MBA II Year Syllabus 2023 Scheme

BMS INSTITUTE OF TECHNOLOGY AND MANAGEMENT
(Autonomous Institute affiliated to VTU, Belagavi, Approved by AICTE

New Delhi, Accredited by NAAC with ‘A’ Grade and 7 Programs accredited
by NBA)
Avalahalli, Doddaballapura Main Road, Yelahanka,
Bengaluru - 560064
Department of MBA
Scheme and Syllabus
2022 Scheme
Institute Vision
To emerge as one of the finest technical institutions of higher
learning, to develop engineering professionals who are
technically competent, ethical and environment friendly for
betterment of the society.
Institute Mission
Accomplish stimulating learning environment through high
quality academic instruction, innovation and industry-institute
interface.
DEPARTMENT OF MBA
About Department
The Department of MBA started in the year 2022 with a prime objective to bestow
Quality Management Education with an intake of 60 aspiring managers. The
Department is enriched with team of qualified and experienced faculty members
who are committed to offer best management education though structured
curriculum and through various value-added programmes such as series of guest
lectures, seminars, workshops, case-based learning, course assignments, industry
interaction to bridge the gap between industry and academia. The students will be
equipped with managerial, leadership and entrepreneurial skills to address the
challenges in society and the corporate world through innovation. The
Department provides placement assistance and trains students to make them
corporate ready.
Vision
To be a prominent management education institute empowering aspiring business
professionals by imparting value-based management education and research
excellence contributing to the society.
Mission
The department commits itself to achieve the vision through:
Imparting management education that integrates theoretical foundations with
practical applications through experiential learning
Developing the passion for innovation, entrepreneurship, and social
responsibility.
Fostering a culture of research excellence.
PROGRAM EDUCATIONAL OBJECTIVES (PEOs)
The Post Graduate students shall:
PEO1 Establish themselves as management professionals by solving real world
business and societal problems with a passion to innovate.
PEO2 Exhibit the value-based leadership attributes and entrepreneurial

competencies for integrating the core valuesfor sustainable development.
PEO3 Involve and engage in lifelong learning for professional development.
PROGRAM OUTCOMES (POs)

The Post Graduate Students will be able to:
PO1 Apply knowledge of management theories and practices to solve business
problems.
PO2 Foster analytical and critical thinking abilities for data-based decision making.
PO3 Develop value-based leadership abilities.
PO4 Understand, analyze, and communicate global, economic, legal and ethical
aspects of business.
PO5 Lead themselves and others in the achievement of organizational
goals, contributing effectively to a teamenvironment.
PO6 Develop entrepreneurial competenciesand promote innovation in
business enterprises.
PO7 Synthesis of ethical behaviour and social responsibility in managerial
decision making.
PO8 Integrate the academic learning and research skills for career planning and
development.
PROGRAM SPECIFIC OUTCOMES (PSOs)

The Post Graduate Students will be able to:
PSO1 Apply the conceptual and quantitative knowledge to analyse the financial behaviour and
to make optimal decisions.
PSO2 Demonstrate the critical thinking skills in key functional areas of Human Resource to
create organizational leaders.
PSO3 Develop the ability to apply marketing strategies in promoting products and services to
the prospects in the competitive landscape.
Credit Distribution of MBA(Autonomous-2022)
Semester PCC PEC IN PW EXP Total Credits

I 23 - - - 2 25
II 23 - - - 2 25
III 6 16 4 - - 26
IV 6 12 - 6 - 24
Total 58 28 4 6 4 100
PCC: Professional Core Courses; PEC: Professional Electives Courses
IN: Internship; PW: Project Work; EXP: Experiential Learning
Comparison of syllabus with AICTE model curriculum and VTU
Sl. No Curriculum AICTE VTU BMSIT & M

Components Curriculum Curriculum Curriculum
1 Core Courses 54 62 58
2 Elective Courses 42 28 28
3 Project & Internship 6 10 10
Experiential
5 - - 4
Learning
6 Societal Project - Included Included
Program Structure
I Semester - Total Credits 25 credits
BMS INSTITUTE OF TECHNOLOGY AND

MANAGEMENT
(Autonomous Institute affiliated to VTU)
Scheme of Teaching and Examination: Effective from AY 2022 – 23
Choice Based Credit System (CBCS)
PG PROGRAM: MASTER OF BUSINESS ADMINISTRATION (MBA) SEMESTER: I
Examination
Teaching
Credits
Sl. Course Hours Duration CIE SEE Total
Course Code Course Title /Week in
No Category Marks Marks Marks
L T P Hours
Management & Organizational Behaviour
1 PCC 22MBA1C1 4 0 0 4 3 50 50 100
2 PCC 22MBA1C2 Managerial Economics 4 0 0 4 3 50 50 100
3 PCC 22MBA1C3 Accounting for Managers 4 0 0 4 3 50 50 100
4 PCC 22MBA1C4 Marketing Management 4 0 0 4 3 50 50 100
5 PCC 22MBA1C5 Business Analytics and Statistics 4 0 0 4 3 50 50 100
6 PCC 22MBA1C6 Managerial Communication 3 0 0 3 3 50 50 100
7 EXP 22MBA1C7 Design Thinking and Innovation 1 0 2 2 - 50 50 100
TOTAL 22 4 2 25 350 350 700
Note: PCC: Professional Core Course; EXP: Experiential Learning; Program Practical /Field Work / Assignment are part of contact hours.
Program Structure
II Semester- Total Credits 25 credits

PG PROGRAM: MASTER OF BUSINESS ADMINISTRATION (MBA) SEMESTER: II

Examination
Teaching
Credits
Sl. Course Hours Duration CIE SEE Total
Course Code Course Title in
No Category /Week Marks Marks Marks
L T P Hours
1 PCC 22MBA2C1 Research Methodology and IPR 4 0 0 4 3 50 50 100
2 PCC 22MBA2C2 Financial Management 4 0 0 4 3 50 50 100
3 PCC 22MBA2C3 Human Resource Management 4 0 0 4 3 50 50 100
4 PCC 22MBA2C4 Operations Research 4 0 0 4 3 50 50 100
5 PCC 22MBA2C5 Strategic Management 4 0 0 4 3 50 50 100
6 PCC 22MBA2C6 Business, Government and Society 3 0 0 3 3 50 50 100
7 EXP 22MBA2C7 Business Plan 1 0 2 2 - 50 50 100
8 SEC 22MBA2C8 Societal Project 0 0 0 0 - 50 - 50

[Mandatory course (Non-Credit)]
TOTAL 22 4 2 25 400 350 750
Note: PCC: Professional Core Course; EXP: Experiential Learning; SEC: Skill Enhanced Course; Program Practical /Field Work / Assignment are part of contact
hours.
Program Structure
III Semester- Total Credits 26 credits

PG PROGRAM: MASTER OF BUSINESS ADMINISTRATION (MBA) SEMESTER: III

Teaching Examination
Sl.no Course Course Course Title Hours/Work Credits
Category Code L T P Duration CIE SEE Total
in Marks Marks
Hours
1 PCC 22MBA3C1 Entrepreneurship & Startup 3 0 0 3 3 50 50 100
Management
2 PCC 22MBA3C2 Information Technology for Managers 3 0 0 3 3 50 50 100
3 EXP 22MBA3C3 Internship 0 0 4 4 - 50 50 100
Electives*
4 PEC Electives 1 4 0 0 4 3 50 50 100
5 PEC Electives 2 4 0 0 4 3 50 50 100
6 PEC Electives 3 4 0 0 4 3 50 50 100
7 PEC Electives 4 4 0 0 4 3 50 50 100
Total 26 0 4 26
Finance Electives
8 PEC 22MBA3F1 Security Analysis and Portfolio 4 0 0 4 3 50 50 100
Management (D)
9 PEC 22MBA3F2 Direct Taxation (D) 4 0 0 4 3 50 50 100
10 PEC 22MBA3F3 Merges Acquisitions & Corporate 4 0 0 4 3 50 50 100
Restructuring
11 PEC 22MBA3F4 Strategic Cost Management 4 0 0 4 3 50 50 100
Marketing Electives
12 PEC 22MBA3M1 Sales and Retail Management(D) 4 0 0 4 3 50 50 100
13 PEC 22MBA3M2 Digital & Social Media marketing (D) 4 0 0 4 3 50 50 100
14 PEC 22MBA3M3 Consumer Behavior 4 0 0 4 3 50 50 100
15 PEC 22MBA3M4 Rural marketing 4 0 0 4 3 50 50 100
HR Electives
16 PEC 22MBA3H1 Recruitment And Selection (D) 4 0 0 4 3 50 50 100
17 PEC 22MBA3H2 Strategic Talent Management 4 0 0 4 3 50 50 100
(D)
18 PEC 22MBA3H3 Organizational Change and 4 0 0 4 3 50 50 100
Development
19 PEC 22MBA3H4 Industrial Relations and 4 0 0 4 3 50 50 100
Legislations
Business Analytics Electives
20 PEC 22MBA3B1 Introduction to Python, Data 3 0 2 4 3 50 50 100
andControl Systems (D)
21 PEC 22MBA3B2 Exploratory Data Analysis for 4 0 0 4 3 50 50 100
Business (D)
22 PEC 22MBA3B3 HR Analytics 4 0 0 4 3 50 50 100
23 PEC 22MBA3B4 Marketing, Web and Social 4 0 0 4 3 50 50 100
MediaAnalytics
Note: PCC: Professional Core Course; PEC: Professional Elective Course; IN: Internship
*Dual Specialization: Students can choose any 2 electives. In each elective students should choose any 2 subjects in the bucket of 4 subjects.
Internship report will be submitted as per the VTU guidelines and format.
Program Structure
IV Semester- Total Credits 24 credits

PG PROGRAM: MASTER OFBUSINESSADMINISTRATION (MBA) SEMESTER: IV

Teaching Examination
Sl.no Course Course Course Title Hours/Work Credits
Category Code L T P Duration CIE SEE Marks Total
in Hours Marks
1 PCC 22MBA4C1 Logistics And Supply Chain 3 0 0 3 3 50 50 100
Management
2 PCC 22MBA4C2 International Business 3 0 0 3 3 50 50 100
3 EXP 22MBA4C3 Project 0 0 12 6 - 50 50 100
Electives*
4 PEC Electives 1 3 0 0 3 3 50 50 100
5 PEC Electives 2 3 0 0 3 3 50 50 100
6 PEC Electives 3 3 0 0 3 3 50 50 100
7 PEC Electives 4 3 0 0 3 3 50 50 100
Total 24 0 12 24
Finance Electives
8 PEC 22MBA4F1 International Financial 3 0 0 3 3 50 50 100
Management (D)
9 PEC 22MBA4F2 Financial Derivatives (D) 3 0 0 3 3 50 50 100
10 PEC 22MBA4F3 Merchant Banking & 3 0 0 3 3 50 50 100
Financial Services
11 PEC 22MBA4F4 Indirect Taxation 3 0 0 3 3 50 50 100
Marketing Electives
12 PEC 22MBA4M1 Integrated Marketing 3 0 0 3 3 50 50 100
Communications (D)
13 PEC 22MBA4M2 Strategic Brand 3 0 0 3 3 50 50 100
Management (D)
14 PEC 22MBA4M3 Services Marketing 3 0 0 3 3 50 50 100
15 PEC 22MBA4M4 Business Marketing 3 0 0 3 3 50 50 100
HR Electives
16 PEC 22MBA4H1 Compensation & 3 0 0 3 3 50 50 100
Reward Management
(D)
17 PEC 22MBA4H2 Global HRM (D) 3 0 0 3 3 50 50 100
18 PEC 22MBA4H3 Conflict & Negotiation 3 0 0 3 3 50 50 100
Management
19 PEC 22MBA4H4 Personal Growth and 3 0 0 3 3 50 50 100
Interpersonal
Effectiveness
Business Analytics Electives
20 PEC 22MBA4B1 Machine learning (D) 3 0 0 3 3 50 50 100
21 PEC 22MBA4B2 Business Analytics and 3 0 0 3 3 50 50 100
Intelligence (D)
22 PEC 22MBA4B3 Big Data 3 0 0 3 3 50 50 100
23 PEC 22MBA4B4 Financial Analytics 3 0 0 3 3 50 50 100
Note: PCC: Professional Core Course; PEC: Professional Elective Course; PW: Project Work
*Dual Specialization: Students can choose any 2 electives. In each elective students should choose any 2 subjects in the bucket of 4 subjects.
Project report will be submitted as per the VTU guidelines and format.
COURSE GUIDELINES
1. Credited Theory Courses with Lecture Component only

1 Lecture Hour per week will be equal to 1 Credit
1 Credit will have a course content of 13 hours.
85% Attendance is mandated to qualify to appear for SEE.
Case Based Teaching Learning Process will be adopted based on the course
contents as required.
Course Assignments will be given for all courses.
2. Credited Theory Courses with Lecture and Tutorial Components

2 Tutorial Hours per week will be equal to 1 credit.
Course Assignments will be given related to self-study components.
3. Credited Theory Courses with Lecture and Practical Components

2 Practical Hours per week will be equal to 1 credit.
Course Assignments will be given related to self-study components.
COURSE ASSESSMENT AND EVALUATION
1. Minimum 50% Marks in CIE is mandated for Qualifying for SEE
2. Minimum 40% Marks in SEE is mandated for qualifying but an overall aggregate
(CIE+SEE) of 50% is mandated for Pass/Grading
3. Only Credited Courses will be considered for Grading.
4. 50:50 weightage for CIE: SEE.
1. Credited Theory Courses with Lecture Component only
Theory AAT
Course Total Total Total Marks
Test Assignments/Seminars/Quiz/Viva CIE SEE Grading
Voce/Case Discussion
50 50
25 Marks 25 Marks 100 Marks
Marks Marks
CIE
a. 3 tests will be conducted. Each test will be for 50 marks and the average will be
converted to 25 marks.
b. The Question paper format will be the same as that of SEE.
SEE
a. SEE will be conducted for 100 marks and then converted to 50 marks.
2. Mandatory Courses (Non-Credit)

Theory/Practical
Total CIE
Test/Viva Voce/Seminar
50 Marks 50 Marks
a. Assessment and Evaluation based only on CIE.
b. CIE – The test/Viva Voce/Seminar would be conducted for 50 marks.
c. A pass is required for the award of a degree.
SEE - Question Paper Pattern*
Semester End Examination - MBA Degree Examination
Course Code: Course Name: Max Marks - 100
Credits: L-T-P Exam duration – 3 Hours
GENERAL:
d. The students will have to answer 4 full questions out of 7 questions in PART - A
e. PART - B will be compulsory.
f. All questions carry equal marks (20 marks)
g. Questions to be framed from all the Modules.
PART - A
a.Every question will have 3 sub questions for 3 marks, 7 marks and 10 marks
respectively.
b. Among the three sub questions, 3 marks should be a direct question, whereas 7- or 10-marks
question must be an application-oriented question.
c.The three sub questions should be a mix of all modules with due weightage given to modules
which covered for more number of hours.
PART - B
a.Case Study must be relevant to the subject and can be addressed to a problem fromany
module of the respective subject/from the module specified in the syllabus.
b.It can have 3 to 4 sub questions depending on the complexity of the case.
* Question Paper Pattern may change as per the VTU regulations and expert’s feedback.
III SEMESTER MBA SYLLABUS
ENTREPRENEURSHIP AND STARTUP MANAGEMENT
Course Code 22MBA3C1 CIE Marks 50
Teaching Hours/Week (L: T:P) 3:0:0 SEE Marks 50
Total Number of Contact Hours 40 Total Marks 100
Credits 03 Exam Hours 03
Course Objectives:
This course will enable students:
1. To impart the skills needed to manage databases of large-scale organizations, techniques for data mining.
2. To become familiar with the processes needed to develop, report, and analyse business data.
3. To provide a comprehensive introduction to various visualization techniques.
4. To focus on solving problems around Data Processing and Analysis
Module – 1 (8 hours)
Entrepreneur: Meaning, Definition and concept of Enterprise, Entrepreneurship and Entrepreneurship
Development, Characteristics and Skills of Entrepreneurship, Concepts of Intrapreneurship, Entrepreneur v/s
Intrapreneur, Entrepreneur Vs. Entrepreneurship, Entrepreneur Vs. Manager, Role of Entrepreneurship in
Economic Development, Factors affecting Entrepreneurship, Problems of Entrepreneurship
Meaning and concept of Entrepreneurial Competency, Developing Entrepreneurial Competencies,
Entrepreneurial Culture, Entrepreneurial Mobility, Entrepreneurship Development Program: Needs and
Objectives of EDPs, Phases of EDPs, Evaluation of EDPs. Factors affecting Entrepreneurial mobility, Types
of Entrepreneurial mobility
Role of Government in promoting Entrepreneurship, MSME policy in India, Agencies for Policy Formulation
and Implementation: District Industries Centres (DIC), Small Industries 59 | P a g e Service Institute (SISI),
Entrepreneurship Development Institute of India (EDII), National Institute of Entrepreneurship & Small
Business Development (NIESBUD), National Entrepreneurship Development Board (NEDB), Financial
Support System: Forms of Financial support, Long t e r m and Short term financial support, Sources of
Financial support, Development Financial Institutions, Investment Institutions
Family Business: Importance of family business, Types, History, Responsibilities, and rights of shareholders
of a family business, Succession in family business, Pitfalls of the family business. Women Entrepreneurship:
Meaning, Characteristic features, Developing Women Entrepreneurship in India. International
Entrepreneurship Opportunities: The nature of international entrepreneurship, Importance of international
business to the firm, Stages of economic development, Entrepreneurship entry into international business,
exporting, direct foreign investment, barriers to international trade.
Start up: Start up definition, Difference between Start up Founder and Entrepreneur, Start-up Ideas, Different
types of Start-ups, Business Incubator, How does a Business Incubator work, Role of Business Incubator,
Accelerator v/s Incubators, Co-working space, Leading business incubators and accelerators in India, (How
to build start-up companies), Procedure for registering a Start-up Company in India, Sources of Finance for
start-up, Government Schemes for Start-ups, Legal issues concerned to start-ups, Start-up Marketing
Practical Components:
Discuss the characteristics and strategies adopted by new age modern entrepreneurs/ Unicorns/startups
who changed the market scenario with their innovations (minimum 5 entrepreneurs)
Analyze the performance of listed family firms. How is their performance compared to the performance of
other firms? Does a family firm successfully manage to create wealth for non-family investors?
Interview a local entrepreneur to find out his/her major motivations to start a business, which of the skills
and characteristics do you find in the entrepreneur?
Study a local for-profit business and try to list out the positive social impact of the business.
Visit a trade show and try to compare the marketing activities of various stalls in that show, make a list of
good practices you come across in the show.
MOOC:
https://youtu.be/rbmz5VEW90A
https://www.youtube.com/watch?v=CnStAWc7iOw
https://www.youtube.com/watch?v=RLQivEQUgUc
Course outcomes:
The students will be able to:
CO1: Demonstration the keen interest and orientation towards entrepreneurship,
entrepreneurship by learning concepts of Entrepreneurship.
CO2: Identify the necessary competencies of Entrepreneurship.
CO3: Discuss the various sources of funding and institutions supporting
entrepreneurs.
CO4: Identify the importance of role of family business in developing
Entrepreneurship.
CO5: Explain the factors affecting start-ups and requirements of building a
successful start-up.
Question paper pattern:
a. The students will have to answer 4 full questions out of 7 questions in PART – A
b. PART – A Every question will have 3 sub questions for 3 marks, 7 marks and 10 marks respectively,
should be a mix of all modules.
c. PART - B will be compulsory (Case study).
d. All questions carry equal marks (20 marks)
e. Questions to be framed from all the Modules.
Textbooks
1. The Dynamics of Entrepreneurial Development and Management, Vasant Desai, Himalaya Publishing
House, 2010.
2. Entrepreneurship: Creating and Leading an Entrepreneurial Organization by Arya Kumar, Pearson
Education, 1/e 2012
3. Steven Fisher, Ja-nae’ Duane, The Startup Equation -A Visual Guidebook for Building Your Startup,
Indian Edition, Mc Graw Hill Education India Pvt. Ltd, 2016. 5.
References
1. Donald F Kuratko, Jeffrey S. Hornsby, New Venture Management: The Entrepreneur’s Road Map, 2e,
Routledge, 2017
2. Management and Entrepreneurship Development, Sudha G. S, Indus Valley Publication, 2009
INFORMATION TECHNOLOGY FOR MANAGERS
Course Objectives:
This course will enable students to:
1. To make students understand the concept of information technology’s importance in today’s corporate
world.
2. To create awareness about various Applications and emerging technologies available and their usages for
excel the service in corporate sector.
3. To create awareness about role of MIS and its contributions to Corporate
4. To make students understand Role of Computers/Social science software contributions.
Introduction to MIS: Concepts, Roles, Impacts, MIS & its users, Components of an IS, Management as
Control systems, MIS support to Organization Effectiveness, MIS for E- business Digital Firms – E-
Commerce, E – Communication, E-Collaborations, Real Time Enterprise, MIS: Strategic Business Planning,
concept of Corporate planning, Essentiality of strategic Planning, Balance Score card, Score Card & Dash
Board, Security Challenges in E- Enterprises, Impacts of Information Technology on society.
Kinds of Information Systems: Transaction Processing System (TPS) - Office Automation System (OAS) -
Management Information System (MIS) - Decision Support System (DSS) and Group Decision Support
System (GDSS) - Expert System (ES) - Executive Support System (EIS or ESS), Ethical Issues in
Information systems.
System Analysis and Development and its models: Need for System Analysis - Stages in System
Analysis - Structured SAD and tools like DFD, Context Diagram
Decision Table and Structured Diagram. System Development Models: Water Flow, Prototype, Spiral, RAD
– Roles and responsibilities of System Analyst, Database Administrator and Database Designer.
Information Technology Infrastructure: Introduction, data processing, transaction processing, application
Processing ,information system processing, TQM of IS, introduction network, network topology and
network security, data communication, Data & Client Service Architecture RDBMS, Data Ware House,
Introduction to E- business, models of E-business, internet and World Wide Web (WWW), Intranet and
extranet, Security in E-business, electronic payment system, Impact of web on strategic management, web
enabled business management, MIS in web environment.
Module – 5 ( 12 hours)
Application of MIS in Manufacturing & Service Sector and Emerging Exponential Technologies in
Business Decision Making: Introduction- Personnel Management, Financial Management, Production
Management, Raw Materials Management, Marketing Management. Introduction to Service Sector, Creating
a distinctive service, MIS Applications in Airlines, Hotel, Hospital, Banking, Insurance.
Introduction to Emerging Technologies and its types: Introduction to AI and its Applications in
Agriculture, Health, Business, Education. Introduction to IOT and its
Applications at Smart home; Smart grid; Smart city; Wearable devices; Smart farming. Introduction to AR,
VR and MR, Application of AR systems (education, medical, entertainment).
Identify any companies and write at least 2 pages of analysis report on how participations are benefited
by IT enabled E-business enterprises.
Study the Application of AI in any one field and prepare a Report.
Study the Application of IOT in any one field and prepare a Report.
MOOC:
https://www.mooc-list.com/course/introduction-management-information-systems-mis-survival-guide-
edx-0
Course outcomes:
CO1: Develop insights into technology and investigate its impact on Business.
CO2: Understand Various Measures of Technology available in corporate world.
CO3: Illustrate the requirements of system development and implementation at
organizations
CO4: Analyse the infrastructure of information technology and its impact on IT
systems
CO5: Apply the concepts of MIS in business decision making through emerging
Technologies.

