MS-01

Management Functions
&
Behaviour
 MS-01 Management Functions and
Behaviour
(Total Unit 19)

Block-1 Role of a Manager : (4 Units)

Unit 1 – Tasks of a Professional Manager

Unit 2 – Responsibilities of a Professional Manager
Unit 3 – Management Systems And Processes
Unit 4 – Management Skills

Block-2 Decision Making : (4 Units)

Unit 5 – Organisational Context of Decisions

Unit 6 – Decision Making Models
Unit 7 – Decision Making Techniques and Processes
Unit 8 – Management by Objectives (MBO)

Block-3 Organisational Climate and Change : (3 Units)

Unit 9 – Organisational Culture and Managerial Ethos

Unit 10 – Management of Organisational Conflicts
Unit 11 – Managing Change

Block-4 Organisational Structure and Processes : (5 Units)

Unit 12 – Organisation Structure and Design

Unit 13 – Managerial Communication
Unit 14 – Planning Process
Unit 15 – Controlling
Unit 16 – Delegation and Interdepartment Coordination

Block-5 Behavioural Dynamics : (3 Units)

Unit 17 – Analysing Interpersonal Relations

Unit 18 – Leadership Styles and Influence Process
Unit 19 – Group Dynamics
 MS-02
Management of
Human Resources
 MS-02
Management of Human Resources
(Total Unit 22)

Block-1 Human Resource Management Context, Concept and

Boundaries : (3 Units)

Unit 1 – The Changing Social Context and Emerging Issues

Unit 2 – The Concept and Functions of Human Resource Management
Unit 3 – Structuring Human Resource Management

Block-2 Getting Human Resources : (4 Units)

Unit 4 – Job Analysis and Job Design

Unit 5 – Human Resource Planning
Unit 6 – Attracting the Talent : Recruitment, Selection, Outsourcing
Unit 7 – Socialisation, Mobility and Separation

Block-3 Performance Management and Potential Assessment :

(4 Units)

Unit 8 – Competency Mapping

Unit 9 – Performance Planning and Review
Unit 10 – Potential Appraisal, Assessment Centres and Career and Succession Planning
Unit 11 – HR Measurement and Audit

Block-4 Human Resource Development : (4 Units)

Unit 12 – Human Resource Development System

Unit 13 – Training
Unit 14 – Mentoring and Performance Coaching
Unit 15 – Building Roles and Teams

Block-5 Compensation and Reward Management : (3 Units)

Unit 16 – Laws Covering Wages, Welfare and Benefits

Unit 17 – Compensation Strategy, Structure, Composition
Unit 18 – Reward Management

Block-6 Employer-Employee Relations : (4 Units)

Unit 19 – Regulatory Mechanisms in Industrial Relations

Unit 20 – Dealing with Unions and Associations
Unit 21 – Industrial Democracy
Unit 22 – Grievance Handling and Discipline

MS-03
 MS-03

(Total Unit 17)

Block-1 : (1 Units)

Unit 1 – Economic Environment Of Business

Block-2: (4 Units)

Unit 2 –
Unit 4 –
Unit 5 –
Unit 6 –

Block-3: (2 Units)

Unit 7 –
Unit 8 –

Block-4: (5 Units)

Unit 9 –
Unit 10 –
Unit 11 –
Unit 12 –
Unit 13 –

Block-5:(2 Units)

Unit 14 –
Unit 15 –

Block-6: (5 Units)

Unit 16 –
Unit 17 –

 
 MS-04
Accounting
&
Finance
for Managers
 MS-04
Accounting and Finance for Managers
(Total Unit 18)

Block-1 Accounting Framework: (Units)

Unit 1 – Accounting And Its Functions

Block-2 Understanding Financial Statements: (Units)

Unit 2 – Accounting Concepts And Standards

Unit 3 – Accounting Information And Its Applications
Unit 4 – Construction And Analysis Of Balance Sheet
Unit 5 – Construction And Analysis Of Profit And Loss Account
Unit 6 – Construction And Analysis Of Fund Flow And Cash Flow Statements

