MBA (Retail Management)

Course Outline in Unit Form

COURSE OUTLINE

MASTER OF BUSINESS ADMINSITRATION in Retail Management (MBA-RM)

Everonn Business Education limited (EBEL)

 MASTER OF BUSINESS ADMINSITRTAION IN RETAIL MANAGEMENT
COURSE STRUCTURE (SEMESTER FRAME)

Subject
Subject Name Credits Contact Hours
Code

Semester-1

101 Principles of Management 4 30

102 Organization Behavior 4 30
103 Managerial Economics 4 30
104 Accounting for Decision Making 4 30
105 Modern Retailing Practice 4 30
Semester-2
106 Business Law and Retail Legislation 4 30
107 Financial Management 4 30
108 Human Resource Management in Retailing 4 30
109 Retail Marketing 4 30
110 Retail Store Operations 4 30
111 Summer Project/Internship 6
Semester-3
112 Store Planning, Layout and Designing 4 30
113 Buying & Merchandizing 4 30
114 Elective-1 4 30
115 Elective- 2 4 30
116 Elective- 3 4 30
Semester-4
117 Retail Customer Service 4 30
118 Retailing Strategies 4 30
119 Elective- 4 4 30
120 Elective- 5 4 30
121 Elective- 6 4 30
122 Main Project 4
Total 90 Credits

Business Communication is a compulsory spread over 3 semesters covering verbal and writer
communications.
 Specialization Courses

Subject Subject Name Credits Contact

Code Hours

E-1 Retail Product and Brand Management 4 30

E-2 Understanding the Retail Customer 4 30
E-3 Multichannel Retailing 4 30
E-4 Retail Franchising 4 30
E-5 Customer Relationship Management in Retailing 4 30
E-6 Visual Merchandising 4 30

O-1 Supply Chain Management and Warehousing 4 30

O-2 Operations Management in Retailing 4 30
O-3 Category Management 4 30
O-4 Costing and Control in Retailing 4 30
O-5 Mall Management 4 30
O-6 IT Application in Retailing Operations 4 30

Total Credit Load= 90 credits

1. Total Classroom Credits: 20*4= 80 credits

2. Summer Project: 6 credits
3. Final Project: 4 credits
 Second Semester

[Code – 106) Business Law and Retail Legislation

Unit-1

Introduction to Legal Environment

Meaning of Law – Purpose of Law – Sources of Law – Classification of Law – Torts – National and International Law
– Evolution of Mercantile/ Business Law – International Business Law – Justice Delivery System in India.

Legal issues in retail-Introduction, difference between ethics and law, the field of ethics-central and ethical
perspectives, Consumer Protection Act.

Unit-2

Business Contracts

Legal Elements of contacts – Parties – Offer – Acceptance – Consideration

Types of Contracts – Valid Contracts – Voidable Contracts – Breach of Contracts and Remedies – Payment
of Damages
Contracts of Agency – Rights and Duties of Principal and Agent – Termination Agency
Special Contracts – Guarantee/ Indemnity/ Letter of Credit/ Lien/ Set Off
Important Clauses in Corporate & Commercial Agreements
Description of Parties – recitals of Subject – Consideration – Covenants and
Undertaking – Signature and attestation – Endorsement and Supplement Deeds – Stamp Duty and
Registration – Application Law – Force Majeure – Notice – Arbitration

Employer and Employee Contracts

-Conditions – Obligations – Termination – Liquidated damages- Date Privacy – Confidentiality-
Indemnification.
Unit-3

Financial Services – Legal and Regulatory Environment

Banking- Regulation of Banking in India – RBI & Banking Regulation Act

-Negotiable Instruments Act
 -Kinds of Negotiable Instruments- Special Characteristics - Cheques – Crossing of Cheques –
Endorsements
- Banker’s Duties and Liabilities for Collection and Payment of Cheque
-Dishonor of Cheque – Liabilities of Parties and Penalties
- SARFAESI Act – Salient Features – Execution.
Insurance
‐ Essential Elements of Insurance Contracts
‐ Principles of Insurance – Insurable Interest – Indemnity – Causa Proxima – Risk – Mitigation of Loss –
Subrogation – Contribution – Reinsurance – Double Insurance.
‐ Standard Clauses in Insurance Policies – Fire Insurance – Marine Insurance – Liability Insurance.
‐ IRDA – Role and Functions
Trading of Securities – Market Regulation by Companies Act – Securities Contracts Regulation – SEBI –
Stock Exchanges – Depositories
Unit-4