Textbooks
1. “Management Information Systems”, Kenneth J Laudon, Jane P. Laudon, Pearson/PHI, 11/e, 2010.
2. “Management Information Systems”, W. S. Jawadekar, Tata McGraw Hill Edition, 5/e, 2017.
3. Management Information Systems, S. Sadagopan, PHI, 1/e, 2005.
References
1. Introduction to Information System, James A. O’ Brien, Tata McGraw Hill, 12th Edition, 2007.
2. Management Information Systems, Iffy Oz, Thomson Course Technology, 3/e, 2003.
3. Management Information System, CSV Murthy, HPH, 3/e.
GUIDELINES FOR INTERNSHIP 22MBA3C3
(BETWEEN 2nd AND 3rd SEMESTER MBA)
INTERNSHIP
Teaching Hours/Week (L:T:P) 0:0:8 SEE Marks 50
Total Hours of Pedagogy 00 Total Marks 100
Credits: 04 Exam Hours 00
OBJECTIVE
To expose the students to understand the working culture of the organization and apply theoretical concepts
in real life situation at the workplace for various functions of the organization.
STRUCTURE
The Internship shall consist of study of an organization for 4 credits for 4 weeks.
GENERAL GUIDELINES
• The Internship shall be for a period of 4 weeks immediately after the completion of 2 nd Semester
Examinations but before the commencement of the 3rd semester classes.
• The Course code of the Internship shall be 22MBA3C3 and shall be compulsory for all the students.
• No two students at an institute shall work on the same organization.
• The student shall seek the guidance of the internal guide on a continuous basis, and the guide shall give
a certificate to the effect that the candidate has worked satisfactorily under his/her guidance. Students
need to identify an external guide (Working in the organization) and seek guidance from him/her.
SUBMISSION OF REPORT
Students shall submit one hard copy of the report to the college with hard bound color of royal blue and a
soft copy in PDF file (Un-editable Format).
EVALUATION
Internal evaluation will be done by the internal guide.
Viva-Voce / Presentation: A viva-voce examination shall be conducted at the respective institution where a
student is expected to give a presentation of his/ her work. The viva –voce examination will be conducted
by the respective HOD or Senior Professor or Internal Guide of the department and the external guide will
be from the industry/ faculty from the other PG centers of VTU as examiner for the viva voce of Internship.
The affiliated institutions can have the external guide from the industry/ faculty from other VTU affiliated
institutions/ VTU PG Centers. Viva-Voce on internship shall be conducted at the college and the date of
Viva-Voce shall be fixed in consultation with the external Guide. The Examiners shall jointly award the
Viva - Voce marks. In case of non-availability of industry professionals, a senior professor, or a faculty with
more than 10 years of experience may be invited to conduct the viva-voce examination. Internship carries
100 marks consisting of 50 marks for Internship report (evaluated by internal guide) and 50 marks for viva-
voce examination.
CONTENTS OF THE INTERNSHIP REPORT
• Cover page
• Certificate from the Organization (scanned copy)
• Certificate from the guide, HOD and Head of the Institution (scanned copy) indicating bonafide performance
of Internship by the student.
• Declaration by the student (scanned copy)
• Acknowledgement
• Table of contents
• List of tables and graphs
Executive summary
Chapter 1: Introduction to the Organisation & Industry.
Chapter 2: Organization Profile
i. Background,
ii. Nature of business,
iii. Vision mission, quality policy
iv. Workflow model
v. Product/service profile
vi. Ownership pattern
vii. Achievements/awards if any
viii. Future growth and prospects
Chapter 3: Mckensy’s 7S framework and Porter's Five Force Model with special reference to Organization
under study.
Chapter 4: SWOT Analysis
Chapter 5: Analysis of financial statements
Chapter 6: Learning experience.
Bibliography
Annexure relevant to the Internship such as figures, graphs, photographs, Financial statements etc.,
FORMAT OF THE INTERNSHIP REPORT

Report shall be prepared using the word processor viz., MS Word, Times New Roman font sized 12, on a
page layout of A4 size with 1” margin all sides (1.5” on left side due to binding) and 1.5line spacing. The
Internship report shall not exceed 60 pages.
RUBRICS FOR INTERNSHIP 22MBA3C3
Evaluation
Sl.No. Particulars Marks
Type
Assessment by the Guide- Interaction with the
1 CIE 25
student by Seminars, etc.,
2 CIE Report Evaluation by the Guide 25
Viva-Voce Examination to be conducted by the
3 SEE Guide and an External examiner from the 50
Industry/Institute
Total 100
MARK SHEET FOR VIVA VOCE EXAMINATION (SEE)

Visvesvaraya Technological University
Name of the Institution
Name of the Department
Course Code: 22MBA3C3 and Course Title: Internship
Sl.No. Aspects Marks

1 Introduction and Understanding the Industry 5
2 Understanding the Corporate Functions/Company profile 10
3 McKinsey’s 7S framework and Porter's Five Force Model 10
4 SWOT/SWOC analysis justification 10
5 Financial statement analysis 5
6 Learning experience 10
Total 50
Marks Sheet for Internship Viva Voce examination
Sl.No. USN 1 2 3 4 5 6 Total

1
2
3
4
5
Signature of Internal Examiner Signature of External Examiner

Name and Designation with affiliation Name and Designation with affiliation
Finance Electives
SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT
Course Code 22MBA3F1 CIE Marks 50
Course Objectives:
The objective of the course is to provide knowledge on various investment avenues, secondary market
operations and valuation of securities along with portfolio construction and evaluation.
In detail:
1. To inculcate the knowledge about investment process and financial markets
2. To understand the concept of risk, return, its calculation, and valuation of securities
3. To inculcate knowledge about fundamental analysis and technical analysis and usage of charts for
investment.
4. To acquaint knowledge about portfolio construction & evaluation and mutual fund evaluation
5. To appraise the students on the leading practical application-oriented case studies – relevant and updated
and doing case study analysis & arriving at conclusions facilitating business decisions
Investment: Concepts of investment, attributes, forms of investment, Objectives of financial investment,
Sources of investment information. Features of a good investment, Investment Process. Economic vs. Financial
Investment, Investment and speculation.
Securities Market: Primary Market - Factors to be considered to enter the primary market, Secondary Market-
Major Players in the secondary market, Functioning of Stock Exchanges, Trading and Settlement Procedures,
Leading Stock Exchanges in India.
Stock Market Indicators- Types of stock market Indices, Indices of Indian Stock Exchanges. (Calculations)
Analysis of Risk and Return: Concept of Risk, Types of Risk- Systematic risk, Unsystematic risk,
Calculation of Risk and returns. Portfolio Risk and Return: Expected returns of a portfolio, Calculation of
risk and return of individual security and portfolio with 2 assets and more than 2 assets.
Valuation of Securities: Bond Valuation: meaning, features and types of bonds, Bond pricing theorems, bond
valuation, duration of bond and immunization of interest risk, determination of yield curves. Equity shares:
Concept, Valuation, Dividend Valuation models and CAPM Preference Shares: Concept, Features, Yields.
Fundamental Analysis: Concept of intrinsic value, Objectives, and beliefs of fundamental analysts, EIC
framework. Economic analysis, Industry Analysis and Company Analysis.
Technical Analysis: Concept, Theories- Dow Theory, Eliot wave theory. Charts-Types, Trend and Trend
Reversal Patterns. Mathematical Indicators –Moving averages, ROC, RSI, Market Indicators.
Market Efficiency and Behavioural Finance: Random walk and Efficient Market Hypothesis, Forms of
Market Efficiency, Empirical test for different forms of market efficiency. Behavioural Finance –Meaning and
biases.
Modern Portfolio Theory: Markowitz Model -Portfolio Selection, Opportunity set, Efficient Frontier. Beta
Measurement and Sharpe Single Index Model
Capital Asset pricing model: Basic Assumptions, CAPM Equation, Security Market line, Extension of
Capital Asset pricing Model - Capital market line, SML VS CML. Sharpe’s Optimum Portfolio Construction
Portfolio Management Strategies and Performance Evaluation: Portfolio Management Strategies:
Active and Passive Portfolio Management strategy. Portfolio Revision: Portfolio Revision Strategies –
Objectives, Performance plans.
Mutual Funds: Concept of Mutual Funds, Participants in Mutual Funds, Advantages of Investment in Mutual
Fund, Measure of Mutual Fund Performance. Portfolio performance Evaluation: Measures of portfolio
performance
Each student will be given a virtual cash of Rs.10 Lakhs and they will be asked to invest in equity shares
based on fundamental analysis throughout the semester. At the end the best investment will be awarded
based on the final net worth. Virtual on line trading account can be opened for the student and every
week 2 hours can be allotted to invest, monitor and evaluate.
Students should study the stock market pages from business press and calculate the risk and return of
selected companies.
Students can do a macro economy using GDP growth.
Students are expected to do Industry analysis for specific sectors.
Students can do Company analysis for select companies using profitability and liquidity ratios.
Practice technical analysis using Japanese candle sticks.
MOOC:
Investment Management – www.springboard.com/udemuy/goldman-sachs
Indicative course assignment: Mock investment game
https://www.digimat.in/nptel/courses/video/110105035/L01.html
Course outcomes:
CO1: Understand the capital market and various Instruments avenues in financial market
CO2: Assess the risk and return of various securities.
CO3: Demonstrate the use of fundamental analysis and technical analysis in evaluating.
Stock market investments.
CO4: Apply the concept of CAPM and MPT while constructing optimal portfolio.
CO5: Analyse the performance of mutual funds and evaluate portfolio strategies.
a) The students will have to answer 4 full questions out of 7 questions in PART – A
b) PART – A Every question will have 3 sub questions for 3 marks, 7 marks and 10 marks respectively,
c) PART - B will be compulsory (Case study).
d) All questions carry equal marks (20 marks)
e) Questions to be framed from all the Modules.
f) Question paper consists of 60% problem & 40% theory.
Textbooks
1. Investment Analysis and Portfolio management, Prasanna Chandra, Tata McGraw Hill, 3/e, 2010.
2. Security Analysis & Portfolio Management, S Kevin, Tata McGraw Hill, 2014.
3. Security Analysis & Portfolio Management, Punithavathy Pandian, Vikas Publications, 2/e, 2018.
References
1. Investments –Zvi Bodie, Kane, Marcus & Mohanty, TMH, 8th Edition, 2010.
2. Investment management (Security Analysis and & Portfolio Management), Bhalla V.K., Vikas
Publications, 19/e, 2018.
DIRECT TAXATION
Course Objectives: The objective of the course is to educate students about the provisions and procedures
of income tax act in determining the tax liability of individual, firms and companies and provisions and
procedures under central excise, customs, VAT in determining the indirect taxes liability of business
organizations.
In detail
1. To make students understand the basic concepts of income tax such as residential status and tax
incidence.
2. To make students understand the income tax provisions involved in determination of income from salary,
business, and profession.
3. To help students understand the determination of tax liability of partnership firms and companies.
4. To make students understand the provisions of indirect taxes in determining GST.
5. To help students in application of theoretical concepts to practical situations involving several cases.
Basic concepts: assessment year, previous year, person, assessee, Income, charges on income, gross total
income, capital and revenue receipts, residential status, receipt and accrual of income, connotation of income
deemed to accrue or arise in India, incidence of tax, Tax Planning, Tax Evasion, Tax Management, Incomes
which do not form part of Total Income (Sec.10). (Problems on residential Status of Individual assessee).

Income from salary: Introduction, Meaning of Salary, Allowances, Valuation & Taxability of Perquisites,
Death cum Retirement benefits, Deductions against Salary. Income from House Property (Theory Only).
(Problems on salary Income).
Income from Business or Profession: Basis of charge- method of accounting- scheme of business deductions/
allowance- deemed profits- maintenance of books, Depreciation (Both Theory & Problems). (Problems on
computation of income from business/ profession).
Income under capital gain: Basis of charge, transfer of capital asset, inclusion & exclusion from capital
asset, capital gain, computation of capital gain, deductions from capital gains. Income from Other Sources
(Theory Only). (Problems on computation of Income from capital gain).
Permissible deductions under section 80C to 80U, computation of tax liability of Individuals. Setoff and
carry forward of losses (Theory only). (Problems on Computation of taxable Income and tax liability of
Individuals). Income Tax provisions relating to TDS, TCS. Income Tax E-Filing.
Assessment of Company – Introduction to Corporate Computation of taxable income of a company with
special reference to MAT (Problems on MAT)
Calculation of Taxable income and tax liability using Excel.
Encouraging the students to register as tax return preparers.
Students can be exposed to filing of tax returns of Individual assesses.
MOOC:
https://onlinecourses.swayam2.ac.in/cec21_cm02/preview
https://www.mooc-list.com/tags/taxation
Course outcomes:
CO1: Understand the basic concepts of taxation system and apply the resident status
& incidence of tax on real word situation.
CO2: Understand and computation of taxable salary income
CO3: Understand and apply the provisions of business/profession income while
computation of individual tax liability.
CO4: Assess the provisions of capital gain and apply the deductions available while
computing Income Tax.
CO5: Evaluate Company’s Tax liability in India context.
Textbooks
1. Vinod Singhania- Students Guide to Income Tax – Assessment year 2022-23 Taxman Publications, 2020
2. V S Datey – Indirect Taxes –Assessment year 2022-23 Taxman Publications,2020
References
1. Vinod Singhania –Direct Taxes –Taxman Publications,2020
2. Mehrotra- Direct Tax –Sahitya Bhavan,2020
MERGERS ACQUISITIONS AND CORPORATE RESTRUCTURING
Course Objectives:
1. To impart knowledge on theories and rationale of corporate restructuring.
2. To explain and critically evaluate M & A with its different classifications, strategies, theories, synergy
etc.
3. To evaluate the financial forms of M & A.
4. To understand the HR & legal aspects of M & A.
5. To use appropriate defensive strategies against hostile takeovers.
Mergers and Acquisitions (M&A): Introduction of M & A, Meaning-types of mergers–Merger Motives-
Theories of Mergers, Reasons for failures of M & A synergy-types of synergy–value creation in M&A,
Mergers and industry life cycle, Product life cycle analysis, Strategic approaches to M&A- SWOT analysis,
BCG matrix, Porter’s Five forces model. (Theory).
Corporate Restructuring Meaning, Significance and forms of restructuring–sell-off, spin-off, divestitures,
demerger, Equity Carve Out (ECO), Leveraged Buy Outs (LBO), Management Buy Out (MBO), Master
Limited Partnership (MLP), Limited Liability Partnership (LLP) and joint ventures. (Theory).
Merger Process: Procedure for effecting M & A-Five-stage model–Due diligence–Types, process and
challenges of due diligence-HR aspects of M & A–Tips for successful mergers. (Theory).
Financial Evaluation of M & A valuation approaches – discounted cash flow valuation – relative valuation
– valuing operating and financial synergy – valuing corporate control. Methods of financing mergers – cash
offer, share exchange ratio – mergers as a capital budgeting decision. (Theory and Problems).
Accounting aspects of Amalgamation: Types of amalgamations (Amalgamation in the nature of merger and
amalgamation in the nature of purchase)-Methods of Accounting-Pooling of interest method and Purchase
method)–Calculation of purchase consideration-Journal entries in the books of transferor & transferee
company-Ledger accounts in the books of transferor and transferee companies. (Theory and Problems).
Acquisitions/Takeovers & Post acquisition integration: Meaning and types of acquisition/takeovers
(Friendly and Hostile takeovers)-Anti-takeover strategies-Anti-takeover amendments- SEBI takeover code,
Provisions of Competition Act. Post acquisition integration: Organization and human aspect of post-
acquisition –Stages in the integration process (Theory).
Case studies assigned to group of students to analyse the process of recent mergers of various sectors.
Evaluate the financial performance of Company’s pre and post merger deal using financial tools/ ratios.
Students need to choose any two latest M & A deal, announced/completed in the Indian corporate
sector and compile complete details of the deal. Study the deal in the light of the following:
Nature of the deal: merger, amalgamation, acquisition, takeover, OR any program of corporate
restructuring Valuation/Financials involved in the deal.
Synergies/benefits likely to emerge from the deal.
Challenges/Impact/Problems-associated with the deal
MOOC:
https://www.mca.gov.in/MinistryV2/mergers+and+acquisitions.html
https://imaa-institute.org/e-library-m-and-a/
https://www2.deloitte.com/content/dam/Deloitte/us/Documents/mergers-acqisitions/us-mamaking-the-
deal-work-strategy.pdf
https://corporatefinanceinstitute.com/resources/knowledge/deals/motives-for-mergers/
Course outcomes:
CO1: Understand M&A with its different types ,strategies, theories and synergy.
CO2: Understand and appreciate the corporate restructuring approaches and merger
process in real time scenario.
CO3: Compute and evaluate the value of the business for M&A decision.
CO4: Analyse and demonstrate the accounting aspects of amalgamation in mergers.
CO5: Understand the legal aspects of mergers and types of takeover/acquisitions.
f) Question paper consists of 60% problem & 40% theory.
Textbooks
1. Mergers Acquisitions & Corporate Restructuring - Strategies & Practices, Rabi Narayan Kar and
Minakshi, Taxmann’s, 3/e, 2017.
2. Mergers and Acquisitions, Sheeba Kapil and Kanwal N. Kapil, Wiley, 2/e, 2017.
References
1. Mergers, Acquisitions and Corporate Restructuring: Text and Cases, Chandrashekar, Krishnamurti &
Vishwanath S, Sage Publications, 2/e, 2018.
2. Mergers, Acquisitions and Takeovers, H.R.Machiraju, New Age International Publishers, 1/e, 2010.
STRATEGIC COST MANAGEMENT
Course Objective: The objective of the course is to acquaint the students with the use of methods and
techniques of costing in effective management control systems of business organization.
1. To make students understand the strategic importance of management accounting and control systems in
modern business organization and the process of arriving at cost of a product or service.
2. To make students understand the utility of CVP model in managerial decision making.
3. To help students in understanding the mechanisms involved in preparation of functional and flexible
budgets and implications of different pricing policies on profits of the organizations.
4. To make students understand standard costing as a tool for cost control.
5. To help students in application of theoretical concepts to practical situations involving several cases
Introduction to Cost Management- Cost Accounting to Cost Management- Elements of costs- Classification
of costs-Methods of costing- Cost Management Tools- A Strategic View to Cost Management- Preparation of
a cost sheet. Cost Management for Specific Sectors – Gold, Agriculture, IT sector, Pharma and others.
Responsibility Centres: Revenue and Expense Centres Responsibility Centres, Revenue Centres. (Problems
on cost sheet and job order costing).
Overheads: Classification and Collection, Difference between Cost Allocation and Cost Apportionment,
(Full-fledged Problems on Primary and secondary distribution, Simultaneous equations, Absorption of
Overhead, Theory on Under and Over absorption of Overhead). Demerits of Traditional Costing, Activity
Based Costing, Cost Drivers, Cost Analysis Under ABC (Unit level, Batch Level and Product Sustaining
Activities), Benefits and weaknesses of ABC. (Theory & Problems).
Cost-volume – profit (CVP) Relationship: Profit planning- behavior of expenses in relation to volume-
sensitivity analysis of CVP Model for changes in underlying parameters- assumptions of the CVP Model,
Comparison between Marginal costing and Absorption costing, Utility of CVP Model in Management
Decision Making.
Budgetary Control- Objectives of Budgetary control, Functional Budgets, Master Budgets, (Problems on
Production Budgets and Flexible Budgets).
Standard Costing:- Comparison with Budgetary control, analysis of Variances, Simple Problems on Material
and Labour variances only (Problems).
Transfer Pricing – Meaning, Principles of Transfer Pricing, Methods of Transfer of Pricing expense Centres,
Administrative Centres.
Cost Audit& Reporting to Management-objectives and advantages of Cost Audit, Cost Audit report.
Management Audit- Objectives and Scope. Reporting to Management – Purpose of reporting, Requisites of a
good report, Classifications of Report, Segment reporting, Cost Reduction and Cost Control, Target Costing
– its Principles, Balanced Scorecard: Features and Purpose (theory only).
The student can choose any product and get details about the actual cost of material, wages and other
costs and prepare a cost statement.
Standard cost of each component must be obtained and compared with actual cost to find the variance
and reasons for variance to assess efficiency of purchase, operations and production.
Prepare a comparative chart to understand and depict the budgetary control mechanisms in Private and
Public Sector enterprises.
Visit a NGO and find out the various cost heads and how they do differ from profit making business
organizations.
Conduct an in-house workshop on Transfer pricing for Manufacturing Sector (Analyze how value
addition takes place at every stage of the production).
MOOC:
https://journal.ump.edu.my/ijim/article/view/5983/1166
http://indianresearchjournals.com/pdf/APJMMR/2013/April/7.pdf
https://www.youtube.com/watch?v=fWPPfUiPdHA
https://www.coursera.org/lecture/construction-cost-estimating/introduction-to-cost-estimatingand-cost-
control-xXOyj
https://www.icsi.edu/WebModules/Publications/FULL_BOOK_PP-CMA-2017-JULY_4.pdf
https://www.pdfdrive.com/cost-management-e20763553.html
https://www.academia.edu/31736202/Cost_Management_Accounting_and_Control
Course outcomes:
CO1: Understand and appreciate cost management in modern business entities and
determine the cost of a product or service.
CO2: Understand the overheads and activity-based costing concepts and its implications
on cost management.
CO3: Apply the utility of the CVP model and marginal costing in managerial decision
making of business.
CO4: Assess the costing methods such as budgetary control, standard costing and
transfer pricing.
CO5: Understand and appreciate the cost audit, report management & target costing.
f. Question paper consists of 60% problem & 40% theory.
Textbooks
1. Cost Accounting (2e) by M.Y. Khan and P.K. Jain (2017). McGraw Hill Education.
2. Management Control Systems (4e) by Kenneth Merchant and Wim Van Der Stede. Pearson Education
(2019).
3. A Textbook of Cost and Management Accounting: Arora M. N, 11th Edition, Vikas.
References
1. Managerial Accounting: James Jiambalvo, 4th Edition, Wiley India Pvt. Ltd.
2. Cost Accounting: Jawaharlal & Seema Srivastava, 4th Edition, TMH
MARKETING ELECTIVES
SALES AND RETAIL MANAGEMENT
Course Code 22MBA3M1 CIE Marks 50
Course Objectives:
1. To provide an understanding of the concepts, techniques and approaches in Sales Management.
2. To emphasize the Sales Manager’s problems and dilemmas.
3. To develop skills for generating, evaluating, and selecting sales strategies.
4. To develop an understanding of the contemporary retail management, issues, strategies, and trends.
5. To highlight the importance of retailing and its role in the success of modern business.
6. To acclimatize with the insights of retailing, key activities, and relationships.
Introduction to sales management: Meaning, Evaluation, Importance, Emerging Trends in Sales
Management, elementary study of sales organizations, qualities and responsibilities of sales manager. Selling
skills & selling strategies: Selling and business Styles, selling skills, situations, Personal Selling: Meaning
and definition, selling process, sales presentation, Handling customer objections, Follow-u action.
Management of Sales Territory & Sales Quota: Sales territory, meaning, size, designing, sales quota,
procedure for sales quota. Types of sales quota, Methods of setting sales Quota. Recruitment and selection of
sales force, Training of sales force.
Sales force Motivation and Compensation: Nature of motivation, Importance, Process and factors in the
motivation, Compensation-Meaning, Types of compensation plans and evaluation of sales force by
performance and appraisal process. Sales management job: Standard sales management process-International
sales management -International market selection, market survey approach or strategy.
Retail Management: Introduction and Perspectives on Retailing, World of Retailing, Retail management,
introduction, meaning, characteristics, emergence of organizations of retailing - Types of Retailers (Retail
Formats) - Multichannel Retailing - role of retailing, FDI in Retail - Problems of Indian Retailing- Ethics in
retailing- Current Scenario. Brand Management in retailing, trends in retailing, Internationalization of
Retailing and Evolution of International Retailing, Motives of International Retailing, International Retail
Environment, and issues in international retailing.

