BANASTHALI VIDYAPITH

Master of Business Administration

Curriculum Structure

First Semester Examination, December, 2019

Second Semester Examination, April/May, 2020
Third Semester Examination, December, 2020
Fourth Semester Examination, April/May, 2021

BANASTHALI VIDYAPITH
P.O. BANASTHALI VIDYAPITH
(Rajasthan)-304022

July, 2019 108

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No. F. 9-6/81-U.3
Government of India
Ministry of Education and Culture
(Department of Education)

New Delhi, the 25th October, 1983

NOTIFICATION

In exercise of the powers conferred by Section 3 of the University

Grants Commission Act, 1956 (3 of 1956) the Central Government,
on the advice of the Commission, hereby declare that
BanasthaliVidyapith, P. O. BanasthaliVidyapith, (Rajasthan) shall be
deemed to be a University for the purpose of the aforesaid Act.

Sd/-
(M. R. Kolhatkar)
Joint Secretary of the Government of India

NOTICE
Changes in Bye-laws/Syllabi and Books may from time to time be
made by amendment or remaking, and a Candidate shall, except in
so far as the Vidyapith determines otherwise, comply with any
change that applies to years she has not completed at the time of
change.

© BANASTHALI VIDYAPITH
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Sl. No. Contents Page No.

1 Programme Educational Objectives 4

2 Programme Outcomes 5

3 Curriculum Structure 6

4 Evaluation Scheme and Grading System 14

5 Syllabus 17
 4

Programme Educational Objectives

As the Management Education has undergone various changes due to
changes in Indian economy with the advent of many events like
liberalization and other economic reforms, there is need to develop good
quality managers and leaders to meet the challenges of Indian Corporate
Sector. The educational philosophy of M.B.A. is rooted in Indian culture
and the value education provided by Banasthali Vidyapith. The curriculum
of M.B.A. offered at Banasthali Vidyapith is designed keeping in view the
existing and emerging requirements of different forms of organizations. On
one hand the students are taught various core subjects like Accounting,
Indian Ethos, Managerial Economics, Corporate Governance, Business
Environment and Research and on other they have been offered various
specialization courses like HR, Marketing, Finance and Banking, Public
Policy and CSR, Retail Management, Aviation Management and Sports
Management. With a focus to develop practical aspect the students have to
undergo intensive internship to enhance their skills and have to choose
among large number of open reading electives.
The main objectives of M.B.A. programme are:
1. To produce industry ready graduates having highest regard for
Personal and Institutional integrity, Social Responsibility,
Continuous Learning and Team Work.
2. Develop an understanding of the diverse and rapidly changing
business environment.
3. To enhance the critical thinking, nurture innovation and evaluating
ability by imbibing the knowledge of research and statistics amongst
the students.
4. To provide knowledge of industry and practical outlook, by
implementing various industry accepted courses, by calling various
industry experts and industrial training for the better development of
the students and making them job ready.
5. To make students ethical, socially responsible when they take their
personal as well as professional decisions.
6. To make the students aware that giving back to society is very
important by teaching them CSR and ISR (Individual Social
Responsibility).
7. To develop sound knowledge of the entrepreneurial process and
inculcate creativity and innovation among students.
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Programme Outcomes
PO1:Leadership And Team Management Skills: As Management
education is getting redefined in terms of analytical inputs, dynamic
environment, the focus of programmes is on developing leadership traits
among women in consonance with value education imparted at Banasthali
Vidyapith.
PO2:Ethics: The learners will be imbibed with utmost professional ethics
that are required for a practical and impartial behaviour of the M.B.A.
graduates. Demonstrate behaviour in consonance with the values and ethics
nurtured at the Vidyapith, which are significant as the learner will function
in the management sector, and an ethical behaviour of the highest level is
expected from them.
PO3: Soft Skills, Personality Development and Communication:As the
M.B.A. graduate needs to have effective communication and interpersonal
skills because they need to interact with various stakeholders so this
programme focuses on this important aspect too.
PO4: Entrepreneurial Thinking: There is need to develop entrepreneurial
mind set so that within the organization, managers can come out with new
thoughts and initiatives. So this programme aims at developing various
women entrepreneurs.
PO5: Industry Collaboration: There is need for active collaboration with
industry for live projects so as to acquire adequate industry exposure,
corporate exposure and to understand field level problems so in this
programme there is provision for industry collaborations and owing to all
these efforts student's placement in various prominent organizations
becomes possible.
PO6: Recent Specializations: This programme also offers some recent
specializations like Public Policy and CSR, Aviation Management, Sports
Management and Retail Management along with traditional specializations
like Finance, Marketing and HR.
PO7: Encourage “Out of Box thinking”: the business environment is
very dynamic nowadays so this programme focuses on approach of “Out of
Box Thinking” by adopting various new techniques in pedagogy and
inculcating recent trends in curriculum.
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Curriculum Structure
Master of Business Administration

First Year
First Semester
Course Code Course Name L T P C*
MGMT 411 Financial and Cost Accounting 4 0 0 4
MGMT 418 Indian Ethos and Human Quality
4 0 0 4
Development
MGMT 419 Information Technology and MIS 4 0 0 4
MGMT 422 Managerial Economics 4 0 0 4
MGMT 423 Marketing Management 4 0 0 4
MGMT 425 People Management 4 0 0 4
MGMT 434 Quantitative Research Techniques 4 0 0 4
CS 407L Computer Lab - I 0 0 6 3
Semester Wise Total: 28 0 6 31

Second Semester
Course Code Course Name L T P C*
Major Specialization Elective - I 4 0 0 4
Major Specialization Elective - II 4 0 0 4
Major Specialization Elective - III 4 0 0 4
Minor Specialization Elective - I 4 0 0 4
Business Environment and
MGMT 430 4 0 0 4
Operations
MGMT 412 Financial Management 4 0 0 4
CS 408L Computer Lab - II 0 0 6 3
Semester Wise Total: 24 0 6 27
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Second Year
Third Semester
Course Code Course Name L T P C*
Reading Elective 0 0 0 2
MGMT 514P Major Project 0 0 56 28
Semester Wise Total: 0 0 56 30

Fourth Semester
Course Code Course Name L T P C*
MGMT 505 Corporate Governance and Strategy 4 0 0 4
MGMT 510 Indigenous Management System 4 0 0 4
Open Elective 4 0 0 4
Major Specialization Elective - IV 4 0 0 4
Minor Specialization Elective - II 4 0 0 4
Semester Wise Total: 20 0 0 20

Reading Elective
Course Code Course Name L T P C*
MGMT 503R Corporate Banking - I 0 0 0 2
MGMT 506R Digital Marketing 0 0 0 2
MGMT 521R Advance in Mutual Funds 0 0 0 2
MGMT 529R Supply Chain Management 0 0 0 2
MGMT 502R Advanced Readings in HRM 0 0 0 2
MGMT 504R Corporate Banking - II 0 0 0 2
MGMT 508R Entrepreneurship 0 0 0 2
MGMT 528R Strategic Planning in IT 0 0 0 2
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Major/Minor Specialization Elective

Course Code Course Name L T P C*
Aviation Management (AM)
MGMT 403 Airline and Airport Management 4 0 0 4
MGMT 408 Crew Resource Management and
4 0 0 4
Aviation Safety
MGMT 414 Fundamentals and Principles of
4 0 0 4
Aviation(Minor as well)
MGMT 520 Strategic Airlines Marketing and
4 0 0 4
CRM(Minor as well)
Finance and Banking (FB)
MGMT 523 Banking and Financial Services
4 0 0 4
(Minor as well)
MGMT 530 Taxation 4 0 0 4
MGMT 429 Security Analysis and Portfolio
4 0 0 4
Management
MGMT 527 Strategic Financial Management
4 0 0 4
(Minor as well)
Human Resource Development (HD)
MGMT 401 Advance Reading in HRD and HQD 4 0 0 4
Human Resource Development
MGMT 417 4 0 0 4
Systems (Minor as well)
Organization Development and
MGMT 424 4 0 0 4
Change Management
Industrial Relations Management
MGMT 512 4 0 0 4
(Minor as well)
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Marketing Management (MM)

MGMT 522 Advertising and Brand Management 4 0 0 4
MGMT 407 Consumer Behaviour (Minor as well) 4 0 0 4
MGMT 428 Sales and Distribution Management 4 0 0 4
Global Marketing Management
MGMT 509 4 0 0 4
(Minor as well)

Public Policy and CSR (PC)

CSR and Social Entrepreneurship
MGMT 409 4 0 0 4
(Minor as well)
Fundamentals of Public Policy and
MGMT 415 4 0 0 4
Public Management
Fundamentals of Public Policy
MGMT 416 4 0 0 4
Implementation
MGMT 507D Dissertation (Minor as well) 0 0 8 4

Retail Management (RM)

Mall and Store Management (Minor
MGMT 420 4 0 0 4
as well)
MGMT 426 Retail Environment and Management 4 0 0 4
Retail operations and Supply Chain
MGMT 427 4 0 0 4
Management
Retail Marketing and Crew Resources
MGMT 518 4 0 0 4
Management (Minor as well)

Sports Management (SM)

Foundation of Sports Management
MGMT 413 4 0 0 4
(Minor as well)
Advance Reading in Sports (Minor as
MGMT 501 4 0 0 4
well)

* L - Lecture hrs/week ; T - Tutorial hrs/week;

P - Project/Practical/Lab/All other non-classroom academic
activities, etc. hrs/week; C- Credit Points of the Course
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Student can opt open (Generic) elective from any discipline of the
Vidyapith with prior permission of respective heads and time table
permitting.
Every Student shall also opt for:
Five Fold Education: Physical Education I, Physical Education II,
Five Fold Education: Aesthetic Education I, Aesthetic Education II,
Five Fold Education: Practical Education I, Practical Education II
one in each semester
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Five Fold Activities

Fine Arts Physical Education and Sports
BVFF 101 Classical Dance (Bharatnatyam) BVFF 201 Aerobics
BVFF 102 Classical Dance (Kathak) BVFF 202 Archery
BVFF 103 Classical Dance (Manipuri) BVFF 203 Athletics
BVFF 104 Creative Art BVFF 204 Badminton
BVFF 105 Folk Dance BVFF 205 Basketball
BVFF 106 Music-Instrumental (Guitar) BVFF 206 Cricket
BVFF 107 Music-Instrumental (Orchestra) BVFF 207 Equestrian
BVFF 108 Music-Instrumental (Sarod) BVFF 208 Flying - Flight Radio
Telephone Operator's
Licence (Restricted)
BVFF 109 Music-Instrumental (Sitar) BVFF 209 Flying - Student Pilot's
Licence
BVFF 110 Music-Instrumental (Tabla) BVFF 229 Aeromodelling
BVFF 111 Music-Instrumental (Violin) BVFF 210 Football
BVFF 112 Music-Vocal BVFF 211 Gymnastics
BVFF 113 Theatre BVFF 212 Handball
BVFF 213 Hockey
Social Service and Extension Activities BVFF 214 Judo
BVFF 301 Banasthali Sewa Dal BVFF 215 Kabaddi
BVFF 302 Extension Programs for Women BVFF 216 Karate – Do
Empowerment
BVFF 303 FM Radio BVFF 217 Kho-Kho
BVFF 304 Informal Education BVFF 218 Net Ball
BVFF 305 National Service Scheme BVFF 219 Rope Mallakhamb
BVFF 306 National Cadet Corps BVFF 220 Shooting
BVFF 221 Soft Ball
BVFF 222 Swimming
BVFF 223 Table Tennis
BVFF 224 Tennis
BVFF 225 Throwball
BVFF 226 Volleyball
BVFF 227 Weight Training
BVFF 228 Yoga
 12

List of Alternative Online Courses

MBA – I Marketing Management** (Student will choose any one option)

1 Coursera Introduction 50 Core https://www.coursera

(University of to Marketing Lectures Course .org/learn/wharton-
Pennsylvania) marketing

2 Edx Marketing 56 Core https://www.edx.org/

(University of Management Lectures Course course/marketing-
British management-1
Columbia)

3 Edx (IIMBx) Marketing 45 Core https://www.edx.org/

Management Lectures Course course/marketing-
management-2

MBA – II Business Environment and Operations Management** (Student will choose

any one group)

1 UDEMY Managing 33 Core https://www.udemy.c

Business Lectures Course om/managing-
Operations business-operations/
Introduction
to 22 https://www.udemy.c
Environment Lectures om/environment-
health-safety-
management/

2 Coursera International 20 Core https://www.coursera

(University of Business Lectures Course .org/learn/global-
London) Environment business-
(University of Introduction environment
Pennsylvania) to Operations 24
Management Lectures https://www.coursera
.org/learn/wharton-
operations

3 Edx(OECX) Business and 22 Core https://www.edx.org/

its Lectures Course course/business-its-
(IIMBx) Environment environment-
Operations 28 overview-oecx-
Management Lectures bp111x
https://www.edx.org/
course/operations-
management-0
 13

MBA – III Digital Marketing** (Reading Elective) (Student will choose any one
option)

1 UDEMY The Complete 20 Reading https://www.udemy.c

Digital Lectures Electives om/learn-digital-
Marketing marketing-course/
Course - 12
Courses in 1

2 Edx Digital 28 Reading https://www.edx.org/

(IIMBx) Transformation: Lectures Electives course/digital-
Market and transformation-
Industry market-and-industry-
Analysis analysis

MBA – III Supply Chain Management** (Reading Elective) (Student will choose any
one option)

1 UDEMY Operations and 21 Reading https://www.udemy.c

Supply Chain Lectures Electives om/operations-and-
Management supply-chain-
management/

2 Coursera Supply Chain 18 Reading https://www.coursera

(Rutgers, Management Lectures Electives .org/learn/supply-
The State Strategy chain-management-
Universit strategy
y of New
Jersey)

3 Edx Operations 20 Reading https://www.edx.org/

(IIMBx) Management Lectures Electives course/operations-
management-0
 14

MBA – III Entrepreneurship** (Reading Elective) (Student will choose any one
option)

1 Coursera Entrepreneurship 30 Reading https://www.coursera

Specialization Lectures Electives .org/specializations/
wharton-
entrepreneurship

MBA III – Advances in Mutual Funds** (Reading Elective)

1 NISM NISM-Series-V- 30 Reading https://www.nism.ac.

C: Mutual Fund Lectures Electives in/certification/index.
Distributors php/nism-
(Level 2) certifications/mutual-
Certification fund/mutual-fund-
Examination distributors-level-2

MBA IV – Corporate Governance and Strategy** (Student will choose any one
option)

2 Edx Strategic 45 Core https://www.edx.org/

(IIMBx) Management Lectures Course course/strategic-
management

2 UDEMY Business 45 Core https://www.udemy.c

Strategy: 8 Best Lectures Course om/business-
Strategies for strategy-8-best-
Business strategies-for-
Growth business-growth/

3 Edx Global Business 55 Core https://www.edx.org/

Strategy Lectures Course course/usmx-global-
business-strategy

**The Vidyapith has decided to provide an opportunity to the students to

earn credits in the above marked course by studying the course from the
stipulated URL & taking the examination conducted by the concerned
course provider. The credits obtained by the students would be the only
basis for awarding marks for both continuous and term end evaluation.
However the student must appear in the examination only after taking
consent of the Dean FMS-WISDOM or as per notice (if any) issued by the
Vidyapith.
 15

Evaluation Scheme and Grading System

Continuous Assessment (CA) End-Semester Grand Total
(Max. Marks) Assessment (Max. Marks)
(ESA)
Assignment Periodical Test Total (Max. Marks)
(CA)
I II I II
10 10 10 10 40 60 100

In all theory, laboratory and other non classroom activities (project,

dissertation, seminar, etc.), the Continuous and End-semester assessment
will be of 40 and 60 marks respectively. However, for Reading Elective,
only End semester exam of 100 marks will be held. Wherever desired, the
detailed breakup of continuous assessment marks (40), for project,
practical, dissertation, seminar, etc shall be announced by respective
departments in respective student handouts.
Based on the cumulative performance in the continuous and end-semester
assessments, the grade obtained by the student in each course shall be
awarded. The classification of grades is as under:
Letter Grade Grade Point Narration
O 10 Outstanding
A+ 9 Excellent
A 8 Very Good
B+ 7 Good
B 6 Above Average
C+ 5 Average
C 4 Below Average
D 3 Marginal
E 2 Exposed
NC 0 Not Cleared

Based on the obtained grades, the Semester Grade Point Average shall be
computed as under:
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Where n is the number of courses (with letter grading) registered in the

semester, CCi are the course credits attached to the ith course with letter
grading and GPi is the letter grade point obtained in the ith course. The
courses which are given Non-Letter Grades are not considered in the
calculation of SGPA.
The Cumulative Grade Point Average (CGPA) at the end of each semester
shall be computed as under:

Where n is the number of all the courses (with letter grading) that a student
has taken up to the previous semester.
Student shall be required to maintain a minimum of 4.00 CGPA at the end
of each semester. If a student's CGPA remains below 4.00 in two
consecutive semesters, then the student will be placed under probation and
the case will be referred to Academic Performance Review Committee
(APRC) which will decide the course load of the student for successive
semester till the student comes out of the probationary clause.
To clear a course of a degree program, a student should obtain letter grade
C and above. However, D/E grade in two/one of the courses throughout the
UG/PG degree program respectively shall be deemed to have cleared the
respective course(s). The excess of two/one D/E course(s) in UG/PG degree
program shall become the backlog course(s) and the student will be
required to repeat and clear them in successive semester(s) by obtaining
grade C or above.
After successfully clearing all the courses of the degree program, the
student shall be awarded division as per following table.
Division CGPA
Distinction 7.50 and above
First Division 6.00 to 7.49
Second Division 5.00 to 5.99
Pass 4.00 to 4.99

CGPA to % Conversion Formula: % of Marks Obtained = CGPA * 10

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First Semester
MGMT 411 Financial and Cost Accounting
Max. Marks : 100 L T P C
(CA: 40 + ESA: 60) 4 0 0 4

Course Objectives
1. To understand the fundamental concepts and processes of Accounting.
2. To analyze the Cost Accounting methods and to identify profitable
products and services.
3. To be able to interpret cost accounting statements for cost
ascertainment, planning, control.
4. To analyze accounting reports to make sound managerial decisions.
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.

