54.1 EMBA

UNIVERSITY OF MADRAS
DEPARTMENT OF MANAGEMENT STUDIES
PROPOSED REGULATIONS AND SYLLABUS FOR
EXECUTIVE MBA PROGRAMME
2019-2020
Department of Management Studies
University of Madras
Chepauk, Chennai – 600 005
EXECUTIVE M.B.A Programme (only for executives)
(EMBA)
CHOICE BASED CREDIT SYSTEM

REGULATIONS
2019-2020 - REVISED
FOR 2 YEARS COURSE
Executive Master of Business Administration (E-MBA) programme is a

professional graduate program for individuals who plan managerial careers
in business, government and industry. The objective of the program is to
develop skills and judgement in an individual for effective management. The
emphasis is on the developing a student’s ability to evaluate business and
organisational situations so as to make informed and creative judgement
about policy and operations. Central to this approach is the development of
creativity and judgement in students, so essential to every manager
regardless of functional area or level within an organisation.
Executive Master of Business Administration (EMBA) two years

Program on (Saturday and Sunday)
Executive M.B.A. Program Outline
 Executive Master of Business Administration (EMBA) program is a

professional graduate program for individuals who plan managerial
carets in business, government and industry.
 The objectives of the program are to develop skills and judgement is
an individual for effective management.
 The courses of Executive MBA program is distributed in four
semesters. The program consists of 7 core papers and 6 Functional
core papers, 4 Elective papers, 3 Capstone projects and
1 Management Project.
1. CONDITION FOR ADMISSION
Candidates shall be required to have passed a Bachelor’s Degree with

55% of marks of the University of Madras or of any other University or a
qualification accepted by the Syndicate of this University as equivalent
thereto, shall be eligible for admission to EMBA degree course. Minimum 2
years of Professional work experience is required.
2. ELIGIBILITY FOR THE AWARD OF DEGREE:
A candidate shall be eligible for the award of the Degree only if he /

she has satisfactorily undergone the prescribed course of study in a college
affiliated to this university for a period of not less than TWO academic years,
passed the examinations of all the Four Semesters prescribed earning 81
credits and fulfilled such conditions as have been prescribed therefore.
3. DURATION OF THE COURSE:
This course is conducted in the weekend shall extend over a period of

TWO academic years consisting of FOUR Semesters. Each academic year
shall be divided in to Two Semesters. The FIRST academic year shall
comprise the First and Second Semesters, the SECOND academic year the
Third and Fourth Semesters.
The ODD Semesters shall consist of the period of July to November of
each year and the EVEN Semesters from December to April of each year.
The duration of each semester will be about six months. The Classes
will be conducted on Weekends (i.e. Saturday and Sunday) the subjects of
study shall be in accordance with the syllabus prescribed from time to time.
4. CREDITS
Weekend consists of 5 sessions (1 session = 3hrs) I Sem consists of

four core papers and one elective paper. Four core papers are handled
3 hours in a week. One elective paper is handled in evening session
(5.00 p.m. to 8.00 p.m.)
5. COURSE OF STUDY AND SCHEME OF EXAMINATIONS:
The total number of subjects of study shall be 7 Core Papers,

6 Functional Cores papers, 4 Electives papers, 3 Capstone projects, and
1 Management Project and Viva-voce in the Fourth Semester.
6. REQUIREMENTS FOR PROCEEDING TO SUBSEQUENT SEMESTER:
i. Candidates shall register their names for the First Semester Examination
after the admission in the Course.
ii Candidates shall be permitted to proceed from, the First Semester up to

Final Semester irrespective of their failure in any of the Semester
Examination subject to the condition that the candidates should register for
all the arrears subjects of earlier semester along with current (subsequent)
Semester subjects
iii. Candidates shall be eligible to go to subsequent Semester, only if they

earn, sufficient attendance as prescribed by the Syndicate from time to time
provided in case of candidate earning less than 50% of attendance in any
one of the Semesters due to any extraordinary circumstance such as
medical grounds. Such candidates, who shall produce Medical Certificate
issued by the Authorized Medical Attendant (AMA), duly certified by the
Principal of the College, shall be permitted to proceed to the next semester
and to complete the course of study. Such candidate shall have to repeat the
missed semester by rejoining after completion of final semester of the
course, after paying the fee for the break of study as prescribed by the
University from time to time.
7. PASSING MINIMUM:
(i) A candidate who secures not less than 50 percent marks in the External
Written Examination and the aggregate (i.e. Written Examination Marks and
the Internal Assessment Marks put together) respectively of each paper shall be
declared to have passed the examination in that subject.
(ii) (a) A candidate shall be declared to have passed Project Work and
Viva-Voce respectively, if he/she secures a minimum 50 percent
marks in the Project Work Evaluation and the Viva Voce
respectively.
(b) A candidate failing in any subject will be permitted to appear for the
examinations again on a subsequent occasion without putting in any
additional attendance.
(c) A candidate who fails in either Project Work or Viva-Voce shall be

permitted to redo the Project Work for evaluation and reappear for the
Viva-Voce on a subsequent occasion, if so recommended by the
Examiners.
(iii) A Candidate who successfully completes the course and passes the
examinations of all the FOUR Semesters prescribed as per Scheme of
Examinations earning 81 CREDITS shall be declared to have qualified for
the Degree, provided the whole course has been completed within a
maximum of 5 YEARS from the date of initially joining the course.
8. CLASSIFICATION OF SUCCESSFUL CANDIDATES:
Successful candidates securing not less than 60 percent in the aggregate

of the marks prescribed for the Course shall be declared to have qualified for
the Degree in First Class, provided they have passed the Project Work and the
Viva-Voce at the FIRST appearance and the Examination of all the other
subjects within THREE YEARS after their admission in the course.
Successful candidates securing not less than 75 percent in the aggregate

of the marks prescribed for the Course shall be declared to have qualified for the
Degree in First Class with Distinction provided they pass all the examinations
prescribed for the course at the First appearance/instance. All other successful
candidates shall be declared to have passed the examination in the Second
Class.
9. CORE SUBJECTS, ALLIED SUBJECTS AND PROJECT ELECTIVES
ELECTIVES :
Successful candidates passing the examination s for Part – III courses together
and securing the marks (i) 60 percent and above ) (ii) 50 percent and above but
below 60 percent in the aggregate of the marks prescribed for the Part – III
courses together shall be declared to have passed the examination in the FIRST
and SECOND Class respectively.
10. GRADING SYSTEM
1. Passing Minimum is 50% of the ESE and also 50% of the maximum
of that paper/course.
2. Marks and Grades:
The following table gives the marks, grade points, letter grades and
classification to indicate the performance of the candidate.
Conversion of Marks to Grade Points and Letter Grade (Performance in

a Paper /Course)
RANGE OF MARKS GRADE POINTS LETTER GRADE DESCRIPTION
90-100 9.0-10.0 O Outstanding
80-89 8.0-8.9 D+ Excellent
75-79 7.5-7.9 D Distinction
70-74 7.0-7.4 A+ Very Good
60-69 6.0-6.9 A Good
50-59 5.0-5.9 B Average
00-49 0.0 U Re-appear
ABSENT 0.0 AAA ABSENT