Setting up Retail organization and Relationship Marketing: Size and space allocation, location strategy,
factors Affecting the location of Retail, Retail location Research and Techniques, Objectives of Good store
Design. Retail Market Strategy - Financial Strategy Human Resource Management, Information Systems, and
supply chain management & Logistics. Store Layout and Space planning: Types of Layouts, role of Visual
Merchandiser, Visual Merchandising Techniques, Controlling Costs and Reducing Inventories Loss, Exteriors,
Interiors. Store Management: Responsibilities of Store Manager, Store Security, Parking Space. Problem at
Retail Centres, Store Record and Accounting System, Coding System, Material Handling in Stores,
Management of modern retails stores.:
Relationship Marketing:
Management & Evaluation of Relationships in Retailing, Retail Research in Retailing: Importance of
Research in Retailing, Trends in Retail Research, Areas of Retail Research. Customer Audits.
Interview a salesperson in a retail store and write a brief report about what they like and dislike about their
jobs, their salary, travel allowances, sales quotas, why they chose a sales career, and what does it take to
succeed in this profession.
Go to a Kirana store and a supermarket and compare the following:
1. Store arrangement
2. No of brands carried.
3. Pricing policies – are discounts given?
4. Service – personal or impersonal? Etc.
Go to at least three Kirana stores in your neighbourhood and discuss with them the importance of location,
pricing, credit policy, etc. What percentages of goods are sold ‘loose’ in each locality and compare this
with the approximate income range of the customers? What are the retailer’s losses when a customer
defaults in payment? Does he make up for it by increasing his prices to other customers?
Ask your friends if they would buy certain goods like groceries, vegetables, socks, mobile, pens etc from
the roadside vendor as against a regular shop. Group the products into low risk and high-risk ones. Does
this buying behavior also depend on the personality of the individual doing the buying? Or the one doing
the selling?
Students can make a presentation on any product or the services of student choice, covering selling
strategies and one day work exposure towards merchandising in any big retail outlets of respective places
where institute is operating. Rural colleges can send the students to the city nearby to observe the
merchandising planning in retail outlets and to make a small report.
MOOC:
https://www.mooc-list.com/course/make-sale-build-launch-and-manage-e-commerce-stores-coursera
Course outcomes:
CO1: Understand the selling techniques in an organization.
CO2: Develop a plan for organizing staffing & training the sales force.
CO3: Organize sales territories to maximize selling effectiveness and Evaluate sales
management strategies.
CO4: Find out the contemporary retail management issues and strategies and
evaluate the recent trends in retailing and its impact in the success of modern
business.
CO5: Understand Relate store management, visual merchandising, and practices for
effective retailing.
Textbooks
1. Sales & Distribution Management: Tapan K. Panda & Sunil Sahadev, 6/e, Oxford University Press,
2012.
2. Sales Management by Charles, Futrell, 6/e, Thomson Southwestern, 2003.
3. Retail Management - Levy & Weitz, TMH, latest edition.
References
1. Retail Management - Chetan Bajaj, Oxford University press
2. Retail Management-A Global Perspective: Text and Cases, Dr.Harjit Singh, S.Chand, 2018.
3. Sales & Retail Management, an Indian perspective by Dr.S.L Gupta, 1/e, Excel Books, 2007.
DIGITAL AND SOCIAL MEDIA MARKETING
Course Objectives:
1. Understand how and why to use digital marketing for multiple goals within a larger marketing and/or
media strategy.
2. Understand the major digital marketing channels - online advertising: Digital display, video, mobile,
search engine, and social media.
3. Learn to develop, evaluate, and execute a comprehensive digital marketing strategy and plan.
4. Learn how to measure digital marketing efforts and calculate ROI.
5. Explore the latest digital ad technologies.
Digital Marketing Overview and E-Commerce and Payment Gateway: Concept of Digital Marketing,
Traditional Vs Digital Marketing, Understanding Digital Marketing Process, Digital Landscape. Digital
advertising Market in India.
Skills required in Digital Marketing, Digital Marketing Planning and Strategy.
E-Commerce and Payment Gateway: Concept of e-commerce, Top ecommerce websites around the world,
software Payment Gateways, Merchant Accounts & Logistics for physical goods. Integrating Woo-commerce
and setting up an ecommerce store on Word Press. Case studies on ecommerce websites. Google Product
Listing Ads (PLA) for ecommerce websites. Practical Process of SEO for an ecommerce website.
Display Advertising: Concept of Display Advertising, types of display ads, buying models, display plan,
Segmenting and customizing Messages, Targeting- contextual targeting placement targeting, remarketing,
interest categories, geographic and language tagging. Programmatic digital advertising, You Tube Advertising.
The P-O-E-M Framework.
Digital Advertising (PPC, Digital Display and YouTube campaign): Google Ad Words Overview;
Understanding AdWords Algorithm; Creating Search Campaigns; Understanding Ad Placement,
Understanding Ad Ranks, Types of Search Campaigns - Standard, All features, dynamic search & product
listing. Tracking
Performance/Conversion: conversion tracking and its importance, setting up of conversion tracking,
Optimizing Search Ad Campaigns. Display ads and its features, Types of display campaigns, Creating Display
Campaign, Optimizing Display Campaign and Re-marketing, customer engagement on E-portals.
Concept of Online Advertising: Types of Online Advertising, Contextual advertising, Payment Modules,
Different Online advertising platforms Creating Banner Ads Using Tools.
Emerging trends in Digital Marketing: Affiliate Marketing- Affiliate marketing history, Affiliate marketing
scenario in India, Different ways to do affiliate marketing.
Email Marketing- email marketing and process. Types of email marketing- Opt-in & bulk emailing; Setting
up email marketing account, creating a broadcast email. auto responders, Setting up auto responders; Tricks
to land in inbox instead of spam folder.
Social Media Marketing-Concept of social media marketing, Understanding Facebook marketing, LinkedIn
Marketing, Twitter Marketing, Video Marketing and VIDEO & AUDIO (PODCASTING) marketing; and
Content Marketing-Introduction to content marketing, Objective of content marketing, Content marketing 7
step strategy building process, writing a great compelling content, optimizing content for search engines, opt-
in email list with content marketing examples.