Course Content:
Section A
Introduction to Accounting: Evolution, Significance & Accounting Cycle,
Basic Terms in Accounting, accounting principles, concepts & conventions,
GAAP, Overview of International Accounting Standards, Accounting
Equation, Overview: International Financial Reporting Standards.
Recording of Transactions - Journal: Types of Accounts, Rules of Debit and
Credit, Ledger, Cash book and Trial Balance. Depreciation: Overview of
SLM & WDV; Preparation of financial statement - Trading and P & L
Account and Balance Sheet- Concepts, Format of P&L A/C and Balance
Sheet (vertical & horizontal), numerical
Section B
Introduction to Cost Accounting: Understanding and Classifying Cost,
Elements of cost, Component of total cost, Classification of Costs and
Format & Preparation of Cost Sheet, Numerical.
 18

Standard Costing and Variance Analysis: Meaning of Standard Cost &

Variance, Cost Variance, Direct Material Variance, Direct Labour
Variance, Sales Variance and Control of Variance, Numerical, Overview of
Zero Based Budgeting
Section C
Marginal Costing and CVP analysis -Meaning and Difference between
Absorption Costing and Marginal Costing, Marginal Cost, Utility of
Marginal Costing and its Limitations, Segregation of Semi Variable Cost,
B.E.P. Profit, Volume, Numerical. An overview of following: Nature of
Managerial Decision Making -Decisions regarding make or buy, Accept a
special order, Drop a product line, Replacement of assets.
Learning Outcomes
Upon completion of the course the student will be able to:

 Understand terminology, fundamental principles, classifications,

generalizations and methods of accounting.

 Solve cost related problems and make decisions based on the effective
cost system.

 Apply management decision on business situations with the help of real

life examples and cases studies.
Suggested Readings:
1. Maheshwari, S. N., Maheshwari, S. K., & Maheswari, S. K. (2013). An
Introduction to Accountancy. New Delhi. Vikas Publishing House.
2. Goel D. K., Goel Rajesh, GoelShally (2017): Accountancy. (15 ed.)
New Delhi. Arya Publications.
3. Horngren, C. T., Bhimani, A., Datar, S. M., Foster, G., & Horngren, C.
T. (2002). Management and cost accounting. (4 ed.) New York.
Harlow: Financial Times/Prentice Hall.
4. Banerjee, B. (2012). Financial policy and management accounting. (2
ed.)New Delhi. PHI Learning Pvt. Ltd.
 19

Suggested E Learning Materials:

1. Hooper, C. (2013). New Approach to Accounting. Retrieved From
https://www.youtube.com/watch?v=IXxgI8Rqd74
2. Mattison, R. (2016) Can a new way of accounting save our planet.
Retrieved From https://www.youtube.com/watch?v=GsM3kYAtYaI
3. Aggarwal, N. (2017). Basics of Financial Accounting. Retrieved From
https://www.youtube.com/watch?v=mq6KNVeTE3A

MGMT 418 Indian Ethos and Human Quality

Development
Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. To generate interest of students in main characteristics of Indian
Society and Culture
2. To overcome cognitive dominance and think creatively to address
social and business problems
3. To assimilate Indian ethos and values relevant for management
entrepreneurship and development
4. To develop managerial approaches in conformity with Indian ethos and
realities.
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content:
Section A
Concept of Indian ethos & Bhartiyata, Indianism as a Foundation of Indian
Management in Different Tradition. India as a Matrix Society, Indian
 20

Folklores, Proverbs and Local Idioms as a source of Management,

Introduction to stories from Panchtantra.
Vivekananda’s ideas on Vedant, Concept of Purusharth, Managerial
Purusharth, Karma yog, Theory K of Indian Management. Basket of needs,
Harm minimization & Harmonization, Overcoming cognitive dominance,
Indian models of holistic person and enlightened leadership – OSHA,
Corporate Rishi, VEDA Model.
Section B
Business ethos & the concept of Shubh-Labh, Spiritually guided
materialism.Total Quality of Management (TQM), Indian ethics & the spirit
of development. Emancipatory approach to human & social development.
Character competence, Values & ethics, Value categorization
PanchmukhiVikas, Indian tools of creativity: Techniques for mind
liberation, Arrival of best: A foundation principle for human values, per
capita happiness.
Section C
Women’s issues in the Indian social context in general and organizational
context in particular – Gender issues, Discrimination, Glass ceiling, Sexual
Harassment, Role Stress, Role Balancing, Concept of Yin Trinity, Feminine
strengths enabling excellence and growth, Rights of women, Study of
successful women from Bhartiya Scriptures
Learning Outcomes:
Upon completion of the course the student will be able to:

 Appreciate role of Indian culture ideas in developing effective

management skills

 Overcome cognitive dominance and take a step towards new ideas of

management
 Develop a sense of respect for wisdom from grassroots and its
innovative ideas
 Develop managerial skills which are contextually and culturally
relevant
 21

Suggested Readings:
1. Sharma, S. (2007). New mantras in corporate corridors: From ancient
roots to global routes. (1 ed) Delhi: New Age International (P)
Limited, Publishers.
2. Sharma, S. (2007). Management in new age Western windows Eastern
doors. (1ed) Delhi: New Age International.
3. Chakraborty S.K. (1996) Human values for Managers. (1 ed) Delhi:
New Age International Ltd.
4. Ramsukhdas, S. (1995). Srimad Bhagavad Gita. Gorakhpur: Gita
Press. Google Scholar.
5. Sharma, S. (2013). Wisdom & consciousness from the East: Life, living
& leadership. (1 ed) jaipur: IBA Publications.
6. Shastri M. (2002) Why? Hinduism Defined Scientifically and
Rationally. (2 ed) Jaipur: Chaukhamba Publications, Varanasi
7. Sharma, V. Translated by Gil P. (1991) Panchtantra. (1 ed) Delhi:
Rupa & Co.
8. Coomaraswamy, A. K. (2013). The Dance of Shiva: Fourteen Essays.
(1 ed) Delhi: Rupa Publications India
Suggested E Learning Materials:
1. Joshi,A.(2018). Indigenous Management Systems (IMS) Part 1.
Retrieved from https://www.youtube.com/watch?v=q5K2Hff85MM
2. Purohit, H. &Joshi, A.(2018). Shastrarth as Pedagogy for Management
Education. Retrieved from https://www.youtube.com/watch?v=
LRCsbAvDAqA
3. Sharma, S. (2003). Towards Corporate VEDA: Indian Ethos and
Corporate Development1. Journal of Human Values, 9(2), 163-172.
4. North, K., & Kumta, G. (2018). Knowledge management: Value
creation through organizational learning. Springer.
 22

MGMT 419 Information Technology and MIS

Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. To develop understanding of the various aspects of IT and MIS and
their practical applications.
2. To develop understanding of Database Management, Data
Administration, Entity Relationship Modeling etc.
3. To study the concepts of System Analysis, Role of system analyst,
System development life cycle.
4. To develop understanding of the social dynamics of internet, e-
commerce, mobile commerce, IPR, legal & ethical issues of IT.
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section..

Course Content:
Section A
Definition of Information Technology (IT) & Its role in modern business,
IT Capabilities and Their organizational impact, IT enabled services.
Management Information Systems (MIS): Concept and Components of
Information System, Definition of MIS, Need, Purpose and Objectives,
Contemporary approaches to MIS: Information as a strategic resource, Use
of information for competitive advantage, MIS as an instrument for the
organizational change.
Concept of data, Information & Knowledge, Database Concepts: Fields,
Records and Files: Basic architecture, Managing Data Resources:
Introduction, the need for Data Management, Challenges of Data
Management: Data Independence, Reduced data redundancy, Data
Consistency, Data Access, Data administration: Managing Concurrency,
Managing security, DBMS: Traditional File concepts and Environment,
 23

Database Management Systems Concepts, Types of Data Models, ER

Modeling.
Section B
Systems Analysis and Design: Systems Development Life Cycle, Role of
system and business analyst. Basic and essential concepts of MS-Office –
word processing using MS-Word, Data Analysis using MS-Excel,
Presentation skills using MS-Power Point
Social Dynamics of the Internet, Services of the Internet: Blogs, Social
Networking Technology of the Internet, Social Networks in the Enterprise,
Electronic Commerce: Introduction, E-commerce technology, Doing
business over internet: Network, Electronic data interchange (EDI), Online
payment technology, Mobile commerce, Ecommerce-portals, Search
engines, E-business, E Appraisal. Use of IT & MIS in case of E- Commerce
Section C
Ethical and Legal issues in e-business ,IT & its impact on individual,
organizations and society, Threats to information, Introduction to
information security, Information privacy & protection - behavioral action
to protect IT assets, Computer based actions to protect IT assets, Ethical
practices and social impact of IT Intellectual Property Rights related to IT
Services / IT Products, Overview of cyber laws.
Learning Outcomes:
Upon completion of the course the student will be able to:
 Develop an understanding of application of MIS & IT in various areas
of corporate and individual life.
 Become aware of the working of various IT- based, E-commerce
based, data based organizations and the utility of data/Information.
 Understand and pursue their careers in of the concepts of cloud
computing, system analysis, data analysis
Suggested Readings:
1. Turban, E., Rainer, K., & Potter, R. (2014). Introduction to Information
Technology (2 ed.), New Delhi, Wiley.
2. Laudon, K.C & Laudon, J.P (2013). Management Information
Systems (14 ed.), New Delhi, Pearson.
 24

3. Alter, S. (1999). Information Systems: A management perspective (3

ed.). New Delhi, Pearson.
4. Rajaraman, (2011). Analysis and Design of Information Systems (3
ed.), Delhi, PHI.

Suggested E Learning Materials:

1. Baesens, B. (2013, Spetember 25). Intreoduction to Database
Management Systems. Retrieved March 20, 2019, from Youtube:
https://www.youtube.com/watch?v=6u2zsJOJ_GE
2. Date, C. (2016, March). O'REILLY. Retrieved February 2019, from
Safari: https://www.oreilly.com/library/view/relational-theory-for/
9781449365431/ch01.htm
3. Learn.Org. (2009, July). What Is Management Information Systems
(MIS)? Retrieved February 2019, from Learn.Org: https://learn.org/
multimedia/What_Is_Management_Information_Systems_MIS_-
_Video.html

MGMT 422 Managerial Economics

Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. To familiarize students with concepts and analytical tools from micro
economic theory that are useful to managers in making decisions at the
enterprise level, large, medium, small, tiny and other types.
2. To aware the students about various concept of demand, production,
cost and implication of these concepts in managerial decision making.
3. To make clarity about the different market structures and price and
output determination under different market structures.
4. To develop the knowledge about the macro economics concepts,
national income, circular flow trade cycles
5. To aware the students about recent trends and policies of Indian
Economy.
 25

Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content
Section A
Demand Distinction and Determinants, Demand Function, Elasticity of
Demand: Price elasticity and Revenue relationship, Techniques of Demand
Forecasting. Production function, Laws of production and their managerial
applications, Optimal input combination, Cost concepts cost-output
relationship
Section B
Pricing under different market structures, Price fixation under different
objectives, Pricing methods in practice. Macro Economic Concepts
Micro-macro interrelations, Circular flow of economic activity, National
Income concepts, Concepts and Objectives of Private Business. Meaning
and Phases of Business Cycles: Economic stabilization & Role of govt. in
the economy.
Section C
Concepts, recent trends (overview only) in Indian Economy, of the
following:
Monetary Policy
Fiscal Policy
Foreign Trade Policy
Exchange Rate Policy
Learning Outcomes:
Upon completion of the course the student will be able to:
 Understand managerial decision making at the enterprise level and
facilitate an appraisal of the macroeconomic environment with a view
to understanding its implications on decision making.
 Understand the implications of economic theory in managerial decision
making.
 26

 Understand the concept of demand, production and cost and will be

able to take business decisions in more accurate way.
 Understand the macro economics concepts and understand its impact
on business.
 Understanding the recent trends of Indian economy and the overall
business scenario.
Suggested Readings:
1. Ahuja, H. L. (2014). Managerial Economics (8 ed.), New Delhi, Sultan
Chand & Sons.
2. Diwedi, D. N. (2015). Managerial Economics (8 ed.), New Delhi,
Vikas Publications.
3. Koutsoyannis, A. (1975). Modern Micro Economics (2 ed.), London,
Palgrave Mcmilan UK.
4. Mehta, P. L. (2016). Managerial Economics ,Anaysis, Problems, and
Cases (10 ed.), New Delhi, Sultan Chand & Sons.
5. Varshney, R. L., & Maheshwari, K. L. (2014). Managerial Economics
(22 ed.), New Delhi, Sultan Chand & Sons.
6. Gupta G. S., Paul S, Mote V.L. (2007). Managerial Economics
Concepts & Cases (1 ed.), New Delhi, Tata Mc Graw Hill Publication.
Suggested E Learning Materials:
1. Rekhi, S. (2019). Demand: Meaning, Laws and Demand
Function.Retrieved from http://www.economicsdiscussion.net/law-of-
demand/demand-meaning-laws-and-demand-function/19383.
2. Vyas, H. (2010). Elasticity of Demand. Ppt. Retrieved from
https://www.slideshare.net/harshalvyas/elasticity-of-demandppt-
2932407.
3. Nitisha. (2019). Techniques of Demand forecasting (Survey and
Statistical methods. Retrived from http://www.economicsdiscussion.net
/demand-forecasting/techniques-of-demand-forecasting-survey-and-
statistical-methods/3611.
4. Petrov, K. (2011). Managerial Economics. Retrieved from https://
www.youtube.com/watch?v=WYQHy0hORBQ
 27

MGMT 423 Marketing Management

Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. To provide an understanding of the underlying concepts, strategies and
issues involved in exchange of products and services between the firm
and markets.
2. To understand the distribution processes its types and factors affecting
the choice of distribution channels.
3. To understand the promotion mix and various components of
promotion mix.
4. To understand the product mix and related pricing strategies
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content:
Section A
Core concepts of marketing, Marketing Management Philosophies,
Elements of marketing mix, Market Segmentation, Alternative market
targeting strategies, Consumer market and buyer behaviour, Industrial
markets and buyer behaviour
Product concepts, Product Life Cycle, New Product Development, Product
Mix Product positioning, Branding,.
Section B
Pricing – Objective and methods. Factors influencing pricing, Physical
distribution, Meaning and utility of channels of distribution, types and
functions of channel members, Packaging, Direct marketing, the
distribution environment in 21st century, Marketing Planning, Marketing
Research, Competitive Marketing.
 28

Section C
Concept of Service marketing, Marketing mix of services, how service
marketing differ from product marketing. recent trends Communication
skills in English/ Hindi required for marketing managers; Communication
process, role of communication in business organizations, Barriers to
communication, Non verbal communication, business correspondence,
Report writing, E-mail writing, Letter writing, Daily reports. New trends in
marketing
Learning Outcomes:
Upon completion of the course the student will be able to:
 Understand various issues and activities involved in marketing
management and related activities

 Understand different concepts, strategies and issues of marketing

management for effective decision making.
Suggested Readings:
1. Kotler Philip, Keller Kevind Lane, Koshy Abraham and Jha
Mithileshwar (2013). Marketing Management. A South Asian
Perspective (14 ed.), New Delhi, Pearson education.
2. Ramaswamy and Nama kumari (2013). Marketing Management (5 ed.)
New Delhi, McMillan.
3. Stanton William J (1984). Fundamentals of Marketing (10 ed.). New
Delhi, MC Graw Hill.
4. Bovee, Thill & Schatzma (2006). Business Communication, (10 ed.)
New Delhi, Pearson.
Suggested E- Learning Materials:
1. Kalpana, R. (2019). Channels of Distribution of Products: Meaning,
Functions, Factors and Types. Retrieved from http://www.
businessmanagementideas.com/products/channels-of-distribution-of-
products-meaning-functions-factors-and-types/2276.
 29

2. Levitt, T. (1965). Exploit the Product life cycle. Retrieved from

https://hbr.org/1965/11/exploit-the-product-life-cycle.
3. Kumar, A. (2017, April 6). Marketing Management. Retrieved from
www.youtube.com/watch?v=MBp_cqFlC0g.
Pine, J. (2014). What consumers want. Retrieved from www.ted.com/
talks/joseph_pine_on_what_consumers_want

MGMT 425 People Management

Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. To help students to develop their managerial competencies by
understanding the issues related to human behavior.
2. To understand why people behave as they do and gain insight into
management of human behavior for organizational effectiveness.
3. To acquaint the students with the theory and practice of Human
Resource Management systems of contemporary organizations.
4. To help students become better leaders by enhancing their
effectiveness in managing human resources.
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content:
Section A
Personality - Definition, determinants of personality, Big Five Model,
introduction to MBTI, Major personality attributes influencing
organizational behavior, Personality-job fit theory, Person-organization fit,
Perception - Meaning: process of perception, perception distortion,
application of perception in organization.
 30

Learning- Definition, classical conditioning, instrumental conditioning,

social learning, role of punishment and rewards in shaping behavior.
Attitudes- Meaning, types of attitudes, cognitive dissonance theory. Values-
Meaning, value system, types of values, values across cultures.
Section B
Motivation- Definition, motivation cycle, Theories of motivation: Maslow’s
Hierarchy of Need’s Theory, Herzberg’s Two Factor Theory, Theory X and
Y, ERG Theory, Mc Cleland’s Achievement Theory, Equity Theory.
Leadership- Definition, Theories of Leadership: Trait approach, behavioral
theories (Ohio State Studies, Michigan Studies, Scandinavian Studies,
Blake and Mouton’s Managerial grid), Contingency theories: (Fiedler’s
contingency theory, path-goal theory, LMX theory, Hersey and Blanchard’s
situational theory, Leader-Participation Model), Overview of Charismatic
and transformational Leadership.
Section C
Groups- Formal and Informal groups, reasons for group formation, Stages
of group development- Five stages development model, Punctuated-
Equilibrium Model, Group Processes-social loafing, Social facilitation
effect, Group vs. Individual decision making, Group think, Group shift.
Power- Meaning; Bases of power, Power and politics.
HRM Concept, difference between HRM and Personnel Management.
Human resource Planning- Process of HRP, techniques of demand
forecasting and supply forecasting.
Job Analysis- Process and methods of Job Analysis. Procurement-
Recruitment: Process and sources of recruitment, Selection: Process and
tools of selection
Learning Outcomes:
Upon completion of the course the student will be able to:
 Develop the skills to analyze the organizational behavioral issues in the
context of organizational theories, models, and concepts.
 Analyze the behavior of individuals and groups within organizations in
terms of key factors that influence organizational behavior.
 31

 Prepare for leadership roles in modern organizations.

