MBA Scheme of Examination KURUKSHETRA UNIVERSITY, KURUKSHETRA

FIRST YEAR 1st Semester

S.No 1. Paper Code CP-101 Paper Title Management Process And Organizational Behaviour Business Statistics Managerial Economics Business Environment Business Communication Accounting For Managers
Computer Applications In Mngmt. (Theory) (Practical)

External Marks

Internal Marks

Total 100

70

30 100 100 100 100 100 100

2. 3. 4. 5. 6. 7.

CP-102 CP 103 CP 104 CP 105 CP 106 CP 107

70 70 70 70 70 50 50 -520 230

30 30 30 30 30

-50 750

8.

CP 108 Total

Seminar

50

2nd Semester
S.No 1. 2. 3. 4. Paper Code CP 201 CP-202 CP 203 CP 204 Paper Title Management Science Marketing Management Human Resource Management Financial External Marks 70 70 70 70 Internal Marks 30 30 30 30 100 Total 100 100 100

5. 6.

CP 205 CP 206

7. 8.

CP 207 CP 208 Total

Management Business Research Methodology Productions And Operations Management E-Commerce Comprehensive Viva-Voce 540

100 70 30 100 70 70 50 30 30 -210 100 50 750

SECOND YEAR
During second year, in addition to compulsory papers and project studies, all students shall have to choose six optional papers in 3rd & six in 4th semester from the list of optional papers announced at the beginning of each semester. The list of optional papers for 3rd & 4th semesters shall confine to the availability of teachers. A student will specialize in two areas by opting 4 papers from major area and two papers from minor area in 3rd semester & 4th semester.

3rd Semester
S.No 1. Paper Code CP 301 Compulsory Papers Paper Title External Marks Business Policy And Strategic Management Business Legislation Summer Training Project 190 Internal Marks Total 100 70 70 50 110 30 30 50* 300 100 100

2. 3.

CP-302 CP 303 Total

Marketing Area
S.No 1. 2. 3. 4. 5. Paper Code MM-301 MM-302 MM-303 MM-304 MM-305 Paper Title Advertising Management Sales Management Product Management
Consumer Behaviour

External Marks 70 70 70 70 70

Intern

Distribution & Logistics Mgt

6. 7.

MM-306 MM-307
Total

Retailing
Marketing Research

70 70 210

Human Resources Management

S.No 1. 2. Paper Code HRM-301 HRM-302 Paper Title Management of Industrial Relations Mgt. of Comparative Industrial Relations Manpower Dev. for Technological Change Compensation Management Managing Interpersonal And Group Processes Human Resource Planning And Development 210 External Marks Internal Marks

70

30

70

30

3. 4. 5. 6.

HRM-303 HRM-304
HRM-305 HRM-306

70 70 70 70 90

30 30 30 30

Total

4th Semester
Compulsory/ Core Papers
S.No 1. 2. 3. Paper Code CP 401 CP-402 CP 403 Total Paper Title External Marks 70 100 50* 30 Internal Marks 30 --100 50 250 Total 100

Entrepreneursh ip Development Research Project Comprehensive Viva-Voce 220

Finance Area
S.No 1. Paper Code FM-401 Paper Title Principles of Insurance & External Marks 70 Internal Marks 30

2. 3. 4. 5. 6. 7.

FM-402 FM-403 FM-404 FM-405 FM-406 FM-407 Total

Banking International Financial Management Management Control System Financial Derivatives Management Of Financial Services Project Management Portfolio Management 210

70 70 70 70 70 70 90

30 30 30 30 30 30

International Business
S.No 1. 2. 3. 4. 5. 6. IB-403 IB-404 IB-405 IB-406 Total Paper Code IB-401 IB-402 Paper Title International Financial Markets International Marketing International Financial Management International Strategic Management Cross-Cultural & Global Management Regional Economic Blocks External Marks Internal Marks

70 70 70 70 70 70 210

30 30 30 30 30 30 90

10 Detailed Syllabus MBA CP-101 MANAGEMENT PROCESS AND ORGANIZATIONAL BEHAVIOUR Evolution of management thought: Systems and contingency approach for understanding organizations; Managerial processes, functions, skills and roles in an organization; Social Responsibility of Business; Understanding and Managing individual behavior; Personality; Perceptions; Attributes; Learning: Decision Making; Management by Objectives; Understanding and managing group processes- interpersonal and group dynamics: Applications of Emotional Intelligence in organizations. Leadership and influence process; Work motivation. Understanding and Managing organizational system-Organizational design and structure. Work stress, Organizational Change and development: Conflict Management; Stress Management.

Suggested Readings 1. Koontz, H and Wechrich, H. Management. 10th ed., New York, McGraw Hill, 1995 2. Luthans, F. Organizational Behaviour. 7th ed., New York, McGraw Hill, 1995 3. Robbins, S.P., Management. 5th ed., New Jeersey, Englewood Cliffs, PHI, 1996 4. Robbins, S.P. Organizational Behaviour. 7th ed., New Delhi, PHI, 1996 5. Staw, B.M. Psychological Dimensions of Organizational Behaviour, 2nd ed., Englewood Cliffs, New Jersey, PHI, 1995 6. Stoner, j etc. Management 6th ed., New Delhi, PHI, 1996 7. Singh, Dalip Emotional Intelligence at work, Response Books, Sage Publications, Delhi, 2001 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. There would be one question in the form of case study. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

CP-102 BUSINESS STATISTICS

Univariate Analysis: An overview of central tendency, dispersion, and skewness. Probability Theory: Classical, relative and subjective probability: Addition and Multiplication probability models; Conditional Probability and Bayes theorem. Probability Distributions: Binomial, Poisson, and normal distributions: Their characteristics and applications. Sampling and sampling methods; Sampling and non sampling errors: Law of Large Number and Central Limit Theorem; Sampling distributions and their characteristics. Statistical Estimation and Testing: Point and interval estimation of population mean, proportion and variance: Statistical testing of hypotheses and errors; Large and small sampling tests Z and F tests. Non Parametric Tests: Chi-square tests; Sign tests; Wileoxon Signed Rank tests; Kruskal-Wallis test. Correlation and Regression Analysis: Two variables case. Index Numbers : Meaning and types; Weighted aggregative indices Lasperyres and Paaschs indices; Laspeyres and Paaschs indices compared; Indices of weighted average of (price and quantity) relatives; Tests of adequacy; Special problems shifting the base; splicing, overlapping index series: Uses and problems of Index number; Time Series Analysis: Trend Analysis. Statistical Quality Control: Causes of variations in quality characteristics, Quality control charts, -purpose and logic; Constructing a control chart computing the control limits (X and R charts); Process under control and out of control, Warning limits, Control charts for attributes fraction defectives and number of defects; Acceptance sampling. Suggested Readings: 1. Hooda,RP: Statistics for Business and Economics. Macmillan, New Delhi. 2. Heinz,Kohler: Statistics for Business and Economics, Harper Collins, New York 3. Hien, L.W. Quantitative Approach to Managerial Decisions, PHI, NJ. 4. Lawerence, B Morse: Statistics for Business & Economics, Harper Collins, NY 5. Levin, Richard I and David S Rubin: Statistics for Management, PHI, Delhi.

6. Watsman Terry J. and Keith Parramor: Quantitative Methods in Finance International, Thompson Busyness Press, London Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

CP 103 MANAGERIAL ECONOMICS

Nature and scope of Managerial Economics; Importance of Managerial decision making; Marginal analysis; Objective of a firm; Demand function, Elasticity of demand and its significance in Managerial decision-making; Consumer equilibrium-utility and indifference curve approach; Price, income and substitution effects; Fundamentals of demand estimation and forecasting; Short-run and long-run production functions; Cost curves and economies of scale; Price and output determination under perfect competition, monopoly, monopolistic, competition, and oligopoly; Pricing strategies and tactics; National income-alternative concepts and measurement of National Income; Inflation-type, measurement and control; Balance of Payments; Monetary and Fiscal Policies. Suggested Readings: 1. Peterson, Lewis, Management Economics, PHI, New Delhi. 2. Salvatore, Managerial Economics in Global Economy, Thompson Learning, Bombay. 3. E.F. Brigham and J.L. Pappas, Managerial Economics, Dryden Press, Illinois. 4. Dwivedi, DN Managerial Economics, Vikas Publishing House, New Delhi. 5. Mehta, P.L. Managerial Economics, Sultan Cahnd, New Delhi. Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

CP 104 BUSINESS ENVIRONMENT

Nature, components and determinants of business environment, dynamics of business environment, key indicators; Risk in business environment, assessing business environment country risk and political risk. Current state of business environment in India; Economic reforms Liberalization, privatization, globalization, industrial policy and industrialization trends, public enterprise reforms and disinvestments programmes; competitive environment; financial environment. Indias current balance of payment position, globalization trend, Trade reforms & trends, FDI policy and trends, Indias share in world economy. Trends in global trade & investment; Nature & operations of multilateral economic institutions World Bank, WTO & IMF and their impact on Indian business environment. Factors of global competitiveness. Suggested Readings: 1. Daniel, John d and Radebaugh, Lee h International Business. 5th ed., New York, Addison Wiley, 1989. 2. Charles W. Hill, International Business Fourth Ed., T.M.H. Companies.

3. A.K. Sundaram/J. Stewart Block, The International Business Environment, PHI Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

CP 105 BUSINESS COMMUNICATIONS

Importance and nature of business communication: Effective communications skills: process of communications; Oral and Non-Verbal communication; Barriers and gateways in communication; Dos and Dont of business writing: Commercial letters; Writing business and academic reports; Presentations of reports; Public speaking, Listening and Negotiations; Conducting and attending interview and meetings. Suggested Readings: 1. Petett & Lesikar , Business Communication. 2. Petett & Lesikar , Essentials of Business Communication. 3. Bowman, Joel & Branchaw, Bernadine P. Business Communication: from process to product 1987 Dryden Press Chicago 4. Hatch Richard, Communicating in Business. 1977 Science Research Associates Chicago 5. Murphy, Herta and Peck, Charles e Effective Business Communications 2nd ed., 1976. TMH, New Delhi. 6. Pearce, C Gienn etc. Business Communications: Principles and applications. 2nd ed., 1988. John Wiley, New York 7. Treece, Maira, Successful Business Communications 3rd ed. 1987. Allyn & Bacon, Boston Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

CP 106 ACCOUNTING FOR MANAGERS

Financial Accounting Meaning, scope and importance; Accounting concepts and conventions; Formation and importance of accounting Standards; Accounting process; Depreciation accounting and policy, Preparation of final accounts of non-corporate entities, Performa of Balance sheet of Joint-Stock Companies Cost-accounting; nature and scope of costing; Cost concepts and Classifications; Usefulness of Costing to Managers; Preparation of Cost-Sheet. Management Accounting: nature, scope and tools of Management Accounting; Management Accounting vs. Financial accounting; financial analysis: Ratio analysis, Funds Flow Statement, Cash Flow Statement. Budgeting: Types of budgets and their preparation, Performance budgeting and Zero-base budgeting. Marginal costing: Break-even analysis, Decision involving alternative choices. Standard Costing: An Overview.

Suggested Readings: 1. Anthony, RN & Reece JS, Accounting Principles 6th ed. Homewood, Illinois, Richard D Irwin, 1995 2. Bhattacharya, SK & Dearden J Accounting for Management: text and Cases New Delhi, Vikas !996. 3. Gupta, RL & Ramaswamy. Advanced Accountancy Vol-1 & 2. S.Chand & Sons, New Delhi. 4. Hingorani, NL & Ramanathan AR. Management Accounting. 5th ed. New Delhi,.SultanChand 1992. 5. Jawahar Lal, Cost Accounting, Vikas Publishing House, New Delhi. 6. Maheshwari, SN Advanced Accounting, Vikas Publishing House, New Delhi. Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

CP 107 COMPUTER APPLICATIONS IN MANAGEMENT

Computers: An introduction; Computers in business; Elements of computer system set-up; Indian computing environment; Components of a computer system; Computer languages; Number system; PC Software Packages An Introduction Disk Operating System and Windows; Introduction to Word Processor. Introduction to a spreadsheet software; Creation of spreadsheet applications; Range, Formulas, Functions, Data Base Functions in spreadsheet; Graphics on Spreadsheet; Data Files-Types / Organization; Master and Transaction File; Relevance of Data Base Management Systems and Integration of Applications; Basics of Data Processing; Data Hierarchy & Data File Structures. Network Fundamentals, Analog and Digital Signals, Band width, Network Topology, Network Applications. Suggested Readings: 1. Gill, NS Computer Network, Krishna Publishing House, New Delhi. 2. V, Rajaraman, Fundamentals of Computers. PHI, New Delhi. 3. White, Data Communications and Computer Network, Thomson Learning, Bombay. 4. B. Ram, Computer Fundamentals, New Age. 5. Leon & Leon, Introduction to Computers, Vikas, New Delhi. 6. Douglas, E Comer, Computer Network and Internet, Pearson, New Delhi. Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. CP 108 SEMINAR The Seminar will be presented by each student on any topic relating to Indian ethos and values and current socio-economic context.