Ci = Credits earned for course i in any semester.
Gi = Grade Point obtained for course i in any semester.
n refers to the semester in which such courses were credited.
For a Semester :
GRADE POINT AVERAGE [GPA] = ∑i Ci Gi / ∑i Ci
Sum of the multiplication of grade points by the credits of the

courses
GPA = ----------------------------------------------------------------------------------
Sum of the credits of the courses in a semester
For the entire programme:
CUMULATIVE GRADE POINT AVERAGE [CGPA] = ∑n∑i CniGni /∑n∑i Cni
Sum of the multiplication of grade points by the credits of the entire

programme
CGPA= --------------------------------------------------------------------------------------------
---
Sum of the credits of the courses of the entire programme
CGPA GRADE CLASSIFICATION OF FINAL

RESULT
9.5-10.0 O+ First Class - Exemplary *
9.0 and above but below 9.5 O
8.5 and above but below 9.0 D++ First Class with Distinction *
8.0 and above but below 8.5 D+
7.5 and above but below 8.0 D
7.0 and above but below 7.5 A++
6.5 and above but below 7.0 A+ First Class
6.0 and above but below 6.5 A
5.5 and above but below 6.0 B+ Second Class
5.0 and above but below 5.5 B
0.0 and above but below 5.0 U Re-appear

*Applicable to candidates who have passed the courses prescribed for the
programme in the first appearance as per the scheme of examination:
otherwise they are eligible for classification only.
11. ATTENDANCE
The teacher handling a course shall be responsible for maintaining a

record of attendance of students who have registered for the course.
All teachers shall intimate the Head of the Department at least seven
calendar days before the last instruction day in the semester the particular
of all students who have less than 75% attendance in one or more courses.
A candidate who has less than 75% attendance shall not be permitted to sit
for the end-semester examination in the course in which the shortfall exists
However, it shall be open to the Dean (Academic) to grant exemption

to a candidate who has failed to obtain the prescribed 75% attendance for
valid reasons on payment of prescribed fee and such exemptions shall not
under any circumstances be granted for attendance below 65%.
The HOD shall announce the names of all students who will not be eligible
to take the End-Semester examinations in the various courses and send a
copy of the same to Dean’s office and CBCS Section. Registrations of such
students for those course shall be treated as cancelled. If the course is a
core course, the candidate should register for and repeat the course when it
is offered next time.
12. Examination and Evaluation
Evaluation will be done on a continuous basis, three times during

each semester. For the purpose of uniformity, particularly for inter
departmental transfer of credits, there will be a uniform procedure of
examination to be adopted by all teachers. There will be two sessional tests
and one End-Semester examination in each course during every semester.
Sessional Test I will be held during the twelfth week of the semester
for the syllabi covered will then.
Sessional Test II will be held during the twentieth week for the syllabi
covered.
Sessional Tests (of one to two hours duration) may employ one or
more assessment tools such as objective tests, assignments, paper
presentation, laboratory work, suitable to the course. This requires an
element of openness. The students are to be informed in advance about the
nature of assessment. Students shall compulsorily attend the two sessional
tests, failing which they will not be allowed to appear for end-semester
examination. A student cannot repeat sessional tests. However, if for any
compulsive reason the student could not attend the test. The prerogative of
arranging a special test lies with the course teacher. In case of students
who could not attend any of the sessional tests due to medical reason or
under extraordinary circumstances, a separate test shall be conducted
before the End Semester Examinations by the respective faculty member.
The sessional test will carry 40% (20% + 20%) of total marks for the
course. The marks of the two sessional tests shall be taken into account for
the computation of Grade. The marks with attendance shall be uploaded in
the online mark entry portal of the university within one week after the
sessional examination. The portal will be closed after two weeks of the date
of the examination.
There shall be one End – Semester examination of 3 hours duration
carrying 60% of marks in each course covering the entire syllabus
prescribed for the course. The End Semester examination is normally a
written based examination. The mode of the End Semester examination and
evaluation will be decided by the teacher in consultation with the
Departmental Committee. Model Question paper for each course has to be
prepared by the teacher and the same should be forwarded to the Head of
the Department. The end-semester examination time schedule will be
prepared by the CBCS Section. The Head of the Department will fix the date
for Departmental Committee meeting to finalise the results.
13. PATTERN OF QUESTION PAPER
PART – A
5 out of 7 questions 5 x 4 = 20 marks
PART – B
4 out of 6 questions 4 x 8 = 32 marks
PART - C
1 Compulsory Question 1 x 8 = 8 marks
---------------
Total 60 marks
---------------
14. APPEARANCE FOR IMPROVEMENT:
Candidates who have passed in a theory paper / papers are allowed to

appear again for theory paper / papers only once in order to improve
his/her marks, by paying the fee prescribed from time to time. Such
candidates are allowed to improve within a maximum period of 10 semesters
counting from his/her first semester of his/her admission. If candidate
improve his marks, then his improved marks will be taken into
consideration for the award of Classification only. Such improved marks will
not be counted for the award of Prizes / Medals, Rank and Distinction. If the
candidate does not show improvement in the marks, his previous marks will
be taken into consideration.
No candidate will be allowed to improve marks in the Practical, Mini

Project, Viva-voce, Field work.
FIRST SEMESTER
S. Course Name of the Course Core / Credits Exam Marks
No. No. Electives Duration
hours I II External
Test Test
20 20 60
1. BUSC601 Management Principles Core 4 3 20 20 60
and Business Ethics
2. BUSC602 Quantitative and Core 4 3 20 20 60
Research Methods in
Business
3. BUSC603 Organisational Behaviour Core 4 3 20 20 60
4. BUSC604 Managerial Economics Core 4 3 20 20 60
5. BUSE201 Elective - 1 Elective 3 3 20 20 60
6. BUSC605 Capstone Project I Project 3 100
SECOND SEMESTER
hours I II External
Test Test
20 20 60
1. BUSC606 Accounting for Managers Core 4 3 20 20 60
2. BUSC607 Legal system in Business Core 4 3 20 20 60
3. BUSC608 Management Information Core 4 3 20 20 60
Systems
4. BUSC609 Operations Management Functional 4 3 20 20 60
Core
6. BUSC610 Capstone Project II Project 3 100
THIRD SEMESTER
hours I II External
Test Test
20 20 60
1. BUSC611 Applied Operations Functional 4 3 20 20 60
Research Core
2. BUSC612 Financial Management Functional 4 3 20 20 60
Core
3. BUSC613 Marketing Management Functional 4 3 20 20 60
Core
4. BUSC614 Human Resource Functional 4 3 20 20 60
Management Core
6. BUSC615 Capstone Project III Project 3 100
FOURTH SEMESTER

hours I II External
Test Test
20 20 60
1. BUSC616 Strategic Management Functional 4 3 20 20 60
Core
2. BUSE204 Elective – 4 Elective 3 3 20 20 60
3. BUSC617 Project Report & Viva Core 8 100
Voce
Elective Subjects
Sl.No. Subject Elective Subjects

