Professional Documents
Culture Documents
Paper Code 1 MBA101 2 MBA102 3 MBA103 4 MBA104 5 MBA105 6 MBA106 7 MBA107 8 MBA108 Paper Name Fundamental to Management Managerial Economics Quantitative Techniques for Management Financial Accounting for Managers Marketing Management Business Communication Organizational Behaviour Managerial Computing Total Credit Institutional Course: (Qualifying Nature) 1. Basic English (MBA198) Year-1 Semester-2 Course: MBA Full Time Sl. No. Paper Paper Name Code 1 MBA201 Management Science 2 MBA202 Business Environment 3 MBA203 Financial Management 4 MBA204 Management Accounting 5 MBA205 Production and Operations Management 6 MBA206 Research Methodology 7 MBA207 Legal Aspects of Business 8 MBA208 Human Resource Management Total Credit Institutional Course: (Qualifying Nature) 1. Human Values & Professional Ethics (MBA298) Year-2 Semester-3 Course: MBA Full Time Sl. No. Paper Code Paper Name 1 MBA301 Strategic Management 2 MBA302 Supply Chain Management 3 MBA303 Management Information System 4 Spec. Group 1 Paper 1 5 Spec. Group 1 Paper 2 6 Spec. Group 2 Paper 1 7 Spec. Group 2 Paper 2 8 MBA396 Summer Training Project Report Viva Total Credit Institutional Course: (Optional Nature) 1. Foreign Language (Japanese/French/German) (MBA398) Edit Year-2 Semester-4 L+T+P 3+1+0 3+1+0 3+1+0 3+1+0 3+1+0 3+1+0 3+1+0 2+0+2 Credit 4 4 4 4 4 4 4 4 32 Edit Paper
2 Hours
Credit 4 4 4 4 4 4 4 6 34 2 Hours
Course: MBA Full Time Sl. No. Paper Code Paper Name 1 MBA401 Entrepreneurship Development 2 MBA402 Consumer Behaviour/Industry Oriented Paper 3 Spec. Group 1 Paper 3 4 Spec. Group 1 Paper 4 5 Spec. Group 2 Paper 3 6 Spec. Group 2 Paper 4 7 MBA491 Capstone Total Credit Institutional Course: (Qualifying Nature) 1. Aptitude Course (MBA498) List of Elective Courses
Credit 4 4 4 4 4 4 4 30
4 Hours
AREA-1: FINANCE MBA311: Financial Derivatives MBA312: Utilization of Fund- Both Short Term and Long Term MBA313: Investment Management MBA411: Direct and Indirect Taxes MBA412: Management of Insurance MBA413: Financial Markets, Institutions and Instruments
AREA-2: MARKETING MBA316: IMC and Brand Management MBA317: Sales and Distribution Management MBA318: Service Marketing MBA416: International Marketing MBA417: Rural Marketing MBA418: Retail Marketing
AREA-3: HUMAN RESOURCE MBA321: Employee welfare and Labour Legislation MBA322: Training and Development MBA323: Global Human Resource Management MBA421: Strategic Human Resource Management MBA422: Performance Management MBA423: Organizational Change and Development
AREA-4: INTERNATIONAL BUSINESS MBA326: International Finance Management MBA327: Export- Import Policy, Procedure and Documentation MBA328: International Logistics Management MBA416: International Marketing MBA427: International Trade MBA428: Global Institutions and Trade Blocs
AREA-5: INFORMATION TECHNOLOGY MBA331: Managing IT-Enabled Services MBA332: DBMS Marketing MBA333: Business Intelligence and Data Mining MBA431: Software Project Management Environment MBA432: Enterprise Resource Planning MBA433: Data Communications and Networking Security
AREA-6: Hospitality & Tourism MBA336:Hospitality & Tourism Management MBA337: Hospitality, Tourism Planning & MBA318:Service Marketing MBA436: Hospitality & Tourism Business MBA437: Service Sanitation & Risk Management MBA438:Hospitality Information System
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Management- Stoner, Freeman & Gilbert Jr , Prentice Hall of India, 2007, 6 Ed. Essentials of management- Koontz Harold & Weihrich Heniz Tata McGraw Hill, 2008, 5th Ed.
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Management - Robbins & Coulter, Prentice Hall of India, 2008, 9 Ed. Fundamentals of Management: Essential Concepts and Applications- Robbins S.P. and Decenzo David A,
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Pearson Education,2008, 6 Ed Management: A Global and Entrepreneurial Perspective- Weihrich Heinz and Koontz Harold McGraw Hill,
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2008, 12 Ed. Management- Concepts, Practices & Cases- Ghunman & Aswathappa, Tata McGraw Hill, 2010, 1st Ed.
