MBA 301: SUPPLY CHAIN

MANAGEMENT

UNIT I
Introduction: Basic concept & philosophy of supply chain
management, Essential features, various flows (cash, value and
information), Key issues in SCM, Benefits and case examples.

UNIT II
Logistics Management : Logistics as part of SCM, Logistics
costs, Different models, Logistics sub-system, inbound and
outbound logistics, Bullwhip effect in logistics, Distribution and
warehousing management purchasing & vendor management :
Centralized and decentralized purchasing, functions of purchase
department and purchase police, Use of Mathematical model for
vendor rating / evaluation, Single vendor concept, Management of
stores, Accounting for materials.

UNIT III
Inventory Management: Concept, various costs associated with
inventory, various EOQ models, Buffer stock (trade - off between
stock out / working capital cost). Lead time reduction, Re-order
point / re-order level fixation, exercises-numerical problem
solving, ABC, SDE / VED Analysis, Just-in-Time & kanban
System of inventory management.

UNIT IV
Recent Issues in SCM : Role of computer / IT in supply chain
management, CRM Vs SCM, Benchmarking- concept, features
and implementation, Outsourcing-basic concept, Value addition in
SCM-concept of demand chain management.

Suggested Reading:
1. Raghuram G. (I.I.M.A.) - Logistics and Supply Chain
Management (Macmillian 1st Ed.)
2. Krishnan Dr. Gopal Material Management (Pearson, New
Delhi 5th Ed.)
3. Agarwal D.K. A Text Book of Logistics and Supply Chain
Management (Macmilian, 1st Ed.)
4. Sahay B.S. - Supply Chain Management (Macmilian, 1st Ed.)

MBA 302: TOTAL QUALITY MANAGEMENT

UNIT I
Principles of quality management, Definitions of quality, Quality
philosophies of Deming, Juran and Crossby, Concept of cost of
quality, Dimensions of quality, Service vs. Product quality,
customer focus.
Quality and business performance Vision Mission statements and
quality policy.
UNIT II
Total Quality Management, Evolution of TQM, TQM models.
Human and system components, Continuous improvement
strategies, Deming Wheel. Customer concept, Customer
satisfaction index, Quality Circle, 5S principle, top management’s
commitment and involvement. Quality management tools for
business applications, Principles and applications of quality
function deployment, Failure mode and effect analysis, Taguichi
Techniques, Seven old QC tools, Seven new management tools,
Statistical quality control techniques, Mistake proofing,
Capability analysis, Reliability prediction analysis total
productive maintenance.

UNIT III
Quality imperatives for business improvement, Leadership for
quality management, Quality planning,
Designing for quality and manufacturing for quality, Malcolm
Baldrige National Quality Award, Rajeev Gandhi National
Quality award, Quality assurance and ISO 9000, QS 9000
Certification ISO 14000.

UNIT IV
TQM implementation strategies, Organizational structure and
mindset of Individuals, Motivational aspects of TQM, Change
management strategies, Training for TQM, TQM Road Map
Quality improvement index, Bench marking, Contemporary issues
in quality - Benchmarking, JIT Six Sigma.

Suggested Reading:
1. Joseph M. Juran and A. Blanton Grodfrey, Juran’s Quality
Handbook Mcgraw Hill.
2. Glen H. Besterfield and Mary Besterfied - Sacre, Total
Quality Management, Pearson Education.
3. D.D. Sharma Total Quality Management: Principles,
Practice and Cases.
4. Peter S. Pandey obert P. Neuman. Roland R. Cavanagh, the
Six Sigma Way, Mcgraw Hill.

MBA-303: ENTREPRENEURSHIP AND SMALL BUSINESS

MANAGEMENT

UNIT I
Evolution and concept of entrepreneurship, Concept of
entrepreneur. Manager, Entrepreneur, Individual and corporate
entrepreneurs, Characteristics of successful entrepreneurs, Need
of entrepreneurship development. Entrepreneurship. Innovation,
Invention, Creativity. Business idea. Opportunities through
change, Entrepreneurship as a career. Entrepreneurship as a style
of management. The changing role of the entrepreneur.