code
1. BUSE201 Innovation and Entrepreneurship
2. BUSE202 International Business
3. BUSE203 Sales and Distribution Management
4. BUSE204 Integrated Marketing and Communication
5. BUSE205 Corporate Finance
6. BUSE206 Security Analysis and Portfolio Management
7. BUSE207 Human Resources Development
8. BUSE208 Database Management Systems
9. BUSE209 Decision Support System
10. BUSE210 Industrial and Labour Relations
11. BUSE211 Supply Chain Management
12. BUSE212 Tax Management
13. BUSE213 E-Business
14. BUSE214 Merchant Banking & Financial Services
15. BUSE215 Brand Management
16. BUSE216 Industrial Marketing
17. BUSE217 Services Marketing
18. BUSE218 Marketing Research and Consumer Behaviour
19. BUSE219 Customer Relationship Management
20. BUSE220 Quality Management
21. BUSE221 Performance Management
22. BUSE222 Organisational Development
23. BUSE223 Project Management
24. BUSE224 Derivatives Management
25. BUSE225 International Financial Management
26. BUSE226 International Marketing
27. BUSE227 System Analysis and Design
28. BUSE228 Retail Marketing
29. BUSE229 Banking and Insurance
30. BUSE230 Rural Marketing
31. BUSE231 Principles & Practice of Logistics Management
32. BUSE232 Inventory & Warehousing Management
33. BUSE233 Domestic and International Logistics Management
34. BUSE234 Health Policy and Health Care Systems
35. BUSE235 Hospital Planning and Administration
36. BUSE236 Hospital Records Management
37. BUSE237 Business Analytics
38. BUSE238 International Human Resource Management
Course Structure for Executive MBA Program
Semester Course Title of the Course Core / Credits

No Elective
Semester - I BUSC601 Management Principles and Business Core 4

Ethics
BUSC602 Quantitative and Research Methods in Core 4
Business
BUSC603 Organisational Behaviour Core 4
BUSC604 Managerial Economics Core 4
BUSE201 Elective - 1 Elective 3
Project - I BUSC605 Capstone Project I Project 3
Semester – II BUSC606 Accounting for Managers Core 4
BUSC607 Legal system in Business Core 4
BUSC608 Management Information Systems Core 4
BUSC609 Operations Management Functional Core 4
BUSE202 Elective - 2 Elective 3
Project - II BUSC610 Capstone Project II Project 3
Semester – III BUSC611 Applied Operations Research Functional Core 4
BUSC612 Financial Management Functional Core 4
BUSC613 Marketing Management Functional Core 4
BUSC614 Human Resource Management Functional Core 4
BUSE203 Elective – 3 Elective 3
Project - III BUSC615 Capstone Project III Project 3
Semester - IV BUSC616 Strategic Management Functional Core 4
BUSE204 Elective – 4 Elective 3
Project - IV BUSC617 Project Report & Viva Voce Core 8
Core courses 7 x 4 = 28
Functional Core courses 6 x 4 = 24
Project Report & Viva Voce 1x8= 8
4 Electives 4 x 3 = 12
Capstone Project – I 1x3= 3
Capstone Project – II 1x3= 3
Capstone Project – III 1x3= 3
---------------
81 Credits
---------------
Course Structure
Sl. Course Type Number of Credit Credit

No Courses Hours
1. Core courses 7 4 28
2. Functional Core Courses 6 4 24
3. Electives 4 3 12
4. Capstone Project 3 3 9
5 Management Project 1 8 8
Total 21 81
BUSC601 MANAGEMENT PRINCIPLES AND BUSINESS ETHICS
UNIT - I
Introduction: Nature of Management – Management Skills - The Evolution

of Management Thought – Tasks of a Professional Manager – Manager –
Organisational Culture - Environment – Systems Approach to
Management – Levels in Management
UNIT - II
Planning & Decision Making: Steps in Planning Process – Scope and

Limitations – Short Term and Long Term Planning – Flexibility in Planning –
Characteristics of a Sound Plan – Management By Objectives (MBO).
Strategic Management Process Decision Making Process and Techniques.
UNIT – III
Nature of Organizing : Organisation Structure and Design - Authority

Relationships – Delegation of Authority and Decentralisation –
Interdepartmental Coordinator – emerging Trends in corporate Structure,
Strategy and Culture – Impact of Technology on Organisational design –
Mechanistic vs. Adoptive Structures – Formal and Informal Organisation.
Span of control – Pros and Cons of Narrow and Wide Spans of Control –
Optimum Span - Managing Change and Innovation.
UNIT – IV
Control: Concept of Control – Application of the Process of Control at

Different Levels of Management (top, middle and first line). Performance
Standards – Measurements of Performance – Remedial Action - An
Integrated Control system in an Organisation – Management by Exception
(MBE) – Leadership – Approaches to Leadership and Communication.
UNIT – V
Business Ethics: Importance of Business Ethics – Ethical Issues and

Dilemmas in Business - Ethical Decision Making and Ethical Leadership –
Ethics Audit - Business Ethics and - CSR Models.
Reference Books
1. Certo, S C. and Certo, T, Modern Management, 12th Edition,Prentice

Hall, January 2011.
2. Griffin, R. W., Management, 11th Edition, South-Western College
Publication, January 2012.
3. Koontz, H. and Weihrich, H., Essentials of Management: An
International Perspective, 8thEdition, Tata McGraw Hill Education
Private Ltd., July 2009.
4. Mukherjee, K., Principles of Management, 2nd Edition, Tata McGraw
Hill Education Pvt. Ltd., 2009.
5. Robbins, S and Coulter, M, 11th Edition, Management, Prentice Hall,
January 2011.
6. Schmerhorn, J.R., Management, 11thEdition, Wiley, July 2012.
BUSC602QUANTITATIVE AND RESEARCH METHODS IN BUSINESS
UNIT I: INTRODUCTION
Probability - Rules of probability- Probability distribution: Binomial, Poisson

and Normal Distributions, their applications in Business and Industrial
Problem- Baye’s Theorem and its applications - Decision Making under risk
and uncertainty: Maximax, Maximin, Regret Hurwitz and Laplace Criteria in
Business and Decision Making - Decision tree.
UNIT II: RESEARCH METHODS
Research - Definition - Research Process - Research Design – Definition-

Types Of Research Design - Role of Theory in Research - Variables in
Research – Objectives - Hypothesis -Types of Data: Preliminary Vs
Secondary- Methods of Primary Data Collection: Survey, Observation,
Experiments - Construction Of Questionnaire - Questionnaire Schedule-
Validity and Reliability of Instruments - Types of Scales: Nominal, Ordinal,
Interval - Types of Attitude Measurement Scales – Sampling Techniques:
Probability And Non probability Techniques- Optimal Sample Size
determination.
UNIT III: DATA PREPARATION AND ANALYSIS
Data Preparation - Editing –Coding- Data Entry- Data Analysis- Testing Of