MBA102: Managerial Economics L T PC 3 1 0 4 UNIT I (6 Hours): Definition, Nature and Scope of Managerial Economics, Basic Economic Concepts:-Marginal & Incremental Concept, Discounting & Compounding, Opportunity Cost and Production Possibility Curve, Applications of Economics in Managerial Decisions Making UNIT II (10 Hours): Utility Concept: Meaning, Types & Law of Diminishing Marginal Utility , Budget Line, Indifference Curve & Consumer Equilibrium, Partial vs General Equilibrium, Law of Equi-Marginal Utility, Ordinal Utility Approach, Indifference Curves UNIT III (10 Hours): Demand Analysis: Determinants of Market Demand - Law of Demand - Elasticity of Demand ,Measurement and its Use - Demand Forecasting - Techniques of Demand Forecasting, Supply Analysis: Law of Supply, Elasticity of Supply and its Managerial use UNIT IV (10 Hours): Production & Cost Analysis: Meaning & Concept of Production, Factors of Production & Production Function, Fixed & Variable Factors, Short Run Production Analysis (Law of Variable Proportions), Long Run Production Analysis (Law of Returns to Scale), and ISOQUANT & Factor Substitutability, Cost Concepts and Analysis, Short Run & Long Run Cost Curves and its Managerial Use UNIT V (10 Hours) Pricing and Output Determination - Pricing Decisions Under Different Market Forms Like Perfect Competition, Monopoly, Oligopoly, Monopolistic, - Pricing Methods Prevalent Pricing Practices UNIT VI (10 Hours) Revenue & Profit Concept, Inflation, National Income & Control Measures: TR, AR, MR & their Relationships, Maximization of Profit, Break-Even Analysis, Elementary Idea of National Income, Inflation, Fiscal & Monetary Measures for Controlling Inflation Suggested Reading: 1. Economics: Principles and Application- N.Gregory Mankiw, South-Western Cengage Learning, 2007, 1st Ed. 2. Managerial Economics- Suma Damodaran, Oxford University Press, 2010, 2 nd Ed. 3. Managerial Economics- H.L. Ahuja, S. Chand, 2010, 4th Ed. 4. Managerial Economics - D.Salvatore 5. Managerial Economics - Mote, Paul and Gupta 6. Managerial Economics - Varshney and Maheshwari 7. Managerial Economics - D.C.Hauge
UNIT II (8 Sessions) Measures of Central Tendency (Mean, Median & Mode) & their applications. Measures of Dispersion; Range, mean deviation, standard deviation, coefficient of Variation, skewness & kurtosis. UNIT-III(10 Sessions):-Correlation- Meaning & types of correlation; Karl person & Spearman Rank correlation. Regression:- Meaning, regression equations & their applications : partial , multiple correlation & regression; An overview UNIT-IV(8Sessions):- Probability Concepts: Definitions(classical & statistical), probability laws, Bayes theorem & its application; Elementary idea probability distribution(Binomial, Poisson & normal) & its applications.Formulation of Hypothesis: Test based on t, f and chisquare . . UNIT V (10 Sessions) :Time Series:- Time series & its components; Models of time series; Additive & Multiplicative Models. Measurement of Trend :Linear & Non Linear. (Moving Average & Least Square Methods). Applications in business decision making. Index numbers:- Meaning, Types & Uses of Index numbers; construction of index numbers (Price, quantity & volume indices); fixed base & chain base methods. Time ;Factor reversal & Circular tests UNIT VI (10 Sessions):- Derivatives & Differentiation; Definition & concept, basic laws of differentiations; Maxima & Minima; use of differentiation in business decision making. Integration; Definition, integration by parts & economic applications. Suggested Readings:-1) Business Statistics- Gupta S.P & Gupta M.P ; Sultan Chand & Sons,New Delhi,2008,14th Ed 2) Business Mathematics- Sancheti,D.C & Kapoor,V.K ;Sultan Chand & Sons, New Delhi,2008,11th Ed 3) Mathematics for Management- Raghavachari ; Tata Mcgraw Hill education.2007,2nd Ed 4) Business Statistics-Beri, G.C; Tata Mcgraw Hill education 2006 , 3rd ed