Laws-employee theft, customer theft, loss prevention strategies, internet fraud,

Specific laws that effect retailers- Trade mark regulations, anti-trust laws, horizontal agreements, vertical
agreements, consumer protection act, corporate disclosure act

Law Relating to Corporate Business Entities

Advantages of a corporate Entity – Salient Feature of a Company – Lifting the Corporate Veil – Types
of Companies – Difference between private and Public Companies
Incorporation of a Company – Documents of Incorporation
Raising of Capital from public – Prospectus – SEBI Guidelines.
Share Capital and Allotment
Transfer of Shares – Buyback of Shares – Dividend on Shares.
Company Management – Qualifications for Appointment of Directors – Duties and Liabilities of
Director
‐ Meetings and Resolutions
‐ Board Meetings – Statutory Meetings
‐ Annual General Meeting – Extraordinary General Meeting
‐ Voting – Proxy
‐ Resolutions.
‐ Reconstruction and Amalgamation
 ‐ Mergers and Acquisitions
‐ Winding up
Unit 5

Property Law for Business

Classification of Property – Moveable and Immovable Property / Tangible and Intangible Assets
Sale and Agreement to Sell – Rights and Duties of Seller and Buyer – Rights of Unpaid Seller (Sale of
Goods Act)
Borrowing against Property as Security
-Hypothecation / Pledge of Current Assets – Rights and Liabilities of Parties
- Mortgage of Immovable Property
- Registration of Charges by Companies
Hire Purchase / Lease of Property
Exchange / Gift / Assignment of Property
Intellectual Property Rights
‐ Classification – Protection of IPR Law against infringement – Remedies.
Business and Tax Laws

Classification of Taxes – Income Tax – Wealth Tax – Excise Customs Duty – Sales Tax- VAT – Service Tax.

References

1. S.S.Gulshan, Mercantile Law, Excel Books, New Delhi.

2. S.S. Gulshan, Business Laws, Excel Books, New Delhi.
3. S.S. Gulshan, Company Law, Excel Books, New Delhi.
4. Gupta S.N., Banking Law in Theory and Practice, 5th Edn., Universal Law Co.
5. Parag Diwan, Principles of Retailing, Excel Books, New Delhi
 [Code – 107) Financial Management

Unit-1
Introduction to Financial Management: Objectives – Functions and Scope – Evolution – interface of financial
management with other functional areas – environment of corporate finance.
Financial markets & Institutions : Financial Markets – functions and classifications of financial markets – money
market – forex market – government securities market – capital market – derivatives market – international capital
markets – participants : Financial Institutions, development of financial institutions, insurance companies, investment
institutions, mutual funds, commercial banks, non banking financial companies, housing finance companies, foreign
institutional investors , regulatory authorities, RBI, SEBI, IRDA.
Unit-2
Sources of Long-Term Finance : Equity capital and preference capital – debenture capital – term loans and deferred
credit – government subsidies – sales tax – sales tax deferments and exemptions – leasing and hire-purchase-new
instruments. Raising Long-term Finance : Venture Capital, initial public offering, public issue by listed companies,
rights issue, preferential allotment, private placement, term loans. Introduction to Risk and Return : Risk and Return
concepts – risk in a portfolio context – relationship between risk and return- CAPM and dividend capitalization model.
Unit-3
Time value of Money : Introduction – types of cash flows – future value of a single cash flow, multiple flows and
annuity – present value of a single cash flow, multiple flows and annuity, growing annuity, perpetuity and growing
perpetuity. Valuation of securities : Concept of valuation – bond valuation – equity valuation : dividend capitalization
approach and ratio approach – valuation of warrants and convertibles.
Unit-4
Cost of Capital: Concept and importance – cost of debenture – term loans – equity capital and retained earnings –
calculation of weighted average cost of capital – weighted marginal cost of capital schedule. Basics of Capital
Expenditure Decisions : The process of capital budgeting – basic principles in estimating cost and benefits of
investments – appraisal criteria : discounted and non-discounted methods (pay-back period – average rate of return
– net present value – benefit cost ratio- internal rate of return).
Unit-5
Analysis of Project Cash Flows: Cash flow estimation – identifying the relevant cash flows – cash flow analysis –
replacement, cash flow estimation bias – evaluating projects with unequal life – adjusting cash flow for inflation.
References