Hypothesis Univariate and Bivariate Analysis -Parametric And
Nonparametric Tests and Interpretation of Test Results- Chi-Square Test-
Correlation: Karl Pearson’s Vs Correlation Coefficient and Spearman's Rank
Correlation- Regression Analysis - One Way and Two Way Analysis of
Variance.
UNIT IV: MULTIVARIATE STATISTICAL TECHNIQUES
Factor Analysis -Discriminant Analysis- Cluster Analysis -Conjoint Analysis

-Multiple Regression- Multidimensional Scaling- Their Application In
Marketing Problems -Application of Statistical Software For Data Analysis.
UNIT V: REPORT WRITING AND ETHICS IN BUSINESS RESEARCH
Research Reports- Different Types -Report Writing Format- Content of

Report- Need For Executive Summary- Chapterisation -Framing the Title of
the Report- Different Styles Of Referencing -Academic Vs Business Research
Reports - Ethics In Research.
Reference
1. Anderson, Sweeny, Williams, Camm and Cochran, Statistics for

business and Economics, Cengage Learning, New Delhi, 12th Edition,
2012
2. Cooper, D.R., Schindler, P. And Business Research Methods, 11th
Edition, Tata- McGrew Hill,2012.
3. Cooper, D.R., Schindler, P. and Sharma, J.K., Business
Research Methods,11th Edition, Tata-McGraw Hill, 2012.
4. Johnson, R.A., and Wichern, D.W., Applied Multivariate
Statistical Analysis, 6th Edition, PHI Learning Pvt. Ltd., 2012.
5. Kumar, R., Research Methodology: a Step-by-Step guide for
Beginners, Sage South Asia, 2011.
6. Srivastava, T.N. and Rego, S., Statistics for Management, 2 nd
Edition, Tata McGraw Hill, 2012.
BUSC603 ORGANISATIONAL BEHAVIOUR
UNIT - I
Introduction to Organisational Behaviour: Historical background of OB -

Concept Relevance of OB – Contributing disciplines - to the field of OB,
challenges and opportunities for OB, foundations of Individual
Behaviour. Theory – social theory-
UNIT – II
Individual Difference - Personality – concept and determinants of personality

– theories of personality – type of theories – trait theory – psycho analytic
theory - social learning theory – Erikson’s stages of Personality
Development Chris Argyris Immaturity to Maturity Continuum. Personality
– Job fit.
Perception: Meaning Process – Factors influencing perception – Attribution

theory
Learning: Classical, Operant and Social Cognitive Approaches – Managerial

implications.
Attitudes and Values:– Components, Attitude – Behaviour relationship,

formation, values.
Motivation: Early Theories of Motivation – Hierarchy of needs theory,

Theory X and Theory Y, Two factor theory, McClelland’s theory of
needs and Contemporary theories of motivation – Self – Determination
theory, Job Engagement, Goal Setting theory, Self – efficacy theory, Re –
inforcement theory, Equity theory, Expectancy theory.
UNIT - III
Group Dynamics – Foundations of Group Behaviour – Group and Team -

Stages of Group Development–Factors affecting Group and Team
Performance - Group Decision making
Interpersonal Communication – Communication Process – Barriers to

Communication – Guidelines for Effective Communication
UNIT - IV
Leadership – Trait, Behavioural and Contingency theories, Leaders vs

Managers
Power and Politics: Sources of Power – Political Behaviour in Organisations –
Managing Politics.
Conflict and Negotiation: Sources and Types of Conflict – Negotiation

Strategies – Negotiation Process
UNIT – V
Work Stress: Stressors in the Workplace – Individual Differences on

Experiencing Stress - Managing Workplace Stress.
Organisational Culture and Climate: Concept and Importance – Creating

and Sustaining Culture.
Emotional Intelligence, Work Life Integration Practices.
Reference Books
1. Stephen P. Robins, Timothy A. Judge and Neharika Vohra,

Organisational Behaviour, 15th Edition, Pearson Education, Inc.
publishing as Prentice Hall, 2013.
2. K. Aswattappa, Organisational Behaviour, Himalaya
Publishing House, 10 Edition, 2012.
th
3. Luthans, F. Organizational Behavior, 12th Edition, Tata McGraw Hill

Education, 2011.
4. McShane, S.L., Von Glinow, M.A., and Sharma, R.R., Organizational
Behavior, 5th Edition, Tata McGraw-Hill Education Pvt. Ltd., 2011.
5. Blanchard, K.H., Hersey, P. and Johnson, D.E., Management of
Organizational Behavior: Leading Human Resources,9th Edition, PHI
Learning, 2008.
6. Newstrom, J.W., Organizational Behavior, 12th Edition, Tata McGraw-
Hill Education Pvt. Ltd., 2010.
BUSC604 MANAGERIAL ECONOMICS
UNIT - I
Introduction: Definition of Managerial Economics. Decision Making and the

Fundamental Concepts Affecting Business Decisions – the Incremental
Concept, Marginalism, Equimarginal Concept, the Time Perspective,
Discounting Principle, Opportunity Cost Principle- Micro and Macro
Economics.
UNIT – II
Utility Analysis and the Demand Curve: Elasticity of Demand - Demand

Analysis: Basic Concepts, and tools of analysis for demand forecasting. Use
of Business Indicators: Demand forecasting for consumer, Consumer
Durable and Capital Goods. Input-Output Analysis – Consumer Behavior-
Consumer Equilibrium
UNIT - III
The Production Function: Production with One Variable Input – Law of

Variable Proportions – Production with Two Variable Inputs – Production
Isoquants – Isocost Lines Estimating Production Functions- Returns to
Scale – Economies Vs Diseconomies of Scale – Cost Concepts – Analysis of
cost – Short and long run costs.
Market Structure: Perfect and Imperfect Competition – Monopoly, Duopoly,

Monopolistic Competition – Pricing Methods.
UNIT - IV
Macro Economic Variables – National Income- Concepts – Gross Domestic

Product, Gross National Product, Net National Product – Measurement of
National Income, Savings, Investment - Business Cycles and Contracyclical
Policies – Role of Economic Policy – Indian Economic Planning
UNIT – V
Commodity and Money Market: Demand and Supply of Money – Money

Market Equilibrium – Monetary Policy – Inflation – Deflation – Role of Fiscal
Policies- Indian Fiscal Policies - Government Policy towards Foreign Capital
and Foreign Collaborations – Globalization and its Impact. Cashless
economy and digitalized cash transfers.
ReferenceBooks
1. Damodaran, S., Managerial Economics, 2nd Edition, Oxford University

Press, 2011.
2. Dwivedi, D.N., Managerial Economics, Vikas Publishing House, 2011.