MBA104: Financial Accounting for Managers L T PC 3 1 0 4 UNIT I (6 Hours): Accounting Concepts, Conventions and Principles, Accounting- Definition, Branches, Purpose, Audience, Evolution, Foundation, Capital Maintenance, and Development, Accounting as a Measurement and Valuation System, Exercises and Case Studies UNIT II (10 Hours): Double Entry System of Accounting, Accounting Equation: Concept and Application, Journalizing of Transactions; Preparation of Final Accounts, Profit & Loss Account, Profit & Loss Appropriation Account and Balance Sheet, Adjustments of Various Transactions, Exercises and Case Studies UNIT III (10 Hours): Theoretical Concepts: Business Entity Concept, Forms of Companies, Fundamental Documents, Characteristics of Companies, Shares and Share Capital, Debentures/Bonds, SEBI Guidelines for Issue of Shares, Annual Accounts, Form and Contents of Statements, Forms of Balance Sheet: Horizontal & Vertical, Reserves Classification UNIT IV (10 Hours): Ratio Analysis- Solvency Ratios, Profitability Ratios, Activity Ratios, Liquidity Ratios, Market Capitalization Ratios; Common Size Statement; Comparative Balance Sheet and Trend Analysis UNIT V (10 Hours): Funds Flow Statement: Meaning, Concept of Gross and Net Working Capital, Preparation of Schedule of Changes in Working Capital, Preparation of Funds Flow Statement and its analysis; Cash Flow Statement: Various Cash and Non-Cash Transactions, Flow of Cash, Preparation of Cash Flow Statement and its Analysis UNIT VI (10 Hours): Accounting Standards Preparation Procedure, ICAI and Company, Act, Brief Concept of AS 2 Inventory Valuation and AS 6- Depreciation Accounting, Consolidated Procedure Computerization of Accounts, Disclosure of Accounts, Matching of Indian Accounting Standards with International Accounting Standards
Suggested Readings: nd 1. Financial Accounting: A Managerial Perspective, Narayanswami, PHI,2008, 2 Edition st 2. Financial Accounting for Management, Mukherjee, Tata McGraw Hill, 2009 1 Edition 3. Financial Accounting for Management, Ramchandran & Kakani Tata McGraw Hill, 2010 nd 2 Edition. st 4. Accounting and Finance for Managers, Ghosh T P, Taxman,1998, 1 Edition rd 5. Financial Accounting for Managers, Ghosh T.P, Taxman,1998, 3 Edition nd 6. Financial Accounting for Management, Gupta Ambrish, Pearson Education,2002, 2 Edition
7. Fundamentals of Accounting and Financial Analysis, Chowdhary Anil, Pearson st Education2000, 1 Edition
MBA105: Marketing Management L T PC 3 1 0 4 UNIT I (6 Hours): Introduction, Definition, Importance and Scope of Marketing; Philosophies of Marketing Management, Marketing Vs Selling; Core Concepts of Marketing Management; Marketing Mix; Functions of Marketing Management UNIT II (10 Hours): Marketing Organizations, Holistic Marketing, Qualities of Marketing Manager; Marketing Environment, Factors Affecting Marketing Environment; Identifying and Analyzing Competitors, Designing Competitive Strategies for Leaders, Challengers, Followers and Niches; Strategic Marketing Planning; Marketing Information System and Marketing Research UNIT III (10 Hours): Market Segmentation, Benefits / Purpose and Limitations of Market Segmentations, Market Segmentation Procedure, Basis for Consumer/Industrial Market Segmentation; Market Targeting Introduction, Procedure; Product Positioning - Introduction, Objectives, Usefulness, Differentiating the Product, Product Positioning Strategy; Consumer and Business buying Behavior - Introduction, Importance & Process UNIT IV (10 Hours): Product Decisions: New Product Development-Concept and Necessity for Development, Failure of New Products, Product Planning and Development Process, Product-Mix and Product Line Decisions, Branding and Packaging Decisions, Product Life Cycle - Stages and Strategies. Pricing Decisions: Pricing Objectives, Policies, Methods of Setting Price, Pricing Strategies UNIT V (10 Hours): Marketing Channel System - Functions and Flows; Channel Design, Channel ManagementSelection, Training, Motivation and Evaluation of Channel Members; Channel Dynamics- VMS, HMS, MMS;, Channels of Distribution for Consumer/ Industrial Products, Current Trends in Wholesaling and Retailing UNIT VI (10 Hours): Integrated Marketing Communication- Process and Mix; Advertising; Sales Promotion and Public Relation Decisions; Direct Marketing; Personal Selling- Objectives, Structure, Size; A Brief Account of International Marketing, Marketing of Services, Rural Marketing, Customer Relationship Marketing, Electronic Marketing, Direct Marketing through Internet Suggested Readings: 1. Marketing Management: A South Asian Perspective- Kotler Philip, Keller Kevin Lane, Koshy Abraham and Jha Mithileshwar , Pearson, 2009, 13 th Ed. 2. Marketing Management: Planning, Implementation and Control- Ramaswamy V.S. and Namakumari S, Macmillian, 2006 (Reprint), 3rd Ed. 3. Marketing Management: Planning, Implementation and Control- Kotler Philip Pearson Education, 2007, 13th Ed. 4. Principles of Marketing - Kotler, Philip and Armstrong Graw, PHI, 2008, 12th Ed. 5. Marketing concept & Cases special Indian Edition- Etzel M.J., Walker B.J. and Stanton William J, Tata McGraw Hill, 2010, 11th Ed.