1. Sudhindra Bhat, Financial Management, Excel Books, New Delhi.

2. M.P. Pandikumar, Management Accounting, Excel Books, New Delhi.
3. Prasanna Chandra, Financial Management – Theory and Practice , Tata McGraw Hill, New Delhi (1994).
4. I.M.Pandey, Financial Management, Vikas Publishing, New Delhi.
5. Dr B Prakash,, Accounting for Managers, Excel Books, New Delhi.
 [Code – 108) Human Resource Management in Retailing

Unit-1
Introduction to HRM : Definition – concepts – History of HRM – importance of HRM – role of HR Executives – HRM
Functions- Challenges of Human Resource Management – new challenges for HR Executives – structure and
organizational chart of HR Department.
Unit-2
Human Resource Management at Work : Line Vs. Staff Authority – Globalisation and its impact on HR – IT Systems
and HR. Job analysis and design : Concept of job analysis and design – methods of job analysis – job description –
job specification – modern management techniques : job rotation – job enlargement – job enrichment.
Managing the dejobbed world, competency mapping
Unit-3
Human Resource Planning (HRP) – Definition – need and importance of HRP – process of HRP – levels and types of
HRP – forecasting demand for employees – balancing supply and demand considerations – HRP model. Recruitment
and selection process: Definition and concept of recruitment – factors affecting recruitment – sources of recruitment
– information technology and HR recruiting on the net. Methods and techniques of recruitment – recruitment policies.
Unit-4
Selection process Person job fit – person organization fit – elements of selection process – steps in the selection
procedure – various types of tests – selection interview – methods and process (including reference check and
medical examination ) – placement and induction – competency testing systems. Performance and Potential
Appraisal : Concept – objectives of performance appraisal – the appraisal process – traditional methods and modern
methods of appraisal (including MBO, 360 degree, assessment centre, balance scorecard, etc. ) – appraisers,
manager / supervisor, self, subordinate, peer team and customer – fitfalls in performance appraisals – Potential
appraisal.
Unit-5
Employee training and management development: Importance and objectives – distinction between training and
development – types of training and development – training need analysis – systematic approach to training and
development – evaluation of training.

References
Personnel / Human Resource Management, David A Decenzo & Stephen P Robbins – Prentice-Hall, India
Human Resource Management, Gary Dessler, Prentice – Hall, India
Human Resource Management, Michael R Carrell, Nobert F Elbert & Robert D Hatfield – Prentice – Hall
Human Resource Management (2006), Jyothi, P and Venkatesh, D. N. Oxford; Oxford University Press
 .
(109) Retail Marketing

Unit-1

Introduction to Retail Marketing: Meaning & Definition of Retail Marketing,– Relevance and significance of Retail
Marketing, Definition of marketing management – marketing concepts – evolution of marketing – marketing mix,
Retail marketing challenges for the 21st Century. Micro Environment: The company – suppliers – intermediaries –
customers – competitors, public. Macro Environment: Demographic, economic, natural government intervention in
natural resource management – political environment – cultural environment.
Unit-2