Block-3 Cost Management: (Units)

Unit 7 – Understanding And Classifying Costs
Unit 8 – Absorption And Marginal Costing

Block-4 Financial and Investment Analysis: (Units)

Unit 9 – Cost-Volume-Profit Analysis
Unit 10 – Variance Analysis
Unit 11 – Financial Management : An Introduction
Unit 12 – Ratio Analysis
Unit 13 – Leverage Analysis

Block-5 Financial Decisions:( Units)

Unit 14 – Budgeting And Budgetary Control

Unit 15 – Investment Appraisal Methods
Unit 16 – Management Of Working Capital
Unit 17 – Capital Structure
Unit 18 – Dividend Decisions

 
 MS-05
Management of
Machines
&
Materials
 MS-05
Management of Machines and Materials
(Total Unit 20)

Block-1 Operations Management : (1 Units)

Unit 1 – Operations Management – An Overview

Block-2 Facilities Planning : (4 Units)

Unit 2 – Product Selection

Unit 4 – Facilities Location
Unit 5 – Facilities Layout and Materials Handling
Unit 6 – Capacity Planning

Block-3 Work and Job Design : (2 Units)

Unit 7 – Work Design

Unit 8 – Job Design

Block-4 Operations Planning and Control : (5 Units)

Unit 9 – Planning and Control for Mass Production

Unit 10 – Planning and Control for Batch Production
Unit 11 – Planning and Control for Job Shop Production
Unit 12 – Planning and Control of Projects
Unit 13 – Maintenance Management

Block-5 Value Engineering and Quality Assurance :(2 Units)

Unit 14 – Value Engineering

Unit 15 – Quality Assurance

Block-6 Materials Management : (5 Units)

Unit 16 – Purchase System and Procedure

Unit 17 – Inventory Management
Unit 18 – Stores Management
Unit 19 – Standardisation, Codification and Variety Reduction
Unit 20 – Waste Management

 
 MS-06
Marketing for
Managers
 MS-06 Marketing for Managers
(Total Unit 22)

Block-1 Marketing and its Applications : (3 Units)

Unit 1 – Introduction to Marketing
Unit 2 – Marketing in Developing Economy
Unit 3 – Marketing of Services

Block-2 Marketing Planning and Organisation : (4 Units)

Unit 4 – Planning Marketing Mix
Unit 5 – Marketing Segmentation
Unit 6 – Marketing Organization
Unit 7 – Marketing Research and its Application

Block-3 Understanding Consumers : (3 Units)

Unit 8 – Determinants of Consumer Behaviour

Unit 9 – Models of Consumer Behaviour
Unit 10 – Indian Consumer Environment

Block-4 Product Management : (3 Units)

Unit 11 – Product Decisions and Strategies
Unit 12 – Product Life Cycle and New Product Development
Unit 13 – Branding and Packging Decisions

Block-5 Pricing and Promotion Strategy : (4 Units)

Unit 14 – Pricing Policies and Practices

Unit 15 – Marketing Communications
Unit 16 – Advertising and Publicity
Unit 17 – Personal Selling and Sales Promotion

Block-6 Distribution and Public Policy : (5 Units)

Unit 18 – Sales Forecasting
Unit 19 – Distribution Strategies
Unit 20 – Managing Sales Personnel
Unit 21 – Marketing and Public Policy
Unit 22 – Cyber Marketing
 MS-07
Information Systems
for Managers
 MS-07
Information Systems for Managers
(Total Unit 20)

Block-1 Information Technology for Managers : (4 Units)

Unit 1 – Information Technology: An Overview

Unit 2 – Computer Systems
Unit 3 – Computer Software
Unit 4 – Networking Technologies

Block-2 Information System-1 :(4 Units)

Unit 5 – In MIS Perspectives

Unit 6 – Information Systems Economics
Unit 7 – Management Information and Control System
Unit 8 – Information System security

Block-3 Information Systems-II : (4 Units)