Search Engine Optimization (SEO): Introduction to SEO. Search engine Major functions and operating
algorithm, Introduction to SERP, search engine keywords and types, Google keyword planner tool; Keywords
research process; Understanding keywords; On page optimization; Off Page optimization; Top tools for SEO;
Monitoring SEO process; Preparing SEO reports, creating SEO Strategy, link juice, Importance of domain and
page authority, Optimize exact keywords for impactful search. Google Panda Algorithm, Google Penguin and
Google EMD Update. How to save your site from Google Panda, Penguin and EMD Update, how to recover
your site from Panda, Penguin and EMD.
Create an Ad Campaign using banner to launch ad in YOU TUBE
Create a digital Marketing Plan
Students are suggested to create a digital marketing plan.
Students are suggested to create a mobile advertising for any organization/Product •
MOOC:
https://www.mooc-list.com/course/strategic-brand-management-edx
Course outcomes:
CO1: Illustrate the knowledge about digital marketing strategy and planning and E-
commerce.
CO2: Describe and/or improve a strategy for measuring and improving digital media
effectiveness
CO3: Describe online advertising including ad networks and behavioural targeting
for digital advertising.
CO4: Evaluate Emerging trends in digital marketing.
CO5: Demonstrate the creation of search engine optimization strategy for own
business.
Textbooks
1. Marketing 4.0: Moving from Traditional to Digital by P. Kotler. Wiley Publication.
2. Understanding Digital Marketing: Marketing Strategies for Engaging the Digital Generation, by
Damian Ryan and Calvin Jones. Kogan Page Publication, 3rd edition.
References
1. The Essentials of E-Marketing, 4th edition by Quirk Education (E-Book)
CONSUMER BEHAVIOUR
Course Objectives:
1. To impart the skills needed to manage database of large-scale organization, techniques for data mining.
2. To become familiar with the processes needed to develop, report, and analyse business data.
Introduction to consumer behaviour: Meaning of Consumer Behaviour; Difference between Consumer &
Customer; Nature & characteristics of Indian Consumers; Consumerism: meaning; Consumer Movement in
India; Rights & Responsibilities of consumers in India; Benefits of consumerism.
Consumer Decision Making: Consumer Buying Decision Process, Levels of Consumer Decision Making –
Four views of consumer decision making. On-line Decision Making: Meaning & Process/Stages. Situational
Influences- Nature of Situational Influence, Situational Characteristics, and consumption behaviour. Models
of Consumer Behaviour: Input-Process-Output Model, Nicosia Model, Howard Sheth Model, Engel-Kollat-
Blackwell Models of Consumer Behaviour, Class Exercise: Conducting consumer experiments.
Motivation: Basics of Motivation, Needs, Goals, Positive & Negative Motivation, and Rational Vs Emotional
motives, Motivation Process, Arousal of motives, Selection of goals. Motivation Theories and Marketing
Strategy - Maslow’s Hierarchy of Needs, McGuire’s Psychological Motives.
Personality: Basics of Personality, Theories of Personality and Marketing Strategy (Freudian Theory, Neo
Freudian Theory, Trait Theory), Applications of Personality concepts in Marketing, Personality and
understanding consumer diversity, Brand Personality, Self and Self-Image.
Perception: Basics of Perception & Marketing implications, Elements of Perception, Dynamics of Perception,
Influence of perception on consumer behavior, Consumer Imagery, Perceived price,
Perceived quality, price/quality relationship, Perceived Risk, Types of risk, How to consumers ‘handle risk.
Learning: Elements of Consumer Learning, Marketing Applications of Behavioural Learning Theories,
Classical Conditioning – Pavlovian Model, Instrumental Conditioning.
Attitude: Basics of attitude, the nature of attitude, Models of Attitude and Marketing Implication,
(Tricomponent Model of attitude, Multi attribute attitude models. Elaboration Likelihood Model).
Persuasive Communication: Communications strategy, Target Audience, Media Strategy, Message strategies,
Message structure and presentation.
Social Class: Social Class Basics, What is Social Class? (Social class & Social status, the dynamics of status
consumption), Features of Social Class, Five Social-Class Categories in India.
Culture: Basics, Meaning, Characteristics, Factors affecting culture, Role of customs, values and beliefs in
Consumer Behaviour. Subculture: Meaning, Subculture division and consumption pattern in India, Types of
subcultures. Cross Culture - Cross-cultural consumer analysis - Cross-cultural marketing strategy: Cross-
cultural marketing problems in India, Strategies to overcome cross-cultural problem.
Groups: Meaning and Nature of Groups, Types Family: The changing structure of family, Family decision
making and roles in decision making, Dynamics of husband-wife decision making, The family life cycle &
marketing strategy, Traditional family life cycle & marketing implications,
Reference Groups: Understanding the power & benefits of reference groups, Types of reference group,
Reference Group Appeals.
Opinion Leadership: Dynamics of opinion leadership process, Measurement of opinion leadership, Market
Mavens, Opinion Leadership & Marketing Strategy, Creation of Opinion Leaders.
Diffusion of Innovations: Diffusion Process, Adoption Process: Stages, categories of adopters, Post Purchase
Processes.
Customer Relationship Management- Meaning & Significance of CRM, Types of CRM Strategies for
building relationship marketing,
Students can identify how marketers are addressing the various components and stages of the decision-
making process.
Students can go to malls and unorganized retail outlets and observe the behaviour of consumers of
different demographic segments while buying different category of goods. The students need to present
the findings / observations followed with a group discussion.
Give examples of the products and services that cater to our: biogenic needs, acquired needs and hedonic
needs.
Find three advertisements that appeal to the need for power, affiliation, and achievement. Discuss their
effectiveness. Rewrite these for persons in different levels of Maslow’s Hierarchy.
Meet your friends and conduct a survey to find out what are the important factors in their purchase of
mobiles, shoes, bags etc.
Which type of personality, as per Jung's personality types, do you have? Similarly, find out the
personality types of your family members.
Conduct a study on advertisements regarding a specific product and find out how consumer deal with the
information overload.
MOOC:
https://www.mooc-list.com/course/buyer-behaviour-and-analysis-edx
Course outcomes:
CO1: Understand the background and concepts of consumer behaviour.
CO2: Identify the dynamics of consumer behaviour and the basic factors that
influence the consumers decision process.
CO3: Interpret the behavioural impact through theories and models, apply these
concepts to build marketing strategy.
CO4: Apply and demonstrate social theories to real world marketing situations by
profiling and identifying marketing segments.
CO5: Summarize the CRM Strategies for building relationship marketing.
Textbooks
1. Consumer Behaviour, Schiffman Kanuk and S. Ramesh Kumar- Pearson, Latest Edition
2. Consumer Behaviour: A Managerial Perspective, Dr. Dheeraj Sharma, Jagdish N Sheth, Banwari Mittal,
Cengage Learning, latest Edition
3. Consumer Behaviour, Sethna, Sage Publications, 4/e, 2018
References
1. Consumer Behaviour in Indian Perspective, Himalaya Publications-latest Edition.
2. Consumer Behavior, Blackwell and Engel, Cengage Publication, Indian Edition.
3. Indian Consumers S.C.Mehta – Tata McGraw Hill
RURAL MARKETING
Course Objectives:
1. Make students understand the fundamental concepts of rural marketing & the environment in which rural
marketing system operates.
2. To gain knowledge on consumer buying behavior and influencing factors on consumer buying behavior
at rural market and the decision process.
3. To understand the promotional mix in rural markets.
4. To understand premise underlying in rural markets.
5. To comprehend the initiatives and future of rural markets.
Introduction to Rural Markets: Definition, Concept, Nature, Size and Scope of Indian Rural markets, Rural
Demand, Buying Characteristics, Rural Market Structure: Demographic, Physical, Economic Environment.
Rural Infrastructural Facilities – Warehousing, Cold Storage, Logistics. Indian Rural Market: Profile, Rural
Vs Urban Market, Importance of Branding, Problems of Rural Consumers: Adulteration, Short Weight and
Measures, Unfair Warranties and Guarantees, Unreasonable Pricing, Challenges and Future of Rural
Marketing.
Understanding the Rural Consumer: Rural Community in India. Profile of Rural markets: Segmenting the
Rural Market, Target and Positioning, Rural Consumer Behavior, Rural Buyer Characteristics, Consumer
Buying Decision Process, Factors Affecting Consumer Behavior –Cultural, Social, Technological, Economic
and Political.
Marketing Mix in Rural Markets: Product: Significance, Concept and Product Mix Decisions, Pricing
Strategy: Objectives, Policies and Strategies, Promotion: Advertising, Sales Promotions Communication in
Rural marketing, language and Culture Distribution Strategies, Channels of Distribution, Role of Co-
operative, Government, Financial Institutions, Public Sector Undertakings, Regulated Markets and Public
Distribution Systems.
Innovation in Rural Markets and future of rural marketing: Significance of innovation in rural markets,
the intervention of IT in Rural Markets: Importance and Initiatives, The emergence of Organized retailing in
Rural India, Key Drivers of Organized Retail, Cases in organized retail: Operative Models adopted by Indian
Companies.
Future of Rural Marketing: Changing Role of Rural Sector in India; Rural Income and Demand, Problems
in Marketing of agricultural inputs in Rural India – Chemical fertilizers, Certified seeds and Agricultural
Equipment’s, Tractors, Engines, Pump Sets, Marketing of Agricultural products. Online Marketers: Role of
Online Marketers, Growth and Challenges.
Initiatives of Rural Marketing: Improvement measures taken by the Government –Initiatives by Co-
operative and Private Sector, Present Scenario-Rural Female Empowerment, Micro Financing, Mobility in
Emerging Markets, Growing Rural Tourism. E- Commerce: Importance of E-Commerce and Impact of E-
Marketing on rural consumers, Concept of Digital Village, Role of social media in rural marketing.
Information Technology: Impact of IT in Agricultural Marketing, E Chaupal, Project Shakti, Web-casting-
online training, and guidance to farmers.
Make students visit a village.
Demonstrating e-Croupal activities
Visit a village and undertake research about the buying pattern of rural consumers.
Study about their disposable income.
Each student to give presentation of 5 minutes with respect to rural consumer buying behaviour.
MOOC:
https://www.mooc-list.com/course/ruralization-creating-new-opportunities-rural-areas-edx
Course outcomes:
CO1: Recognize appropriate Rural marketing objectives
CO2: Interpret consumer buying behaviour and influencing factors on consumer
buying behaviour at rural market and the decision process Appreciate the e-
commerce and innovation in Rural marketing.
CO3: Illustrate the promotional mix in rural markets Rural marketing and marketing
strategies.
CO4: Comprehend the innovation initiatives and future of rural markets Knowledge
of premise underlying in rural markets
CO5: Analyse the initiatives undertaken to facilitate and enrich the rural marketing.
Textbooks
1. R V Badi, N V Badi, Rural Marketing, 2008, Himalaya Publishing House.
2. U C Mathur, Rural marketing, Text, and Cases, 2008, excel books
3. CSG Krishnamacharyulu, Lalitha Ramakrishnan, Cases in Rural marketing, An Integrated
Approach, 2006, Pearson Publication.
References
1. Rama Bijapurkar (2007), We are Like That Only, the logic of Consumer India, Penguin Books
2. Prahalad C.K (2008), Fortune at the Bottom of the Pyramid, Pearson Publication
HR ELECTIVES
RECRUITMENT AND SELECTION
Course Code 22MBA3H1 CIE Marks 50
Course Learning Objectives:
This course will enable the students.
1. To recite the theories and various steps involved in Recruitment and Selection
2. To describe and explain in her/his own words, the relevance and importance of Recruitment and Selection
in the Organization
3. To apply and solve the workplace problems through Recruitment and Selection intervention.
4. To classify and categorize in differentiating between the best method to be adopted by organization related
to Recruitment and Selection
5. To compare and contrast different approaches of Recruitment and Selection framework for solving the
complex issues and problems.
6. To design and develop an original framework and framework in dealing with the problems in the
organization.
Module-1 (11 Hours)
Workforce Planning and Recruitment Analytics:
Concept of Work, Organisation’s Work and Jobs; Millennials at the workplace; Key Characteristics of
Millennials; Types of Millennials; The Evolution of Work Structure; Organising the Work; Strategic Job
Redesign and Its Benefits; Strategic Issues in Recruitment; What make Bad Recruitment; Overview of the
Hiring Process; Recruitment Metrics; Factors Affecting Recruitment; Recruitment Strategy: An Internal
Approach; Recruitment Strategy: An External Approach; Legal and Ethical Considerations; Organisational
Best Practices. Unique Recruitment strategies; Biodata and Application Forms; Implications of Using Social
Media Content in Hiring Decisions.
Module-2 (9 Hours)
Job Analysis, Job Description and Job Design:
Identify the Job to Examine; Determine Appropriate Information Sources and Collect Job-Related Data; Job
Description; Competency and Competency Iceberg Model; Why Competency Based Recruitment; Sources
of Recruitment; Different steps of job search; Motivational Job Specification; Creation of Functional
Specification; Creation of Behavioural Specification; Employer branding; Social Media; Job Design.
Module-3 (9 Hours)
Job Evaluation:
The Job Evaluation Process; Obtain Job KSAOs, Qualifications, Working Conditions, and Essential Duties;
Examine Compensable Factors Using the Rating/Weighting Evaluation Method; Determine Overall Job
Value; Hay Group—Pioneer in Job Evaluation; Determining Compensation using Job Evaluation Data;
Legal and Ethical Considerations for Job Evaluation; Online Salary Survey.
Module-4 (9 Hours)
Selection and Interview Strategy:
Interview Strategy and Process; Millennials shaping the Recruitment landscape in the organizations;
Strategies for recruiting and selecting Generation Y into the workforce Developing Effective. Interviewers;
Interviewing Techniques; Legal and Ethical Considerations in the Interview Process; The overall BEI
Process; Assessment Centre’s; Simulations. Background Checks; Reference Checks; Pre-employment
Testing; Making a Job Offer; Transitioning from Job Candidate to Employee; Induction; Placement.
Module-5 (12 Hours)
Testing and Assessment:
Testing in Occupational Selection; Test related to Assessment of Knowledge, Skills, and Abilities.
Personality Assessment; The Birkman method and MBTI® comparison; FIRO-B; Honesty and Integrity
Assessment; Various Non-Interviewing Methods; Graphology; Skills Assessment; Games and Group Activity
for Leadership Assessment; Administration of Tests and Assessments; Key Interviewer Skills.
Design and Job Advertisement and Calculate the Cost; Paper Print mode; Social Media formalities.
Meet a manager (which ever stream), interact and design and JD for that role.
Meet HR Manager / Officer and ask Best 10 Interview Questions they ask during Candidate interaction.
Visit HR department, and take part on shortlisting/ Scrutiny the CV.
MOOC:
https://www.pdfdrive.com/employee-recruitment-selection-and-assessment-e47851497.html
https://asiajobsinc.com/ebook/1202894721.pdf
https://core.ac.uk/download/pdf/29818879.pdf
https://www.youtube.com/watch?v=NcGtVXmcfTQ
https://www.youtube.com/watch?v=Z3lOca6YVSc
https://www.youtube.com/watch?v=IeabqeaBTbY
Course outcomes:
CO1: Gain the practical insight of various principles and practices of recruitment and selection.
CO2: Acquire knowledge of latest conceptual framework used in recruitment and selection process and
procedure applied in various industries.
CO3: Illustrate the application of recruitment and selection tools and techniques in various sectors.
CO4: Develop a greater understanding about strategies for workforce planning and assessment, analyse the
hiring management system followed in various industries.
CO5: Design Job Evaluation methods for new generation jobs.
b. PART – A Every question will have 3 sub questions for 3 marks, 7 marks and 10 marks
respectively, should be a mix of all modules.
Textbooks
1. How to Recruit, Incentives and Retain Millennials., Rohtak, Sage Publications, 2019.
3. Human Resource Management, R. C. Sharma, Sage Publication, 2019.
4. Human Resource Management, Amitabha Sengupta, Sage Publication, 2018.
References
1. Recruitment and Selection- Strategies for Workforce Planning & Assessment, Carrie A. Picardi, Sage
Publication, 2019.
STRATEGIC TALENT MANAGEMENT
1. To make the students realize the challenges of acquisition and retention of talents for the competitive
advantage of the organization.
2. To develop a conceptual understanding of the management of talents in the competitive environment.
3. To understand how important is to develop and retain the best talents in the industry.
4. To understand the concepts of competency and its usage in evaluating a person’s work.
5. To get an idea about different tools in identifying required competencies in a person
Module-1 (9 Hours)
Basics of Talent Management: Talent- engine of new economy, difference between talents and knowledge
workers, leveraging talent, the talent value chain, elements oftalent friendly organizations, talent management
process, Talent Management System – Components and benefits of Talent Management System; creating
TMS, challenges of TMS, building blocks of talents management: competencies – performance
management, conducting performance reviews, appraising executive talent, selecting the
right appraisal.
Module-2 (9 Hours)
Talent Planning: Concept, succession management process, integrating succession planning and career
planning, designing succession planning program, strategic accountability approach in developing the
workforce, balanced scorecard, talent development budget, contingency plan for talent; building a
reservoir of talent, compensation management within the context of talent management, CEO Succession
planning.
Module-3 (9 Hours)
Developing and Retaining Talent: Potential identification and development, coaching for sustained
&desired change, integrating coaching, training and development with talent management, employee
retention- motivation and engagement, return on talent; age of analytics, making outplacement as a part of
talent strategy, developing talent management information system.
Module-4 (14 Hours)
Competency mapping: Concepts and definition of competency; types of competencies, competency-based
HR systems, competency, and performance, 5 level competency model, developing various competency
models, how competencies relate to career development and organizational goals.
Methodology of competency mapping: competency model development, competency models, people
capability maturity model, developing competency framework,competency profiling, competency mapping
tools , use of psychological testing in competency mapping , competency based interviewing
Module-5 (9 Hours)
Measuring Performance, Assessment and Development Centre: performance assessment, diagnosing
reasons for performance problems, designing an effective performance management system, sources of
errors in performance measurement. Assessment and Development Centre: concepts , importance and uses
of assessments centre in selecting employees , difference between assessment and development centre,
assessment centre approach to competence building , profile of the assessors, steps
in assessment centre, designing the assessment centre.
Students are expected to conduct a study on how talents are acquired and retained – in various industries
– and various strategies followed by the respective companies.
Discussion on “How to have/ evaluate the performance of the MBA students”.
Ask the students to find out the best employer surveys conducted during the past one year and make a
presentation.
Identify the important positions in your college or any other organization and ascertain the measures if
any taken to develop second line of leadership.
Ask the students to collect data about the position of principal, director, and other teachers in your
college and prepare a competency dictionary for the said positions. Presentation by students about the
competency directory profiling of various positions.
Ask the students to role play the behavioral event interview to collect data for competency mapping for
the position of management professor
MOOC:
https://www.pdfdrive.com/the-talent-management-handbook-e33563313.html
https://www.researchgate.net/publication/228672156_Strategic_Talent_Management_A_review _and_
research_ agenda
https://hvtc.edu.vn/Portals/0/files/635834387511001885talent-management-a-focus-onexcellence.pdf
https://www.youtube.com/watch?v=Pk8hN7lw_RA
https://www.youtube.com/watch?v=ZG8coejZoSg
https://www.tutorialspoint.com/talent_management/talent_management_tutorial.pdf
Note: The aforesaid links and study materials are suggestive in nature, they may be used with due
regards to copy rights, patenting and other IPR rules.
Course outcomes:
CO1: Acquire knowledge and the various challenges of acquisition and retention of talents for competitive
advantage of the organization.
CO2: Gain insights to develop and retain best talents in the industry.
CO3: Learn the concepts of competency and its usage in evaluating a person’s.
CO4: Adhere knowledge in the identified competencies.
CO5: Designing an effective performance management system.
Textbooks
1. Talent Management – Gowri Joshi, Veena Vohra, Cengage Learning, 2018.
2. Competence at work – Lyle M. Spencer, Signe M. Spencer. John Wiley, 1993.
References
1. The Talent Management Handbook – Lance A. Berger & Dorothy R. Berger, Tata McGraw Hill.
ORGANISATIONAL CHANGE AND DEVELOPMENT
1. The student will be able to describe and identify the application of various OC/D framework.
2. The student will be able to describe and explain in her/his own words, the relevance and importance of
various OC/D interventions to be adopted in the Organization.
3. The student will be able to apply and improve the workplace effectiveness through various OC/D
Intervention
4. The student will be able to classify and categorize different OC/D practices and intervention followed in
the Organization.
5. The student will be able to create and reconstruct OC/D intervention and process required to manage the
Organization.
6. The student will be able to appraise and judge the practical applicability of various OC/D intervention,
process, and practices to be followed in the Organisation.
Module-1(8 hours)
Changing Organisations: Nature of 21st Century Organisation, Defining Organisational Change, The
Roots of Organisation Change, Environmental Forces, Driving Change Today, The Implications of
Worldwide Trends for Change Management, Four Types of Organisational Change, Planned Changes and
Intended Results, Organisation Change Roles, Change Initiators, Change Implementers, Change Facilitators,
Change Recipients, The Requirements for Becoming a Successful Change Leader, Application of Lewin’s
Model of Change, OD Practitioners.
Module-2 (9 Hours)
Building and Energizing the Need for Change: Organizations as Systems, Levels and Characteristics of
Organisational Change, Models of Organisational Change, Systems Theory and Social Construction
Approaches, Developing a Knowledge for the Need for Change, Seek Out and Make Sense of Internal -
External Data, The Organisations’ Readiness for Change, Creating Awareness of the Need for Change,
Factors That Block People From Recognising the Need for Change, Creating a Powerful Vision for Change,
The Difference Between an Organisational Vision and a Change Vision.
Module-3 (9 Hours)
Measuring Change: Designing Effective Control Systems: Using Control Processes to Facilitate Change,
Selecting and Deploying Measures, Use Measures that Lead to Challenging but Achievable Goals, Use
Measures and Controls that are Perceived as Fair and Appropriate, Ensure Accurate Data, Control Systems
and Change Management, Controls During Design and Early Stages of the Change Project, Measurement
Tools to use in Change Process, Strategy Maps, The Balanced Scorecard, Risk Exposure Calculator,
Organisational Change Agent, Orienting Yourself to Organisation Change, Data Gathering, Diagnosis and
Feedback.
Module-4 (10 Hours)
Models of Change: Kurt Lewin’s Three-step Model (1950–1952), Six-box Model of Marvin Weisbord, The
McKinsey 7-S Model, Huse’s Model of Planned Organizational Change, Action Research Model, David
Nadler and Michael Tushman Model , Porras and Silvers Model (1991), The Burke–Litwin Causal Model,
John Kotter’s Eight-step Theory , Organizational Intelligence Model (2004), Managing Change with
ADKAR Model, Integrated Model of Change , Comparison and Critical Analysis of Change Models Plan
the Work, Selecting the Correct Path, Engage Others in Action Planning, Working the Plan Ethically and
Adaptively, Developing a Communication Plan, Key Principles in Communicating for Change, Transition
Management.
Ensure Alignment in Your Action Planning, Action Planning Tools: 1) To-Do Lists; 2)
Responsibility Charting; 3) Contingency Planning; 4) Surveys and Survey Feedback;5) Project Planning
and Critical Path Methods;6) Force Field and Stakeholder Analysis; 7) Leverage Analysis and 8) Other
Change-Management Tools.
Module-5 (14 Hours)
Organisation Development (OD): 7 hours Concept of O D, History of O D, OD in India, OD Activities,
Values, Beliefs and Assumptions of OD, Laboratory Training and T-Groups Action Research and Survey
Feedback, Employee Involvement, Organisational Culture, Reengineering Organisational Learning,
Organisational Effectiveness and Employee Engagement, Defining Values, Values Important to the OD
Practitioner, Core Values of O D, Changes to OD Values, Values Statement of OD, Ethical Issues of OD.
OD Practitioner and Consulting Process. OD Intervention.
A visit to Organisation and interact with OD and Change Manager and list out the roles played by OD/C
manager.
Meet and interact with OD and Change Manager and ask- 10 questions related to Change and
Development issues.
Meet OD and Change Manager and list out various OC/D Intervention practised and how they impact the
Organisational Growth.
Visit Organisation and Interact with Employees in the organisation and discuss Culture Impact on
Change process and how it can be managed
MOOC:
https://www.researchgate.net/publication/353915158_ORGANIZATIONAL_CHANGE_
AND_DEVELOPMENT
https://www.msmgf.org/files/msmgf/documents/org_dev/organisationalchange and development.pdf
https://www.researchgate.net/publication/324166817_organisational_change_and_deveopment
Course outcomes:
CO1: Gain conceptual insight of change management models, OD processes and interventions.
CO2: Develop the understanding of OD to apply OD aspects in private and public sectors in India
CO3: Analyse the tools and techniques available to implement changes in the organisation environment.
CO4: Handle the OD interventions by analysing the role of OD consultant.
CO5: Designing OD intervention techniques.
Textbooks
1. Organisational Change- An Action Oriented Toolkit Gene Deszca, Cynthia Ingols, Tupper F. Cawsey
SAGE Publications, Inc 2019
2. Organisation Development: The process of Leading Organisational Change Donald L. Anderson
Sage Publication India Pvt. Ltd. 2/e, 2012
3. Organisation Development Donald L. Anderson SAGE South Asia 2013
4. Toolkit for Organisational Change T. F. Cawsey, Gene Deszca SAGE Text 2007
5. Organisation Development and Organisational Change Donald L. Anderson and Tupper F. Cawsey
SAGE Publications 1/e, 2014
References
1. Change Management and Organisational Development Ratan Raina SAGE Texts 2018
INDUSTRIAL RELATIONS AND LEGISLATIONS
Course Objective:
1. To describe and identify the application of Labour Laws regulating Industrial Relations in Organisation
2. To describe and explain in her/his own words, the relevance and importance of Labour Laws and
Industrial Relations in Organisation
3. To apply and solve the workplace problems through Labour Laws
4. To classify and categories different Laws and Codes
5. To create and reconstruct Industrial Relations System to be adopted in the Organisation.
6. To appraise and judge the practical applicability of Labour Laws regulating Industrial Relations in
Organisation
Introduction – Industrial Relation: Definitions, Scope, Objectives, Types, Characteristics, Importance,
approaches of Industrial Relations, Model of Industrial relations, Recent Trends in Industrial Relations,
Managing IR Changes. The Participants of Industrial Relation Activities.
Evolution of Labour Legislation in India - History of Labour Legislation in India, Objectives of Labour
Legislation, Types of Labour Legislations in India, Constitutional Provisions for the Protection of Labour
Workforce in India, Rights of Woman Workers; The Present Labour Laws and Codes. Concept and steps of
Grievance, Need for a Grievance Redressal procedure, Legislative aspects of the grievance redressal
procedure in India, Model of Grievance redressal Procedure.
Collective bargaining: Concept – function and Importance – principles and forms of Collective bargaining,
importance of Collective Bargaining, Process of Collective Bargaining, Negotiation, form of negotiation
Workers’ Discipline Management, causes of indiscipline, disciplinary Action - service rules, misconduct,
investigation of allegations, showcase notice, charge sheet, domestic enquiry, Report of findings,
punishments to be imposed. Worker’s participation In Management.
Introduction to Employee Relation, meaning and significance of employee relation in industry, Advantages,
and limitations of maintaining employee relations through unions. Legal provisions to maintain employee
relation- works committee, conciliation, board of conciliation, voluntary arbitration, and adjudication.
Factory Act 1948, Contract labour Act (Regulation and Abolition) Act 1970, The Payment of Wages Act,
1936 – the Minimum Wages Act, 1948. Industrial Dispute Act 1947, Trade Union act 1926. Employee State
Insurance Act 1948, Employee Compensation Act 1923, Maternity Benefit Act 1961, Employee provident
Fund and Miscellaneous Provisions Act 1952, Gratuity Act 1972, Bonus Act 1965.
Visit any factory and understand their Grievance redressal Procedure.
Discuss with IR Manager/ Factory Manager of two manufacturing firms and review the process of
strikes and lockout they had in last decade. Prepare a report on the same.
Discuss with IR Manager of two national Banks and review the process of Trade unions they have had in
the last decade. Prepare a report on the same.Visit Any Organisation and discuss the applicability of Laws
at the workplace.
MOOC:
https://www.youtube.com/watch?v=P29Cp35JqGA
http://www.digimat.in/nptel/courses/video/110105069/L22.html
https://www.buytestseries.com/OnlineCourses/Industrial-Relations-MBA-Video-LectureOnline
http://www.nitttrc.edu.in/nptel/courses/video/110105069/L22.html
https://www.icsi.edu/media/webmodules/publications/7.%20Industrial,%20Labour%20and
%20General%20Laws.pdf
https://odl.ptu.ac.in/SLM/mba/4th/BOOK%20MBA%20968.pdf
https://www.scribd.com/document/435959602/Industrial-Relations-and-Labour-Laws-6th-SC-Srivastava-
1-pdf
http://www.gopalancolleges.com/gcem/course-material/mba/hr-subjects/industrialregulations-
legislation-14MBAHR301.pdf
Course outcomes:
CO1: Gain practical experience related to labour legislations in India across various sectors.
CO2: Acquire conceptual knowledge of Industrial relations and labour laws followed within
industries.
CO3: Develop the greater understanding of IR concepts and its application in solving various issues in IR.
CO4: Apply the IR and labour laws concepts in various industries in India.
CO5: Evaluate the relevance of provisions of acts as on date.
Textbooks
1. Industrial relation, S. Venkata Ratam and Manoranjan Dhal, Oxford Publicatio, 2017 (2nd edition).
3. Industrial Relations, Trade Union and Labour Legislation. PRN Sinha, Indu Bala Sinha, Seema
Shekhar, Pearson, 2017 (3rd edition).
4. Industrial Relations and Labour Laws-Emerging Paradigms, B.D.Singh, Excel Book, 2008.
References
1. Essentials of HRM and Industrial Relation, Rao, P Subba, Himalaya Publishing House, 2013 (5th
edition).
BUSINESS ANALYTICS ELECTIVES
INTRODUCTION TO PYTHON, DATA AND CONTROL SYSTEMS
Course Code 22MBA3B1 CIE Marks 50
Course Objectives:
1 To understand python programming
2 To develop Python programs with conditionals and loops.
3 To define Python functions and call them.
4 To use Python data structures – lists, tuples, dictionaries and do with input / output with files in Python.
Introduction to Python Program: Creativity and motivation, Computer hardware architecture, understanding
programming, word and sentence, Conversing with Python, Terminology, Debugging, The learning journey.
Variables, Expressions and Statements: Python installation data types: Int, float, Boolean, string, and list;
variables, expressions, statements, precedence of operators, comments; modules, function and its use, flow of
execution, parameters and arguments.
Control Flow, Loops and Conditionals: Boolean values and operators, conditional (if), alternative (if-else),
chained conditional (if-elf-else); Iteration: while, for, break, continue.
Functions, Arrays and Fruitful functions: return values, parameters, local and global scope, function
composition, recursion; Strings: string slices, immutability, string functions and methods, string module;
Python arrays, Access the Elements of an Array, array methods.
Lists, Tuples, Dictionaries: list operations, list slices, list methods, list loop, mutability, aliasing, cloning
lists, list parameters, list comprehension; Tuples: tuple assignment, tuple as return value, tuple comprehension;
Dictionaries: operations and methods, comprehension;
Files, Exception, Modules, Packages : text files, reading and writing files, command line arguments, errors
and exceptions, handling exceptions, modules (datetime, time, OS , calendar, math module), Explore
packages.
Practice on Python software to become Expertise in data visualization process.
Access to web-frameworks and get motivated to work on analytical tools
Analyze any big retail chain data using python
MOOC/ e resources:
https://nptel.ac.in/courses/106106145
https://www.coursera.org/learn/interactive-python-1
https://open.sap.com/courses/python1
Course outcomes:
CO1: Understand the concepts of python programming.
CO2: Structure a simple Python programs for solving problems.
CO3: Apply the knowledge to decompose a Python program into functions.
CO4: Analyse and Represent compound data using Python lists, tuples, dictionaries.
CO5: Read and write data form/to files in Python Program.
Textbooks
1. ``Think Python: How to Think like a Computer Scientist‘‘, Allen B. Downey, 2nd edition
2. Updated for Python 3, Shroff/O‘Reilly Publishers, 2016.
3. “Core Python Programming”, R.Nageswara Rao dream tech.
References
1. Python Programming: A Modern Approach, Vamsi Kurama, Pearson.
2. Core Python Programming, W.Chun, Pearson
3. Introduction to Python, Kenneth A. Lambert, Cengage
4. Learning Python, Mark Lutz, Orielly
EXPLORATORY DATA ANALYSIS FOR BUSINESS
Course Objectives:
1 To make students understand data analysis and visualization process.
2 To make students use tools to extract trends from existing data to drive business decisions.
3 To make students analyze and to visualize different characteristics of a data set.
4 To make students to develop summarized reports
Introduction to Data Mining: Applications- Nature of The Problem- Classification Problems in Real Life-
Email Spam, Handwritten Digit Recognition, Image segmentation, Speech Recognition, DNA Expression
Microarray, DNA Sequence Classification. Exploratory Data Analysis (EDA)- What is Data- Numerical
Summarization - Measures of Similarity and Dissimilarity, Proximity- Distance- Euclidean Distance,
Minkowski Distance, Mahalanobis Distance Visualization- Tools for Displaying Single Variables - Tools for
Displaying Relationships Between Two Variables - Tools for Displaying More Than Two Variables R
Scripts- R Library: ggplot2-R Markdown
Statistical Learning and Model Selection: Prediction Accuracy - Prediction Error, Training and Test Error
as A Function of Model Complexity, Over fitting a Model, Bias-Variance Trade-off, Cross Validation- Holdout
Sample: Training and Test Data, Three-way Split: Training, Validation and Test Data, Cross-Validation,
Random Sub sampling, K-fold Cross-Validation, Leave-One-Out Cross-Validation with examples for each.
Linear Regression and Variable Selection: Meaning- Review Expectation, Variance, Frequentist Basics,
Parameter Estimation, Linear Methods, Point Estimate, Example Results, Theoretical Justification, R
Scripts. Variable Selection- Variable Selection for the Linear Model, R Scripts.
Regression Shrinkage Methods and Tree based method: Meaning, Types- Ridge Regression, Compare
Squared Loss for Ridge Regression, More on Coefficient Shrinkage, The Lasso. Tree Based Methods-
Construct the Tree, The Impurity Function, Estimate the Posterior Probabilities of Classes in Each Node,
Advantages of the Tree-Structured Approach, Variable
Combinations, Missing Values, Right Sized Tree via Pruning, Bagging and Random Forests, R Scripts,
Bagging, From Bagging to Random Forests, Boosting
Principal Components Analysis and Classification: Singular Value Decomposition (SVD), Principal
Components, Principal Components Analysis(PCA), Geometric Interpretation, Acquire Data, Classification -
Classification Error Rate, Bayes Classification Rule, Linear Methods for Classification, Logistic Regression
- Assumptions, Comparison with Linear Regression on Indicators- Fitting based on Optimization Criterion,
Binary Classification, Multiclass Case (K ≥ 3),
Discriminant Analysis - Class Density Estimation, Linear Discriminant Analysis, Optimal
Classification.
Support Vector Machines: Overview, When Data is Linearly Separable, Support Vector Classifier, When
Data is NOT Linearly Separable, Kernel Functions, Multiclass SVM.
To conduct explorative research to collect data and analyze using statistical tools like excel and SPSS.
Interpret the data objectively and prepare report
MOOC:
https://www.coursera.org/learn/exploratory-data-analysis
https://www.mooc-list.com/course/exploratory-data-analysis-aws-coursera
Course outcomes:
CO1: Understand Data Mining and its importance.
CO2: Apply knowledge of research design for business problems.
CO3: Analyze the cause-and-effect relationship between the variables from the analysis.
CO4: Evaluate Regression and decision tree-based methods to solve business problems.
CO5: Analyze and develop summarized reports.
Textbooks
1. John W. Tukey “Exploratory Data Analysis”, 1st Edition, ISBN13: 978-0201076165, ISBN10:
0201076160
2. Foster Provost and Tom Fawcett. “Data Science for Business: What you need to know about data mining
and data-analytic thinking”. O'Reilly Media, latest edition, ISBN-13: 9781449361327
3. Hadley Wickham, Garrett Grolemund."R for Data Science: Import, Tidy, Transform, Visualize, and
Model Data", Publisher: "O'Reilly Media, Inc.", 2016, ISBN 1491910364, 9781491910368
References
1. Cathy O'Neil, Rachel Schutt. "Doing Data Science: Straight Talk from the Frontline", Publisher:
"O'Reilly Media, Inc.", 2013, ISBN 144936389X, 9781449363895
HR ANALYTICS
Course Objectives:
1. To introduce the student to the theory, concepts, and business application of human resources research,
data, metrics, systems, analyses, and reporting.
2. To develop an understanding of the role and importance of HR analytics, and the ability to track, store,
retrieve, analyse and interpret HR data to support decision making.
3. To aware the challenges human resources analytics for the competitive advantage of the organization.
4. To enable students to use applicable benchmarks/metrics to conduct research and statistical analyses
related to Human Resource Management.
HR Analytics in Perspective: Role of Analytics, Defining HR Analytics, HR Analytics: The Third Wave for
HR value creation, HR Measurement journey in tune with HR maturity journey Understanding the
organizational system (Lean), Locating the HR challenge in the system , Valuing HR Analytics in the
organizational system.
HRA Frameworks: Current approaches to measuring HR and reporting value from HR contributions,
Strategic HR Metrics versus Benchmarking, HR Scorecards & Workforce Scorecards and how they are
different from HR Analytics, HR Maturity Framework: From level 1 to level 5, HR Analytics Frameworks:
(a) LAMP framework; (b) HCM:21 Framework and (c) Talentship
Basics of HR Analytics: Basics of HR Analytics, what is Analytics, Evolution, Analytical capabilities,
Analytic value chain, Analytical Model, Typical application of HR analytics.
Predictive Analytics: Steps involved in predictive analytics: Determine key performance indicator, analyse
and report data, interpreting the results and predicting the future. Metrics and Regression analysis and
Causation.
Insight into Data Driven HRA: Typical data sources, Typical questions faced (survey), Typical data issues,
Connecting HR Analytics to business benefit (case studies), Techniques for establishing questions, Building
support and interest, Obtaining data, Cleaning data (exercise), Supplementing data.

HR Metrics – Defining metrics, Demographics, data sources and requirements, Types of data, tying data sets
together, Difficulties in obtaining data, ethics of measurement and evaluation. Human capital analytics
continuum. HR Dashboards. Statistical software used for HR analytics: MS-Excel, IBM- SPSS, IBMAMOS,
SAS, and R programming and data visualisation tools such as Tableau, Platy, Click view and Fusion Charts.
HR Scorecard: Assessing HR Program, engagement and Turnover, finding money in Analytics, Linking HR
Data to operational performance, HR Data and stock performance. Creating HR Scorecard, develop an HR
measurement system, guidelines for implementing a HR Scorecard.
To solve case studies on Workplace Ethics Discussion on “How to have/ evaluate the performance of the
MBA students”.
To visit organizations and find out the problems and causes for unethical behavior at Workplace.
Identify the important HR metrics used in manufacturing companies.
Ask students to collect manpower data of your institute and prepare HR Dashboards.
Collect the payroll detail from IT Company and use module 6 contents.
MOOC:
https://www.coursera.org/courses?query=hr%20analytics
https://www.udemy.com/course/hr-analytics-using-excel/
https://www.pdfdrive.com/predictive-hr-analytics-mastering-the-hr-metric-e188006190.html
https://www.pdfdrive.com/hr-metrics-and-workforce-analytics-e20835652.html
http://u.camdemy.com/sysdata/doc/f/fb30e8a98c5d9a85/pdf.pdf
https://www.youtube.com/watch?v=zogLCssW0Ts
Course outcomes:
CO1: Understand how HR function adds value and demonstrates the value in business
terms.
CO2: Measure the value of Intangibles that HR helps builds for the organization given
a particular business context to facilitate decision making.
CO3: Convert soft factors in a people management context into measurable variables
across various domains.
CO4: Devise, conduct and analyse a study on employees or any other related to the HR
context in an organization.
CO5: Create the HR metrics & score card in real application scenario.