3. Hirschey, M., Managerial Economics: An Integrative Approach, South
Western, 2010.
4. Keat, P.G., Young, P. and Banerjee, S., Managerial Economics:

Economics Tools for Today’s Decision Makers, 6th Edition, Pearson, 2010.
5. Salvatore, D. and Srivastava, R., Managerial Economics: Principles

and Worldwide Applications, 7thEdition, Oxford University Press, 2012.
6. Thomas, C.R., Maurice, C. and Sarkar, S., Managerial Economics,

9th Edition, Tata McGraw-Hill Education Pvt. Ltd., 2010.
BUSC 606 ACCOUNTING FOR MANAGERS
Unit I
Financial Accounting – Meaning - Objectives - functions. Branches of

Accounting: Financial, Cost and Management Accounting - Accounting
Concepts and conventions. Journal – Ledger – Trial Balance – Preparation of
Final Accounts: Trading, Profit and Loss Account and Balance Sheet
(problems)
UNIT II
Financial Statement Analysis - Objectives - Techniques of Financial
Statement Analysis: Accounting Ratios- Classification of Ratios: Profitability,
Liquidity, Financial and Turnover Ratio - problems.
Fund Flow Statement - Statement of Changes in Working Capital -

Preparation of Fund Flow Statement - Cash Flow Statement Analysis-
Distinction between Fund Flow and Cash Flow Statement - problems
UNIT – III
Marginal Costing - Definition - distinction between marginal costing and

absorption costing - Break even point Analysis - Contribution, p/v Ratio,
margin of safety - Decision making under marginal costing system-key
factor analysis, make or buy decisions, export decision, sales mix decision-
Problems.
UNIT – IV
Budget, Budgeting, and Budgeting Control - Types of Budgets - Preparation

of Flexible and fixed Budgets, master budget and Cash Budget - Problems -
Zero Base Budgeting. Standard costing and variance analysis.
UNIT – V
Cost Accounting : meaning – Objectives - Elements of Cost – Cost

Sheet(Problems) – classification of cost – Cost Unit and Cost Centre –
Methods of Costing – Techniques of Costing. Standard costing and variance
analysis Reporting to Management – Uses of Accounting information in
Managerial decision-making.
Reference Books
1. Gupta, A., Financial Accounting for Management: An Analytical

Perspective, 4th Edition, Pearson, 2012.
2. Khan, M.Y. and Jain, P.K., Management Accounting: Text ,
Problems and Cases, 5thEdition, Tata McGraw Hill Education Pvt.
Ltd., 2009.
3. Nalayiram Subramanian, Contemporary Financial Accounting
and reporting for Management – a holistic perspective- Edn. 1,
2014 published by S. N. Corporate Management Consultants
Private Limited
4. Horngren, C.T.,Sundem, G.L., Stratton, W.O., Burgstahler, D.
and Schatzberg, J., 14th Edition, Pearson, 2008.
5. Noreen, E., Brewer, P. and Garrison, R., Managerial Accounting
for Managers, 13th Edition, Tata McGraw-Hill Education Pvt.
Ltd., 2009.
6. Rustagi,R. P., Management Accounting, 2nd Edition, Taxmann
Allied Services Pvt. Ltd, 2011.
BUSC607 LEGAL SYSTEMS IN BUSINESS
UNIT – I
The Law of Contracts: Definition of Contact Offer and Acceptance – Essential

Elements of a Valid Contract: Free Consent – Competency of Parties – Lawful
Consideration – Legality of Object. Void, Voidable, Unenforceable and Illegal
Contracts – Performance of Contracts – Privity of Contracts – Assignment of
Contracts – By Whom Contract must be Performed – Time and Place of
Performance – Performance of Reciprocal Promises – Contracts which need
not be performed, Discharge of Contracts : By Performance, By Agreement,
By Impossibility, By Lapse of Time, By Operation of Law and By Breach of
Contracts – Remedies for Breach of Contracts.
UNIT –II
Sale of Goods Act: Definition of a Sale and a Contract of Sale – Difference

between (1) Sale and an Agreement to Sell (2) Sale and a Contract Form (3)
Sale and Balient (4) Sale and Mortgage of Goods (5) Sale and Time Purchase
Conditions and Warranties – Passing of Property of Goods – Rights of an
Unpaid Seller.
Negotiable Instruments Act: Negotiable Instruments in General: Cheques,

Bills of Exchange and Promissory Notes – Definition and Characteristics
UNIT –III
Partnership Act: Evolution – Definition of Partnership – Difference between

Partnership and Joint Family Business – Kinds of Partnerships –
Registration – Rights and Liabilities of Partners – Dissolution.
Company Law: Evolution of Company Form of Organisation – Companies

Separate Legal Entity – Comparison of Company with Partnership and Joint
Hindu Family Business – Kinds of Companies – Comparison of Private and
Public Companies – Formation of Companies – General Idea About
Memorandum and Articles of Association, Prospectus, Statement in lieu of
Prospectus – Management of Companies – General Idea of Management of
Companies – Officers, Meetings – Resolutions – Account and Audit –
Winding up of Companies – General Idea of the Different Modes of Winding
Up.
UNIT -IV
Labour Law: Factories Act, Minimum Wages Act, Industrial Disputes Act,
Workmen’s Compensation Act, Payment of Bonus Act. Payment of Gratuity
Act 1972. ESI Act, CPF ACT 1952, Employees Family Pension Scheme,
1971. Maternity Benefits Act, Contract Labour Act.
UNIT – V
Consumer Protection Act, Competition Act 2002, Cyber Crimes, IT Act

2002. Intellectual Property Rights: Types of Intellectual Property –
Trademarks Act 1999 – The Copyright Act 1957 – International Copyright
Order, 1999 – Design Act, 2000.
Reference Books
1. Intellectual Property Laws, Universal Law Publishing, 2012.

2. Majumdar, A. K. and Kapoor, G.K., Company Law,
15th Edition,Taxmann Publications Pvt. Ltd., 2012.
3. Majumdar, A. K. and Kapoor,G.K., Company Law and Practice, 17th
Edition, Taxmann Publications Pvt. Ltd., 2012.
4. Mishra, S., Banking Law and Practice, S.Chand Publishers, 2012.
5. Rao, P.M., Mercantile Law, PHI Learning, 2011.
6. Wadehra, Laws Relating to Intellectual Property, 5th Edition, Universal
Law Publishing, 2012.
BUSC608 MANAGEMENT INFORMATION SYSTEMS
UNIT I:
Introduction to information system-The management, structure and

activities-Information needs and sources-Types of management
decisions and information need. System classification Elements of
system, input, output, process and feedback.
UNIT II:
Transaction Processing information system, Information system for

managers, Intelligence information system –Decision support system-
Executive information systems.
UNIT III:.
Functional Management Information System: Production Information

system, Marketing Information Systems, Accounting Information
system, Financial Information system, Human resource Information
system.
UNIT IV:
System Analysis and Design: The work of a system analyst-SDLC-

System design –Requirement analysis-Data flow diagram, relationship
diagram, design-Implementation-Evaluation and maintenance of MIS,
Database System: Overview of Database- Components-advantages and
disadvantages of database
UNIT V:
Enterprise Resource Planning (ERP) System, Benefits of the ERP,