 Demonstrate the skills and knowledge needed to effectively manage

human resource.

 Administer and contribute to the design and evaluation of the

performance management programs.
Suggested Readings:
1. Robbins, Stephen P., and Sanghi, Seema (2007). Organizational
Behavior (11 ed), Delhi, Pearson Education.
2. Luthans, Fred (2016). Organizational Behavior (12 ed), New York,
McGraw-Hill Companies, Inc.
3. Pareek, Udai (2016). Understanding Organizational Behaviour (4 ed),
New Delhi, Oxford University Press.
4. Dcenzo, David A., and Robbins, Stephen P. (2008). Fundamentals of
Human Resource Management (8 ed). Haryana, Wiley India (p) Ltd.
5. Flippo, Edwin B. (1984). Personnel Management (6 ed), Singapore,
McGraw- Hill Book Co.
6. Dessler, Gary (2009). Human Resource Management (11 ed), Delhi,
Pearson Education.
Suggested E Learning Materials:
1. Johnson, J. A. (2017). Big-Five model. In V. Zeigler-Hill, T.K.
Shackelford (Eds.), Encyclopedia of Personality and Individual
Differences (1-16). New York: Springer. DOI: 10.1007/978-3-319-
28099-8_1212-1.
2. Smriti. (2018). Motivation Cycle-Funadmentals of Psychology/
Management Notes. Retrieved from https://www.managementnote.
com/motivation-cycle/.
3. Cappelli, P. (2018). HR Exchange at Think. Retrieved Fromhttps://
www.youtube.com/watch?v=bTH3qEoXAhk
 32

MGMT 434 Quantitative Research Techniques

Max Marks: 100 L T P C
(CA: 40+ESA:60) 4 0 0 4
Course Objectives:
1. To gain overview of the research for business management
2. To learn research tools and their application in business management
3. To learn the process of optimization
4. To understand the basics of transportation and linear programming
with its application in business
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content:
Section A
Introduction to research, Conducting literature review, Observation, Survey
and experiment methods. Sample design: Types, Sampling procedure. Data
collection: Meaning and purpose, Types – Primary and Secondary sources.
Tools for data collection: Questionnaire, interview; Drafting questionnaire:
Validity and reliability.
Introduction to data analysis, Measures of central tendency- Mean Median
and Mode. Measures of dispersion: Range and Standard deviation, Measure
of association: Correlation, Regression, Method of moving averages,
Method of least squares,
Section B
Introduction and application of matrices,Hypothesis - Meaning and types,
test of hypotheses, Significance level, Type I & II error, Statistical tools for
hypothesis: T, Z & Chi-Square, introduction to ANOVA, Factor Analysis
 33

Section C
Transportation Model - Mathematical Formulation, Initial Basic Feasible
Solution, and Optimization Assignment Problems – Its formulation,
solution, Route allocation
Introduction to Linear Programming, Formulation of LPP, Graphical
Analysis, Simplex Method, Basics of Game Theory, Concept of Simulation
Learning Outcomess:
Upon completion of the course, the student will be able to:

 Undertake research for business

 Apply research tools for drawing insights for business

 Understand the role of allocation / assignment problems in business
Suggested Readings:
1. Levin, R. & Rubin D (2004) Statistics for Management (10 ed), Delhi,
Pearson
2. Cooper R. & Schindler P (2006) Business Research Methods (5 ed),
Delhi, Mc Graw Hill Irwin
3. Krishnaswamy, K. N., Sivakumar, A. I., & Mathirajan, M. (2006).
Management research methodology: integration of principles, methods
and techniques (3 ed), Delhi, Pearson Education India
4. Gupta, S. C., & Kapoor, V. K. (1997). Fundamentals of applied
statistics (7 ed), Delhi, Sultan Chand & Sons.
5. Whigham, D. (1998). Quantitative business methods using Excel (6
ed), New Delhi, Oxford University Press.
6. Sharma, J. K. (2001). Quantitative Techniques for Managerial
Decisions (10 ed), New Delhi, Macmillan.
7. Taha, H. A. (2004). Operations research: An introduction (for VTU)
(11 ed), New Delhi, Pearson Education India.
Suggested E-Learning Materials:
1. Mitra,V.(2016). Quantitative Research Methods. Retrieved from
https://www.youtube.com/watch?v=rADYOfgEGEo
 34

2. Ardekani, I.(2015). Introduction to Quantitative Research Method.

Retrieved from https://www.slideshare.net/imanog/introduction-to-
quantitative-research-methods
3. Wade, T. (2017). Qualitative and Quantitative Research-An
Introduction. Retrieved from https://www.youtube.com/watch?v=
RYmLE8UqCXU

CS 407L Computer Lab-I

Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 00 6 3
Course Objectives:
1. To develop the understanding of basics of Computers amongst the
students and make them proeficient in using computers for their official
use.
2. To provide strong foundation of Word, Excel, Power Point and their
relevance; and to acquaint students with role of IT in marketing
management and making financial statements.
Course Content:
1. MS Office (Word, Excel, Power Point) Lab
WORD
1. Writing formal letters
2. Formatting (Index, Tab, bullet, numbering, etc.)
3. Mail merge
4. Column text (table, picture, etc.)
EXCEL
5. Entering data (numeric, text, date, time, comments)
6. Editing (update values, copying, moving, drag & drop, delete /
insert rows & columns)
7. Formatting (text style, text orientation, increase / decrease width
of columns and rows)
 35

8. Formulas/ Functions (financial, logical, date, time, month,

statistical, lookup, etc)
9. Styles
10. Charts (bar, pie, line, etc.)
POWERPOINT
11. Creating a blank presentation
12. Using design templates and making slide show
2. Marketing Management: Visiting relevant websites and content
analysis on Ps and strategy
3. Preparing financial statements using MS-Excel
4. Introduction to features of Tally
5. A Project in MS-Excel
Learning Outcomes:
Upon completion of the course the student will be able to:

 Effectively use computer skills in developing business plans.

 Be job-ready with hands-on computer skills.

Suggested Readings
1. Greenberg, A. D. (2000). Fundamental Photoshop 5.5 (1 ed.), New
Delhi, Mc Graw Hill.
2. Nadhani, A. N. (2007). Implemeting Tally ERP 9 (1 ed.), New Delhi,
BPB Publications.
3. Saxena, S. (2000). MS Office 2000 for Everyone (1 ed.), New Delhi,
Vikas Publication.
Suggested E-Learning Material
1. Studios, S. (2018, March 24). Adobe Photoshop For Absolute
Beginners. Retrieved March 2019, from Youtube:
https://www.youtube.com/watch?v=KfXSt4XLedc
2. World, G. L. (2017, December 30). Tally ERP 9 Basic Course for
Beginners - Free Tally. Retrieved March 2019, from Youtube:
https://www.youtube.com/watch?v=1d2y7J0gESM
 36

Second Semester
MGMT 430 Business Environment and Operations
Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. To acquaint the students with the critical elements of the business
environment, with special focus on globalization and business
operations.
2. To become aware of various acts of Indian legal system with special
reference to business scenario.
3. To become aware about concept of production in a manufacturing unit.
4. To learn about best practices through case studies
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content:
Section A
Business environment: Significance, External environment and Internal
environment – Conceptual framework and trends. Reasons for growth in
International business and trends. Overview of consumer protection act,
Indian IT Act and environmental laws, Business current affairs. Indian
contract act 1872: Essentials, offer and acceptance, Parties to contract.
Section B
An overview of the legal environment of the company, Companies Act:
registration, types of companies, Prospectus, Role of directors and norms
about appointing independent directors, Introduction to Operations
Management, Production Function, Definition and types of Productivity,
Factors affecting Productivity, Productivity improvement
 37

Section C
Basics of Facility planning, Concept of Product and Service Design, Mass
Production (Assembly line production system), TQM, Mass Customization,
Case studies – Ford Motors (Assembly line), Toyota (TQM), Dell (Mass
Customization) and IDEO (Creativity)
Learning Outcomes:
Upon completion of the course the student will be able to:
 Awareness of the business environment, especially globalization and
business operations.
 Knowledge of various business laws
 Learn about the role of production in a manufacturing unit.
 Gain insights into best practices of industry for application into
upcoming business challenges.
Suggested Readings:
1. Francis, C (2010) International Business Text and Cases (4 ed), New
Delhi, PHI
2. Aswathappa K (2005) Essentials of Business Environment (6 ed), New
Delhi, Tata Mc Graw Hill
3. Hill C (2008). International Business (4ed), New Delhi, Mc Graw Hill
4. Mahadevan B. (2015) Operation Management; Theory and Practice (5
ed), New Delhi, Pearson Education
5. Bhat K.S. (2010) Production and Operations Management (4 ed), New
Delhi, Himalaya Publishing House
6. Bedi K. (2013) Production and Operations Management (10 ed), New
Delhi, Oxford University Press.
Suggested E-Learning Materials:
1. Green, J., Willis, K., Hughes, E., Small, R., Welch, N., Gibbs, L.,&
Daly, J. (2007). Generating Best Evidence from Qualitative Research:
The Role of Data Analysis. Australian and New Zealand Journal of
Public Health, 31(6), 545-550.
2. Warr, S. J., Thompson, K., & Kent, M. (1993). Seed Banks as a
Neglected Area of Biogeographic Research: A Review of Literature
and Sampling Techniques. Progress in Physical Geography, 17(3),
329-347.
3. KaruneshSaxena (2018). Research Publication Strategy. Retrieved
from https://www.youtube.com/watch?v=ofcURrK5oqk
 38

MGMT 412 Financial Management

Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives :
1. To develop critical thinking and problem solving competencies, at both
the individual and group levels, of financial statement analysis,
2. To familiarize the students with decision on financial planning, capital
budgeting, capital structure, and issues in financial policy.
3. To apply financial theory to analyze real life situations in an uncertain
environment with an incomplete data set.
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.

Course Content:
Section A
Nature and scope of Financial Management, Techniques of Financial
Analysis - Statement of change in financial position (Cash flow - Fund
flow), Ratio Analysis. Investment Decision; Capital Budgeting, principles
& techniques - Traditional & Discounted cash flow methods.

Section B
Projects selection under Capital Rationing, Measurement of cost of capital -
Dividend Approach and CAPM. Financing Decision - Operation leverage,
Financial Leverage, EBIT EPS analysis, Combined leverage, Capital
Structure theories - NI, NOI, Traditional, M&M, Approach, Determinants
of capital structure.

Section C
Working Capital Management - Nature of Working Capital, concepts of
Working Capital, Determination of financing mix, Need & determinants of
Working Capital, Computation of working capital, Working Capital
 39

Financing. Cash Management - Nature and concepts, optimum cash

balance, techniques for forecasting cash. Management of Accounts
Receivable - Concept, optimum credit policy, factors affecting receivables
and procedures for credit. Introduction of Capital & Money Market-
meaning and functions.

Learning Outcomes :
Upon completion of the course the student will be able to:
 Conduct financial analysis to form long-term financial policies for
business.
 Judge the financial environment within which organizations must
operate.
 Critically evaluate the financial objectives of various types of
organizations
 Analyze the alternative sources of finance and investment opportunities
 Apply techniques in managing working capital .
Suggested Readings:
1. Brigham, E. F. (1979). Financial management: theory & practice. (1
ed.), New York, Dryden Press.
2. Van Horne James, C. (2002). Financial Management & Policy. (12
ed.), New Delhi, Pearson Education India.
3. Pandey, I. M. (1995). Essentials of Financial Management, (4 ed.),
New Delhi, Vikas Publishing House.
4. Jain, P. K., & Khan, M. Y. (2005). Basic Financial Management. (4
ed.), New Delhi, Tata McGraw-Hill.
5. Chandra, P. (2011). Financial Management. (8 ed.), New Delhi, Tata
McGraw-Hill Education.
6. Srivastava, R., & Misra, A. (2012). Financial Management. (1 ed.),
New Delhi, Oxford University Press.
Suggested E Learning Materials:
1. Helfert, A. (2001). Financial Analysis and Tools and Techniques.
Retrieved from http://alqashi.com/book/book17.pdf.
 40

2. Saha, D. (2019). WORKING CAPITAL MANAGEMENT.ppt.Retrieved

from https://www.scribd.com/doc/98098428/WORKING-CAPITAL-
MANAGEMENT-ppt.
3. John, G. (2015). Money Management through Financial Planning.
Retrieved From https://www.youtube.com/watch?v=AbSL1ttViYE.

CS 408L Computer Lab - II

Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 00 6 3
Course Objectives:
1. To help students to develop their managerial competencies by visiting
and analyzing various relevant websites in area of general business
scenario as well as their area of specialization.
2. The course will help in developing the understanding to work with
Excel and SPSS to solve business problems.

Course Content:
A. Core Component (45 Hours)
1. Visiting websites of business environment information providers e.g.
India brand equity foundation, financial newspapers, leading market
research agencies, etc.
2. Visiting websites exhibiting the legal scenario of business in India.
3. Website visit: Ministry of corporate affairs and understanding the
process of new company registration and latest changes.
4. Website visit: SEBI and understanding the organization, and
information availability.
5. Understanding business research through solving problems on data
classification, measures of central tendency, dispersion, measures of
association, T, Z, Chi-Square & ANOVA using Excel and SPSS.
 41

6. Solving Financial Management problems on MS Excel and other

relevant application software: Time value of money, ratio analysis, cost
of capital, Fund flow & Cash flow, Working capital management.
B. Specialization Component (15 Hours)
Note: Students would undergo hands on practice on following topics of any
one major specialization which they have opted for:
Finance
Understanding information availability on website of NSE, Equity research
companies, banks, Financial planning service providersetc. Practicing
problems on MS Excel regarding EMI computation and term loans. In
addition students would acquaint themselves with various financial
calculators on retail banking and financial planning which are available on
internet.
OR
Human Resource Development
HR software for payroll, recruitment, performance management. Visit to
corporate websites to learn trends in organization culture, employee
engagement. Excel applications for report generation, compensation
etc.Practical sessions in performance management applications.like filling
goal sheets, calculating weighted score of individual employee on the
selected performance indicators and payroll management.
OR
Marketing
Understanding the mechanism of ordering products / books etc. online,
How companies in different industries like travel and tourism services, e-
tailing, banking (internet banking) and media etc. work. New trends in
online job portals and placement scenarios.Studying of websites like ebay
and Amazon for concepts on online auction and bidding, advertising and
online payment system.A study of SWOT analysis, competitive advantage,
4P’s and online promotional activities in major sectors like FMCG,
Pharmaceutical, IT, Steel and Banking.
OR
 42

Aviation
Visiting website of prominent aviation companies worldwide including
airlines, support companies, regulators and identifying recent trends,
procedures, management, regulations etc.

Learning Outcomes:
Upon completion of the course the student will be able to:

 Use computer skills in developing the business plans in more effective

manner.

 Job readiness with the complete hands-on job skills.

Suggested Readings:
1. Turban, E.,Rainer,K.,& Potter,R. (2014). Introduction to Information
Technology (2 ed.). New Delhi: Wiley.
2. Laudon, K.C & Laudon,J.P (2013). Management Information Systems
(14 ed.). New Delhi: Pearson.

Suggested E Learning Materials:

1. Baesens, B. (2013, Spetember 25). Intreoduction to Database
Management Systems. Retrieved March 20, 2019, from Youtube:
https://www.youtube.com/watch?v=6u2zsJOJ_GE
2. Date, C. (2016, March). O'REILLY. Retrieved February 2019, from
Safari: https://www.oreilly.com/library/view/relational-theory-for/
9781449365431/ch01.htm
 43

Third Semester
List of Reading Electives (Choose any 1)
MGMT 503R Corporate Banking - I
Max. Marks : 100 LT PC
(ESA: 100) 00 0 2
Course Objectives:
1. To understand about corporate banking products and services offer by
various Banks.
2. To understand the concept and significance of branch profitability.
3. To understand about all the BASEL norms which are designed to
improve the regulation, supervision and risk management within the
banking sector.
4. To understand the concept of credit bureau.
5. Note: The question paper will contain five questions and candidate will
be required to attempt any three.
Course Content: Learning modules detailing the following:
Branch Profitability, Corporate Internet Banking, Credit Bureau, Basel
norms, Structured Products
Learning Outcomes:
Upon completion of the course the student will be able to:

 Understand corporate banking products and services

 Understand the concept and significance of branch profitability.

 Gain knowledge about all BASEL norms

 Gain knowledge that will make them job ready.