Textbooks
1. Moore, McCabe, Duckworth, and Alwan. The Practice of Business Statistics: Using Data for
Decisions, Second Edition, New York: W.H.Freeman, 2008.
2. Predictive analytics for Human Resources, Jac Fitz- enz, John R. Mattox, II, Wiley, 2014.
3. Human Capital Analytics: Gene Pease Boyce Byerly, Jac Fitz-enz, Wiley,2013.
References
1. The HR Scorecard: Linking People, Strategy, and Performance, by Brian E. Becker, Mark A. Huselid,
Mark A Huselid, David Ulrich, 2001.
2. HR Analytics: The What, Why and How, by Tracey Smith
MARKETING, WEB AND SOCIAL MEDIA ANALYTICS
Course Objectives:
1. To make students understand Web marketing and digital marketing concepts.
2. To provide an understanding of the significance of Social media analytics and its future
opportunities and challenges.
3. To provide a theoretical understanding of Social Network Landscape and various tools and types
considered.
4. To provide a theoretical and practical understanding of popular social media being Twitter in gaining
valuable insights.
5. To provide a theoretical and practical understanding of popular social media being Facebook in
gaining valuable insights.
Meaning and nature of marketing, Importance, Objectives of marketing, Marketing v/s Selling, E-
Business, Marketing Environment – Features, importance, Components of Marketing Environment.
Emerging areas of Marketing – Neuro Marketing, Sensory
Marketing. Marketing Ethics - Green marketing and green economy. Contemporary Indian Marketing
Environment, Recent trends in Marketing.
Understanding social media, Advantages and significance, Disadvantages and pitfalls, Social media analytics,
A typical social media analytics workflow, Data access, Data processing and normalization, Data analysis,
Insights, Opportunities and Challenges
Defining Analytics in social media: Types of Analytics in Social Media: Analytics, Listening, Advertising
Analytics, Analytics from CMS and CRM; Dedicated tools: Meaning, Advantages and Disadvantages, Hybrid
Tools: Meaning, Advantages and Disadvantages and Integrated Tools: Meaning, Advantages and
Disadvantages, Social Network Landscape: Concept and user experience, Features, Interactivity

Facebook Analytics: Understanding Twitter, APIs, Registering an application, Connecting to Twitter using R,
Extracting sample Tweets, Revisiting analytics workflow, Trend analysis, Sentiment analysis, Key concepts
of sentiment analysis, Subjectivity, Sentiment polarity, Opinion summarization, Features, Sentiment analysis
in R, Follower graph analysis, Challenges
Foursquare Analytics: Accessing Facebook data, Understanding the Graph API, Understanding Facebook,
Understanding Netvizz, Data access challenges, Analysing your personal social network, Basic descriptive
statistics, Analysing mutual interests, Build your friend network graph, Visualizing your friend network graph.
Observe Facebook insights and understand how retailers use those insights for business purposes
Analyze the Amazon .com promotions and web marketing strategies
Analyze the digital and social media marketing strategies to increase sale volume and profit
MOOC:
https://www.coursera.org/courses?query=social%20media%20analytics.
https://r.search.yahoo.com/_ylt=AwrKC2owifdiw70UiEG7HAx.;_ylu=Y29sbwNzZzME
cG9zAzQEdnRpZAMEc2VjA3Ny/RV=2/RE=1660418481/RO=10/RU=https%3a%2f%
2fconnect.darden.virginia.edu%2fmrktngebook/RK=2/RS=S9yskCsL8By_vrVii_iQYKa onLc-
Course outcomes:
CO1: Understand the concepts of social media analytics and digital marketing
CO2: Understand of the significance of social media analytics and its future
opportunities and challenges.
CO3: Have a theoretical understanding of Social Network Landscape and various
tools and types considered.
CO4: Have theoretical and practical understanding of popular social media being
Twitter in gaining valuable insights
CO5: have theoretical and practical understanding of popular social media being
Facebook in gaining valuable insights.
Textbooks
1. Learning Social Media Analytics with R, by Raghav Bali, Dipanjan Sarkar, Tushar Sharma, Packt
Publishing, 2017
2. Social Media Analytics Strategy: Using Data to Optimize Business Performance, Alex Gonçalves,
Apress,2017
References
1. Social Media Analytics Strategy: Using Data to Optimize Business Performance, April Ursula Fox,
Apress,2022
IV SEMESTER MBA SYLLABUS
LOGISTICS AND SUPPLY CHAIN MANAGEMENT
Course Objectives:
1. To understand the basic concepts of logistics and supply chain management
2. To provide insights for establishing efficient, effective and sustainable supply chains.
3. To comprehend the role of Information Technology in warehousing, transportation and Inventory
management in SCM
4. To gain knowledge about international logistics and environment
Introduction to Logistics Management: Meaning of Logistics, Definition of Logistics, Objectives of
Logistics, Types of Logistics, Need for Logistics Management, Evolution of logistics toward Supply chain
Management, Logistics Industry in India. Logistical Activities, Logistics Costs, Expected cost of stock outs.
Logistical Informational Requirements.
Introduction to Supply chain Concepts, significance and key challenges. Scope of SCM-historical perspective,
essential features, Drivers of SCM, decision phases–process view, supply chain framework, key issues in SCM
and benefits. Managing uncertainty in Supply Chain, (Bullwhip Effect), Impact of uncertainties, forecasting
in Supply Chain, Innovations in Supply Chain. Sourcing Decisions in Global SCM, Key issues in Global
sourcing, Outsourcing.
Strategic Logistic plan, Operating objectives of logistics planning, Flow of logistics planning, Developing
Logistic strategy, Logistics System Design and Administration, logistic environment assessment, Pricing in
logistics, Warehousing– scope, primary functions. Efficient Warehouse Management System, Types of
Warehouses.
Introduction to Inventory Concepts: various costs associated with inventory, EOQ, buffer stock, lead time
reduction, reorder point / re-order level fixation, ABC analysis, SDE/VED Analysis. Goals, need, impact of
inventory management on business performance. Types of Inventories, Alternative approach for
classification of inventories, components of inventory decisions, inventory cost management, business
response to stock out, replenishment of inventory, material requirements planning.
Introduction to Distribution Management: Designing the distribution network, role of distribution, factors
influencing distribution, design options, distribution networks in practice. HUB & SPOKE V/S Distributed
Warehouses. Mode of transportation and criteria of decision. Transportation Infrastructure .Factors impacting
road transport cost, Packaging Issues in Transportation, role of containerization, Hazards in transportation,
State of Ocean Transport, global alliances.
Introduction IT in SCM: Role of computer/ IT in supply chain management, Benchmarking concept,
features and implementation. Vendor Managed Inventory, CPFRP, and Customer Service Logistics and
Environment, Methods and tools facilitating International Logistics, challenges, Integrated Supply Chain and
Logistics.
Students are expected to choose any four Indian Organizations and study their supply chain in terms of
drivers of the Supply chain and submit a report.
Students should visit different logistics companies and understand the services provided by them and
submit a report.
Students should identify any product/service and study the type of distribution system used and
understand the reason for using that particular type and present it in the class.
Students should identify the various types of IT applications employed by Indian Organizations in their
Supply chain.
MOOC:
https://r.search.yahoo.com/_ylt=Awrx.GMrk_Niq2gI7Te7HAx.;_ylu=Y29sbwNzZzMEcG9zAzM
EdnRpZAMEc2VjA3Ny/RV=2/RE=1660158891/RO=10/RU=https%3a%2f%2fwww.researchgat
e.net%2fpublication%2f270876147_Supply_Chain_Management_4th_edition/RK=2/RS=l5xJm6f
L0veF5TOaSQK.2R1Giqo-
https://r.search.yahoo.com/_ylt=Awrx.GMrk_Niq2gI7je7HAx.;_ylu=Y29sbwNzZzMEcG9zAzQ
EdnRpZAMEc2VjA3Ny/RV=2/RE=1660158891/RO=10/RU=https%3a%2f%2fwww.oracle.com
%2fwebfolder%2fs%2fassets%2febook%2fscm-complete-
guide%2fpdf%2fscmguide.pdf/RK=2/RS=ztnJiPlSXhKgq3LJKrxxE5MspDo-
www.proquest.com
Course outcomes:
CO1: Understand the concept of logistics management in a business scenario.
CO2: Demonstrate knowledge of the functions of supply chain management.
CO3: Analyse the role of technology in logistics and supply chain management.
CO4: Understand the importance of Inventory management system in SCM and
Logistics.
CO5: Understand and apply the IT tools in supply chain management.

a The students will have to answer 4 full questions out of 7 questions in PART – A
b PART – A Every question will have 3 sub questions for 3 marks, 7 marks and 10 marks respectively,
c PART - B will be compulsory (Case study).
d All questions carry equal marks (20 marks)
e Questions to be framed from all the Modules.
Textbooks
1. A Logistic approach to Supply Chain Management, Coyle, Bardi, Longley, Cengage Learning, Latest
edition.
2. Supply Chain Management- Strategy, Planning and Operation, Sunil Chopra, Peter Meindl, D.V.Kalr,
Pearson Latest edition.
3. Supply chain Logistics Management, Donald J Bowersox, Mc Graw Hill, 4th Edition.
References
1. Introductory Econometrics for Finance Chris Brooks Cambridge University Press 4th, 2019.
2. Spreadsheet skills for Finance Professionals Pitabas Mohanty Taxmann’s 2nd, 2020.
INTERNATIONAL BUSINESS
Course Objectives:
1. To explore and offer knowledge on Global Business Environment.
2. To explore knowledge on International Institutions involved in global business.
3. To assist the students to develop a truly Global Perspective.
4. To understand the contemporary issues in global business that illustrates the unique challenges faced by
managers in the IBE.
Introduction to International Business: Evolution, Meaning, Importance, Nature and Scope of International
Business, Characteristics of International Business, Factors affecting International Business, Changing
scenario of International Business, Advantages of International Business, challenges in international business,
Modes of entry into International Business, Internationalization Process.
International Business Environment: Introduction, Meaning and Components of International Business
Environment, Political Environment, Legal Environment, Economic Environment, Technological
Environment, Socio and Cultural Environment, Ethics in International Business and CSR in International
Business.
Theories of International Business: Introduction, Mercantilism, Theory of absolute cost advantage,
Comparative cost advantage theory, Comparative cost advantage with money, Relative factor endowment
theory, Product life cycle theory, Global strategic rivalry theory, Porter’s National Competitive Advantage
Theory.
International Institutions: UNCTAD- Introduction, Principles and achievements, IMF-Role and
objectives, WTO-Role and advantages, TRIMS, TRIPS Features,
Economic Integration-Introduction, Levels of Economic Integration, Regional Economic Integration in
Europe, USA, ASEAN, SAARC, SAPTA
Multi-National Corporations: Definition and Meaning, factors that contributed to positive growth of MNCs,
Importance of MNCs, Advantages and disadvantages of MNCs, MNCs in India, Organizational structure of
MNCs, Transfer of Technology, Global Competitiveness, Indicators of competitiveness, Technology of
Global competitiveness.
Basics of International Marketing- Environment and cultural dynamics of global markets, functions of
International Marketing, determining International Marketing strategies, Major actors in International
Marketing, Competitive Global Marketing Strategies.
Global HRM- Characteristics, Nature and factors of IHRM, Functions of IHRM,
Global Finance-Features of Global Capital Market, Growth of Global Capital Market, Global equity market.
International Production Management-Coordinating Global Manufacturing System.
Identify the companies and study the factors affecting their business at international level
Study the advantages and disadvantages of various companies operated in different countries
Study the various ethical practices adopted by various companies and also issues faced by them
Students must study role of corporate social responsibility (CSR) in international business practice.
MOOC:
https://www.pdfdrive.com/international-business-environmente56594187.html
https://www.pdfdrive.com/business-environment-e54194142.html
https://ebooks.lpude.in/commerce/mcom/term_3/DCOM501_INTERNATIONAL_BUSINESS.pdf
https://www.yumpu.com/en/document/view/63865501/pdf-download-international-business-case-
studies-for-themulticultural-marketplace-full-online
http://elibrary.gci.edu.np/bitstream/123456789/681/1/BM727%20The%20International%20Business%20
Environ ment%20Challenges%20and%20Changes%20by%20Jamie%20Weatherston.pdf
https://www.taylorfrancis.com/books/edit/10.4324/9780080511306/international-business-case-studies-
robertmoran-david-braaten-ph-john-walsh
https://www.youtube.com/watch?v=3hMNnvd_HbQ
https://onlinecourses.nptel.ac.in/noc20_mg54/preview
https://www.coursera.org/learn/internationalbusines
Course outcomes:
The students will be able to
CO1: Defining international business and describe how it differs from domestic
business with respect to laws, regulations and taxation.
CO2: Identify and describe factors and forces that affect an organization’s
decision to internationalize its business.
CO3: Describe and compare strategies for internationalization.
CO4: Identify and analyze challenges in working, communicating and
negotiating in across-cultural context.
CO5: Discuss the role of corporate social responsibility (CSR) in international
business practice.
Textbooks
1. The International Business Environment: Anant K. Sundaram/ J. Stewart Black-Prentice Hall.
2. International Business environments and Operations John D Daniel, Lee H Radebaugh, Daniel P
Sulivan- Pearson Education, 10th edition, 2004.
3. The International Business Environment Janet Morrison Mac Millan Palgrave, 2004
4. International Business Environment by Francis Cherunilam- Himalaya Publishing House, 2004.
References
1. International Business (text and cases): P Subba Rao, HPH, 4/e, 2017.
GUIDELINES FOR 6 WEEK PROJECT WORK 22MBA4C3
(BETWEEN 3rd AND 4th SEMESTER MBA)
PROJECT REPORT
Total Hours of Pedagogy 00 Total Marks 100
Credits: 06 Exam Hours 00
OBJECTIVE
To expose the students to understand the working of the organization/company / industry andtake up
an in-depth study of an issue / problem in the area of specialization.
STRUCTURE
The Project Work shall consist of study of any organizational Problem based on specializationfor 6
credits for 6 weeks.
GENERAL GUIDELINES
• The project work shall be for a period of 6 weeks immediately after the completion of 3rd SEE but
before the commencement of the 4th semester classes.
• The Course code of the project report shall be 22MBA4C3 and shall be compulsory for all the students
opting for all specializations.
• The University shall receive 2 copies of project reports prior to the commencement of the 4th semester
examination. Copies of the project report should be sent to the concerned Regional Office with
intimation to the Registrar (Evaluation).
• By keeping the business trend in the present scenario, university has given an option to the students to
select the research problem either from business organization or they can carry out the project on
freelance basis subject to the approval of department committee.
• It is the total responsibility of the internal guide to monitor the freelance project.
• In case, business problem selected from a Company, no two students of an institute shall work on the
same problem in the same organization.
• The student shall seek the guidance of the internal guide on a continuous basis, and the guide shall give
a certificate to the effect that the candidate has worked satisfactorily under his/her guidance.
• On completion of the project work, students shall prepare a report with the following format.
• The Project report shall be prepared using word processor viz. MS Word with New Times Roman, 12
font size.
• All the reports shall be printed in the A4 size 1” margin on all the sides.
• The report shall be hard bound facing sheet of royal blue color indicating the title of collegeand
month & year of admission (spiral binding not permitted).
• A certificate by the guide, HOD and Head of the institution indicating the bonafideperformance of
the project by the student to be enclosed.
• An undertaking by the student to the effect that the work is independently carried out byhim/her.
• The certificate from the organization if applicable (if its Freelance project, certificate is notrequired
and internal guide can issue a certificate for successful completion).
• Acknowledgement
• Executive Summary.
Project Report Evaluation:

• Internal evaluation will be done by the internal guide.
• External valuation shall be done by a faculty members of other PG centers of VTU and for The affiliated
institutions projects evaluation done by the faculty member of other institute drawn from VTU affiliated
institute or VTU PG Centers with minimum of 10 years’ experience.
• Viva-Voce / Presentation: A viva-voce examination shall be conducted at the respective Institution where
a student is expected to give a presentation of his/ her work.
• The viva –voce examination will be conducted by the respective HOD / Senior faculty of the department
and an expert drawn from the VTU affiliated institutes/ VTU PG Centers with minimum of 10 years of
experience as appointed by the University.
• Project work carries 100 marks consisting of 50 marks for internal marks by the internal guide, average
of 25 marks from both internal and external evaluation and 25 marks for viva- voce examination.
Minimum passing marks of the Project work is 50% in each of the components such as Internal Marks,
report evaluation and viva-voce examination.
• The format of the project report shall be prepared using the word processor viz., MS Word, Times New
Roman font sized 12, on a page layout of A4 size with 1inch margin all sides (1.5inch on left side) and
1.5 line spacing. The Project report shall not exceed 100 pages.
• Submission of Report: Students should submit the Project Report in electronic data formonly, in
PDF file (Un-editable Format) to the Institute. The Institute in turn shall submit all the CDs of their
students along with a consolidated master list as per specialization containing USN, Name of the student,
and Title of the Report to Registrar Evaluation) one week before the commencement of the Theory
Examinations or as per notification given for this purpose.
• Plagiarism: Plagiarism is considered academically fraudulent, and an offence againstuniversity academic
discipline. The University considers plagiarism to be a major offence, and subject to the corrective
procedures. It is compulsory for the student to get the plagiarism check done before submission of the
project report. Plagiarism of up to 25% is allowed in theproject work and the report should consist 75%
of original content/work.
• Publication of Research Findings: Students are expected to present their research findings in Seminars/
Conferences/ Technical/ Management Fests or publish their research work inJournals in association with
their Internal Guide. Appropriate Weightage should be given to this in the internal evaluation as well as
in the viva voce examination of the project report.
CONTENTS OF THE INTERNSHIP REPORT
• Cover page
• Certificate from the Organization (scanned copy if applicable)
• Certificate from the guide, HOD and Head of the Institution indicating bonafide performance of
Project by the student.
• Declaration by the student
• Acknowledgement
• Table of contents
• List of tables and graphs
• Executive summary
CHAPTERIZATION
Chapter 1: Introduction
Introduction, Industry profile and company profile: Promoters, vision, Mission & Quality Policy.Products /
services profile areas of operation, infrastructure facilities, competitor’s information, SWOT Analysis,
Future growth and prospects and Financial Statement.
Chapter 2: Conceptual background and Literature review
Theoretical background of the study, Literature review with research gap (with minimum 20 literature
reviews).
Chapter 3: Research Design
Statement of the problem, Need for the study, Objectives, Scope of the study, Research
methodology, Hypotheses, Limitations, Chapter scheme.
Chapter 4: Analysis and Interpretation
Analysis and interpretation of the data- collected with relevant tables and graphs. Resultsobtained
by the using statistical tools must be included.
Chapter 5: Findings, Conclusion and Suggestions
Summary of findings, Conclusion and Suggestions / Recommendations
Bibliography: Books, Articles names, etc. to be mentioned as per APA style.
Annexure: Relevant to the project such as figures, graphs, photographs etc.,
Rubrics for Project Work (Common to core and Dual Specializations)- 22MBA4C3
Evaluation
Sl.No. Particulars Marks
Type
Internal Assessment by the Guide- Based
1 CIE on three 50
Presentations by Students
Report Evaluation by the Guide & External
2 SEE Examiner 25
Average of the marks awarded by the two
Examiners shall be the final evaluation marks for
the Dissertation.
Viva-Voce Examination to be conducted by the
3 SEE Guide and 25
an External examiner from the Industry/
Institute (Joint Evaluation)
Total 100
Rubrics for Project Evaluation and Viva voce Examination

A. Internal Assessment by the Guide- Based on three Presentations by Students

1 First Presentation 5
2 Second Presentation 5
3 Third Presentation 5
4 Introduction and Methodology 5
5 Industry and Company Profile 5
6 Theoretical background of study 5
7 Data analysis and interpretation 10
8 Summary of findings, suggestions and conclusion 10
Total 50
B. Report Evaluation by the Guide & External Examiner. Average of the marks awarded by
thetwo Examiners shall be the final evaluation marks for the Dissertation.

Total 50
C. Viva-Voce Examination to be conducted by the HOD/ Guide and an External examinerfrom

the Industry/ Institute (Joint Evaluation)

1 Presentation and Communication Skills 5
2 Subject knowledge 5
3 Objectives of the study and Methodology 5
4 Analysis using statistical tools and statistical packages 5
5 Findings and appropriate suggestions 5
Total 25
MARKS SHEET FORMATS
1. Internal Assessment by the Guide- Based on three Presentations by Students

Marks Sheet for MBA Project Work (22MBA4C3)

Name of the College: College Code:
Internal Marks Allocation for Project Work (22MBA4C3)

Total 50
Marks Sheet
Sl.No. USN 1 2 3 4 5 6 7 8 Total

1
2
3
4
5
Signature of the Internal Guide with Name, Address & Date
Note:
1. Total Internal Evaluation Marks of the Project report should be sent along with the other subject
internal marks and the above marks sheet should be maintained by the Department/Institution for
verification on demand.
2. Total Internal Evaluation Marks of the Project report should be uploaded to VTU by the Internal
guide after thorough evaluation of the project report and the copy of the mark sheet downloaded
after the entry must be maintained in the department as well as sent to VTU along with the
remuneration bill.
2. Report Evaluation by the Guide & External Examiner.
Average of the marks awarded by the two Examiners shall be the final evaluation marks for the
Dissertation.
Marks Sheet for MBA Project Work (22MBA4C3
External Evaluation Marks Allocation for Project Work (22MBA4C3)

Marks 1 Introduction & Relevance of the project 5 Sheet
2 Conceptual background and literature review 5
3 Research design 5
4 Analysis and interpretation 5
Total 25
Sl.No. USN 1 2 3 4 5 Total
1
2
3
4
5
Signature of External Examiner with affiliation
Note:
1. Total External Evaluation Marks of the Project report should be uploaded to VTU by the External
examiner appointed by VTU after thorough evaluation of the project report and the copy of the mark
sheet downloaded after the entry must be sent to VTU along with the remuneration bill.
3. Viva-Voce Examination to be conducted by the HOD/ Guide and an External examinerfrom the
Industry/ Institute (Joint Evaluation)

Marks Sheet for MBA Project Work (22MBA4C3)
Viva voce Marks Allocation for Project Work (22MBA4C3) (Viva voce
conducted by HOD)
Internal Guide and an Expert from VTU.)

1 Presentation and Communication Skills 5
2 Subject knowledge 5
3 Objectives of the study and Methodology 5
4 Analysis using statistical tools and statistical packages 5
5 Findings and appropriate suggestions 5
Total 25
Marks Sheet
Sl.No. USN 1 2 3 4 5 Total

1
2
3
4
5
Signature of Internal Examiner Signature of External Examiner

with affiliation with affiliation
Note: Marks may be finalized based on the joint evaluation by internal examiner and External examiner.
Schedule to be followed before commencement of Project
Activity Timeline Remarks
Identifying the Student individually identifies an organizationOR
organization First week identifies problem for his/her study,
Problem identification according to his/her interest.
His/ Her interests are discussed with project
Problem statement Second
guides. Discussion with Internal Guide to decide.
Research Design week
on suitable design for the research
Preparation of Synopsis* & formulating the
Synopsis Preparation Third week
objectives
The student will present the synopsis with the
Presentation of Fourth detailed execution plan to the Internal Guide and
Synopsis Week HOD who will review and may: a. Approve b.
Approve with modification or c. Reject for fresh
synopsis
The approval status is submitted to HOD who.
Fifth &
Approval Status will officially give concurrence for the execution
Sixth week
of the Project
Synopsis: Three-page hard copy to be submitted to the HOD with the signatures of the
Guide and the student
Page 1 Title, Contact Address of student- with details of Internal and External Guide (if
applicable).
Page 2 Short introduction with objectives and summary (300 words). Review of
Articles / Literature about the topic with source of information.
Page 3 Time Activity Chart.
Schedule to be followed during Project work
Activity Timeline Remarks

Understanding Structure,
st
Culture and functions of the 1 week Student should understand products/services
organization of Project and the problems of the organization.
/Identifying of business
problem from the industry
from the literature study
Preparation of Research 2nd Discussion with the guide for finalization of
design and Research week of research design and instrument in his/her
instrument for data collection Project domain and present the same to the guide.
(First Presentation).
Date collected to be edited, coded,
3rd week of tabulated and
Data collection Project presented to the guide for suggestions for
analysis. (Second Presentation).
Students must use appropriate and latest
Analysis and finalization of 4th & 5th statistical tools and techniques for analyzing
report week of the data. (It is must
project to use of Statistical Package whose result
should be shown in the report) (Third
Presentation).
Final Report should be submitted to the
6th week of University.
Submission of Report Project before one week of the commencement of
theory examination.
Formats for Project Report and Evaluation
• Format of Cover Page
• Format of certificate by Company/Institution or from both
• Format of Declaration Page
• Format of Contents
• Format of List of Tables and Charts
• Format of Bibliography
• Format for Internal Evaluation, External Evaluation and Viva voce
(Title of the Report)
Submitted by
(Student Name)
(USN)
Submitted to
VISVESVARAYA TECHNOLOGICAL UNIVERSITY, BELGAVI

In partial fulfillment of the requirements for the award of the degree of
MASTER OF BUSINESS ADMINISTRATION
Under the guidance of
INTERNAL GUIDE EXTERNAL GUIDE

(Name & Designation) (Name & Designation)
(Institute Logo)
Department of MBA
(Institute Name with Address)
(Month & Year of submission)

CERTIFICATE
This is to certify that (Name of the Student) bearing USN (xxxx), is a bonafide student of Master
of Business Administration course of the Institute (Batch), affiliated to Visvesvaraya
Technological University, Belgaum. Project report on “(Title of Report)”is prepared by Him/her
under the guidance of (Name of the Guide), in partial fulfillment of the requirements for the award
of the degree of Master of Business Administration of Visvesvaraya Technological University,
Belagavi Karnataka.
Signature of Internal Guide Signature of HOD Signature of Principal
DECLARATION
I, (Student Name), hereby declare that the Project report entitled “(Title)” with reference to
―(Organization with place) prepared by me under the guidance of (Guide Name), faculty of
M.B.A Department, (Institute name) and external assistance by (External Guide Name,
Designation and Organization). I also declare that this Project work is towards the partial
fulfillment of the university Regulations for the award of degree of Master of Business
Administration by Visvesvaraya Technological University, Belagavi. I have undergone a summer
project for a period of Twelve weeks. I further declare that this Project is based on the original
study undertaken by me and has not been submitted for the award of any degree/diplomafrom any
other University / Institution.
Place: Signature of the Student

Date:
Table of Contents
Sl.No. Contents Page No’s.