6. Marketing Management- Saxena Rajan, Tata McGraw Hill, 2010 (2nd reprint), 4th Ed.
UNIT 1 (8 Sessions):QT & Operation Research :-Uses, Scope & Application of Quantitative Techniques & OR in Decision making. OR Models & Limitations of Quantitative Techniques. Decision Making Environment:- Decision Making under certainty, uncertainty & Risk situations. Decision tree approach & its applications. UNIT II (18 Sessions) :Linear Programming: Meaning of LPP, Mathematical formulations of LP Models, its application in different types of decision-making problems; graphical & simplex method of solving LP Problems, & Duality & its application. Transportation Problem :Meaning & Mathematical Formulation, Initial basic feasible Solution, Different methods of finding feasible solutions, Optimization using MODI Method ,Degeneracy . Assignment problem: Assignment Model as a particular case of a transportation Model. Formulation of Assignment problems, Solution of Assignment problems using Hungarion Method ( Minimization and Maximization), Route Allocation(Travelling Sales Man problem) UNIT III (12 Sessions):Game Theory: Concept of game: Two person zero-sum game, Pure and mixed strategy games; Saddle point, Odds Method, Dominance method , Algebraic Method & graphical method for solving mixed strategy game. Sequencing problem: n jobs & two machines, n jobs & three machines, two jobs & m- machines problems. UNIT-1V (18 Sessions):Waiting Line Models:-Introduction & scope,Queuing System,Eliments of Queing System,Queuing Discipline Characteristics of M/M/I Queue Model(Infinite & Finite populations); Probability calculations and Application of M/M/C (Infinite population).Application of Queue model for better service to the customers. Replacement Problem: Replacement of Assets that deteriorate with time; replacement of assets which fail suddenly. Project Management: Rules for drawing network diagram, Application of CPM & PERT Techniques in Project Planning & Control.
Suggested Readings:1) Quantitative Techniques in Management by N.D. Vohra (Tata Mcgraw Hill ) 2) Operation Research by J.K.Sharma (Pearson) 3) Operation Research by Taha (Prentice Hall ) 4) Operations Research by Heera & Gupta (S. Chand & Sons)
MBA202: Business Environment L T PC 3 1 0 4 UNIT I (6 Hours): Environmental Scanning; Meaning, Nature& Scope of Business Environment, Economic, Non Economic, Internal, External Environment & its Interaction, Overview of Political, SocioCultural, Legal, Technological & Global Environment, Environmental Scanning Techniques & its Monitoring UNIT II (10 Hours): Economic environment:- A Brief Review of Economic Planning in India; Industrial Policy Pre1991 & Post 1991; Fiscal Policies- Objective, Budget, Direct & Indirect Taxes, Revenue & Expenditure of Center & States, Role of Finance Commission, Foreign Trade & EXIM Policy, Disinvestment Since 1991, Policy on Foreign Direct Investment in Indian Industry UNIT III (10 Hours): Economic Development: Major Issues of Development, India as a Developing Economy, Primary, Secondary & Tertiary Sectors in Indian Economy, Structure of Industries in Indian Economy, Development of Private Sector & MNC in India UNIT IV (10 Hours): Political & Legal Environment: Consumer Protection Act, Industry Sickness, BIFR, MRTP, FEMA & Special Provision of SICA UNIT V (10 Hours): Money & Capital Market: Features & Components of Indian Financial Systems, Objectives, Features, Structure of Money Market & Capital Market, Stock Exchanges, Depository Systems in India, Brief of Options, Futures & Derivatives UNIT VI (10 Hours): Global & Technological Environment:- Multinational Corporation, Foreign Collaborations & Technology Transfer, Role of World Bank, IMF & its Importance to India, Rupee Devaluation & its Impact, WTO & India Suggested Readings: 1. Business Environment text and cases - Francis Cherunaliam, Himalaya, 2007, 17th Ed. 2. Business environment- Sheikh & Saleem, Pearson, 2006, 2nd Ed. 3. Business Environment- Text & cases - Justin Paul, Tata McGraw Hill, 2009, 2nd Ed. 4. Essentials of Business environment - K. Aswathapa, Himalaya 2007, 9th Edition 5. Economic survey reports of Government of India
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Management Accounting- Principles and Practice, Sahaf M A, Vikas Publishing, 2000, 1 Ed.
