearson Higher
Education (2010)
4. S.S.S. Kumar, Financial Derivatives, PHI Learning, 2010
5. S.L Gupta, Financial Derivatives: Theory, Concepts and Problems, PHI Learning, 2009.

18MS3018 INTERNATIONAL FINANCE

Credits: 3:0:1

Objectives: This course aims to:

 Equip the students with the Foreign Exchange management concepts
 Make the learners to be familiar with the recent developments in the FOREX market.
 bring in the risks involved in foreign exchange dealings
Outcomes: After completing this course, the student should be able to:
 Foresee and understand the risks involved in the foreign exchange transactions.
 Expose the various methods to avoid the foreign exchange risks.
 Equip with quality decisions in foreign exchange dealings

Course Description:
International Financial Environment-The foreign exchange market-International parity and exchange
rate determination-International Capital markets-International Corporate Finance- FEDAI regulations,
role of RBI, forex markets, transactions in interbank markets, spot and forward exchange rates,

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merchant transactions, interest rate risk, exchange risk, transaction exposure, translation exposure,
economic exposure, swap deals, FERA and FEMA implications.
Practicals/Project:
Study on the foreign exchange transactions in selected Multi National Banks, The dealings in foreign
currency accounts and spot and forward exchange rates adopted in real term transactions involving
different country currencies.

References:
1. Nidhi Jain , Foreign Exchange and Risk Management, New Century Publications, 1 st Edition,
2007
2. C. Jeevanandam, Foreign Exchange and Risk Management, Sultan Chand and Sons, 1 st
Edition, 2015.
3. A V Rajwade and H G Desai, Foreign Exchange International Finance Risk Management,
Schroff Publishers and Distributors Private Limited, 5th Edition, 2014
4. Foreign Exchange Management (FEMA) Manual with FEMA & FDI Ready Reckoner –
Taxmann Store 32nd Edition, 2017
5. Esha Sharma, Foreign Exchange Management, Laxmi Publications, 1st Edition, 2015.

18MS3019 MICRO FINANCE AND INSTITUTIONAL ROLE

Credits: 2:0:1

Objectives:
 To provide a broad understanding about the concepts of microfinance and institutional roles
of its promotion as functional agents.
 To understand the contextualized framework of sustainable development issues.
 To gain insight on the nuances in microfinance institutions
Outcome:
 To assess the promotional microfinance activities.
 To analyse the problems and issues pertaining to microfinance
 To apply knowledge in utilizing the services

Course Description: Microfinance: Poverty Initiatives in India - Poverty Alleviation Programs

-Shortcomings – Bangladesh Grameen Experiment, Savings Program - MicroCredits Summit1997
and Policy Planning, MicroCredits and Microfinance: Agenda for Policy Planning. Government
Initiatives for Rural Development: Agricultural Credits – Banking Reforms and Rural Credits –
National Bank for Agriculture and Rural Development (NABARD) – The District Industries Center
(DIC) – Small Industries Development Bank of India (SIDBI) – Lead Bank Scheme – Government
Schemes for Rural Development – Self Employment and Entrepreneurship Development. Self Help
Group Approach: Concept- Objective – Promotion, Group -Dynamics in Growth of SHGs: Issues to
be addressed – General Functioning Norms, Best Practices in Microfinance – Empowerment Strategy,
Networking of Self Help Groups; Institutionalization of Self Help Movement; Credits Rating and
Bank Linkage. Development of Microfinance Products: Types of Products – Savings, Objective –
Micro insurance, Regulation of Micro insurance; Insurer MFI Partnership Model – Securitization,
Need for Securitization in India – ICICI Bank Lending Products. Sustainable Development Issues:
Assessment of MFIs, Rating of Microfinance Institutions; Nonfinancial Parameters; Financial
Parameters; Approach for MFI Evaluation – CRISIL Model, CRISIL’s Criteria for MFI Evaluation,
MICROS – Regulatory Framework-Recommendations – E-governance for Rural Masses

Practicals / Project:
Identifying the Qualitative information before analysing the financial statements, Preparation of
worksheet on Corporate Governance, Directors report, Management Discussion and Analysis,
Checking the status of the financial statements in terms of solvency, profitability and efficiently
perspectives. Predicting corporate failures using multiple discriminant analysis.

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References:
1. Karmakar KG, (Ed) (2008), National Bank for Agriculture and Rural Development
(NABARD), Mumbai Microfinance In India, Sage Publications Pvt Ltd, New Delhi.
2. N Srinivasan(2009),Microfinance India, State of the Sector Report 2009, SAGE Publications
Pvt. Ltd , New Delhi.
3. Wilson, Kim., Harper, Malcolm & Griffith, Mathew (2010), Financial Promise for the Poor,
How Groups Build Microsavings, Books for Development, Bangalore.
4. Shukla, Rajesh (2010), How India Earns, Spends & Saves Unmasking the Real India?
National Council for Applied Economic Research, New Delhi.
5. Karmakar K.G, Micro Finance in India, SAGE Publication.

18MS3020 FINANCIAL MARKETS AND SERVICES

Credits 3:0:1
Objectives:
 To impart required knowledge and understanding in financial markets and institutions
 To know the functions of financial inclusions on service sectors like banks and
insurance companies.
 To apply knowledge in the utilizing the services in banking and insurance sector
Outcome:
 To Understand the basics of the financial markets, institutions and its services
 To Understand the concepts like development banking and NBFC‘s
 To Obtain the knowledge on Financial market, Inclusion on commercial banks and
Insurance sector

Course Description: Financial Markets: -Meaning-functions, Components-Categories of Indian

financial markets (Money market, Capital market, Forex market)-International capital market (Bond
market, Equity market)-Regulatory agencies role in Indian Financial markets. Financial Inclusion and
Commercial Banks: - Introduction of inclusion–Financial inclusion (Main goals-Major aspects,
Reasons, Consequences, Steps taken in India – benefits of financial inclusive growth in India)-Present
structure of Indian banking system-Financial inclusion on commercial banks and Insurance sector.
Merchant Banking in India - Merchant Bankers in Market making process – guidelines ;
intermediaries; services : Issue management, Portfolio management, Underwriting, Project appraisal,
corporate advisory services, pricing, pre-issue and post-issue activities, book-building. Marketing of
merchant banking services. Mutual funds and factoring services - Regulations and operations – SEBI
guidelines – classification of mutual fund schemes- Risks and Investor’s rights ; Discounting –
factoring and forfeiting – Cost and pricing. Credits rating - Credits rating agencies national (CRISIL,
ICRA, CARE, Duff Phelps) and International agencies (S&P, GMI. ISS, fitch investor services,
Moody’s investor services) their functions, process of Credits rating-Securitization of Debt: Role of
Merchant bankers, Future prospects of securitisation-Housing Finance.

Practicals / Project:
Study on Financial Crisis in the Emerging Market Countries such as Mexico, East Asia and Argentina.
An Exposure and Analytical Review in Rural areas of Coimbatore on the Financial Inclusion adopted
by the Commercial Banks and the outcome based on the steps taken by those banks.

References:
1. Pathak B.V. (2003), ‘Indian Financial System’, (1st edn.), Tata McGraw Hill, New Delhi
2. Nalini Prava Tripathi (2005), Financial Services, (3rd edition), Prentice Hall India, Delhi.
3. Avadhani, A. (1999), Marketing of Financial Services, (2 nd edition), Himalaya Publishing
House, Mumbai.

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 4. Financial Services in India, (20050, G.Ramesh Babu, (1 st edition), Concept Publishing
company, New Delhi.
5. Thummuluri Siddaiah, Financial Services, Pearson, 2011.
6. Bharati V. Pathak, The Indian Financial System: Markets, Institutions and Services,
Pearson,2011.
7. Financial Markets and Institutions ,Fedrick Mishkin,Stanley Eakins,Perasons publishers,6 th
Edition
8. Financial Markets and Institutions, Peter Howells, Keith Bein, 5 th Edition 2007
9. Jeff Madura, Financial Markets and Institutions, South Western, 2010.

18MS3021 PROJECT APPRAISAL AND FINANCE

Credits: 3:0:1

Objectives:
 To explain project appraisal techniques, financial structuring and financing
alternatives.
 This course intends to involve students to apply appraisal techniques for evaluating
live projects.
 To find solutions from various project funding alternatives
Outcome:
 To assess valuations of any project
 To find out the feasibility in financing decisions
 To make an indepth analysis on its outcome

Course Description:
Overview and structuring of Project Financing-Valuing Projects-Project negotiation-
Managing project risks-Financing Projects. Identification of investment opportunities –
industry analysis review of project profiles – feasibility study. Project Appraisal – techniques
of appraising commercial and social projects. DCF and non-DCF methods – sensitivity
analysis, Project risk assessment – probabilistic cash flow approaches – application of
simulation techniques, Evaluation of International Projects, Project appraisal parameters of
select financial institutions- Preparation of project report – Case Analysis- Financial
structuring – innovative financing alternatives, collaboration, lease financing, equity
participation – project finance vis-à-vis corporate finance- Managing joint venture projects

Practicals / Project:
An introspection on challenges faced in the present day in project investment, Financial
viability of leasing as an option, lease Vs borrowing, venture capital and seed funding
challenges

References:
1. Machiraju, H.R., Introduction to Project Finance, Vikas Publishing House
2. Prasanna Chandra, Project Preparation Appraisal Budgeting and Implementation, Tata
McGraw.
3. Bennet P. Lientz, Kathryn P. Rea, Breakthrough Technology Project Management
(Second Edition), Academic Press
4. Narendra Singh, Problems and Solutions in Project Management and
Control, HimalayaPublishing House

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 18MS3022 WEALTH MANAGEMENT
Credits:3:0:1
Objectives:
 This course helps to have a better understanding on wealth management & wealth
management process
 To facilitate knowledge requirements relating to asset allocations and financial planning.
 To explore the investment and investment products.
Outcome:
 To understand the key elements in wealth management
 To assess the operation of the wealth management industry
 To apply financial planning skills

Course Description: Introduction to Wealth Management: Worlds wealth – Statistics and Forecast –
World wealth report – Key Drivers of wealth Management – The Players in Wealth Management –
Global and Indian – Wealth management scenario – Wealth management Indian Perspective.
Understanding the wealth management process – Savings cycle and Wealth Creation Cycle – Client
segmentation - Client expectations – Wealth Accumulation – Wealth Preservation – Wealth Transfer.
Private Banking, Family Office, Offshore, Onshore, International investment – Wealth management
tools. Client Profiling – Asset Allocation Principles – The lifecycle Investment Guide –Fixed Income
Products: Money Market – Instruments, Bonds, Corporate Securities, Debt Securities – Variable
Income Products: Equity and Equity Mutual Funds – Derivatives – Structured products – Credits
cards, Alternative investment options – Art, Gold, Antiques, commodities, Real Estate, REITS, Real
Estate Related Mutual Funds, Charity - Retirement Planning and Strategies : Retirement needs
analysis; Retirement income streams Financial Planning Process - Retirement Benefits :Types of
plans; Defined benefit plans; Defined contribution plans;. Superannuation and other retirement plans;
Group Life and Health Insurance
Practicals / Project:
Identifying client needs – Behavioral skills for wealth managers – Relationship Marketing – Steps in
relationship management process – Segment, Profile, Expose, Strategize, Execute, Monitor and
Review. Basics of Investing – Investment Objective – Investment constraints.Risk Analysis of
Investment Products - Mutual Funds: Income funds, Growth funds, Balanced funds, Sector funds,
Index funds, Private equity funds, Fund of funds, Thematic funds, Systematic Investment Planning .

Text Books:
1. Personal Finance, Jack R. Kapoor, Les R. Dlabay, Robert J. Hughes, McGraw-Hill Higher
Education
2. Wealth Management Private banking, Investment Decisions and Structured Financial
Products, Dimitris N.Chorafas, Elsevier
3. Pension Planning, Everett T. Allen, Jerry S. Rosenbloom, McGraw-Hill Professional
Publishing
Reference Books:
1. World Wealth Report, Capgemini
2. Planning for Retirement Needs, David A. A. Littell, Kenn Beam Tacchino, American College
Publishing
3. Deena Katz, Practice management: For Financial Advisers, Planners and Wealth Managers,
Bloomberg press.
4. Personal Financial Planning, Lawrence j Gitman, Michael D.Joehnk, Saunders Golden
Sunburst Series, Dryden Preess Series in Finance.
5. Frank Reilly, Keith Brown, Investment Analysis and Portfolio management, South western
college publications

18MS3023 FINANCIAL ANALYSIS & REPORTING

Credits: 3:0:1

10.54 Management
Objectives:

 To impart required knowledge and understanding in financial analysis and reporting

 To familiarize with the techniques of Financial statement analysis, Income and
Balance sheet analysis
 To analyse and interpret the results from the annual reports

Outcome:

 Understand the basics of Financial statements

 Understand the techniques in Financial statement analysis
 To Obtain the knowledge on Financial distress, Scams and SEBI measures to contain
scams

Course Description: Introduction - Financial statements- Analyzing the Balance Sheet using
Excel- Work sheet – Formatting – Audit tool bar – Graphics Viewing Formula -Decision
making relationship with FS &FSA-Sources of information for FA-Traditional and new
approaches to FSA. Techniques Of Financial Statement Analysis - Comparison- Intra firm,
Inter firm, Inter period analysis, Regional performance analysis, Cross sectional analysis,
Residual method, Beyond national boundary analysis-merits and limitations-Types of
analysis- Comparitive, common-size, trend analysis, Ratio analysis - merits and limitations.
Income Statement Analysis - Factors affecting reported income –Classification of income
statement analysis-Barriers and measures to overcome objectivity -Revenue and expenses
recognition-Techniques used by Management for earning manipulation. Balance Sheet
Analysis - Asset Reporting - Accounting for Fixed Assets – Accounting for Liabilities –Off
Balance sheet liabilities. Financial Distress and Scams - Need for corporate failure analysis-
Stages, Symptoms in FD-Concepts on sickness, Distress, Failure and insolvency-Factors
responsible for FD. Assessing Bankruptcy status as per Altman’s Model-
Corporate(Accounting) scams Enron, World com, Satyam –Measures taken by SEBI,
Companies act to prevent scams after US Soxy Act 2002.

References:
1. Stephen H Penman, financial Statement analysis and Security Valuation, Tata McGraw hill
publishing company ltd. New Delhi.
2. Gokul Sinha, Financial Statement analysis, Prentice Hall of India, New Delhi 2009.
3. John J.wild K.R.Subramanyam and Robert F. Halsey, Financial Statement Analysis, Tata
McGraw Hill Publishing company Ltd. New Delhi.
4. Krishna G. Palepu, Paul M. Healy and victor L. Bernard, Business Analysis and Valutaion
using Financial statements, Cengage Learning India Pvt Ltd., New Delhi

10.55 Management
 Ruzbeh J. Bodhanwala, Understanding and Analyzing Balance Sheets Using Excel
Worksheet, PHI, New Delhi 2004.

18MS 3024 FUNDAMENTALS OF FINTECH

Credits: 3:0:1
Objectives:
 The emerging field of financial technology (FinTech) is completely transforming the
way we store, save, borrow, invest, move, spend and protect money. Banking,
financial services and the insurance sectors are getting disrupted by the new FinTech
start-ups.
 The increasing internet penetration and the smart phone ownership coupled with the
rise of the new technologies are shaking the very foundation of the incumbent
financial services players.
 In India, the recent demonetisation effort and the drive towards a cashless economy
have increased the awareness of and the desire to understand digital finance better.
Outcome:
 This course will demystify FinTech and cover a wide array of topics such as digital
payment solutions, peer-to-peer lending,
 Gain knowledge in crowd-sourcing, robo-advisory services, goal-based investing,
block-chain technology and digital currencies and more.
 To gain insight on big data analytic applications in banking and financial services.

Course Description:
Introduction to Fintech :Digital payments , payment gateways , bill payment services , money
transfer services. The impact technology on lending :Use of p2p lending platforms, Big data
and analytics in lending. Disruption of the banking and the financial services industry :Big
data in financial services and analytics? Data driven banking .Disruption of the investment
banking business :Automated Investment Services (Robo advisory services), Crowdsourcing
fundamentals. Introduction to InsureTech: Fundamentals of digital currencies ;Bitcoin and its
significance ; Block-chain technology, Security issues in Fintech, Regulatory issues in
FinTech.
Practicals / Project:
Application and assessment of the effectiveness ofInternet-based financial services : Asset
products, Liability products, Individual credit scoring technologies. Information process-
success and failures in data driven banking system – an analysis.
References:
1. Fintech Innovation by Paolo Sironi, Wiley Publications
2. FinTech: The impact and influence of Financial Technology and Banking and the
Finance Industry. By Richard Hayen
3. FinTech and Blockchain by Jacob William
4. The FinTech Book: The financial technology handbook for investors, entreprenuers
and visionaries. B Susanne Chishti and JanosBarberis
5. Blockchain: the ultimate guide to understanding Blockchain, fintech, bitcoin and other
cryptocurrencies by Anthony Tu published by Createspace Independent publishing
platform.

18MS3025 MERGERS, ACQUISITIONS AND CORPORATE RESTRUCTURING

Credits: 3:0:1

10.56 Management
Objectives:
 To know the reasons behind Mergers, Acquisitions in India
 To assess the corporates financial structure before and after merger/acquisition
 To find out the cases in India on the success and failures of mergers
Outcome:
 Able to analyse the situations arising for a merger / acquisition/takeover
 Analyses case studies of companies taken over by LBOs/MBOs
 Apply knowledge on the Financial Restructuring after a takeover and its implications

Course Description:
Corporate Restructuring - Mergers and Acquisitions - Types of Mergers - Evaluation of
Merger Proposal - Take-over - Amalgamation - Leverage buy-out - Management buy-out -
Financial Restructuring - Share Split - Consolidation - Cancellation of Paid-up Capital -
Other Mechanisms - Corporate Failure and Liquidation

Practicals/ Project:
Assessment of case studies on Mergers, Acquired firms, LBO and MBO, and Financial
Restructuring

References:
1. Patrick A Gaughan, 1999, “Mergers, Acquisitions and Corporate Restructuring”,
Wiley, 6th edn
2. Prasad G. Godbole , “Mergers, Acquisitions and Corporate Restructuring,” Vikas,
2nd edition
3. Sheeba kapil Kanval.N.Kapil, “Mergers and Acquisitions: Valuation, Leveraged
Buyouts and Financing”, Wiley
4. EY,” Master Guide to Mergers and Acquisition in India Tax and Regulatory,”
2016

18MS3026 BEHAVIORAL FINANCE

Credits:3:0:1

Objectives:
 To help students appreciate the limitations of ‘rational’ models of investment decision
making
 To introduce students to an alternate framework for understanding price discovery in
the markets
 To help students identify persistent or systematic behavioral factors that influence
investment behavior
Outcome:
 Assess the behavior of investors and their emotions on Public deposits and equity
market.
 Apply knowledge in the EUT and prospect theories
 Analyse Investing styles and herding behavior of equity investors

Course Description:
Investment Decision Cycle: Judgment under Uncertainty - Utility/ Preference Functions:
Expected Utility Theory [EUT] - Brief History of Rational Thought: Pascal-Fermat to
Friedman-Savage - Paradoxes (Allais and Others) - Prospect Theory - Information Screening

10.57 Management
Biases - Information Processing: Bayesian Decision Making, Heuristics and cognitive biases
8. Forecasting Biases - Emotion and Neuroscience - Group Behavior: Conformism, herding,
fatal attractions - Investing Styles and Behavioral Finance
Practicals/Project:
Study the equity investor behavior , herding behavior, and investment styles.