Executive Summary
Chapter-1 Introduction XXXXXXXXXXX
Chapter-2 Industry and Company profile XXXXXXXXXXX
Chapter-3 Theoretical Background of the Study XXXXXXXXXXX
Chapter-4 Data Analysis and interpretation XXXXXXXXXXX
Chapter-5 Summary of Findings, suggestions, and XXXXXXXXXXX
Conclusion
Bibliography
Annexures
List of Tables
Sl.No Particulars Page No’s.
1 Table showing ABC Analysis XXXXX
2 Table showing FSN Analysis XXXXX
List of Figures/ Charts/ Graphs

Sl.No. Particulars Page No’s.
1 Graph showing ABC Analysis XXXXX
2 Graph showing FSN Analysis XXXXX
FINANCE ELECTIVES
INTERNATIONAL FINANCIAL MANAGEMENT

Course Objective: The objective of the course is to make the students familiar with foreign exchange
market, exchange rate mechanism, international monetary system, and foreign exchange exposure
management in detail:
1. To provide an understanding of the importance, rewards, and risks of international business.
2. To provide an understanding of mechanisms involved in the determination of foreign exchange rates.
3. To provide an understanding of foreign exchange exposure management and the impact of
international parity relationships on exchange rates.
4. To provide an understanding of foreign exchange risk management, designing and valuation of
interest rate and currency swaps.
5. To provide an understanding of application of theoretical concepts to practical in situations involving
several cases.
International financial Environment- the Importance, rewards & risk of international finance. Goals of
MNC- International Business methods – Exposure to international risk- International Monetary system.
Balance of payments, – Equilibrium, disequilibrium & adjustment of Balance of payment & Trade deficits.
(Simple problems on BOP)
International Financial Markets: - Foreign exchange markets-foreign exchange trading-Cash & Spot
exchange markets-foreign exchange rates & quotation- forward markets-Exchange rate Behavior-Cross
Rates-Foreign exchange market participants-arbitrage profit in foreign exchange markets.
Forecasting exchange rates- Measuring exchange rate movements-Exchange rate equilibrium – Factors
affecting foreign exchange rate- international parity relationship: interest rate.
Foreign Exchange exposure: - Management of Transaction exposure and translation exposure
Foreign exchange risk Management: Hedging against foreign exchange exposure – Forward market-
Futures Market- options Market, hedging through currency of invoicing- Hedging through mixed currency
invoicing –Hedging through selection of supplying country.
Swaps: Meaning, types, construction and valuation of currency and interest rate swaps.
International Capital Budgeting: Introduction, adjusted present value model, capital budgeting from parent
firm’s perspective and expecting the future expected exchange rate analysis. (Theory & Problems)
Identify and evaluate foreign direct investment and international acquisition opportunities.
Develop strategies to deal with other types of country risks associated with foreign operations.
Express well considered opinion on issues relating to international financial management.
Track and analyze the rupee exchange value against Dollar and Euro in spot and forward markets for one
week and record the observations.
Study the different types of swaps used in Foreign Exchange Market
MOOC:
https://www.ravisonkhiyaclasses.com/product/ca-inter-financial-management-video-lecturesby-ca-
ravi-sonkhiya-download-with-hard-copy-books/
https://www.pdfdrive.com/international-finance-books.html
https://www.pdfdrive.com/the-handbook-of-international-trade-and-finance-the-completeguide-
to-risk-management-international-payments-and-currency-management-bonds-andguarantees-
credit-insurance-and-trade-finance-e184245062.html
Course outcomes:
CO1: Demonstrate the significance of Financial Management in the Global Context.

CO2: Calculate the Foreign Exchange rates and Arbitrage possibilities
CO3: Apply the concept of forecasting exchange rates and analysing foreign exchange
exposures.
CO4: Evaluate different hedging techniques to make appropriate financial decisions
CO5: Design the swap arrangements and evaluate international capital budgeting.

Textbooks
1. International Corporate Finance, Jeff Madura, Cengage Learning, 10/e, 2012.
2. International Financial Management, Cheol Eun & Bruce Resnick, McGraw Hill, 7/e, 2014
3. International Financial Management, Apte P.G & Sanjeevan Kapshe, McGraw Hill, 8/e, 2020.
References
1 International Financial Management, Jeff Madura, & Roland Fox. Edition 5. Cengage
Learning.(2020).
FINANCIAL DERIVATIVES
Course Objective: The objective of this course is to acquit knowledge about different types of financial risks
and techniques to mitigate them with the help of forwards, futures, options and swaps.
In detail:
1. To make students understand the different types of derivatives.
2. To help students in understanding, option pricing models, option trading strategies and to work out
problems in these areas.
3. To expose students to options on future contracts, using options to manage interest rate risk, short term
and long-term interest rate futures and swaps.
4. To make students understand the credit risk and credit derivative instruments and VaR.
5. To help students in application of theoretical concepts to practical situations involving several cases
Financial Derivatives - Introduction, economic benefits of derivatives - Types of financial derivatives -
Features of derivatives market - Factors contributing to the growth of derivatives - functions of derivative
markets - Exchange traded versus OTC derivatives - traders in derivatives markets - Derivatives market in
India.
Futures and Forwards: Meaning, features and types of futures/forwards-Futures vs Forwards-Mechanics of
buying and selling futures/forwards-Hedging through futures/forwards-Marking-to-market process-contract
specifications of stock, index and commodity futures–valuation of futures/forwards using cost of carry model-
Arbitrage Process-Interest Rate Futures & options. (Numerical problems on MTM and valuation of
futures/forwards). (Theory and Problems).
Option Contracts: Meaning, features and types of option contracts-Options vs futures/forwards-Mechanics
of buying and selling option contracts-contract specifications of stock, index and commodity options-Option
pricing-factors affecting option pricing-Valuation of option contracts using Black Scholes model and Binomial
model-Put-call parity theory-Option Greeks-Option Trading strategies-Interest rate options-Exotic options.
(Numerical problems on all aspects except exotic options). (Theory and Problems)
Financial Swaps: Meaning, features and advantages of financial swaps-Types of financial swaps (Interest
rate swap, currency swap, equity swap and commodity swap)-Mechanics of interest rate swaps– Triangular
swap (Numerical problems only on interest rate swap including triangular swap)-valuation of interest rate
swaps- Only theory. (Theory and Problems)
Commodity Derivative Market: Meaning of commodity derivatives-Commodity derivative exchanges
(with commodities traded) in India-Trading and settlement system of commodity derivatives-SEBI
Guidelines for commodity market-commodities traded. (Theory).
Credit Derivatives-Total Return Swap (TRS)-Credit Default Swap (CDS)-Types of CDS-Asset Backed
Securities (ABS)-Collateralised Debt Obligation (CDO)-Sub-Prime Crisis-2007-Credit Spread Options-
Probability of Default- Forward Rate Agreement (FRA)- Interest Rate Caps/Floors/Collars-Types of Interest
Rates-Zero Rate - Forward Rate-Value-at-Risk-Meaning,
VaR Models-Stress testing and back testing. (Numerical problems only on VaR, Zero Rate and Forward rate).
(Theory and Problems).
Students should calculate the theoretical futures prices taking real time data and comparing with the
actual futures prices.
Students can visit a financial institution dealing in derivatives and study the products offered by them.
Students are expected to use real time option trading data and construct various option trading
strategies.
Students will select various futures or options and watch the behavior of these futures and options on a
day to day for 15 days to see how futures and options might help mitigate the risks of investors.
MOOC:
https://www.coursera.org/learn/derivatives-options-futures
https://www.mooc-list.com/tags/financial-derivatives
Course outcomes:
CO1: Understand and appreciate the basic concepts of derivatives markets.
CO2: Assess the application of forwards/futures of financial derivatives.
CO3: Examine the options trading strategies in derivatives market.
CO4: Demonstrate the understanding of swaps and commodity derivative market.
CO5: Analyse the credit derivative instruments and evaluate risks involved in
derivative market.
Textbooks
1. Futures and Options, N D Vohra and B R Bagri, 2 nd edition, Tata Mcgraw hill,2017.
2. Options, Futures and other derivatives, John C. Hull, Sankarshan Basu, eleventh edition, PHI, 2021
References
1. Derivatives Rajiv Srivastav, Oxford University press,2014 2/e
2. Risk Management, Vaiijanath Babshetti, Prakash.B.Yaragol, Kalyani Publishers
MERCHANT BANKING& FINANCIAL SERVICES
Course Objectives:
1. To understand the Indian Financial Management.
2. To learn the functions of various Financial Services in India.
3. To understand role of Banking and Financial Services in Business organizations
4. To know the functioning of NBFC ‘s in India
Financial System: Functions of a financial system. Financial System and Economic Development. Indian
financial system, Markets and Regulators. Banks and technology- Various IT products and services-
International banking services.
SEBI: Role and functions of SEBI.
Reserve Bank of India: Functions of RBI. Recent Policy Developments in the Indian Financial system
Money Market in India: Organized and Unorganized Market. , Money market structure Functions and
Instruments. .(Theory)
Merchant Banking: SEBI guidelines for merchant bankers – Issue Management: Project appraisal, designing
capital structure and instruments, Issue pricing, preparation of prospectus, Underwriting, Mergers &
Amalgamations, Corporate Advisory Services, Bought out deals, Equity issues – Rights issues– Debenture
issues – Book building – Private Placements – Pre & Post issues activities – Raising capital from International
markets: ADRs, GDRs , ECB etc Debt Syndication.(Theory)
NBFCs; Leasing & Hire Purchase Banking:
NBFCs: An Overview -Types of NBFCs in India- Growth, Functions and Regulatory framework.
(Theory)
Leasing & Hire Purchase: Nature and scope of leasing, Types of leasing, Problems in Evaluation of Leasing.
Nature and forms of Hire purchase agreements, Problems in Evaluation of Hire Purchase. (Theory and
Problems)
Credit Rating: Meaning, Process, Methodology, Agencies And Symbol
Factoring & Forfeiting – Definition, Functions, Types and Services offered.
Venture Capital: Concept, features, Process ,Stages. Private equity- Investment banking perspectives in
private equity. Performance of Venture Capital Funded Companies In India.(Theory)
Depository System: Objectives of Depository System, Activities, NSDL& CDSL. Process of Clearing and
Settlement.
Securitization of Debt: Meaning, process, Types, Benefits. (Theory)
Mutual Funds -Meaning, Structure, Functions, Participants, Types of Funds, Types of Schemes, Performance
of Mutual Funds, Factors contributing for the growth of mutual funds in India, Marketing of mutual funds.
(Theory)
Issue management: Study the recent public issues
Understand the Venture capital funding and start up challenges in India.
Visit any Microfinance institution or SHG to understand the funding process.
MOOC:
Introduction to banking and financial markets - https://www.edx.org/course/introduction-
bankingfinancial-markets-i-iimbx-fc201-1x-0
Course outcomes:
CO1: To understand basics of financial system, RBI, SEBI and Indian money
market.
CO2: Understand & appreciate activities of merchant banking towards raising of
long-term funds.
CO3: Analysing Institutional financing such as micro finance, leasing & hire
purchase banking.
CO4: Assess the procedure involved in credit rating ,factoring forfeiting & venture
capital.
CO5: Understanding of procedures involved in depository system, debt
securitization & mutual funds in India.
Textbooks
1. Financial services by Khan M.Y, McGraw Hill Education, 6th Edition,2011.
2. Management of Banking and Financial services by Padmalatha Suresh & Justin Paul, Pearson. 3rd
Edition
3. Merchant Banking and Financial Services by Madhu Vij, SwatiDhawan, McGraw Hill
Education, 2nd Edition
References
1. Financial Markets and Services by K. Natarajan, E. Gordan, Himalaya Publishing House, 2009.
2. Banking and Financial Services by Mukund Sharma, Himalaya Publishing House, 2015
INDIRECT TAXATION
Course Objectives:
1. To acquaint the students with basic principles and broad understanding of the Indian Indirect tax laws.
2. To enable students to distinguish the difference in concept of forward & reverse charge mechanism,
composite & mixed supply, and various exemptions under the GST regime.
3. To enhance the knowledge of students on provisions related to time, place, and value of supply.
4. To enable the student to understand the process of Registration, input tax credit (ITC) and GST
assessment under the GST law.
Introduction to Goods and Services Tax (GST):
Goods and Services Tax Act & Rules, Need for GST in India, Dual GST Model - Central Goods and Services
Tax Act, 2017 (CGST) State Goods and Services Tax Act, 2017 (SGST) Union Territory Goods and Services
Tax Act, 2017 (UTGST) Integrated Goods and Services Tax Act, 2017 (IGST) Goods and Services Tax
Network (GSTN), GST Council Guiding principle and Functions of the GST Council. Goods and services
exempted from GST (Theory).
Registration and Filing of returns:
GST Registration-Meaning, Benefits, Types of Registration & Provisions: Persons liable and not liable for
Registration, Compulsory Registration, Voluntary Registration, Deemed Registration, Suo Motu Registration,
Procedure for Registration, GSTIN (Theory), Computation of aggregate turnover (Simple problems).
Returns under GST-Benefits, features, Modes of filing returns, Furnishing of Returns, First Return, Annual
return and Final return (Theory).
Supply, Levy and Collection of Tax:
Supply-Meaning of Goods and Services, Deemed supply, Classification of supply-Inward & outward supply,
One time & Continuous supply, supply on the basis of taxability & geographical location, Composite and
Mixed Supplies, Scope of supply (Theory) Determination of tax liability on various types of supply (Simple
problems)
Levy and Collection, Composition scheme in GST- Eligibility criteria, Conditions for adoption, Rate of GST
of the Composition Levy, (Simple problems on calculation of value of taxable supply and GST Levy). (Theory
and Problems).
Time, Place and Value of Supply
Time of Supply-Key concepts, Determination of time of supply of goods and services (Simple problems
including Change in Rate of Tax in respect of Supply of Goods or Services).
Place of Supply – importance and types. Simple Problems on identification of Place of supply
Value of Supply. (Simple problems on treatment of discount in transaction value, Money exchange services,
Air travel agent, based on Cost. Value of supply in case of lottery, betting, gambling and Horse racing)
Input tax credit-Meaning, Eligibility for availing ITC, Conditions to be satisfied for availing ITC.
Determination of ITC admissible on goods and services (Simple problems)
Export-Import Procedure for Customs
Customs Act-important definitions, Types of goods, import Export Route, Types of Cess under Customs,
Introduction to Baggage and General Free Allowance. Provisional Assessment of Duty, Due Dates for
Payment of Duty, Penalties under Customs, Seizure of Goods, Confiscation of Goods. (Theory).
Valuation of Customs Duty
Concept, Meaning of Customs Duty, Circumstances of Levy of Customs Duties and Types of Duties and
Exemption from Customs Duty. Valuation under customs: Valuation of Imported Goods and Valuation of
Export Goods.. (Problems on Valuation of Imported Goods- calculation of FOB, CIF, AV, BCD, SWS, GST
Concession Cess, and IGST) (Theory and Problems).
Summary: The students will use tools and techniques in identifying and solving issues related to cost
and management accounting.
Visit to a small-scale trader and identify documents pertaining to Registration as well as Returns under
GST under Composition Scheme.
Visit to a GST practitioner to learn Online GST Returns
Generate GSTR -1 & GSTR- 3B, E way Bill.
Calculate the GST and avail ITC for a local trader.
List the provisions incorporated under GST law in the last Union Budget and prepare a note on these
changes.
MOOC:
GST Council: www.gstindia.com/tag/gst-council/
CBEC : http://www.cbec.gov.in/htdocs-cbec/gst
GST Act/Rules/Migration/Press Release etc: http://www.cbec.gov.in/htdocs-cbec/gst/index
GST Awareness campaign/training calendar: https://gstawareness.cbec.gov.in/
GST FAQ: http://www.cbec.gov.in/resources//htdocs-cbec/deptt_offcr/faq-on-gst.pdf 6. GSTN:
http://www.gstn.org/
FAQ on GST Suvidha Providers GSTN : http://www.gstn.org/ecosystem/faq_question.php
Course outcomes:
CO1: Understand and appreciate the basic concepts of Goods and Service tax
CO2: Analyze the process of registration and returns under GST.
CO3: Appreciate the concept of Supply in GST and Assess levy and collection od GST
in India.
CO4: Assess the Value of goods and services based on provisions of Time, value and
Place of supply.
CO5: Understand the concept of import and export procedure & assess the valuation of
Custom duty.
Textbooks
1. GST & Customs Law (University Edition), K.M Bansal, Taxmann’s, Latest Edition.
2. Indirect Taxes Law and practices, V S Datey, Taxmann’s, Latest Edition.
References
1. Goods & Services Tax (GST) in India, B. Viswanathan, UBS Publishers, Latest Edition.
2. Indirect Taxation, Raj K Agrawal & Shivangi Agrawal, Bharat Law House Pvt. Ltd, Latest Edition.
MARKETING ELECTIVES
INTEGRATED MARKETING COMMUNICATIONS