UNIT II
Theories of Entrepreneurship. Innovation Theory by Schumpeter
& Imitating.. Theory of High Achievement bs:’ McClelland. X-
EtTiciency Theory by Leibenstein. Theory of Profit by Knight.
Theory of Social change by Everett Hagen, Entrepreneurial teurld
traits, Este:nal influences on entrepreneurship development:
Socio-cultural, Polit cal, Economical, Personal. Entrepreneurial
success and failure: Reasons and remedies. Scope Of small
business. Activities; Place in national economy; Institutional
swoon programmes; Role and functions of major support
institutions such as SIB. CSIO, SSDO, SISIs. Etc;
Entrepreneurship development programme and management
education for entrepreneurs Women Entrepreneurs Challenges to
woman entrepreneurs. Achievements of woman entrepreneurs.
Role models of woman entrepreneurs

UNIT III
Different aspects of entrepreneurial organization Entrepreneurship
and Management, Training and
Development programme: Evaluation of entrepreneurship
development; Development or support system, Need of license.
Capital issues and legal environment of business Entrepreneurship
planning and monitoring. Entrepreneurship development during
planned economy
Creating entrepreneurial venture -Entrepreneurship development
cycle. The business plan as an entrepreneurial tool. Elements of
Business Plan. Objectives. Market analysis, Development of
product / idea, Marketing. Finance. Organization & Management,
Ownership. Critical risk contingencies of the proposal, Scheduling
and milestones Project management - Technical. Financial,
Marketing personnel and management feasibility reports.
Financial schemes offered by various financial institutions like
.Commercial Banks, IDBI, ICICI, SIDBI, SFCs, Venture capital
funding. Angle capitalist

UNIT IV
Rote of Central Government and State. Government en promoting
entrepreneurship with various incentives, subsidies grants etc -
with special reference to ’Export oriented unites’ Role of the
following agencies in the entrepreneurship development
I. DIC - District Industrial Center, 5151 - Small Industries
Services Institute 3. EDIT Entrepreneurship Development
Institute of India,/. NIESBUD -. National Institute of
Entrepreneurship and Small Business Development 5. NEDB
National Entrepreneurship Development Board.

Suggested Reading:
1. Dynamics of Entrepreneurship Development - Vasant Desai.
2. Entrepreneurship: New Venture Creation - David H. Holt,
3. Entrepreneurship Development New Venture Creation -
Satish Taneja, S.L. Gupta.
4. Project Management - K. Nagarajan.
5. Entrepreneurship; Strategies and Resources - Mar C.J.
Dollinger.

Consumer behaviour

UNIT I
Introduction to Consumer Behavior: -Nature and Importance of CB,
Application of CB in Marketing
Consumer Research Process: ,Various Methods and techniques of
consumer‘ research, Consumer Research Process, New developments
in the field of consumer research.

UNIT II
Individual Determinants of CB:-Perception: Elements of Perception,
Dynamics of Perception, Consumer
Imagery, Learning: principles, theories, Personality: Theories,
Personality and understanding Consumer
Diversity, Brand Personality, self and Self Image, Attitude: Structural
model of attitude, attitude formation
& change, Motivation: needs/motives & goals, dynamic
Group Determinants of CB:-Reference group influence: types of
consumer relevant groups, factors affecting group influence,
application of reference group concept. Family:
Functions of family, family decision making, family life cycle (FLQ,
Opinion Leadership and Personal influence, Diffusion of Innovation:
Adoption process. Diffusion process

UNIT-III
Communication and Persuasion:-Components of Communication, the
Communication Process, Designing
Persuasive Communication
Consumer Decision making Process:-Problem recognition,
Information Search and Evaluation, Outlet
Selection and Purchase Post purchase behavior, Customer Satisfaction
and Customer
Commitment

UNIT-IV
Models of CB: -Traditional Models of Consumer Behavior:
Economic, Social and Psychological Contemporary Models of
Consumer Behavior Nicosia, Howard & Sheth, Engel-Kollat
Blackwell, Input Process Output Model
Industrial Market& and Consumer Behavior-Meaning, scope and
characteristics of industrial fr.arken Factors affecting industrial
buying, Participants in Industrial Buying, Industrial buying process.

Suggested Reading:
1. Loudon D.L. and Bitta Della - Consumer Behaviour (Tata
Mc Graw Hill, 4th Ed.)
2. Schiffman Leon G. and Kanuk Leslies Lazar - Consumer
Behaviour (Pearson / Prentice Hall, 9th
Ed.)
3. Hawkins: Best and Coney - Consumer Behaviour (Tata Mc
Graw Hill, 9th Ed.