Unit 9 – Information Systems and Functional Area Applications

Unit 10 – Transaction Processing System-I : Human Resource and Marketing Management
Unit 11 – Transaction Processing System-II : Operations and Financial Management
Unit 12 – Integrated Application

Block-4 System Analysis and Computer Languages : (3 Units)

Unit 13 – Building Information Systems

Unit 14 – System Analysis and Design
Unit 15 – Computer Programming and Languages

Block-5 Support Systems for Management Decisions : (5 Units)

Unit 16 – Database Resource Management

Unit 17 – Data Warehousing and Data Mining
Unit 18 – Tactical and Strategic Information Management: DSS and EIS
Unit 19 – Intelligent Support Systems
Unit 20 – Emerging Trends in IT
 MS-08
Quantitative
Analysis for
Managerial
Applications
 MS-08
Quantitative Analysis for
Managerial Applications
(Total Unit 20)

Block-1 Basic Mathematics for Managers : (4 Units)

Unit 1 – Quantitative Decision Making - An Overview

Unit 2 – Functions and Progressions
Unit 3 – Basic Calculus and Applications
Unit 4 – Matrix Algebra and Applications

Block-2 Data Collection and Analysis : (4 Units)

Unit 5 – Collection of Data

Unit 6 – Presentation of Data
Unit 7 – Measures of Central Tendency
Unit 8 – Measures of Variation and Skewness

Block-3 Probability and Probability Distributions : (4 Units)

Unit 10 – Discrete Probability Distributions

Unit 11 – Continuous Probability Distributions
Unit 12 – Decision Theory

Block-4 Sampling and Sampling Distributions : (4 Units)

Unit 13 – Sampling Methods

Unit 14 – Sampling Distributions
Unit 15 – Testing of Hypotheses
Unit 16 – Chi-Square Tests

Block-5 Forecasting Methods : (4 Units)

Unit 17 – Business Forecasting

Unit 18 – Correlation
Unit 19 – Regression
Unit 20 – Time Series Analysis
 MS-09
Management
Economics
 MS-09
Management Economics
(Total Unit 14)

Block-1 Introduction to Managerial Economics : (3 Units)

Unit 1 – Scope of Managerial Economics

Unit 2 – The firm: Stakeholders, Objectives and Decision Issues
Unit 3 – Basic Techniques
Block-2 Demand and Revenue Analysis (3 Units)

Unit 4 – Demand Concepts and Analysis

Unit 5 – Demand Elasticity
Unit 6 – Demand Estimation and Forecasting
 
Block-3 Production and Cost Analysis (4 Units)

Unit 7 – Production Function

Unit 8 – Cost Concepts and Analysis I
Unit 9 – Cost Concepts and Analysis II
Unit 10 – Estimation of Production and Cost Functions
Block-4 Pricing Decisions (4 Units)

Unit 11 – Market Structure and Barriers to Entry

Unit 12 – Pricing Under Pure Competition and Pure Monopoly
Unit 13 – Pricing Under Monopolistic and Oligopolistic Competition
Unit 14 – Pricing Strategies

Block-5 Comprehensive Case : (1 Units)

Block 5 – Competition in Telecommunication Service Provision
 MS-10
Organisational
Design,
Development
&
Change
 MS-10 Organisational Design,
Development and Change
(Total Unit 16)

Block-1 Understanding Organisations : (2 Units)

Unit 1 – Approaches to Understanding Organization

Unit 2 – Factors Affecting Organization Design
Block-2 Organisational Design : (2 Units)

Unit 3 – Typology of Organisation Structures

Unit 4 – Some Basic Organisation Design and Restruturing Strategies
Block-3 Approaches to Work Design : (3 Units)

Unit 5 – Organising and Analysis Work

Unit 6 – Job Design
Unit 7 – Emerging Issues of Work Organisation and Quality of Working Life

Block-4 Organisational Analysis : (4 Units)

Unit 8 – Organisational Diagnosis:Tools and Techniques

Unit 9 – Questionnaire as a Diagnostic Tool
Unit 10 – Interview as a Dignostic Tool
Unit 11 – Workshops, Task-Forces and Other Methods
Block-5 Organisational Development and Change : (5 Units)