Suggested Readings:
1. Gopinath, M. N. (2017). Banking Principles and Operations (7 ed.).
Mumbai: Snow White Publications.
2. IIBF. (2017). Corporate Banking (3 ed.). Mumbai: Macmillan.
 44

3. IIBF. (2017). Principles & Practices of Banking (3 ed.). Mumbai:

Macmillan.
4. Vinay Dutta, K. S. (2013). Commercial Bank Management (1 ed.).
Mumbai: Tata McGraw Hill.
Suggested E Learning Materials:
1) Learning Sessions (2017, Oct). Basel Norms. Retrieved from
https://www.youtube.com/watch?v=x_sOTObwx7g
2) CRIF India(2017,Jun) What is credit bureau Retrieved from
https://www.youtube.com/watch?v=OlT9z8cO4LU

MGMT 506R Digital Marketing

Max. Marks : 100 LT PC
(ESA: 100) 00 0 2
Course Objectives:
1. To understand the components of digital marketing and its role in
promotion mix
2. To learn various activities performed under digital marketing
3. To understand the application of digital marketing tools in marketing
management
Note: The question paper will contain five questions and candidate will be
required to attempt any three.
Course Content:
Benefits of DM, Business environment and various modes of DM, and
innovations, Developing the optimal strategy, Ethical issues, Steps to
success and Case of successful DM campaigns.
Learning Outcomes:
Upon completion of the course the student will be able to:
 Understand and implement digital marketing tools
 Get a practical outlook of the digital marketing and its implementation
in marketing promotion
 45

 Gain knowledge that will make them job ready for the marketing job
Suggested Reading:
1. Chaffey, D. and Ellis-Chadwick, F. (2012). Digital Marketing:
Strategy, Implementation and Practice. (1 ed), Harlow, Pearson
Education.
2. Dodson, I. (2016). The art of digital marketing. (1 ed), Hoboken, New
Jersey: Wiley.
3. Yan, D. (2014). Understanding Digital Marketing : Marketing
Strategies for Engaging the Digital Generation (3 ed), Kogan Page.
Suggested E Learning Materials:
1. Shazwan, R (2017, Aug). Ethical issues in online business Retrieved
from https://www.youtube.com/watch?v=JHIZdG4NVn8
2. Web Training Academy (2015,April) Digital Marketing Retrieved
from https://www.youtube.com/watch?v=HAYYzA8lIKo

MGMT 521R Advance in Mutual Funds

Max. Marks : 100 LT PC
(ESA: 100) 00 0 2
Course Objectives:
1. To Develop Understanding of Mutual Funds so that they should
compare the risks and expected yields after adjustment of tax on
various instruments while taking investment decisions.
2. To develops students understanding and skills in investment area and
various options available in mutual funds.
Note:Question paper will contain five questions and candidate will be
required to attempt any three.
Course Content:
Introduction of mutual funds, history of mutual funds, role of SEBI in
mutual fund Industry, Net Asset Value (NAV) of a scheme, Types of
mutual funds and schemes, how to invest in mutual funds, SIP, SWP, STP,
performance of mutual fund scheme. Tax saving scheme, Fund of Fund
scheme, Assured return scheme.
 46

Mutual fund application form, Offer document, KYC, Certificate of

account, how to choose mutual fund scheme, Redressal of complaints,
Consumer protection, Difference between mutual funds and IPO, Nominee
on mutual fund investment.
Learning Outcomes:
Upon completion of the course, the student will be able to:
 Advise on various aspects of Mutual Funds.
 Be Equipped with the knowledge to clear NISM V Module.
 Job-readiness in Mutual Fund industry.
Suggested Readings:
1. Bank & Finance-
"http://www.ncfe.org.in/financialeducation/banking"http://www.ncfe.or
g.in/financial-education/banking
2. Financial Planning –The road to your financial future- Understanding
Mutual Funds-http://www.ncfe.org.in/financial-education/mutual-fund
3. "https://www.kotaksecurities.com/"https://www.kotaksecurities.com/
4. "http://flame.org.in/"http://flame.org.in/
5. NISM Mutual fund distributor 5 A Certification examination
6. NISM-Series-V-B: Mutual fund Foundation certification examination.
7. Let’s Talk Money by Monika Halan.
Suggested E- Learning Materials:
1. Mutual fund course can be accessed from - "https://alison.com/course/
financial-funds" https://alison.com/course/financial-funds
2. Basics of mutual funds can be accessed from- HYPERLINK
"https://www.elearnmarkets.com/courses/display/basics-of-investing-
in-mutual-funds"https://www.elearnmarkets.com/courses/
display/basics-of-investing-in-mutual-funds
 47

MGMT 529R Supply Chain Management

Max Marks: 100 LTPC
(ESA: 100) 0 00 2
Course Objectives:
1. To develop understanding of basics of SCM.
2. To develop basic understanding of role of mathematics in SCM.
3. To develop understanding of inventory management in SCM.
4. To develop understanding of role of internet and customer centric
orientation in SCM.
5. To stimulate thought process of students with help of suitable case
studies.
Note: The Question paper will contain five questions and candidate will be
required to attempt any three.
Course Content:
Basics of SCM, Performance Measurement and Decisions Making.Basic
Mathematics in SCM.Cost Management in SCM.Inventory Management in
Supply Chain.Role of Internet Technologies and E-Commerce in
SCM.Customer and Service Management.
Learning Outcomes:
Upon completion of the course the student will be able to:

 Have a basic understanding of SCM.

 Understand and apply mathematics behind SCM.

 Understand inventory management in real world scenarios.

 Understand the role of internet and customer centric orientation in

SCM.

 Secure jobs in the SCM industry.

Suggested Readings:
i. Chopra, S., Meindl, P., &Kalra, D. (2016). Supply Chain Management
(6 ed.), Delhi, Pearson.
 48

ii. Handfield, R. B., & Nichols Jr., E. L. (1998). Introduction to Supply

Chain Management (1ed.), New Delhi, Pearson.
iii. Levi, D. S., Kaminsky, P., & Levi, S. E. (2019). Designing and
Managing the Supply Chain: Concepts, Strategies, and Case Studies (4
ed.), New Delhi, McGrawHill.
iv. Shapiro, J. (2006). Modeling the Supply Chain (2ed.), London,
Cengage Learning.
v. Tayur, S., Ganeshan, R., & Magazine, M. (Eds.). (1999). Quantitative
Models for Supply Chain Management. (3ed), Delhi, Springer.
Suggestive E-learning Resources:
1. Ganeshan, R., & Harrison, T. P. (1995). An Introduction to Supply
Chain Management. Retrieved 2019, from http://lcm.csa.iisc.ernet.in:
http://lcm.csa.iisc.ernet.in/scm/supply_chain_intro.html
2. Malhotra, Y. (1998). Business Process Redesign: An Overview.
Retrieved 2019, from http://www.brint.com: http://www.brint.com/
papers/bpr.htm
3. Narahari, Y., & Biswas, S. (2016). Supply Chain Management:
Modeling and Decision Making. Retrieved 2019, from http://
lcm.csa.iisc. ernet.in: http://lcm.csa.iisc.ernet.in/scm/coimbatore/
index.htm
 49

MGMT 502R Advanced Readings in HRM

Max. Marks : 100 LT PC
(ESA: 100) 00 0 2
Course Objectives:
1. This course aims at exposing students to latest thinking in Human
Resource Management
2. This course enables the participants to understand and appreciate the
role of Institution Building and their impact on society development.
3. Learning about leadership and related HRD issues in the corporate and
social context and development of qualities to face the challenges of
the outer world.
4. It also aims at developing excellence, motivation and human concerns
while managing in a competitive scenario and to understand various
concepts related with HRA, HRIS, IHRM and HRD audit
Note: The question paper will contain five questions and candidate will be
required to attempt any three.
Course Content: Learning modules detailing the following:
Worker’s Participation in Management, TQM, Quality Circles, JIT, Six
Sigma, Quality of Work life, Employee Empowerment, Virtual HR, HR
Reengineering, Mobility: Promotion, Demotion, Transfer & Separation,
Balanced Score card, Introduction to HR Analytics.
Learning Outcomes:
Upon completion of the course the student will be able to:
 Gain in-depth knowledge about various HR concepts, role and Role
Analysis and their significance for individual and organizations

 Cope with stress arising due to role ambiguity

 Learn about organization, organization culture, environmental interface

and its implication for managers

 Understand the HR polices , cultural differences &IHRM

 Learn about Audit of Human Resource, HRA & HRIS
 50

Suggested Readings:
1. McCauley-Smith, C. (2017). Book review: HRD, OD, and institution
building: Essays in memory of Udai Pareek.
2. Pareek’s, U. (2017). Undertsnading Orgaizational Behaviour (4 ed.)
New Delhi: Oxford University Press.
3. Sinha, J. B. (1995). The cultural context of leadership and power. (3
ed), New Delhi, sage Publications Pvt. Limited.
4. Pareek, U. (1994). Making Organizational Roles Effective. (2 ed), New
Delhi, Tata McGraw-Hill.
5. Rao, T. V. (2014). HRD audit: Evaluating the Human Resource
Function for Business Improvement. (2 ed), New Delhi, SAGE
Publications India.
Suggested E Learning Material:
a. IITR (2018, Mar). Total Quality Management. Retrieved from
https://www.youtube.com/watch?v=yWlAOFs04go
b. Quality Gurus (2013, Jan) Introduction to six sigma Retrieved from
https://www.youtube.com/watch?v=wEBPVQ7W2wg

MGMT 504R Corporate Banking - II

Max. Marks : 100 LT PC
(ESA: 100) 00 0 2
Course Objectives:
1. To understand about corporate banking products and services offer by
various Banks.
2. To understand the products offer for MSME financing by Banks.
3. To understand about international banking products and services offer
by Banks like treasury products, trade services, Forex etc.
4. To understand the concept of rural business credit and the products
offer by the Banks for same.
Note: The question paper will contain five questions and candidate will be
required to attempt any three.
 51

Course Content:
Trade Services, Treasury Products, Derivatives, UCP, Rural Business
Credit, MSME

Learning Outcomes:
Upon completion of the course the student will be able to:

 Understand term loans, working capital loans, project financing etc.

 Understand about the products and services offer for MSME financing.

 Job- readiness specifically in Corporate Banking and international

banking division of Banks.

Suggested Readings:
1. Gopinath, M. N. (2017). Banking Principles and Operations (7 ed.).
Mumbai: Snow White Publications.
2. IIBF. (2017). Corporate Banking (3 ed.). Mumbai: Macmillan.
3. IIBF. (2017). Principles & Practices of Banking (3 ed.). Mumbai:
Macmillan.
4. IIBF. (2017). International Banking (3 ed.). Mumbai: Macmillan.
5. Vinay Dutta, K. S. (2013). Commercial Bank Management (1 ed.).
Mumbai: Tata McGraw Hill.

Suggested E Learning Materials:

1. Tutorial point (2018, Jan). Rural credit in India. Retrieved from
https://www.youtube.com/watch?v=NBWF_gKwJZk
2. Mettascliub (2017, Feb) What is MSME. Retrieved from
https://www.youtube.com/watch?v=KGjfQfZ_WTM
 52

MGMT 508R Entrepreneurship

Max. Marks : 100 LT PC
(ESA: 100) 00 0 2
Course Objectives:
1. To facilitate students to recognize, create and shape opportunities, so
that they can provide the leadership and build team generating
economic and social value
2. To understand the basic concepts of venture creation
Note: The question paper will contain five questions and candidate will be
required to attempt any three.
Course Content: Learning modules detailing the following:
Benefits of being an entrepreneur, Business environment and searching the
right venture, Developing the right Business Plan, Project Financing,
Marketing and Managing People, Steps to success and Case of successful
entrepreneurs
Learning Outcomes:
Upon completion of the course the student will be able to:
 Get insights related to dynamics of entrepreneurship ecosystem and
generate economic and social value.
 Gain knowledge of customer development, customer validation, and
competitive analysis while utilizing design thinking.
 Able to create a business plan that articulate and apply financial,
operational, organizational, market, and sales knowledge.
Suggested Readings:
1. Desai, V. (2012). The Dynamics of Entrepreneurial Development &
Management (5 ed.), Mumbai, Himalaya Publishing House.
2. Drucker, P. F. (1985). Innovation and Entrepreneurship (1 ed.), Uttar
Pradesh, Harper Collins.
3. Gupta, A.K. (2016). Grassroots Innovations (Minds On the Margin Are
Not Marginal Minds) (1 ed.), New Delhi, Random House India.
 53

4. Hisrich, R. D., Manimala, M. J., Peters, M, P. & Shepherd, D. A.

(2014). Entrepreneurship (9 ed.), New Delhi, McGraw Hill.
5. Jain, P. C. (1999). Hand Book for New Entrepreneurs (1 ed.), New
Delhi, Oxford University Press.
6. Roy, R. (2011). Entrepreneurship (2 ed.), New Delhi, Oxford
University Press.

Suggested E-Learning Materials:

1. Barringer, B. R. (2009). Preparing Effective Business Plans: An
Entrepreneurial Approach. Retrieved March 1, 2019, from
www.pearson.com: https://www.pearson.com/us/higher-education/
product/Barringer-Preparing-Effective-Business-Plans-An-
Entrepreneurial-Approach/9780132318327.html?tab=contents
2. Jose, T. (2019, Jan). Micro, Small and Medium Enterprises (MSME):
The Importance in Indian Economy. Retrieved Feb 20, 2019, from
www.clearias.com: https://www.clearias.com/micro-small-and-medium
-enterprises-msme/
3. Toppr. (n.d.). Meaning and Concept of Social Entrepreneurship.
Retrieved Feb 23, 2019, from www.toppr.com: https://www.toppr.com/
guides/business-management-and-entrepreneurship/social-entrepreneur
ship/meaning-and-concept-social-entrepreneurship/
4. Women Entrepreneurs India. (n.d.). Success Stories. Retrieved Feb 22,
2019, from www.womenentrepreneursindia.com: https://www.women
entrepreneurs india.com/success-stories.php
 54

MGMT 528R Strategic Planning in IT

Max Marks: 100 LTPC
(ESA: 100) 0 0 0 2
Course Objectives:
1. To develop advanced learning in level of collaboration,
communication, and engagement in Information Technology.
2. To update the student in current environment as well as the dynamic
changes in Information technology.
Note: The Question paper will contain five questions and candidate will be
required to attempt any three.
Course Content:
Strategic perspective of Information Technology; IT-enabled environment
scanning, Information Technology portfolio management, Information
Technology and Organization designing, IT-enabled strategy and firms
performance, IT-enabled marketing capabilities, Integrating business
relations, ERP : Issues, challenges and benefits, IT-enabled economic
growth.
Learning Outcomes:
Upon completion of the course the student will be able to:
 Understand and apply strategic Management in their jobs.
 Provide a competitive edge to the students while in job
Suggested Readings:
1. Bruce A. Walters, Zaiyong Tang (2006) : IT-enabled Strategic
Management: Increasing Returns for the Organization, (2 ed), New
Dlhi, IGI Global
2. Sheikh A.M (2010): Information Technology and Strategic
Management (3 ed) Delhi, S Chand & Company
3. J R Shravana Deepan (2017): Information Technology & Strategic
Management, Fundazone
Suggested E-Learning Resources:
1. Juran (2016).6 Steps to Successful Strategic Planning. Retrieved from
https://www.youtube.com/watch?v=Mpqf6w5iBqI
 55

2. Reeves, M. (2015). Your strategy needs a strategy. Retrieved

fromhttps://www.ted.com/talks/martin_reeves_your_strategy_needs_a_
strategy
3. Sachdev, U. (2017). The future of voice technology. Retrieved from
https://www.ted.com/talks/umesh_sachdev_the_future_of_voice_techn
ology

Fourth Semester
MGMT 505 Corporate Governance and Strategy
Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. To build the understanding of Corporate Governance structure in India
and its legality.
2. To enhance the knowledge about the Corporate Governance Practices
and it effect on the working of the organization.
3. To develop an understanding about strategic management of the
corporate and various strategies adopted.
4. To understand the practicality of the strategic management avenue and
develop its knowledge in Indian Context
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content:
Section A
Introduction, Evolution of Corporate Governance; Conceptual Issues of
Corporate Governance; Corporate Governance Models; Corporate
Governance Committees’ Reports; Corporate Governance in India; Concept
 56

of Corporation, Corporate Citizenship, Owners and Stakeholders: Types of

ownership.
Shareholders- Types, Rights and Privileges; Directors- Types, Role, and
Powers; Measurement of Board Performance; The Learning Board Model:
Professionalizing the Board; Performance of Management.
Section B
Corporate Misconduct and Misgovernance; Codes of Best Governance;
Role of SEBI in the Current Scenario; Role of Company Law; International
Governance. Definition of Strategic Management; Levels of Strategy;
Strategic Decision making; Strategic Management Process; Strategic Intent
– Vision, Mission, and Business Definition; External Scanning; Internal
Scanning.
Section C
Strategy Formulation – Ansoff model, Grand strategy, Generic Strategy,
functional level strategy; Strategic Choice Models – BCG matrix, GE nine
cell matrix, Hofer’s Product Evaluation Matrix; Subjective and Objective
factors. Strategy Implementation- Issues in strategy implementation,
Project, Structure, Functional, System and Behavioral. Strategy Evaluation
and Control- Strategic Evaluation process, strategic control techniques, role
of organization system in evaluation. Case study analysis related to various
aspect of the course.
Learning Outcomes:
Upon completion of the course the student will be able to:
 Understand the ethical aspects of corporate governance implied in the
business arena.
 Understand and apply the aspects of strategic management in the
working of the corporate.
 Understand the practical use of corporate governance and strategic man
agement
Suggested Readings:
1. Subhash Chandra D. (2013). Corporate Governance: Codes Systems
Standards and Practices (2 ed.). New Delhi: PHI Learning.
2. Farnando, A. C. (2017). Corporate Governance: Principles Policies
and Practices (2 ed.).New Delhi: Pearson Publications.
 57

3. Geeta, D., Mishra, R. K. (2008). Corporate Governance: Theory &

Practice (3 ed.), New Delhi, Excel Books Publishing.
4. Kazmi, A. (2008). Strategic Management& Business Policy (3 ed.),
New Delhi, Tata Mcgrawhill Education.
Suggested E-Learning Materials:
1. Grimsley Shawn (2015, June). What is stakeholder theory? –
Definition and ethics. Retrieved from Study.com: https://study.com/
academy/lesson/what-is-stakeholder-theory-definition-ethics-quiz.html
2. Kenton Will (2019. February). SWOT Analysis. Retrieved from
investopedia: https://www.investopedia.com/terms/s/swot.asp
3. Chen James (2018, March). Corporate Governance. Retrieved from
investopedia:
https://www.investopedia.com/terms/c/corporategovernance.asp

MGMT 510 Indigenous Management System

Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. To justify the rationale for studying Indigenous Management Systems
(IMS)
2. To stimulate interest of students in creative ideas from Bharatiya
culture
3. To draw managerial and leadership insights from various Bharatiya
management systems like Gita and Arthshastra
4. To examine approaches of Bharatiya business houses and relevance for
contemporary management and sustainable development
5. To explore the idea of Integrating Simplification for new business
systems
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
 58

required to attempt total of six questions, taking at least one question from
each section.
Course Contents:
Section A
Rationale for studying ‘Indigenous Management System’, Integral unity vs.
Synthetic unity, Business Management Systems in Ancient India, Corporate
lessons from Shri Mad-Bhagwad-Gita. Corporate lessons from Mahabharat,
Manu’s Theory of Leadership, H.R. practices in Manu Smriti. Economic
thought during Freedom struggle, Buddhist Philosophy for Modern
Management Dada Bhai Naroji’s Drain theory and its long run relevance.
Section B
Economic Nationalism, Gandhian Economics, Trusteeship and Industrial
Relations, Concept of Swadeshi, Safeguarding Traditional Indian
Knowledge Systems, Concepts of Community, Knowledge Protection
Rights (CKPR). Economy and Polity in Kautilya’sArthashastra,
Management Systems in Arthashastra, Creation and development of
trusteeship Corporate enterprises in India, Corporate entrepreneurship with
reference to case studies of Indian business houses.
Section C
Factors of Creation (KPCL)vs. Production, Corporate Social Dharm and
Returns To Communities (RTC). Concept of PURA Model, A new role of
Government from empire to umpire, Creating level Field Playing, VISWA
Model, Concept of Integrating Simplification, Integrating Socialism and
Capitalism
Learning Outcomes:
Upon completion of the course the student will be able to:

 Appreciate the role of inherent indigenous ideas in management

 Creatively approach management problems

 Develop sense of respect for wisdom from grassroots and its innovative
ideas

 Synthesize global and indigenous perspectives of management

 59

Suggested Readings:
1. Bansal, I. (2002). Management Concepts in Ancient Indian Psycho-
Philosophic Thought and their Significance for Present Day
Organizations (1 ed.), Jaipur, Popular Book Depot.
2. Sharma, S. (1996). Management in New Age: Western Windows,
Eastern Doors (2 ed.), New Age International Publication.
3. Sharma, S. (2007). New Mantras In Corporate Corridors From Ancient
Roots To Global Routes (2 ed.). New Delhi: New Age Int. Pvt. Ltd.
4. Chatterjee, B. K. (2002). Arindam Chaudhuri, Count Your Chickens
before They Hatch (1ed.), New Delhi: Vikas Publishing House (2001).
5. Dasgupta, Ajit K. (1993). A History of Indian Economic Thought (1
ed.), London and New York, Routledge history of economic thought
series.
6. Bansal I. & Purohit H. (2004) Intellectual Property Rights-The
emerging Issues for Industry (10 ed), Indore, Navjeewan Publication
7. Malhotra, R. (2013). Being different: An Indian challenge to western
universalism. (4 ed), Delhi, Harper Collins India.
8. Nandram, S. S. (2016). Organizational innovation by integrating
simplification. (3 ed), Delhi, Springer International Pu.
Suggested E-Learning Materials:
1. Joshi, A. (2018, Jan 3). Indegeneous Management System an
introduction. Retrieved Feb 12, 2019, from www.youtube.com:
https://www.youtube.com/watch?v=q5K2Hff85MM
2. Joshi, A. (2016, Dec 7). Management from Bhagwad Geeta :A Few
Insights. Retrieved Feb 18, 2019, from Shastriya Prabandhan - A
Bharatiya Design Thinking Approach to Education and Management:
http://ankurjoshi.in/bhagwad-gita-management/
3. Sharma, S. (1999, Oct 1). Corporate Gita: Lessons for Management,
Administration and Leadership. Retrieved March 1, 2019, from
journals.sagepub.com:
https://journals.sagepub.com/doi/10.1177/097168589900500203
 60

4. Sharma, S. (2006, Jan). Management In New Age: Western Windows

Eastern Doors. Retrieved Feb 21, 2019, from www.researchgate.net:
https://www.researchgate.net/publication/304935846_Management_In
_New_Age_Western_Windows_Eastern_Doors
5. Swami Vivekananda Chicago Speech on 15th September,1893. (2013,
Aug 12). Retrieved Jan 5, 2019, from www.youtube.com:
https://www.youtube.com/watch?v=TlwZNmgFBWM

Major/Minor Specialization Electives

Aviation Management (AM)
MGMT 403 Airline and Airport Management
Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. The objective of the course is to introduce the students with the basic
functionalities of Airports and Airlines.
2. To make students understand various security and legal aspects aligned
with the airline management.
3. To introduce the functioning of airports in handling customers and
goods and how the same is planned at all levels.
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content:
Section A
Airlines and Airport System Introduction: Airport, Airlines, Airport
transportation system, Airside, Terminal, Landside, Airport security, ARFF,
Aviation Industry: growth and development. Recent trends & future,
Airport Planning Airport planning system, Airport master plan, Airport
layout plan, Land use planning, Runway Orientation & Runway Safety,
 61

Airport organizational structure, Airline network, Air traffic, Airport

capacity, Airspace capacity, Congestions and Delays, Slot Allocation.
Section B
Brief history of Air cargo business, Role of Aviation sector in supply chain
management, Types of cargo products, Air cargo terminal, Air Cargo
Agency, Air Cargo Rates & Cargo Charges, International Air Transport
Association (IATA) regulations, Dangerous Goods Regulation. Airlines and
Airport Operations Fleet Management (Planning, Assignment, Scheduling),
Route & Network Planning, Crew Scheduling, Manpower planning.
Section C
Airside operation, Landside operation, Terminal operations, Airline
&Aircraft product & performance. Aviation Enterprise Management,
Enterprise Concept in Aviation, Business Aspect, Ownership Models,
Complexity of Aviation Business, Revenue Generation & Technological
Advancement, Service Aspects of Aviation, Scopes for Aviation Managers.
Learning Outcomes:
Upon completion of the course the student will be able to:
 Understand Indian Aviation structure.
 Get a practical outlook of the Aviation Management.
 Job readiness for the Aviation sector.
Suggested Readings:
1. Twell Alexander, (2007) Airport Planning and Management (3 ed)
Ashgate Publishing Ltd. New Delhi
2. Gullaume Barghouwt, (2010) Airlines Network Development in Europe
and its implication for Airport planning (4 ed) Ashgate Publishing Ltd.
New Delhi.
3. Jank Milan, (2012) The sustainability of Air Transport-A qualitative
Analysis & Assignment (7 ed) Ashgate Publishing Ltd. New Delhi.
Suggested E Learning Materials:
1. Berry, T. (2019). Using Porter’s Five Forces when creating your
marketing plan.Retrieved from https://www.mplans.com/articles/using-
porters-five-forces-when-creating-your-marketing-plan/.
2. Srinivas. (2015). Airport Planning and Design. Retrieved from
https://www.slideshare.net/srinivas2036/airport-planning-and-design
 62

MGMT 408 Crew Resource Management and

Aviation Safety
Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. To introduce students to the concepts of Crew Resource Management
2. To introduce students to safe human –machine interaction.
3. To identify and categorize risk and how they relate to commercial and
general aviation.
4. To provide a foundation and framework in safety and the important
role of humans in safety administration.
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content:
Section A
Crew Resource Management (CRM) – Definition, Scope, Objectives. Basic
Concepts of CRM, Management theories of CRM. CRM History. The
safety culture of the organization, Importance of Safety, Enhancement of
Safety. Limitations to our Performance in our Environment. Human Error
and Error Management. Communication and Assertiveness. Teamwork,
Leadership and Followership. Situation Awareness. Decision Making.
CRM Training Methods, Developing Training Activities, Delivering
Training. Success & Failure of CRM Training.
Section B
Safety Management System: Introduction, History & Evaluation, Meaning,
Definition, Risk Matrix, Quality Management Principles, Emergency
Reponses, Government efforts to Improve safety Airline flight Safety.
Safety in Commercial Aviation: Risk Factor, Classification, Analysis,
Treatment. Hazards – Definition, Methods of Identification. Hazards
Control-Principles, Methods, Hierarchy, Elimination Models, Human
Factors.
 63

Section C
Air Operations Areas safety Management, CRM: Cross-Cultural
Perspectives. The cockpit culture. Prevention of crew-related incidents and
accidents. Introduction to Aviation Medicine. Introduction to Aviation
Safety & Security, Critical Incident Stress Management in Airline, Future
Perspective.
Learning Outcomes:
Upon completion of the course the student will be able to:
 Understand the basic concepts of Crew Resource Management, its
history and safety cultures of various organizations.
 Understand safety management systems and human- machine
interaction in this context.
 Identify and categorize risk in commercial and general aviation.
 Learn cross- cultural perspectives, the framework of safety and the role
of humans in safety administration.
Suggested Readings:
1. Jensen, R. S. (2015) Pilot Judgement and Crew Resource Management
(4 ed) New Delhi, Ashgate.
2. Leonhardt, J. (2016) Ctitical Incident Stress Management in Aviation
(5 ed), Mumbai, Macgraw Hill
3. MacLeod, N. (2009) Building safe systems in Aviation (3 ed), New
Delhi, Ashgate.
4. Stolzer, A. (2008) Safety Management System in Aviation. (4 ed), Newi
Delhi, Ashgate.
Suggested E Learning Materials:
1. Jones & Bartlett Learning (2016). Crew Resource Management
Concepts. Retrieved
fromhttps://www.youtube.com/watch?v=2AtyMuYEk9M
2. FAA Safety Team Central Florida (2012). Crew Resource Management
- An Approach to System Safety. Retrieved from
https://www.youtube.com/watch?v=vshw56Zd5f8
3. George, R. Inside the secret shipping industry. Retrieved from
https://www.ted.com/talks/rose_george_inside_the_secret_shipping_in
dustry.
 64

MGMT 414 Fundamentals and Principles of Aviation

Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. The mission of the course is to provide students with a well-rounded
liberal arts education, a solid foundation in business, and a focus on
unique aspects of aviation as a business.
2. To understand the concept of Aviation management and fundamental
delivery to the Aviation professionals..
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content:
Section A
Introduction to Aviation industry: Introduction, history & evolution, Global
& Indian Perspectives, Classification of aviation, Civil Aviation, General
aviation, Military aviation, Facts & figures regarding aviation industry.
Aviation Regulatory Management : International Aviation Organizations.
Section B
Indian aviation organizations, Ministry of civil aviation, Director General
Civil Aviation, Airport Authority of India, Bureau of Civil Aviation
Security, NACIL & other Airlines. Aviation Terminologies & Codes:
Introduction, Alphabetical Codes, Products, Airplane Parts, Technological
Terminologies, Airlines & Airports Codes, Configurations & Roles.
Section C
AOCC & Air Traffic Management Introduction, Communications,
Elements of ATM, Functions, Shortcomings of present ATM system,
Future of ATM, Introduction of AOCC (Airport Operation Control Centre),
Elements, components & Framework, Future aspects of operations.
Aviation Management: Basic Operations (Airport, Airline, Pax & Cargo),
 65

Air Traffic Control, aviation security & safety, Airport prospective in

different disciplines.
Learning Outcomes:
Upon completion of the course the student will be able to:
 Understand the Indian Aviation structure.
 Get a practical outlook of the Aviation Management.
 Be job-ready for the Aviation sector.
Suggested Readings:
1. Alexender. T. (2010). Azrport Plannzng & Management, (4 ed), New
Delhi, Twell Alexender, Ashgate.
2. Bazargan M. (2011). Azrizens, Operations & Scheduling (5 ed), New
Delhi, Ashgate
Suggested E Learning Materials:
1. Hill, Michael. And Varone, F. Retrieved from https://www.
researchgate.net/publication/312814047_The_Public_Policy_Process.
2. OECD. (2012). Public Governance of Public-Private Partnerships.
Retrieved from http://www.oecd.org/governance/budgeting/PPP-
Recommendation.pdf.
3. Nathan, R. (1995). Reinventing Government: What Does It Mean?
Retrieved from https://www.jstor.org/stable/977192?seq=1#metadata_
info_tab_contents.

MGMT 520 Strategic Airlines Marketing and CRM

Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. To understand the concepts of marketing management in Aviation
Industry
2. Deliver the knowledge of product delivery with reference to the
aviation industry.
3. Devise the concept of air transport industry
4. To understand the airline business environment
 66

Note: The paper will contain 3 questions from every section aggregating
nine questions. In any one of the sections, there would be a ‘case study
problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content:
Section A
Introduction to Airline Marketing: What is Marketing, Application of
marketing principles to airlines management, Marketing for Air Transport
Service- Customers & market segment, Market Analysis and Planning,
Business Environment of Aviation Industry, Marketing Environment and
Marketing Strategies-Porter’s 5 forces Model. Product/Service planning and
Analysis: PLC in Aviation Industry; Fleet, Schedule & Customer service
related product features, Product & Service quality, Freight as a product,
Flight handling – Commercial activities.
Section B
Pricing and Revenue Management: Building blocks of Airline pricing,
Uniform and differential pricing, Structure of air freight pricing, Pricing
strategies, Passenger fares and Ticketing.
Distributing the product: Distribution channel strategies, Travel agency
distribution system, Global distribution, Distribution channels in Air freight
management.
Section C
Anatomy of a sale: AIDA and SPIN model, Sales planning; managing the
sales process.
Airline Promotion: Brand building in Airline industry, marketing
communication techniques, Airline advertising, Fundamentals of
relationship marketing, Components of relationship marketing strategy,
Frequent flier programs, Handling to passenger in Delayed flight.
Learning Outcomes:
Upon completion of the course the student will be able to:
 Understand Indian Aviation structure.
 Get a practical outlook of the Aviation Management.
 67

 Job readiness for the Aviation sector.

Suggested Readings:
1. Stephen, S. (2007). Airline Marketing and Management (6 ed.), New
Delhi, Ashgate Publishing LTD.
2. Alexander T. Wells, Bruce D. Chadbourne (2003) General Aviation
Marketing and Management (2 ed.), Delhi, Krieger Publishing
Company
3. Berman & Evans. (2010)Retail Management: A Strategic Approach (5
ed.), Delhi, Pearson Education
Suggested E Learning Materials:
3. Berry, T. (2019). Using Porter’s Five Forces When Creating Your
Marketing Plan.Retrieved from https://www.mplans.com/articles/
using-porters-five-forces-when-creating-your-marketing-plan/.
4. Srinivas. (2015). Airport Planning and Design. Retrieved from
https://www.slideshare.net/srinivas2036/airport-planning-and-design.

Finance and Banking (FB)

MGMT 523 Banking and Financial Services
Max Marks: 100 L T P C
(CA: 40+ESA:60) 4 0 0 4
Course Objectives:
1. To understand the banking system and banking structure of India in
light of the legal structure
2. To understand the banking operations in association with the retail
banking in India.
3. To understand various products and services offered by the banks along
with the various account operations and retail credit products offered
by the banks
4. To understand the aspect of financial planning along with
understanding of various third party products offered by banks and in
line understands the retirement and estate planning.
 68

Note: The paper will contain 3 questions from every section aggregating
nine questions. In any one of the sections, there would be a ‘case study
problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content:
Section A
Indian Banking Structure, Role & functions of RBI, RBI Act 1934, Banking
Regulation Act 1949, KYC & AML, Banking Ombudsman, CRR, SLR,
MCLR, Repo & Reverse Repo Rate, Functions of Banks. Payment banks,
Small finance banks.
Retail Banking: Types of Customers, Account and Deposit, Banker
Customer Relationship, Banker Customer Special Relationship, Negotiable
Instruments: Cheques, Bills of Exchange, Promissory notes, Cheque
collection, payer and holder in due course. Account Closure and Account
Closure under Special Situation. Overview of direct banking channels
Section B
Credit: 5 C’s of Credit, Loan Appraisal Process, Retail loan: Home loan,
Personal loan, Educational Loan. Corporate Loans: Working capital
financing, Export financing, Term loan.
Types of Mutual funds, Types of insurance: Life Insurance, General
Insurance: Health, Motor vehicle, House, Accidental insurance.
Section C
Financial Planning & Wealth Management: Relevance, need, importance.
Need assessment of client, developing optional plan, PF statement analysis.
Retirement and Estate Planning: Relevance, Estate Planning: Succession
Act (Hindu-Indian), Tax incidence of various transactions, succession
efficiency. Retirement Planning- Retirement solutions & pension plans,
choosing and managing retirement portfolio, reverse mortgage.
Learning Outcomes:
Upon completion of the course the student will be able to:
 Understand and analyze the banking structure of India in light of the
legal structure.
 69

 Gets a practical outlook of the retail banking and the legal formalities
associated with it.

 Understand the aspects of financial planning and retirement planning

which will help in better future planning of finances.

 Job readiness for financial advising and banking jobs.

Suggested Reading:
1. Gomez, C. (2011). Banking and Finance Theory. Law and Practice (1
ed.), New Delhi, PHI Learning.
2. Gopinath, M. N. (2017). Banking Principles and Operations (7 ed.),
Mumbai, Snow White Publications.
3. Halan M., (2018). Let's Talk Money: You've Worked Hard for it, Now
Make it Work-far You. (1 ed.), New Delhi, Harper Business
4. IIBF. (2017). Legal and Regulatory Aspects of Banking (3 ed.)
Chennai, Macmillan.
5. IIBF. (2017). Principles & Practices of Banking (3 ed.), Chennai,
Macmillan. .
6. IIBF (2017). Retail Banking (3 ed.), Chennai, Macmillan.
7. Vinay Dutta, K. S. (2013). Commercial Bank Management (1 ed.),
Delhi, Tata McGraw Hill.
8. PROSCHOOL, I. (2012). Retirement planning and Employee Benems
(Vol. 3), Delhi, Tata MCGraw Hill Education Private Limited.
Suggested E-Learning Resources:
1. Arslanian, H. (2016, December 5). How FinTech is Shaping the Future
of Banking. Retrieved from Youtube: https://www.youtube.com/
watch?v=pPkNtN8G7q8
2. MSG. (2014). Case Study of the Indian Banking and Financial Services
Industry using Strategic Tools. Retrieved from Managment Study
Guide: https://www.managementstudyguide.com/case-study-of-indian-
banking-and-financial-services-industry.htm
3. MSG. (2018, December). Management Study Guide. Retrieved from
Management Study Guide: https://www.managementstudyguide.com/
history-of-modern-banking.htm
 70

MGMT 530 Taxation

Max Marks: 100 L T P C
(CA: 40+ESA:60) 4 0 0 4
Course Objectives:
1. To enables the students to know the basics of Income Tax Act and its
implications.
2. To demonstrate knowledge of the concepts, principles, and rules of
taxation of various assesses.
3. To prepare students for tax forms, recognize tax planning opportunities
and recommend appropriate tax-saving strategies for decision making;
4. To address tax situations for a variety of taxpayers, such as wage
earners, salespersons, owners of small business, professionals,
investors, home and rental property owners, farmers, etc.
5. This course also aims at imparting basic knowledge about major
indirect taxes as GST and Customs.
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content:
Section A
Introduction to Direct Taxes: Income Tax, Introduction to Wealth Tax.
Important Provision of Income Tax Act, Basic Concepts: Assessment
Years, Previous Years, Person, Income, Gross Total Income, Capital and
Revenue Receipts and Expenditure, Residential Status and Incidence of
Tax, Tax Free Income;
Income From Salary: Meaning, Taxability of Allowances and Perquisites,
Permissible Education, Treatment of PF, Gratuity, Numerical problems on
Salary calculation.
 71