Semester
CP 201 MANAGEMENT SCIENCE Management Science Basic concepts and its role in decision-making: Linear programming: meaning scope and assumptions. Formulation of linear programming problem & solution by graphical & simplex methods. Some special cases like degeneracy, unboundedness, infeasibility and multiple optimal solutions. Sensitivity analysis. Integer programming, goal programming, dynamic programming and non linear programming. Transportation and Assignment models including trans-shipment and routing problems; Some special cases like minimization, unbalanced problems, degeneracy in transportation models; Queuing theory; Inventory management techniques; PERT/CPM; Decision theory and decision trees; Game theory; Simulation. Suggested Readings:
1. Budnick, Frank S, Dennis Mcleavey, Richard, Principles of Operations Research. 2nd ed. Richard Irwin. Illinois-All India Traveller Bookseller, Delhi, 1995. 2. Gould, FJ etc .Introduction to Management Science, Englewood Cliffs, New Jersey,PHI,1993. 3. Mathur, K and Solow, D Management Science. Englewood New Jersey, PHI, 1994 4. Narang A.S., Linear Programming and Decision Making, New Delhi, Sultan Chand, 1995 5. Sharma, J.K, Operations Research: Theory and Applications. New Delhi, MacMillan India, 1997. 6. Taha, HA Operations Research: an introduction, New York, Macmillan, 1989. 7. Theirouf, RJ and Klekamp, RC Decision making Through Operations Research, New York, John Wiley, 1989. 8. N.D. Vohra, Quantitative Techniques in Management, TMH, 2001. Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

CP 202 MARKETING MANAGEMENT Nature, scope and concept of marketing, Corporate orientations towards the marketplace; The Marketing environment and Environment scanning; Marketing information system and Marketing research; Understanding consumer and Industrial markets; Market segmentation, Targeting and positioning; Product decisions product mix, product life cycle, new product development, branding and packaging decisions; Pricing methods and strategies; Promotion decisions promotion mix, advertising, sales promotion, publicity and personal selling; Channel management Types and functions, Selection, Co-operation and conflict management, vertical, marketing implementation and systems, Marketing Logistics; Organizing and implementing marketing in the organization; Evaluation and control of marketing efforts; Ethics in Marketing; New issues in marketing Globalization, Consumerism, Green marketing, Direct Marketing, Network Marketing, Event Marketing. Suggested Readings: 1. Kotler, Philip and Armstrong, G., Principles of Marketing, New Delhi, PHI, 2002

2. Kotler, Philip. Marketing Management: 11th Edition< New Delhi, PHI, 2002 3. Perreault, William D. and McGarthy, Jr. E. Jerome, Basic Marketing; 14 edition, TMH, 202 4. Rajan Saxena, Marketing Managemetn, 2nd edition, TMH, 2002 5. Czinkota & Kotabe; Marketing Management; Vikas, New Delhi 6. Ramaswamy, VS and Namakumari, S. Marketing Management: Planning, Control, New Delhi, MacMillan, 1990 7. Zikmund; Marketing; 7th edition, Thomson Learning; Mumbai Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. There would be one question in the form of case study. In all, the students would be required to attempt 5 questions. All questions carry equal marks. 203 HUMAN RESOURCE MANAGEMENT Concepts and Perspectives on Human Resource Management; Human Resources Management in a changing environment; Corporate objectives and Human Resource Planning; Career and succession planning; Job analysis; Methods of manpower search; Attracting, Selecting and retaining human resources; Induction and socialization; Manpower training and development; Performance appraisal and potential evaluation; Job evaluation and compensation; Employee welfare; Industrial relations and trade unions; Dispute resolution and grievance management; Employee empowerment. Suggested Readings: 1. Aswathappa, K. Human EResource and Personnel Managemetn, TMH, New Delhi, 1997 2. De Cenzo, DA & Robbins, SP., Human Resource Management. 5th ed., New York, John Wiley, 1994 3. Guy, V. & Mattock J., The New International Manager, London, Kogan Page, 1993 4. Holloway, J. ed. Performance Measurement and Evaluation, New Delhi, Sage, 1995 5. Monappa, A & Saiyadain M. Personnel Managemetn. 2nd., New Delhi, TMH, 1996 6. Stonde, Lloyed and Leslie W. Rue, Human Resource and Personnel Managemetn, Richard D. Irwin, Illinois, 1984 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. There would be one question in the form of case study. In all, the students would be required to attempt 5 questions. All questions carry equal marks. CP 204 FINANCIAL MANAGEMENT Introduction to financial management, Objectives of financial management; Time value of money; sources of finance, Investment decisions: Importance, Difficulties determining cash flows, methods of capital budgeting, Risk analysis; Cost of capital: Concept and importance, Computations of cost of various sources of finance; Weighted Average cost of Capital; Capital

Structure decisions: Theories of capital structure, Factors determining capital structure. Optimum capital structure; Management of working capital Cash, Receivables and Inventory Management, Internal Financing and Dividend Policy; Financial Modeling. Suggested Readings: 1. Hampton, John. Financial Decision Making. Englewood Cliffs, New Jersey, PHI, 1997 2. Khan, MY & Jain, PK., Financial Management, McGraw Hill, 2001 3. Prasanna Chandra, Financial Management, Vikas, 2002 4. Pandey, IM Financial Management, Vikas, 2000 5. Van Horne, James C., Financial Management and Po0licy, 10th ed., New Delhi, PHI, 1997 6. Winger, Bernard & Mohan, Nancy. Principles of Financial Management. New York, Macmillan, 1991 7. Kishore, Ravi M., Financial Management, Taxmann Publishers, New Delhi Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. There would be one question in the form of case study. In all, the students would be required to attempt 5 questions. All questions carry equal marks. CP 205 BUSINESS RESEARCH METHODOLOGY Nature and Scope of Research Methodology; Problem Formulation and Statement of Research Objectives; Value and Cost of Information; Bayesian Decision Theory; Research Process; Research Designs Exploratory, Descriptive and Experimental; Methods of Data Collection Observational and Survey Methods; Questionnaire and Interviews. Attitude Measurement Techniques; Administration of Surveys; Sample Design; Selecting an Appropriate Statistical Technique; Field Work and Tabulation of Data; Analysis of Data; Use of SPSS and other Statistical Software Packages; Advanced Techniques for Data Analysis ANOVA, Discriminant Analysis, Factor Analysis, Conjoint Analysis and Clustering Methods. Suggested Readings: 1. Andrews, F.M. & S.B. Withey., Social Indicators of well being, Plenum Press, NY, 1976 2. Cooper & Sindler, Business Research Methods, TMH, 6th ed. 3. Fowler, Floyd J. Jr., Survey methods. 2nd ed., Sage, 1993 4. Fox, JA & P.E. Tracy. Randomized response: a method of sensitive surveys. Sage Pub., 1986 5. C.R. Kothari, Research methodology, Wishawa Prakashan, 2nd ed. 6. Golden, Biddle, Koren and Maren D. Locke: Composing Qualitative Research, Sage, 1997 7. Salkind, Neil. Exploring Research. 3rd ed., PHI, NJ, 1997

8. Bery, G.C., Marketing Research, TMH, 2001 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. There would be one question in the form of case study. In all, the students would be required to attempt 5 questions. All questions carry equal marks. CP 206 PRODUCTIONS AND OPERATIONS MANAGEMENT Nature and scope of Production and Operations Management; Facility Location; Types of Manufacturing Systems & layouts; Layout Planning and Analysis; Material Handling: Principles & Equipments; Line Balancing; Production Planning and Control in Mass Production, in Batch and Job Order manufacturing; Capacity Planning; Product Planning & Selection, Process Planning, Aggregate Planning and Master Production Scheduling; maintenance Management, Work Study: Method Study and Work Measurement, Material Management: An Overview of Material Management, Material Requirement Planning and Inventory Control; JIT; Purchase management; Stores Management; Quality Assurance: Acceptance Sampling, Statistical Quality Control, Total Quality Management; ISO-9000. Suggested Readings: 1. Admn, EE and Ebert, RJ. Production and Operations management. 6th ed., New Delhi, PHI, 1995 2. Buffa, ES & Sareen Modern Production Management. New Delhi, John Wiley, 2002 3. Chary, SN. Production and Operations management. New Delhi, TMH, 2nd ed. 4. Dobler, Donald W & Lee, Lamar. Purchasing and materials management. New York, McGrawHill, 1984 5. Norman Gaither, Production and Operations management, Thomson Learning, Bombay, 2002 6. Change, Aquilano & Jacobs, Operations management for competitive advantage, TMH, 9th ed. 7. Chunawalla & Patel, Production and operations management, HPH 8. Nair, Productions and Operations Management, TMH Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. CP 207 E-COMMERCE Introduction to Electronic Commerce: Framework, applications: network infrastructure (including internet), internet commercialization. Electronic payment system, interorganizational commerce & intra-organizational commerce, EDI, value-added network; digital library; Security; advertising & marketing on the internet, introduction to e CRM, consumer search and resource discovery, computer based education & training, digital copyrights. Fundamental of mobile computation and wireless computation, multimedia & digital video, software agents; characteristics & properties, technology, tele-script, agent language, applets and browsers. Suggested Readings:

1. Kienam, Managing your E-commerce Business, PHI, N. Delhi 2. Kosiur, Understanding E-Commerce , PHI, New Delhi 3. Kalakota, Whinston, Fronteirs of Electornic Commerce, Addison Wesley 4. Schneider, P. Grey, Perry T. James, E-Commerce, Thomson Learning, Bombay 5. Shurety, E-business with Net Commerce (with CD), Addison Wesley 6. Napier, Creating a winning E-Business, Vikas, New Delhi 7. Didar Singh, E-commerce for managers, Vikas, New Delhi 8. Whitley, David, Electronic Commerce, TMH, New Delhi 9. Efraim, Turban, Jay Lee, David King & H. Michael Chang, Electronic commerce: a managerial perspective, Pearson, New Delhi Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. CP 208 COMPREHENSIVE VIVA-VOCE

Third Semester Core Subjects

CP 301 BUSINESS POLICY AND STRATEGIC MANAGEMENT An introduction to business policy Nature, Objective and importance of business policy; An overview of strategic management; Strategic decision making; Process of strategic decision making. Types of planning systems corporate planning, strategic planning and long range planning; Strategy Formulation, Companys mission, purpose and objectives; Corporate strategy concept, significance and objectives; types of strategies; Environmental and organizational appraisal (internal and external), techniques of business environment analysis; Strategic alternatives and choice; Business ethics and corporate strategy, concept of value chair and competitive advantage. Strategy implementation Designing organizational structure and activating strategies: Matching structure and corporate strategy, Structural, Behavioural, and Functional implementation; concept of synergy. Strategy Evaluation Strategy evaluation and Control, Strategic and Operational Control; techniques of evaluation and control, Role of organizational system in evaluation. Suggested Readings:
1. Jausch & Glueck, Business Policy & Strategic Management 2. Thampson AA & Stickland AJ, Strategic Management-concept & cases 3. Michael Porter, Competitive Advantage of Nations 4. Azhar Kazmi, Business Policy & Strategic Management 5. Kenneth, A. Andrews, Concepts of corporate strategy

6. Melvin J. Stanford, Management Policy 7. John A. Pearce ii and R.B. Robinson, Strategic Management-Strategy formulation and implementation Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. There would be one question in the form of case study. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

CP 302 BUSINESS LEGISLATION The Indian Contract Act, 1872: Essentials of a Valid Contract, Void Agreements, Performance of Contracts, Breach of Contract and its Remedies, Quasi-Contracts, The Sale of Goods Act, 1930: Formation of a Contract, Rights of an Unpaid Seller; The Negotiable Instruments Act, 1881: Nature and Types, Negotiation and Assignment, Holder-in-Due Course, Dishonour and Discharge of a Negotiable Instrument, Arbitration; The Companies Act, 1956: Nature and types of Companies, Formation, Memorandum and Articles of Association, Prospectus Allotment of Shares, Share and Share Capital, Membership, Borrowing Powers, Management and Meetings, Accounts and Audit, Prevention of Oppression and Mismanagement, Winding Up.; An Overview of Consumer Protection Act and Cyber Laws. Suggested Readings: 1. Avtar Singh. Company Law, 11th ed., Lucknow, Eastern, 1996 2. Khergamwala, JS. The negotiable instrument Acts. Bobmay, N.M. Tripathi, 1980 3. Ramaiya, A guide to the Companies Act. Nagpur, Wadhwa, 1992 4. Shah, S.M. Lectures on Company Law, Bombay, N.M. Tripathi, 1990 5. Tuteja, S.K. Business Law for managers, New Delhi, Sultan Chand, 1998 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. CP 303 SUMMER TRAINING PROJECT At the end of second semester, all students will have to undergo summer training of 6-8 weeks with an industrial, business or service organization.