Shopper/Shopping Behavior: The Grocery Shopper-SKU Reduction, timing, Variety seeking, early purchase,
consumer inventory, A Buyer behavior perspective – characteristics affecting consumer behavior – consumer buying
roles – types of buying decision behavior – the buyer decision process – the buyer decision process for new
products. Customer loyalty. Special characteristics of industrial market and commodity retailing, importance of selling
for an industrial retailer and retail business buying behavior.
Unit-3
Segmenting & Targeting: Levels of segmentation – patterns of segmentation – procedures for marketing
segmentation – requirements of effective segmentation – market targeting – evaluation and selecting target markets,
focusing and niche versus mass customization.
Positioning: Competitive differentiation, concept of positioning, positioning as strategy, communicating your
positioning strategy, positioning by usage, by user, by product benefit etc.
Unit-4
Retail Product Decisions: Product classifications – individual product decision – product – mix decisions – product –
line decisions. Developing new products: New product development processes – challenges in developing new
products – consumer adoption process for new products. Life cycle strategies: Product life-cycle – stages in PLC –
brand life cycle – marketing strategy, pricing strategy
Unit-5
Distribution and channel decision : Nature of distribution channels – channel design and modification decisions –
physical distribution and distribution cost analysis, channels – the middlemen – the wholesaler – retailing – evolution,
types of retailing – telemarketing, retailing – the supplier market – the multichannel system – the supermarket – mail
– order – transportation – warehousing – inventory management. Retail promotion management, advertising, sales
promotion, publicity and public relations.
References

1. Yoginder Singh, Dictionary of Retailing,Cyber Tech Publications, 2007

2. A Sivakumar, Retail Marketing, Excel Books, New Delhi.

3. Gilbert, Retail Marketing Management, 2nd Edition, Pearson Education,

4. Gibson G Vedamani, Retail Management: Functional Principles and Practice, Jaico Publishing House, Second
edition. 2004

5. Swapna Pradhan, Retailing Management: Text and Cases, Tata McGraw Hill

Publishing Company Ltd., 2004

6. Bert Rosenbloom, Marketing Channels: A Management View , Thomson, New Delhi 2007.

7. Harish V.Verman, Brand Management: Text and Cases,Excel Books, 2002.

8. K.Suresh (Sl), Positioning and Repositioning: Perspectives and Applications , ICFAI University Press, Hydrabad,
2005
 (110) Retail Store Operations

Unit-1

Introduction to Retail Store Operations, store operation resources, daily procedures, refunds and returns, retailing
tips, shoplifting and emergency planning. Key components of retail operations, store administration and management
of the premises, managing inventory and supply, managing receipts, customer service, managing promotions,
events, alliances and partnerships in retail operations management.

UNIT-II

Atmospherics, and retail space management, Store space management, fundamentals of atmospherics, walls as
retail selling tools, color planning, physical materials in store designing, atmospherics in the context of Internet
retailing. Principles of store design, concept of store design, exterior store design, interior store design,
considerations in layout selection, methods of display.

UNIT-III

Customer Service in Retailing: Customer Service: Strategic Advantage through Customer Service, CS strategies,
Gap Model of Improving Customer Service, Managing the Retail Store: Managing the Retail Store: Store Manager’s
Responsibilities: Staffing, Selection, Socializing and Performance Management, Cost Control, Shrinkage Control.
(Case study on rostering for a large format store)

UNIT III
Store operations and profitability analysis, Customer service and activity based costing, budgeting and planning,
personnel recruitment and selection, communication inside the store: internal communication and external
communication, legal compliance in store management, Attitude and Personality, Compensation, Working
Conditions, Career Advancement, legal and ethical Issues in Retailing:

UNIT IV

Logistics and Information Systems: Logistics and Information Systems, Improved Product Availability, Improved
Assortment, Improved ROI, Strategies, Quick Response Systems. Store Ambience: Store Layout, Design and Visual
Merchandising, Exterior, Objectives of Store Design, Types of layouts (their relevance to Various Formats),
Merchandise Presentation Techniques
UNIT V
Managing overall environment, Supplier Relations, Competition Relations, Employee Relations, Organizational
Environment, supply chain management, customer relationship management, use of information technology in cash
management and billing and management information system.
References
1. Yoginder Singh, Dictionary of Retailing, Cyber Tech Publications, 2007.

2. R Gopal, Pradip Manjrekar, Retail Management , Excel Books, New Delhi.

3. A Sivakumar, Retail Marketing, Excel Books, New Delhi.
4. Swapna Pradhan, Tata McGraw hill, New Delhi- 2nd edition, 2006

5. M.Chael Hevy and Barton.A Weitz, Retail Management , Irwin Mcgraw Hill International editition,U.S,1798.

6. Judith . W.Kincaid,Customer Relationship Management: Getting it right, Pearson Education, New Delhi, 2003.
Retailing Management : Text and Cases,

(111) Summer Projects