References:
1. Gerd Gigerenzer, Peter M. Todd, (2000), “Simple Heuristics That Make Us Smart”,
ABC Research Group, Oxford University Press, ISBN 978-0195143812
2. Daniel Kahneman , Paul Slovic , Amos Tversky, (1982), “Judgment under
Uncertainty: Heuristics and Biases ” , Cambridge University Press.
3. Parag Parikh, (2009), “Value Investing and Behavioral Finance: Insights into Indian
Stock Market Realities”, Tata McGraw Hill, ISBN- 978-0070680043
4. Sulphey M.M. (2014), Behavioral Finance”, PHI Learning, ISBN-13: 978-
8120350281

10.58 Management
 SPECIALISATION : MARKETING
18MS3027 PRODUCT AND BRAND STRATEGIES
Credits: 3:0:1
Objectives:
 To provide an overview of product development
 To determine the various concepts of products
 To identify the launch and branding aspects in the current context
Outcome:
At the end of the course the students will be able to:
 Outline strategies for product decisions
 Understanding the New Product development process
 Clear cut idea on Concept testing
 Understand various options available before a brand manager in strategic decisions.
 Outline on various Branding aspects
 Input on Global Branding syndrome

Course Description: Introduction to Product - Product concepts – Product classification –

Product levels - Product mix - New product’s success and failures - New product
development process. New Product Strategies - Attribute listing, Focus group, Perceptual
maps, Focus Group Interview, Monadic ratings, Paired Comparison tests, Sequential
Monadic, Conjoint analysis - Test Marketing. Product Management - Product launch -
Diffusion of innovation and adoption process - PMA for selected products in consumer goods
and industrial goods categories – Brand Concepts - Meaning and types – Brand platform -
Brand image, Brand associations, Brand identity, Brand Personality, Brand relationship,
Brand hierarchy – Brand value - Brand building – brand building for consumer durables,
services, corporate - Branding Strategies - Brand knowledge - Brand naming strategies -
Brand positioning, Brand repositioning – brand leveraging - Brand equity and measurement
methods - Brand Extension – Cobranding – Global Branding - Brand Loyalty
Practicals / Project:
New Product Planning real time work - Morphological analysis training – Market Testing -
Brand workshop - Product Manager Role Play - Brand failure stories – Concept Testing and
generation
References:
1. Kapferer, J.N. (2008), Strategic Brand Management,5e, Kogan Page, UK.
2. Crawford and Benedetto (2004) . New Product Management, 2e, Tata McGraw Hill,
New Delhi
3. Verma, H (2002). Brand Management, 2e, Excel books, New Delhi,
4. Anandan.C., (2008). Product Management, Vijay Nicole, Chennai.
5. Keller, K.L. (2003). Strategic Brand Management, 3e, PHI, New Delhi.

18MS3028 DIGITAL & SOCIAL MEDIA MARKETING

Credits: 3:0:1
Objectives:
 The course focuses on imparting the knowledge related to Social Media Marketing for
the purpose of using the same in attracting and retaining customers.
 It also enables to understand the impact of Social Media Marketing by providing
insights into social analytics, metrics, and measurements.
 It helps to understand the issues and challenges in the digital Media Mix

10.59 Management
Outcome:
At the end of the semester the students can:
 Acquire skills in web marketing management.
 Develop functional skills to analyze digital media.
 Optimizing Social Media for Search Engines
 Creation of blogs, podcast updation and maintenance
 Take decisions concerning appropriate digital media mix.

Course Description: Social Media and Communication Mix – Benefits & Challenges –
Social Media and Customer Engagement – ROC – New Role of Customers – The Social
Business Eco system – Integrating Social Media with Overall Market efforts – Developing
Social Media Marketing plan. Social Media Business Blocks : Segmenting B2C Market –
B2B Markets – managing the cyber social Campaign – Joining the Conversation – Lurking
and Listening – Engagement with Audience – Staying Engaged – Engagement on the Social
Web – Social Objects – Social graph – Social Applications – leveraging Search Engine
Optimization (SEO) for Social Media – Optimizing Social Media for Search Engines. Digital
Media Mix :Blogs, Podcasts, Vlogs – Blog – Create a Podcast – Producing the Videocast –
Measuring Blogging, Podcasting, Vlogging Metrics – Twitter – Communing with Like
Minded People – Twitter applications – Using Twitter with Other Social Media Marketing –
Measuring Twitter Metrics. Digital Media Metrics: Facebook Features – Analyzing Facebook
Metrics – LinkedIn – Linked in Nuts and Bolts – maximizing LinkedIn – Measuring the
Results – Other Social Media Marketing Sites – Ning – Measuring Ning results – Myspace –
Marketing off Myspace – Flickr – Measuring the Flickr results – Maximizing Stratified
Social Communities. Digital Media Analytics and Measurements: Social Analytics –
Quantitative Measurement – web analytics – Business Analytics – Delving into Date –
Planning the Measurement Strategy – Started with Google Analytics - Comparing Metrics
from different marketing techniques – Tallying the bottom line – Determining ROI –
Multiplying the Impact – Integrating with public relations – Integrating with Paid
Advertising – Integrating with Web site.

Practicals / Project:
Optimizing Social Media for Search Engines - Digital Media Mix : Blogs, Podcasts, Vlogs –
Blog – Create a Podcast – Producing the Video cast – Measuring Blogging, Podcasting,
Vlogging Metrics – Twitter – Communing with Like Minded People – Twitter applications –
Using Twitter with Other Social Media Marketing – Measuring Twitter Metrics. Digital
Media Metrics: Facebook Features – Analyzing Facebook Metrics – LinkedIn – Linked in
Nuts and Bolts – maximizing LinkedIn – Measuring the Results – Other Social Media
Marketing Sites – Ning – Measuring Ning results – Myspace – Marketing off Myspace –
Flickr – Measuring the Flickr results – Maximizing Stratified Social Communities. - Digital
Media Analytics and Measurements.

References:
1. Dave Evans and Jake Mckee, “Social Media Marketing – The Next Generation of
Business Engagement”, Wiley India pvt. Ltd, New Delhi, 2011.
2. Jan Zimmerman and Doug Sahlin, “Social Media marketing for Dummies”, Wiley
India Pvt.Ltd, New Delhi, 2012.
3. Perry Marshall, Thomas Melloche, “Ultimate Guide to Facebook Advertising”, Tata
McGraw Hill, New Delhi, 2011.
4. Liana “Li”Evans, “Social Media Marketing – Strategies for Engaging Facebook,
Twitter and other Social media”, Pearson Education, New Delhi, 2011.

10.60 Management
 5. Matt bailey, “Internet Marketing”, Wiley India pvt. Ltd, New Delhi, 2012.
6. Chris Treadway and Mari Smith, “Facebook Marketing”, Wiley India pvt. Ltd, New
Dalhi, 2011.
7. Hollis Thomases, “Twitter Marketing”, Wiley India pvt.Ltd, New Delhi, 2012.

18MS3029 SALES AND DISTRIBUTION MANAGEMENT

Credits: 3:0:1

Objectives:
 To introduce and delve into the intricacies of the rare combination of sales and
channel management among marketing subjects
 To examine the channel management process
 To impart the knowledge and skills of salesmanship
Outcome:
At the end of the course the students will be able to:
 Articulate the role played by sales in a business
 Display the skills of a manager to handle sales and sales force
 Take decisions related to channel partners and channel management
 Provide clear cut views on the avenues for successful conduct of these two crucial
channels that engage with ultimate consumers
 Understand the nuances of sales force and channel management.
 Execute the techniques of ware housing and Inventory management in a real hand
scenario

Course Description: Sales Management – Introduction - Sales Management an overview -

Selling and Salesmanship -Personal Selling, Formulating Strategy. Managing Sales
Department Relations, Distributive Network Relations. Leading, Motivating, and Controlling
the Sales Force. Sales Budget, Quota, Territories, Control and Cost Analysis. International
Sales Management Channel Dynamics - Introduction to Channel Structures –Design –
Intermediaries and their function – Types– Criteria for Selecting – Managing Channel
intermediaries – Managing Channel Relationships. Channel Management - Channel Conflicts
and their Management. Logistics Management –Physical supply and Physical Distribution in
- Cost Approach – Consumer Service –Warehousing – Transportation – Inventory
Management – Order Processing – Special topics in Industrial channel management. Channel
Strategies - Channel planning process, Competitive share analysis, Alliance strategies –
Partnership management strategies – multiple channel management- channel audits.
Practicals / Project:
Setting Objective for Personal Selling, Formulating Strategy. Role and Characteristics of
Effective Sales Executive. Sales force Management - Managing People – Recruitment,
Selection, Training of Sales Personnel and Sales Budget. Logistics Management –Physical
supply and Physical Distribution, Warehousing – Transportation – Inventory Management –
Order Processing. Channel Strategies - Channel planning process.

References:
1. Cundiff & Still (2007), Sales Management, 5e, Prentice Hall, New Delhi.
2. Macalley, R. (2002), Marketing Channel Management, Quorum Books, USA.
3. Kotler, P (2006). Marketing Management,13e, PHI, 2006
4. Bovee & Thill (2006) Advertising Excellence, McGraw Hill International, USA.

10.61 Management
 5. Sunil Chopra, Peter Meindl, D.V. Kalra (2010) Supply Chain Management
6. D.K. Agarwal (2003) Text Book of Logistics – Supply Chain Management,
MacMilan.

18MS3030 CONSUMER BEHAVIOUR

Credits: 3:0:1

Objective:
 To orient the participants towards the consumer decision premise
 To familiarize the various models involved in purchase decision making of customers.
 To learn how different aspects of the environment influences consumer behaviour

Outcome:
At the end of the course the students will be able to:
 Gain insight into the factors influencing consumer decision process.
 Become familiar with dynamics involved in determining the behavior of consumer in
respect of purchase decision.
 Be able to develop appropriate marketing strategies for different segments of
consumers

Course Description: Consumer Behaviour - Importance – Evolution – Underlying Principles

– Methods of studying Consumer Behaviour – Role of Consumer Behaviour in Marketing -
Consumer driven Marketing Strategy. Consumer Decision Process (CDP) - Model – Stages –
Factors influencing CDP - Pre-purchase process – Need Recognition: Its importance –
Factors Triggering need recognitions – Search: internal vs. external search – its importance –
amount of search – Determining Alternatives: Constructing the consideration set – Evaluation
of Alternatives: Pre-existing Vs New Evaluator –Process involved in Constructing
evaluations – Compensatory Vs. Non-compensatory Evaluation Strategies. Purchase
Outcome -Fully planned, partially planned, unplanned purchases – Purchasing in the Retail
Store – Need to shop – retail image – Determinants of consumer store choice – Determinants
of in-store Consumer Behaviour – Types of Impulse Purchasing - Purchasing in the E –
Commerce form - Post purchase process – Consumption Behaviors and consumption
experience - Post Consumption evaluations. Influencing Factors - Opinion leadership scale –
Types – Word of mouth Communication – Family – Family Life Cycle in Consumer
Behaviour – Couples’ Sex Role orientation and its impact of family decisions – Diffusion of
innovations. Personal Factors - Consumer Personality – Values and Life – stages – their
Measurement – Consumer Motivation – Consumer Attitudes – Fishbein Mult -iattribute
Attitude Model – Ideal Point – types of Needs – Impact of Culture and Subculture – Social
Class
Practicals / Project:
Finding the difference between consumer and customer in local market; Responsibilities of
consumers; Consumer decision making – various levels; Making use of any one model
depending on the availability of data; A study on consumption behavior and social
surroundings; Motivation process and a study of various personalities; Customer relationship
management with perceptual interpretation; Message structure and presentation; Dynamics of
Status Consumption; Nationality sub-cultures and religious sub-cultures; Types of reference
groups and traditional family life cycle; Post-purchase process and customer satisfaction.

References:

10.62 Management
 1. Loudon, David L. and Della Bitta, Albert J. (2002). Consumer Behaviour. 6e,Tata
McGraw-Hill.
2. Leon G. Schiffman, Lesile Lazer Kanub and S. Ramesh Kumar, Consumer Behaviour,
10th edition, Pearson Education.
3. Solomon, Michel R. (2003) Consumer Behaviour. 3e, Prentice Hall International,
USA.
4. Blackwell, Roger D., Miniard, Paul W., and Engel, James F. (2001) 2e, Consumer
Behaviour. Thomson South – Western. Singapore.
5. Kardes, Frasnk R. (2002). Consumer Behaviour and Managerial Decision Making.
Prentice – Hall India Pvt. Ltd.: New Delhi.
6. Barry Berman, Joel R. Evans, Patrali Chatterjee, Ritu Srivatsava (2018). Retail
Management – A Strategic Approach, Pearson Education.

18MS3031 SERVICES MARKETING

Credits 3:0:1

Objective:
 To orient towards the fundamental principles and concepts
 To identify the underlying services development
 To understand in managing the service delivery in conjunction with advances in this
realm.
Outcome:
At the end of the course the students will be able to:
 Understand the framework of services development
 Analyze the nuances in service performance models building
 New Service Development Stage
 Provide framework for analyzing the performance and managing service delivery.
 Employee’s roles in Service Delivery – Customer’s role in service delivery

Course Description: Understanding Services - Services – Determinants in Services

Marketing – Characteristics of Services – Development of Services sector in India –
Opportunities and challenges in services marketing – Differences between Goods and
Services – 7 Ps of Services. Framework for Analyzing Services - Classification schemes in
Services Marketing – Lovelock’s Classification of Services Systems in Services Marketing –
Service Scape – Service Encounters –. - Service Design – New Service Development Stages
–– Importance of positioning in Services Marketing – Steps in developing a positioning
strategy – Positioning Maps – Pricing of services. Advanced Service Performance Models -
Service Quality – Service satisfaction – Service loyalty -Service performance -– Review of
Scale Development for SERVQUAL, Service Satisfaction, and Service loyalty. Advances in
Managing Service Delivery - Managing supply and demand - – Service Delivery through
Intermediaries and Electronic Channels – Industry based Exercises
Practicals / Project:
Services Development and Positioning - Relationship marketing framework - Service Blue
Printing Positioning Dimensions - SERVQUAL dimensions – Service Quality Gap Analysis -
Employee’s roles in Service Delivery – Customer’s role in service delivery

References:
1. Zeithaml V and Bitner M.J, (2005). Services Marketing. McGraw Hill.USA
2. Christopher H. Lovelock (2009), Essentials of Service Marketing, Prentice Hall Inc.
3. Lovelock C.H. (2006). Services Marketing. Prentice Hall International, NewJersey.

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4. Woodruffe H. (2002). Services Marketing. MacMillan India Ltd. New Delhi
5. Payal A. (2000). The Essence of Services marketing. New Delhi. Prentice Hall of India

18MS3032 RETAIL MARKETING

Credits: 3:0:1

Objective:
 Let the students secure knowledge in the current practices in retail marketing
 Impart knowledge on the consumer behavior in retailing
 Deliver the concepts and the role played by operations & technology in retailing
Outcome:
At the end of the course the students will be able to:
 Expertise the concepts in retail business operations & retail marketing in India.
 Gain insight on marketing mix operations of retailing
 Delve into the intricacies and challenges of the retailing system in India.
 Thorough acquaintance on the supply channel and retail logistics
 Orientation on various legal, social and ethical issues in retailing
 Good command of knowledge on impact of information technology in retailing

Course Description: Introduction to Retailing - Definition – functions of retailing -types of

retailing – forms of- retailing based on ownership. Retail theories – Wheel of Retailing –
Retail life cycle. Retailing in India – Influencing factors – present Indian retail scenario.
Retailing from the International perspective. Consumer Behavior in the retail Context -
Implication of retailing. Retail Marketing Mix - Product – Decisions related to selection of
goods – Decisions related to delivery of service. Pricing – Influencing factors – approaches to
pricing – price sensitivity - Value pricing – Markdown pricing. Place – Supply channel –
SCM principles – Retail logistics – computerized replenishment system – corporate
replenishment policies. Non- Store Retailing - The impact of Information Technology in
retailing -Integrated systems and networking Non-Store Retailing –- Legal aspects in retailing
- Social issues in retailing - Ethical issues in retailing.
Practicals / Project:
Customer shopping behavior in the Retail Context - Buying decision process– influence of
group and individual factors. Customer service satisfaction. Retail planning process – Factors
to consider – Preparing a complete business plan – implementation – risk analysis. Retail
Operations - Choice of Store location – Influencing Factors Market area analysis – Trade area
analysis – Rating Plan method -Site evaluation. Retail Operations: Store Layout and visual
merchandising – Store designing – space planning. Retail Operations: Inventory management
– Merchandise Management. Retail Pricing - Retail logistics – EDI – Bar coding – Electronic
article surveillance – Electronic shelf labels – customer database management system.

References:
1. Bermans, B and Evans, J (2002) Retail Management – A Strategic Approach, 8e, PHI,
NewDelhi.
2. Warren G. Meyer, (1988) Retail Marketing – McGraw – Hill Publishing Company.
3. Gilbert, D (2000). Retail Marketing Management, 4e, Pearson Education Limited,
NewDelhi.
4. Lamba, A.J. (2003) The Art of Retailing, 2e, Tata McGrawHill, NewDelhi.
5. Peter McGoldrick (2002), Retail Marketing, McGraw Hill Higher Education.

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 18MS3033 RURAL MARKETING
Credits: 3:0:1
Objective:
 To provide conceptual understanding on the Rural Marketing with special reference to
Indian context
 To create an understanding that there is great scope for marketing in rural sector
 Prepare the students to understand the environment, consumer behavior, opportunities
and challenges in rural market
Outcome:
At the end of the course the students will be able to:
 To know about the mantra for success for any company going rural.
 To understand the buying behavior and the consuming pattern of rural market
 To distinguish the need and wants of the rural consumer
 To detect some of the challenges the rural market holds for the Companies.
 To identify the opportunities for organizations in the rural market

Course Description: Definition – scope of rural marketing – concepts – components of rural

markets – classification of rural markets – rural vs. urban markets - Rural marketing
environment Population – occupation pattern – income generation - expenditure pattern –
literacy level – infrastructure facilities – rural Credits institutions – rural retail outlets – print
media in rural areas –– rural demand. Rural Consumer behavior: Consumer buying behavior
models, Factors affecting Consumer Behavior, Social factors, Technological Factors,
Economic Factors, Political Factors, Characteristics of Rural consumer- Age and Stages of
the Life cycle, Occupation and Income, Economic circumstances, Lifestyle, Personality and
Brand Belief, Information Search and pre purchase Evaluation, Rise of Consumerism,
Consumer Buying Process, Opinion Leadership Process, Diffusion of Innovation, Brand
Loyalty. Rural Marketing Segmentation – product strategies – pricing strategies – distribution
strategies – promotions strategies – social marketing - Role of financial institutions,
commercial banks and cooperative institutions in rural Marketing – problems and challenges
in rural marketing . Marketing of agricultural produce and rural and cottage industry products
–consumer and durable goods – FMCG products- health and financial services - Researching
Rural Market: Sanitizing rural market, Research design- Reference frame, Research
approach, Development studies, PRA approach, The need for PRA, Sampling, Operational
aspects of data collection. The future of Rural Marketing: Introduction, Focused Marketing
Strategies, Market Research, Consumer Finance, Rural Vertical, Retail and IT Models, Rural
Managers, Glamorize Rural Marketing, Public-Private Partnership, e-Rural Marketing -
CASE STUDIES – with Indian context
Practicals / Project:
Rural marketing environment Population – occupation pattern – income generation -
expenditure pattern – literacy level – infrastructure facilities – rural Credits institutions –
rural retail outlets - Characteristics of Rural consumer- Age and Stages of the Life cycle,
Occupation and Income, Economic circumstances, Lifestyle, Personality and Brand Belief,
Information Search and pre purchase Evaluation - Marketing of agricultural produce and rural
and cottage industry products –consumer and durable goods – FMCG products- health and
financial services - Researching Rural Market: Sanitizing rural market, Research design-
Reference frame, Research approach, Development studies, PRA approach, The need for
PRA, Sampling, Operational aspects of data collection.

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References:
1. Rural Marketing – T P Gopalaswamy – Vikas Publishing House
2. RuralMarketing –R V Badi,N V Badi – HPH, 2/e, 2005
3. The Rural Marketing Text Book – Pradeep Kashyap, Siddhartha Rant – Biztantra,
2005
4. Rural Marketing – Habeeb Ur Rahman – HPH, 1/e, 2004
5. Rural Marketing – Sukhpal Singh – Vikas Publishers
6. Rural Marketing – C G Krishnamacharyulu, Lalitha Ramakrishnan – Pearson
Education
7. Agricultural Marketing in India – Acharya – Oxford I B H
8. Rural Marketing, Balaram Dogra & Karminder Ghuman, TMH,1/e
9. Rural Marketing, Sanal Kumar Velayudhan,2/e, Response, SAGE Publication

18MS3034 B2B MARKETING

Credits: 3:0:1

Objective:
 To orient the learners toward nitty-gritty of industrial marketing in Indian context
andkeep themabreast of ethical standards maintained in this sector.
 Demonstrate how to apply and use these concepts in marketing and/or business
situations
 To identify and analyze underlying mechanisms of challenges on business markets
and how it can best handle its relationship with other firms
Outcome:
At the end of the course the students will be able to:
 To understand some of the nuances of the B2B marketing,
 Outline the strategies that are being adopted in this sector.
 Recognize the similarities and differences between consumer markets and business
markets
 Apply concepts and theories to business marketing situations and take appropriate
decisions using a strategic marketing perspective

Course Description: Introduction to B2B Marketing - Definition of Industrial Marketing;

Industrial marketing vs. consumer marketing –The Industrial marketing Environment –
Understanding Industrial Markets: Demand Issues: Organizational Behavior and Buyer
Behavior – Profile of Business Buyers – Value Analysis – Vendor Analysis – Prosumerism.
Buyer – Seller Relationships - Types of Buyer- Seller Relationships – Managing
Relationship– Conflict and Resolution. Assessing Market Opportunities – The Marketing
Research Process – Demand Analysis; Strategic Planning: – Managing Industrial Products –
Product Innovation – Models of Organizational Buying Behavior. Service Design and Pricing
Characteristics of Industrial Service – Classification of Services – Service Quality – Services
Marketing Mix– Challenges in Marketing Industrial Services – Pricing Decisions:
Characteristics of Industrial Pricing – Types of Prices – Pricing Methods – Pricing Strategies
– Factors affecting Pricing Strategy- Pricing across PLC – Competitive Bidding – Price
Negotiation – Leasing Industrial Selling - Role–Process – Types – Managing Sales Force –
Direct Marketing ; Performance Measurement And Control : The Control Process – Types of
Control – Tools for marketing control – Institutional selling - Emerging Trends in Industrial
Marketing: Technology – Business Networks– Relationships in Business Networks –

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Technology and Business Networks – Information Technology in Industrial Marketing –
Negotiation – Purchase Process. Ethics in Industrial Marketing - Ethics and Industrial
Marketing Management – Ethical Issues - International Industrial Marketing: Environment –
Entry strategies in International Markets Decision Making – Product, Pricing, Distribution &
Promotional Decisions.