Unit 12 – Organizational Development (OD)

Unit 13 – Alternative Interventions
Unit 14 – Process of Change
Unit 15 – Change Agents: Roles and Competencies
Unit 16 – Institution Building
 
 MS-11
Strategic
Management
 MS-11
Strategic Management
(Total Unit 16)

Block-1 Introduction to Strategic Management : (3 Units)

Unit 2 – Process of Strategy

Unit 3 – Strategic Framework
Block-2 Strategic Analysis : (3 Units)

Unit 5 – Competitive Forces

Unit 6 – Internal Analysis
Block-3 Business Level Strategy : (2 Units)

Unit 7 – Cost
Unit 8 – Differentiation and Focus
Block-4 Corporate Level Strategy : (4 Units)

Unit 9 – Growth Strategies-I

Unit 10 – Growth Strategies-II
Unit 11 – Strategic Alliances
Unit 12 – Turnaround
Block-5 Implementation and Control : (4 Units)

Unit 13 – Structural Dimensions

Unit 14 – Behavioural Dimensions
Unit 15 – Control
Unit 16 – Evaluation of Strategy
 MS-61
Consumer
Behaviour
 MS-61
Consumer Behaviour
(Total Unit 18)

Block-1 Consumer Behaviour-- Issues and Concepts : (3 Units)

Unit 1 – Consumer Behaviour - Nature, Scope and Applications
Unit 2 – Consumer Behaviour and Lifestyle Marketing
Unit 3 – Organisational Buying Behaviour
Block-2 Individual Influences on Buying Behaviour : (8 Units)
Unit 4 – Perceptions
Unit 5 – Consumer Motivation and Involvement
Unit 6 – Attitude and Attitude Change
Unit 7 – Learning and Memory
Unit 8 – Personality and Self - Concept

Block-3 Group Influences on Consumer behavior : (3 Units)

Unit 9 – Reference Group Influence and Group Dynamics
Unit 10 – Family Buying Influences, Family Life Cycle and Buying Roles
Unit 11 – Culture and Subculture influences
Block-4 The Buying Process : (4 Units)
Unit 12 – Problem Recognition and Information Search Behaviour
Unit 13 – Information Processing
Unit 14 – Alternative Evaluation in Buying Decisions
Unit 15 – Purchase Process & Post-Purchase Behaviour
Block-5 Modeling buyer Behaviour : (3 Units)
Unit 16 – Early Models
Unit 17 – Howard Sheth Model
Unit 18 – Recent Developments in Modeling Consumer Behaviour
 MS-611
Rural
Marketing
 MS-611
Rural Marketing
(Total Unit 13 & Case 4)

Block-1 Rural Markets--An Overview : (2 Units)

Unit 1 – Rural Markets in India
Unit 2 – Understanding Rural Environment
Block-2 Understanding the Rural Consumer : (3 Units)
Unit 3 – Differential Aspects of Buying Behaviour and Major Influences on Rural Buying
Behaviour
Unit 4 – Trends in Consumer Behaviour
Unit 5 – Rural Marketing Research

Block-3 Product and Pricing Decisions for the Rural Markets :

(2 Units)
Unit 6 – Product Development, Adoption Process and Modification Decisions
Unit 7 – Pricing Decisions
Block-4 Managing the Promotion : (3 Units)

Unit 8 – Understanding Rural Media and Current Opportunities

Unit 9 – Message Design and Development for Rural Markets
Unit 10 – Rural Sales Promotion Effort
Block-5 Accessing Rural Markets : (3 Units)

Unit 11 – Physical Infrastructure and Dynamics of Distribution

Unit 12 – Participants in the Rural Distribution Process
Unit 13 – Physical Distribution Process