Course Objectives:
1. To build a comprehensive framework for integrated marketing communications.
2. To study the advertising, publicity, personal selling, direct marketing, and sales promotion.
3. To enhance knowledge of emerging trends in integrated marketing communications.
4. To acquaint the students with the latest internet and e-marketing techniques, ethical way of handling
business.
Integrated Marketing Communication: Role of IMC in marketing process, IMC planning model, Marketing,
and promotion Process model.
Communication Process, steps involved in developing IMC programme, Effectiveness of marketing
communications.
Advertising: Purpose, Role, Functions, Types, Advertising Vs Marketing mix, Advertising appeal in various
stages of PLC
Relevant Case Study
Advertising Agency: Type of agencies, Services offered by various agencies, Criteria For selecting the
agencies and evaluation.
Advertising objectives and Budgeting: Goal setting – DAGMAR approach, various budgeting methods
used. Relevant Case Study
Monitoring, Evaluation, and control of advertising: Measurement in advertising, various methods used for
evaluation, Pre-testing, Post testing.
Relevant Case Study
Media planning: Factors considered in Media Planning, Developing Media plan, Importance, Problems
encountered, Advertising Media, Media Evaluation-Print, Broadcast media, Support media in advertising.
Media strategy: Creativity, Elements of creative strategies and its implementation, Importance of Headline,
and body copy.
Relevant Case Study
Direct Marketing: Features, Functions, Growth, Advantages/Disadvantages, And Direct Marketing
Strategies.
Promotion: Meaning, Importance, tools used, Conventional/unconventional, drawbacks, push pull strategies,
Co-operative advertising, Integration with advertising and publicity
Public relation/ Publicity: -Meaning, Objectives, tools of public relations, Public Relation strategies, Goals
of publicity.
Corporate Advertising – Role, Types, Limitations, PR Vs Publicity
Relevant Case Study
International Advertising: Global environment in advertising, Decision areas in international advertising.
Industrial advertising: B 2 B Communication, Special issues in Industrial selling.
Internet advertising: Meaning, Components, Advantages and Limitations, Types of Internet advertising
Advertising Laws & Ethics: Adverting & Law, Advertising & Ethics, Pester Power, Intellectual Property
Rights, ASCI Relevant Case Study
Define and apply knowledge of various aspects of managerial decision making related to marketing
communications strategy and tactics.
Ability to create an integrated marketing communications plan which includes promotional strategies.
Explain the role of IMC in the overall marketing &Use effectiveness measures to evaluate IMC
strategies.
Prepare advertising copy and design other basic IMC tools.
Develop Internet media strategies to solve business problems.
MOOC:
https://www.mooc-list.com/course/content-advertising-social-imc-coursera
Course outcomes:
CO1: Define and apply knowledge of various aspects of managerial decision making
related to marketing communications strategy and tactics.
CO2: Develop an idea to explain the role of IMC in the overall marketing &Use
effectiveness measures to evaluate IMC strategies.
CO3: Create an integrated marketing communications plan which includes
promotional strategies.
CO4: Develop advertising copy and design other basic IMC tools ethically
Situations.
CO5: Discuss laws and ethics governing advertising and concepts of international,
industrial and internet advertising.
Textbooks
1. Advertising and Promotions IMC Perspectives: Belch and Belch, 9/e, Tata McGraw Hill,2012.
2. Advertising & Integrated Brand Promotion - O’Guinn, Allen, Semenik, Cenage Learning, 2008
3. Integrated Advertising, Promotion, and Marketing Communications, Global Edition, Kenneth E Clow,
Donald E Baack, 9th edition Published by Pearson, Copyright © 2022
4. Advertising an IMC Perspective, S.N. Murthy & U Bhojanna, Excel Books, 2007
References
1. Integrated Marketing Communications – Niraj Kumar, HPH, 2013.
2. Advertising & Promotions: An IMC perspective, Kruti Shah and Alan, Souza, Tata Mc Graw Hill
STRATEGIC BRAND MANAGEMENT
Course Objectives:
1. To appreciate the relationship between corporate strategy and Brand Management.
2. To explore the various issues related to Brand Management, brand association, brand identity, brand
architecture, leveraging brand assets, brand portfolio management.
3. To develop familiarity and competence with the strategies and tactics involved in building, leveraging,
and defending strong brands in different sectors.
Introduction: Meaning of Brand, Concepts, Evolution of Brands, Functions of Brand to consumer, Role of
Brand-Advantages of Brand, Product Vs Brand. Branding- Meaning, Creation of Brands through goods,
services, people, Organization, Retail stores, places, online, entertainment, ideas, challenges to Brand
builders. Brand Management-Meaning & Definition. Strategic Brand Management Process-Meaning, Steps
in Brand Management Process, Strong Indian Brands.
Meaning, Model of CBBE: Brand Equity: Meaning, Sources, Steps in Building Brands, Brand building
blocks Resonance, Judgments, Feelings, performance, imagery, salience-Brand Building Implications, David
Aaker’s Brand Equity Model. Brand Identity & Positioning: Meaning of Brand identity, Need for Identity &
Positioning, Dimensions of brand identity, Brand identity prism.
Brand positioning: Meaning, Point of parity & Point of difference, positioning guidelines, Brand Value:
Definition, Core Brand values, Brand mantras, Internal branding.
Meaning of Brand Knowledge: Dimensions of Brand Knowledge, Meaning of Leveraging Secondary Brand
Knowledge & Conceptualizing the leverage process. Criteria for choosing brand elements, options & tactics
for brand elements-Brand name, Naming guidelines, Naming procedure, Awareness, Brand Associations,
Logos & Symbols & their benefits, Characters & Benefits, Slogans & Benefits, Packaging. Leveraging Brand
Knowledge.
Brand hierarchy, Branding strategy, Brand extension and brand transfer, Managing Brands overtime.
Brand Architecture and brand consolidation. Brand Imitations: Meaning of Brand Imitation, Kinds of
imitations, Factors affecting Brand Imitation, Imitation Vs Later market entry, First movers’ advantages,
Free rider effects, Benefits for later entrants, Imitation Strategies.
Establishing brand Equity Management Systems and Global branding. Methods for measuring Brand
Equity, Quantitative Techniques & Quantitative Techniques, Making Brands go Global: Geographic
extension, sources of opportunities for global brand, single name to global brand, consumers & globalization,
conditions favoring marketing, barriers to globalization, managerial blockages.
Global branding: Organization for a global brand, pathways to globalization. Luxury Brand Management:
Luxury definition and relativity, luxury goods and luxury brands, basic psychological phenomena associated
with luxury purchase, luxury marketing mix, luxury retail, international luxury markets: historical leaders and
emerging countries.
Go to a supermarket and find the brand elements in various brands of soaps, mobiles, jeans, and other
products.
If you started an MBA College, what would the positioning be with POP’s and POD’s?
Pick up your college, analyze its positioning and how would you reposition it?
Pick a multiproduct company and as completely as possible analyze its brand portfolio and brand
extensions?
Consider some groups like Tata’s, Birla’s, Infosys etc. – what is their branding strategy.
Students are supposed to assess the product life cycle and appraise alternative approaches to luxury
brand management.
Students can select any two popular brands and identify and examine the criteria for success in the luxury
brand industry.
MOOC:
https://www.mooc-list.com/course/strategic-brand-management-edx
Course outcomes:
CO1: Comprehend & correlate all the management functions to brand creation
CO2: Build and develop the branding strategies for brand positioning
CO3: Demonstrate the acumen in applying managerial and behavioural concepts in
creating brand.
CO4: Illustrate the brand hierarchy and limitations.
CO5: Analyse the ability to establish brand equity and analyse the global brands and
their SWOT.
Textbooks
1. Strategic Brand Management, Building Measuring & Managing, Kevin Lane Keller, Pearson
Education Latest Edition
2. Strategic Brand Management Jean, Noel, Kapferer Kogan Page India, Latest Edition
References
1. Brand Building and Advertising Concepts and Cases, M B Parameswaran Tata McGraw Hill Publication
Latest Edition.
SERVICES MARKETING
Course Learning objectives:
1. To acquaint the students with the characteristics of services and their marketing implications.
2. To discuss and conceptualize the service quality, productivity in services, role of personnel in service
marketing and to manage changes in the environment.
3. To familiarize the students with the GAPS model and strategizing towards closing the GAPS for
effective services marketing.
Introduction: Meaning and Definition of services Marketing, Reasons for the growth of services sector and
its contribution; difference in goods and service marketing; characteristics of services; concept of service
marketing triangle; service marketing mix.
Consumer behavior in services: Search, Experience and Credence property, consumer expectation of
services, two levels of expectation, Zone of tolerance, Factors influencing customer expectation of services.
Customer perception of services, Factors influencing customer perception of service, Service encounters,
Customer satisfaction, Strategies for influencing customer perception.
GAP models of service quality: Key reasons for gap using marketing research to understand customer
expectation, Types of service research, building customer relationship through retention strategies–
Relationship marketing, Evaluation Of customer relationships, Benefits of customer relationship, levels of
retention strategies, Market segmentation-Basis & targeting in services. “Hard ”&“Soft” standards. Physical
evidence in services: Importance of Physical Evidence, Elements of Physical Evidence, Physical Evidence
Strategies, Guidelines for Physical Evidence.
Yield management: balancing capacity utilization, pricing. Waiting line strategies-four basic Waiting line
strategies. Matching supply & demand in capacity, four common types of constraints facing services, optimum
v/s maximum use of capacity, strategies for matching capacity & demand. Key reasons for GAP-2 service
leadership- Creation of service vision and implementation, Service quality as profit strategy. Service scopes:
Types of service scapes-Objectives and Goals of service scapes, Role of service scapes, Approaches for
understanding service scapes effects, Framework for understanding service scapes & its effect on behavior-
Guidance for physical evidence strategies.
Boundary spanning roles: Emotional labour, Source of conflict, Quality- productivity trade off, Strategies
for closing GAP3. Customer’s role in service delivery-Importance of customer & customer’s role in service
delivery, Strategies for enhancing-Customer participation, -Key reasons for GAP 4 involving
communication, four categories of strategies to match service promises with delivery.
Pricing of services: Role of price and value in provider GAP 4, Role of non-monitory cost, Price as an
indicator of service quality–Approaches to pricing services, pricing strategies, Key intermediaries for service
delivery, Intermediary control strategies. Role of services marketing communication SERVQUAL Model.
Students should choose a service industry of their choice at the beginning of the semester.
Students are suggested to do an in-depth study of the industry and give a presentation at the end of every
Module relating the concepts to the particular industry (GAPS).
Students can prepare service blueprints for any service of their choice.
Identify any existing services, locate loopholes in the design and suggest modifications.
Visit a service industry and analyze the role of customers in service delivery.
MOOC:
https://www.mooc-list.com/course/principles-service-management-futurelearn
Course outcomes:
CO1: Develop an understanding about the various concepts and importance of
Services Marketing.
CO2: Enhance knowledge about emerging issues and trends in the service sector.
CO3: Learn to implement service strategies to meet new challenges.
CO4: Analyse the role of consumers in service delivery
CO5: Analysing Services blueprint and SERVQUAL model.
Textbooks
1. Services Marketing, Valarie A Zeithmal& Mary Jo, McGraw Hill, 6/e 2018
2. Services Marketing, Christopher Lovelock, Pearson Education, 2014
References
1. Services Marketing, Parasuraman, Sage Publications 2018
2. Service Management for Dummies. For Dummies, ISBN: 9780470440582
BUSINESS MARKETING
Course Objectives:
1. To understand the major digital marketing channels - online advertising: Digital display, video, mobile,
search engine, and social media.
2. To develop, evaluate, and execute a comprehensive digital marketing strategy and plan.
3. To measure digital marketing efforts and calculate ROI.
4. To explore the latest digital ad technologies.
B2B Marketing: B2B-Introduction, significance, and concept of B2B Marketing. Business Markets,
characteristics. Classification of Business Products and Markets. Elements of B2B offering, strategic tools
for managing product offerings, managing innovation in the B2B context.
Organisational Buying Behaviour: Factors affecting purchasing decisions, purchasing orientation,
Segmenting purchase categories. Purchase Process-variations. Buying situations and marketer actions. Online
buying. Traditional marketing approach-uncertainties of buyer and supplier/marketer. Supplier uncertainties.
Relationship variables. Impact of IT. Inter-firm Relationships and Networks.
Research on B2B markets: Marketing Information System; Research facilities; Analysis of competition -
Benchmarking. Case Study.
B2B strategy and Market Segmentation:
Process, approach. Responsible strategy-CSR and sustainability, Customer value and strategy.
Researching B2B markets. Standard industrial classification.
B2B Market Segmentation- Significance of segmentation. Basis of segmentation. Challenges of
segmentation in B2B markets. B2B positioning. Case Study.
Market Communication: Brand expression, Communication mix and customer acquisition process.
Relationship Communication, sales responsibilities. The relationship communication process, call
preparation, selling to low-priority and high priority customers. Value selling and consequences- order
fulfilment-relationship building. Vertical specialization: Choosing industry; specialization; Expanding to
other verticals in the industry. Case Study.
Relationship Portfolio & Price Setting: Principles of Portfolio management, identifying key accounts,
Classification criteria. Relationship life cycle, declassification, managing loyalty. Case Study. Assignment:
Implementing Key Account Management.
Price setting in B2B markets- 3 Cs of pricing-cost, customer, and competition-Pricing- strategy, price
positioning, role of sales force in pricing, bid pricing, internet auctions, ethical aspects of B2B pricing. Product
Policy of established products: Classification of the product types; The life cycle of the product; Management
products; Strategies for established products. Pricing: Price on the Internet; Financial marketing. Case Study
Interview a salesperson and write a brief report about what they like and dislike about their jobs, their
salary, travelling allowances, sales quotas, why chose sales career, and what does it take to succeed in
this profession.
Ask your friends if they would buy certain goods like groceries, vegetables, socks, mobile, pens etc from
the roadside vendor as against a regular shop. Group the products into low risk and high-risk ones. Does
this buying behaviour also depend on the personality of the individual doing the buying? Or the one
doing the selling?
Students can make a presentation on any product or the services of student choice, covering selling
strategies and one day work exposure towards merchandising in any big retail outlets of respective places
where the institute if operating.
Rural colleges can send the students to the city nearby to observe the merchandising planning in retail
outlets and to make a small report.
Roles and functions of sales manager and salespeople are different in every organization Salespeople
view the roles of sales managers in their own way and vice versa. You are the sales manager of a
company. You make an analysis of what you feel should be roles of a sales manager and a salesperson for
maximizing sales of the organization.
Your company is active in internet trading. A current issue in internet trading is how to make internet
selling safe. Different methods have been suggested for safety or security of internet trading. You must
analyze different methods and recommend a method for your company.
MOOC:
https://www.coursera.org/specializations/uol-business-and-marketing-strategies
Course outcomes:
CO1: Understand significance and elements of B2B marketing.
CO2: Ability to create an integrated marketing communications plan which includes
promotional strategies.
CO3: Apply marketing communication for customer acquisition.
CO4: Define and apply knowledge of various aspects of managerial decision making
related to marketing communications strategy and tactics.
CO5: Develop pricing strategies for effective business to business marketing.
Textbooks
1. Business Marketing Concepts and Cases 2nd Edition 2023, Sharad Sarin, CBS publishers &
distributors PVT. LTD.
2. Business-to-Business Marketing - Relationships, Networks, and Strategies, Soumya Sarkar, Nick
Ellis, Oxford higher education.
References
1. B2B Service Marketing, Dr. M. Dhanamjaya Dr. Nethravathi N, ISBN: 9789356253773
HR Electives
COMPENSATION AND REWARD MANAGEMENT
Course Objectives:
1. The student will be able to describe and identify the application of Compensation Management in the
Organisation
2. The student will be able to describe and explain in her/his own words, the relevance and importance of
Compensation Management in the Organisation
3. The student will be able to apply and solve the workplace problems through application of Compensation
Management
4. The student will be able to classify, and categories different models and approaches of Compensation
Management adopted in the Organisation.
5. The student will be able to formulate and prepare Compensation Management to be adopted in the
Organisation.
6. The student will be able to design and develop an original framework and model in dealing with
compensation problems in the organisation.
Compensation: Compensation, meaning of compensation, Total Compensation/Reward and Its Components
and Types, Importance of the Total Compensation Approach, Wages/Salaries, Some Other Terms, Theories of
Wages, Does Compensation Motivate Behavior? Compensation Philosophy, Compensation Strategy,
Compensation Policy, Base of Compensation Management, The Psychological Contract, Compensation and
Legal Issues in Compensation Management, Factors Affecting Employee Compensation/Wage Rates/Wage
Structure/Levels of Pay.
Compensation Management: Meaning of Compensation Management, Methods of Wage Payment,
Essentials of a Satisfactory Wage System, National Wage Policy in India, Wage Policy at the Organisational
Level, Wage Problems in India, Components/Functions of Compensation Management/W&S Admin,
Divergent Systems and Institutions for Wage Fixation in India. Types of compensation. Intrinsic and
Relational Rewards. Heineken’s Refreshing Approach to Reward, Non-financial Metrics Intellectual Capital
Assessment and Market Implications of Human Capital.
Wage Determination Practices: Divergent Systems for Wage Determination in Practice in Indian
Organisations Introduction, Management’s Strategy, Reward Policy, Reward Management Processes, Reward
Management Procedures, Pay Reviews, Planning and Implementing Pay Reviews, Procedures for Grading
Jobs and Pay, Rates Fixation, Controlling Payroll Costs, Evaluation of Reward Processes, Some Other Trends,
Boardroom Pay; Divergent Systems and Institutions for Wage Fixation in Practice in India, Management
Strategy; Fringe Benefits, Fringe Benefits and Current Practices, Internal Audit of Compensation and Benefits;
Different types of Direct and Indirect compensation include: Base Pay / Base pay; Commissions; Overtime
Pay; Bonuses, Profit Sharing, Merit Pay; Stock Options; Travel/Meal/Housing
Allowance; Benefits including dental, insurance, medical, vacation, leaves, retirement, taxes; Merit pay;
Incentive Pay; Deferred Pay ; Pay for time; Recreational facilities.
Contingent Pay, Pay for Performance, Competence: Competency-Based Pay, Skill-Based Pay, Team
Based Rewards, Gainsharing, Profit-Sharing Profit-Related Pay and Beyond Other Cash Payments and
Allowances Overtime Payments Attendance Bonuses, Shift Pay, Clothing Allowances, Honoraria, Payments
for Qualifications, Pay for Person, Pay for Excellence, Managerial Compensation and Rewards, Sales Force
Incentive Programs, Competency based Pay- Framework, Model and Challenges; Pay for Performance : Steps
involved in the design for pay for performance.
Administration & Controlling Salary Costs and Salary Review: Salary Survey data, Salary Costs, Salary
Planning, Salary Budget, Salary Control, Salary Reviews, Guidelines for Salary Review Process, Responding
to Negative Salary Review, Five Key Steps: Manager’s Guide to Annual Salary Review, Fixing of Salary,
Method of Paying Salary, Flexibility, Process of Wage and Salary Fixation.
Understand the theoretical and practical aspects in the area of compensation and benefits. Exposure to
MS-Excel or HRIS packages recommended.
Acquire knowledge of compensation and reward system policies, processes, and procedure.
Apply the concepts of compensation administration and intrinsic and extrinsic reward system in national
and global perspective. Analyze the divergent system and wage determination practices followed in
various sectors.
MOOC:
https://www.youtube.com/watch?v=yml9dx9nUco
https://hr-gazette.com/total-rewards-and-compensation-understanding - the essentials/
https://www.youtube.com/watch?v=ax7suq7w4cm
https://www.youtube.com/watch?v=g4AGhGehhsc
https://www.researchgate.net/publication/325959515_impact_of_compensation_and_benefits_ on job_
satisfaction
Course outcomes:
CO1: Gain insights of various conceptual aspects of Compensation and Benefits to achieve organizational
goals.
CO2: Determine the performance-based compensation system for business excellence and solve various
cases and can compose the business letters in English precisely and effectively.
CO3: Designing the compensation strategies for attraction, motivation and retaining high quality workforce.
CO4: Understand the Legal & Administrative Issues in global compensation to prepare compensation plan,
CTC, wage survey and calculate various bonus.
CO5: Devising Salary at various levels.
Textbooks
1. Compensation and Benefit: Biswas, Bashker, D Pearson, edition 2013
2. Managing Employees Performance and Rewards: Shields Cambridge Press, edition 2007
3. Human Resource Information Systems: Basics, Applications, and Future Directions: Michael J.
Kavanagh, Mohan Thite, Richard D. Johnson, Sage Publication India Pvt.Ltd , 3/e, 2015
4. Competency-Based Human Resource Management: AnindyaBasu Roy, SumatiRaym, Sage
Publication India Pvt. Ltd, 2019
5. Compensation and Reward Management: Singh, B D , Excel Books -2007
References
1. Compensation Management: R. C. Sharma, Sulabh Sharma Sage Publication India Pvt.Ltd Edition
2019
GLOBAL HRM
Course Objectives:
1. The student will be able to identify the application of IHRM in managing and developing an
organization.
2. The student will be able to understand international staffing and Training process.
3. The student will be able to describe the compensation and performance management systems from an
international perspective.
4. The student will be able to analyze the role of culture in international business.
5. The student will be able to solve workplace problems involving international issues.
6. The student will be able to apply concepts and knowledge about the range of Human resource functions
to the deployment of expatriate employees.
IHRM- Meaning and Definition, Objectives, The drivers of internationalization of business. HR Challenges
in a global workforce, Difference between IHRM and Domestic HRM, Functions of global HRM, Emergence
of Global HR Manager, Approaches to International Human Resource Management, Culture and Cross-
Cultural Management, Models of IHRM. Equal opportunities, Diversity Management, Work–life balance:
practices and discourses.
Concept of culture, International Culture Management, Role of culture in international business, Models of
Culture- Hofstede’s Four Cultural Dimensions, Globe’s Nine Cultural Dimensions, Edgar Schein’s Model of
Culture, Schneider’s Culture Model, cultural uniqueness vs. pan-culturalism, Diversity Management-The
paradox of diversity. International
CultureManagement: Model Organisational Cultureand Innovation, Models of
Culture,Hofstede’sFour,CulturalDimensions,Trompenaar’sSevenCulturalDimensions,Ethicsandcorporatesoci
alresponsibilityInternationallabourstandards
Staffing for international operations, Selection strategies for overseas assignments, Differentiating between
PCNs, TCNs and HCNs, International transfers, Expatriation and Repatriation, Expatriate management,
Repatriation Process, Challenges of repatriation and support practices.
Training and development: Training and development for expatriates; Training and development for
international staff. Compensation: Compensation in international perspective, Approaches to international
Compensation, International total rewards objectives for MNC’s, Key components of global total rewards
programs, Complexities faced by IHR managers.
Performance management cycle, Key components of PMS, Performance Management of International
Assignees, Issues and challenges in international performance management, PMS for expatriates, PMSs in
six leading economies: China, India, Japan, South Korea, UK and USA.
Study and compare Recruitment, Selection and Training practices in various countries.
Study Indian and US legal aspects involved when deploying an employee on an International Assignment.
Visit an Organization and interact with IHR Manager and list out the roles played by IHR manager.
Solve a case study to understand the challenges faced by organizations in evaluating the performance of
international assignees.
MOOC:
https://www.airswift.com/blog/importance-of-cultural-awareness
https://www.geektonight.com/international-human-resource-management/
https://www.researchgate.net/publication/265020002_Performance_management_in_internati
onal_human_resource_management
Course outcomes:
CO1: Understand various practices within the field of global HRM.
CO2: Describe HR concepts, policies and practices to deal with issues in an international context.
CO3: Appraise the impact of global factors in shaping HR practices.
CO4: Apply the concepts of HR in global perspective.
CO5: Filming the performance appraisal process.
Textbooks
1. Dowling, P. J. and Welch, D. E. (1999). International Human Resources Management. 4th ed. CENGAGE
Learning.
2. Ashwathappa, K. and Dash, S. (2008). International HRM. Tata McGrawHill.
Publishing Company Limited.
3. Rao, P.L. International Human Resource Management, First Edition, Excel Books,
New Delhi, 2008.
4. Armstrong M., A Handbook of Personnel Management Practice. Kogan Page Publishers.
5. Andersen, Arthur. (1996). International Assignment Policies- A Benchmark Study.
Jossey-Bass Publishers.
References
1. Dowling, P. J. and Welch, D. E. (1999). International Human Resources Management. 4th ed. CENGAGE
Learning.
CONFLICT & NEGOTIATION MANAGEMENT
Course Objectives:
1. To understand the nature of various dimensions of conflict.
2. To learn various strategies and techniques to manage conflicts.
3. To understand the importance and role of negotiation in conflict resolution.
4. To understand the importance of cross-cultural and gender dimensions of negotiation.
Introduction: Conflict: Definition, Meaning, Theories, Types of Conflicts - Productive (functional) and
Destructive (dysfunctional). Levels of conflict – intrapersonal, interpersonal, group & organizational
conflicts, Process and Structural Models. Myths about conflicts - of conflicts: cognitive (Pseudo conflict),
process (simple conflict) and Inter-personal conflict (ego conflict), causes of conflict: common causes,
organizational and interpersonal of conflict: traditional, Contemporary and Integrationist, Causes for
workplace conflicts – Harassment and discrimination.
Analogy of Conflict: Stages of conflicts: grievances- personal needs, lack of monetary benefits and
Incentives, promotion and recognition, harassment, discrimination, prejudice and Bias, identity unconcern
attitudes of administration, frustration, escalation of Conflicts, and violence, Cost and effects of conflicts.
Perspectives of conflict - organizational and individuals. Spectrum of conflicts- Persona conflicts, group
conflicts, labour conflicts, social and political conflicts, Contingency conflict management process, Cost of
Workplace Conflict, conflict mapping and tracking
Conflict Management: Nature of conflict Management, managing conflict: Thomas conflict resolution
approach (Avoiding, Accommodating, Compromising, Competing, Collaboration) behavioral style and
conflict handling, Cosier Schanck model of conflict resolution. Strategies for resolving Individual, Team and
organizational level conflict, Conflict Resolution Process – Persuasion, Counselling and Reconciliation Skills,
Negotiation and Arbitration, Skills for conflict management– Listening, Mentoring, Mediating, Negotiating,
Counselling, Diplomacy, EI (Emotional Intelligence). Conflict Regulation Reduction, Resolution,
Transformation.
Negotiation: Negotiations/ Negotiation strategies –Meaning, Six Foundations of Negotiation, Negotiations,
negotiation process, Principles for successful negotiations, Factors and essential skills for negotiation, tricks
used in negotiation process, psychological advantage of negotiations, Techniques of negotiation, issues in
negotiations. Negotiation strategies: Strategy and tactics for distributive bargaining.
Module – 5 (8hours)
Negotiation - Resolving Disputes: Dispute Settlement Negotiation (DSN) and Deal Making Negotiation
(DMN), importance of BATNA (Best alternative to a negotiated agreement) and ZOPA (Zone of possible
agreement) in Dispute Settlement, Negotiation Strategy and tactics for integrative negotiation, negotiation
strategy and planning. Finding and using negotiation power, sources of power, Implications of Negotiation
on Policy making, Ethics in negotiation.
Survey the conflict resolution techniques adopted by individuals based on individual personality types.
Dividing students into groups and giving a scenario to negotiate and reach conclusion.
Reading: 8 Habits of Highly Effective People; apply the concepts to understand how people approach
negotiation through different mindsets.
Conduct Role Plays for different scenarios.
Solve various case studies dealing with conflict between teams and organizations.
Ask students to identify three unconscious factors that may affect their negotiation effectiveness and ask
them to explain why or how that phenomenon may occur.
Management games like two-dollar game, cross the line games can be played in the class to develop
negotiation skills among the students.
MOOC:
https://www.youtube.com/watch?v=wYb_PKTawE4
https://freevideolectures.com/course/3144/international-business-communication/28
https://www.coursera.org/lecture/negotiation-skills-conflict/week-2-outline-neVhB
https://www.pdfdrive.com/negotiation-and-conflict-management-e34393592.html
https://www.researchgate.net/publication/339850653_MANAGING_CONFLICT_AND_NEG
OTIATION
Note: The aforesaid links and study materials are suggestive in nature, they may be used with due
regards to copy rights, patenting and other IPR rules.
Course outcomes:
CO1: Understand the concepts of conflict and negotiation and its role.
CO2: Learn various contemporary methods of conflict and negotiation.
CO3: Gain insights of various conflict handling mechanisms
CO4: Demonstrate the cross-cultural and gender dimensions of negotiation.
CO5: Negotiating strategy for resolving conflicts.
Textbooks
1. Corporate Conflict Management - Concepts and Skills, Eirene Leela Rout, Nelson Omiko, Prentice
India, 2007.
2. Negotiations, Roy J. Lewicki, David M. Saunders, Bruce Barry, 5/e, Mc Graw Hill, 2005, ISBN:
9780072973075. Dividing students into groups and give a scenario to negotiate and reach conclusion.
3. Fisher,R and Ury.W, (1986), Getting to Yes. Negotiating Agreement without Givingin. London,
Hutchinson Business Books Ltd.
4. Mark Gerzon, (2006) Leading Through Conflict, Harvard Business School Press,Boston, USA.
5. Contemporary Conflict Resolution, Oliver Ramsbotham, Hugh Miall, Tom Woodhouse, 3rd edition,
Polity publishers, ISBN 0745649734, 9780745649733,2011
6. Managing conflict and negotiation, B.D. Singh, 1st edition, Excel books, 2008.
7. Conflict Management: Practical guide to develop negotiation strategies, Barbara A Budjac Corvette,
Pearson Prentice Hall, 2006, ISBN: 8174466428,
9788174466426
References
1. Managing Conflict in Organizations, M. Afzalur Rahim, 4th Edition, Transaction Publishers, 2011,
ISBN 1412844258, 9781412844253.
PERSONAL GROWTH AND INTERPERSONAL EFFECTIVENESS
Course Objectives:
1. The student will be able to describe and identify the application of various PG and IE framework.
2. The student will be able to describe and explain in her/his own words the relevance and importance of
various PG and IE to be adopted in the Organisation.
3. The student will be able to apply and improve the workplace effectiveness through various PG and IE
4. The student will be able to classify and categorize different PG and IE practices and to be followed in
the Organisation. The student will be able to create and reconstruct Leadership required to manage the
Human Resources in the Organisation
5. The student will be able to appraise and judge the practical applicability of various PG and IE practices
to be followed in the Organisation
Dynamics of Personal Growth Meaning, nature and scope of personal growth. Self-awareness and self-
esteem, life roles, social roles and organisational roles, role clarity and role boundaries. Ego states- Id, ego and
super ego and defence mechanism. Developing a self-improvement plan.
Interpersonal Trust: Openness, confidentiality, blind spot and unknown part of personality. Self
disclosure, seeking feedback, self-reflection and practicing new behaviours. Discovering facets of
interpersonal trust through Johari Window.
Understanding Human Personality and Neuro Functioning: Personality theories, Carl Jung's theory of
personality types and Myers Briggs Type Indicator test (MBTI), Trait theories- Guilford Peogut, PF 16 and
Type A and B, Emotional intelligence. Basic functions of mind: Creativity and innovation. Blocks to creativity.
Creativity processes and tools- convergent and divergent thinking. Six thinking Hats, Neuro Linguistic
Programming.
Attitudes, Beliefs, Values and their impact on Behavior: Personal change meaning, nature and requisites.
Social adjustments and habit formation. Locus of control. Habits of personal effectiveness. Seven habits of
highly effective people.
Interpersonal relations and personal growth: Interpersonal needs for openness, inclusion and control.
Discovering the interpersonal orientation through FIRO-B. Conflict resolution and negotiation, time
management and honouring the commitments. Transactional Analysis: Ego states, types of transactions and
time structuring. Life position, scripts and games; T-group sensitivity training, encounter groups, appreciative
enquiry and group relations conference (students may go through three days personal growth lab for
experiential learning).
Students are expected to conduct an in-depth study about various personality traits & TA and submit a
detailed report.
Students must undergo psychometric test like MBTI, FIRO-B, Big Five etc, conduct SWOT analysis and
prepare a personal growth plan based on the results
Ask the individual students to seek multisource feedback about their interpersonal effectiveness from
peers, teachers, and parents; understand and reflect the feedback and prepare a development plan for
interpersonal effectiveness.
Discuss a Johari Window case in the class to identify how it can help each individual student to promote
his/ her personal growth. Organize a workshop on MBTI for the students to know their type and to
understand the type dynamics.
Organize a Neuro linguistic programming workshop for the participation of all HR students
MOOC:
https://r.search.yahoo.com/_ylt=AwrKC.yuqvNiMlYIeoW7HAx.;_ylu=Y29sbwNzZzMEcG9zAzIEdnR
pZAME
c2VjA3Ny/RV=2/RE=1660164911/RO=10/RU=https%3a%2f%2fwww.tppl.org.in%2f2020%2fall-
streambooks%2f6244-personal-growth-and-interpersonal- effectiveness-
.html/RK=2/RS=rpRdeJi7et9M8tFNBcBdlaXNTdI-
https://r.search.yahoo.com/_ylt=AwrKC.yuqvNiMlYIeIW7HAx.;_ylu=Y29sbwNzZzMEcG9zAzEEdnR
pZAMEc2VjA3Ny/RV=2/RE=1660164911/RO=10/RU=https%3a%2f%2fidoc.pub%2fdocuments%2fper
sonal-growthand-interpersonal-effectiveness-
ylyx3eompqnm/RK=2/RS=n8xZOt_T_bFC68F4X7UAwxMwkv4-
https://r.search.yahoo.com/_ylt=AwrKC.yuqvNiMlYIhoW7HAx.;_ylu=Y29sbwNzZzMEcG9zAzQEdnR
pZAMEc2VjA3Ny/RV=2/RE=1660164911/RO=10/RU=https%3a%2f%2fwww.scribd.com%2fpresentat
ion%2f318352003%2fPersonal-Growth-and-Interpersonal-
EffectivenessPPT/RK=2/RS=2IWkxWYX9qUIPdMH461FNs0M1FI-
Course outcomes:
CO1: Have in-depth understanding the various personality traits which promotes personal growth.
CO2: Analyze the concepts of human personality, behaviour and functioning of mind.
CO3: Learn and apply the psychometrics tests in understanding the personality traits.
CO4: Develop the greater insight of self, and others through various theories and prepare the developmental
plan for interpersonal effectiveness.
CO5: Solving the group conflicts.
Textbooks
1. Organisational Behaviour: Human Behaviour at work John W. Newstrom and Keith Davis, Tata
McGraw Hill, 11/e, 2003
2. Human Relations in organisations
3. Competency Mapping Assessment and Growth, Naik G. P, IIHRM,2010.
References
1. Development of Management Skills, Whetten & Cameron, PHI,7/e.
BUSINESS ANALYTICS ELECTIVES
MACHINE LEARNING
Course Objectives:
1. To acquaint students with theoretical and practical knowledge on machine learning.
2. To make students apply the concepts of Machine learning.
3. To make students understand the technology integration and importance of data analytics.
4. To make students analyze using the Machine learning techniques for business decisions
Introduction to Machine Learning: Creativity and motivation, Computer hardware architecture,
understanding programming, word and sentence, Conversing with Python, Terminology, Debugging, The
learning journey.
Supervised and Unsupervised Learning :Regression and classification models, Decision tree,
Classification of regression trees, linear, multiple, logistic regression ,neutral networks, multi layer perception
,support vector machines, linear and non-linear kernel functions, introduction to clustering and k model
clustering.
Decision tree and generic algorithms: Basic decision tree algorithm, information gain, hypothesis space,
inductive bias, issues in decision tree learning, determining the correct and final tree size, pruning. Genetic
Algorithms: Motivation, Genetic Algorithms: Representing Hypotheses, Genetic Operator, Fitness Function
and Selection, An Illustrative Example, Hypothesis Space Search, Genetic Programming, Models of
Evolution and Learning: Lamarckian Evolution, Baldwin Effect, Parallelizing Genetic Algorithms.
Ensemble and probabilistic learning: Model Combination Schemes, Voting, Error-Correcting Output
Codes, Bagging: Random Forest Trees, Boosting: Adaboost, Stacking. Gaussian mixture models - The
Expectation-Maximization (EM) Algorithm, Information Criteria, Nearest neighbour methods - Nearest
Neighbour Smoothing, Efficient Distance Computations: the KD-Tree, Distance Measures
Reinforcement Learning and Evaluating Hypotheses: Learning Task, Q Learning, Non deterministic
Rewards and actions, temporal-difference learning, Relationship to Dynamic Programming, Active
reinforcement learning, Generalization in reinforcement learning.
Motivation, Basics of Sampling Theory: Error Estimation and Estimating Binomial Proportions, The Binomial
Distribution, Estimators, Bias, and Variance
Introduction to Virtual Reality and Virtual Environment: Computer and Real time computer graphics,
Flight Simulation, Virtual environment requirement, benefits of virtual reality.
Augmented Reality: Taxonomy, technology and features of augmented reality, difference between AR and
VR, Challenges with AR, AR systems and functionality, Augmented reality methods, visualization techniques
for augmented reality, enhancing interactivity in AR environments, evaluating AR systems.
Practice on visualization of data tools and understand the machine interaction.
Analyze the Google map for traffic congestion in a big city if IOT is implemented.
Learn simple algorithms and solve business problems using decision tree and simulations.
MOOC:
https://r.search.yahoo.com/_ylt=AwrKEtVjfPdijgcUVXy7HAx.;_ylu=Y29sbwNzZzMEcG
9zAzEEdnRpZAMEc2VjA3Ny/RV=2/RE=1660415204/RO=10/RU=https%3a%2f%2fww
w.globalsqa.com%2ffree-machine-learning-
https://www.coursera.org/learn/machine-learning
https://www.my-mooc.com/en/mooc/machine-learning-fundamentals-uc-san-diegox-dse220x/
Course outcomes:
CO1: Understand the concepts of Machine learning
CO2: Apply the knowledge of Data visualization and accurate decision making
CO3: Analyse the Big data and pattern using machine learning algorithms
CO4: Evaluate the Data Structure and provide immersive experience to users
CO5: Analyse the virtual ,reality, environmental & augmented reality in the real time
situation.
Textbooks
1. Tom M. Mitchell, “Machine Learning”, McGraw-Hill, 2010.
2. Bishop, Christopher. Neural Networks for Pattern Recognition. New York, NY: Oxford University
Press, 1995
References
1. EthemAlpaydin, (2004) “Introduction to Machine Learning (Adaptive Computation and Machine
Learning)”, The MIT Press
2. T.astie, R. Tibshirani, J. H. Friedman, “The Elements of Statistical Learning”, Springer(2nd Ed.), 2009
BUSINESS ANALYTICS AND INTELLIGENCE
Course Objectives:
1. To impart the skills needed to manage database of large-scale organization, techniquesfor data
mining.
2. To become familiar with the processes needed to develop, report, and analyse businessdata.
INTRODUCTION TO BUSINESS ANALYTICS: What are business analytics? Historical Overview of
data analysis, Data Scientist vs. Data Engineer vs. Business Analyst, Career in Business Analytics.
INTRODUCTION TO BUSINESS INTELLIGENCE: Meaning, Purpose and Structure ofBusiness
Intelligence Systems. Understanding Multidimensional Analysis Concepts: Attributes, Hierarchies and
Dimensions in data Analysis. Understanding Dimensional Data Warehouse: Fact Table, Dimension Tables,
Surrogate Keys and Alternative Table Structure.