ERP how different from conventional packages , Need for ERP , ERP
components , Selection of ERP Package, ERP implementation,
Customer Relationship management. Organisation & Types, Decision
Making, Data & information, Characteristics & Classification of
information, Cost & value of information, various channels of
information and MIS
ReferenceBooks
1. Azam, M., Management Information System, McGrawHill
Education, 2012.
2. Laudon, K., Laudon, J. and Dass, R., Management Information
Systems – Managing the Digital Firm, 11th Edition, Pearson,
2010.
3. Murdick, R.G., Ross, J.E. and Claggett, J.R., Information
Systems for Modern Management, 3rd Edition, PHI, 2011.
4. O’Brien, J.A., Morakas, G.M. and Behl, R., Management
Information Systems, 9th Edition, Tata McGraw-Hill Education,
2009.
5. Saunders, C.S. and Pearson, K.E., Managing and Using
Information Systems, 3rd Edition, Wiley India Pvt. Ltd., 2009.
6. Stair, R. and Reynolds, G., Information Systems, 10 th Edition,
Cengage Learning,2012.
BUSC609 OPERATIONS MANAGEMENT
UNIT I- INTRODUCTION
Operations Management- Nature, Scope, Historical Development, Functions-

Long term Vs Short term issues- A Systems Perspective- Challenges-
Manufacturing Trends in India-Production Design and Process Planning-
Types of Production Processes- Plant Capacity-Capacity Planning- Make or
Buy Decisions- Use of Crossover Chart for Selection Processes-Types of
Charts used in Operations Management.
UNIT II FACILITY DESIGN
Plant Location: Factors to be considered in Plant Location- Location Analysis

Techniques- Choice of General Region, Particular community and Site-
Multiple Plant Location Decision- Plant Location Trends. Layout of
Manufacturing Facilities: Principles of a Good Layout- Layout Factors- Basic
Types of Layout- Principles of Materials Handling- Materials Handling
Equipments- Role of Ergonomics in Job Design.
UNIT III INVENTORY CONTROL AND MAINTENANCE
Basic Inventory Models- Economic Order Quantity- Economic Batch

Quantity- Reorder Point-Safety Stock- Inventory Costs-Classification and
Codification of Stock- ABC Classification-Materials Requirement Planning
(MRP)- JIT- Implications of Supply Chain Management. Maintenance:
Preventive Vs Breakdown Maintenance- Group Replacement Vs Individual
Replacement- Breakdown Time Distribution- Maintenance of Cost Balance-
Procedure for Maintenance.
UNIT IV DESIGN OF WORK SYSTEMS AND QUALITY CONTROL
Work Study- Objectives- Procedure- Method Study and Motion Study- Work
Measurement-Time Study-Performance Rating- Allowance Factors- Standard
Time- Work Sampling Techniques- Job Sequencing and Scheduling. Quality
Control: Purpose of Inspection and Quality Control- Different Types of
Inspection- Acceptance Sampling- The Operating Characteristic Curve-
Control Charts for Variables and Attributes.
UNIT V SERVICE OPERATIONS MANAGEMENT
Introduction to Services Management- Nature of Services- Types of Services-

Service Encounter-Designing Service Organizations- Service Facility
Location and Layout- Service Blueprinting-Waiting Line Analysis for Service
Improvement- Service Processes and Service Delivery.
Reference Books
1. Chary, S.N., Production and Operations Management, 5th Edition, Tata

McGraw-Hill, 2012.
2. Gore, A. and Panizzolo, R., Operations Management, Cengage Learning

India, 2012.
3. Heizer, J., Render, B. and Rajashekhar, J., Operations Management, 9th

Edition, Pearson, 2009.
4. Krajewski, L., Operations Management: Processes and Supply Chains,

9th Edition, Pearson, 2011. 5. Metters, R.,.King-Metters, K.H., Pullman, M.
and Walton, S., Successful Service Operations Management, Cengage
Learning, 2nd Edition 2012.
6. Panneerselvam, R., Production and Operations Management, 3rd

Edition, PHI Learning, 2012.
BUSC611 APPLIED OPERATIONS RESEARCH
UNIT I
Overview of operations research – Origin – Nature, scope & characteristics of

OR – Models in OR – Application of operations research in functional areas
of management.
UNIT II
Linear programming problem model – Formulation – Maximization &

Minimization problem - Graphical method – Simplex method – Artificial
variable –- Primal & Dual.
UNIT III
Transportation problem: North / West corner Solution - Stepping stone

method - Vogel’s approximation method - Modi method – Degeneracy -
Imbalance matrix. Assignment model: Hungarian method - Traveling
salesmen problem.
UNIT IV
Deterministic Inventory models – Purchasing & Manufacturing models –

Probabilistic inventory models - Replacement model – Sequencing - Brief
Introduction to Queuing models. Networking - Programme Evaluation and
Review Technique (PERT) and Critical Path Method (CPM) for Project
Scheduling.
UNIT V
Game Theory and Strategies –Mixed Strategies for games without saddle
points - Two person zero sum games – Graphical and L.P Solutions.
REFERENCE BOOKS:
1. Anderson, D.R., Sweeney, D.J., Williams, T.A. and Martin, K., An

Introduction to Management Science: Quantitative Approach to
Decision Making, 13th Edition, South Western, 2012.
2. Gupta, P.K., and Comboj, Introduction to Operations Research, S.
Chand, 2012.
3. Hiller, F., Liebermann, Nag and Basu, Introduction to Operations
Research, 9th Edition, Tata McGraw-Hill Publishing Co. Ltd., 2011.
4. Khanna, R.B., Quantitative Techniques for Managerial Decision
Making, 2nd Edition, PHI Learning Pvt. Ltd., 2012.
5. Taha, H.A., Operations Research: An Introduction, 8th Edition,
Pearson, 2011.
6. Vohra,N.D., Quantitative Techniques in Management, 4th Edition, Tata
McGraw Hill Education Pvt. Ltd., 2010.
BUSC612 FINANCIAL MANAGEMENT
UNIT – I
Introduction: Financial management: Definition and scope – objectives of

Financial Management – Profit Maximization - wealth maximization -
functions and role of finance manager. Sources of finance – short term –
Bank Sources – Long term – Shares – Debentures – Preferred stock – Debt:
Hire purchase, Leasing, Venture Capital – Private equity
UNIT – II
Investing Decision - Capital Budgeting Process – Techniques of Investment

Appraisal: Pay Back Period; Accounting Rate of Return, Time Value of
Money- DCF Techniques –Net Present Value, Profitability Index and Internal
Rate of Return- Problems - Risk analysis in Capital Budgeting.
UNIT – III
Cost of Capital - Cost of specific sources of capital – Cost of equity capital –

Cost of debt – Cost of preference – Cost of retained earnings - weighted
average cost of capital. EBIT -EPS Analysis - Operating Leverage - Financial
Leverage - problems.
UNIT – IV
Capital structure - Factors influencing capital structure – optimal capital

structure - capital structure theories – Net Income Approach – Net Operating
Income (NOI) Approach – Modigliani - Miller(MM) Approach – Traditional
Approach – Practical Problems.
Dividend and Dividend policy: Meaning, classification - sources available for

dividends -Dividend policy general, determinants of dividend policy.
UNIT – V
Working Capital Management - Definition and Objectives - Working Capital