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MBA206: Research Methodology L T P C 3 1 0 4 Unit I (10 Lectures) Introduction: Concept and application of business research, objectives of research, methods of research, quantitative and qualitative research, role and significance of research, research methods versus research methodology. Research process, identification and formulation of research problem, concept of variables, types of variables, hypothesis, developing hypothesis, Research Design: concept and types of research design, Exploratory, Descriptive, causal, experimental research design, factorial research design, Problems encountered by researchers. Unit II (12 Lectures) Data Collection: Primary and secondary sources of data, Methods of Collecting Primary Data, Advantages & Disadvantages of Primary Data & Secondary Data, Essentials Characteristics for Selecting Secondary Data. Basic Methods of Collecting Data: Observation Method -Advantages & Disadvantages, Methods of Observation, Survey Methods: Questionnaire, advantages and disadvantages, mail questionnaire, internet survey, problem of non response, suggestions to over come non-response, Preparation of Questionnaire and Schedule, Types of Questions, Sequencing of Questions, Length of Questionnaire, Precautions in Preparation of Questionnaire and Collection of Data. Interview method, advantage and disadvantage. Types of Scales: nominal, ordinal, interval and ratio scales, Difficulty of Measurement, Sources of Error, Criteria for a Good Scale, reliability of scales, Cronbachs alpha (with the help of SPSS). Unit III (10 Lectures) Sampling: Census versus sample enumeration, advantages of sampling over census, limitations of sampling, Types of sampling: probability sampling simple random, stratified, systematic, cluster, multistage sampling, Non-probability sampling judgment, quota, convenience, purposive sampling. Sampling and non-sampling errors, Sample size: Different approaches of determining size of sample. Unit IV (16 Lectures) Tabulation and Graphical Presentation: Coding, Editing and Tabulation of Data, Various Kinds of Charts and Diagrams Used in Data Analysis: Bar and Pie Diagrams and their Significance, Use of SPSS & MS Excel in Data Analysis, Hypothesis testing. Measure of central tendency: mean, median, mode. SPSS based Data Analysis: Correlation, Rank Correlation, Regression (Bi-variate and Multi-variate), tTest, Chi square test, Analysis of variance, factor analysis, cluster analysis. Unit V (8 Lectures) Report Preparation: Types and Layout of Research Report, Precautions in Preparing the Research Report.
Bibliography and Annexure in the Report : Their Significance, Drawing Conclusions, Suggestions and Recommendations to the Concerned Persons.
Suggested Readings: 1. Cooper and Schindler - Business Research Methods (Tata Mc Graw Hill, 9 Edition) nd 2. Saunders - Research Methods for Business students (Pearson Education, 2 Edition, 2007) 3. Panneer Selvam - Research Methodology (Prentice Hall of India, Edition 2008) 4. Gravetter - Research Method for Behavourial Sciences (Cengage Learning) 5. Zikmund, William G., Business Research Methods, 7 th ed. Cengage Learning, India. 6. Beri G.C - Marketing Research (Tata Mc Graw Hill, 4 Edition) 7. Kothari C R Research Methodology Methods & Techniques (New Age International Publishers, 2 Edition, 2004) 8. Churchill Gilbert A. and Iacobuce Dawn - Marketing Research Methodological th Foundation (Cengage Learning, 9 Ed.) 9. Byod & Others - Marketing Research (All India Traveler Book Seller) nd 10. Nargundkar - Marketing Research (Tata McGraw Hill, 2 Ed.)
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MBA-298 Human Values and Professional Ethics 40 Hours Unit I : Introduction : Concept of values, value formation, nature of values. Categories of values: material, social, aesthetic, ethical, cultural, religious and spiritual values. Value crisis in the contemporary Indian society. Ethics: development of ethics, ethical dilemma, ethical decision- making process, relevance of ethics and values in business. (8 lectures) Unit II : Human Values and Indian Ethos: Different perceptions of human values, behavioral scientists approach, humanity, human aspirations, hope and joy, human values and freedom, creativity, love and wisdom, relative and absolute values, truth, goodness and beauty, Satyam Shivam Sundaram. (8 lectures) Unit III : Religious and Social Values: Values of Justice, democracy, nationalism, secularism, national integration, human dignity and human rights, education system and values. Four Purusharthas, the five debts, nishkama karma, sthithapragya, Concept of unity of all life, Buddha and Jain philosophy, Gandhism--Truth and Non-violence. Cases/Exercises (6 lectures) Unit IV: Human Values and Corporate World: Interpersonal relationships in work group, Indian heritage in production and consumption, corporate responsibility of business, corporate social responsibility towards customers and shareholders. Case Study (5 lectures) Unit V: Stress Management: Meaning, sources and consequences of stress, stress management and detached involvement, stress reduction through yoga and meditation. Exercises and cases (6 lectures) Unit VI: Globalization and Values: Technology and human values, ethical issues in international business, westernization and modernization, business ethics in Japan, UK & USA Case Study (7 lectures)
Reference Books: 1. Chakraborty, S. K.: Foundations of Managerial Work Contributions from Indian Thought, Himalaya Publishing House Delhi 1998. 2. S.K. Chakravarthy: Managerial Effectiveness and Quality of Work Life Indian Insights, Tata McGraw Hill Publishing Co. Ltd. New Delhi 1987.