Block-6 Understanding Rural Marketing Process--Case Studies

: (4 Case)
Case 1 – Rural Communication: A Case Study of Philips Consumer Electronics
Case 2 – Mass Media and Social Advertising*
Case 3 – Rural Distribution for the FMCG Sector - A Case Study of HLL
Case 4 – Rural Buying Behaviour: A Case Study of Consumer In Jammu
 MS-612
Retail
Management
 MS-612
Retail Management
(Total Unit 21)

Block-1 An Overview of Retailing Environment : (3 Units)

Unit 1 – Introduction to Retailing

Unit 2 – Evolution of Retail Environment
Unit 3 – Formats of Retailing
Block-2 Retail Planning and Development : (5 Units)
Unit 4 – Understanding the Retail Customer
Unit 5 – Marketing Research for Retailing
Unit 6 – Strategic Retail Planning Process
Unit 7 – Locational Decisions
Unit 8 – Growth Strategies

Block-3 Retail Mix : (4 Units)

Unit 9 – Product Merchandise
Unit 10 – Pricing
Unit 11 – Promotion and Communication Mix
Unit 12 – Atmospherics
Block-4 Retail Operations : (5 Units)

Unit 13 – Sourcing
Unit 14 – Financial Management Issues in Retailing
Unit 15 – Organisation Structure and Management of Human Resources
Unit 16 – CRM - Customer Relationship Marketing
Unit 17 – Monitoring and Controlling Retail Operations
Block-5 Issues Impacting Retail Business in India : (4 Units)
Unit 18 – Legal and Security Issues in Retail
Unit 19 – Ethical Dimensions
Unit 20 – Technology in Retailing
Unit 21 – Non Store Retailing
 MS-62
Sales
Management
 MS-62
Sales Management
(Total Unit 16 & Case 6)

Block-1 Sales Management Functions : (4 Units)

Unit 1 – Introduction to Sales Management
Unit 2 – Personal Selling
Unit 3 – Sales Process
Unit 4 – Computer Systems and Applications in Sales Management
Block-2 Selling Skills : (4 Units)

Unit 5 – Communication Skills

Unit 6 – Sales Presentation
Unit 7 – Negotiation Skills
Unit 8 – Retail Communication Sales Displays

Block-3 Sales Force Management : (3 Units)

Unit 9 – Job Analysis, Recruitment and Selection

Unit 10 – Training The Sales Force
Unit 12 – Monitoring and Performance Evaluation
Block-4 Planning and Control of the Sales Effort : (4 Units)

Unit 13 – Sales Planning

Unit 14 – Sales Organisation
Unit 15 – Sales Forecasting and Sales Quotas
Unit 16 –Sales Budgeting and Control
Block-5 Case Studies : (6 Cases)

Case 1 – Puripen: Selecting the Communication Mix

Case 2 – Devox (India) Limited : A Less Expensive But Complaining Customer
Case 3 – National Electrical Engineers Limited: Sales Contest for Sales Staff Motivation
Case 4 – The Genuine Charcoal Filter: Sales Monitoring Control System
Case 5 – Asia Pacific Electricals Limited : Territory Planning and Management
Case 6 – RQL Limited: Budgeting and Cost Control Systems
 MS-63
Product
Management
 MS-63
Product Management
(Total Unit 18)

Block-1 Product Management—Introduction : (3 Units)

Unit 1 – Product Management - Basic Concepts
Unit 2 – The Product Management Process
Unit 3 – The Product Planning System
Block-2 Managing Products-1 : (4 Units)
Unit 4 – Product Line Decisions
Unit 5 – Product Life Cycle
Unit 6 – Product Portfolio
Unit 7 – Product Pricing

Block-3 Branding and Packaging Decisions : (4 Units)

Unit 8 – Branding Decisions
Unit 9 – Product Positioning
Unit 10 – Brand Equity
Unit 11 – Packaging Decisions

Block-4 New Product Development : (3 Units)

Unit 12 – Organising for Product Development
Unit 13 – Generation, Screening and Development New Product Ideas
Unit 14 – Economic Analysis -Evaluation New Product Ideas/Concepts
Block-5 Implementing New Product Decision : (4 Units)
Unit 15 – Concept Development and Testing
Unit 16 – Physical Development of the Product
Unit 17 – Pretest Marketing and Test Marketing
Unit 18 – Product Launch
MS-64
 MS-64