Specialization Areas
MARKETING
MM-301: ADVERTISING MANAGEMENT Advertising: Concepts, types, forms and importance, Role of advertising in the marketing process: Legal ethical and social aspects of advertising; Process of communication-Wilbur schramms model, two step flow of communication, theory of cognitive Dissonance and Clues for advertising Strategies: Stimulation of primary and selective demand Advertising Planning and objective setting: Dagmar approach. Determination of target audience; Building of advertising Programme Massage, Headlines, copy, logo, illustration, Appeal, Layout; Campaign Planning; Media Planning; Budgeting; Evaluation-Rationale of testing option and Aptitude tests, Measurement of advertising Effectiveness; Advertising Organization-Selection

compensation and Appraisal of an agency; Electronic Media Buying. Advertising and Consumer Behavior; Role of Creativity in Advertising. Suggested Readings: 1. Belch, George E & Belch , Michael A. Introduction to Advertising & promotion, 3 rd ed., Chicago, Irwin, 2002 2. Arens & Bovee, Contemporary Advertising, Irwin, 1995. 3. Sandage & FryBerger, Advertising, AITBS, Delhi,2000 4. Batra, Rajiv, Myers, Johan G. & Aaker, David A. Advertising Management. 4the ed., New Delhi, PHI, 2002. 5. O Guinn, Advertising & Integrated Brand Production, Vikas New Delhi 6. Kleppner, Otto, Advertising Procedure. Englewood Cliffs, NJ,PHI.1986 7. Wells, Wiliam, Burnett, John & Sandara,PHI.2002 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. There would be one question in the form of case study. In all, the students would be required to attempt 5 questions. All questions carry equal marks. MM-302: SALES MANAGEMENT Nature Scope and Objectives of sales Management Theories of selling, Functions of sales Manager; Selling Operations; Personal Selling, Salesmanship; Sale Forecasting; Determination of size of sales force; Sales Organization; Requirement and conducting sales training Programmes; Designing and Administrating Compensation Plan; Motivating and supervising sales personnel; Sales Meeting and contests; Designing Territories and allocating sales efforts; Sales Quata, Sales Evoluation Programme, Sales Budgeting and control; International Sales Management. Suggested Readings: 1. Anderson, R & Hair Professional sales Management, TMH, New Delhi. 2000. 2. Manning & Reece. Selling Today, Pearson, 8th ed. 3. Dalrymple,DJ. Sales management: concepts and cases. New York, John Wiley.1989. 4. Still R and Govoni. Sales Management, PHI, 1988. 5. Lancester & Jobber. Selling & Sales Management, Macmillan India,3rd ed. 6. Calvin. Sales Management, TMH, New Delhi. 7. Futrell, Charles ; Sales Management: Thomson Learning, Mumbai. Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. There would be one question in the form of case study. In all, the students would be required to attempt 5 questions. All questions carry equal marks

MM-303: PRODUCT AND BRAND MANAGEMENT Product Planning and Management; Product concepts and levels; Product Line and Mix decisions: Product Life cycle and marketing Strategies implication. New Product Development process: Developing Product Strategy; Financial Analysis of Product Management. Branding Strategies: Importance of Branding; branding terminology; Basic Branding conceptsbrand awareness. Brand Personality, Brand Image, Brand identity, Brand locality, Brand equity; Product verses corporate branding. Major Branding Decisions: Selecting A brand name; Brand extension decision; Family versus individual brand names; multiple branding; Private Versus National Branding; Handling Brand Name Change. Brand Positioning and Re-lunch; Brand Building and communication. Branding in specific sectors: Customer, industrial, retail, service, Brand, E-Branding, Branding for international marketing. Brand Equity- Source & Benefits, Designing Marketing Programme to built Brand Equity, Measurement of Brand Equity Suggested Readings:
1. Lehmann,Donald R & Winer, Russel S. Product management, TMH, 2002. 2. Aaker, David, A.. Managing Brand Equity. New York, Freepress. 1991. 3. Cowley,Don . Understanding Brands, London, Kogan Page, 1991. 4. Czerniawskd, Richard D. & Michael W Maloney. Creating Brand Loyalty, AMACOM, NY, 1999. 5. Kapferer,JN. Strategic Brand Management, New York, Freepress. 1992. 6. Upshaw, Lyhh B. Building Brand Identity: a strategy for success in a hostile market place. New York, John Wiley, 1995. 7. Keller, Kevin. Strategic Brand Management, PHI, 1998. Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. There would be one question in the form of case study. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

MM-304: CONSUMER BEHAVIOUR Introduction to Consumer Behaviour; Consumer behaviour and marketing strategy; consumer involvement and decision making; Information search process; Evaluative criteria and decision rules; consumer motivation; information processing and consumer perception; consumer attitudes and attitude change; influence of personality and self concept on buying behaviour; psychographics and lifestryle; influence of culture, subculture and social class; reference group influence; diffusion of innovation and opinion leadership; family decision making; industrial buying behaviour; models of consumer behaviour; consumer behaviour audit. Suggested Readings: 1. Assael, H. Consumer behaviour and marketing action, Asian Books Pvt. Ltd., New Delhi, 2001 2. Engle, JF etc. Consumer behaviour. Chicago, Dryden Press, 1993

3. Hawkins, DI etc. Consumer behaviour; implications for marketing strategy. TMH, 2002 4. Schiffman. LG and Kanuk, LL. Consumer behaviour. New Delhi. PHI. 1994 5. Loudon & Loudon; Consumer behaviour. TMH, New Delhi 6. Soloman, Michael E; Consumer behaviour; buying; having, being; PHI/Pearson, New Delhi Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. MM-305: DISTRIBUTION AND LOGISTICS MANAGEMENT Distribution channels; role of marketing channels; channel structure, factors affecting choice of distribution; channel behaviour and organization; channel cooperation and channel conflict; distribution intensity Introduction to distribution logistics; nature, importance and scope of logistic decisions; integrated logistics; total cost concept; supply chain management-nature, importance and interface with logistics; concept of consumer service. Transportation and physical distribution: importance and modes of transportation; selection of transportation modes; multi-modal transportation; documentation and carrier liabilities; inter-state good movement and problems; transportation management Inventory control; economic order quantity under conditions of certainty and uncertainty; inventory requirements as function of number of stock locations; techniques of inventory control. Warehousing: role and modern concept of warehousing; private v/s public warehousing; planning warehousing operations; site selection, warehouse layout, material handling; management of receipts and issues; computers and warehouse management. Order processing; importance to customers service; packaging and utilization. Distribution control and performance evaluation. Suggested Readings:
1. Bowersox and others: physical distribution management, TMH, New Delhi 2. Stern, Louis w. Adel, I.E.L. Ansary, Anne T. Coughlan: Marketing channels, PHI, New Delhi 3. Glaskowsky N.A. Business Logistics, Dryden Press, Ohio 4. Khanna, KK. Physical distribution management, HPH, New Delhi 5. Lambert, D. et. al. Strategic Logictics Managemetn, TMH, New Delhi 6. Ballu, Ronald H. Business logictics management, Enlgewood Cliffs, NY, PHI, 1999 7. Martin, Christopher and Gordon Wills: Marketing Logistics and distribution management Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

MM-306: RETAILING

An introduction to retailing system. Retailng mix-social forces, economic forces, technological forces, competitive forces, retailing definition, structure, different formats, marketing concepts in retailing-consumer purchase behaviour, cultural and social groups influence on consumer purchase behaviour, retail store location, traffic flow and analysis, population and its mobility, exteriors and layout, customer traffic flows and pattern. Creative display; merchandise planning- stock turns, credit management, retail pricing, return on per sq. feet of space, retail promotions-staying ahead of competition; supply chain management, warehousing, role of IT in supply chain management, franchising, direct marketing/direct selling, exclusive shops, destination stores, chain stores, discount stores and other current and emerging formats-issues and options; retail equity; technology in retailing; retailing through the internet. Suggested Readings: 1. Berman, Berry & Evans, Joel R. Retail management; a strategic approach. PHI/ Pearson, New Delhi 2. Levy Michael & Weitz Barten W. Retailing management TMH, New Delhi 3. Newman, Andrew J. & Cullen, Peter. Retailing, environment & operations, VIkas, New Delhi 4. Duane; Retailing; Thomson Learning, Mumbai 5. Gilber, David; Retail management; Pearson, New Delhi 6. Diamond, Jay & Gerald Pintel. Retailing PHI, NJ, 1996 7. Morgenstein, Melvin & Harriat Strong in modern retailing, PHI, NJ, 1992 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. MM-307: MARKETING RESEARCH Introduction to marketing research: importance, nature & scope of marketing research; marketing information system and marketing research, marketing research process, organization of MR department, ethical issues in MR, MR in India, Role of MR agencies. Problem identification and research design, problem identification and definition: development of a research proposal, types of research designs. Data resources: secondary data sources and usage; online data sources; primary data collection methods-questioning techniques, online surveys, observation method, questionnaire preparation. Aptitude measurement and scaling techniques-elementary introduction to measurement scales. Sampling plan: universe, sample frame and sampling unit; sampling techniques, sample size determination. Data collection: organization of field work and survey errors-sampling and non-sampling errors Data analysis: hypothesis, testing, tests of significance (parametric & non-parametric) Univariate, bivariate & micro-variate data analysis: report, preparation & presentation Market research applications: product research; advertising research; sales & marketing research; international marketing research Suggested Readings:
1. Boyd, H.W. Ralph Westfall & S.F. Starsh. Markeitng research: text & cases, Richard D. Irwin, Boston

2. Chisnall, Peter M.. The essence of marketing research, PHI, New Delhi 3. Churchill, Gilbert A.; Basic marketing research, Dryden Press, Boston 4. Green Paul E., Donald S. Tull & Gerald Albaum. Research for marketing decision, PHI, Nerew Delhi 5. Luck, DJ; Marketing research, PHI, New Delhi 6. Tull,Donald & Hawkin, Del. Marketing research; measurement & method, PHI, New Delhi 7. Beri, GC; Marketing research, TMH, New Delhi Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. There would be one question in the form of case study. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

FINANCE
FM-301: FINANCIAL DECISION ANALYSIS Application of linear programming; goal programming; regression analysis & simulation technique in financial decision making areas; corporate debit capacity management decision; business failure & re-organization-application of multiple discriminant analysis; decision tree analysis; capital expenditure decision under conditions of risk & uncertainty; cost-volumeprofit analysis under conditions of uncertainty; sequencing of decisions; replacement decisions; mergers & acquisitions; take-over code; dividend evaluation model; determination of the exchange ratio; legal & procedural aspects of merger decision; estimation & projection of working capital decisions Suggested Readings: 1. Bierman, Harold. Lease Vs. Buying decisions, Englewood Cliffs, NJ, PHI, 1982 2. Fogler, H. & Ganpathy, Financail econometrics. Englewood Cliffs, NJ, PHI, 1982 3. Levy, H and Sarnat H Capital Investment & Financial Decision, Englewood Cliffs, NJ, PHI, 1982 4. Van Horne James C. Financial management & policy. Englewood Cliffs, NJ, PHI, 1997. 5. Shapiro, Edward, Financial Decision Analysis. Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. There would be one question in the form of case study. In all, the students would be required to attempt 5 questions. All questions carry equal marks. FM-302: FOREIGN EXCHANGE MANAGEMENT Type of Foreign Exchange Markets and Transactions, Quoting Foreign Exchange Rates, Spread Official and free market Rates, Cross Currency Future; Forward Rates, Quoting Forward Rates; organization of the foreign exchange markets; Currency futures; Currency Options; Currency Swaps; corporate exposure management foreign exchange Risk, Alternative strategy for exposure management, exposure management techniques, organization of the exposure management function, parameter and constraints on exposure management:

forecasting exchange rates: economic fundamentals, financial and socio-Political Factors, Technical analysis, Tax treatment of foreign exchange gains and losses. Suggested Readings: 1. Sharan. International Financial Management. PHI, New Delhi 2. Shapiro, Multinational Financial Management. PHI, New Delhi 3. Paul Einzip, A textbook on foreign exchange 4. Maurice, D. Levi. International Finance, TMH, New York 5. A. Buckley. Multinational Finance, PHI, New Delhi 6. Paul, Roth. Mastering Foreign Exchange and money markets, Pitman, London Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. 303: International Accounting International Dimensions of accounting; conceptual development and comparative development patterns; foreign currency translation; international audit environment, international accounting standards: concept and mechanism of setting international standards, disclosure requirements of international accounting standards. Managing International information system; international perspective on inflation accounting; international dimensions of financial reporting; harmonization of accounting practices. Analyzing foreign financial statements; accounting for environmental protection measures. Transfer pricing and international accounting; performance evaluation; foreign exchange risk management.. Suggested Readings: 1. Arpoon, J S and radebaugh, Lee H. International Accounting and Multinational Enterprises. NY, John Siley, 1885. 2. Choi,Fredrick DS & Muller GG. International Accvounting Englewood Cliffs, NJ, PHI, !984 3. Evans, Thomas G. International Acvcounting & Reporting Londion, MacMillan, 1985. 4. Gray, SL. International Butterworth,1983. Accounting & Transitional Decisions. London,

5. Holzer, H Peter. International Accounting. NY, Harper & Row, 1984. 6. Prodhan, Bimal. Multinational Accounting. London, Croom-Helm, 1986. 7. Rathore, S. International Accounting. Englewood Cliffs, NJ, PHI, !996. Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

FM-304: Corporate Taxation Basic concepts of income tax; residential status of a company; computation of income under different heads of income, set off and carry forward of losses, reductions & exceptions; additional tax on undistributed profits; companys profit surtax Act; computation of tax liability; meaning & scope of tax planning and location of undertaking, tax planning regarding dividend policy, inter-corporate dividends and transfers; tax considerations in respect of specific managerial decisions like make or buy, Own or lease, close or continue, sale in domestic markets or exports; replacements & capital budgeting decisions, etc.; tax planning in respect of managerial remuneration. Suggested Readings: 1. Ahuja, JK & Gupta, Ravi. System approach to income tax, Allahabad, Bharat Law House, 1999 2. Iyenger, AC Sampat. Law of income tax. Allahabad, Bharat Law House, 1999 3. Kanga, JB & Palkhiwala, NA. Income tax, Bombay, Vol. I-III, NM, Tripathi 4. Ranina, HP. Corporate taxation; a handbook. 2nd ed.; New Delhi, Oriental Law house, 1985 5. Singhania, VK. Direct taxes: law & practice, Delhi, Taxmann, 1991 6. Srinivas, EA. Handbook of corporate tax planning.New Delhi, TMH, 1986 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. FM-305: Working Capital Management Concept of working capital management, importance of working capital,, kinds of working capital, factors determining capital market, estimating working capital requirements, management of cash-motive for holding cash & marketable securities; cash systems, managing the cash flows, types of collections systems, cash concentrations strategies, dispersement tools, investment in marketable securities; forecasting cash flows; managing corporate liquidity & financial flexibility; measures of liquidity, determining the optimum of cash balances-Baumon model, Beranek model, Miller-Orr model, Stone model; receivable management-determining the appropriate receivable policy, marginal analysis, credit analysis & decision, heuristic approach, discriminant analysis, sequential analysis; inventory management-kinds of inventories, benefits & costs of holding inventories, inventory management evaluation, inventory control models; short-term financing; programming working capital management; integrating working capital & capital investment process. Suggested Readings: 1. Bhalla, VK. Working capital management: text & cases. 4th ed. , Delhi, Anmol, 2001 2. Hampton, JJ & CL Wagner. Working capital management, John Wiley, 1981 3. Mannes, TS & JT Zietlow,. Short- term financial management . West publishing co., 1993