Practicals / Project:
Assessing Market Opportunities – The Marketing Research Process – Demand Analysis;
Strategic Planning: – Managing Industrial Products – Product Innovation - Characteristics of
Industrial Service – Classification of Services – Service Quality – Services Marketing Mix–
Managing Sales Force – Direct Marketing ; Performance Measurement And Control -
Environment – Entry strategies in International Markets Decision Making – Product, Pricing,
Distribution & Promotional Decisions.

References:
1. Victor & David (2007) B2B Marketing, Contemporary Publishing Co. Illinois.
2. Frederic E. Webster (1991), Industrial Marketing Strategy, John Wiley & Sons Inc.
3. Hill, R. M. (2003). Industrial Marketing.2e, All India Traveller Book Seller, India
4. Steve.M. (2001). B2B Marketing. 2e, Pearson Education, USA.
5. Krishna K Havaldar (2006), Industrial Marketing, Tata McGraw – Hill Education.

18MS3035 INTEGRATED MARKETING COMMUNICATION

Credits: 3:0:1
Course Objectives: This course aims to:
 Expose the students to the various dimensions of promotional mix of marketing
 Introduce the concepts on managing advertisements and advertising media
management
 Familiarize the role of sales promotion and evaluation methods
Course Outcomes:
After completing this course, the student should be able to:
 Articulate the importance of promotion mix
 Showcase their expertise on managing advertisements
 Expand their expertise on managing advertising media
 Expound the concepts on evaluation of advertisements and sales promotions
 Integrate various forms of promotions with digital advertising

Course Description:
Steps in Communication Advertising, Personal selling, Sales promotion, Public relations,
Direct marketing concepts and tools, classification of advertisements & economic and social
effects, Advertising department & Advertising Agency Management, Campaign planning &
Advertising budget preparation, Advantages, Limitations, Availability, Media Rates, Media
Planning and Scheduling of various forms of media and its management, Evaluation of
Advertising, copy writing, Evaluation of Sales Promotion effectiveness, Strategies , Digital
Advertising.
Practicals / Project:
Personal selling - economic and social effects, Advertising department & Advertising Agency
Management, Campaign planning & Advertising budget preparation, - Media Rates, Media
Planning and Scheduling of various forms of media and its management – Digital
Advertising.

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References:
1. Belch E., Belch A., and Purani, (2012), Advertising and Promotion, 9e, McGraw Hill
Companies.
2. Bovee and Thill, (2000). Advertising Excellence, 3e, McGraw Hill International.
USA.
3. Cummin, J. (2004). Sales Promotion, 6e, PHI, New Delhi.
4. Choudhry, P. (2004). Successful Sales Promotion, 2e, Macmillan, India.
5. Mohan, M. (2002). Advertising - Text & Cases, 2e, Tata McGraw Hill, New Delhi.

18MS3036 INTERNATIONAL MARKETING STRATEGIES

Credits: 3: 0: 1
Course Objective
 To acquire the basic knowledge and concepts to understand International problems
and Issues
 To orient towards the understanding of cultures of nations by critically analyzing
the Social, Political, Legal and Economic forces that effect the business
performance of International Marketing
 To familiarize the students with extant tools of International Marketing beyond the
textbook such as Internet, Government databases etc.
Course Outcomes:
 Demonstrate an appreciation for designing and managing in international marketing
programs in consumer markets.
 Identify, interpret and evaluate information sources related to consumer marketing
with the emphasis on the use of information technologies.
 Application of knowledge paradigms in International Marketing to gain insights into
similarities/ differences in cross cultural markets and their marketing implication.
 To develop the ability to understand and synthesize readings and apply in business
context.
Course Description:
International Trade and environment review – Cultural Environment of Global Markets –
Analyzing Global Opportunities – Screening International Market Opportunities –
International Political Environment - Techniques of taking international market selection
decision. Assessing Global Marketing opportunities – Marketing in a digital world – Global
Marketing Channels and physical distribution – Strategy alternatives and expansion -
International Buyers assessment of credit worthiness. Global market entry strategies and
strategic alliances – International Global product strategies- Product design – Branding
decisions – Marketing of services – New product development strategies – Foreign exchange
market research – Global advertising/ Promotion – Corporate Social Responsibility – Export
Mechanics / Counter Trade. Management of standardization vs adaptation approaches –
International marketing strategy and effective cross cultural communications – Conceptual
framework, communication and organization culture – Cross cultural consumer behavior as
an input into localization of the marketing mix. Integrated marketing communication.
Advertising and promotional strategies in cross cultural markets – Navigating competing
forces of globalization and localization in the future -Convergence vs Divergence of world
cultures.
Practicals / Project:
Global Market and Global Opportunities – Market selection – Marketing Channels analyzing
- Foreign exchange market - advertising/ Promotion – Communication techniques –
Behaviour - globalization and localization
Text Books

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 1. Keegan W. J 1995 Global Marketing New Delhi : Prentice Hall of India
2. Buzzel R. D et.al 1995. Global Marketing Management: Cases and Readings. New
York: Addison – Wesley Publishing Co
3. Bhattacharya B. 1996. Going International. New Delhi: Wheeler Publishing Co.
Reference Books
1. Johny K. Johansson (2009) Global Marketing: Foreign Entry, Local Marketing, and
Global Management, 5th Edition, Mcgraw – Hill/ Irwin.
2. De Mooij, M. (2011) Consumer Behavior and Culture: Consequences for Global
Marketing and Advertising. 2nd Edition Sage Publications
3. Peter, J. P & Olson, J.C. (2014) Consumer Behavior and Marketing strategy ,
Madison, WI, USA : Irwin –Mcgraw hill

18MS3037 MARKETING ANALYTICS

Credits: 3:0:1
Course Objectives:
 To impart in-depth knowledge in different methods of analysis and intelligent decision
making.
 To Marketing analytics uses important business metrics, such as ROI, marketing
attribution and overall Marketing effectiveness.
 To deliver data-driven predictions that we can use to influence the future by
answering decision Oriented questions.
Course Outcomes:
 Will be able to apply the different methods of analytic techniques for different
marketing problems.
 Enhancement of quality of business decision making for better understanding of
customers and Competitors.
 Betterment of prioritization of the marketing tactics and demonstration of the value
marketing contributes to sales.
 To interpret and review existing metrics and to recommend additional metrics for
tracking.

Course Description
Introduction to marketing analytics - Predictive analytics and Big Data - Basics of a statistical
software package - Excel for analysis - Pricing analytics - Forecasting and New product
analysis - Conjoint analysis - Cluster analysis - Factor analysis - Simple Regression –
Correlation - Multiple regression to forecast sales - Non Linear pricing and Skimming -
Modeling Trend and seasonality - Customer Lifetime Value Calculation.Data Science with
python - Data Visualization with python - Brand Management - Consumer Market Research -
Strategic marketing analytics - Advanced database marketing - Data analytics in the real
world - Data interpretations and visualizations.Web analytics - Measurement and
interpretation - Google analytics - Text mining and analytics – Online analytical web usage
mining – Web mining for web personalization – Web traffic analytics.Exploratory data
analysis – Probability –Inference

Practicals / Project:
Promotion Analytics - Measuring the effectiveness of Advertising - Customer Valuation -
Segmentation and targeting through customer analytics -Social media analysis.R, R packages
- Machine learning - Decision trees - Regularized regression - Predictive analytics-Retailing
Analytics , Big data- Hadoop – Spark - Root cause analysis-Advanced measurement –
Moving to the cloud – Marketing Automation Backslash

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Text Books:
1. Wayne L.Winston (2014) Marketing Analytics : Data-Driven Techniques with Microsoft
Excel: John Wiley & Sons
2. Stephen Sorger (2013)Marketing Analytics : Strategic Models and Metrics : CreateSpace
Independent Publishing
3. Chuck Hemann and Ken BurBary (2013) Digital Marketing Analytics: Que Publishing
4. Elie Ofek (2014), –Customer Profitability and Lifetime Value, Harvard Business Review

Reference Articles:
1. Andrew McAfee and ErikBrynjolfsson (2012), ‘’Big Data: The Management Revolution”-
Harvard Business Review
2. RajKumar Venkatesan and Shea Gibbs (2014), Logistic Regression- Darden Business
Publishing
18MS3038 MARKETING RESEARCH
Credits: 3:0:1
Objectives:
 To orient towards the importance of marketing research,
 Introduce the various techniques involved in the market research
 To determine the dimensions of the marketing problems, facilitate evaluation of the
alternative solutions of different problems and help in the selection of a right course
of action.
 To define a business problem into a methodological framework and perspective for
analysis
Outcome:
At the end of the course the students will be able to:
 Secure an overview about research for new product development
 Carry out research in pricing, distribution and promotion realms.
 Identify appropriate research approaches, preparing measurement instruments,
Designing a sampling approach and sampling frame
 Data collection, analysis and interpretation

Course Description: Introduction to Marketing Research – MR agencies in India –

Marketing Information System – Marketing Research process – Problem Formulation -
Marketing Research design. - Techniques of Market Research: Desk Research – Trade
Research – Panel Research: Technical considerations in Panels – Benefits and limitations of
each of these techniques – Qualitative research techniques. Sampling Design – Questionnaire
design – Data collection - Data analysis and report writing - Research for New Product
Development: New product developments – Pricing and Distribution Research - Pricing new
products – Distribution Research - Promotion Research - Advertising Research.
Practicals / Project:
Problem Formulation - Field work for getting a research problem from a local firm
Data collection – Field work for data collection, Data analysis - SPSS workshop

References:
1. Malhotra.M.(2008) Marketing Research and Applied Orientation, 6e, Pearson Education,
India
2. Scott M. Smith, Gerald S. Albaum, Fundamentals of Marketing Research (2005), SAGE

10.70 Management
 18MS3039 STRATEGIC MARKETING
Credits: 3:0:1
Course objective
This course enables the participants to
 understand and develop strong knowledge on fundamentals of strategic plan, checklist
to be prepared for marketing strategy plan.
 Basic skills required developing a depth strategic plan
 Students will be familiar on challenges faced by corporate in developing a successful
plan which enhance skills on handling challenges in executing the strategy
Course outcome
 To understand the key aspects and fundamentals of strategic plan and effective
formulation of competitive strategy
 To identify and understand the STP strategies and its role on strategic plan
 To apply innovation in product development strategy
 To understand generic strategies and its implications in pricing and distribution
 To prepare the checklist for successful marketing plan.

Course description
Marketing- Its role in identifying opportunity and competitive advantage: Value creation and
marketing- developing and maintaining competitive advantage- changing dynamics of
marketing and its environment. Segmentation targeting and positioning : Segmentation
strategy- points of differentiation- the FMCG and services STP insights. Product
Management : Product development tools – product management- new product development
and launch. Marketing strategy A: Generic and specific strategies- branding, pricing and
distribution imperatives- simulation game. Marketing strategy B : Lifetime value of
customers, customer management and CRM- financial and economic implication of
marketing strategy- crafting the marketing plan- staircase analysis.

Practicals/ Project:
Survey – FMCG services and marketing strategy; crafting a marketing plan for any industry
in distress

References:
1. Orville, C. Walker John W. Mullings ( 2014), Marketing Strategy, Tata MaGraw Hill
2. Ashok Ranchhod and Colin Gurau ( 2007), Marketing strategies, Pearson
3. Todd Mooradian, Kurt Matzler and Larry Ring ( 2011 ), Strategic Marketing, Prentice
4. Alexander Chemev ( 2011 ) The Marketing plan handbook, 2E, Cerebellum Press

18MS3040 MARKETING TO BASE OF PYRAMID CONSUMERS

Credits: 2:0:1
Objectives:
 To identify nature of BOP market
 To understand the awareness if the BOP markets are Brand conscious or not
 BOP solutions for developed market
Outcome:
 Apply lessons for MNCs from BOP markets
 Need for new products and services
 Benefits to the private sector

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  The ecosystem for wealth creation
 Learning the sanctity of contracts
 Are the poor kept poor

Course Description:
Understanding Poverty and the Base of the Pyramid-Consumption and marketing practices in
BoP contexts: few challenges-The institutional context of BoP markets.-Conducting
Marketing Research in BoP Markets-BoP Consumers and Producers-Producers and
Entrepreneurs at the BoP. Informal Economy-Alternative Market initiatives at BoP-Ethical
issues

Practicals/ Project:
Develop the marketing strategy for the BOP market, a product , service and identify the
alternate market initiative

References:
1. C.K.Prahlad, 2006, “The Fortune at the bottom of the Pyramid”, Wharton Publishing
2. Junaid Javaid, “ The Bottom of the Pyramid: A case study on Marketing products &
services”, GRIN Publishing, 2015
3. Stuart L.Hart, Fernando Casado Caneque, “Base of the Pyramid 3:0 :Sustainable
Development”, Greenleaf Publishing, 2015
4. Chantell Beaty, “ Marketing Research and Bottom of the Pyramid”, CreateSpace
Independent Publishing, 2016

SPECIALISATION : OPERATIONS, LOGISTICS & SUPPLY-CHAIN

MANAGEMENT

18MS3041 LOGISTICS CONCEPTS AND PLANNING

Credits: 3:0:1

Objectives:
 To provide an understanding of the basic concepts in logistics management;
 To give an insight about the logistics market; and
 To provide an overview of the Logistics System.
Outcomes:
 To apply the fundamentals of logistics management for the efficiency in performance.
 To demonstrate the skills in logistics functional strategies.
 To evolve a suitable decision making functions in logistics related issues.

Course Description: Concepts of Logistics - Integrated logistics: Logistics evolution,

logistics operations integration, Supply Chain relationships, logistics system design -
Logistics positioning, integration theory, transportation design, Logistics strategy - Logistics
planning triangle, logistics functional strategies and applications, purchasing decisions,
storage decisions, inventory decisions and location decisions, logistics planning and design.

Practicals / Project:
Possibilities of Integration of logistics flow (inbound and outbound), Installing relationship
among different clients and customers in the supply chain, logistics and supply chain design,
calculation of logistics costs under various circumstances and scenarios, Storage decisions,

10.72 Management
vendor maintain inventory

References:
1. Khalid Zidan, Supply Chain Management: Findamentals, Strategy, Analytics &
Planning for Supply Chain and Logistics Management (Logistics, Supply Chain
Management, Procurement), Createspace Independent Pub, 2016
2. V.V. Sople (2015), Logistics Management, New Delhi: Pearson Limited.
3. Lemay Stephen, Bloomberg, David J Hanna Joe (2002), Logistics, New Delhi:
Prentice Hall.
4. Singh P Rakesh Ailawadi, Satish C (2012), Logistics Management (2 nd ed.), New
Delhi: Prentice Hall India.

18MS3042 WAREHOUSE AND DISTRIBUTION FACILITIES MANAGEMENT

Credits: 3:0:1

Objectives:
 To provide an understanding of the basic concepts pertaining to warehousing
operations;
 To give an insight about the procedural set-up of warehousing; and
 To offer an overview of managing warehouse efficiency.
Outcomes:
 To address the issues related to warehousing.
 To display the skills of unitization, and
 To show the efficiency in distribution facilities management.

Course Description: Issues, Equipment, Processes Warehouse rationale and material flow,
warehouse operations, systems, Layout, Managing Warehouse Efficiency - Order Picking,
Measuring warehouse efficiency, warehouse workforce design and development, Unitization,
Shipping and Packaging - Unitizing, packaging, Packaging for transportation, Distribution
Facilities Management Materials Handling System design, Material handling technologies,
site selection.
Practicals / Project:
Warehousing issues, Equipments used in a warehouse, maintenance of warehouse, Warehouse
Management Systems, Order Picking and Processing, Warehouse design and layout,
Packaging and shipping, Unitizing the cargo, Material Handling in a warehouse, Warehouse
and ERP.

References:
1. Meir Liraz (2017), Guide to Effective Retail Merchandise Management (1st ed.), Create
Space Publication, 2017
2. Gwynne Richards (2014), Warehouse Management: A complete guide to improving
efficiency and minimizing costs in the modern warehouse, Kogan Page Publications, 1st
Edition, 2014
3. S. A. Jiffry (2012), Effective Warehouse Management – Lamber Academic Publishing.
4. Peter Baker, Alan Rushton, Phil Croucher. (2014), The handbook of Logistics and
Distribution Management (5th ed.), Kogan Page.
5. Keller B (2013), Specifications of the definitive guide to warehousing: Managing the
store and handling of materials and products in the Supply Chain, New Delhi: Pearson
Education (Singapore) PTE. Ltd.,

10.73 Management
 18MS3043 FREIGHT TRANSPORT MANAGEMENT
Credits: 3:0:1

Objectives:
 To provide a basic understanding about freight management;
 To give an broader view on the fundamentals of transportation component in Logistics
management; and
 To give an overview of the regulatory framework of transportation.
Outcomes:
 To apply the essentials of freight management in cost efficiency.
 To show the skills in the documentation process of transportation, and
 To help the management in the decision-making process to manage their cargo
movement.

Course Description: Transport fundamentals - Transport systems, choices, characteristics,

types of services, freight costing and pricing, Documentation, Regulation and Policy -
Documentation, Transportation regulation and public policy, transportation policy,
associations, Transport decisions - Transport service selection, Vehicle routing and
scheduling.
Practicals / Project:
Basics of transportation, types of transport services, Freight costing/pricing and Freight
Management, Rules, regulations and policies governing Freight, Documentations used in
Freight Management, Vehicle routing and its issues, Scheduling and its issues.

References:
1. Michel Savy, June Burnham (2011), Freight Transport and the Modern Economy,
Routledge Chapman and Hall
2. David Lowe (2005), Intermodal Freight Transport, Elseveir Butterworth Heinemann
3. Nagabhushana Rao S (2004), Transportation Management, New Delhi: Nidhi Book
Centre.
4. Kunaka Carruthers (2014), Trade and Transport corridor management, World Bank
Publications.

18MS3044 INTERNATIONAL LOGISTICS

Credits: 3:0:1

Objectives:
 To explore the crux of international logistics;
 To showcase the nitty-gritty of modes of international transportation; and
 To Present the various risks involved in all modes of transportation.

Outcomes: After completing this course, the student should be able to:
 To define the basic inputs of international logistics.
 To portray the feasibility of decisions in relation to the selection of modes of
transportation, and
 To tackle the issues related to fixing the precise INCOTERMS for the consignment.

Course Description: Definition, concept and importance - Meaning and significance of

10.74 Management
International Transportation, Modes of International transportation, Freight costing and
pricing, Ocean and Air mode of transportation - Features, Types and terminology, Freight,
parties and Perils associated with sea mode, Unit Load Device concept, Air cargo tariff
structure, Air freight consolidation, IATA, TIACA, Concept of Land Mode, Intermodalism -
Road, Rail, pipeline, Containerisation, Procedural and Documentation - EXIM procedure,
INCOTERMS 2010, Packing and labeling for exports.

Practicals / Project:
Freight costing/pricing and Management, Features of Ocean and Air mode of transportation,
terminologies used in International Logistics, Unit Load Device, Air cargo tariff structure, Air
freight consolidation, IATA, TIACA, Concept of Land Mode, Intermodalism - Road, Rail,
pipeline, Containerisation, Procedural and Documentation - EXIM procedure, Impact of
INCOTERMS and PAYTERMS in Logistics cost.