3. Chakravarty S. K. Management by Values, Oxford University Press, 1991. 4. Parathasarthy, Human Values & Management: 20 Key Principles for Modern Management, Ane Books Pvt. Ltd. 5. Sekhar R. C. Ethical Choices in Business, Response Books, New Delhi, 1997. 6. Ananta K Giri, Values, Ethics and Business: Challenges for Education and Management, Rawat Publication, Jaipur. 7. Tripathy A. N. Human Values New Age International Publishers 2003. 8. Banerjee B P, Foundations of Ethics and Management, Excel Books, 2005.
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Strategy Safari-The complete Guide through the Wilds of Strategic Management, Henry MintzbergPearson Education India, 2004. 10. The Fortune at the Bottom of the Pyramid- Eradicating Poverty through Profits, C.K. Prahalad- Pearson Education India, 2004
Management Information System- Davis & Olson, Tata McGraw Hill, 2004, 2 Edition
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Suggested Reading: 1. Branding Concepts- Pati, Debashish, Macmillan Publishers India (2006), 1st Ed. 2. Brand Positioning Strategies for Competitive Advantage- Subrato Sengupta, Tata McGraw Hill, 2005, 2nd. 3. The New Strategic Brand Management- Kapfere, Jean-Noel, Kogan Page India Private Limited, 2005, 3rd 4. Brand Management Perspectives and Practices- Das, Naveen, ICFAI University Press, 2002, 2nd Ed. 5. Brand Management Financial Perspectives- Ray, ICFAI University Press, 2007, 1st Ed. 6. Advertising Management- Aaker, David A et al. Prentice Hall, India, 1996, 5th Ed. 7. Advertising and Promotion Management- Rossiter, John R, Percy, Larry. McGraw Hill, 1997, 2nd Ed.
UNIT I (8 Sessions) Introduction: Selling Vs Marketing, Sales Management Process, Role of Sales Manager, Concept of Personal Selling, Sales Management and Salesmanship, Process of Personal Selling, Qualities of a Successful Salesperson. UNIT II (10 Sessions) Goals in Sales Management: Goal Setting Process in Sales Management; Analyzing Market Demand and Sales Potential, Techniques of Sales Forecasting; Preparation of Sales Budget; Formulating Selling Strategies; Designing Sales Territories and Sales Quota. UNIT III (10 Sessions) Sales Force Management: Organising the Sales Force, Designing the Structure and Size of Sales Force, Recruitment and Selection of Sales Force, Leading and Motivating the Sales Force, Training and Compensating the Sales Force, Sales Contests, Evaluation and Analysis. UNIT IV (10 Sessions) Introduction to Distribution Management: Concept of Distribution Channel, Importance of a Channel, Types of Channels, Channels for Consumer goods, Industrial Goods & Services, Integrated Marketing Channels Horizontal, Vertical, Multi Channel Marketing Systems UNIT V (10 Sessions) Channel Management: Forces of Distributing Systems, Distributors Selection and Appointment, Channel Conflicts and their Resolutions; Training, Motivating and Evaluating the Distributors Sales Team UNIT VI (8 Sessions) Distributors: Policies and Strategies; Market Logistics: Meaning and scope, Transportation & Warehousing; International Marketing Channel
Suggested Readings
Donaldson B - Sales Management: Principle, Process and Practice (Palgrave) 2008, 3e Panda, Sahadev- Sales & Distribution Management (Oxford) 2009 (13th impression),1e Spiro - Sales Force Management (Tata Mc Graw Hill) 2009,11e Still Richard R, Cundiff Edward W. and Govoni Norman A.P - Sales Management: Decisions, Strategies and Cases (PHI) 2008,5e Rosenbloom Marketing Channels (Cengage Learning) 2010 (Indian Reprint),7e Coughlan A.T., Stern Louis W., EL-Ansary A.I. and Anderson E - Marketing Channels (PHI/Pearson) 2009 ,7e Churchill, Ford, Walker-Sales Force Management (TMH) 2009, 9e