4. Scherr, FC. Modern working capital management. PHI, 1989 5. Smith, Keith D. & G.W. Gallinger. Readings on short term financial management. 3rd ed. West publishing co. , 1998 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. FM-306: MANAGEMENT OF FINANCIAL INSTITUTIONS The nature and role of financial system; Evaluating Risks and Returns of Assets and Liabilities of financial institutions; Interest Rate Analysis; Interest in the Financial system; Yield Curve; Risk and Inflation Provision of RBIs operation; Credit and Monetary Planning; Insurance Companies; Thrift Institutions; Capital Adequacy and capital Planning; Strategy of Growth; Problems of times and cost over runs, Financial Planning of financial Institutions; Financial Goals and Performa Statements; Development Banks; Role of Development Banking in Industrial Financing in India; Objectives and Functions of different Financial Institutes in India like IFCI, ICIC, IDBI, UTI, LIC, Mutual Funds, International Aspects of Financial Institutions. Suggested Readings: 1. Rose, Peter S. & Fraser, Donald R. Financial Institutions. Ontario, Irwin Dorsey, 1985 2. Vij, Madhu. Management of Financial Institutions in India, New Delhi, Anmol, 1991 3. Yeager, Fred C. & Seitz, Nail E. Financial Institutions Management: text and cases. 3rd ed. Englewood Cliffs, NJ, PHI, 1989 4. Bhole, L.M., Management of Financial Institutions, TMH, 2001 5. Khan, M.Y., Indian Financial System, TMH, 2000 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. FM-307: SECURITY ANALYSIS AND INVESTMENT MANAGEMENT Investment- return and risk; Operations of Indian Stock Market: New Issue Market Listing of securities, OTCEI. Cost of Investing in securities; mechanics of investing markets and brokers; investment companies; market indices and return. Objectives of security analysis; investment alternatives; valuation theories of fixed and variable income securities; government securities; non-securities forms of investment; real estate investment; investment instruments of the money market; Investment; investment instruments of the money market; Fundamental and technical approach, efficient market theory; recent development in the Indian stock Market. . Suggested Readings: 1. Pandian, Security analysis & portfolio management. Vikas, New Delhi 2. Raman, Investment: principles & techniques, VIkas, New Delhi

3. Fischer, Donald E & Jordan, Ronald J. Security analysis & portfolio management, PHI, New Delhi 4. Fuller, Russell J & Farrell, James L. Modern investment & security analysis. New York , McGraw Hill 5. Sharpe, William F. etc. Investment. New Delhi, PHI, 1997 6. Alexander, Jordan J & Bailey, Jeffrey V. Investment analysis & portfolio management, Dryden Press, Thomson Learning, Bombay 7. Machiraju, H.R. Indian Financial System, Vikas, New Delhi Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

HUMAN RESOURCE MANAGEMENT

HRM-301: MANAGEMENT OF INDUSTRIAL RELATIONS Industrial relations perspectives, industrial relation and the emerging socio-economic scenario, industrial relation and the state; legal framework of industrial relation; role of trade unions, trade unions and employees; trade union and the management; discipline and grievance management; negotiation and collective settlements; participative management & coownership, productive bargaining; employees empowerment & quality management; industrial relations & technological change; ILO and industrial relations Suggested Readings: 1. Kochman, TA & Katz Henry. Collective bargaining & industrial relations. 2nd ed,.Homewood, Illinois, Richard D. Irish, 1988 2. Mamkoottam, K. Trade unionism, Myth & reality. Oxford Univ. Press, New Delhi, 1982 3. Niland, JR etc. The future of industrial relations, Sage, New Dlhi, 1994 4. Papola, TS & Rodgers, G. Labour institutions & economic development in India, ILO, Geneva, 1992 5. Ramaswamy, EA. The Rayon Spinners:The strategic managmeetn of industrial relations, Oxford Univ, Press, New Dlhi, 1994 6. Virmani, BR. Participative management Vs. collective bargaining. New Delhi, Vision books, 1988. 7. Webb, Sydney & Webb, Beatrice, Industrial democracy. Longman, Melbourne, 1987 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. HRM-302: MANAGEMENT OF COMPARATIVE INDUSTRIAL RELATIONS

Industrial relations & globalization, emerging trends in industrial relations; trade union strategies towards liberalization and technological change; employee response to industrial restructuring and organizational re-engineering; emerging trends in collective bargaining & negotiations; productivity bargaining & wage negotiations; employee empowerment and participative decision making; changing role of the state & industrial relations in the developed, newly developed & developing economies. Suggested Readings: 1. Adam, RJ & Meltz, NM ed. Industrila relations theory; its nature, scope & pedagogy, LMR Press/ Rutgers Univ., 1993 2. Bamber, GJ & Lansbury RD ed. International & comparative industrial relations: a study of industrialized market economies, Routlege, London, 1993 3. Davis, EM & Lansbury, RD ed. Managing together consultation and participation in the workplace, Longman, Melbourne, 1996 4. Frankel, S & Harrod, J. Industrialization & labour relations: contemporary research in seven countries. ILR Press, Ithaca, 1995 5. Gardner, M & Palmer, G. Emloyment relations. Industrial relations & human resource management in Australia. ILR Press, Ithaca, 1995 6. Jacoby, SM. The workers of nations: industrial relations in globalized economy, Oxford Univ, Press, Oxford, 1994 7. Locke, R. etc,. Employment relations in a changing world economy. MIT Press, Cambridge, 1995 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. HRM-303 : MANPOWER DEVELOPMENT FOR TECHNOLGICAL CHANGE Manpower management in the 21st century, environmental context of human resource management, the emerging profile of human resources; changing technology, concept & process of technological innovation, organizational implications of technological change; transformation; human resource implications of technological change, performance/ potential evaluation in the context of new technology, technology transfer with human face; new issues in manpower training and career development Suggested Readings: 1. Clark, Jon. Managing innovation and change, Univ. of Southampton, 1995 2. Clark, Jon. Human resource management and technology change, Sage, London, 1993 3. Gampbell, A and Warner, M. New technology, skills, and management, Routledge, London, 1992 4. Rastogi, PN. Management of technology & innovation. Sage, New Delhi, 1995

5. Warner, M. New technology and manufacturing management, Wiley, London, 1990 6. Womack, JP etc. The machine that changed the world. Maxwell Macmillan, New York, 1990 7. Shittaker, DH. Managing innovation. Cambridge Univ. Press, 1990 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. HRM-304: COMPENSATION MANAGEMENT Understanding of economic theory related to reward management; Competitive imperatives: productivity, quality service,speed.learning; Planning for improved competitiveness ; Determination of inter and intra- Industry compensation differtials; internal and External equity in compensation systems; Understanding and compensation packages; compensation of chief executives, senior managers, R & D staff, etc.; Understanding different component s of compensation packages; compensation practices of multinational corporations and strategic compensation systems; Statuary provisions governing different components of reward systems; working of different institutions related to reward system like wage boards, pay commission. Suggested Readings: 1. Armstrong, Michael & Murlis, Helen. Reward management: a handbook on salary administration, London, Kegan Paul, 1988 2. Bergess, Lenard R. Wage & salary administration. London. Charles E. Merril, 1984 3. Kapeman, George. Employees share ownership. NY, Kogan Page, 1991 4. Hart, Robert A. Economics of non-wage labour costs. London, George Aller & Unwin, 1984 5. Henderson, Richard. COmpenmsation management: rewarding performance, 6th ed. Englewood Cliffs, PHI, 1994 6. Micton, Rock. Handbook of Wage & Salary administration, 1984 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. HRM-305: MANAGING INTERPERSONAL AND GROUP PROCESSES Group As A Medium Of Learning; Developing And Change; Group Cohesiveness; Influence Processes; Interpersonal Awareness And Feedback Process; Interpersonal Trust; Group Decision Making; Group Synergy; Team Building; Fundamental Interpersonal Relations Orientation (FIRO-B); Carrier Roles And Identity; Competition And Cooperation. Suggested Readings: 1. Bennis, W.G. Essay in interpersonal dynamics. USA. Dorsey Press, 1979

2. Kolb, D. etc. Organizational behaviour: an experimental approach, 5th ed. Englowood Cliffs, PHI, NJ, 1995 3. Kolb, D. etc. Organizational behaviour: practical readings for management, 5th ed. Englowood Cliffs, PHI, NJ, 1995 4. Mainiero, La & Tromley, CL. Developing managerial skills in OB, New Delhi, PHI, 1985 5. Moore, MD etc. Inside Organizations: understanding the human dimensions. London, Sage, 1988 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. There would be one question in the form of case study. In all, the students would be required to attempt 5 questions. All questions carry equal marks. HRM-306: HUMAN RESOURCE PLANNING AND DEVELOPMENT Macro Level Manpower Planning And Labour Market Analysis; Organizational Human Resource Planning; Work Force Flow Mapping; Age And Grade Distribution Mapping; Models And Techniques Of Manpower Demand And Supply Forecasting; Behavioural Factors In Human Resource Planning Wastage Analysis; Retention; Redeployment And Exit Strategies; Career Management And Career Planning; Performance Planning; Potentials Appraisal And Career Development; HRD Climate; Culture; QWL; HRD Strategies; HRD In Strategic Organisations; Human Resource Information System; Human Resource Valuation And Accounting. Suggested Readings: 1. Arthur, M. Career theory handbook. Englewood Cliffs, PHI, 1991 2. Belkaoui, A R & Belkaoui, J N . Human resource valuation: a guide to strategies & techniques. Greenwood Quorum Books, 1995 3. Dale, B. Total quality & human resources: an executive guide. Oxford. Blackwell, 1992 4. Greenhaus, JH. Career management, NY, Dryden, 1987 5. Kavanagh, MJ etc. Human reasource information system: development & applications. Boston, PWS-Kent. 1993 6. Mabey, C & Salama, G. Strategic human management. Oxford, Blackwell, 1995 7. Thomson, R & Mabey, C. Developing human resource. Oxford, ButtterworthHeinemann, 1994 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. There would be one question in the form of case study. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

INTERNATIONAL BUSINESS
IB-301: INTERNATIONAL ACCOUNTING

International dimensions of accounting; conceptual development and comparative development patterns; foreign currency translation; international audit environment, international accounting standards: concept and mechanism of setting international standards, disclosure requirements of international accounting standards. Managing international information system; international perspective on inflation accounting; international dimensions of financial reporting; harmonization of accounting practices. Analyzing foreign financial statements; accounting for environmental protection measures. Transfer pricing and international accounting; performance evaluation; foreign exchange risk management. Suggested Reading 1. Arpon, Jeffrey S and Radebaugh, Lee H. International Accounting and Multinational Enterprises. New York, John Siley, 1985. 2. Choi, Frederick D S and Mueller Gerhard G. International Accounting. Englewood Cliffs, New Jersey, Prentice Hall Inc. 1984. 3. Evans, Thomas G. International Accounting & reporting London, MacMillan, 1985. 4. Gray, S J. International Accounting and Transnational Decisions. London, Butterworth, 1983. 5. Holzer, H Peter. International Accounting. New York, Harper & Row, 1984. 6. Prodhan, Bimal. Multinational Accounting. London, Croom-Helm, 1986. 7. Rathore, Shirin. International Accounting. Englewood Cliffs, New Jersey, Prentice Hall Inc., 1996. Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

IB-302: FOREIGN EXCHANGE MANAGEMENT

Types of Foreign Exchange Markets and Transactions, Quoting Foreign Exchange Rates, Spread, Official and Free Markets Rates, Cross Currency Rates, Forward Rates, Quoting Forward Rates; Organization of the Foreign Exchange Markets; Currency Futures; Currency Options; Currency Swaps; Corporate Exposure Management: Foreign Exchange Risk, Alternative Strategies for Exposure Management, Exposure Management Techniques, Organization of the Exposure Management Functions; Parameters and constraints on Exposure Management: Forecasting Exchange Rates: Economic Fundamentals, Financial and SocioPolitical Factors, Technical Analysis; Tax Treatment of foreign Exchange Gains and Losses. Selected Reading 1. Aliber, R.Z. Exchange Risk and Corporate International Finance. London, Macmillan 1978. 2. Bhalla, V.K. International Financial Management. 2nd ed., New Delhi, Anmol, 2001. 3. Luca Cornelius Trading in the Global Currency Markets, N.J. Prentice Hall, 1995. 4. Shapiro, A.C. International Financial Management, Boston, Allyn and Bacon, 1979. 5. Sutton, W.H. Trading in Currency Options, New York Institute of Finance, 1987.

Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

IB-303: EXPORT-IMPORT PROCEDURES AND DOCUMENTATION

Significance of procedures and documentation in international trade; procedures and documentation as trade barriers; WTO provisions; Aligned Documentation System (ADS); official machinery for trade procedures and documentation; ITS (HS) classification System; role of ICC; INCOTERMS; nature of export/trading houses. Export order processing; export contract; export price quotations; shipping and custom clearance or export and import cargo; central excise clearance; main export and import documents; Role of forwarding agents; cargo insurance and claims procedure. Methods of payment in international trade; documentary collection of export bills; UCPDC guidelines; realization of export proceeds provisions pf RBIs Exchange Control Manual: pre-shipment and post-shipment finance; role of EXIM bank and ECGC in India. Major exports promotion schemes in India-EPCG, duty exemption scheme; DPEB scheme: SIL; facility for deemed exports; Exports promoting institutions-role of export promotion councils, commodity boards and ITPO. Suggested Reading: 1. M.D. Jitendra, Export Procedures and Documentation, Rajat Publications, Delhi. 2. Pervin Wadia, Export Markets and Foreign Trade Management, Manishka Publications, New Delhi. 3. Paras Ram Export: What, Where and How. Delhi, Anupam, Pub., 1995. 4. Government of India Handbook of Import Export Procedures. 5. Nabhis Exporters Manual and Documentation. 6. Nabhis New Import-Export Policy Procedures. Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

IB-304: INDIAS FOREIGN TRADE AND POLICY

Indias Foreign Trade in the Global Context, Structure and Equilibrium of Indias Balance of Payments, Recent Trends in Indias foreign trade; Directional Pattern: Major export commodities Thrust area commodities their trend, problems and prospects; Major Import commodity Groups; Trade Regulation in India; Foreign Trade (Development and Regulation) Act, Foreign Exchange Management; Present Export Import Policy; Export Promotion Policies; EPCG; DEPB: Duty Draw Back Scheme; Export incentives: Financial and Fiscal; the Role of EXIM Bank of India; ECGC; Infrastructure support for Export Promotion; Export Promotion Councils; Commodity Boards/Product Export Development Authorities; Specific Service Institutions; Role of State Trading Organizations, Export Processing Zones; Special Economic Zones; Agriculture Export Zones; Clusters; Export Oriented Units and Export trading House Schemes; Impact of WTO on Indias Trade Policy. Suggested Reading:

1. Bhalla, V.K. International Business Environment and Management. 8th ed. Delhi, Anmol, 2001. 2. Jain, S.K. Export Performance and Export Marketing Strategies, Commonwealth Pub., Delhi, 1988. 3. Export-Import, Naleh Publications. 4. Paras Ram, Export: What, Where & How; Delhi Anupam Publications. 5. Bhattacharya B., International Marketing Management, Subhash Chand & Sons. Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

IB-305: INTERNATIONAL BUSINESS ENVIRONMENT

Types of International Business, the external environment; the economic & political environment; the human cultural environment; recent world trade and foreign investment; country risk. Balance of payment structure; basic trade theories-absolute advantage theory; comparative cost theory; Hecksher-Ohlin theory; gains from trade; free trade zones; export promotion strategies; trade fairs & exhibitions; Tariff and non-tariff barriers; Forex market mechanisms; Exchange rate determination; Euro currency market; Multilateral economic institution IMF; World bank; W.T.O.; UNCTAD. Regional economic integration and trading agreements; global competitiveness world economic growth & physical environment; Basic nature and determinants of Foreign Direct investment; MNCs & International production; B.O.P. effects of MNCs on home & host countries. Suggested Reading: 1. Charles W.Hill, International Business, 4th edition, Tata McGraw Hill, New Delhi. 2. Black & Sundram, International Business Environment. 3. John. D. Daniel & Redebaugh, Lee H., International Business: Environment & Operations, 5th edition. 4. Adhikary, Manab, Global Business Management, MacMillan, New Delhi. 5. Bhall, V.K. & S. Shivaramu, International Business Environment & Business, New Delhi. 6. John. D. Daniels, Lee H. Race Baught & Deniel P. Sullivan, Globalization & Business, PHI, New Delhi, 2002. Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

IB-306: INTERNATIONAL LOGISTICS

Marketing Logistics: Concept, objectives and scope; System elements; Relevance of logistics in international marketing; International supply chain management and logistics; Transportation activity internal transportation, inter-state goods movement; Concept of customer service. General Structure of Shipping: Characteristics, liner and tramp operations; Code of conduct for liner conferences; Freight structure and practices; Chartering principles and practices; UN convention on shopping. Developments in Ocean Transportation: Containerization: CFS and inland container depots; Dry ports; Multi-modal transportation and CONCOR; Role of intermediaries including freight booking, shipping agents, C& F agents; Shipowner and shipper consultation arrangements. Air Transport: Air transportation Total cost concept, advantages, freight structure and operations; Carrier consignee liabilities. Port System and Sub-system: Port Organization and management; Responsibilities of Port Trust: Growth and Status of ports in India; Carriage of goods-legal aspects. Inventory Control and Warehousing: Inventory management Concepts and application of international marketing; Significance and types of warehousing facilities; Total cost approach to logistics. Suggested Reading: 1. Annual Reports, INSA. 2. Annual Reports, CONCOR. 3. Asopa, V.N.: V.N. Shipping Management: Cases and Concepts, MacMillan, New Delhi. 4. Desai, H.P. Indian Shipping Perspectives, Anupam Publications, Delhi. 5. Khanna, K.K.: Physical Distribution, Himalaya Publishing, Delhi. 6. Lambert, D et al: Strategic Logistic Management, Tata MacGraw Hill, New Delhi. 7. Shipping Documents and Reports, UNCTAD. Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. INFORMATION TECHNOLOGY MANAGEMENT ITM-301: INTERNET AND WEB DESIGNING Introduction to WWW: Evolution and basic features of WWW, the concept of web-site and browsers, introduction to WWW servers. File Transfer Protocol: Introduction to FTP, Business applications of FTP commands. Web-Browsers: Basic features, bookmarks, history progress indicators, customizing browsers saving and printing web-pages and forms, saving web pages; Searching and downloading information from web-sites; Netscape communicator; Internet Explorer. Introduction to Web-Publishing technologies, Components of Web-Site, applications of each components in business, Features of a smart web-site, process of planning for development of an effective web-site. Domain name selection; selecting host for web-site, maintaining a website, web-publishing tools. Internet: ISP, Search Engine, URL, DNS, Security, E-Mail, HTTP, HTML, Building a simple HTML document, Tables, Frames, Links, adding Multi-Media documents, Home Page. Suggested Readings

1. Corner, Douglas: The Internet Book- Prentice Hall.

2. Leon, Alexis and Mathews Leon: Internet for Everyone- Leon, TECH World, Chennai. 3. Xavier: World Wide Web Design with HTML, Prentice Hall, Delhi. 4. Molly, Using HTML 4, PHI, N. Delhi. 5. Douglas E. Corner, Computer network and Internet, Pearson Education, New Delhi. Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. ITM-302: RELATIONAL DATA BASE MANAGEMENT SYSTEM (RDBMS) RDBMS: Introduction Database and DBMS Software. Three Layered Architecture Advantages and Disadvantages of a Database, History Data Modeling Object Oriented and Record Based models, E-R Model and Relational Model; Normalisation techniques First Normal Form, Second Normal Form and the Third normal Form, Examples and Exercises, E.F. Codds 12 Kules for a relational Database; Database concepts Transaction Management, Properties of a Transaction, Commit and Rollback, Concurrency, Locking, Access Control, Data Integrity, Integrity Constraints, Auditing, Backup and Recovery; Data Dictionary System Catalogue, Distributed Database and Distributed Data Access, Introduction to Client Server and ODBC connectivity. SQL : SQL Language DML commands Select, Insert, Update, delete retrieving data, summarizing data, adding data to the database, updating data to the database and deleting data. Simple quries use of WHERE, Arithmetic, comparison and logical operators, ORDER BY, GROUP BY and Group Functions. Multi table queries, Sub-queries, Views: DDL Commands Table and View Create, Alter, Drop Integrity Constraints; Transaction Processing Commit, Rollback, Savepoint. LAB : SQL & MS Access. Suggested Readings:
1. Coleman, Pat and Peter Dyson Intemets BSP Pub., Delhi, 1997. 2. Keen, Pter and Mark McDonal The e-Process Edge, Delhi, Tata McGraw Hill, 2000. 3. Oberoi, Sundeep e- Security and you, Delhi, Tata McGraw Hill, 2000. 4. Richart, Alberto Manual and Stephen Asbury Active Server Pages 3, IDG Books, Delhi, 2000. 5. Rich, Jason R. Starting an E-Commerce Business, IDG Books , 2000. 6. Samantha Shurety, E-business with Net Commerce, Addition Wesley, Singapore, 2001. 7. Schneider, Robert D. & J.R. Garbus Optimizing SQL Server 7, Prentice Hall, 1999. Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

PRODUCTION AND TECHNOLOGY MANAGEMENT

PTM- 301: PURCHASING AND MATERIALS MANAGEMENT
Role of purchasing and Materials Management Objectives, Organizations and Inter relationships, Determination and Description of Material Quantity, Material Planning in Push and Pull System, MRP and JIT; Determination and Description of Material Quality Receiving and Incoming Quality Inspection, Acceptance Sampling Plans, Vendor- Process Capability; Cost-

Reduction Techniques Standardization, Simplification & Variety Reduction; Value Analysis and Engineering, Make or Buy Decisions, Purchasing Research, Source of Supply, Price Determination and Negotiation, Vendor Rating, Selection and Development, Legal Aspects of Purchasing, Public Purchasing and Tendering; International Purchasing Procedures and Documentation; Purchasing of Capital Equipment Appraisal Methods, Evaluating Suppliers Efficiency, Stores Layout, Classification and Codification; Material Logistics- Warehousing Management, Material Handling, Traffic and Transportation, disposal of Scrap, Surplus and Obsolete Materials; Inventory Control of Spare Parts, Materials Information System. Suggested Readings: 1. Ansari A and Murderess B. JIT Purchasing. New York, Free Press,1990. 2. Baily P.etc. Purchasing Principles and Management. London, Pitman,1994. 3. Burt, David n. Proactive Procurement. Englewood Cliffs, New Jersey, Prentice Hall Inc.,1994. 4. Dobler, D W. etc. Purchasing and Materials Management. New York, McGraw Hill,1990. 5. Dutta, A K. Integrated Materials Management. New Delhi, PHI, 1986. 6. Farrington B and Waters, Derek W. Managing Purchasing, London, Chapman & Hall, 1994. 7. Gopalakrishan P and Sunderashan M Handbook of Materials Management. New Delhi, Prentice Hall of India, 1994 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

PTM-302: TOTAL QUALITY MANAGEMENT

Introduction: Concepts of Quality, Total Quality, and Total Quality Management. Approaches to Total Quality. Cost of Quality, Designing Organisations for quality Policy, Contribution of TQM vGurus. W.E. Deming, Joseph M. Juran Philip Crosby and Kaoru Ishikawa: Quality Planning: Understanding Customers and their Needs; Quality of purchased Materials: Determinations and Description. Quality of Manufacturing Process. Quality Control: Statistical Process Control; Inspection, Test and Measurement. Control charts, Control Chart of Attributes, Test of significance; Business Process Reengineering; Total Productivity Management; JIT and ISO 9000; Quality Audit. Suggested Readings: 1. Bharat Wakhlu, Total Quality- Excellence Through Organisation wide Transformation, Wheeler Publishing, New Delhi. 2. Bagehit, T.I.P. ISO 9000 Concepts, Methods and Implementation, Wheeler Publishing, New Delhi. 3. Samuel, Kho, tqm Intergrated Approach, Kogan Page Limited, London. 4. Evans, James R. and Dean, James W., Total Quality Management, Organisation and strategy, Thomson Asian Pvt. Ltd. 5. Besterfield., Dole H. Michna, Carol Besterfield, Besterfield, Glen H Sacre, Marg Besterfield, total Quality Management, Pearson Education, New Delhi. Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

PTM-303: PRODUCTION PLANNING AND CONTROL

Production Planning and Control Function; Material Requirement Planning; Production Inventory Systems; Forecasting for Inventory and Production control; Aggregate

Planning; Job Shop Planning; Scheduling and Control; Just- in Time Production; Line Balancing; Planning for High Volume Standardized products; Procedures and Documentation in Production Planning and Control; Applicastion of Computers; ERP. Suggested Readings: 1. Burbidge, John L. Principles of Production Control; London, Donald and Evans,1981. 2. Caubang. Teg C.Readings on Production Planning and Control; Geneva, ILO. 3. Greenc, James H.Production and Inventory Control Handbook. New York, McGraw, Hill,1987. 4. Mc Leavey, Dennis W and Narasimhan, S.L. Production and Inventory Control Boston, Allyn and Bacon, 1985. 5. Peterson, R and Silver, E A. decision Systems for Inventory Management and production Planning. New York, John Wiley, 1979. 6. Vollmann, T E etc. Manufacturing Planning and Control. Homewood, IIIinois. Richard d Irwin, 1988. Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

PTM-304: LOGISTICS MANAGEMENT

Introduction to logistics and its Interface with Production and Marketing; Measurement of Logistics; physical Distribution and Logistics; Logistics System Analysis and Design; Warehousing and Distributing Centres; Location; Transportation Systems; facilities and Services; Dispatch and Routing Decisions and Models; Inventory Management Decisions; Logistics Audit and Control; Packing and Materials Handling; International Logistics Management; Logistics Future Directions. Suggested Readings: 1. Ballu, Renaid H. Business Logistics Management, Englewood Cliffs, New York, Prentice Hall Inc., 1992. 2. Beal K. A. Management Guide to Logistics Engineering. U.S.A., Institute of Production Engineering. 1990. 3. Benjamin S.B. Logistics Engineering and Management. Englewood Cliffs, New York, Prentice Hall Inc. 1996. 4. Browersox, D.J. and Closs, D.J. Logistics Management: A System Integration of Physical Distribution. New York, MacMillian,1986. 5. Chrispopher, M. Logistics and Supply Chain Management: Strategies for Reducing Costs and Improving Services. London, Pitsman. 1992. 6. James, C.J. and Wood, Donald F. Contemporary Logistics. New York, Macmillan, 1990. 7. Shapiro, R. Logistics Strategy: Cases and Concepts. St. Paul, West,1995. Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