References:
1. S.Sudalaimuthu and S. Anthony Raj (2015), Logistics Management for International
Business: Text and Cases (2nd Revised Ed), New Delhi: Prentice Hall India Limited.
2. Pierre A. David and Richard D Stewart (2010), International Logistics: Management
of International Operations (3rd Edition), Cengage Learning Custom Publishing.
3. Branch A E (2008), Global Supply Chain Management and International Logistics (1st
Edition), New Delhi: ANE Books
4. Faustino Taderera (2010), Principles and Practice of International Logistics: Supply
Chain, Shipping, Warehousing, LAP-Lambert Academic Publishing.

18MS3045 CONTRACT AND REVERSE LOGISTICS

Credits: 3:0:1

Objectives:
 To provide an understanding of the basic concepts in contract logistics;
 To offer a broader view of reverse logistics; and
 To cultivate the importance of delivering logistics services.
Outcomes:
 To emanate the skills of fixing the contract logistics for their organisation.
 To leverage the concept of outsourcing the logistics activities, and
 To enhance the possibilities of addressing delivery related issues.

Course Description: Contract Logistics - Third Party Logistics, Formulating and selecting
contract logistics provider, implementing outsourcing strategy, Introduction to reverse
logistics - Closed loop supply chains and reverse logistics, business and market review,
Emerging trends in Reverse Logistics - Systems and technology, managing processes,
Delivering Logistics Services - Project/Operations planning, Managing service quality and
performance.
Practicals / Project:
Reasons for Contract and Reverse Logistics, Closed Loop Supply Chains, Flow of Reverse
Logistics, Emerging trends in reverse logistics, outsourcing and cost of reverse logistics,
Intricacies in Third Party Logistics, developments in Third Party Logistics management and
reverse logistics.

References:
1. Rommert Dekker, Moritz Fleischmann, Karl Inderfurth (2010), Reverse Logistics:

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 Quantitative Models for Closed-Loop supply chains, Springer Publishing, 2010
2. Janina Bohling (2013), Outsourcing and Third Party Logistics, Grin Verlag
Publishers.
3. Jerry Davis and Curtis Greve (2012), An Executive guide to Reverse Logistics: How
to find hidden profits by managing returns, Greve Davis Publishing
4. Van Wassenhove Wassenhove Inderfurth Fleischmann Dekker (2010), Reverse
Logistics, Springer Publications
5. Janina Bohling (2013), Outsourcing and Third Party Logistics, Grin Publishing, 2013

18MS3046 SUPPLY CHAIN CONCEPTS AND PLANNING

Credits: 3:0:1
Objectives: This course aims to:
 Provide an understanding of the fundamental concepts in Supply Chain;
 provide a platform to evolve a successful supply chain performance; and
 offer the ways of forecasting to enhance Supply Chain planning.
Outcomes: After completing this course, the student should be able to:
 Apply the basics of logistics management for the efficiency in performance.
 Demonstrate the skills in managing material flow in the organisation.
 Display the exploring global logistics market.

Course Description: Concepts of Supply Chain - Service and manufacturing supply chain
dynamics, Integrated Supply Chain design, Supply Chain strategies, Supply Chain
Performance Drivers and Forecasting - Logistics drivers, cross functional drivers,
Collaborative Planning , Forecasting and replenishment (CPFR), Sales and Operations
Planning - Introduction to Sales and Operations planning, Resource planning, scheduling.
Practicals / Project:
The purpose of exposing students to the complexity of managing the supply chain, they will
be asked to explain to submit a report on supply chain practices in automobile / retail / food /
consumer durable / pharmaceutical industry.

References:
1. Sunil Chopra, PeterMeindl , Supply Chain Management: Strategy, Planning, and
Operation(2015) 6th Edition , Pearson Education Limited
2. Ling Li and Ling Li (2007), Supply Chain management: Techniques and practices –
Enhancing the value through Collaboration, World Scientific Publishing company.
3. Robert Monczka, Robert Trent and Robert Handfield (2007), Purchasing and Supply
Chain Management, International Edition: South-Western Publishing, Thomson
Learning Inc.
4. Rahul V Altekar (2009), Supply Chain Management: Concepts and cases (1st Edition),
New Delhi: Prentice Hall India Pvt Ltd.,

18MS3047 MATERIALS AND INVENTORY MANAGEMENT

Credits: 3:0:1
Objectives: This course aims to:
 Provide an understanding of the basic concepts in Materials and inventory
management;
 give an insight about the cost aspects of Inventorying; and
 Provide an overview of the inventory control system.

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Outcomes: After completing this course, the student should be able to:
 Relate the basics of material flow in the organisation;
 Exhibit the skills in managing Inventory system; and
 Display the expertise in evolving successful Inventory management methods.

Course Description: Materials Management - Materials classification, storage, handling and

inventory - ,Inventory Planning - Inventory functionality and principles, inventory types and
characteristics, costs relevant for inventory decision making, planning the inventory resource,
accommodating uncertainty, Inventory Management - Policies, Processes, strategic
development process, methods for improved inventory management, selective inventory
control system, tools for inventory control.
Practicals / Project:
simulation game that introduces students to basic inventory management concepts. This
hands‐on, active‐learning exercise presents students with a simulated single‐product
inventory environment that requires them to make ordering decisions in an attempt to
minimize the total relevant inventory costs in the face of variable demand.

References:
1. S.N.Chary (2009), Production and Operations Management, Tata McGraw-Hill
Education.
2. Richard J. Tersine (1993), Principles of Inventory and Materials Management (4 th
Edition), Pearson Limited
3. Gopalakrishnan (2009), Materials Management (1st Edition), New Delhi: PHI
Learning Pvt Ltd.,
4. A.K. Datta (2009), Materials Management: Procedures, Text and cases (2nd Edition),
New Delhi: PHI Learning Pvt Ltd.,
5. John W. Toomey (2000), Inventory Management: Principles, concepts and Techniques
(Materials Management Logistics series), London: Springer – Verlag Gmbh.

18MS3048 PURCHASING AND STRATEGIC SOURCING

Credits 3:0:1

Objectives:
 To offer a broader outlook on purchasing function;
 To figure out the possibilities of strategic outsourcing through conceptual analysis;
and
 To provide an overview of the Strategic outsourcing quality.
Outcomes:
 To look into the purchasing operations and its structure;
 To analyse the possibilities of effective strategic outsourcing analysis; and
 To evaluate the quality of strategic outsourcing and its process.

Course Description: Purchasing operations and structure - Purchasing and supply processes,
purchasing policy and procedures, Supply Management integration for competitive
advantage, purchasing and supply organisations, Strategic Outsourcing Analysis - Supply
management and commodity strategy development, supplier evaluation and selection, Tools
and techniques of purchasing analysis, Strategic Outsourcing Quality - Supplier quality
management, supplier management and development, Strategic Outsourcing Process -
Strategic Cost management, Negotiation, contract management.

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Practicals / Project:
Purchase process in organisation, purchasing and supply process, procedures followed in
purchasing, Supply chain integration, Strategic outsourcing analysis, Supplier evaluation and
selection, tools and techniques of purchasing analysis, negotiation and contract management.

References:
1. Gopalakrishnan P (2016), Purchasing and Materials Management (2nd Edition), New
Delhi: McGrawHill Education (India) Pvt Ltd
2. Sarika Kulkarni (2011), Purchasing and Inventory Management (1st Edition), Shroff
Publications.
3. Mohsen Shirani (2012), Strategic Outsourcing, LAP-Lambert Academic Publishing.
4. Folinas (2012), Outsourcing Management for Supply chain Operations and logistics
services, Information Science Reference.

18MS3049 MARKETING CHANNEL DESIGN AND DISTRIBUTION PLANNING

Credits: 3:0:1

Objectives:
 To cover the wider spectrum about the marketing channel design and distribution
planning;
 To offer the various distribution strategies; and
 To provide knowledge on the effective management of pricing and revenue.
Outcomes:
 To contribute in the distribution strategies of his/her firm.
 To add nitty-gritty ideas into the effective managing of their distribution functions;
and
 To showcase the efficiency in Pricing and revenue management in Supply Chain.

Course Description: Marketing Strategies and Physical Distribution, Distribution strategies -

Direct shipment, intermediate inventory storage points, transshipment, Retailer-supplier
partnerships, Distribution resource planning and implementing, Pricing and revenue
management in Supply Chain - Multiple customer segments, Perishable assets, seasonable
demand, Bulk and spot customers.
Practicals / Project:
Channel issues, Physical distribution network strategies, local distribution and international
distribution, Relationship between suppliers, Cost, Profit and responsibility sharing,
Inventory related issues.

References:
1. Ross (2014), Distribution Planning and Control (2nd Edition), Spiringer Publications
2. Liwen Chen (2016), Issues in Operations Management and Marketing interface
research: Competition, product line design and channel coordination, Proquest, UMI
Dissertation Publishing.
3. Pingali Venugopal (2001), Marketing Channel Management: A customer – centre
Approach (1st Edition), SAGE Publications India Pvt Ltd.
4. Donald Waters (2010), Global Logistics and Distribution Planning and Strategies for
Management (Revised Edition), CRC Press.

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 18MS3050 ENTERPRISE RESOURCE PLANNING
Credits: 3:0:1
Objective:
 To make students understand the systems which integrate internal and
external management information across an entire organization.
 To understand the nuances of ERP
 To know the advantages and the future prospects of ERP
Outcome:
 The understanding of ERP models and information flows underlying the ERP
softwares.
 How integration works in an enterprise system, and the linkages with organizational
processes.
 The basic principles and issues behind the ERP system design and configuration.
 Understanding of issues involved in ERP implementation

Course Description: Introduction: Basic concepts of ERP, Justification for ERP investments,
Risks and Benefits of ERP- Business Process Reengineering, Data Warehousing, Data
Mining, Product Life cycle Management. ERP Implementation Life cycle, Implementation
methodologies, ERP project teams, Process definition, Vendors and Consultants, contracts
with vendors and consultants, Data migration , Project management and Monitoring, Success
and failure factors of an ERP implementation. Business Modules of an ERP Package:
Finance, Manufacturing, Human Resources. Business Modules of an ERP Package: Plant
Maintenance, Materials Management, Quality Management, Marketing, Sales, Distribution
and services. The various companies which supply ERP products: SAP, Oracle, Peoplesoft,
JD Edwards- ERP and the internet - Future Directions trends in ERP

Practicals / Project:
Creating Master database in ERP, designing user interface screen for HR activities, Preparing
process flowcharts for inventory management , Finance and sales.

References:
1. Leon,A.(2003). Enterprise Resource Planning Demystified (3 rd Edn.),Tata McGrew
Hill:India
2. Murthy,C.S.V.(2006), Enterprise Resource Planning ( 2 nd Edn.),Cengage learning :
Delhi
3. Sadagopan,S.(2006) Enterprise Resource Planning( 2 nd Edn.),Cengage learning :
Delhi
4. Monk,K.(2007) Enterprise Resource Planning(1 st Edn.),Cengage Learning:New
Delhi
5. Vinod,G.K, Venkatakrishna,N. K.( 2006) Enterprise Resource Planning (2 nd
Edn.),Concepts and Practices Cengage learning : Delhi

18MS3051 ADVANCED PRODUCTION MANAGEMENT

Credits: 3:0:1
Objective:
 To understand in detail the production planning process and to be able to solve daily
problems faced in the shop floor due to Production planning issues. To understand
inventory issues

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  To familiarize the applications in basic material planning and quality concepts
 To enable the students to understand the basic concepts of International Quality
Standards
Outcome:
 The student will be able to perform Material Resource Planning for any type of
production system
 The student will be able to manage inventories without affecting the production plan
 Develop an ability to take decision in operational areas such as: facility requirements
and utilization, control and coordination of resources, inputs and outputs, types of
transformation/conversion processes and performance measurements

Course Description: Production Planning system: Manufacturing Planning and Control

system, Sales and operations Planning, , MRP process, Uses of MRP. Production Activity
Control: Data requirements, Order preparation, Scheduling, Load leveling, Scheduling
Bottlenecks, Theory of Constraints and Drum-Buffer-Rope. Inventory Management:
Inventory and the flow of materials, Functions of inventory, Objective of inventory
management,: Order point system, Determining safety stock, Determining service levels,
Different forecast and Lead-Time intervals, Determining when the order point is reached,
Periodic review system, Distribution inventory. Products and processes: Need for new
products, Product development principles, Product specification and Design, Process design,
Continuous process improvement

Practicals / Project:
Manufacturing resources planning, makes the production plan, Master Scheduling:
Developing a master production schedule. Materials Requirement Planning: Bill of Materials,
Inventory costs, Economic order quantity, Variations of EOQ model, Period –order quantity.
Independent demand ordering system

References:
1. Tony Arnold, Stephen N.C, Lloyd M.C. “ Introduction to Materials Management “,
Pearson Education, 2011
2. Thomas E.V, William L.B, Clay D. W, “ Manufacturing Planning and Control for
Supply chain Management, Tata McGraw Hill Publication, 2011
3. Stephen N. Chapman (2005)The Fundamentals of Production Planning and Control ,
Mar 11, 2005
4. Jorg Thomas Dickersbach and Gerhard Keller Production Planning and Control with
SAP ERP (2nd Edition)
5. V.D.Vohra (2010) ,Quantative Techniques in Management (4th edn),Tata McGraw Hill
Education Private Limited : Delhi

18MS3052 MANUFACTURING PLANNING AND CONTROL

Credits: 3:0:1

Objectives:
 Manufacturing planning and control entails the acquisition and allocation of limited
resources to production activities
 to satisfy customer demand over a specified time horizon.
 to plan and control problems are inherently optimization problems, where the
objective is to develop a plan that meets demand at minimum cost or that fills the
demand that maximizes profit.

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Outcome:
 To inculcate on the decisions on production and inventory quantities.
 To study the demand management and the evaluating technique of forecast
 To know the production activity control
 To learn the manufacturing order quantities of production control .

Course Description: Introduction: MPC system framework, definition of MPC. Demand

Management: Demand management and MPC environment, Communicating with other MPC
modules and customers, Producing and evaluating detailed forecasts, using the forecasts.
Sales and Operations Planning: Introduction, Fundamentals, The sales and Operations
Planning process. Master production Scheduling: The MPS activity, MPS techniques, BOM
structuring for the MPS, The final assembly schedule, managing the MPS. Distribution
Requirement Planning: Introduction, Techniques, Managing issues with DRP. Just-in-Time:
JIT in MPC, JIT Application, Non-repetitive JIT and Joint-firm JIT. Production Activity
Control: Framework, Techniques and examples. Advanced Concepts in Scheduling: Basic
scheduling research, Advanced research findings, Multiple constraint Scheduling
Determining Manufacturing order quantities: EOQ, POQ, PPB, Wagner-Whitin Algorithm,
Buffering concepts

Practicals / Project:
Material requirement planning, Just-in-Time, Production Scheduling, Economic Order
Quantity, Product Order Quantity, Wagner-Whitin Algorithm

Text Books
1. Thomas E.V, William L.B, Clay D. W, “ Manufacturing Planning and Control for
Supply chain Management, Tata McGraw Hill Publication, 2011
2. Tony Arnold, Stephen N.C, Lloyd M.C. “ Introduction to Materials Management “,
Pearson Education, 2011
3. Stephen N. Chapman (2005)The Fundamentals of Production Planning and Control ,
Mar 11, 2005
4. Jorg Thomas Dickersbach and Gerhard Keller Production Planning and Control with
SAP ERP (2nd Edition)
5. Billington, Dennis, ( 2009), Production Planning and Inventory Control, PHI Learning

18MS3053 BEHAVIORAL OPERATIONS MANAGEMENT

Credits: 3:0:1
Objectives:
 Understand the Behavioral OM Experiments
 Buyer -Supplier relationship
 Supply chains and behavioral aspects
Outcome:
 Lean supply Chains and Behavioral perspectives
 Supply chain integration using NK simulation
 Behavioral Decision making and Network dynamics
 Learning on the shop floor experiences
 Incentives for cost transparency

10.81 Management
Course Description:
The study of Behavioural Operations-Process and Perception- Dynamic Pricing in Revenue
Management-Envisioning motivation and Performance in Work Design- Intertemporal
choices in Project based organisations -Impulsiveness and Emotions-Sharing the Risk-
Supply Chain Negotiator-Behaviour Assessment Test on Conflict Management-Kicking the
mean Habit-A chain of hands
Practicals/ Project:

References:
1. Christoph H. Loch, Yaozhong Wu, “ Behavioral Operations Management”, Publishers
Inc., 2005
2. Illaria Giannoccaro, “Behavioral Issues in Operations management: New Trends in
Design, Management”, Springer, 2013
3. Jan C. Fransco, Toni Waefler, John R. Wilson,” Behavioral Operations in Planning and
Scheduling”, Springer, 2011

18MS3054 PRICING AND REVENUE MANAGEMENT

Credits: 3:0:1
Objectives:
 To highlight on the financial impact of pricing and revenue optimization
 Traditional approaches to pricing
 To understand the economics and limits of price Differentiation
Outcome:
 To assess the Tactics of Price Differentiation
 To know about the volume discounts
 To analyse Optimal Pricing with the supply constraint
 To assess the Variable pricing in action
 To apprise on the Tactical Revenue Management

Course Description:
Price Optimization-Pricing Decision-Price Response with Competition-Price Differentiation and
Variable Pricing-Simulation Game–Scenario 1-Simulation Game–Scenario 2-Dynamic Pricing-
Markdown Pricing-Revenue Management-Capacity Allocation-Network Management-Demand
Forecasting-Bid Price Approach-Customized Pricing.
Practicals/ Project:
Measuring the pricing and revenue management of corporates in different sectors
Measure the capacity allocation management
Find out the effectiveness of Network Bid Pricing

References:
1. Robert Phillips, “ Pricing and Revenue Optimization”, Stanford University Press, 2005
2. Irene C.L Ng, 2003, “ The Pricing and Revenue Management of Services: A strategic
approach”, Routlege
3. I. Yeoman, U. McMahon- Beattle, “Revenue Management: A practical Pricing
Perspective”, 2010, Palgrave McMillan
4. I. Yeoman, U. McMahon, “ Revenue Management and Pricing: Case studies and
Applications”, Thonson Learning , 2005

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 SPECIALISATION : HUMAN RESOURCE MANAGEMENT

18MS3055 CROSS CULTURAL MANAGEMENT

Credits: 3:0:1
Objectives:
 To learn organizational culture within and between countries, across different cultures
 To familiarize management aspirants to practice global management practices, when
they work in MNCs and international NGOs
 To offer a selective but broad view of current thinking on culture linked to
management, organization and communication
Outcome:
 The course participants stand to gain a substantial understanding of key contemporary
issues such as cross cultural conflict
 They are equipped with appropriate negotiation skills required to be a successful cross
cultural communicator.
 They know the challenges on cross-cultural issues

Course Description: Concept – elements and characteristics – cultural variables – types of

culture – role of culture – effect of culture on behavior Organizational Systems, Structure and
Design: - system’s view of organization – organization structure and relationships with
systems – culture and organizations - cultural differences – dimensions–change process –
organizational climate – culture and diversity – importance of diversity – barriers to cultural
diversity – cross cultural issues and theories – models of cross cultural analysis –
Globalization and Culture- institutional factors that promoted globalization – globalization
challenges for managing OB - purpose and values . interface between technology and culture
– sociological and economic issues in technology management – strategic technology
management – technological determinism – Cultural issues in Mergers and Acquisitions (M
& A): cross cultural issues in M & As – cross cultural dimensions of cross border M & As –
cross-cultural due diligence – Cross-Cultural Decision-Making: - scientific process –
contingency approach to decision making – cross cultural differences in decision-making
styles Cultural dimensions and dilemmas – culture and leadership – cultural change in
organizations. Communicating in and between cultures – barriers in cross cultural
management communication – negotiating in international context – intercultural
relationships
Practicals / Project:
Importance of cultural awareness with reference to culturally insensitive attitudes and
behaviours stemming from ignorance and misguided beliefs; Employment of an extended
family; Use of substances like chewing betel nuts a practice in India and Papua New Guinea;
Hofstede’s framework of national culture; Attitudes of senior management to International
Operations; HR implications in the vision, mission, values, strategy and structure; Post-
acquisition trends in HRM practices; Recruitment of inpatriates manager; Home and family
issues; Work arrangements; Travel logistics; Health concerns; Pre-departure training
programmes; Culture awareness programmes; Performance management of International
employees.