Policies - Factors affecting Working Capital requirements - Forecasting
Working Capital requirements (problems) - Cash Management - Receivables
Management and - Inventory Management - Working Capital Financing -
Sources of Working Capital and Implications of various Committee Reports.
Reference Books
1. S.N.Maheswari, Finanacial Management
2. I.M. Pandey Financial Management, Vikas Publishing House Pvt. Ltd.,
10th edition, 2012.
3. Van Horne, J.C., Financial Managememt and Policy, 12th Edition,
Pearson, 2012.
4. Prasanna Chandra, Financial Management, 9th edition, Tata McGraw
Hill, 2012
5. Periasamy, P., Financial Management, 3rd Edition, Tata McGraw-Hill
Education Pvt. Ltd., 2012.
6. Brigham, E.F. and Ehrhardt, M.C., Financial Management: Theory
and Practice, 12th Edition, Cengage Learning India, 2011.
BUSC613 MARKETING MANAGEMENT
UNIT I
Introduction: Marketing Management Philosophies – What is marketing- The

concepts of marketing- E- Marketing – Social Media Marketing – Current
marketing challenges.
UNIT II
Strategic Planning – Marketing Management Process – Analysis of Marketing

opportunities, Selecting Target Consumers, developing Marketing Mix
Analysis of Macro and Micro environment Marketing Research as an Aid to
Marketing, Marketing Research Process – Sales Forecasting –Techniques.
Marketing Tactics, The Mix Service and Retail Marketing
UNIT III
Buyer behaviour: Factors Influencing Consumer Behaviour – Buying

situation – Buying Decision Process – Industrial Buyer Behaviour. Market
Segmentation : Targeting and Positioning – Competitive Marketing
Strategies. Customer Life Cycle- Customer Life time Value, Portfolio
Management.
UNIT – IV
Product Policies – Consumer and Industrial Product Decisions, Branding,

Packaging and Labelling – New Product Development and Product Life Cycle
Strategies, Pricing – Pricing Strategies and approaches.
UNIT – V
Promotion Decisions: Promotion Mix – Advertising – Sales Promotion – Sales

Force Decisions, Selection, Training, Compensation and Control – Publicity
and Personal Selling – Channel Management: Selection, Co-operation and
Conflict Management – Vertical, Horizontal and Multi-channel Systems
Consumer Protection – Awareness of Consumer Rights in the Market Place.
Reference Books
1. Balakrishna, S., Case Studies in Marketing, Pearson, 2011.

2. Kotler Pand Keller, K,L., Marketing Management, 14th Edition,
Pearson Education,2011.
3. Kotler, P ., Agnihotri, P.S. and Haque, E.U., Principles of Marketing: A
South Asian Perspective, 13th Edition, Pearson, 2010.
4. 4. Mullins, Marketing Management: A Strategic Decision Making
Approach, 7th Edition, McGraw-Hill, 2010.
5. 5. Pillai, R. S. N. and Bhagavathy, Marketing Management, S. Chand
Publishing, 2010.
6. Kumar, R.S., Case Studies in Marketing Management, Pearson,2012.

BUSC614 HUMAN RESOURCE MANAGEMENT
UNIT - I
Introduction of Human Resources Management: Importance of Human

Resources, Definition and Objectives of Human Resources Management,
Qualities of a good HR manager – Evolution and growth of Human Resource
Management in India. Functions of Human Resource Management.
Strategic Human Resource Management (SHRM). Human Resource Policies:
Need, type and scope, Human Resource Accounting and Audit.
UNIT – II
Human Resource Planning and Development (HRP & D): Human Resources
Planning: Long and Short term planning, Job Analysis, Skills inventory, Job
Description, Job Specification and Succession Planning, Strategic Human
Resource Planning. Recruitment and selection: Purposes, types and
methods of recruitment and selection, Relative merits and demerits of the
different methods, Recruitment and Social Media. Placement, Induction,
Transfers, Promotions, Dismissal, Resignation, Exit Interviews, Reduction of
attrition rate.
UNIT - III
Training, Development & Career Management: Importance and benefits of

Training and Development, Types of Training Methods, Executive
Development Programs, Concept and process of Career Management.
UNIT - IV
Performance Management: Importance, process and Methods: Ranking,

rating scales, critical incident method, Removing subjectivity from
evaluation, MBO as a method of appraisal, Performance Feedback, Online
PMS.
UNIT - V
Compensation Management: Wage and Salary Administration: Job

Evaluation, Calculation of Wage, Salary, Prerequisites, Compensation
Packages, Cost of Living Index and Calculation of Dearness Allowance,
Rewards and Incentives: Financial and non-financial incentives, Productivity
– linked Bonus, Compensation Criteria, Rewards and Recognition.
Reference Books
1. Ashwathappa, K., Human Resource Management, 6th Edition, Tata

McGraw-Hill Education Pvt. Ltd., 2010.
2. DeCenzo, D.A. and Robbins, S.P., Human Resource Management, 10th

Edition, Wiley India Pvt. Ltd., 2011.
3. Dessler, G., Human Resource Management, 12th Edition, Pearson, 2011.
4. Ivanecevich, J.M., Human Resource Management, 10th Edition, Tata

McGraw-Hill Education Pvt. Ltd., 2010.
5. Mamoria, C.B. and Gankar,S.V., Personnel Management, Himalaya

Publishing House, 2011.
6. Noe, R.A., Hollenbeck, Gerhart and Wright, Fundamentals of Human

Resource Management, 3rd Edition, McGrawHill Education Ltd., 2012.
BUSC616 STRATEGIC MANAGEMENT
UNIT I
Introduction: Strategy – Strategic Management Process – Developing a

Strategic Vision –Mission- Setting Objectives– Strategies and Tactics –
Importance of Corporate Strategy – the 7-S Framework- Corporate
Goverence – Board of Directors: Role and Functions – Board Functioning –
Top Management: Role and Skills
UNIT II
Corporate Policy and Planning in India: Importance – Characteristics –

Objectives - Policy Formulation and Development – Types of Business
Policies - Implementation of Policies. Society and Business: Social
Responsibility of Business – Corporate Governance and Ethical
Responsibility
UNIT III
Environmental Analysis: Environmental Scanning – Industry Analysis - The

Synthesis of External Factors - Internal Scanning – Value Chain Analysis –
SWOT Audit –Scenario planning- Creating an Industry Matrix.
UNIT IV
Strategy Formulation and Analysis: Strategy Formulation – Strategic Factors

Analysis Summary Matrix (SFAS) Portfolio Analysis – Business Strategy-
TOWS Matrix– Corporate Strategy – Functional Strategy – Strategic Choice –
Generic, Competitive Strategies
UNIT V
Strategy Implementation: Strategy Implementation - Corporate Culture –