PTM-305: SERVICE OPERATIONS MANAGEMENT

Matrix of Service Characteristics; Challenges in Operations Management of Services; Aggregate Capacity Planning for Services; Facility Location and layout for Services job Design - Safety and Physucal Environment; Effect of Automation; Operations Standards and Work Measurement; Measurement and Control Quality of Services; Dynamic of Service Delivery System; Scheduling for Services personnel and Vehicles; Waiting Line analysis; Distribution of Services; Product- Support Services; Maintenance of Services; Inventory Control for Services; Case Studies on Professional services. Suggested Readings: 1. Bowmen David E. etc. service Management Effectiveness: Balancing Strategy, Organization and Human Resources, Operations and Marketing. San Francisco. Jossey Bass, 1990. 2. Collier David A. Service Management Operating Decisions. Englewood Cliffs, New Jersey, Prentice Hall Inc., 1987. 3. Fitzsimmous, James A and Sullivan, Rebert S. service Operations Management. New Your, McGraw Hill, 1982. 4. Heskett, James L. etc. Services Breakthroughs Changing the Rules of the Game. New Your, free Press, 1990. 5. Murdiek, R.G. etc. Service Operations management. Boston, Allyn and Bacon, 1990. 6. Sharma, J K. Service Operations Management. Delhi, Anmol, 2001. 7. Voss, C.etc. Operations Management in Service Industries and the Public Sector. Chichester, Wiley, 1985. Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

PTM-306: TECHNOLOGY ACQUISITION AND DIFFUSION

Technological Indicators; Make vs. Buy Decisions; Technomarket Survey; Assessment & Evaluation of Technology (TA & TE); Methodology of TA; Ta Imperatives; Organisation & Management of TA; TE Parameters; Financing the Technology; Government Funding: CSIR, IDBI, ICICI, CII and UNDP, etc.; Venture Capital; Identification of Core Competence; Technology Absorption and Diffusion; Terminology and Concepts; Constraints in Technology Absorption; Benefits of Technology absorption; Future Thrust for Technology Absorption; Importance of Diffusion; Diffusion Strategies; Case Studies- Indian Experiences; Technology. Suggested Readings: 1. Coates, VT: A Handbllm of Technology Assessment. U.S. Department of Energy, Washingtton, D.C. 1978. 2. Hwthorne, Edward P; Management of Technology,. London, McGraw-Hill, 1978. 3. Fransman, Matrin & Kenneth King. Technological Capabilities in the Third World, Macmillan, 1984. 4. Jain, Ashok, S.Pruthi, K.C. Garg, S. Anabi: Indictors of Indian Science & Technology, segment Books Bub. 1996.

5. Twiss, Brain & Goodridge, Managing Technology for Competitive Advantage, Pitman, 1989. 6. Wad, A. Randnor M. Technology Assessment. Review & Implications for Developing Countries. UNESCO, Science Policy Studies No. 16, 1984. Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

PTM-307: TECHNOLOGY FINANCE

Accounting Aspects specific to R&D organization, to understand Accounting treatment of Technology related payments; Costing for R&D activities: Costing of Technologies. Activity based costing, Target costing and life cycle costing; Financing of Technology payments; Venture capital; Hire purchase and leasing; Project financing aspects; financial appraisal of new technology; Technology obsolescence. Suggested Reading: 1. Bhalla, V.K. Financial Management and Policy 2nd, New Delhi, Anmol, 1998. 2. S. Shivaramu International Business Environment and Management, 5th ed., New Delhi, Anmol, 2001. 3. Chandra, Prasanna, Projects: Planning, Analysis, Selection, Implementation and Review, Tata McGraw Hill, New Delhi,1998. 4. Naisbitt, John, High Tech High Touch: Broadways Books, New York, 1998. 5. Shtub, A. J.F. Bard and S. Globerson Project Management Prentice Hall, New Jersey, 1994. Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

PTM-308: TECHNOLOGY TRANSFER ABSORPTION

Aim and Objectives of Technology Transfer; Model of Technology Transfer, Technology Transfer Modes; Technology Search Strategy; dimensions of Technology Transfer; Features of Technology package; Routes of Technology Transfer; Technology Absorption capabilities of recipient enterprise; Competence of know how supplier, Pricing of technology; Technology Transfer Agreements; Code of Conduct for Technology Transfer; Government initiative and Technology Transfer; Government initiative and Technology Transfer; Indian Experiences and case studies Suggested Readings: 1. Mann. T.S. Transfer Technology, Bombay, Himalaya Pub., house, 1982. 2. Menon, KSV, Technology Transfer: Concept Modalities and Case Studies, Delhi, Gold Line, 1990. 3. Moghavexco, L.N. and R.S. Shane, 1982, Technology Transfer and Innovation, Marcel Dekker, New York.

4. Nath, NCB and Misra, L (ed.): Transfer of Technology in Indian Industry: Case Studies on Utilisation Indigenous R&D. Delhi, Indus. Pub. Co., 1994. 5. Singer, Hans; Hatti, Neelamber; Tandon, Rameshwar (ed): Technology Transfer by Multi-nationals. Delhi, Ashish Pub. House,1988. Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

Fourth Semester
Core Subjects
CP 401 ENTREPRENEURSHIP DEVELOPMENT Significance of Entrepreneur in Economic Development; Economic, social and psychological need for entrepreneurship; Characteristics, qualities and pre-requisites of entrepreneur; The function of the entrepreneur in the economic development of a Country; Methods and procedures to start and expand ones own business; Life cycle of new business and relationship with large enterprises; Achievement motivation; Environmental Factors affecting success of a new business; Reasons for the failure and visible problems for business. Feasibility Study Preparation of Feasibility Reports: Selection of factory location, Demand Analysis, Market potential measurement, Capital saving and project costing, Working capital requirements, profit and tax Planning; Economic, Technical, Financial and Managerial Feasibility of Project. Govt. support to new enterprise to new enterprise; Incentives; source of Finance; Role of Govt. and Promotional agencies in entrepreneurship development. Entrepreneurship Development Programmes; Role of various institutions in developing entrepreneurship in India (A brief description only). Suggested Readings:
1. Cliffton, Davis S. & Fyfie, David E. Project feasibility analysis. 1997, John Wiley, NY 2. Desai, A.N. Entrepreneur & environment, 1990, Ashish, New Delhi 3. Drucker, Peter. Innovation & entrepreneurship, 1985, Heinemann, London 4. Jain, Rajiv. Planning a small scale industry: a guide to entrepreneurs, 1984, SS Books, Delhi 5. Kumar, SA. Entrepreneurship in small industry, 1990, Discovery, New Dlehi 6. McClelland, D.C. & Winter, W.G. Motivating economic achievement. 1969, Free Press, NY 7. Pareek, Udai & Venkateshwar Rao, T. Developing entrepreneurship-a handbook on learning systems, 1978, Learning Systems, Delhi Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. CP 402 RESEARCH PROJECT The final project will be evaluated at the end of the fourth semester by the external examiner. This would be equivalent to the marks of the one paper.

CP 403 COMPREHENSIVE VIVA-VOCE

Specialization Areas
Marketing
MM-401: INTERNATIONAL MARKETING International Marketing: Definitions, Nature, Scope and Benefits; Reasons and Motivations underlying International Trade and International Business; Basic ModeS for Entry; Process of International Marketing ; Domestic Marketing versus International Marketing. International Marketing Environment, WTO Framework and International Marketing; Factor Influencing International Market selection strategies. International Marketing Planning and Control. International Marketing Mix: International Product Policy and planning International Product mix, Branding Labeling, Packing and organization of product warranties and services, International Pricing Policies strategies, the process of price setting, pricing decisions, information for pricing decisions. International Advertising: International advertising strategy, elements of advertising strategy, media strategy. International Distribution Management: International Distribution Channels, International distribution policy, selecting distribution channels. Suggested Readings:
1. Vern, Terpstra & Ravi Sarathy. International marketing. Thomson 2. Simon, Majaro. International marketing 3. John, Fayerweather. International marketing 4. Varshney, RL & Bhattacharya, B. International marketing. Sultan Chand, Delhi 5. Sak, Onkvisit & John Shaw. International marketing (analysis & strategy), PHI, New Delhi 6. Warren, J. Keegan. Global marketing management. Pearson/PHI, New Delhi 7. Phillip R Cateora. International marketing. TMH, New Delhi Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

MM-402 INDUSTRIAL MARKETING Nature & scope of industrial marketing: differences between industrial marketing and consumer marketing; understanding industrial markets: organizational customers; classifying industrial products; nature of demand in industrial markets; industrial buyer behaviour; industrial purchasing system; industrial marketing research; industrial marketing strategy; strategic planning, assessing marketing opportunities, segmentation of industrial markets, product positioning; pricing policies, pricing decisions, formulating channel strategy; logistics management, industrial marketing communication: sales force management, advertising and sales promotion Suggested Readings: 1. Reeder, Robert R. Industrial marketing: analysis, planning and control. Englewood Cliffs, NJ, PHI, 1991

2. Vitale, Business to business marketing: Thomson Learning, Mumbai 3. Havaldar, Krishna K. Industrial marketing, TMH, New Delhi 4. Corey, E. Raymond. Industrial marketing: cases & concepts. 3rd ed., Englewood Cliffs, NJ, PHI, 1983 5. Gross, A.C. Business marketing Boston, Houghton Mifflin, 1993 6. Hill, Richard, etc. Industrial marketing. Homewood Illinois, Richard D. Irwin, 1975 7. Webster, F.E. Industrial marketing strategy. 2nd ed. New York, John Wiley, 1979 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. MM-403 SERVICE MARKETING The Emergence of Service Economy; Nature of services; Difference in Goods and Services marketing; Marketing challenges in service businesses; Marketing framework for service businesses; The service classification; service product development , the service consumer behavior service management trinity; service vision and service strategy; quality issues and quality models; managing productivity and differentiation in service organizations. Demand supply management advertising; branding and packaging of services; recovery management; relationship marketing employee empowerment , customer involvement in services. Suggested Readings: 1. Zeithaml, VA & Bitner, MJ Services marketing. 3rd ed. TMH, New Delhi, 2002 2. Lovelock, Christopher H.. Services marketing: People, technology, strategy. 4th ed. Pearson, New Delhi 3. Hoffman & Bateson. Essentials of services marketing. Thomson Learning. Mumbai 4. Shankar, Ravi. Services marketing. Excel, 2002 5. Rampal, MK & Gupta, SC Service marketing. Galgotia, New Delhi 6. Rust, Zahorik & Kenningham, Services marketing 7. Mcdonald, Malcolm & Payne. Marketing Planning for services. Butterworth Heinemann, 1996 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. There would be one question in the form of case study. In all, the students would be required to attempt 5 questions. All questions carry equal marks. MM-404 : DIRECT MARKETING Direct marketing; definition, scope and importance of direct marketing ; direct marketing modes- Tele marketing, catalogue marketing, network marketing, data base marketing changing face of direct marketing.

Element of direct marketing; planning a direct marketing program; direct marketing and developing new business; guidelines for effective direct marketing; likely pitfalls, rules for success. Institutional direct marketing; industrial direct marketing; retail direct marketing; dealer identified direct marketing; Segmentation and target marketing; marketing mix for direct marketing; product, price, place and promotion strategies. Direct marketing operations; planning direct marketing campaign; communication for direct marketing; media planning; fulfillment and customer servicereceiving and processing orders, inventory and warehousing decisions, and customer service. Tools and techniques; role of information technology in direct marketing; developing customer database4; cost analysis and cost control of direct marketing; evaluating effectiveness of direct marketing. Applications of direct marketing financial services marketing; funds raising; customer loyalty programmers. Suggested Readings: 1. Mcdonald, William J. Direct marketing, TMH, New Delhi, 1998 2. Bird, Dryayton. Commonsense Direct marketing, Kogan Page, London 3. Bobstone. Successful Direct marketing methods, NTC, CHicago 4. Edward, Nash. The Direct marketing handbook. TMH, New Delhi 5. Edward, Nash. Direct marketing TMH, New Delhi, 1992 6. Roberts, ML & Berger Direct marketing management, PHI, NJ 7. Stone, Mertin, Derke, Davies & Alison, Bond. Direct hit, Macmillan, New Delhi Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. MM-405 : RURAL AND AGRICULTURAL MARKETING Nature, characteristics and the potential of rural markets in India, socio-cultural, economic & other environmental factors affecting rural marketing; attitudes & behaviour of the rural consumers and farmers; marketing of consumer durables and non-durable goods and services in rural markets with special reference to fertilizers, seed, farm input & pesticides; organization & functions of agricultural marketing in India, Classification of agricultural products with particular reference to seasonality and perishability; marketing structure and performance; processing facilities for different agricultural products. Role of warehousing; determination of agricultural prices and marketing margins; role of agricultural price commission. Role of central and state governments. Institutions and organizations in agricultural marketing. Uniques features of commodity markets in India; Problems of agricultural marketing; nature, scope and role of co-operative marketing in India Suggested Readings: 1. Arora, RC. Integrated rural development, 1979, Scharnd, New Delhi 2. Desai, Vasant. Rural development. 1988, HPH, Bombay 3. Mishra, SN. Politics & society in rural India. 1980, Inter India, Delhi

4. Porter, Michael, E. Competitive strategy. 1980, Free Press, NY 5. Rudra, Ashok. Indian agricultural economics. Myths & realities. 1982, Allied, New Delhi 6. Stalk, George. Competing Against time. 1990, Free Press, New Delhi 7. Gopalaswamy, TP. Rural marketing, Wheeler Pub., New Delhi Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. MM-406 : MARKETING COMMUNICATION STRATEGY The communication process-the nature of communication, A model of communication-source encoding, message, channel, receiver/decoding, noise, response/feedback. Analyzing the receiver,
the response process, cognitive processing of communications-the cognitive response approach, the elaboration likelihood model. Establishing objectives for integrated marketing communications programmes-the value of objectives-communications, planning & decision making, determining promotional objectivesmarketing versus communication objectives, sales versus communication objectives-salesoriented objectives, communication objectives. Creative strategy, planning & development, the importance of creativity in advertising, advertising creativity, planning creative strategy-the creative challenge, taking creative risks, creative personnel, the creative process, creative strategy development. Creative strategy: implementation and evaluation: appeals and execution styles, creative tacticscreative tactics for print advertising, creative tactics for television. The internet and integrated marketing communications-advertising, sales promotion on the Internet, Personal selling on the internet, public relations on the internet, direct marketing on internet, The Process of public relations-developing & executing the PR programme, publicity Suggested Readings:

1. George E. Belch & Michale A. Belch: Advertising & promotion-an integrated marketing communications perspective 2. Kotler Philip-Analysis, planning, implementation & control-Pearson, Delhi 3. Blythe, Marketing communication, Pearson, New Delhi 4. Tom Duncan, Integrated marketing communication, TMH, New Delhi 5. OGuinn; Advertising; VIkas, New Delhi
Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

Finance
FM-401: PRINCIPLES OF INSURANCE & BANKING Introduction to insurance; various types of insurance; principles of insurance; important insurance policies in life & non-life insurance; IRDA & its role in insurance sector inIndia;

privatization of insurance industry in India; insurance business operations; recent trends in insurance around the globe, concept & implications of bank assurance and universal banking in India. Insurance environment: internal, external, legal and commercial. Comparative environment of insurance business, insurance procedure-settlement of claims under life and non-life insurance. Contemporary issues in insurance Evolution of banking law; main provision in banking regulation Act, 1949; and RBI Act, 1934 and Negotiable Instruments Act, 1881.Securities for bank advances; forms of securities and precautions taken by banks in accepting these securities. Guarnatees: contract of guarantee and contract of indemnity, gurantee as bankers security, writing reports on bank visits, prevailing practices in banking-case studies. Banker customer relationship; contemporary issues in banking; NPA and capital adequacy in Indian banks. Suggested Readings: 1. Gulshan, SS. Law and practices of banking in India 2. Davar, SR. Law and practice of banking 3. Tandon, HL. Banking law & practice in India 4. Varshney, PN. Banking law and practice 5. Cox, David., Elements of banking; John Murray, London 6. Bodla, BS. Garg, Mahesh and Karam Pal; Insurance-fundamentals, procedures and environment 7. Mehta, RRS. Fundamental of banking; HPH, New Delhi 8. Nigam, BML. Banking law and Practice, Konark Publ., Delhi Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. FM-402: INTERNATIONAL FINANCIAL MANAGEMENT Finance function in multinational firm; Institutional Structure of International financial markets; cost and availability of International financial flows; international financial instruments. International Working Capital Management: Aspects of International cash Management; investment criteria and borrowing decisions; cauterized versus decentralized cash Management; International investment: factors and benefits; direct and portfolio investment; International CAPM; capital Budgeting for foreign direct investment; assessing and managing Political Risk. International aspects of raising capital; determining financial structure of foreign subsidiaries of MNCs; financial choices for an MNC and its foreign affiliates; costs and risk of financing. Suggested Readings: 1. Maurice, D. Levi. International Finance, TMH, New York 2. A. Buckley. Multinational Finance, PHI, New Delhi

3. A.C. Shapiro, Multinational Financial Management. PHI, New Delhi

4. P. G. Apte. International Financial Management. TMH, New Delhi Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. FM-403: MANAGEMENT CONTROL SSYTEM Management control-concept, nature and scope. Organization goals, strategic planning and implementations, organizations structure, contingency theory, organizational climate, position of controller in the organization, structure of an organization; management control process; programming, budgetary planning and procedures. Budgetary control: flexible budgeting, Zero-based budgeting, performance budgeting; accounting aspects of control including internal audit and control, analysis and reporting, variance reporting, management control structure, responsibility centre, responsibility accounting, cost centre, profit centre, inter-divisional transfer pricing, measurement of divisional performance including performance evaluationqualitative and quantitative, investment centre, behavioral aspects of management control, motivation and morale, goal congruence, management control in specialized organization, selected case studies on non-profit and public service organization. Suggested Readings: 1. Suggested, RN & Govindrajan, V. Managemetn control systems, 8th ed., Taraporevala, Chicago, Irwin, 1995 2. Emmanuel, C and Otley, D. Accounting for management control. London, Nostrand Reinhold, 1985 3. Ghosh, PK & Gupta, GS., Cost analysis and control. Delhi, Vision, 1985 4. Glynn, JJ. Value for money: auditing in public sector. London, PHI, 1985 5. Hersey, P & Blanchard, HB. Managemetn of organisation behaviour: utilizing human resources. New Delhi, PHI, 1988 6. Maciariello, JA & Kirby, CJ. Management control system. Englewood Cliffs, New Jersey, PHI, 1994 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. FM-404: FINANCIAL DERIVATIVES Financial Derivatives- An Introduction. Forward Contracts; Future Contracts; Other Derivatives Securities; Type of Traders; Futures Markets and the use of Futures for hedging; Forward and Future Prices; Trading Strategies involving options; Black- Scholars Option Model; Binomial Model; Option on Stock indices; Currencies Futures Contracts; General Approach to Pricing Derivatives Securities; Derivatives Market in India. Suggested Readings: 1. Bhalla, VK Investment management: security analysis & portfolio management, New Delhi, S. Chand, 2001

2. Financial derivatives, Delhi, S. Chand, 2001 3. Brennet, M. Option pricing: theory & applications. Toronto, Lexington books, 1993 4. Cox, John C. Rubinstein, Mark Options markets. Englewood Cliffs, NJ, PHI, 1985 5. Huang & Randall, MR. Investment analysis and management. London, Allyn & Bacon, 1987 6. Hull, John C. Options, futures & other derivatives Securities. 2nd ed. New Delhi, PHI, 1996 7. Sharpe, William F etc. Investment, New Delhi, PHI, 1997 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. FM-405: MANAGEMENT OF FINANCIAL SERVICES Financial Services: Meaning, Nature and Types Leasing: concept, Classification, Accounting Legal and Tax Aspects of leasing; Financial Evolution of Leasing Factoring: Meaning, Characteristics, and type of Factoringarrangement, Factoring in India, Factoring vs. Forfeiting. Hire Purchase Finance and customer credit: Conceptual Frame Work; Legal Aspects; Taxation; Accounting and Reporting; Financial Evoluation of hire purchase Finance, Features of Consumer Credit. Housing Finance: Introduction. NHBs Housing finance Companies Directions. Prudential Norms, Housing finance scheme. Credit Rating: Meaning and type; Benefit of credit rating to investor and companies. Credit Rating Agencies; objectives and functions. Credit Card: Concept and significance; types of credit Card business in India. Book Building: Concept and mechanism of book building; significance and benefits of Book Building. Bought out Deals: Meaning and Nature; Mechanisms of Bought out Deals; Advantage; The Present Scenario. Securitization: Concept, Mode, Mechanism and Beneficiaries of Securitization; Securitization in India. Depository: Concept, Depository participants; Functions of depository system; Benefits of depository; Depositary system in India. Venture Capital: Meaning Modes of Financing. Role and Functions of Merchant Bankers. Suggested Readings: 1. Khan, MY Managemetn of Financial Services. TMH, 2001 2. Jordan, E. & K. Natarajan Emerging scenario of financial services. HPH, 1997 3. Brennet, M. Option pricing: theory & applications. Toronto, Lexington books, 1983 4. Kim, Suk & Kin, Seung. Global corporate finance: text & cases 2nd ed. Miami, Florida, Kotb, 1993 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. FM-406: PROJECT MANAGEMENT Generation and screening of project idea; capital expenditure; importance and difficulties; market demand and situational analysis; technical analysis; financial analysis; analysis of project risk; firm risk and market risk; social cost and benefit analysis; multiple projects and

constraints; network techniques for project management; project review and administrative aspects; project financing in India; problem of time and cost overrun in public sector enterprises in India; assessment of the tax burden; environment appraisal of projects Suggested Readings: 1. Ahuja, GK & Gupta, Ravi. Systematic approach to income tax. Allahabad, Bharat Law House, 1997 2. Bhalla, VK. Financial management and policy. 2nd ed., New Delhi, Anmol, 1998 3. Chandra, Prasanna. Projects: preparation, appraisal, budgeting and implementation. 3rd ed., New Delhi, TMH, 1987 4. Dhankar, Raj S. Financial management of public sector undertakings. New Delhi, Westville, 1995 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. FM-407: PORTFOLIO MANAGEMENT Introduction-meaning, need, risk & return determination of a portfolio, Masrkowitz portfolio theory, Sharpe simple index model and APT, Optimal portfolio; selection & problems; efficient frontier: meaning & construction and investors utility; efficient frontier (i) risk-free and (ii) risky lending and borrowing, leveraged portfolio, market portfolio, capital market line, CAPM; security market line, characteristic line; portfolio revision-meaning, need and constraints; formula plan, constant-dollar-value plan, constant ratio-plan, variable ration plan, bond portfolio management strategies-[passive portfolio strategies, active portfolio strategies, portfolio performance evaluation, risk adjusted performance measures Suggested Readings: 1. Alexander, Gordon J and Sharpe, William F. Fundamentals of investment. Englewood Cliffs, NJ, PHI 2. Kevin, Portfolio management, PHI, New Delhi 3. Sharpe, Investments, PHI, New Delhi 4. Strong, Portfolio management, Thomson Learning, Bombay 5. Elton, Edwin J & Gruber, Martin J. Modern portfolio theory and investment analysis. NJ, John Wiley 6. Reily, Frank K., Investment analysis and portfolio management, Dryden Press 7. Fischer Donald E. & Jordan, Renold J., Security analysis & portfolio management Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

Human Resources Management

HRM 401 COUNSELLING SKILLS FOR MANAGERS

Emergence and growth of counseling services; approach to counseling; counseling process; beginning, developing and terminating a counseling relationship and follow up counselors attitude and skills of counseling; cooping with occupational stress in the organizations; assessing clients problems; selection of counseling strategies and interventions-changing behaviour through counseling; special problems in counseling; application of counseling to organizational situations with a focus on performance counseling. Suggested Readings: 1. Cormer, LS & Hackney, H. The professional counselors process guide helping. Englewood Cliffs, NJ, PHI< 1987 2. Maclennan, Nigel. Counseling for managers. Aldershot, Grover, 1996 3. Moursund, J. The process of counseling and therapy. 2nd. Ed. Englewood Cliffs, PHI, NJ, 1990 4. Munro, CA etc. Counseling: a skills approach. Methuen, 1980 5. Reddy, Michael. Counseling at work. British psychological society and Meuthen, London and New York, 1987 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. HRM 402 LEGAL FRAMEWORK GOVERNING HUMAN RELATIONS Emergence and objectives of labour laws and their socio-economic environment; laws relating to industrial disputes, trade unions; social security laws-laws relating to workmens compensation, employees state insurance, wages and bonus laws-the law of minimum wages, payment of wages, laws relating to working conditions-the laws relating to factories, interpretations of labour laws, their working, and implications for management, union workmen, the economy and the industry. Suggested Readings:

1. Ghaiye, BR. Law and procedure of Deptt. Enquiry in private and public sector, Eastern Law Co., Lucknow, 1994 2. Malhotra, OP. The Law of industrial disputes, Vol. 1 & 2. N M Tripathi, Bombay, 1985 3. Malik, P.L. Handbook of industrial law, Eastern Book, Lucknow, 1995 4. Saini, Debi S. Labour Judiciary, adjudication and Industrial Justice. Oxford Univ. Press, New Delhi, 1995 5. Saini, Debi S. Redressal of labour grienvances:claims and disputes. Oxford & IBH, New Delhi, 1994 6. Seth, DD. Industrial disputes Act, 1947. Vol. I & II N.M. Tripathi, Bombay, 1995 7. Srivastava, SC. Industrial relations and labour law. Vikas, New Delhi, 1994 8. Kapoor, ND. Mercantile Law, Sultan Chand & sons. New Delhi, 2001 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. HRM 403 MANAGEMENT TRAINING AND DEVELOPMENT Training Process an overview; Role, responsibilities and challenges to training manager; Organization and management of training function; Training needs assessment and action research; Instructional objectives and lesson planning; Learning process; Training Climate and pedagogy; Training methods and techniques; Training aids; Training communication; Training evaluation; Training and development in India. Suggested Readings: 1. Beunet, R ed. Improving training effectiveness. Aldershot, 1988 2. Buckley, R. & Caple, Jim. The theory & practice of training, London, Kogan, 1995 3. Lynton, R. Pareek. Training for development. 2nd ed. Vistaar, New Delhi, 1990 Pepper, Allen D. Managing the trainging & development function. Aldershot, Gover, 1984 5. Rae, L How to measure training effectiveness. Aldershot, Gover, 1986 6. Reid, MA etc. Training interventions: managing employee development 3rd ed. IPM, London, 1992 7. Senge, P. The fifth discipline: the art & practice of the learning organizations, century, London, 1992 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. HRM 404 ORGANISATIONAL CHANGE AND INTERVENTION STRATEGIES