References:
1. Dipak Kumar Bhattacharyya, Cross-Cultural Management, 2010, PHI Learning
Private Limited, New Delhi

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 2. Marie-Joelle Browaeys and Roger Price, Understanding Cross-cultural Management,
2010, Dorling Kindersley (India) Pvt. Ltd, New Delhi
3. Maureen Bridget Rabotin, Culture Savvy: Working & Collaborating Across the
Globe, 2012, Cengage Learning India Pvt. Ltd, Delhi 110092
4. S.C. Gupta, Global Business and Cross Culture, 2012, Galgotia Publishing Company,
New Delhi – 110058
5. Richard M. Steers, Carlos Sanchez-Runde, and Luciara Nardon, Management Across
Cultures Challenges and Strategies, ISBN:9781107606210, Cambridge University
Press, New Delhi – 110002

18MS3056 COMPENSATION MANAGEMENT

Credits: 3:0:1
Objectives:
 To have an insight into compensation structure followed in the industry
 To know the process of linking performance with pay
 To understand the value/ process of framing of different benefit plans
 To explore methods by which labour costs could be controlled
Outcome:
At the end of the course,
 Students would be able to frame a strategic pay model
 Students would be able to frame incentive schemes, benefit plans based on
organizational/industry requirements
 students will also be able to work out labour costs and suggest measures to have
labour costs under control

Course Description: Compensation: Definition, Dimensions – Compensation System –

Strategic Pay Decisions: Developing a total compensation strategy - Best fit Versus Best
Practices –Job Analysis and Job Evaluation. Internal alignment as a compensation strategy;
factors influencing internal structure : Tailored Versus Loosely coupled, Egalitarian Versus
Hierarchical. Considering External Competitiveness: Factors shaping external
competitiveness: Labour Market, Product Market Factors, Organisation Factors, Relevant
Markets - Competitive Pay Policy Alternatives. Pay for performance Plan - Types of Pay for
Performance: Shop Floor Incentives, Sales Force Incentive Schemes, – Profit Sharing – Gain
Sharing – Employees Stock Ownership Plan (ESOP) – Role of Performance Appraisals in
determining pay for performance. Incentive plans. Components of a benefit plans - Role of
Union in determining compensation
Practicals / Project:
Designing Pay Structure, Designing Pay Slip, Calculation of PF, ESI, Income Tax (TDS),
Designing Incentive Plans, Designing Benefit Plans.

References:
1. Milkovich, G.T., and Newman, J.M., (2005) Compensation (8th edn.), India: Tata
McGraw Hill
2. Richard I. Henderson, (2006) Compensation Management in a Knowledge Based
World (10th edn.), India: Pearson Education

18MS3057 LABOUR LEGISLATION AND INDUSTRIAL RELATIONS

Credits 3:0:1
Objectives:

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  To provide adequate knowledge and critical understanding of substantive and
procedural labour laws in operation in India
 To make the participants take keen interest in the practical aspects of Industrial
Relations for the betterment of the employer-employee relations.
 To expose the students to a variety of IR situations with special reference to
disciplinary action, discharge, dismissal and other related matters and to equip them
with the necessary tools to apply the law to a given a set of facts.

Outcome:
 The participants will be able to handle legal issues pertaining to industrial relations in
organizations
 To be equipped with skills to manage employer-employee conflicts/grievances.

Course Description: Laws on Working Conditions - Factories Act, 1948: Approval, licensing
and registration of factories - Health, Safety and Welfare Provisions – Working Hours and
Leave; Contract Labour (Regulation and Abolition) Act, 1970: Registration, Licensing of
Contractors – other provisions; Industrial Relations- Industrial Disputes Act, 1947: Strike,
Lockout, Layoff, Retrenchment, Grievance and Disciplinary Procedures, Unfair Labour
Practices, Penalties. Industrial Employment (Standing Orders) Act, 1946: Information in
standing orders - Procedure for submission – Certification – Modification; Trade Unions Act,
1926: Registration of trade union - Rights and Liabilities - Dissolution of Trade Unions;
Minimum Wages Act, 1948: Payment of Wages Act, 1936 :Payment of Bonus Act, 1965:
Laws on Labour Welfare - The Workmen’s Compensation Act, 1923 : The Employees’ State
Insurance Act, 1948: The Maternity Benefit Act, 1961: Laws on Social Security - The
Employee’s Provident Fund and Miscellaneous Provision Act, 1952: The Payment of Gratuity
Act, 1972.

Practicals / Project:
Factory procedures in Health, Safety & Welfare. Compliance Forms & Records, Standing
Order Preparation, Factory & Establishment Inspector interaction for duties & rights, ESI &
PF Trade Union office Visit,

References:
1. P.L. Malik, “Handbook of Labour and Industrial Law”, Eastern Book Company
Publishing Pvt. Ltd., Third Edition, 2010
2. B.D. Singh “Labour Laws for Managers”, Excel Books, First Edition, 2007
3. Labour & Industrial Laws, P.K. Padhi (2010), PHI Learning P. Ltd.
4. T.N Chhabra & R.K.Suri “Industrial Relations” Dhanpat Rai & Co¸2007
5. P.R.N. Sinha, Industrial Relations, Trade Unions, and Labour Legislation, Pearson,
2010.
18MS3058 MANAGING EMPLOYEE PERFORMANCE
Credits: 3:0:1
Objectives:
 To enhance knowledge about employee performance in organizations
 To enable the participant to distinguish individual and organizational performance
 To provide insights into the various methods and techniques of performance
evaluation
 To facilitate planning for performance, coaching, measuring and mentoring

10.85 Management
Outcome:
At the end of this course the student participant will be able to
 Thoroughly transpire the nuances of employee performance management
 Create templates and models to measure performance
 Plan, execute and monitor individual performance and generate reports
 Familiarize with the latest trends and technological support for managing performance

Course Description: Performance Planning - Performance Planning – Meaning – Planning

need based Individual Performance – Approaches – Contexts and explanations -
Identification of Target – Action Plans – Goal Setting Identifying performance indicators -
Key Result Areas – Key - Performance Areas - Competency Levels – Benchmarking -
Developing Measurement Scales – Criteria for performance measures - Aligning Standards in
accord to organizational plans & Objective – Performance administration. Measuring
Performance - Performance Measures - HR Scorecard - HR Accounting – Competency -
Analysis & Competency Mapping - Competency Analysis Tools - Thomas DISC Profiling –
Introversion and Extroversion Inventory - Performance Appraisal Tools: Behaviourally
Anchored Rating Scales - Graphic Rating Scales, 360 Degree Appraisal- Management by
Objective – Assessment centers. Coaching & Counseling - Coaching to improve Poor
Performance – Sustaining Performance through Counseling – Encouraging Superior
Performance – Role of counseling in post appraisal Interviews – Behavior management for
enhanced performance.Managing performance across borders – Cultural impact on
performance evaluation – Management of performance appraisal program - Performance
Analysis as a Cost Effective Analysis – Evaluation through Survey, Interviews - Feedback
Sessions – Periodical Checks to ascertain program Objective – Control mechanism.
Practicals / Project:
KRA (Activity) -HR Scorecard (preparation) - Introversion and Extroversion (Inventory) -360
Degree Appraisal (activity)
References:
1. Rao T.V, (April 2004) Performance Management (1st edn.) India: Response
2. Kohli A.S. (2008), Performance Management (1st edition) New Delhi, Oxford
University Press.
3. Werner Desimone, (2006) Human Resource development (India edn.) India: Cengage
Learning
4. Geert Bouchaert & John Halligan (2008) Managing performance (1 st Edn.) New
York:
Routledge
5. Tapomoy Deb, (2008), Performance Appraisal and Management, 1st Edn. New Delhi,
Excel Books

18MS3059 NEGOTIATIONS MANAGEMENT

Credits: 3:0:1
Objectives:
1. To unravel the fundamentals of negotiations to the student participant
2. To give an exposure on the merits and demerits of conflicts and resolutions in an
organization
3. To train students on various negotiation skills and requirements for negotiation
4. To educate the participant on ethical usage of negotiations for conflict resolution

Outcome:
At the end of the course the student participant will be able to

10.86 Management
  ascertain the need for conflict resolution in a given situation
 understand human psychology and choose the most appropriate method for
negotiation
 systematically resolve conflicting situations and arrive at mutually conducive
solutions
Course Description: Introduction to Negotiation - Defining Negotiation – Distributive –
Classic distributive bargaining and Integrative bargaining – Context of negotiation –
Structure – Relationship – Interdependence – Power – Role of personality in negotiation –
Personality Attributes. Theories of Negotiation: Identity theory – Social Interaction theory –
Field theory – Human need theory – Rationale choice theory – Transformation theory –
Mutual gains theory – Impasse and Alternative Dispute Resolution (ADR) – Negotiation
Process – Pre-negotiation – Opening – Information sharing – Problem solving – Settlement.
Key Negotiating Temperaments – Harmonizer – Controller – Pragmatist – Action seeker -
Perceiving others - Communicating in negotiation – Effective listening – Effective speaking
Understanding cultural and gender differences – Types of power – Influence of power in
negotiations. Principles of persuasion – Social judgment theory – Cognitive dissonance –
Crossing the creek – Ethics in negotiation – Fairness – Trust - Importance of assertiveness in
negotiation - Rules of negotiation and common mistakes – Interests and goals – types of
goals – Prospective goals – Retrospective goals. Strategies of Negotiation – Increments of
concession – Principles negotiation – Multiple Equivalent Simultaneous Offers (MESO) –
Economic matrix – 3-D Negotiation – Interpersonal negotiation - Team Negotiation –
Consumer negotiation – Organizational negotiation – Community negotiation – International
negotiation
Practicals / Project:
Role of personality in negotiation (activity) – Culture and gender differences in negotiation
(Group discussion) – Problem solving through negotiation (Case studies, activity, problem
solving)

References:
1. Barbara A Budjac., & Corvette (2012) Conflict Management: A practical guide to
developing negotiation strategies (3rd Edition) Pearson Education, India
2. Michael L Spangle & Myra Warren Isenhart (2008) Negotiation: Communication for
diverse settings (2nd edition) Sage Publications, India
3. Michael R Carrell & Chistina Heavrin (2009) Negotiating Essentials – Theory, Skills
& Practices (2nd Edition) Pearson Education, India.
4. Rao S L., (2005), Negotiation made simple, (1st edition), Excel Books, India
5. Deborah M Kolb & Judith Williams (2007), Everyday Negotiation (1st edition),
Wiley India Pvt., Ltd.

18MS3060 ORGANIZATIONAL TRANSFORMATION

Credits: 3:0:1
Objectives:
 To understand radical change dynamics in management philosophy
 To help the student participant understand organizational transformation
 To facilitate deeper insight through knowledge and skill acquisition
Outcome:
At the end of the course the student participant will be able to
 Appreciate the importance of change and transformation at various levels of
organization

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  Practically decipher organizational structures and design for effective change
 Formulate strategies for transformation and change using various models

Course Description: Historical context of change – An uncertain future – Organizations

today – Strategies for effecting change in human systems – Nature of organizational change -
Foundations of organization transformation - Intervention theory and method – Intergroup
problems in organizations - Organization mirror interventions – Parallel learning structures.
Organizational structure – design – Dimensions of structure – Models of change – Culture for
change – Sources of culture – Dimensions of organizational culture – Organizational politics
– Politics of powerlessness – Power and conflict in times of change – Link between power,
politics and conflict – Leadership of change – Approaches. Strategies for managing change –
Hard systems model of change – Soft systems model –. Implementation guidelines and issues
– A changing future – Creating readiness for change – Defining political model for
organizations - Choosing the depth of organizational intervention – Rules of thumb for
change – Occupational changes – operating virtually - Improving self efficacy through
coaching. Creating successful organizational change – Organizational mental modes
Practicals / Project:
Interventions for turnaround situations – Success stories of organizational transformation in
Indian industries.Dimensions of structure (activity) - Culture for change (discussion) – OD
intervention (case studies, group discussion) – Organizational change (case study) - Success
stories of organizational transformation in Indian industries (presentation)s
References:
1. Wendell L. French, Cecil H. Bell, Jr., Robert A. Zawacki (2011) Organization
Development and Transformation (6th edition), Tata McGraw-Hill, India.
2. Barbara Senior & Jocelyne Fleming, (2010), Organizational Change, (3rd Edition)
Pearson Education, India.
3. Cummings & Worley (2009), Organizational development and change (8 th edition),
Cengage Learning, India.
4. Harigopal K, (2001), Management of Organizational Change: Leveraging
Transformation, (1st edition), Response books, India
5. Organization Development and Transformation, SK Bhaha, (2010), Deep and Deep
Publication Pvt. Ltd.

18MS3061 STRATEGIC HUMAN RESOURCE MANAGEMENT

Credits: 3:0:1

Objectives:
 To provide strategic human resource management processes that can be employed for
business performance
To understand investment perspective for guiding managerial decisions regarding
strategic human resources related issues
 To develop appropriate strategies for organizational effectiveness
Outcome:
 To enable participants capable of conducting a strategic review of human resource
practices in order to develop and implement strategic human resource management
 To explore the strategic role of human resources in organizational performance
 To evaluate and measure employee performance, mentoring and career management

Course Description: Introduction to Strategic Human Resource Management (SHRM) –

human resources as assets – evolution of SHRM – strategic fit – distinctive human resource

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practices – theoretical perspective on SHRM Human Resource Environment: HRM in
knowledge economy – HR Outsourcing –contemporary approaches - SHRM and outsourcing
Acquiring Human Resources: external influences on staffing – Training and Development of
Human Resources: HRM approaches to Training and Development – linkage between
business strategy and training – new developments in Training and Development
Performance Management and Development Systems: problems – effective performance
management systems – technology and performance management – strategic linkage of
performance management – Compensation and Rewards Management: determinants –
approaches – equity in rewards decisions – design and implementation of career management
systems – SHRM approach to career management – Mentor Relationships: concept –
perspectives – outcomes – barriers – special mentoring challenges –Link to Business
Strategy and Firm Performance
Practicals / Project:
Technology in Recruitment & Staffing (presentation) – Trends in compensation (case study) –
Career alternatives (group discussion) – Work Life integration (case study) – Gaining
competitive advantage through SHRM (poster presentation)

References:
1. Tanuja Agarwala, (2007), Strategic Human Resource Management, Oxford University
Press, New Delhi 110 001
2. George F. Dreher, Thomas W. Dougherty, (2005), Human Resource Strategy – a
Behavioural Perspective for the General Manager, Tata McGraw-Hill Publishing
Company Limited, Delhi 110 032
3. Michael Armstrong, Strategic Human Resource Management,(2009), Kogan Page
India Private Limited, New Delhi – 110 002
4. Charles R. Greer, (2001), Strategic Human Resource Management, A General
Managerial Approach, Pearson Education
5. Jon M. Werner, Randy L. De Simone, (2009) Human Resource Development,
Cengage Learning, Delhi 110092

18MS3062 WORK PLACE COUNSELING

Credits: 3:0:1
Objectives:
 To develop a conceptual understanding of workplace counseling and its importance in
organizations
 To develop counseling skills in the budding managers so that they can help their
employees to sort out their personal, family and work related problems

Outcome:
At the end of the course,
 the students acquire a wide range of communication methods that managers can use,
to build trusting and respectful relationships
 Students get practical knowledge of creating amicable and conducive environment in
the organizations in which employees can better manage themselves and their work.

Course Description: Approaches to counseling; Psychoanalytic – Behaviouristic –

Humanistic – Roger’s self-theory – Self concept and its development.Counseling Process;
Stages in counseling process – Counseling relationship – Counseling interactions – factors
influencing counseling process - counselee factors, Counseling Interview; Non-verbal
communication – counselee and counselor relationship –Non-verbal communication –

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modalities – interpretation – non-verbal messages, Listening barriers; personal limitations,
emotional reactions – empathy. Psychological testing and diagnosis; Types of psychological
tests, factors affecting results of tests – limitations of use of tests, test use and test
interpretation in counseling process. Evaluation of counseling: Organisational Applications; –
process of group counseling – limitations and assumptions. Mentoring – Team Management –
Conflict Resolution
Practicals / Project:
Peer counselling (activity) – Psychological tests (activity, online tests) – Organizational
applications (presentation) – Mentoring in the workplace (demonstration) – Counseling
applications among the student community (group discussion)

References:
1. Kavita Singh, Counseling skills for managers, Prentice Hall of India, (2007)
2. S.Narayana Rao, Counseling and guidance, Tata Mc-Graw Hill Company (2010)
3. Philip Burnard, Counseling skills training: Viva Books Private Limited (2007)
4. Richard Nelson Jones, Basic counseling skills, A helpers Manual, Sage Saith Asia,
(2008).
5. Adrian Coles, Coles, Counselling in Workplace, Open University Press, 2003.

18MS3063 TRAINING AND DEVELOPMENT

Credits: 3:0:1
Objectives:
 To comprehend the theory surrounding learning
 To provide the application of training methods
 To help prospective trainers to create a value through T&D
 To successfully deal with competitive challenges
Outcome:
 Student will have a good understanding on identifying the training needs of the
employees
 Students learn to design, develop the training programs for employees
 Students are exposed to the implementation and evaluation of the training imparted to
the employees
 Students learn the theoretical underpinnings of adult learning or androgyny

Course Description:
Introduction to T&D: Terminology — ADDIE Model and Training Design Process — Impact of
Organizational Vision, Mission and Values on Training — Models of Organizing Training
Department — Classical & Operant Conditionings and Impact of Behavioural Consequences on
Training — Knowles’ Adult Learning Theory and Implications of Learning Process on Instruction —
Considerations for Effective Training Design. TRAINING NEEDS ANALYSIS: General Process of
Training Needs Analysis (TNA) — Michalak & Yager Process and Mager & Pipe Model of
Performance Gap Analysis — Output of TNA — Organizational, Operational & Person Analyses and
their Data Sources — Competency Modelling — Proactive and Reactive TNA. TRAINING DESIGN
& DEVELOPMENT: Why Use Training Objectives — Developing Objectives for Training —
Bloom’s Taxonomy for Learning Objectives — Elaboration Theory for Content Sequencing —
Gagne’s Instructional Events for Lesson Design — Merrill’s Components Display Theory for Topic
Design — Development of Training Programmes.TRAINING IMPLEMENTATION: Types of
Management Development Programmes & Executive-Level Management Development —
Implementation of Training Programmes. TRAINING EVALUATION: Outcomes of Training
Evaluation — Kirkpatrick's Model of Learning Analytics and Evaluation Practices — Types of

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Evaluation Designs — Measuring Training’s Impact on Learner Reaction, Content Learning, Job
Impact and Organisational Results.

Practicals / Project:
Evaluation of learners’ capability based on Bloom’s Taxonomy (activity) -Training Need Analysis for
placement (activity) - Computer Based Training Apps & Portals (presentation) - Traditional Training
Methods — Computer-Based Training Methods — Blended Learning Techniques — Learning
Management Systems — Approaches to Employee Development
References:
1. Blanchard, P.N., and Thacker, J.W., (2004), Effective training: Systems, strategies and
practices, 2nd ed., Prentice Hall of India
2. Raymond, A. Noe (2008), employees training and development, 4th ed., Tata Mc-Graw
Hill
3. G.Pandu Naik, Training and Development, Excel books, New Delhi, 2007
4. Willliam Rothwell, Beyond Training and Development, Jaico Publishing house, 2007
5. Goldstein Irwin L., Ford, J. Kevin , Training in Organizations, Thomson Asia Ltd.,
Singapore, 2005

18MS3064 DESIGNING HUMAN RESOURCE SYSTEM

Credits: 3:0:1

Objectives:
 This course aims to develop an insight of various HR practices in the organisation that
makes the employees to work more effectively.
 It gives the learner an overall picture about how Human resource system is designed
in an organization
 It also gives an insight into how the best working environment can be established in
an organization where the employees feel pride and joy in their work, how jobs can be
designed to help the employees to utilise their higher level skills and satisfy their
higher level needs.

Outcome:
 Student will be clear on analyzing the concepts pertaining to HR
 Students learn to take up the challenge of matching the role and the person in
organisations.
 Students are exposed to the recent and changing trends of HR.
 Students learn the method of appraising one’s performance / potentiality, developing
the dyadic relationship, and to integrate the individual in the culture.

Course Description: Development as the underlying concept of HRS: Functions of HRS,

Structuring HRS, Organizational context, context of societal culture, Recruitment and
placement systems - internal VS external sources- onboarding systems - Competency
Mapping systems – Performance Appraisal systems –Performance Management Systems –
Career management systems– linkages with other systems - Job enrichment – Intranet
portals– Building healthy traditions and practices – HR Communication systems
Practicals / Project:
Trends in HR systems (presentation) – Recruitment portals (activity) – Intranet portals
(activity)

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References:
1. Udai Pareek and Rao TV (2003) Designing and Managing human resource systems,
(3rd Edition), Oxford & IBH Publishing Co.,* (I)
2. Werner Desomond,(2008), Human resource development, Cengage India learning
Private limited, New Delhi
3. Peter Pruzan (2007) Leading with wisdom, Spiritual-based leadership in business,
Tata McGraw Hill, India
4. Lepak David and Gowan Mary (2009), Human resource management, Pearson
Education, New Delhi
5. Jayanth Mukherjee (2012), Designing Human Resource Management Systems A
Leader's Guide, Sage publication Ltd., Delhi.