UNIT I (8 Sessions) Introduction: Difference between Product and Services Marketing, Product-Service Continuum, Characteristics of Services, Classification of Services; Expended service marketing mix, Services marketing triangle. Paradigms in Service Marketing - evolution and growth of service sector, Importance of Customer Relationship Management in Services UNIT II (8 Sessions) Understanding Customer Expectations and Perceptions of Services; Zone of Tolerance, Customer Satisfaction & Service Quality: Monitoring and measuring customer satisfaction, Service Quality Models: Gaps Model, SERVQUAL, Segmentation, Targeting and Positioning of Services UNIT III (14 Sessions) Augmented Services Marketing Mix: Service Product: Service Product Planning; Service Distribution: Distribution Strategies for Services, Role of Internet in distribution of Services; Promotion: Promotion objective for Services; Pricing: Factors involved in pricing a service product, Reshaping demand using effective pricing, People: The key role of service employees in a service business, Physical evidence- Importance of physical evidence in services, Servicescapes; Service Process- Concept of Service encounter, Service Blue Print, Strategies for managing inconsistency Customer role in services; Customers as Co-Producers; Self Service Technologies, Employee role in service delivery UNIT IV (10 Sessions) Marketing of Financial Services: Deciding the service quality, Understanding customer expectations, Segmenting, Targeting and positioning of financial services; Marketing Mix strategies with special reference to Credit Cards, home loans, Insurance and Banking, Marketing of Telecom and Hospitality services UNIT V (10 Sessions) Role of Communication in Service Marketing; People and Internal Communication; Process of Operations and Delivery of Services, demand variation and capacity constraints, Capacity Planning, Strategies for matching capacity and demand, Waiting line strategies; Role of Technology in Services Marketing. UNIT VI (6 Sessions) Services in Global Perspective: International Marketing of Services- Recent Trends, Principal Driving Force in Global Marketing of Services, Key Decisions in Global Marketing, Services Strategy and Organizing for Global Marketing. Suggested Readings:
Zeithaml - Services Marketing-Integrated Customer focus across the firm (Tata Mc Graw Hill) 2004, 3e Love lock Christopher - Services Marketing: People, Technology and Strategy (Pearson Education) 2009,5e Rama Mohana Rao - Services Marketing. (Person Education) 2009, 1e (last impression)
Govind Apte - Services Marketing (Oxford University Press) 2010, 1e (13 th Impression) Rajendra Nargundkar -Services Marketing (TMH) 2004, 2e Jauhari & Dutta- Services: Marketing, Operations & Management (Oxford University Press) 2009, 1e
MBA 417 : RURAL MARKETING L T PC 3 1 0 4 UNIT I (08) Introduction to Rural Marketing: Rural Market-Characteristics and Dimensions, Market Size & Physical Structure of Rural Society, Socioeconomic Reforms, Classification of rural products and rural markets, Corporate interest in rural market, Constraints in Rural Marketing. UNIT II (10) Rural Consumers in India-Geographical Spread and differentiation, Behaviour of Rural consumers, Use of durables and non-durables by Indian rural folk; Rural Market Segmentation, Targeting and Positioning; Rural Demand Dimension - Tapping the Rural Markets: Thomson rule of Marketing Index, MICA rating, Lin Quest. UNIT III (10) Rural Marketing Mix: Product New Product Development for Rural market, Rural market and product life cycle; Price- objectives, strategies and methods; Promotion- IMC, rural communication-challenges and strategies; Distribution: Distribution pattern and methods in rural markets, Channel management in rural markets - Managing physical distribution in rural markets - Storage, warehousing and transportation; Rural marketing strategies: Rural Marketing of FMCG, Rural marketing of consumer durables. UNIT IV (10) Marketing of agricultural products: Agricultural inputs and their types, Agricultural marketing, Marketed & Marketable Surplus, Marketing rural non farm products; Social Structure of Rural Society; Different marketing agencies and institutions, Marketing Network, Government Efforts UNIT V (08) Agricultural Marketing Finance: Introduction to rural Financing, Agricultural and non agricultural finance, Sources of finance, NABARD, functions of NABARD, Schemes & Patterns of NABARD UNIT VI (10) Rural Market Research: Rural market mapping, Major techniques of marketing research, Methods of data collection, Dissemination of market information; The future of Rural Marketing, ICT, Public-Private Partnership, e-Rural Marketing, Suggested Readings: Krishnamacharyulu C S G, Ramakrishnan Lalitha -Rural- Marketing- Text & Cases (Pearson) 2011,2 e Ramakishen Y- New Perspectives in Rural & Ahicultural Marketing: (Jaico publishing) 2011,2 e Dogra Balram, Ghuman Karminder- Rural Marketing Concepts & Practices (Tata Mc Graw-Hill) 2009, 4th Reprint, 1e Gopalaswamy T P- Rural Marketing- Environment Problems & Strategies (Vikas Publishing House) 2009, Revised 3 e Velayudhan Sanal Kumar- Rural Marketing- Targeting the Non urban consumer (Response, SAGE Publication) 2002,1 e