Organizational change an overview; Approaches to problem diagnosis; some major Techniques of planned changes; steps in OD, General OD competencies, OD skills, designing interventions - interpersonal, team, intergroup and system; Evaluation of OD; Ethics of OD professional; Future of OD; Internal and external consultant; Excellence of management by chief executives. Suggested Readings: 1. Abad, Ahmad etc. Developing effective organization. Shriram Centre for Industrial relations, New Delhi, 1980 2. De Nitish. Alternative designs of human organizations. Sage, London, 1988 3. French, WH & Bell, CH. Organization development, PHI, New Delhi, 1991 4. French, WL etc. Organization development theory: practice & research, 3rd ed. Universal book stall, New Delhi, 1990 5. Harvey, DF & Brown, DR. AN experimental approach to organization development, PHI, NJ, 1990 6. Huse, FE & Cummings, TG. Organization: development & change, 3rd ed. , NY, 1985 7. Sinha, DP etc. Consultants and consulting styles, Vision, New Delhi, 1982 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. HRM 405 HUMAN RESOURCE DEVELOPMENT: STRATEGIES AND SYSTEMS Field of HRD concepts, goals, challenges; HRD climate and practices in India; Staffing HRD function; Developing HR strategies; HRD system design principles; Design & administration of select HRD systems; HRD for workers; HRD intervention; HRD approaches for coping with organizational changes Suggested Readings: 1. Dayal, Ishwar. Successful applications of HRD. New Concepts, New Delhi, 1996 2. Dayal, Ishwar. Desinging HRD systems. Concepts, New Delhi,, 1993 3. Kohli, Udeesh & Sinha, DP. HRD-global challenges & strategies in 2000 A.D. , ISTD, New Delhi, 1995 4. Maheshwari, BL & Sinha, DP Management of change through HRD. TMH, New Delhi, 1991 5. Pareek, U etc. Managing transitions: the HRD response. TMH, New Delhi, 1992 6. Rao,T V etc. Alternative approaches and strategies of HRD. Rawat, Jaipur, 1988 7. Silvera, DN. HRD: The Indian Experience. India, New Delhi, 1991 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

HRM 406: GLOBAL HUMAN RESOURCE DEVELOPMENT Human and cultural variables in global organizations; cross cultural difference and managerial implications; cultures in organizations and Hofstedes study; structural evolution of global organizations; cross cultural leadership, motivation and decision making, cross cultural communication and negotiation, human resource management in global organizations, selection, source criteria for international assignment; compensation and appraisal system. Suggested Readings: 1. Adler, NJ. International dimensions of organizational behaviour. Kent Pub., Boston, 1991 2. Bartiett, C & Ghoshal, S. Transnational management: text, cases and reading in cross border management, Irwin, Chicago, 1995 3. Dowling, PJ etc., International dimensions of Human resource management, 2nd ed., Wadsworth, California, 1994 4. Hofstede, G. Cultures consequence: international differences in work related values. 2nd ed., Sage, London, 2001 5. Marcis, D and Puffer, SM. Management International: cases, exercises and readings. West Publ., St. Paul, 1994 6. Mead, R. International management: cross cultural dimensions. Blackwell, Cambridge, 1994 7. Ronen, S. Comparative and multinational management, John Wiley, NY, 1986 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. There would be one question in the form of case study. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

INTERNATIONAL BUSINESS
IB-401: INTERNATIONAL FINANCIAL MARKETS Globalization and the growth of derivatives, Euro-currency market, Euro-banking and Eurocurrency centers, Term structure of Euro-currency rates, Euro-currency futures and options, Syndicated Euro-credits International bond markets-Introduction, new issue procedures in the Eurobond markets, Eurobond valuation and hedging, interest rates and currency swaps, pricing option, features of International bonds, The European monetary system, new instruments in International capital markets, International banking and country risk, International portfolio diversification Suggested Readings: 1. Buckley, Adrian Multinational finance. 3rd ed., Englewood Cliffs, PHI, 1996 2. Eiteman, David K & Stoenhill, Arthur I. Multinational business finance. California, Addison-Wesley, 1988 3. Johnson & Giaccott. Options & futures. St. Paul, West, 1988 4. Kim, Suk & Kin, Seung. Global corporate finance: text & cases 2nd ed. Miami, Florida, Kotb, 1993

5. Shapiro, Alan C. Multinational Financial Management. PHI, New Delhi, 1995 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. IB-402: INTERNATIONAL MARKETING International Marketing: Definitions, Nature, Scope and Benefits; Reasons and Motivations underlying International Trade and International Business; Basic ModeS for Entry; Process of International Marketing ; Domestic Marketing versus International Marketing. International Marketing Environment, WTO Framework and International Marketing; Factor Influencing International Market selection strategies. International Marketing Planning and Control. International Marketing Mix: International Product Policy and planning International Product mix, Branding Labeling, Packing and organization of product warranties and services, International Pricing Policies strategies, the process of price setting, pricing decisions, information for pricing decisions. International Advertising: International advertising strategy, elements of advertising strategy, media strategy. International Distribution Management: International Distribution Channels, International distribution policy, selecting distribution channels. Suggested Readings: 1. Vern, Terpstra & Ravi Sarathy. International marketing. Thomson 2. Simon, Majaro. International marketing 3. John, Fayerweather. International marketing 4. Varshney, RL & Bhattacharya, B. International marketing. Sultan Chand, Delhi 5. Sak, Onkvisit & John Shaw. International marketing (analysis & strategy), PHI, New Delhi 6. Warren, J. Keegan. Global marketing management. Pearson/PHI, New Delhi 7. Phillip R Cateora. International marketing. TMH, New Delhi Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. IB-403: INTERNATIONAL FINANCIAL MANAGEMENT Finance function in multinational firm; Institutional Structure of International financial markets; cost and availability of International financial flows; international financial instruments. International Working Capital Management: Aspects of International cash Management; investment criteria and borrowing decisions; cauterized versus decentralized cash Management; International investment: factors and benefits; direct and portfolio investment; International CAPM; capital Budgeting for foreign direct investment; assessing and managing Political Risk. International aspects of raising capital; determining financial structure of foreign subsidiaries of MNCs; financial choices for an MNC and its foreign affiliates; costs and risk of financing. Suggested Readings: 1. Maurice, D. Levi. International Finance, TMH, New York

2. A. Buckley. Multinational Finance, PHI, New Delhi 3. A.C. Shapiro, Multinational Financial Management. PHI, New Delhi

4. P. G. Apte. International Financial Management. TMH, New Delhi Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. IB-404: INTERNATIONAL STRATEGIC MANAGEMENT Identifying strategic alternative: nature and dimensions of international strategic management; domestic versus international strategic management; function of international strategic planning; pre-requisites and complexities of International business strategy. Strategies for foreign market entry and penetration; growth strategy; International business integration, strategy for risk and stability, revival strategies, restructuring and divestment. Approaches to strategy formulation: the traditional approach, modern approaches-Gap Analysis, Capital investment theory, ANSOFF adaptive search approach; portfolio approaches- Bostons model, GE-McKinsey model, Hofers model and Shells directional policy model; competitive strategy vis--vis domestic firms. Strategic implementation: role and responsibility of the corporate leader; impact of competition, corporate cultures and personal values; organizational structure for strategy formulation; factors of successful implementation of multinational strategy. Suggested Readings: 1. Dunning, JH (1988) Explaining International Production, Harper Collins, London 2. Garpand, J. & Farmer, RN. International permissions of business policy & strategy, Kent Publ. Co., Boston, Massachusetts 3. Ansoff, HI. Corporate strategy, McGraw Hill, London 4. Porter, ME. Competitive strategy, Free Press, NY Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks. IB-405: CROSS CULTURAL AND GLOBAL MANAGEMENT Human and cultural variables in global organizations; cross cultural differences and managerial implications; cross cultural research methodologies and Hofstedes study; structural evolution of global organizations; cross cultural leadership and decision making; cross cultural communication and negotiation; human resource management in global organizations; ethics in International business; western and eastern management thoughts in the Indian context Suggested Readings: 1. Adler, NJ. International dimension of organizational behaviour. Boston, Kent Publishing, 1991 2. Bartlett, C & Ghoshal, S. Transnational management: text, cases and readings in cross border management. Chicago, Irwin, 1995 3. Dowling, PJ etc., International dimensions of human resource management. 2nd ed., California, Wadsworth, 1994

4. Hofstede, G. Cultures consequence: international differences in work related values, 2nd ed., London, Sage, 2001 5. Marcic, D & Puffer, SM. Management International: cases, exercises. And readings. St. Paul, West Publ., 1994 6. Mead, R. International management: cross cultural dimensions. Blackwell, Camb., Mass., 1994 7. Mendenhall, M. etc., Global management. Cambridge Massachusetts, Blackwell, 1995 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. There would be one question in the form of case study. In all, the students would be required to attempt 5 questions. All questions carry equal marks. IB-406: REGIONAL ECONOMIC BLOCKS Theory of economic integration, economic integration and endogenous growth; selected regional blocks-NAFTA, EU, ASEAN, SAARC; globalization Vs. regionalization; regional blocks, building blocks or stumbling blocks: ongoing challenges-environment volatility, rise of global mania; regional alternatives; regional competition; new organizational challenges. Suggested Readings: 1. Balassa, Bela. Theory of economic integration. Lndon, George Allen & Unwin Ltd., 1961 2. Bhalla, VK. World Economy in 90s: a portfolio approach. Delhi, Anmol, 1990 3. Dreze, Jean & Sen, Amartya. Indian development: selected regional perspective, Delhi, Oxford Univ. Press, 1997 4. Jackson, J. The world trading system, Cambridge, Mass:MIT Press, 1994 5. Krugman, Paul R. & Obstfeld, M. International economics. 3rd ed., USA, Harper Collins, 1994 6. Machulp, FA. History of thought on economic integration, London, Macmillan, 1977 Note: The examiner will set 8 questions in all. Q. No. 1 comprising of 7 short answer type questions, shall be compulsory. In all, the students would be required to attempt 5 questions. All questions carry equal marks.

INFORMATION TECHNOLOGY MANAGEMENT ITM-401: DATA MINING AND DATA WAREHOUSING

Introduction: The Evolution of Data Warehousing (The Historical Context), The Data Warehousing, A Brief History, Todays Development Environment. Principles of Data Warehousing (Architecture, Design Techniques): Types of Data and Their Uses, Conceptual Data Architecture, Design Techniques, Introduction to the Logical Architecture. Creating the Data Asset: Business Data Warehouse Designs, Populating the Data Warehouse. Unlocking the Data Asset for End Users (The Use of Business Information): Designing Business Information Warehouse, Populating Business Information Warehouse, User Access to Information, Information-Data in Context. Data Mining Introduction: Motivation, Importance, data mining, Kind of data, Functionalities, Interesting Patterns, Classification of data mining systems, Major issues.

Data warehouse and OLAP Technology for Data Mining: Data Warehouse, operational database systems and data warehouses. Architecture, Implementation, development of data cube technology, data warehousing to data mining, Data Warehouse usage. Data Preparation: Preprocess Data cleaning, Data integration and transformation, Data reduction, Discrete and concept hierarchy generation. Data Mining Primitives: Languages, and System Architecture, graphical user interfaces. Concept Description: Characterization and Comparison, Data generalization and summarization based characterization, Analytical characterization: analysis of attribute relevance, Mining class comparisons, Mining descriptive statistical measures in large database. Mining Association Rules in Large Database: Mining single-dimensional Boolean association rules from transaction database, Mining multidimensional association rules from database and data warehouses, from association mining to correlation analysis, Constraint-based association mining. Classification and Prediction: Issues, Classification by decision tree induction, Bayesian classification, Classification by back propagation. Classification based on concepts from association rule mining. Other classification methods. Suggested Reading: 1. Alex Berson, Stephen Smith, Kurt Threarling; Building Data Mining Applications for CRM, Tata Mcgraw Hill, New Delhi, 2000. 2. Alex Berson, Stephen Smith; Data Warehousing, Data Mining, and OLAP, Tata McGraw Hill, New Delhi. 3. Michael J.A. Berry; Data Mining Techniques: For Marketing, Sales and Customer Support, Gordon Linoff/1997. 4. Han, Jiawei; Data Mining: Concept and techniques, Harcourt, New Delhi, 2001. 5. Pujari, Arun K.; Data Mining Techniques, Hyderabad University Press, 2001. 6. Michael J.A. Berry and Gordon Linoff; Mastering Data Mining: The Art and Science of Customer Relationship Management, John Wiley, 2001.

ITM-402 eCRM
Introduction: Knowledge Management, e-Business, and CRM. The New Economys New Face, How We Got Here. The Long-Winded Road. The New-New Imperatives. Understanding E-Business: CRM and KM, The New Digital Landscape, Getting Down to eBusiness, Customer Relationship Management, Knowledge Management, Knowledge-Enabled Customer Relationship Management. A Roadmap for Success: The Knowledge-Enabled Customer Relationship Management Roadmap. Phase I: Evaluation and Strategic Alignment Phase II: Infrastructural Development and Development Phase III: Leadership, Change Management, Measurement and Refinement. Aligning Strategy and Technology Choices: Getting Past the innovators Dilemma. The KCRM Strategic Framework. Analyzing the Business Environment. Understanding the Context Strategic Technology. Audit and Analysis: Why Audit Customer Knowledge? Initiating the Audit. Reference Measure and Methodological Choices. The Audit Method. Documenting Customer Knowledge Assets using the audit results to drive KCRM Building an implementation team:tasks and expertise, team composition, leadership, risk assessment and common pitfalls

Blueprinting the technology infrastructure: design challenges. The customer lifecycle, customer knowledge management: technology framework, The KCRM architecture. Integration. Longterm considerations Results-driven development and deployment: hidden costs and other surprises, an overview of Big-Bang, systems development methods, looking beyond the waterfall, results drivwen incremental Suggested Reading: 1. Alex Berson, Stephen Smith, Kurt Threarling; Building data mining applications for CRM, TMH, New Delhi, 2000 2. Michael, JA Berry; Data mining techniques: for marketing, sales, and customer support, Gordon Linoff/1997 3. Michael JA Berry and Gordon Linoff: Mastering data mining: the art and science of customer relationship management, John Wiley, 2001 ITM-403 PRACTICAL BASED ON ITM-401 & ITM-402