18MS3065 MANPOWER PLANNING, RECRUITMENT AND SELECTION

Credits:3:0:1

Course Objectives: This course aims to:

 Orient management students on the fundamentals of employee recruitment and
selection.
 Provide contemporary knowledge of the theoretical concepts of employee recruitment
and selection.
 Present latest knowledge of the applications and issues related to employee
recruitment and selection.
Course Outcomes: After completing this course, the student should be able to:
 Demonstrate contemporary knowledge of the fundamentals of employee recruitment
and selection.
 Exhibit current knowledge of the theoretical concepts of employee recruitment and
selection.
 Display latest knowledge of the applications and issues related to employee
recruitment and selection.

Course Description:
Context of Recruitment and Selection: Staffing models and strategy- Legal Compliance.
Planning: External influences, human resource planning, staffing planning. Recruitment,
sources and methods: Introduction to recruitment, sources of recruitment, internal
recruitment methods, external recruitment methodsSelection, Tools and Techniques:
Introduction to selection, selection tools and techniques, intelligence-emotional-spiritual
quotients, reliability and validity of selection instrumentsStaffing System Management:
Making the selection decision. Staffing system management. Cases on best practice standards
in staffing. Ethics, Issues and Trends in Recruitment and Selection:Ethical considerations
in recruitment and selection. Ongoing Recruitment and Selection Issues-Evaluating
recruitment and selection process. Current trends in recruitment and selection. Future of
recruitment and selection.
Practicals / Project:
Job analysis: Job requirements job analysis, competency-based job analysis, and job rewards
job analysis methods.Final match: employment contracts, job offers, orientation, and
socialization.

References:
1. Heneman, Herbert G. III & Timothy A. Judge, Staffing Organizations, McGraw-
Hill/Irwin, latest edition.

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2. Dale M. (2003), Handbook of Successful Recruitment and Selection: A Practical Guide
for Managers (1st ed.), New Delhi: Crest Publishing House.
3. Chadha N.K. (2004), Recruitment and Selection (1st ed.), New Delhi: Galgotia
Publishing.
4. Edenborough R. (2006), Assessment Methods In Recruitment, Selection & Performance:
A Manager’s Guide to Pyschometric Testing, Interviews and Assessment Centres (3 rd ed.),
London: Kogan Page.
5. Heneman H. III & Judge T. (2003), Staffing Organizations (), New Delhi: McGraw-Hill
Education.

18MS3066 FUNDAMENTALS OF ANALYTICS FOR HRM

Credits:3:0:1
Course Objectives:
 This course provides an introduction to HR analytics.
 The purpose of the course is to review and discuss the existing organizational
practices related to business analytics in human resource management.
 To evidence the needs and importance of HR analytics
Course Outcomes:
At the end of the course:
 The course will have a comprehensive understanding on the importance and
application of human resource analytics.
 equip the students with the basic ethos of analytics for managing human resources
in an organization.
 To assess the Need for HR Analytics

Course Description:
Introduction to HR Analytics :Understanding human resource information system of an
organization- Evolution of HRIS and HR Analytics. HR Analytics Maturity Model, CEO/
Managers – HR expectations on Analytics. Data Identification: Identification of information
that can be extracted like hiring date, compensation , growth over time, promotions, roles ,
performance ratings, skill ratings, previous experience, trainings attended etc. Types of
Measures – HR Productivity Metrics and Human Capital Metrics.Data
Visualization :Importance of Sources of data – Operational/ Social Media/ telephonic/
Reports, Getting the data together, Data Cleaning, Normalization and Data Mining.
Visualization – Summary Statistics.Statistical Communication: Reporting the data.
Introduction to HR Dashboard and HR Report- Informed Decision Making. Introduction to
Vendor management systems data-Track efficiency and effectiveness of recruitment process.
Industry Applications of Analytics.
Practicals /Project:
Evidence Based Management: Efficiency Metrics, Effectiveness Metrics and Impact
Metrics. Predictive Modeling in HR – Case Studies in the global and Indian Context,
Forecasting Budget for HR costs.

References
1. Fitz-enz, J., & Davison, B. (2002). How to measure Human Resources management.
New York: McGraw-Hill.
2. Fitz-enz, J., & Mattox, J. (2014). Predictive Analytics for Human Resources. Wiley.
3. Phillips, J., & Phillips, P.P. (2014). Making Human Capital Analytics Work:
Measuring the ROI of Human Capital Processes and Outcomes. McGraw-Hill.

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 4. Pease, G., & Beresford, B. (2014). Developing Human Capital: Using Analytics to
Plan and Optimize Your Learning and Development Investments. Wiley.
5. Lahey, D. (2014). Predicting Success: Evidence-Based Strategies to Hire the Right
People and Build the Best Team. Wiley.
6. Davenport, T.H., & Kim, J. (2013). Keeping Up with the Quants: Your guide to
understanding and using analytics. Harvard Business Review Press.
7. Sesil, J.C. (2013). Applying Advanced Analytics to HR Management Decisions:
Methods for Selection, Developing Incentives, and Improving Pearson FT Press.

18MS3067 INTERNATIONAL HRM

Credits:3:0:1
Objectives:
 To know the effects of International Staffing
 To know the Compensation and Benefits
 To understand the training and development need in MNCs
Outcome:
 To assess the challenges of Industrial Relations
 Appraise Expatriation and Repatriation
 To analyse the Issues, Challenges and Theoretical Developments
Course Description:
Approaches, Challenges in global labour market-Linking HR to International expansion
strategies, Socio-cultural context, Culture and employee management issues , responding to
diversity, challenges of localization, global integration, differentiation, Mastering
expatriation, Institutional & Structural Context-Managing alliances and joint ventures ,HR
challenges in cross-border integrations-Legal issues in global workforce management,
Staffing in International context, appraisal of expatriate, third and host country employees,
issues in international performance management, international training , international
compensation-approaches, composition, social security systems across countries, emerging
issues , International Labour Relations , HRM practices in different countries.
Practicals/ Project:
Study on the cultural dimensions of HRM, Analyse case studies and analyse Managing
People in MNCs

References:
1. Terence Jackson, “ International HRM: A cross- cultural Approach”, 2002, Sage
Publications
2. Chris Brewster, Hillary Harris, “ International HRM: Contemporary Issues in Europe”,
Routlege, 1999
3. P.L. Rao, “International Human Resource Management: Text and cases”, 2008, Excel
books

18MS3068 UNDERSTANDING SELF: INDIAN PERSPECTIVE

Credits:3:0:1
Objectives:
 Learn the way to the Indian way
 How to manage people
 To know the implications of Competitive advantage
Outcome:
 Analyse the corporate governance

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  Understand the cultural roots of India
 Understanding self – A prelude to understand people
 Indian Business leaders success – self analysis

Course Description:
Awareness of personal values, beliefs and vision that motivates behavior, awareness of reciprocal
relationship between thoughts, behaviors and emotions, Personal SWOT, critical reasoning and
analysis of living situations, Understanding self & others through lessons from Indian scriptures,
Interpersonal Trust: Openness, confidentiality, blind spot and unknown part of personality. Self-
disclosure, seeking feedback, self-reflection and practicing new behaviors, Emotional intelligence,
Stress and health relationship, Meditation and self-introspection.-Self-Management Lessons from
Ancient Indian Education System- Indian Ethos and Personality Development.

Practicals/ Project:
Understanding self – Exercise to win over people, analysis and assessment
References:
1. Peter Cappelli, Harbinder Singh, Jitendra Singh, “ The Indian Way” How India’s Top
Business Leaders are Revolutionizing management”, 2010
2. Richard Stevens, “ Understanding the self”, Sage Publications, 2004
3. Gordon Sammut, Paul Daannen, Fatheli M Moghaddam, “ Understanding the Self and
Others: Explorations in Intersubjectivity and interobjectivity”, 2013, Routlege

SPECIALISATION : INTERNATIONAL BUSINESS

18MS3069 INTERNATIONAL BUSINESS ENVIRONMENT
Credits: 3:0:1

Objectives:
 To provide a conceptual understanding about the international business environment
 To make the learners keep abreast with the changing environment of International
Business
 To find the ways and means of entering into the offshore market.
Outcomes:
 To identify their marketing environment,
 To analyse the economic, technological, and cultural environment; and
 To scan the environments and apply the business strategies accordingly

Course Description: International business environment, environmental analysis,

globalization, micro and macro environment, global supply and demand, infrastructural
requirements, Corporate Social Responsibility , Foreign Direct Investment and its
regulations, technology transfers, natural environment and its components, political
environment, cross border mergers and acquisitions.

Practicals / Project:
Environment Analysis by foreign firms, learning business impacting environments (Micro
and Macro), Supply and demand analysis of internationally demanded products, Investment
possibilities in India, Indian investments outside India.

10.95 Management
References:
1. Philip Cateora, International Marketing (15e), Tata McGraw-Hill, New Delhi, 2017.
2. Francis Cherunilam, International Marketing (Text and Cases) 15e, Himalaya
Publishing House, Mumbai, 2007.
3. Keith Davis and Robert Blomstrom, Robert L., Business and Society: Environment
and Responsibility, 1995
4. Ghosh, P.K. and Kapoor, G.K., Business Policy and Environment, Sultan Chand and
Sons, New Delhi, 1992

18MS3070 INTERNATIONAL LOGISTICS MANAGEMENT

Credits: 3:0:1

Objectives:
 To provide the basic understanding of the logistics operations in international business
 To have a clear understanding about the various parties involved in logistics activity
 To understand the infrastructural support of logistics industry
Outcomes:
 To comprehend to the world of logistics
 To identify their careers in this expanding industry.
 To analyse the problems faced by the logistics firms and offer solutions for the same.

Course Description: Logistics flow, logistics costs, international trade logistics chain,
objectives of logistics management, 7Rs of logistics management, logistics management in
Export business, INCOTERMS, seaborne trade operations and shipping management,
packing and containerization, warehousing management, role of intermediaries in
international logistics management, Air transportation, and IATA.

Practicals / Project:
Possibilities of logistics flow (inbound and outbound), calculation of logistics costs under
various circumstances and scenarios, impact of INCOTERMS in pricing/costing, packing and
containerization solutions, recent trends in warehousing and in transportation.

References:
1. Dr. Sudalaimuthu and S. Anthony Raj, Logistics for International Business: Text and
cases, PrenticeHall India, New Delhi, 2009.
2. Bowersox, Donal J. and David Closs, Logistical Management, The integrated supply
chain process, McGraw-Hill., 2017
3. Vinod V. Sople, Logistics Management – The supply chain imperative, Pearson
Education, New Delhi, 2009.
4. Maritime India: Port and Shipping 1995, Munshiram, Manoharlal Publishers, 1995.

18MS3071 INTERNATIONAL TRADE PROCEDURES

Credits: 3:0:1

Objectives:
 To present with an insight of acquainting the student with the procedures and
documents used in international business
 To provide in-depth knowledge of India’s Foreign Trade Policy
 To provide the learners to know the intricacies of the international trade,

10.96 Management
Outcomes:
 To understand the procedures to be adopted in international trade
 To adhere to the Indian FTP
 To act upon the legal systems to enhance the ethical way of doing international trade

Course Description: Similarities and difference between international and domestic trade,
gains from international trade, international trade formalities, documentation framework,
pricing and pay terms involved in international business, India’s foreign trade policy
framework, multilateral trading system, Theories related to International trade, Comparative
cost, Balance of Payment, correction of BoP disequilibrium, export finance (Preshipment and
post shipment), customs clearance of export cargo, and excise formalities. .

Practicals / Project:
Balance of Trade, Balance of Payment, Mandatory Documents required for export and import
trade, Foreign Trade Policy, Export Finance (Preshipment and Post Shipment), Customs
Clearance Formalities, Excise Formalities, Stuffing and Destuffing, Cargo Inspection.

References:
1. P Veera Reddy and Mamatha, Manual on Export Documentation 2015-2020,
Commercial Law Publishers (Private) Limited, 2015.
2. Exporters Manual and Documentation, A Nabhi Publication, 2017
3. Mridula K Venugopalan, A handbook on Export Import Trade and Documentation in
India (1e), Sara Publications, 2015
4. Foreign Trade Policy (2015-2020) Published by DGFT, New Delhi

18MS3072 FOREIGN EXCHANGE MANAGEMENT

Credits: 3:0:1

Objectives: This course aims to:

 Equip the students with the Foreign Exchange management concepts
 Make the learners to be familiar with the recent developments in the FOREX market.
 bring in the risks involved in foreign exchange dealings
Outcomes: After completing this course, the student should be able to:
 Foresee and understand the risks involved in the foreign exchange transactions.
 Expose the various methods to avoid the foreign exchange risks.
 Equip with quality decisions in foreign exchange dealings
Course Description: Administration of exchange, foreign exchange transactions, purchase and sales
transactions, authorized dealers, foreign currency accounts, multinational banking, FEDAI
regulations, role of RBI, forex markets, transactions in interbank markets, spot and forward exchange
rates, merchant transactions, interest rate risk, exchange risk, transaction exposure, translation
exposure, economic exposure, swap deals, FERA and FEMA implications.
Practicals / Project :
Study on the foreign exchange transactions in selected Multi National Banks, The dealings in foreign
currency accounts and spot and forward exchange rates adopted in real term transactions involving
different country currencies.

References:
6. Foreign Exchange and Risk Management, Nidhi Jain, New Century Publications, 1 st Edition,
2007
7. Foreign Exchange and Risk Management, C. Jeevanandam, Sultan Chand and Sons, 1 st
Edition, 2015.
8. Foreign Exchange International Finance Risk Management, A V Rajwade and H G Desai,

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 Schroff Publishers and Distributors Private Limited, 5th Edition, 2014
9. Foreign Exchange Management (FEMA) Manual with FEMA & FDI Ready Reckoner –
Taxmann Store 32nd Edition, 2017
10. Foreign Exchange Management, Esha Sharma, Laxmi Publications, 1 st Edition, 2015.

10.98 Management
 18MS 3073 INTERNATIONAL STRATEGIC MANAGEMENT
Credits: 3:0:1

Objectives:
 To familiarize the learners with the concepts, tools and techniques of international
strategic management
 To enable them to develop analytical and conceptual skills;
 To showcase the ability to look at the totality of situations.
Outcomes:
 To know the concepts, tools and techniques of strategic management in the
international arena.
 To develop analytical and conceptual skills in different situations.
 To influence the superiors with their strategic skills

Course Description: Concepts, Characteristics and Dimensions of Strategic Management,

Logic and process of Internationalization, Corporate global strategy, Nature, components and
significance of environmental scanning, Diagnosing industry globalization potential, External
and internal forces interacting with corporate objectives, Identifying strategic alternatives,
Stability strategy, Growth and diversification strategy, Merger, acquisitions and
retrenchment, Setting corporate objectives in MNC’s, Formulating generic competitive
strategy, Implementing corporate strategy, Strategic control and operational control.

Practicals / Project:
Concepts of Strategy in modern business, Going international as market expansion strategy,
Ethnocentric strategy, International environmental scanning by MNCs, Competing local
threats, BCG Matrix, 7S Framework, M&A, Michael E Porter’s Model, Political
Environment and Strategic control.

References:
1. Azhar Kazmi, Business Policy, Tata McGraw-Hill Publishing Co Ltd, New Delhi,
2. Srivastava, Management Policy and Strategic Management, Himalaya Publishing Co.
3. Porter.M, Competitive Strategy Techniques for Analyzing Industries and competitors,
The Free Press, New York.
4. Thompson and Strickland, Strategic Management – Concepts and Cases, Tata
McGraw Hill, New Delhi

18MS3074 GLOBAL MARKETING MANAGEMENT AND RESEARCH

Credits: 3:0:1

Objectives:
 To present an insight of the international marketing concepts
 To provide a conceptual understanding about the concepts of research across the
globe.
 To make the learners to know how international market research can be conducted
Outcomes:
 To conduct research in the foreign market, which is vital for the international
businessmen
 To decide the course of activity based on research

10.99 Management
  To Apply their knowledge in analyzing the situations and suggest the outcome.

Course Description: Globalisation of markets, Global marketing environment, International

marketing research, international marketing mix, international PLC, problem definition,
research design, types of research, online and other secondary sources, observational and
tracking methods, qualitative research methods, Questionnaire, attitude measurement, scaling
techniques, sample design, positioning the product, systematic product development
(Conjoint analysis) and market research report.

Practicals / Project:
Studying the global marketing environment, International marketing mix, product life cycle
different nations, Global Marketing problem, Research Design, research resources, data
collection, qualitative research, scaling techniques, positioning the product/brand
internationally, systematic product development and preparing market research report.

References:
1. Marcus Schmidt and Svend Hollensen (2016), Marketing Research: An International
Approach, New Delhi: Pearson Limited.
2. Philip Cateora, International Marketing, Tata McGraw-Hill, New Delhi, 2014.
3. Douglas Susan P. and Graig C. Samuel, International Marketing Research, Prentice
Hall, NJ, 2015.
4. Churchill Gilbert A., Basic Marketing Research, Dryden Press, Chicago, 2014

18MS3075 INTERNATIONAL TRADE LAWS

Credits: 3:0:1

Objectives: This course aims to:

 Develop an understanding of the different laws, legal rules and regulations through
which foreign trade is governed.
 Provide a review and analysis of the international trade and business environment and
apply this knowledge to practical aspects of doing business in international markets
 Students will also learn the role of international organizations in the process of
regulating international business, as well as international treaties, conventions and
agreements.
Outcomes: After completing this course, the student should be able to:
 Identify current trends in international trade and foreign investment.
 Explain the concepts of export and import practices and procedures.
 Develop a strategic framework for analyzing international business decisions

Course Description: Legal Environment of International Business , Sources of International

Law, Regulations of export and import act like The Foreign Trade (Development And
Regulation), Conciliation and Arbitration, Law relating to International Contract, Agency
agreements, Credits, Carriage and Insurance, Technology Transfer, Joint ventures,
Consultations, Foreign Investment laws, Electronic Commerce, Patents and Trade Marks,
Environmental Agreements, Unfair trading practices, Litigation- Jurisdiction and applicable
Law, Process and Procedure, Alternative Dispute Resolution for settlement of Disputes.

Practicals / Project:
Foreign Trade Policy 2015-2020, Exporters problems, conciliation and Arbitration, Insurance
related issues in International business, JVs for easy international entry, International

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Business through E-Commerce, Unfair trade practices, settlement of disputes.

References:
1. Myneni S.R(2014) International Trade Law (International Business Law (3rd ed),
Paper Back Jain Book Agency 2014 ISBN : 9789380231068
2. Kwatra G.K (Executive Director, the Indian Council of Arbitration) (2008)
Arbitration and Contract Law of SAARC Countries - with Case Law on UNCITRAL
Model Law Hard Back Jain Book Agency, ISBN : 9788175346482
3. Bhardwaj H.H (2014) Arbitration & ADR (Universal Law Series) (4th ed), Paper
Back Jain Book Agency ISBN : 9789350355060
4. The Institute of Company Secretaries of India (ICSI) (2014) World Trade
Organisation, International Trade, Joint Ventures & Foreign Collaborations (2nd ed),
Paper Back Jain Book Agency
5. Daniels J.D Lee, Radebaugh H; Daniel P. Suilvan, “International Business
Environments and Operations”10ed, Pearson Prentice Hall, (ISBN 0-13-121 726-7).
6. Bare Acts of relevant Act.

18MS3076 FOREIGN TRADE POLICY

Credits: 3:0:1

Objectives:
 To recall the importance of Foreign Trade for the development of a nation.
 To describe the commercial policy instruments, and
 To offer ideas about doing foreign trade with all procedural inputs
Outcomes:
 To display the skills in Foreign Trade policy.
 To demonstrate the ability in dealing procedural hiccups in global advertisement; and
 To show the effectiveness in documentation works in line with the procedural aspects
of FTP.

Course Description: Importance of foreign trade, need for policy framework, historic
perspective of Foreign Trade policy, Glimpse of India’s Foreign Trade Policy 2015-2020,
need for commercial policy instruments, India’s exports and imports, customs tariff policy,
Special Economic Zones (SEZ), Foreign Debt and Aid, Foreign Direct Investment, Foreign
Portfolio Investment, India’s Regional Trade Agreements (RTA’s).