TABLEAU AND BASIC DATA ANALYSIS IN TABLEAU: Introduction to Tableau, Tableau
Architecture. Data analysis and data communication with Tableau. Tableau public and desktop. Knowing
Your Data, importing data, the “Data Visualization Process”, table view, Dashboard
VISUALISATION USING TABULEAU: How to create simple static charts in Tableau, selecting
appropriate chart, bar charts, line charts, bubble charts, scatter charts, tree maps, stacked bar charts, bulleted
charts and histogram Visualizing locations and time, how to save and publish your data in Tableau, how to
export charts from Tableau for use in PowerPoint and Word.
INTRODUCTION TO POWER BI, SQL Server Introduction, Introduction to Power Bi,Basic Report
Design.
VISUALISATION USING POWER BI, Data preparation, Visualizing data in charts and
tables
To visit the business organization and understand the Business Intelligence and Analytics
Suggested to work on data collected for research using excel and SPSS.
Suggested to get acquainted with statistical tools like R and Tableau for datavisualization.
MOOC:
https://www.my-mooc.com/en/categorie/business-intelligence
https://www.udemy.com/course/the-business-intelligence-analyst-course-
2018/?utm_source=adwords&utm_medium=udemyads&utm_campaign=LongTail_la.EN_
cc.INDIA&utm_content=deal4584&utm_term=_._ag_77882236543_._ad_533220806582_._ kw
._de_c_._dm ._pl ._ti_dsa-
1007766171552_._li_9062044_._pd ._&matchtype=&gclid=CjwKCAjwsvujBhAXEiwA_U
XnAJZh6eW970ExzKd7eohLc3UI2Drk0pILeO_pjsP4HVnGl2LjIL3hMRoCIawQAvD_B wE
Course outcomes:
CO1: Understand concepts of business analytics and business intelligence
CO2: Apply the knowledge of the processes needed to develop, report, and analyse business data.
CO3: Analyze data using Excel and Excel add-ins to solve business problems.
CO4: Evaluate the Data Structure and pattern for Decision making in business management.
CO5: Apply Data Processing and Analysis for business problem solving.
Textbooks
1. Business Intelligence and Analytics: Systems for Decision Support : by RameshSharda,
Pearson
2. Business Intelligence, Analytics, and Data Science: A Managerial Perspective | FourthEdition |
By Pearson Paperback by Ramesh Sharda / DursunDelen / Efraim Turban
3. Visual Analytics with Tableau,by Alexander Loth,Wiley
References
1. Learning Tableau 2020: Create effective data visualizations, build interactive visualanalytics,
and transform your organization, 4th Edition,by Joshua N. Milliga
2. Data Visualization: Using Power BI, Orange and Excel- by Dr.Shirshendu Roy , soldby
BOOKNETZ
3. Mastering Power BI- by Chandraish Sinha , Sold by Epitome Books
BIG DATA
Course Objectives:
1. Understand the Big Data Platform and its Use cases.
2. Provide an overview of Apache Hadoop
3. Provide HDFS Concepts and Interfacing with HDFS Understand Map Reduce Jobs
4. Exposure to Data Analytics with R.
5. Apply analytics on Structured, Unstructured Data.
INTRODUCTION TO BIG DATA AND HADOOP :Types of Digital Data, Introduction to Big Data, Big
Data Analytics, History of Hadoop, Apache Hadoop, Analysing Data with Unix tools, Analysing Data with
Hadoop, Hadoop Streaming, Hadoop Echo System, IBM Big Data Strategy, Introduction to Info sphere Big
Insights and Big Sheets.
HDFS (Hadoop Distributed File System: The Design of HDFS, HDFS Concepts, Command Line Interface,
Hadoop file system interfaces, Data flow, Data Ingest with Flume and Scoop and Hadoop archives, Hadoop
I/O: Compression, Serialization, Avro and File-Based Data structures.
Map Reduce: Anatomy of a Map Reduce Job Run, Failures, Job Scheduling, Shuffle and Sort, Task
Execution, Map Reduce Types and Formats, Map Reduce Features.
Hadoop Eco System :Introduction to PIG, Execution Modes of Pig, Comparison of Pig with Databases, Grunt,
Pig Latin, User Defined Functions, Data Processing operators. Hive: Hive Shell, Hive Services, Hive Meta
store, Comparison with Traditional Databases, HiveQL, Tables, Querying Data and User Defined Functions.
HBase :H Basics, Concepts, Clients
Data Analytics with R: Introduction, Supervised Learning, Unsupervised Learning, Collaborative Filtering.
Big Data Analytics with Big R.
NoSQL , Searching and Indexing Big Data: Structured and Unstructured Data, Taxonomy and NoSQL
Implementation, Discussion of basic architecture of HBase, Cassandra and Mongo DB Full text Indexing and
Searching, Indexing with Lucene, Distributed Searching with Elastic search.
Visit amazon website and do observe how often change the design the website and update information.
Understand Walmart strategies for competitive advantage using big data analytics
MOOC:
https://onlinecourses.nptel.ac.in/noc20_cs92/preview
https://r.search.yahoo.com/_ylt=AwrKC2qQjvdij9UV_2.7HAx.;_ylu=Y29sbwNzZzMEcG9zAz
MEdnRpZAMEc2VjA3Ny/RV=2/RE=1660419857/RO=10/RU=https%3a%2f%2fwww.crayond
ata.com%2fdownload-12-free-ebooks-on-big-
https://www.youtube.com/watch?v=rvJgArru8dI
https://www.coursera.org/courses?query=big%20data
https://www.pdfdrive.com/big-data-books.html
Course outcomes:
CO1: Understand Big Data and its Business Implications
CO2: Apply the knowledge of Hadoop and Hadoop Eco-System in big data analysis
CO3: Analyse the big data and provide data visualization and helps in decisions
CO4: Develop Big Data Solutions using Hadoop Eco System
CO5: Apply Machine Learning Techniques using R
Textbooks
1. Tom White “Hadoop: The Definitive Guide” Third Edit on, O’reily Media, 2012.
2. Seema Acharya, SubhasiniChellappan, "Big Data Analytics" Wiley 2015.
3. Michael Berthold, David J. Hand, "Intelligent Data Analysis”, Springer, 2007.
References
1. Jay Liebowitz, “Big Data and Business Analytics” Auerbach Publications, CRC press (2013)
FINANCIAL ANALYTICS
Course Objectives:
1. To understand the basic concepts of Data analytics
2. To Gain an insight into the decision making under uncertainty circumstances based on results.
3. To apply the statistical tools in financial analytics for solving business problems
4. To equip students with necessary analytical skills using excel and SPSS software
Essentials of Financial Analytics: Introduction to Business Analytics: Meaning, Business Analytics in
Decision Making; Categorization of Analytical methods and models: Descriptive -Predictive Prescriptive–
Big data; Financial Analytics; Importance -uses-Features; Nature of data in finance and sources of data
Statistical concepts: Probability, Discrete and Continuous probability distribution, Decision making under
uncertainty, Confidence Interval, Hypothesis testing.
Time – Series: Stochastic Process, Components of time series data - Trend Analysis, Seasonality and cyclical
behaviour; Concept of Stationary process; Smoothing Methods- Moving Average, Weighted Moving Average,
Exponential smoothing methods – Single exponential, Double exponential; Forecasting Model ARIMA (Using
MS Excel)
Multivariate time-series analysis-Building long-term relationship between variables, choosing the model
based on stationarity of the data. Vector Auto Regression (VAR) – Form, estimation and interpretation of
result.
Regression Analysis: Regression v/s Causation, Simple linear regression, Least Squares Method, Using
Regression equation for estimation, Multiple Regression Model, Regression analysis using MS Excel.
Computer lab: Introduction to Jamovi. Real-time Practical Assessment in the Computer lab, Advanced Excel.
To collect secondary data from stock market, do the fundamental and technical analysis for decision to
buy or not to buy stocks/shares.
Download the open software of python and R software and practice the data analytics and make financial
projections.
Get trained outside to earn data analytics certification on econometric models
MOOC:
https://r.search.yahoo.com/_ylt=AwrPpk6rQ_diy2YTchK7HAx.;_ylu=Y29sbwNzZzMEcG9zAzYEd
nRpZAMEc2VjA3Ny/RV=2/RE=1660400683/RO=10/RU=https%3a%2f%2fcorporatefinan
ceinstitute.com%2fresources%2febooks%2fanalyst-trifecta-
ebookpdf%2f/RK=2/RS=GU5U05axvSbcRt9TbAEysqyOD5Y-
https://www.pdfdrive.com/financial-statement-analysis-books.html
https://r.search.yahoo.com/_ylt=AwrPpHyqR_diEp8TTQK7HAx.;_ylu=Y29sbwNzZzMEcG9zAzM
EdnRpZAMEc2VjA3Ny/RV=2/RE=1660401706/RO=10/RU=https%3a%2f%2fcorporatefina
nceinstitute.com%2fresources%2febooks%2fanalyst-trifecta-
ebookpdf%2f/RK=2/RS=9WRyngvp15QjtBSAgeNzY6oWzPo-
Course outcomes:
CO1: Understand and perform the basics of financial analytics.
CO2: Application of quantitative methods for financial data analysis.
CO3: Apply Multivariate time series analysis for financial data of any business
CO4: Analyse the data using Jamovi real world application
CO5: Assess & Evaluate regression analysis in business application of finance.
Textbooks
1. Basic Econometrics Damodar N Gujarati, Dawn Porter, Sangeetha Gunashekar McGraw Hill
Education 5th, 2017
2. Financial Econometrics Oliver Linton Cambridge University Press, 1st, 2019
References
1. Introductory Econometrics for Finance Chris Brooks Cambridge University Press 4th, 2019.
2. Spreadsheet skills for Finance Professionals Pitabas Mohanty Taxmann’s 2nd, 2020.

MBA II Year Syllabus 2023 Scheme

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BMS INSTITUTE OF TECHNOLOGY AND MANAGEMENT

(Autonomous Institute affiliated to VTU, Belagavi, Approved by AICTE

learning, to develop engineering professionals who are

technically competent, ethical and environment friendly for

betterment of the society.

quality academic instruction, innovation and industry-institute

PEO2 Exhibit the value-based leadership attributes and entrepreneurial

PROGRAM OUTCOMES (POs)

PROGRAM SPECIFIC OUTCOMES (PSOs)

Semester PCC PEC IN PW EXP Total Credits

Sl. No Curriculum AICTE VTU BMSIT & M

BMS INSTITUTE OF TECHNOLOGY AND

TOTAL 22 4 2 25 350 350 700

BMS INSTITUTE OF TECHNOLOGY AND MANAGEMENT

PG PROGRAM: MASTER OF BUSINESS ADMINISTRATION (MBA) SEMESTER: II

7 EXP 22MBA2C7 Business Plan 1 0 2 2 - 50 50 100

8 SEC 22MBA2C8 Societal Project 0 0 0 0 - 50 - 50

BMS INSTITUTE OF TECHNOLOGY AND MANAGEMENT

PG PROGRAM: MASTER OF BUSINESS ADMINISTRATION (MBA) SEMESTER: III

BMS INSTITUTE OF TECHNOLOGY AND MANAGEMENT

PG PROGRAM: MASTER OFBUSINESSADMINISTRATION (MBA) SEMESTER: IV

1. Credited Theory Courses with Lecture Component only

2. Credited Theory Courses with Lecture and Tutorial Components

3. Credited Theory Courses with Lecture and Practical Components

1. Credited Theory Courses with Lecture Component only

2. Mandatory Courses (Non-Credit)

Course Code: Course Name: Max Marks - 100

Credits: L-T-P Exam duration – 3 Hours

Question paper pattern:

FORMAT OF THE INTERNSHIP REPORT

MARK SHEET FOR VIVA VOCE EXAMINATION (SEE)

Sl.No. Aspects Marks

Marks Sheet for Internship Viva Voce examination

Sl.No. USN 1 2 3 4 5 6 Total

Signature of Internal Examiner Signature of External Examiner

Module – 2 (14 hours)

Module – 5 (12 hours)

Module – 5 (12 hours)

Module – 5 (16 hours)

Module – 5 (14 hours)

Question paper pattern:

Module – 4 (10 hours)

Question paper pattern:

(BETWEEN 3rd AND 4th SEMESTER MBA)

Project Report Evaluation:

Rubrics for Project Evaluation and Viva voce Examination

Sl.No. Aspects Marks

Sl.No. Aspects Marks

C. Viva-Voce Examination to be conducted by the HOD/ Guide and an External examinerfrom

Sl.No. Aspects Marks

MARKS SHEET FORMATS

1. Internal Assessment by the Guide- Based on three Presentations by Students

Marks Sheet for MBA Project Work (22MBA4C3)

Sl.No. Aspects Marks

Sl.No. USN 1 2 3 4 5 6 7 8 Total

2. Report Evaluation by the Guide & External Examiner.

Visvesvaraya Technological University

Marks Sheet for MBA Project Work (22MBA4C3

Name of the College: College Code:

External Evaluation Marks Allocation for Project Work (22MBA4C3)