MBA418: Retail Marketing L T PC 3 1 0 4 UNIT I (6 Hours) Introduction: The World of Retailing, Definition and Concept, Type of Retailers, Building and Sustaining Relationship, Retailing Scenario, Situation Analysis, Strategic Approach, Socio Demographic and Economic Change, Market Selection, Trading Area Analysis, Store Location, Site Selection UNIT II (10 Hours) Store Design Objective, External & Internal Layout, Structure as Part of Image, Atmospherics: Store Fittings, Retail Aesthetics and Promotions, Graphics and Signages, Floor Space Management, Planning Fixture and Merchandising Presentation, Display Techniques, Feature Four Way Fixture, Mannequins, Models, Atmospheric Lightings, Decor, Visual Merchandise UNIT III (6 Hours) Store and Non-Store Based Retailing, Multichannel Retailing, Customer Buying Behaviour, Catchment Area Analysis, Career in retailing, HRM: HRM in Retail, a Strategic Tool, Retailing Buying Objectives, Decisions UNIT IV (10 Hours) Financial Objectives: Accounting Statements, Financial Dimensions, Strategic Profit Model, Retail Pricing: Objective, Pricing Policies and Strategies, Price Sensitivity, Factors Influencing Pricing, Mark ups and Mark downs UNIT V (10 Hours) Private Labels: Concept, Store Brand, An Umbrella Brand, Retail Promotion Mix, Steps in Planning a Retail Advertising Campaign, Retail Communication and Promotion Mix, Consumerism and Ethics in Retailing UNIT VI (10 Hours) Corporate Social Responsibility, Product Misuse and Safety Issues, Retail Research and Audit Suggested Reading: 1. Retail Management: A Strategic Approach- Barry Berman & Joel R. Evans, PHI, 2007, 3rd Ed. 2. Retailing Marketing- Dravid Gilbert, Prentice Hall - Pearson Education, 2007, 4th Ed. 3. Retail Management- Gibson G. Vedamani, -Jaico Publishing House, 2004, 3rd Ed. 4. Retailing Management- Michael Levy, Barton A Weitz & Ajay Pandit, -Tata McGraw Hill, 2008, 2nd Ed. 5. Retailing Management- Swapna Pradhan, - Tata McGraw Hill, 2009, 3rd Ed.
Suggested Reading: 1. International Logistics, Pierre David, Biztantra, 2009 2nd Ed 2. Logistic Management, Donald & David, Tata McGraw Hill, 2000 , 1st Ed 3. Strategic Logistic Management, Lambert, D et al, Tata McGraw Hill, 2003, 2nd Ed.
Suggested Readings: 1. Database System Concepts, Silberschatz , Korth, Sudarshan, 2009,6th Ed. 2. Database Management System, Ramakrishna and Gehrke,Mc Graw Hill, 2010,3 rd Ed. 3. Schaums Outline of Fundamental of Relational Databases, Ramon A. Mata, Pauline K. Cushman, McGraw Hill, December, 2006, 1st Ed.
Tourism. Marketing of Airlines, Hotel, Resort, Travel Agencies and other tourism related services-Challenges and strategies Suggested Readings: 1. Marketing For Hospitality And Tourism- Philip Kotler, John T. Bowen, James C. Makens, Prentice Hall, 2009, 1st Ed. 2. Tourism Planning, Policies, Processes and Relationships- Michael Hall, 2007, 2nd Ed. 3. Marketing for Hospitality and Tourism- Prasanna Kumar, Tata McGraw Hill, 2010, 1st Ed. 4. Welcome to Hospitality- An introduction- Kye-Sung Chon, Raymond T. Sparrowe, Cengage learning, 2000, 2nd Ed.
2. Contemporary tourism and hospitality management- Jitendra K. Sharma, Kanishka publishers and distributors, 2006. 1st Ed. 3. The business of tourism management- John Beech and Simon Chadwick, Pearson publication, 2005, 2nd Ed.
Hospitality Functional Applications-Computer Reservation Systems (CRS) and Global Distribution Systems (GDS), Property Management Systems & Point-of Sale Systems, Accounting Control and Production Systems.
Suggested Readings: 1. Hospitality Information Systems and E-commerce- Dana V. Tesone , John Wiley and Sons , 2005 1st Ed. 2. Management Information System - James O Brien,Tata Mc Graw Hill, 2008,12th Ed. 3. E-Commerce and Information Technology in Hospitality and Tourism- ZongQing Zhou, Delmar learning a division of Thomson learning incorporation , 2003 ,1st Ed.