Practicals / Project:
FTP 2015-2020, Balance of Trade, Balance of Payment, Mandatory Documents required for
export and import trade, Foreign Trade Policy, Export Finance (Preshipment and Post
Shipment), Customs Clearance Formalities, Excise Formalities, Stuffing and Destuffing,
Cargo Inspection, RTA

References:
1. P Veera Reddy and Mamatha, Manual on Export Documentation 2015-2020,
Commercial Law Publishers (Private) Limited, 2015.
2. Exporters Manual and Documentation, A Nabhi Publication, 2017
3. Mridula K Venugopalan, A handbook on Export Import Trade and Documentation in
India (1e), Sara Publications, 2015
4. Foreign Trade Policy (2015-2020) Published by DGFT, New Delhi

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 18MS3077 INTERNATIONAL PROJECT MANAGEMENT
Credits: 3:0:1
Objectives: This course aims to:
 provide the students withthe understanding of project planning and scheduling
 help the learners to understand the impact of project team handling the projects
 offer knowledge about the risks involved in implementing the project
Outcomes: After completing this course, the student should be able to:
 emanate the skills of a project t manager
 show the effective usage of tools and techniques to handle projects
 demonstrate the skill in evaluating and controlling the pace of projects

Course Description: Project characteristics, project management, skills of a project manager,

role of project manager, understanding the organisational structures, project life cycle, project
integration management, project scope management, project time management, project
scheduling, project cost management, project quality management, project Human resource
management, project communication management, project risk management, project
procurement management, project stakeholder management, feasibility studies, tools and
techniques, project planning resources, developing project team, procurements and sharing
information, measuring and controlling project performance, and controlling work results.
Practicals /Project:
Stakeholder analysis in international projects, To gain a first-hand understanding of the
issues involved in organizing, planning and controlling a project within an international
context through country assessment and case study report. The Country Assessment allows
students to discuss and evaluate particular aspects of international project management, based
on a realistic case study applied within the country. The Case Study Report is a word report
on a research topic in international project management and its effect in a practical
environment using a specified case

References:
1. Heldman K (2013), PMP-Project Management Performance Exam Study Guide (7th
Edition),New Delhi: Wiley India Pvt Limited
2. Prasanna Chandra (2009), Projects: Planning, Analysis, Selection, Financing,
Implementation and Review (7th Edition), Tata Mcgraw Hill Education Pvt Ltd
3. Harvard Business Review (January 2014), Managing Projects, Harvard Business
Publishing.
4. Harold Kerzner (2013), Project Management: A systems approach to planning,
scheduling and controlling (10th Edition), New Delhi: Wiley India Pvt Ltd
5. Cleland, David I. & Gareis R. (2006) Global Project Management Handbook:
Planning, Organizing and Controlling International Projects. (2nd ed.) New York:
MGraw-Hill. Koster, K. (2010) International Project Management. London: SAGE
Publications.

18MS3078 TRANSPORTATION MANAGEMENT

Credits: 3:0:1

Objectives:
 To familiarize the participants with the management of ports
 To enable them to deal with the desperate activities associated with ports all over the
world.

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  To orient the students to effort the procedural needs and intricacies in it
Outcomes:
 To understand the activities and process followed in the port.
 To understand the laws and practices adopted in the ports.
 To demonstrate the documenting and procedural skills adhered in all types of ports

Course Description: Physical and economical merits and demerits of various modes of
Transportation, Location Characteristics, Organization structure in Ports, Interface of Rail &
Road infrastructure, ICDs, Factors affecting the future ports & terminals, Port Operations,
Managing Port Operations, Cargo handling equipment, intermodal connections, Port services,
Concept of Hinterland, Identifying Customer Needs handling competition & adding value, IT
infrastructure in ports and terminals, Port Development and privatisation areas of ports,
Cabotage law & practices affecting coastal movement of cargo, development of minor ports,
Environmental issues connected with Ports & Terminals, Air Cargo, IATA areas & Countries,
different types of aircraft, Air freight Exports and Imports, Special Cargoes, Consolidation
Documentation, Air Way Bill (AWB).

Practicals / Project:Different modes of transportation, characteristics of all modes of

transportation, Operations at ICDs/ CFSs, Port Operations, Services rendered in Harbours and
Airports, IATA, Packing, Stuffing and Destuffing, Loading and unloading of cargoes,
Documentations in international consignment.

References:
1. H. Ligteringen and H. Velsink (2012), Ports and Terminals, VSSD Publishers
2. Dong-Wook Song and Photis Panayides (2012), Maritime Logistics: A complete guide
to effective shipping and port management (Kindle Edition), Kogan Page Publising,
3. Patrick Alderton (2008), Port Management and Operations(3rdEdn), Informa Law
from Routledge (Kindle Edition)
4. UNCTAD (2016), Port Development : A Handbook for Planners in developing
countries
5. Sudalaimuthu and Anthony Raj (2015), Logistics Management for International
Business: Text and Cases (1e), New Delhi: PHI Learning Pvt Limited.

18MS3079 INTERNATIONAL TRADE RELATIONS

Credits: 3:0:1
Course Objectives: This course aims to:
 offer an in-depth knowledge about various regional trading blocs
 provide the impact of the trading blocs in international business
 Proffer the idea about the international relations in trade

Course Outcomes: After completing this course, the student should be able to:
 analyze the impact of business in lien with the trading blocks.
 identify, decide and locate their business in the suitable environment.
 identify the core country to have a better trade

Course Description: Theories of International Relations, Classical realism, Geo politics,

economic diplomacy, US trade policy, India’s relations with other countries, economic
statecraft, regional groupings, theories of customs union, regionalism and multilateralism,
liberalisation and the need for safeguard mechanisms, major customs unions and regional

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unions and international economic institutions.
Practicals/ project:
Customs procedures and filing of documents, safeguard mechanism and functions of customs
unions.

Reference Books:
1. Jeffrey A. Frankel, Regional Trading Blocs in the world of economic system, 2005.
2. Ravi Kumar Jain, D. Satish, Trading blocs – Reflections, ICFAI Press, 2008.
3. Palmer Perkins, International Relations (3e), CBS Publishers, 2001.
4. KrishnaveniMuththia, International Relations, Himalaya Publishing House, 2002.
5. Justin Paul, International Business, PHI Learning Private Limited. (Latest Edition)

18MS3080 INTERNATIONAL ECONOMICS

Credits: 3:0:1
Course Objectives: This course aims to:
 present an insight of the international economics concepts
 provide a basic understanding of the underlying theories of international economics
 improvise the understanding of national economy on par with the global economy
Course Outcomes: After completing this course, the student should be able to:
 Analyse the foreign market and their economic situations
 evaluate the various modes of international investments
 demonstrate the international opportunities by analyzing the global economy

Course Description: Economic theories related to International business, theories of foreign

direct investment, trade and investment policies, protectionist bias, instruments and
consequences of protection and control of trade and investment, trade liberalisation, WTO,
territorial attractiveness and MNCs strategies, role of European, American, Middle East and
Pacific economic situations and impact of Globalisation in the Indian economy.
Practicals / Project:
MNC’s strategies , trade and investment policies, instruments and consequences of protection
and control of trade and investment

Reference Books:
1. Francis Cherunilam (2008), International Economics (5th Edition), Mc Graw Hill
Education (India) Pvt Ltd.
2. Bhagwati J. (2002), Free trade today, Princeton University Press.
3. Casson M. (2000), Economics of international business: a new research agenda, E.
Elgar.
4. Krugman P., Obsfeldt M (1991), International economics: theory and policy, second
edition, New York, Harper Collins.

18MS3081 INTERNATIONAL LABOUR ORGANISATIONS & INTERNATIONAL

LABOUR LAWS
Credits: 3:0:1
Course Objectives: This course aims to:
 present an insight of the international labour laws
 provide a basic understanding of the laws applicable for going international
 improvise the understanding of international economy on par with the global legal
issues

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Course Outcomes: After completing this course, the student should be able to:
 Analyse the functions of the Labour organisations in various countries
 demonstrate the international opportunities by analyzing the global laws
 Analyse cases on IPEC and repercussions and reforms
Course Description:
International Labour Organisation-International labour standards-Labour laws and
Legislation-International Programme on the Elimination of Child Labour (IPEC) national
initiatives on child labour, with priority given to the urgent elimination of the worst forms of
child labour.
Practicals / Project:
MNC’s strategies , trade and investment policies, instruments and consequences of protection
and control of trade and investment

Reference Books:
1. Valticos, “ International Labour law”, 1979, Springer
2. Jean – Michel Servais, “ International Organisation”, Walter’s Kluwer
3. Lammy Betten, “ International Labour law: Selected Issues, 1993, Kluwer

18MS3082 INTERNATIONALISATION OF INDIAN MSMEs

Credits: 3:0:1
Course Objectives: This course aims to:
 Understand the problems of MSMEs to enter global markets
 Awareness on the financial constraints in Internationalizing
 Theories throw light on the effectiveness on Internationalisation
Course Outcomes: After completing this course, the student should be able to:
 Gain knowledge about the constraints, roadblocks, challenges and issues of MSMEs
 Study the history of the success and failures of MSMEs in Internationalising
 Entrepreneurs who entered in global business will highlight on the impediments to
overcome

Course Description:
Planning for small businesses -Structuring the business model for small business-Business strategy for
small business-Sources of finances for small business-Financial planning for small business. Process
of business model preparation for MSMEs-Process of business plan preparation-Integrating business
plan and business model. New product development for small business-Product segmentation for
small business-Pricing and promotion strategies for small business-Sales management for small
business-Customer service management for small business. Financial analysis for small business-
Financial management for small business. Upsala, Network , Internalization, Market Imperfections,
theories of Internationalizations. Why MSMEs lag in entering into global arena. Failures and success
stories of Indian companies in Internationalising.
Practicals / Project:
Interview Business Entrepreneurs on the challenges faced in their business success –
domestic and global.

Reference Books:
1.Stuart Orr. Jane Menzies, Connie Zheng, “ Innovation and Internationalisation- Successful
SME’s Ventures into China”, Routlege
2. Jana Helbig, “ Internationalization of small and medium sized mechanical engineering
enterprises”, 2015, Logos berlin

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 SPECIALISATION : BUSINESS ANALYTICS
18MS3083 DATA ANALYTICS FUNDAMENTALS
Credits:2:0:2
Objectives:
 To understand the basic syntax of R
 To apply inferential statistics techniques to dataset
 To extract and explore the data
Outcome:
 To derive insights using data visualization
 To mine the data with data exploration technique
 To cleanse the data for effective analysis

Course Description: Basic Plots-Histogram, Boxplot, Scatter plot, Outliers, Variable types &
Different file import techniques, Missing values & its treatment, Outliers analysis
Data conversion & editing, Data manipulation, Data Visualization
Practicals: Case Studies : Iris, mtcars dataset.
All essentials of statistics for data science are implemented in R – Summary, Structure,
Measures of central Tendency, Standardization, z test, t test, ANOVA, all types of regression.
Data visualization with ggplot, data manipulation with dplyr and data table, outlier analysis,
missing vaues treatment with MICE and SMOTE, unbalanced data treatment with ROSE,

References:
1. Gareth James, Daniela Witten, Trevor Hastie, “An Introduction to Statistical Learning:
with Applications in R (Springer Texts in Statistics)” .
2. Garret Grolemund,“Hands-On Programming with R” .
3. Teetor Paul, “R Cookbook”
4. Winston Chang ,“R graphics cookbook”

18MS3084 BUSINESS INTELLIGENCE WITH TABLEAU

Credits:2:0:2
Objectives:
 To understand the foundations of Business Intelligence
 To apply data analytics to massive datasets
 To extract insights from data with visualization
Outcome:
 To derive insights from the past data
 To mine the data with using visualization techniques
 To apply insights and forecast for the future

Course Description: Why BI?- Business Intelligence vs Business Analytics. Tableau

Interface, Data import, Data Blending & Joining, Bar Charts- Horizontal, Stacked bar chart,
Heat Maps, Tree Maps, Area charts, Box plot, Gantt charts, Packed Bubble Charts, Sorting,
Grouping ,Filtering, Formatting and Clustering, Table calculations, Aggregate, Date, Logic
calculations
Practicals:
Connect to the data,Edit and save a data source,Understand Tableau terminology,Use the
Tableau interface / paradigm to effectively create powerful visualizations. Create basic

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calculations including basic arithmetic calculations, custom aggregations and ratios, date
math, and quick table calculations. Represent your data using the following visualization
types: Cross tabs • Geographic maps • Heat maps • Tree maps • Pie charts and bar charts •
Dual axis and combined charts with different mark types • Highlight Tables • Scatter Plots
.Build dashboards to share visualizations.

References:
1. https://www.tableau.com/about/blog
2. Ben Jones, “Communicating Data with Tableau”
3. Dan Murray, Christian Chabot, “Tableau Your Data!: Fast and Easy Visual Analysis
with Tableau Software”
4. Jen Stirrup, “Tableau Dashboard Cookbook”

18MS3085 PREDICTIVE MODELING 1

Credits:2:0:2
Objectives:
 To understand the basic of model building
 To apply and infer train and test models
 To predict future based on the past data
Outcome:
 To derive insights and apply for future
 To extract useful information from the data
 To validate the model built

Course Description: Train & Test model building, Model & its Validation, Predictive
modelling- Simple Regression model, Multiple Regression Model , Logistic Regression
model, Model evaluation, Tuning, Model performance metrics, Logistic Regression
Intuition,LR model building
Feature Engineering : The Real Friend in building accurate models
Practicals: Case Studies : Titanic, Diamonds, Stores dataset
Train and test data splitting, Train, Validation, Testing data split, Simple, multiple Linear and
regression model building model using basics and CARET package. Predict the survival in
Titanic dataset, Predict the price of diamonds in Diamonds dataset, Predict sales for the
supermarket stores dataset.
References:
1. Gareth James, Daniela Witten, Trevor Hastie, “ An introduction to statistical
learning: with applications in R”
2. Max Kuhn, “Applied predictive modelling”
3. Jared P Lander ,“R for everyone: Advanced analytics and graphics”

18MS3086 PREDICTIVE MODELING 2

Credits:2:0:2
Objectives:
 To build non-linear models
 To learn and build advanced models
 To analyze very large datasets
Outcome:
 To build higher level machine learning algorithms

10.107 Management
  To analyze and extract insights from non-linear data
 To validate and tune the models

Course Description:
Intuition of Decision Trees, Random Forest, Support Vector Machine, k-NN, XG Boost,
Naïve Bayes, Bagging Vs Boosting, Classification Trees, Seeing forest from Trees, Building
RF model, Building a k-NN model, Understanding Bayesian methods, Deep Learning
introduction, Activation functions, Forward and Backward Propagation
Practicals: Case Studies : Credit default prediction, Road sign classification

Building & Visualizing trees & Understanding Tree’s decisions, Building & evaluating a
larger tree, Prevent overgrown trees & Tree pruning, Understanding the value of ‘k’ & more
trails,Data preparation for k-NN, Understanding the neighborsfor k, dependent events, raw
probabilities & “naivity”, Unforeseen circumstances preparation with Naïve bayes, Building
Naïve Bayes model, Laplace correction & applications, Creating Keras model, Compiling &
Fitting model, Classification models and Model validation
References:
1. Trevor Hastie, Robert Tibshirani, Jerome Friedman, “ The elements of
statistical learning: Data mining, Inference and prediction”
2. Brett Lantz, “Machine Learning with R”
3. Cory Lesmeister, “Mastering Machine learning with R”
4. Conway, “Machine Learning for Hackers”

18MS3087 TEXT MINING & ANALYTICS

Credits:2:0:2
Objectives:
 To analyze text data
 To analyze sentiments in words
 To visualize sentiments
Outcome:
 To mine text data and perform a sentiment analysis
 To build wordcloud from text data
 To build sentimental analysis meter and visualizer

Course Description:
Text mining with bag of words, Making VCorpus, Stopwords, Stemming, Wordcloud,
Advanced clouds with various features, Word text mining, Word networks, Distance Matrix
and Dendogram,Word association, Sentiment analysis.
Practicals:
Case Studies : Airbnb Customer reviews analysis
Corpus building, Text Cleaning, Filter with stopwords, Stopping the words, TDM and DTM,
Creating wordcloud and with polarization, Sentiment analysis with Tidytext , Frequency
analysis, Kernel density plot, Box plot, Radar chart. Twitter Sentiment analysis

References:
1. Matthew Jockers, “ Text analysis with R for Litereature students”
2. Ashish Kumar, Avinash Paul, “ Mastering text mining with R”

10.108 Management
 18MS3088 DATA MANAGEMENT FOR BUSINESS
Credits:2:0:2
Objectives:
 To extract relevant information from big data
 To learn the basics of distributed computing
 To understand the whole big data ecosystem
Outcome:
 To explore and understand the Hadoop framework
 To effectively extract data using mapreduce
 To build and examine a cluster

Course Description:
Introduction, Data sources, Big data and definition, challenges, 3 Vs of big data, Core
Hadoop, Hadoop ecosystem, Mapreduce – Mapper and Reducer, Patterns,
Practicals: Case Studies : NYC Bike share data
Starting with Mapreduce, writing effective Mapper and Reducer, Patterns – Overview &
Filtering, Summarization, Inverted index, Structural datasets, combing datasets, Deploying
Hadoop cluster on amazon EC2- Haddop architecture, Node assignment, Environment
variables setup, Configuring Hadoop cluster, Launch,

References:
1. Rick Smolan, Jenniffer Erwitt ,“ The human face of Big Data”
2. Tom White, “ Hadoop: The definitive guide”
3. Eric Summer, “Hadoop Operations”
4. Russel Jurney, “Agile Data science : Building data analytics applications with
Hadoop”

18MS3089 MARKETING ANALYTICS

Credits:2:0:2
Objectives:
 To forecast price for future
 To find Customer Lifetime Value
 To do market segmentation
Outcome:
 To estimate demand curves
 To maximize profit with both linear & non-linear models
 To analyze seasonality and trends

Course Description:
Exploratory Data Analysis, Pricing – Price bundling, Non-Linear pricing, Forecasting –
Simple & Multiple Linear Regression, Customer Lifetime Value (CLV), Market
segmentation, Forecasting new product sales.
Practicals:
Exploratory data analysis with R – Different visualization techniques, Data cleansing,
Estimating demand curves, Optimal bundle prices, Profit maximizing with non-linear
strategies, Price dropping management, Running regression models- Modeling and

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Interpreting and applying for Test data, Additive and multiplicative models with trends and
seasonality, Ratio to moving average method, Winters method.

References:
1.Philip Kotler, HermawanKartajaya, IwanSetiawan, “ Marketing 4.0 : Moving from
Traditional to Digital”
2. Alistair Croll& Benjamin Yoskovitz, “ Lean Analytics: Use data to build a better Startup
Faster”
3. Mark Jeffrey “ Data-driven marketing: The 15 metrics everyone in marketing should
know”
4. Stephan Sorger“ Marketing analytics: Strategic models & Metrics”

18MS3090 FINANCE ANALYTICS

Credits:2:0:2
Objectives:
 To manage financial data
 To analyze equity valuation
 To do credit risk modelling
Outcome:
 To predict share price with valuation multiples
 To use indicators, sales and rules for trading
 To predict default probable customers

Course Description:
Quandl, Extracting, Loading & Transforming multiple columns, Present value approaches,
Perpetuity growth rate, analyzing projections, Dividend discount model, Discount rate,
Relative valuation, Linear and non-linear models, Evaluation of credit risk model.
Practicals:
Financial data indicators and plotting, quantstrat package, SMA & RSI, Visualizing and
implementing indicators, sigComparison, sigCrossover, sigThreshold, sigFormula,Revenue
trends, retention ratio, perpetuity growth rate, dividend discount model building,Risk free
rate, equity risk premium, Valuation multiples, ROC curve, AUC.

References:
1. Mark J Bennett, Dirk L Hugen, “ Financial analytics with R: Building a laptop
laboratory for data science”
2. Clifford S Ang, “ Analyzing financial data and implementing financial models using
R”
3. Chris Conlan, “Automated trading with R: Quantitaive research and platform
development”

18MS3091 HR ANALYTICS
Credits:2:0:2
Objectives:
 To manage financial data
 To analyze equity valuation
 To do credit risk modelling

Outcome:

10.110 Management
  To predict share price with valuation multiples
 To use indicators, sales and rules for trading
 To predict default probable customers

Course Description:
HR analytics overview, Workforce analytics, Talent management analytics, Scorecard
implementation and HR metrics dashboard

Practicals:
1. Business impact of retention: How much do we actually save by reducing attrition by 5%
in an organisation of 1500 members
2. Talent acquisition: Referrals or consultants or direct sourcing? Determine which is the
most effective recruitment channel by using optimisation process through solver
3. Talent Development: What is the impact of training on sales performance? Whether it is
correlation or causation
4. Predictive Analytics: Out of 500 employees, how many are at a risk of attrition. Which of
the 20 demographic performance and perception measures predict it best?