(Total Unit 15)

Block-1
Unit 1 – Scope And Size Of International Markets
Unit 2 – Conceptual Framework
Unit 3 – Institutional Framework

Block-2
Unit 4 – Cultural Environment
Unit 5 – Political And Legal Environment
Unit 6 – Strategic Retail Planning Process
Unit 7 –

Block-3
Unit 8 – Export - Import Documentation
Unit 9 – International Product Policy And Planning
Unit 10 – International Advertising
Unit 11 – International Pricing Policy

Block-4
Unit 12 – International Distribution And Sales Policy
Unit 13 – International Market Selection
Unit 14 – International Marketing Research
Unit 15 – International Marketing Planning And Control
MS-65
 MS-65

(Total Unit 19)

Block-1
Unit 1 –
Unit 2 –
Unit 3 – International Trade In Services, the WTO, and
India

Block-2

Unit 4 – CONSUMER BEHAVIOUR IN

SERVICES
Unit 5 – PRODUCT AND PRICING
DECISIONS
Unit 6 – PLACE AND PROMOTION
DECISIONS
Unit 7 – extended marketing mix for services

Block-3
Unit 8 – service quality
Unit 9 – MANAGING DEMAND ANDCAPACITY

Unit 10 – CUSTOMER RETENTION

Unit 11 – FINANCIAL SERVICES
Block-4

Unit 12 – TOURISM AND HOSPITALITY

SERVICES
Unit 13 – HEATH SERVICES
Unit 14 – CASE STUDY :
SERVING THE GLOBAL INDIAN*
Unit 15 – EDUCATIONAL SERVICES
Unit 16 – PROFESSIONAL SUPPORT
SERVICES : ADVERTISING
AGENCIES
Unit 17 – TELECOMMUNICATION
SERVICES
Unit 18 –
Unit 19 – case Studies
CASE 1: IS THE CUSTOMER ALWAYS RIGHT?
CASE 2 DOSA KING
MS-66
 MS-66

(Total Unit 15)

Block-1
Unit 1 –
MARKETING RESEARCH -MEANING AND
IMPORTANCE
Unit 2 –
ORGANISATION OF MARKETING RESEARCH IN
INDIA
Unit 3 –
RESEARCH DESIGN
Block-2
Unit 4 –
DATA COLLECTION
Unit 5 –
SAMPLING
Unit 6 –
QUESTIONNAIRE DESIGN AND DEVELOPMENT
Unit 7 –
ATTITUDE MEASUREMENT & SCALING
Block-3
Unit 8 –
QUALITATIVE RESEARCH
Unit 9 –
DATA PROCESSING - CODING, TABULATION AND
DATA PRESENTATION
Unit 10 –
DESCRIPTION & INFERENCE FROM SAMPLE DATA
Unit 11 –
ANALYSIS ASSOCIATION

Block-4
Unit 12 –
REGRESSION ANALYSIS, DISCRIMINANT ANALYSIS
AND FACTOR ANALYSIS
Unit 13 –
CONJOINT ANALYSIS
Unit 14 –
CLUSTER ANALYSIS AND MULTI-DIMENSIONAL
SCALING
Unit 15 –
APPLICATION OF MARKETING RESEARCH IN INDIA --
SOME CASE STUDIES
MS-68
 MS-68

(Total Unit 19 & Case 6)

Block-1
Unit 1 –

Unit 2 –
Unit 3 –

Block-2
Unit 4 –

Unit 5 –

Unit 6 –
Unit 7 –

Block-3
Unit 8 –

Unit 9 –
Unit 10 –

Unit 11 –

Block-4
Unit 12 –
Unit 13 –

Unit 14 –

Unit 15 –
Unit 16 –
Unit 17 –
Unit 18 –
Unit 19 –

Case 1 –
Case 2 –
Case 3 –
Case 4 –
Case 5 –
Case 6 –