MBA MK 02 SALES AND DISTRIBUTION

MANAGEMENT

UNIT I
Introduction Selling as a Pad of Marketing. Sales Management
Process, Role of Sales Manager, Concept of Personal Selling,
Sales Management and Salesmanship, The Ones of Personal
Selling, Process of Personal Setting. Qualities of a Successful
Salesman.
Goals in Sales Management: Goal Setting Process in Sales
Management, Analyzing Market Demand and
Sales Potential, Techniques of Sates Forecasting, Preparation of
Sales Budget, Formulating Selling Strategies. Designing Sales
Territories and Sales Quota,

UNIT II
Sales Force Management: Organizing the Sales Forces 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 III
Introduction to Distribution Management: Concept of Distribution
Channel, Importance of a Channel, Type of Channels Primary
Distributors, Specialized Distributors and Participants,
Distributors: Policies and Strategies.

UNIT IV
Channel Management: Forces of Distributing Systems,
Distributors Selection and Appointment, Channel Conflicts and
their Resolutions, Training the Distributors Sales Team.

Suggested Reading:
1. Donaldson B- Sales Management: Theory and Practice
(Palgrave)
2. Jobber David and Lancaster Geoff Selling and Sales
Management (Pearson Education)
3. Spiro - Sales Force Management (Tata Mc Graw Hill, 11
Ed.)
4. Still Richard R. Cundiff Edward W. and Govoni Norman
A.P. Sales Management: Decisions, Strategies and Cases
(Pearson Education 5th Ed.)
5. Rosenbloom - Marketing Channels (Cengage Learning, 7th
Ed.)
6. Johnson and Mashall - Sales Force Management (Tata Mc
Graw Hill, 8th Ed.)
7. Coughlan A.T. Stem Louls W. EL-Ansary A.I. And
Anderson E- Marketing Channels (Prentics Hall of India,
6th Ed.)

MBA-HR-01: HUMAN RESOURCE AND

ORGANIZATIONAL DEVELOPMENT

UNIT-I
HRD Concept & Definition, Goals of HRD, Importance of HRD.
History of HRD in India. HRD Departments and their Tasks.
Qualities of HRD Professionals, Present Status of HRD in India.

UNIT-II
Interventions of HRD Role - Concept & Analysis, Performance
Management System, 360 Degree, Feedback, Training and
Development

UNIT-Ill
Interventions of HRD - Potential Appraisal, Competency
Mapping, Career Planning and Development, Mentoring,
Assessment Centers.

HRD Audit - Concept and Objectives. Methodology, Preparation

of HRD Audit. HRD Score card, HRD Audit Failures, Case
Studies, Current Status of HRD Audit in India
UNIT-IV
Organization Development - Concept and Definition, Objectives,
Process OD, Interventions of OD- Sensitivity Training, Survey
Feedback Process Consultation Team Building, Intergroup
Development, Appreciative Inquiry. Case Studies.

Suggested Reading:
1. TV Rao and Udai Pareek, Designing and Managing HR
Systems, Oxford & IBH Publishing Co. Pvt. Ltd. 2. Gareth R.
Jones, Organizational Theory, Design and Change 5th Editions,
Pearson
Educations.
3. Wendell L. French and Cecil H. Bell, Organizational Development
6th Edition,
Prentice Hall.

MBA-HR 02: LEGAL FRAMEWORK

GOVERNINGHUMAN RELATIONS (PART -I)

UNIT I
The factories Act, 1948 - Major provisions of factories Oct with
licensing, registration Heath safety arid welfare, working hours of
adult, penalties and procedure
UNIT II
Trade Union Act, 1926 - Definition of a trade union, Registration
of trade union, Right and duties of registered trade union,
regulation, penalties.

UNIT III
The Industrial Dispute Act, 1947- Concept .Settlement of
Industrial dispute -procedure, power
And duties of Authorities .strikes and lockouts, retrenchment and
lay off provisions

UNIT IV The Employee Provident Fund ACT, 1952,

Industrial Employment (standing orders) Act, 1946-

Certificate, applicability, interpretation appeal, disciplinary
Action and grievance procedure
The Apprentices Act, 1961

Suggested Reading:
1. P.K. Padhi, Labour and Industrial Law, Prentice Hall of India
Ltd.
2. P.L. Malik, Handbook of Industrial Law, Eastern Book.
3. N.D. Kapoor Handbook of Industrial Law, Sultan Chand &
Sons
4. Sinha, Sinha & Shekhar, Industrial Relation, Trade Union and
Labour legislation Pearson Education.
5. Ratna Sen. Industrial Relation in India, Macmillan India.
6. V.G. Goshwami, Labour and Industrial Law.