References:
1.Dr Martin Edwards, Kirsten Edwards,“ Predictive HR analytics: Mastering the HR
metric”
2.Brian E Becker, Mark A Huselid, “The HR Scorecard: Linking People, Strategy and
Performance”
3.Kuldeep Singh, “Winning on HR analytics: Leveraging data for competitive” by

18MS3092 RETAIL ANALYTICS

Credits: 2:0:2
Objectives:
 To understand the retail strategies
 To effectively analyze retail customers
 To automate the target customer selection
Outcome:
 To do Market Basket Analysis
 To build effective scorecard program
 To design promotion program

Course Description:
Scorecard building, Creating effective marketing mix of products for customers, Market
Basket Analysis, Building a promotional program for the existing customers, Find and target
the best customers
Practicals:
Case studies covered:
1. Tracking retail through numbers
2. Decoding sales through baskets
3. Redefining marketing mix for retail customers
4. Retail insights through dinner shopping

References:

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 1. Emmett Cox, “Retail analytics:The secret weapon”

18MS3093 E-COMMERCE ANALYTICS

Credits:2:0:2
Objectives:
 To understand the whole process of ecommerce
 To effectively analyze ecommerce customers
 To recommend strategies to improve profitability
Outcome:
 To streamline clickstream analytics
 To do SKU optimization
 To predict future fashion trends
Course Description:
Ecommerce process and use of data analytics, Clickstream analytics, SKU optimization,
Practicals:
Customer Segmentation, Conversion modelling, Fashion adoption prediction,
1. e-commerce Customer Prediction
Target customers using their demographic attributes and past purchase patterns
2. e-commerce Revenue objectives: Optimize financial metrics for a b2c e-commerce
company

References:
1. Judah Phillips, “E-commerce analytics: Analyse and improve the impact of your
digital strategy”

18MS3094 PYTHON FOR MANAGERS

Credits:2:0:2
Objectives:
 To practice python for Data Analytics
 To build supervised & Unsupervised models
 To understand the basics of deep learning
Outcome:
 To have hands-on practice with python basics, Numpy and Pandas
 To effectively build models using scikit-learn
 To do dimensionality reduction techniques

Course Description:
Python lists, Functions and packages, , Logic, controlflow and filtering, Loops, Data
manipulation, Data visualization, Data ingestion and inspection, Time series, Regression,
Classification, Clustering, Dimensionality reduction
Practicals:
Lists- Sub setting, Slicing & Dicing, Functions- Existing and new creation, Numpy- arrays,
sub setting, Matplotlib – all charts and its edit variables, Dictionaries, Loops – for, while, if-
else, EDA with pandas, Timeseries with pandas, Regression- MLR and LR, Classification –
knn and model tuning, k-means clustering, Hierarchical clustering, Decorrelation and
dimensionality reduction – PCA & LDA, Forward and backward propogation, ReLU,
Introduction to Keras

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References:
1. W Mckinney, “Python for Data Analysis”
2. Andreas C Muller, Sarah Guido ,“Introduction to machine learning with Python”
3. Seagran, “Programming collective intelligence”

SPECIALISATION : ENTREPRENEURSHIP
18MS3095 ENTREPRENEURSHIP ROLE ORIENTATION
Credits: 3:0:1
Course Objectives:
 To know What is entrepreneurship?
 To assimilate How has entrepreneurship changed the world?
 To make aware about Why join an E-cell? Understand Dreams activity; Shashank’s
story; Idea Planes Activity
Course Outcomes:
 Develop awareness about entrepreneurship and successful entrepreneurs.
 Develop an entrepreneurial mind-set by learning key skills such as design, personal
selling, and communication.
 understand the DNA of an entrepreneur and assess their strengths and weaknesses
from an entrepreneurial perspective.
 Learn about Wadhwani E-cells and their role in transforming college students into
successful leaders and entrepreneurs.

Course Description:
Orientation Program in Entrepreneurship - Entrepreneurship and Intrapreneurship–similarities and
variance-India’s start up revolution–Trends, Imperatives, benefits; the players involved in the
ecosystem, Business Incubators-Rural entrepreneurship, social entrepreneurship, women
entrepreneurs- The entrepreneurial mind-set-Key attributes an entrepreneur -Desirable and acquirable
attitudes and behaviors-Readiness-The right time, right age, right conditions-Myths and realities of
entrepreneurship-Transition from college/ regular job to the world of start-ups-Personal finance . They
will be introduced to key traits and the DNA of an entrepreneur, and be given an opportunity
to assess their own strengths and identify gaps that need to be addressed to become a
successful entrepreneur. This program comprises several lessons, each focusing on a specific
entrepreneurial knowledge or skill requirement such as creative thinking, communication,
risk taking, and resilience and helping them become career ready, whether it is
entrepreneurship or any other career. Entrepreneurial styles and gap analysis, Entrepreneurial
success stories, Design Thinking, Communication skills, Personal selling techniques, Risk-
taking and resilience
Practicals/Project:
Videos and quizzes through an online Learning Management System (LMS); Classroom
learning through an experienced Facilitator/Faculty on campus (Videos, In-class Activities,
Outbound Activities); Assignments and Projects; and Practical Experiences including
challenges, internships and apprenticeships.

References:
1.Eric Ries, 2011, “ The Lean Start Up”, Penguin Books Ltd.
2. Peter Thiel, 2014, “Zero to One”,

18MS3096 BASIC PROGRAM IN ENTREPRENEURSHIP

Credits: 3:0:1

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 Course Objectives:
 Understand the value of mentorship in the success of entrepreneurs and their
ventures.
 Start customer development, validate their ideas, and learn what prototyping is
 Practice critical talents and traits required for entrepreneurs such as problem
solving, creativity, communication, business math, sales, and negotiation.
Course Outcomes:
 Further discover their strengths and weaknesses in terms of qualities and traits
required to be a successful entrepreneur in the context of a founding
team.
 Identify the gaps in terms of qualities and traits required to be
an entrepreneur, if any, and make a personal action plan to
close those gaps.
 Develop an entrepreneurial mind-set in terms of acquiring a
business focus, creative thinking, risk-taking ability, and more.
 Learn about opportunity discovery and evaluation of viable
business ideas for new venture creation.

Course Description
The goal of this program is to provide a space and platform for discovery, both self-
discovery and opportunity discovery. Students will discover their strengths in terms of an
entrepreneurial founding team and learn basics such as opportunity discovery, prototyping,
competition analysis, and early customer insights. They will also participate in online and
campus activities and events such as Idea Competitions, business plan challenges, etc. Self-
Discovery: Flow; Entrepreneurial CV, and Action Plan, Idea generation: DISRUPT;
Brainstorming and Mindmapping, Idea Bank Idea Evaluation: Paired Comparison, Decision
Matrix, 5 Q; Back of the Envelope exercise Entrepreneurial Outlook: Effectuation and Lean
Startup Customer Discovery: Segmentation and Targeting, Niche Marketing, Consumption
Chain, Why customers won’t buy, Outcome Driven Innovation, This is my Customer Value
Proposition and Idea Validation: Value Proposition design; Value Proposition and Assessing
fit; Competition Analysis; Blue Ocean Strategy Prototyping and MVP
Practicals / Project:
Videos and quizzes through an online Learning Management System (LMS);
Classroom learning through an experienced Facilitator/Faculty on campus (Videos, In-
class Activities, Outbound Activities); Assignments and Projects; and Practical
Experiences including challenges, internships, and apprenticeships.

References:
1. Napoleon Hill, “ Think and Grow Rich”, Barnes & Noble
2. Patrick J. McGinnis, 2016, “The 10% Entrepreneur- Live your start up dream
without quitting your day job”, Self-Help book

18MS3097 INTERMEDIATE PROGRAM IN ENTREPRENEURSHIP

Credits: 3:0:1
Course Objectives:
 understanding of market size, costs, margins, delivery
channels, and customer acquisition costs
 Identifying sector-based legal and regulatory compliances
Basics of Entrepreneurial Finance and Bootstrapping

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  Identify possible sources of funding for your venture –
customers, friends and family, Angels, VCs, bank loans, and
key elements of raising money for a new venture
Course Outcomes:
 Acquire the skills and knowledge related to various phases in the venture creation
process
 creating a business model and building a prototype.
 Practice entrepreneurship by forming and running a Campus Venture or Student
Venture as part of a team.
Course Description :
Team Building through Shared Leadership; Identifying co-founders and hiring a team
Drawing the Business Model Canvas Iterating the MVP; Refining the Product or
Service, Setting up a digital presence, Customer Development: Early insights into cost
of customer acquisition; Get to Market Plan; Reaching out to Customers: Channel and
Promotions; Customer Relationship Management by finding co-founders and perhaps
even hiring.They will develop the Business Model Canvas and will use it to further
refine their MVP. Students will set up a digital presence and develop customers,
channels and make a Go to Market Plan. They will also get started with various legal
and operational aspects and initial funding.They will practice the venture creation
process either through a Campus Company or a Student Venture. Overall, they will
acquire the skills required to move from MVP to Startup.

Practicals /Project:
Videos and quizzes through an online Learning Management System (LMS); Classroom
learning through an experienced Facilitator/Faculty on campus (Videos, In-class Activities,
Outbound Activities); Assignments and Projects including Student Venture; and Practical
Experiences including challenges, internships and apprenticeships.

References:
1. Daniel Dipiazza, “ Rich20something: Ditch your average job start an epic BUSINESS
and score the life you want”, 2017

18MS3098 ADVANCED PROGRAM IN ENTREPRENEURSHIP

Credits: 3:0:1
Course Objectives:
 Students will select a vertical and launch their own venture. These verticals will be
Manufacturing; Retail; E-commerce; Hospitality, etc.
 They will learn about market size, costs, channels and customer acquisition,
business model and plan finalization, efficiency and growth processes.
 familiar with the concepts of Shared Leadership, Hiring a team, Business Model
Canvas, Legal and regulatory compliances, Customer acquisition and relationship,
Channel promotion and distribution, and Bootstrapping
Course Outcomes:
At the end of this course, students will be able to:
 Launch a sustainable venture with a valid business model, with co-founder(s) on or
off campus, and real paying customers.
 Create and validate a business model and business plan for their idea.
 Develop the Minimum Viable Product (MVP)
 Implement an inexpensive and optimum Go-to-Market plan for their business.

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  Craft and present an effective business pitch for investors, partners, and other
stakeholders.
 Gain in-depth knowledge and relevant skills about a specific vertical.
 Students build a product or service, generate jobs and revenue.

Course Description :
Research the vertical you will operate in Legal and regulatory aspects for starting up specific
to your venture, Finalize business model and plan, Understanding operations – production,
outsourcing, banking, technology, Finalize Financial Plan, Marketing Plan, Operational Plan
Take your product or service to market, Operational, Financial, and Marketing Metrics
Deliver an investor pitch to a panel of investors, Cost Accounting & Financial Management:
Managing start-up finance; Unit economics; The Concept of costs, profits, and losses;
Manage your cash flow; Analyze your financial performance, Visioning for your venture:
Have a 1-2 year roadmap and trajectory
Practicals /Project:
Videos and quizzes through an online Learning Management System (LMS); Classroom
learning through an experienced Facilitator/Faculty on campus (Videos, In-class Activities,
Outbound Activities); Assignments and Projects including Student Venture; and Practical
Experiences including challenges, internships and apprenticeships.

References:
1.Chris Guillebeau, “ The $100 start up: Reinvent the way you make a living, Do what
you love ,and create a new future”, 2012

18MS3099 TECHNOLOGY APPRECIATION & INTELLECTUAL PROPERTY

RIGHTS
Credits: 3:0:1
Course Objectives:
 Understand the need for technology appreciation
 Identify the IPR and its significance in business
 Learn the IPR laws
Course Outcomes:
 Distinguish the features and legal norms for partnership, sole proprietorship,
corporation
 Apply knowledge in patents, copyright, trademarks creation
 Analyse the International developments on the copyright, trademarks etc

Course Description:
Legal Matters- Organizational form–partnership, sole proprietorship, corporation- Intellectual
property–copyright, trademarks- Tax, Personnel law, contract law-Law vs Ethics-Legal expenses,
hiring the service provider - Digital Haves and Have -nots- Digital Economy as a resource- Promotion
tools-the value of Likes and Shares- Matchmakers-Long Tail markets-Micro–Apps-Funding and
Incubation. New developments in trade mark law; copy right law, patent law, intellectual
property audits. International overview on intellectual property, international - trade mark
law, copy right law, international patent law, international development in trade secrets law.
Practicals/ Project:
Identify idea, Process and development of the Patents, Trademarks, Copyrights in
India and abroad

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References:
1. Deborah, E. Bouchoux , “Intellectual property right”, cengage learning.
2. Prabuddha ganguli , “Intellectual property right - Unleashing the knowledge
economy” , Tata Mc Graw Hill Publishing Company Ltd.

18MS3100 INNOVATION TECHNOLOGY MANAGEMENT

Credits: 3:0:1

Course Objectives:
 Collaborate and present in teams, and reflect on this team experience.
 Deliver well-structured presentations
 Prepare written professional reports.
Course Outcomes:
 apply disciplinary knowledge in discussing (individual assignment) and
creating (group assignment) innovative technological solutions
 Discuss ethical and environmental implications of technological innovation –
and consider such implications in your proposed solutions.
 Discuss social and cultural implications of technological innovation – and
consider such implications in their own proposed solutions.
Course Description:
Identifying ‘paying customer’, developing market understanding - Narrowing focus-End user
profiling, Ideal Persona-Market segmentation, Market sizing- Marketing plan, pricing-
Strategy-Rigor of another kind; conceptual knowledge and practical skills regarding
technological innovation. The course gives you an opportunity to learn how innovation and
technology are interrelated. For example, we will discuss in this course: (1) how
technological innovations diffuse over time; (2) how organizations can support
innovativeness; and (3) how external and internal technologies and innovations can be
integrate. Overall, the course aims at developing your academic, conceptual and theoretical
IS/IT knowledge in the area of technology and innovation as well as your professional skills
by applying this knowledge to real business cases. Creativity and Innovation : Idea
Generation Tools and approaches (Brainstorming, TRIZ, Morphological Analysis, etc.) 2. The
use of market research tools (Anthropological studies, Interviews, Survey, Focus Groups,
etc.) for observing, understanding and assessing customer needs in different Sectors. 3.
Design thinking for SEs and innovations in their lifecycles. 4. Issues in the early stages of
SEs’ lifecycles.
Practicals/ Project:
Research, analyse and propose solutions to innovation and technology business issues.

References:
1.Chris Guillebeau, “ The $100 start up: Reinvent the way you make a living, Do what
you love ,and create a new future”, 2012

18MS3101 INDIAN MODELS IN ENTREPRENEURSHIP

Credits: 3:0:1
Course Objectives:
 Read and understand the challenges of successful Entrepreneurs
 Check the roadblocks to overcome
 How to chase the dream of a start-up, lesson from Indian Models in
Entrepreneurship

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Course Outcomes:
 Apply your ideas in creating business plan
 How an idea to be converted to an opportunity
 What are the stages in the process of startups

Course Description:
Indian Entrepreneurs-history, challenges and success stories- Explaining to family-
Entrepreneurial Stress-Composition–complementarity-Different life stages- Relative
importance- Disagreements- Idea, opportunity and retrospective determinism - To
solve something felt and experienced vs I want to be an entrepreneur- Where can ideas
come from- Creating and appropriating value- Scarcity, choice and trade offs-
Heuristics and Gut-feel- Business Plan -How to develop it-What all should it have,
what it shouldn’t have-Unit economics , scalability, defensibility-Venture feasibility
analysis-Pitching,
Practicals/ Project:
Interview, data collection from Business entrepreneurs
References:
1. “Quick Reference Biographies: Great Personalities of India”
2. Shobha Warrier, “ Dreamchasers: Entrepreneurs from the south of the Vindhyas”

18MS3102 SOCIAL ENTREPRENEURSHIP

Credits: 3:0:1
Course Objectives:
At the end of the course students can expect to:
 Have gained an understanding of the field of social entrepreneurship and understand
many of the opportunities, challenges, and issues facing social entrepreneurs
 Have met leading social entrepreneurs who are using business skills to address
complex social problems.
 Develop a business plan for a social venture
Course Outcome:
 Students will be expected to develop a business plan for a social enterprise. Because
the field of social entrepreneurship is interdisciplinary
 Examine Sustainability – How are social entrepreneurs funding their enterprises?
How is the enterprise sustaining itself financially? Impact and Performance –
 Assess the impact of the enterprise. Which tools are available to measure the impact
and effectiveness of social enterprises?
 Analyse on Innovations of Social entrepreneurs who create change.
 Explore how do they create and spread this innovation and change?
 Leadership--What are the characteristics of social entrepreneurs’ leadership?

Course Description: The course will be structured around three elements that will be
interwoven throughout: 1. The field of social entrepreneurship. 2. The players and business
structures used by social entrepreneurs. 3. The mechanics, tensions, and realities of starting
and/or managing a social enterprise. The Rise of Social Enterprises (SEs) and
Entrepreneurship:The need for and concept of MDGs and SDGs. 2. Global, regional and
national development issues (focus on Asia). 3. Components of development. 4. Global
Development Organizations – Examples and Descriptions. 5. Social Entrepreneurship and
Enterprises – Past and emerging trends; anticipating the future. Social Enterprises (SEs) and
Entrepreneurship - An Overview:Concepts and definitions of SEs. 2. History and evolution

10.118 Management
of social entrepreneurship – international and national examples of pioneers. 3. Hybrid
spectrum of SEs – business models, legal and organizational manifestations. 4. Types and
functions of SEs such as fair trade organizations, cooperative organizations, etc. 5. SEs in
different sectors.Management of SEs – Functions and Issues:Management – Purpose,
Concepts, Functions and Resources. 2. Types and Sources of Finance. 3. Resource
mobilization strategies. 4. Core issues in management – Value, Risk, Returns and Cost.
Fundamentals of Product Development: Brief history of appropriate technology. 2.
Principles of sustainable design and product/service development. 3. Issues in the product
development cycle. 4. Prototyping and testing in lab and field conditions, and user feedback.
5. Basics of IP management.

References:
1. http://csie.iitm.ac.in/SEReports.html
2. Nicholls, Alex, ed. , (2006), Social Entrepreneurship – New Models of Sustainable
Social Change, Oxford University Press, ISBN # : 0-19-928387-7
3. Elkington, J. and Hartigan, P , (2008), The Power of Unreasonable People: How
Social EntrepreneursCreate Markets That Change the World, Harvard Business
Press,ISBN # 978-1-4221-0406-4

18MS3103 VENTURE VALUATIONS & ACCOUNTING

Credits: 3:0:1

Course Objectives:
At the end of the course students can expect to:
 Have gained an understanding of the field of social entrepreneurship and understand
many of the opportunities, challenges, and issues facing social entrepreneurs
 Have met leading social entrepreneurs who are using business skills to address
complex social problems.
 Develop a business plan for a social venture
Course Outcome:
 Students will be expected to develop a business plan for a social enterprise. Because
the field of social entrepreneurship is interdisciplinary
 Examine Sustainability – How are social entrepreneurs funding their enterprises?
How is the enterprise sustaining itself financially? Impact and Performance –
 Assess the impact of the enterprise. Which tools are available to measure the impact
and effectiveness of social enterprises?
 Analyse on Innovations of Social entrepreneurs who create change.
 Explore how do they create and spread this innovation and change?
 Leadership--What are the characteristics of social entrepreneurs’ leadership?
Course Description:
Informal capital–Friends & Family, Angel-Introduction to the world of Venture Capitalists-Evaluation
criteria employed by VCs-Selecting the right VC-Financing Mix and the Financing continuum-
shareholding- Cliff -Vesting schedule-Relative importance of Operational Involvement, Idea / patent,
Driving force and capital infusion-Go–Live-What proof of concept is needed-Minimum viable
product-Name of product / service- Website / Visiting card /Office space- Struggles -Causes of
failure–Product/ market, financing, managerial-Resilience-How many attempts- Valuation and
Harvesting-Valuation methods-Term sheet-Strategic sale, negotiations-Management succession
Practicals/ Project:
Incubation of a start up of any business idea to be initiated

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References:
1. Stephen R.Poland, “Start –Up Valuation”, 2017, 1X1 Media
2. Gina Vega and Miranda S. Lam, “ Entrepreneurial Finance: Concepts & Cases”, 2015
3. Steven Rogers, “Entrepreneurial Finance, Third Edition: Finance and Business Strategies
for the Serious Entrepreneur”, 2014, McGraw Hill

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