Section B
Income from Business and Profession: Basis of Charge, Scheme of
Provisions, Deductions Expenses Allowed, Expenses Allowed Under
Restriction, Depreciation, Numerical problems Income From House
Property: Calculation of House property Income.
Income From Capital Gains: Calculation of Short term & Long term
Capital Gain. Income From other Sources, Calculations, Carry forward and
Set off of Losses.
Section C
Deduction: Deduction Allowed From Total Income, Rebates and Relief;
TDS: Tax Deduction at Source, Advance Payment of Tax, Filling of
Returns, Tax Planning in Relation to NRIs.
Introduction to Indirect Taxes- Custom Duty; GST, Basics of IGST, CGST,
SGST, UGST laws. Levy of CGST, SGST, IGST, UGST.
Learning Outcomes:
Upon completion of the course the student will be able to:
 Understand the basic principles underlying the Income Tax Act.
 Analyze the assessment procedure and representation before
appropriate authorities under the law.
 Understand the intricacies and calculations associated with tax.
 To do better tax management and advisory.
Suggested Readings:
1. Singhania,V.K., & Singhania, M. (2018). Students’ Guide to Income
Tax including GST. (61 ed). New Delhi: Taxman Publication.
2. Mehrotra, H.C. (2018). Income Tax Law. (60 ed). Agra: Sahitya
Bhawan
3. Singhania, V.K., & Singhania, K. (2018). Direct taxes law and
practice. (61 ed). New Delhi: Taxman Publicatoin.
Suggested E-Learning Resources:
1. Clear Tax. (2019, Jan 30). cleartax.in. Retrieved march 1, 2019,
from https://cleartax.in/s/corporate-tax:https://cleartax.in/s/corporate-
tax
 72

2. Dave, R. (2017, August 28). https://economictimes.indiatimes.com/

wealth/tax/how-to-calculate-short-term-and-long-term-capital-gains-
and-tax-on-these/articleshow/60230745.cms. Retrieved March 2019,
fromeconomictimes.indiatimes.com: https://economictimes.indiatimes.
com/wealth/tax/how-to-calculate-short-term-and-long-term-capital-
gains-and-tax-on-these/articleshow/60230745.cms
3. Ernst & Young Global Limited. (n.d.). https://www.ey.com/in/en/
services/ey-goods-and-services-tax-gst. Retrieved March 1, 2019,
from www.ey.com: https://www.ey.com/in/en/services/ey-goods-and-
services-tax-gst
4. Income Tax Management. (2018). http://incometaxmanagement.com/
Pages/Taxation-System/Basic-Concepts-on-Tax-Systems-in-India.html.
Retrieved March 1, 2019, from incometaxmanagement.com:
http://incometaxmanagement.com/Pages/Taxation-System/Basic-
Concepts-on-Tax-Systems-in-India.html

MGMT 429 Security Analysis and Portfolio Management

Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. This course seeks to introduce the students to the field of inquiry that
focuses on the security markets and its development globally.
2. To highlight the functioning of the financial markets and its role in
resource allocation.
3. To introduce the students to the various asset classes traded in financial
markets and its importance.
4. Introducing and acquainting students with different theories, valuation
and pricing models.
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
 73

Course Content:
Section A
Nature of investment decisions and the investment decision process, The
investment environment concept of investment risk and its various types.
An overview of Indian stock markets and trends, Behavioural finance and
its implications, ADR, GDR, Reverse fungibility, Global indices.
Analysis of fixed Income securities: Various fixed Income securities and
their unique Features: Valuation of Fixed Income securities and systematic
risk Involved, Major Factors in Bond Rating process, Introduction to Bond
Management strategies.
Section B
Efficient market hypothesis- Various forms and significance. Fundamental
analysis: Economic analysis and economic approach, Econometric model
building approach industry analysis-Features necessary for industry
analysis, Techniques of industry analysis. Need for company level analysis,
Quantitative analysis forecasting of EPS. Traditional and modern methods
qualitative analysis,
Section C
Fundamental analysis vs. Technical analysis, Meaning of technical analysis,
Origin and development of technical analysis-Dow theory classical and
modem technical analysis, Market indicators. Inputs to portfolio analysis-
Risk and return characteristics of individual assets, Expected return and risk
of portfolio, Diversification of risk, Portfolio free selection problem,
selection of risk, Concept of risk free asset, Risk free lending and risk
borrowing.
Learning Outcomes:
Upon completion of the course the student will be able to:

 Understand the dynamics of the markets and the role of the market
participants bringing efficiency to the markets.
 Understand the concepts of valuation of financial securities.
 Understand portfolio allocation and how assets are priced in financial
markets.
 74

Suggested Readings:
1. Chandra, P. (2017). Investment Analysis and Portfolio Management (5
ed.), New Delhi, McGraw Hill.
2. Donald E Fischer, R. J. (2007). Security Analysis and Portfolio
Management (6 ed.), Noida, Prentice Hall
3. William Sharpe, A. G. (2017). Investments (11 ed.), Noida, Prentice
Hall.
Suggested E Learning Materials:
1. Mitra, V. (2016). Basics of Investment, Nature & Scope, elements,
Avenues. Retrieved from https://www.youtube.com/watch?v=
I69HpWIEwH0.
2. Banerjee, A. (2018) Stock Trend & Pattern Analysis Using Excel.
Retrieved from https://www.youtube.com/watch?v=YKrngfEEM9g.
3. Purohit, H. & Soni, T. (2018) Commodity Market. Retrieved from
https://www.youtube.com/watch?v=ooneWVRmBpw

MGMT 527 Strategic Financial Management

Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. To develop advance knowledge of the principle theories and techniques
of Corporate Finance.
2. To develop the understanding of corporate restructuring and analyze
with real life examples.
3. To develop the understanding of Derivatives and International
Financial Market.
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
 75

Course Content:
Section A
Inventory Management – Nature, Significance, Cost minimization through
EOQ, ABC analysis. Advanced Capital Budgeting: Statistical techniques to
handle risk, Decision tree utility theory. Dividend Decision – Dividend
theories – Water, Gordon, Modigliani & Miller, Dividend policies,
overview of Bonus Shares, Share split, Share buyback, Project appraisal
and financing – concept, overview of process, financial appraisal by banks.
Mergers and Takeovers: regulatory framework, various types, how mergers
increase value, valuation approaches, and case studies, motives of spin off’s
and divestitures.
Section B
International Financial management- an overview, International Financial
management and domestic financial management, Theories of Foreign
Exchange rate movement and International Parity Conditions -Purchasing
Power Parity, International Fisher Effect. The Foreign Exchange markets-
Functions; rates -direct and indirect quotations, Spot market and forward
market, premiums and discounts, Bid - ask spread, Interest Arbitrage -
Covered Interest Arbitrage and Interest Parity theory. Management of
Foreign Exchange Risk -Translation exposure, Transaction exposure
Measurement and Management of Transaction exposure, Economic
Exposure, Transaction Exposure Versus Economic Exposure.
Section C
Derivative - Hedging Currency Risk, Hedging Risk through Forward
Contracts, Indian Derivatives Market; Option Market: Types, Uses,
Payoffs, Trading Strategies, Involving Options Bull-Bear, Butter Fly,
Calendar and Diagonal Spread, Straddles, Strip and Straps, Options
Valuation and Pricing. Factors Determining Option Price.Black Scholes
Models. Concept of Delta, Theta, Gamma Vega, Exchange Traded Option-
Stock, Option, Foreign Currency Option, Over the Counter Exchange
Option, Index Options, Put Call Parity; Future Contracts: Introduction to
Futures Markets, Future Contract and Future Trading, Hedging using
Futures, Index Futures. Basics of Stock Index Future, Interest Rate Futures,
Foreign Exchange and Currency Future, Mechanism of Future, Hedging,
Difference between Forward and Future contracts; Interest rate Swaps -
rationale, liability and asset based interest rate swaps, pricing of swaps,
forwards and options on swaps.
 76

Learning Outcomes:
Upon completion of the course the student will be able to:
 Apply the technical language and practices of financial management.
 Undertake sophisticated financial analysis with regard to corporate
valuation, interest rate and currency risk management and present the
information in an appropriate format.
 Evaluate, synthesize and apply the contemporary theories and
empirical evidence concerning Financial Management to a range of
problems and situations
 Critically evaluate the impact of macro economics and recognize the
role of international financial institutions in the financial management
of multinationals.
Suggested Readings:
1. Van Horne James, C. (2002). Financial Management & Policy, (12
ed), New Delhi, Pearson Education India.
2. Weston, J. F., Mitchell, M. L., & Mulherin, J. H. (2013). Takeovers,
Restructuring, and Corporate Governance, (10 ed), New Delhi,
Pearson New International Edition. Pearson Higher Ed.
3. Prasanna, C. (2001). Financial Management Theory and Practice (6
ed). Delhi, Tata McGraw-Hill Publishing Co. Ltd.
4. Brealey, R. A., Myers, S. C., Allen, F., & Mohanty, P.
(2012). Principles of Corporate Finance (8 ed), Delhi, Tata McGraw-
Hill Education.
Suggested E-Learning Materials:
1. Arslanian, H. (2016, December 5). How FinTech is Shaping the Future
of Banking. Retrieved from Youtube: https://www.youtube.com/
watch?v=pPkNtN8G7q8
2. MSG. (2014). Case Study of the Indian Banking and Financial Services
Industry using Strategic Tools. Retrieved from Managment Study
Guide: https://www.managementstudyguide.com/case-study-of-indian-
banking-and-financial-services-industry.htm
3. MSG. (2018, December). Managment Study Guide. Retrieved from
Management Study Guide: https://www.managementstudyguide.com/
history-of-modern-banking.htm
 77

Human Resource Development (HD)

MGMT 401 Advance Reading in HRD and HQD
Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. Based on the journals articles and recent books, this course aims at
exposing students to latest thinking in HRD and HQD
2. This course is also an attempt to enable the participants to understand
and appreciate the role of Institution Building and their impact on
society development.
3. Learning about leadership and related HRD issues in the corporate and
social context and development of qualities to face the challenges of
the outer world.
4. It also aims at developing excellence, motivation and human concerns
while managing in a competitive scenario and to understand various
concepts related with HRA, HRIS, IHRM and HRD audit.
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content:
Section A
Readings would be so selected as to also cover the following aspects.
Institution building: Process, Values for institution building, Role of top
management, Role models in institution building from social, Educational
and corporate management field.
Leadership: comparison of western and Japanese leadership model, Indian
models for leadership: Pioneering Innovative, Nurturant task model,
Transformation leadership Indian context, Profile of an effective leader.
Teamwork and Mentoring.
 78

Section B
Role: Concept, role taking V/s role making. Integration of individual with
organization, Types of role stress. Coping with stress, Role analysis
process, Role efficacy- Concept and dimensions of role efficacy.
Organisation culture and its implication for managers. Organisational
effectiveness. Organisation & environment interface. Indian environment
and organizational behavior.
Section C
HRD audit. International Human Resource Management: Defining IHRM,
Cultural differences & HRM, HR Policies across cultures, Recruiting,
Selecting, Training, Appraising and Compensating international Managers.
Human Resource Accounting: Concept, approaches to HRA, Controlling
cost of Manpower. Introduction to HRIS. Content analysis of books in HRD
and HQD
Learning Outcomes:
Upon completion of the course the student will be able to:
 Understand the concept of Institution building, the role of management
in institution Building and the impact of institutions on society
 Learn about the various Indian Models of Leadership and their
implications for managers
 Gain in-depth knowledge about Role and Role Analysis and their
significance for the individual and organizations
 Learn about organization culture and its implication for managers
 Understand HR polices, cultural differences, IHRM, Audit of Human
Resource, HRA & HRIS
Suggested Readings:
1. McCauley-Smith, C. (2017). Book review: HRD, OD, and institution
building: Essays in memory of Udai Pareek.
2. Pareek’s, U. (2017). Undertsnading Orgaizational Behaviour (4 ed.)
New Delhi: Oxford University Press.
3. Sinha, J. B. (1995). The cultural context of leadership and power. (1
ed), New Delhi, SAGE Publications Pvt. Limited.
 79

4. Chakraborty, S.K (1987). Managerial Effectiveness and Quality of

Work Life; Indian Insights. (1 ed), New Delhi, Tata McGraw-Hill
Publishing Company Limited
5. Pareek, U. (1994). Making organizational roles effective. (3 ed), Delhi,
Tata McGraw-Hill.
6. Rao, T. V. (2014). HRD audit: Evaluating the human resource function
for business improvement. (1 ed), Delhi, SAGE Publications India.
Suggested E Learning Materials:
1. Radjou, N. (2014). Creative problem-solving in the face of extreme
limits. Retrieved fromhttps://www.ted.com/talks/navi_radjou_
creative_problem_solving_in_the_face_of_extreme_limits/transcript?la
nguage=en.
2. Mehta, A. (2018). New Models of Leadership. Retrieved from
https://www.youtube.com/watch?v=xC8SD2S5Hok.
3. Hunt, L. (2013). The power of mentoring. Retrieved from
https://www.youtube.com/watch?v=Atme26C0l5E.

MGMT 417 Human Resource Development Systems

Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. To understand the meaning of Human Resource Development and
Human Resource Systems and differentiate between the concepts
2. Develop the knowledge about the various Human Resource
Development Systems in the organization
3. To understand the changing trends in designing and managing Human
Resource Development Systems.
4. To understand the issues involved in the implementation of HRDS.
5. Understand the need to reposition HR function to create value addition
to the organization.
 80

Note: The paper will contain 3 questions from every section aggregating
nine questions. In any one of the sections, there would be a ‘case study
problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content:
Section A
Changing role of HRD in Liberalized Economy, Trends in HR: Present and
future; HRD climate; Role of HRD in improving effectiveness of a firm;
Introduction to SHRM.
Work system: Work planning and role analysis; Performance Management:
Potential Appraisal, Performance Appraisal- Methods and processes of
performance appraisal, 360 degree appraisal. Recruitment, Induction &
Socializing Systems
Section B
Career and development system: Career development and planning,
Assessment centers, Career management, Motivational aspects of HRD,
Practices in career management.
Training system: Identification of training and development needs,
Managing the training system, Evaluating the effectiveness of training and
development program, Cross cultural training, Action research in training.
Section C
Reward system: Job Evaluation- process and methods; Practices in wage
payment, Paying for performance, Monetary and non monetary aspects of
reward systems, Fringe Benefits, Trends in reward system
Learning Outcomes:
Upon completion of the course the student will be able to:
 Understand the fundamental differences among Human Resources,
Human Resource System and Human Resource Development.
 Understand the changing trends in HRDS.
 Identify and work in each of the Human Resource Development
Systems.
 81

Suggested Readings:
1. Pareek, U & Rao V.T. (2003). Designing and Managing Human
Resource Development Systems (3 ed.), New Delhi, Oxford and IBH
Publishing Co. Pvt. Ltd.
2. Pareek, U. (2006). Organizational Behavior Processes. (3 ed) New
Delhi: Rawat Publications.
Suggested E Learning Materials:
1. Farsight.(2019). Organizational effectiveness through HRD in the
Changed Liberalized markets.Retrieved from https://
farsightitsolutions.com/organizational-effectiveness-through-hrd/.
2. Mohanty, R. (2012). Shrm-Introduction.Retrieved from https://
www.slideshare.net/rajivmohanty/shrm-introduction.
3. Mehta, A. (2018). New Trends in HRM. Retrieved from
https://www.youtube.com/watch?v=dAFSHgr-Udk
4. McCord, P.(2015). HR lessons from the world of Silicon Valley
start-ups. Retrieved from
https://www.ted.com/talks/patty_mccord_lessons_from_a_silicon_valle
y_maverick_new_ways_of_working_and_collaborating

MGMT 424 Organization Development and

Change Management
Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. To prepare students as organizational change facilitators using the
knowledge and techniques of behavioral science.
2. To explore important issues pertaining to the era of organization
change and development.
3. To gain insight into various interventions as tools to help organizations
and their members to enhance effectiveness and bring desired change.
4. To understand the importance of counseling for desired change.
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Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content:
Section A
Organizational Change: Reasons for change, Organizational evolution and
life cycle, Process of organizational change, Guidelines for facilitating
change, Role and skills of change agent, Internal and external change
agents, Issues in client-consultant relationship. ‘Resistance to change’
Changing corporate context and organization development, Concept, Need
for O.D., History and various stems of O.D., Values, Assumptions and
beliefs in O.D., The O.D. Process.
Section B
O.D. interventions – Classification, Individual development, Personal
effectiveness, Sensitivity training, Life and career planning interventions,
Group and team interventions, Role analysis, Process consultation, Team
building, Visioning, Appreciative inquiry, Responsibility charting.
Inter-Group intervention–Organization mirroring, Partnering, Compre-
hensive interventions– Future search conference, Confrontation meeting,
Survey feedback, Grid O.D., Structural Interventions, Quality and O.D.
Section C
Counselling: Introduction, Counselor’s attitude and skills in counselling,
Process of counselling, Problems in counselling- with counselor, With staff
and with process, Issues in counseling.
Change and OD : Integrating OD and organization strategy, Change,
competitive advantage and role of OD, Managing change in era of mergers
and acquisitions.
Case studies may be used by the instructor for developing greater
understanding of the course.
 83

Learning Outcomes:
Upon completion of the course, the student will be able to:

 Gain an insight into how to lead, adapt, and manage change.

 Develop skills to collaboratively manage the culture of an organization

to attain the goals and purposes of the organization.

 Develop the skills to design interventions as needed.

 Learn the technicalities of counseling and will gain skills for

counseling as intervention.
Suggested Readings:
1. French, Wendell L., and Cecil, Bell H. (2014) Organization
Development (6 ed), New Delhi, PHI.
2. Cummings, Thomas G., and Worley, Christopher G. (2007).
Organization Development and Change (8 ed), Haryana, Thomson.
3. Singh, Kavita (2011). Organisation Change and Development (2 ed),
New Delhi, Excel Books.
4. Nigel, Maclennan (1998). Counselling for Managers. Vermount,
Grower Paperback.
Suggested E Learning Materials:
1. Moores, K., & Yuen, S. (2001). Management accounting systems and
organizational configuration: a life-cycle perspective. Accounting,
organizations and society, 26(4-5), 351-389.
2. HEATHFIELD, S. (2018).What is resistance to change? Retrieved
from https://www.thebalancecareers.com/what-is-resistance-to-change-
1918240.
3. Zala, Y. (2014). Team Building.Retrieved from https://
www.slideshare.net/maximus66/team-building-presentation-35292365.
 84

MGMT 512 Industrial Relations Management

Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. To understand the conceptual and practical aspects of industrial
relations at the macro and micro levels with respect to changing
economic, political and social scenario.
2. To understand management strategies to design the tools for Employee
Empowerment and Employee Participation.
3. To introduce the various Labor Laws and the recent changes made in it
to have a deep knowledge of laws to ensure adequate safety measures
in the workplace.
4. To understand the human resource and industrial relation perspectives
on the conflict in the employment relationship.
5. To have a deep knowledge of strategies regarding workforce
acquisition, workforce management, and workforce optimization.
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content :
Section A
Industrial Relations Perspectives
IR and the emerging socio economic scenario.Discipline and Grievance
management; Negotiation and collective settlements.Role and future of
Trade Unions.Trade Union strategies towards liberalization and
technological change.Employee response to industrial restructuring and
organizational re-engineering.
Employee empowerment and quality management Participative
Management and Co-ownership; Decision Circles for participative decision
making and problem solving. Productivity Bargaining and Gain Sharing.
 85

Internal and External Equity in Compensation systems. Fringe Benefits,

Incentives and Retirement plans. Compensation practices of MNCs.
Strategic compensation systems.
Section B
Legal Framework Governing Industrial Relations
Emergence and objectives of labour laws and their socio-economic
environment. TheWorkmen’s Compensation Act 1923, The Payment of
Wages Act – 1936; The Employees Provident Funds and Miscellaneous
Provision Act 1952.The payment of Gratuity Act 1972.
The Factories Act 1948.The Industrial Disputes Act 1947. The Trade Union
Act 1926. Need for reforms in the current legal frameworks and the existing
laws. The ESI ACT.
Section C
New Trends in Industrial Relations Management
From Industrial Relations to Human Relationships Management. Human
Capital Management .Human Values approach to IR eg- ‘Human Rights &
Duties’ and ‘Honesty, Responsibility and Devotion.’From conflict approach
to cooperation approach : Harmonization paradigm of IR. Changing role
of state and industrial relations in the developed, newly developed and
developing economics. Industrial Relations and globalization
Learning Outcomes:
Upon completion of the course the student will be able to:
 Understand various issues related to compensation, performance
management, organization development, safety, wellness, benefits,
employee motivation, training and others.
 Design various strategies related to Human Resource of the
Organization.
 Understand various laws that protect worker's rights, improve worker
safety, prevent child labor and increase workers' bargaining power
relative to their employers.
Suggested Readings:
1. Monappa, A., Nambudiri, R. and Selvaraj, P. (2012). Industrial
relations and labour laws. (3 ed) New Delhi, Tata McGraw-Hill
Education.
 86

2. Koontz, H., & Weihrich, H. (1990). Essentials of management. (2 ed),

New York: McGraw-Hill.
3. Greenwood, J. H. (2015). Handbook of industrial law: A practical
legal guide for trade union officers and others.
4. Locke, R. M., Kochan, T. A., & Piore, M. J. (1997). Employment
Relations in a Changing World Economy. (1 ed), Cambridge, MA:
MIT Press.
Suggested E Learning Materials
1. Quain, Sampson. (2019). The role of trade unions in Industrial
Relations. Retrieved from https://smallbusiness.chron.com/role-trade-
unions-industrial-relations-65197.html.
2. Yadav, R. (2011). The Workmen’s Compensation Act, 1923. Retrieved
from https://www.slideshare.net/ranjeet143yadav/workmen-compen
sation-act-1923.
3. Sachdeva,S.(2018). Introduction to Industrial Employment (Standing
Orders) Act 1946. Retrieved fromhttps://www.youtube.com/ watch?v
=RQfE66gRkyM

Marketing Management (MM)

MGMT 522 Advertising and Brand Management
Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. The objective of this course is to enable students to appreciate the
various issues and activities involved in advertising and brand
management
2. Correlate the role of Advertising and Brand in Marketing Management
3. To apprehend the importance of marketing communication channel in
Marketing Mix
4. To design effective communication messages for promotion mix
 87

Note: The paper will contain 3 questions from every section aggregating
nine questions. In any one of the sections, there would be a ‘case study
problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content:
Section A
Defining advertising - Meaning and scope, Brief history of development
and growth of advertising, Benefits of advertising, Criticism of advertising.
Role of marketing in the marketing strategy of a firm. Relationship of
advertising with other elements of promotion mix, Legal ethical and social
issues in advertising
Advertising agency: Need, organizing and functions of ad agency, Agency
pitching process, Types of ad agencies, Choice of ab ad agency, agency
compensation, client agency relationship.
Section B
Strategic Advertising Research, Planning an ad campaign: Advertising
Planning, Advertising objectives, Advertising budget, Advertising Media
Strategy, media selection, media planning and buying ,Creative Strategy:
Facets of creative strategy, Planning and managing creativity in
advertisement, Developing an ad campaign
Section C
Digital Marketing – SEO, SEM, Web Analytics, Email marketing, Social
Media Marketing, Blog Marketing, Mobile Marketing
Brand Management : Introduction, History and its current importance,
Strategic Brand Management Process, Current challenges in building the
brand, Brand elements, Brand Personality, Brand Positioning , Basic
concepts of brand equity and Brand Reposition concept.
Learning Outcomes:
Upon completion of the course the student will be able to:
 Select appropriate promotion mix to meet marketing objectives

 Analyze and implement branding strategies to solve business problems

 88

 Understand various issues and limitations involved in promotion mix

Suggested Readings:
1. Batra Rajeev, John G. Myers, David A. Aaker (1996). Advertising
Management (5 ed.), The University of Michigan, Prentice Hall
2. Keller K L, Parameswaran M G, Jacob I (2008). Strategic Brand
Management (3 ed.), New Delhi, Pearson
Suggested E-Learning Resources:
1. Gaur, M. (2017). Advertsing agency, role and types.Retrieved from
https://www.slideshare.net/MonikaGaur1/advertising-agency-role-and-
types.
2. Nalawalla, Z. (2018). New Trends in Marketing: Ideas on Digital
Marketing. Retrieved from https://www.youtube.com/watch?v=
Fj5DfjtTYec
3. Curleigh, J. (2013). How to enhance and expand a global brand.
Retrieved from https://www.ted.com/talks/james_curleigh_how_to_
enhance_and_expand_a_global_brand.

MGMT 407 Consumer Behavior

Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objective:
1. To develop an understanding of concepts and application of consumer
behavior.
2. To develop an understanding of consumer as an individual and its
marketing implications.
3. To develop an understanding of consumer’s group dynamics including
family, culture, groups, etc. and their marketing implications.
4. To develop an understanding of consumer’s decision making process,
its influencing factors and their marketing implications.
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5. To develop an understanding of consumer behavior modelling and their

marketing implications.
6. To develop an understanding of organizational buying and its process.
7. To develop an understanding of how better CRM can be conducted by
studying consumer behavior.
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content:
Section A
Consumer Behavior- Nature, scope and Application. Consumers and market
segments, limitations of Demographics in predicting consumer behaviour,
lifestyle and psychographic segmentation.
Consumer as an Individual: Consumer needs and motivation, Theories of
personality and their implications for consumer behaviour, Consumer
perception and attitude. Theories of learning and communications.
Section B
Consumers in their social and cultural settings: Group dynamics, reference
groups and consumer behaviour. Influence of family and social class.
Influence of cultural, sub cultural and cross-cultural aspects on consumer
behaviour.
Consumer decision processes: Problem recognition, search and evaluation,
purchasing processes and post purchase behaviour, High involvement and
low involvement consumer decisions.
Section C
Opinion leadership and its dynamics.Diffusion of innovation. Modelling
consumer Behavior: Traditional models of consumer behaviour, Howard
and Sheth model, Recent developments in modelling buyer behaviour,
organizational buying behaviour: Influences, the buying situation, decision
making process, concept of Customer Relationship Management and its
Managerial Application Consumer Behaviour in non profit sectors
 90

Learning Outcomes:
Upon completion of the course, the student will be able to:

 Understand consumer behavior in different settings.

 Apply consumer behavior knowledge in marketing and its applications.

 Apply the knowledge of CRM in its marketing applications.

Suggested Readings:
1. Blackwell, R. D., Miniard, P. W., & Engel, J. F. (2003). Consumer
Behavior (9 ed.). Australia: Thomson.
2. Schiffman, L., & Kanuk, L. (2007). Consumer Behavior (9 ed.), New
Delhi, Pearson.
3. Loudon, D. L., & Bitta, A. J. (1993). Consumer Behavior: Concepts
and Applications (4 ed.), New York, McGraw-Hill.
Suggested E Learning Materials:
1. Lee, H. J., Jeong Cho, H., Xu, W., &Fairhurst, A. (2010). The
influence of consumer traits and demographics on intention to use retail
self-service checkouts. Marketing Intelligence & Planning, 28(1), 46-
58.
2. Pine, J. (2014). What consumers want. Retrieved from
https://www.ted.com/talks/joseph_pine_on_what_consumers_want
3. University of Tasmania (2016). The psychology behind consumer
behavior. https://www.youtube.com/watch?v=vJR2HwvrzCQ
 91

MGMT 428 Sales and Distribution Management

Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. To understand the meaning of the concepts of sales & distribution
management
2. To develop knowledge about Salesmanship and various issues related
to it
3. To understand the meaning of the concepts of Sales Quotas, Sales
Territory, Sales Control recruitment, selection training and evaluation
in sales
4. To study the distribution management, channel intermediaries in Indian
context
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content:
Section A
Objective & functions of sales management, Formulating personal selling
strategies. Qualities of the effective sales executive, Salesmanship,
organisation of sales department.
Sales force Management-Recruitment, Selection, Training, Motivation,
Compensation, Evaluation of Sales persons.
Section B
Controlling the sales effort - Sales budget, Sales quota, Sales territories,
Sales control & cost analysis, Distribution Functions: Role of
Intermediaries, Role of distribution in service sector
 92

Section C
Channel strategy, selection of channels, Dealer selection, motivation &
evaluation, Indian Distribution system.
Physical distribution- Logistics for physical distribution, Transportation,
warehousing inventory management, Recent trends in whole selling &
retailing & dealers network.
Learning Outcomes:
 Understand the concepts of sales management
 Become well versed with the concept of distribution management and
the related operations of various companies
 Develop understanding and choose one of the sales and distribution
management areas like sales, logistics, channel management as their
career option
Suggested Reading:
Upon completion of the course the student will be able to:
1. Still, R., Cundiff, W., & Govani, N.P (2016). Sales Management :
Decisions, Strategies and cases (6 ed.), New Delhi: PHI.
2. S.L. Gupta (2013). Sales and Distribution Management (3ed.), New
Delhi: Excel Books.
3. Allen, P. (). Sales and sales management (2 ed.), London: Macdonald
& Evans.
4. Kapoor, S, Kansal, P. (2005). Basics of Distribution Management (3
ed.), Delhi: PHI.
Suggested E Learning Materials:
1. Starr, Rob. (2017). What Makes a Good Salesperson? 25
Qualities to Look For. Retrieved from https://smallbiztrends.
com/2017/08/what-makes-a-good-salesperson.html.
2. Pollitt, D. (1999). Physical distribution and logistics management
in the digital era", International Journal of Physical Distribution &
Logistics Management. Retrieved from https://doi.org/
10.1108/09600039910757752.
3. Rao, K.S.(2014). Introduction to Sales and Distribution Management.
Retrieved from https://www.youtube.com/watch?v=tTB52_VMCTc.
 93

MGMT 509 Global Marketing Management

Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. To understand the scope and challenges of International Marketing
2. Correlate the role and implementation of marketing mix in Global
Marketing
3. To analyse the emerging trends in globalization
4. To comprehend the significance of procedure, documentation and
promotional measures in international marketing
5. To assess the role of electronic marketing in Global marketing
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content :
Section A
Major problems faced by the firms in international marketing. Theories of
international trade, International product life cycle, Tariff and Non tariff
barriers, Positive and negative aspects of multinational companies.
Ethnocentric, polycentric and geocentric orientation. Tradingblocks-
NAFTA, ASEAN, MERCOSUR, EU etc.
Marketing mix for international marketing, Standardised marketing mix vs.
Customisation of marketing mix, product adaptation and modification,
pricing.
Section B
Distribution channels, using marketing research for international marketing.
Information needs and data sources.
Business promotion in International arena: Traditional way, New Trends
Online Marketing-Need, various Business Models, Understanding Online
 94

Customer, Challenges, Ethical Issues, Advantages and Disadvantages,

strategies, push technologies, online catalogues.
Section C
BOP and its relevance for Marketing managers, Role of Government in
Export Promotion, Export Procedures and documentation, Custom
Formalities. Insurance, Preshipment Inspection.
Strategic Orientation in international marketing, Which market to enter,
Mode of entry, Expanding base, Negotiations with International Customers,
Partners and Regulators, Relations of International Marketing with other
Departments, Strategy for Building a company wide marketing orientation,
Using Intranet and Extranet, Introduction to creating a web page,
Performance Evaluation
Learning Outcomes
Upon completion of the course the student will be able to:
 Understand emerging trends in global markets and learn how to use
those trends in business management
 Understand procedure and promotional measures used in global
marketing
 Understand documentation procedure required for export and import
in the Indian context.
Suggested Readings:
1. Daniels (2017). International Business (15 ed.). Noida: Pearson.
2. Cateora (2018). International Marketing (16 ed.). New Delhi: Tata
McGraw Hill.
3. Keegan (2017). Global Marketing (8 ed.). New Delhi: Pearson.
Suggested E Learning Materials:
1. Nalawalla, Z. (2018). New Trends in Marketing: Ideas on Digital
Marketing. Retrieved fromhttps://www.youtube.com/watch?v=
Fj5DfjtTYec
2. Dromgoole, S. (2013). The future of marketing, from Plato to Bill
Hicks. Retrieved fromhttps://www.youtube.com/watch?v=z8oTLlItoV0
3. Fernstudium (2016). International Marketing - Vodcast 1: Introduction
to International Marketing. Retrieved from https://www.youtube.com/
watch?v=PVTf3A-T0W4
 95

Public Policy and CSR (PC)

MGMT 409 CSR and Social Entrepreneurship
Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. To stimulate the interest of students towards Public Policy, CSR, and
Social Entrepreneurship and inherent Bharatiya ideas
2. To examine the scope and complexity of corporate social responsibility
(CSR)
3. To establish the importance of traditional Bharatiya sustainable
practices and enable participants to critically analyze CSR practices of
Indian companies
4. To apply the framework for analyzing business-society-government
dynamics and examine interplay of stakeholder theory and social
entrepreneurship.
5. To develop a strategic decision matrix by analyzing case studies of
social enterprises in India.
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content:
Section A
Concept of Corporate Social Responsibility (CSR) and Corporate Social
Dharm (CSD), Legal provisions in companies act,
Strategic CSR, Sustainable development initiatives of Indian business
houses, PURA model, Traditional models of sustainable development
Section B
Concept of shared Value, Sustainable Development Goals
 96

Definition of Social Entrepreneurship, Concept of Loksangrah and

Nishkaam Karm from BhagwadGeeta, Types of Social Entrepreneur-ship
initiatives
Framework of Business-Society-Government
Section C
Stakeholder theory and role of social entrepreneur, Challenges faced by
social entrepreneurs Legal scenario with respect to social entrepreneurship
in India
Triple bottom line, Cases of social entrepreneurship in India, stories of
women entrepreneurs, Farmer as a social entrepreneur.
Strategic Decision Matrix, Design Thinking
Learning Outcomes:
Upon completion of the course, the student will be able to:

 Identify linkages of management and public policy

 Creatively approach social problems

 Develop a sense of respect for wisdom and sustainable development
approaches from grassroots and its innovative ideas

 Analyze dynamics of social sector development

Suggested Readings:
1. Baxi, C. V., & Prasad, A (2005). Corporate social responsibility:
concepts and cases: The indian experience. (1 ed) New Delhi Excel
Books India.
2. Elkington, J., & Hartigan, P. (2008). The power of unreasonable
people: How social entrepreneurs create markets that change the
world. (1 ed), Harvard Business Press.
3. Kalam, A. P. J. A. (2011). Target 3 billion: PURA: Innovative
solutions towards sustainable development. (1 ed), New Delhi, Penguin
Books India.
 97

4. Werther Jr, W. B., & Chandler, D. (2010). Strategic corporate social

responsibility: Stakeholders in a global environment. (3 ed), Delhi
Sage.
5. Sharma, S. (2007). New mantras in corporate corridors: From ancient
roots to global routes. (1 ed), New Delhi, New Age International (P)
Limited, Publishers.
6. Bansal, R. (2011). I have a dream. Westland.
7. Ramsukhdas, S. (1995). Srimad Bhagavad Gita. Gorakhpur: Gita
Press.
8. Bansal, R. (2013). Follow Every Rainbow. Westland.
Suggested E Learning Material:
1) Audiopedia. (2017, April 07). What is Corporate Social Responsibility.
Retrieved 2019, from Youtube: https://www.youtube.com/watch?v=
xzEnoG_Fn5s
2) Satpathy, B. M. (2013). The ‘Dharma’ and ‘Karma’ of CSR from the
Bhagavad-Gita. Journal of Human Values , 173-187.

MGMT 415 Fundamentals of Public Policy and

Public Management
Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. To understand the basics of the process of public policy.
2. To be able to take informed business decision based on policy scenario.
3. To understand the role of institutional theory in public policy.
4. To understand the concepts of Public Managing and Public Governance.
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a 'Case
study problem' which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
 98

Course Content:
Section A
Indian and Western conceptualization of Policy, Public Policy as Academic
Discipline, Basics of Public Policy, The need of Public Policy.
Categorization of Models of Public Policy Analysis - Descriptive,
Prescriptive, Conceptual and Ideal. Types of Models of Public Policy
Analysis - Linear, Incremental, Systems, Interactive, Rationalist
Section B
Basics of Institutional Theory, Definition of institutions, Types of
institutions - formal and informal; organic and pragmatic institutions;
endogenous and exogenous Legal pluralism and Public Policy.
Section C
Public Management and New Public Management, Public-Private
Partnership, Role of Civil Society in Governance Principles of Public
Governance, Regulatory frameworks. Concept of Re-inventing Government
Learning Outcomes:
Upon completion of the course, the student will be able to:
 Obtain a thorough knowledge on the various aspects of Public Policy.
 Use the public scenario understanding to develop an unbiased decision.
Suggested Readings:
1. Frank Fischer, Forester John, Miller Gerald, Handbook of Public
Policy Analysis: Theory, Politics, and Methods (Public
Administration and Public Policy), (7 ed) New Delhi, Oxford.
2. Gaebler Ted, Osbome David, Reinventing Government: How the
Entrepreneurial Spirit is Transforming the Public Sector, (3 ed),
Mumbai, Addison-Wesley
3. North Douglass C., Institutions, Institutional Change and Economic
Performance, (4 ed), New Delhi, Cambridge University Press
Suggested E Learning Materials:
1. Lammers, John & A. Garcia, Mattea. (2017). Institutional Theory
Approaches. 10.1002/9781118955567.wbieocl 13.
2. Norback M. (2017, September). Institutional theory. Retrieved
February 2019, from Gul.Gu: https://gul.gu.se/public/pp/public_
courses/ course84481/published/1543830612230/resourceId/42691832/
content/UploadedResources/Lecture20institutional20theory20foundatio
n20in20managementPDF.pdf
 99

MGMT 416 Fundamentals of Public Policy

Implementation
Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. To understand the process of public policy implementation.
2. To understand role of bureaucracy, civil society, multi-lateral
institutions, and corporate in achieving objectives of public policy.
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a 'Case
study problem' which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content:
Section A
Indian and Western conceptualization of Policy Implementation, Top-down
and bottom-up approach of policy implementation. Merits and Dements of
Centralization and Decentralization Categorization of Models of Public
Democracy and Policy Implementation, Bureaucratic model of governance,
Street Level Bureaucracy. Role of Multilateral institutions in policy
implementation.
Section B
Civil society and policy implementation, corporate role in governance
outcomes, CSR as a tool for effectiveness in policy implementation.
Institutions and their role in creating public good, key focus areas of public
policy -education and health, Public-Private Partnership for effective policy
implementation
Section C
Social Audits for reducing implementation gaps, e-govemance as a tool for
effective implementation, Social awareness programs and their role in
achieving outcomes of a policy, social media and its role in policy process
 100

Learning Outcomes:
Upon completion of the course, the student will be able to:

 Draft and propose a policy in the corporate that will be of a larger

benefit to people.
 Job- readiness to work in the corporate domain of CSR.
Suggested Readings:
1. Anderson James, Public Policy Making. (1 ed) New Delhi, Congage
Learning
2. Gerald Miller and Fischer Frank, Handbook John of Public Policy
Analysis: Theory, Politics, and Methods (Public Administration and
Public Policy), (3 ed), New Delhi, SAGE Publication.
3. Sinha R. P., E-Governance in India: Issuejnitiatives, (1 ed), New
Delhi, Concept Publishing Co.
Suggested E Learning Materials:
1. Department of Economic Affairs, Ministry of Finance. (2011).
National Public Private Partnership Policy. New Delhi: Government
2. Learnmg, G. (2018, October 22). Public Policy Implementation.
Retrieved January 2019, from Youtube: https'//www.youtube.com/
watch?v =7d70pETFYi8
3. Pie, M. (2002). Implementing the Institutions of Democracy.
International Journal on World Peace, 3-31.

MGMT 507D Dissertation

Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 00 8 4
Course Objectives:
1. To encourage the students to undertake research work in area of their
interest.
2. To develop basic understanding of Research and analytical statistical
techniques amongst students.
 101

Guidelines for Preparation and Submission of Dissertation

• Students would choose the Title (preferably interdisciplinary in nature).
• The students have to submit their dissertation atleast 10 days before
commencement of semester examination and should have already
cleared the check for plagiarism.
• FORMAT : The front cover shall bear the title of the dissertation, the
name of the student, the name of the degree for which the dissertation in
submitted, and the year of submission.
• PAPER &TYPE : All copies of the dissertation shall be presented in a
permanent and legible form in typescript or in print.
• PUBLICATION : Every student would prepare a research paper suitable
for publication and submit before the end of semester examination. All
such papers may be published in form in form in an e-book. Students are
encouraged to go for publications in journals.
• GUIDANCE : Faculty members whould provide regular guidance to
students.
• LAYOUT : The Preliminary Pages.
• Cover page
• Title page
• Declaration by student
• Acknowledgements
• Table of contents
• List of figures
• Tables or illustrations
• List of abbreviations (Mandatory if used)
• The Main Text : Introduction
• Review of literature
• Research methodology
• Data presentation & Data analysis (Observations)
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• Findings
• Conclusions & Recommendations
• Bibliography
Mechanism
• Submission of proposal to the concerned faculty mentor by last week of
January
• Draft Submission of dissertation and research paper to the faculty
members by last week to March.
• Final submission and viva-voce in the third week of April.
Marking Scheme : Max Marks = 100
Internal Evaluation :
• 40 Marks based on
• Quality of proposal (10 marks)
• Regularity of work (10 marks)
• Quality of research paper out of dissertation work (20 marks)
• External evaluation during viva-voce.
• Quality of report (20 marks)
• Presentation (10 marks)
• Q&A (10 marks)
• Potential for social benefit (10 marks)
Further information will be provided during the first week of the semester.
Learning Outcomes:
Upon completion of the course, the student will be able to:
 Understand the mechanism of identifying a problem and evolving the
solution using standardized Quantitative and Qualitative tools.
 Comprehend the process of writing a dissertation document.
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Retail Management (RM)

MGMT 420 Mall and Store Management
Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. The objective of the course is to make the students appreciate &
understand the various aspects related to Mall & Store Management
2. To develop decision making skills with respect to Mall & Store
Management.
3. To develop managerial skills with respect to Mall & Store
Management.
4. To understand retail pricing.
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content:
Section A
Retail store operations, Key role in a store environment, Retail store design
and space management, Atmospherics and layout, The circulation plan,
Visual merchandising, Methods of display. Retail store locations: Types of
retail location, choosing a retail location, methods of evaluating trading
area.
Section B
Organization structure and human resource management in retail. Product
& merchandise management, Factors affecting the merchandising function,
The function of buying for different types of organizations, Life style
merchandising, Merchandise planning, Merchandise procurement and
category management.
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Section C
Retail pricing and evaluating merchandise performance, Elements of retail
price, Determining the price, Retail pricing strategies, Merchandise
allocation, Evaluating merchandise performance.
Retail MIS, Unique needs of technology in retail, Factors affecting the use
of technology, Applications of technology – electronic data interchange
(EDI), Data base management, Data warehousing, Data mining, radio
frequency identification (RFID), E-commerce and e-tailing.
Learning Outcomes:
Upon completion of the course, the student will be able to:
 Understand various issues and activities involved in mall and store
management.
 Develop decision making skills respect to mall and store management.
 Develop managerial skills with respect to mall and store management.
 Understand concepts of retail pricing evaluate merchandise
performance, elements of retail pricing.
Suggested Readings:
1. Pradhan Swapana (2017). Retail Management (5 ed.). New Delhi, Mc
Graw Hill Companies
2. Bajaj Chetan, Tuli Rajnish & Srivastava Nidhi Varma (2010). Retail
Management (2 ed.). New Delhi, Oxford Higher Education
3. Levy Micheal & Berton A Weitz (2007). Retail Management (5 ed.).
New Delhi, Tata Mc Graw Hill.
Suggested E Learning Materials:
1. Hughes, K. (2015). Experiential Retail: The need for positive
disruption. Retrieved from https://www.youtube.com/ watch?v=6Qo
945hCHt8
2. Shechtman, R. (2013). Changing the Retail Story. Retrieved from
https://www.youtube.com/watch?v=fbnWY-swsK0.
3. Rogers, D. (2013). The Science of Shopping and Future of Retail.
Retrieved from https://www.youtube.com/watch?v=qVJAr5eGOKA.
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MGMT 426 Retail Environment and Management

Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. The course strives to make the students understand the emerging retail
environment in the Indian and global context and general aspects
related to Retail Management.
2. To understand the retail trends in Asia and the World.
3. To understand retail strategies.
4. To understand the legal issues in retailing
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course content :
Section A
Retailing: concept scope and characteristics, Evolution of retail in India,
Drivers of retail change in India, Challenges to retail development,
Emerging organizations, Debates over FDI and larger stores, Careers in
retailing. Trends in retail in Asia and the world.
Section B
Retail models and theories of retail development, Classification of retailers
on the basis of ownership, Operational structure and merchandise offered,
Non store retailing. Retail strategy, Mission and purpose of organization
situation analysis, Strategic alternatives, International expansion, Retail
value chain.
Section C
Financial aspects of retail: Costing, revenue and profit margin planning,
measures of performance, measuring store and space performance,
measuring employee productivity, ethics in retailing.
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Legal issues in retailing: Various laws and their implications, security

issues and their management, managing relations with customers,
competitors, suppliers, employees, society and government, emerging
opportunities and challenges in international market, retail opportunities in
rural areas and corporate response.

Learning Outcomes:
Upon completion of the course, the student will be able to:

 Understand various issues and activities involved in retail environment

and management prevailing in Asia and the World markets.

 Understand different strategies in retail, international expansion and

retail value chain.

 Understand different legal issues prevailing in the retailing, various

laws related to retailing and their implications.

Suggested Readings:
1. Bajaj Chetan, Tuli Rajnish & Srivastava Nidhi Varma (2010). Retail
Management (2 ed.). New Delhi: Oxford Higher Education.
2. Pradhan Swapana (2017). Retail Management (5 ed.). New Delhi: Mc
Graw Hill Companies.
3. Levy Micheal & Berton A Weitz (2007). Retail Management (5 ed.).
New Delhi: Tata Mc Graw Hill.

Suggested E Learning Resources:

1. Burke, R. (2014). How stores track your shopping behavior. Retrieved
from https://www.youtube.com/watch?v=jeQ7C4JLpug.
2. Romero, T. (2016). Technology will change retail shopping - but it's
not what you think. Retrieved from https://www.youtube.com/
watch?v=TuD3IerTOms.
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MGMT 427 Retail Operations and Supply Chain

Management
Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. The course strives to make the students understand the emerging
operation and supply chain environment in the Indian and global
context.
2. It seeks to provide the conceptual framework and develop managerial
skills to understand the relevant issues.
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content:
Section A
Concept & Importance of Operations & SCM, Objectives, Trends, Decision
phases. Processview. Achieving strategic fit Obstacles to achieving fit.
Expanding strategic scope. Supply chain drivers & framework. Supply
Chain Integration: push, pull & push-pull systems.
Section B
Business Processes Mapping, Measuring performance-Cycle time, Business
Process Re-engineering, Total Quality Management, Root Cause Analysis,
Six Sigma, Inventory management & risk pooling Bullwhip Effect :
quantification, coping, lead time reduction trade offs,
Section C
Logistics Network Configuration, Transportation & Warehousing issues :
Modes of transportation. Design Options IT enabled SCM: Concept,
practices & challenges Procurements: Objectives, Supplier Evaluation and
Selection, Pricing and revenue management Strategic alliances in SCM
Building long term relations. Coordination in Supply Chain.
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Learning Outcomes:
Upon completion of the course, the student will be able to:
 Understand logistics management and how it applies in practice.
 Job-readiness to handle managerial position in retail stores.
 Understand the working of the retail stores and intricacies associated
with the same.
Suggested Readings:
1. Bajaj Chetan, Tuli Rajnish & Srivastava Nidhi Varma (2010). Retail
Management (2 ed.). New Delhi: Oxford Higher Education.
2. Pradhan Swapana (2017). Retail Management (5 ed.). New Delhi: Mc
Graw Hill Companies.
3. Levi, D. S., Kaminsky, P., & Levi, S. E. (2019). Designing and
Managing the Supply Chain: Concepts, Strategies, and Case Studies (4
ed.), Delhi, McGrawHill.
4. Shapiro, J. (2006). Modeling the Supply Chain (2 ed.), Delhi, Cengage
Learning.
Suggested E learning Materials:
4. Ganeshan, R., & Harrison, T. P. (1995). An Introduction to Supply
Chain Management. Retrieved 2019, from http://lcm.csa.iisc.ernet.in:
http://lcm.csa.iisc.ernet.in/scm/supply_chain_intro.html
5. Malhotra, Y. (1998). Business Process Redesign: An Overview.
Retrieved 2019, from http://www.brint.com: http://www.brint.com/
papers/bpr.htm

MGMT 518 Retail Marketing and Crew

Resources Management
Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. To understand role of retail in marketing management
2. To evaluate, assess and apply various retail strategies
3. To understand issues, problems and solutions related to customer
relationship management
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4. To develop decision making skills with respect to relationship

management
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content :
Section A
The role of marketing in retail, The retail marketing mix, Retail customer:
Consumer decision making, Shopping behaviour, Consumer’s image of
retail stores, The STP Approach: segmenting, targeting, positioning, The
retail communication mix
Section B
Brand management in retail: Techniques and managerial issues The concept
and evolution of relationship marketing in retail, Customer lifetime value
and management, The concept of customer service, Measuring the gaps in
service: Knowledge gap, Standards gap, Delivery gap, Communication gap,
Gathering customer information and enhancing loyalty: Pull, Pure, Push,
Purchase, Purge, Loyalty strategies.
Setion C
System creation for relationship management, Database requirement and
preparation, e-CRM, Record management, Customer services, Catalogue
preparation, Sales force automation, CRM ecosystem, Operational CRM,
analytical CRM, Collaborative CRM.
CRM vendors, selecting CRM solutions managing change, Training
workforce for CRM, Call center operations, CRM orientation throughout
organization
Learning Outcomes:
Upon completion of the course, the student will be able to:
 Develop managerial skills with respect to retail management
 Understand different strategies in retail, able to take effective decision
based on situation analysis and marketing environment
 Develop decision making skills respect to Customer Relationship
Management
Suggested Readings:
1. Bajaj Chetan, Tuli Rajnish & Srivastava Nidhi Varma (2010). Retail
Management (2n ed.), New Delhi, Oxford Higher Education.
2. Pradhan Swapana (2017). Retail Management (5 ed.), New Delhi, Mc
Graw Hill Companies.
3. Levy Micheal & Berton A Weitz (2007). Retail Management (5 ed.),
New Delhi, Tata Mc Graw Hill.
Suggested E Learning Materials:
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1. Jones & Bartlett Learning (2016). Crew Resource Management

Concepts. Retrieved from https://www.youtube.com/watch?v=
2AtyMuYEk9M
2. FAA Safety Team Central Florida (2012). Crew Resource Management
- An Approach to System Safety. Retrieved from https://
www.youtube.com/watch?v=vshw56Zd5f8
3. George, R. Inside the secret shipping industry. Retrieved from
https://www.ted.com/talks/rose_george_inside_the_secret_shipping_in
dustry

Sports Management (SM)

MGMT 413 Foundation of Sports Management
Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. To provide overview of sports scenario in the country and prepare
students to manage the sports events.
2. To familiarize the students with the booming sports industry of India.
3. To develop and understanding of the business aspect of sports Industry.
4. To enhance knowledge about the sports world.
Note: The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
required to attempt total of six questions, taking at least one question from
each section.
Course Content:
Section A
Sports scenario in India and the world: need for sports management,
important events, sports and society-relevance, opportunities, sports
promotion by Go-I associations and regulation. Sports Law- overview of
the laws related to sports injuries, employment, doping, organizing events,
workplace issues and contract.
Section B
Managing Sports Events: preparation, exploring opportunities, venue
arrangements, sponsorships, safety, legal aspects. Green Event
Management. Promotion of Events-ways to promote, doing tie-ups and
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networking, communication with journalists, writing persuasive proposals,

and making effective presentations.
Section C
Managing sports facilities and logistics, overview of sports nutrition, sports
psychology and risk management during the sports events.
Learning Outcomes:
Upon completion of the course, the student will be able to:
 Demonstrate effective planning abilities including time management,
resource management, delegation skills and organizational skills.
 Development of leadership and teamwork, transfer of knowledge to
other learning areas, work cooperatively in other subjects; work with
groups in a leadership role.
 Become leaders and managers of sports industry.
Suggested Readings:
1. Andy Gillentine, R. B. (2015). Foundation of Sports Management (3
ed.), United Kingdom, UXbridge, Fitness Info Technology.
2. John Beech, S. C. (2013). The Business of Sports Management (2 ed.).
United Kingdom: Pearson.
3. Westerbeek, H. (2014). Managing Sports Facilities. (1 ed), New Delhi,
Viva Books Pvt Ltd.
Suggested E Learning Materials:
1) TEDx Talks, (2013). Discerning Sports in India. Retrived from
Yoututbehttps://youtu.be/z0G-49DxZiw.
2) TEDx Talks, (2016). Making India a Global Sports Powerhouse.
Retrived from Youtube https://youtu.be/DOOFW1oHh5o

MGMT 501 Advance Reading in Sports

Max. Marks : 100 LT PC
(CA: 40 + ESA: 60) 40 0 4
Course Objectives:
1. To delve deeper into emerging trends in sports management by
understanding interdisciplinary dimensions of sport.
2. The course aims to shape managers and leaders of future in the sports
industry.
Note : The paper will contain three questions from every section
aggregating nine questions. In any one of the sections, there will be a ‘Case
study problem’ which will be compulsory for the candidates. Candidates are
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required to attempt total of six questions, taking at least one question from
each section.
Section A
Introduction to National and International Sports Associations, Emerging
trends in sports event management-like IPL, Pro kabbadi, etc. women
contribution in sports.
Section B
Study of prominent sports personalities of world and especially of India,
brand ambassadors and sports promotion, linkages with social development.
Case studies of prominent sports organizations of world and especially of
india.
Section C
Sports Tourism, Sports and economic development, Emerging trends in
sports marketing, Relationship between culture, Social development and
sports.Research in sports, Emerging trends in sports management,
Technology and sports management.
Learning Outcomes:
Upon completion of the course, the student will be able to:
 Understand emerging trends in sports management and
interdisciplinary dimensions of sports.
 Become the leaders and managers of sports industry.
 Promote sports as tourism and an instrument for social development.
Suggested Readings:
1. Beech, John and Chadwick, Simon - The Business of Sport
Management. (1 ed), New Delhi, Pearson 2013
2. Gillentine, Andy, Foundations of Sports Management, (5 ed), New
Delhi, McGraw-Hill. 2009
3. Stewart, Smith - Introduction to Sports Marketing, (3 ed), London
Routledge 2014
4. Westerbeek Hans, Managing Sport Facilities and Major Events.New
Delhi, Viva Books Pvt. Ltd. 2005
Suggested E Learning Materials:
1. Audiopedia, T. (2017, March). What is Sports Tourism? Retrieved
December 2018, from Youtube: https://www.youtube.com/ watch?v=
mJXTFDGlsIM
2. Rai, M. (2017, December). The 11 Most Famous Indian Sportspersons.
Retrieved December 2018, from culture trip: https://theculturetrip.com/
asia/india/articles/the-11-most-famous-indian-sportspersons/
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