Matching Organisation Structure to Strategy – Mergers and Acquisitions and
Diversifications – Strategic Leadership
Strategic Control: Measurement in Performance- Problems in Measurement

of Performance- Strategy Audit-Strategic Control Process – Du Pont’s
Control Model – Balanced Score Card – Michael Porter’s Framework for
Strategic Management – Future of Strategic Management – Strategic
Information System
Reference Books
1. Dess, G., Lumpkin, G.T. and Eisner, A., Strategic Management,
3rd Edition, Tata McGraw-Hill, 2009.
2. Hill, C.W.L. and Jones, G.R., Strategic Management: An Integrated
Approach, 9th Edition, Cengage Learning, 2012.
3. Hitt, Ireland, Hoskisson and Manikutty, Strategic Management,
9th Edition, Cengage Learning, 2012.
4. Kazmi, A., Strategic Management and Business Policy, 3rd Edition, Tata
McGraw-Hill Education, 2008.
5. Pearce II, J., Robinson, R.B. and Mittal, A., Strategic Management:
Formulation, Implementation and Control, 12th Edition, McGraw-Hill, 2012.
6. Wheelen, T.L. and Hunger, D., Strategic Management and Business
Policy, 12th Edition, Pearson, 2010.
ELECTIVE SUBJECTS
BUSE201 INNOVATION AND ENTREPRENEURSHIP
UNIT I
Introduction: The Entrepreneur – Definition – Characteristics of

Successful entrepreneur. Entrepreneurial scene in India: Analysis of
entrepreneurial growth in different communities – Case histories of
successful entrepreneurs. Similarities and Distinguish between
Entrepreneur and Intrapreneur.
UNIT II
Innovation in Business: Types of Innovation – Creating and Identifying

Opportunities for Innovation – The Technological Innovation Process –
Creating New Technological Innovation and Intrapreneurship –
Licensing – Patent Rights – Innovation in Indian Firms
UNIT III
New Venture Creation: Identifying Opportunities for New Venture

Creation: Environment Scanning – Generation of New Ideas for
Products and Services. Creating, Shaping, Recognition, Seizing and
Screening of Opportunities. Feasibility Analysis: Technical Feasibility
of Products and Services - Marketing Feasibility: Marketing Methods –
Pricing Policy and Distribution Channels
UNIT IV
Business Plan Preparation: Benefits of a Business Plan – Elements of

the Business Plan – Developing a Business Plan – Guidelines for
preparing a Business Plan – Format and Presentation.
UNITV
Financing the New Venture:Capital structure and working capital

Management: Financial appraisal of new project, Role of Banks –
Credit appraisal by banks. Institutional Finance to Small Industries –
Incentives – Institutional Arrangement and Encouragement of
Entrepreneurship.
Reference Books
1. Barringer, B., Entrepreneurship: Successfully Launching New

Ventures, 3rdEdition, Pearson, 2011.
2. Bessant, J., and Tidd, J., Innovation and Entrepreneurship, 2 nd
Edition, John Wiley & Sons, 2011.
3. Desai, V., Small Scale Industries and Entrepreneurship,
Himalaya Publishing House, 2011.
4. Reddy, N., Entrepreneurship: Text and Cases, Cengage Learning,

2010.
5. Roy, R., Entrepreneurship, 2 nd Edition, Oxford University Press,
2011.
6. Stokes, D., and Wilson, N., Small Business Management and
Entrepreneurship, 6th Edition, Cengage Learning, 2010.
BUSE202 INTERNATIONAL BUSINESS
UNIT I INTRODUCTION
Introduction to International Business: Importance, nature and scope of

International business-Modes of entry into International Business-
Internationalization process and managerial implications- Multinational
Corporations and their involvement in International Business- Issues in
foreign investments, technology transfer, pricing and regulations-
International collaborative arrangements and strategic alliances- Counter
Trade.
UNIT II INTERNATIONAL BUSINESS ENVIRONMENT AND CULTURAL

DIFFERENCES
International Business Environment: Economic, Political, Cultural and Legal

environments in International Business. Framework for analyzing
international business environment. Differences in Culture: Introduction —
Social Structure — Religion — Language — Education —Culture and the
Workplace — Cultural Change — Cross-cultural Literacy — Culture and
Competitive Advantage.
UNIT III INTERNATIONAL TRADE THEORY
Introduction — Mercantilism — Absolute Advantage — Comparative

Advantage — Heckscher-Ohlin Theory — The New Trade Theory — National
Competitive Advantage — Porter's Diamond — WTO & Development of World
Trade — Regional Grouping of Countries and its Impact.
UNIT IV GLOBAL TRADING AND INVESTMENT ENVIRONMENT
World trade in goods and services — Major trends and developments- World
trade and protectionism — Tariff and non-tariff barriers- Foreign
investments-Pattern, Structure and effects- Movements in foreign exchange
and interest rates and their impact on trade and investment flows-Functions
of Foreign Exchange Market- Foreign Direct Investments — FDI in the World
Economy — Horizontal and Vertical Foreign Direct Investment —
Advantages of Host and Home Countries.
UNIT V CONTEMPORARY ISSUES
Regional Economic Groupings in Practice- Levels of Regional Economic

Integration- Regionalism vs. Multilateralism- Important Regional Economic
Groupings in the World- Contemporary Issues in International Business-
Role of International financial institutions like IMF and World Bank-Labour
and Environmental Issues.
Reference Books
1. Bennet, Roger, International Business, Financial Times, Pitman
Publishing, London.
2. Bhattacharya, B., Going International: Response Strategies of the Indian

Sector, Wheeler Publishing, New Delhi.
3. Hill, C.W.L. and Jain, A.K., International Business: Competing in the

Global Marketplace, 6th Edition, Tata McGraw-Hill Education, 2008.
4. Cherunilam, F., International Business: Text and Cases, 5th Edition, PHI
Learning, 2010.
5. Paul, J., International Business, 5th Edition, PHI Learning, 2010.
6. Deresky, H., International Management: Managing Across Borders and

Cultures, 6th Edition, Pearson, 2011.
7. Griffin, R., International Business, 7th Edition, Pearson Education, 2012.

BUSE203 SALES AND DISTRIBUTION MANAGEMENT
UNIT I
Organisation Framework of The Field Sales Force: Sales force
Automation - Types of Field Sales Organisations – Career in Field
Sales Management. Field – Emerging trend in Sales Management -
Sales Manager – His Tasks and Responsibilities – Relation with
Salesman and Relationships with top Management – Coordinating and
Controlling the Marketing Mix. Operating Environment for Field Sales
Force. Soft ware application in Sales management.
UNIT II
Information and Planning: Qualities and Role-Hierarchy of Objectives
and Goals, Concept of Strategies and Tactics. Development of Sales
Performance Standards – Relationship of Performance Standards to
Sales Development Function, its Purpose and Types, Check On
Training and Staffing Programmes.
UNIT III
Sales Forecasting – Methods and Procedural Steps in Forecasting -
Sales Budgeting - Allocation of Field Sales Resources. Design Sales
Territories, Procedure for Designing – Determining Manpower
Requirements, Recruiting, Methods and The Selection System. Sales
Quotas, Types of Sales Quotas, its Purpose and Managerial
Evaluation. Man Power Planning – Tasks, Skill, Qualification.
UNIT IV
Staffing – Responsibilities, tools and Methods of Selection.
Motivational and Compensation Procedures for Sales Force – Method
of Financial Incentives and its Purpose – Designing A Compensation
Plan. Evaluation of Performance and Control.
Salesmanship – Sales Positions – Theories of Selling – Understanding
Consumer Behaviour. Sales Audit and Analysis – Control of Sales
Efforts and Costs.
UNIT V
Distribution: Role of Distribution in the Marketing Mix Role and
Functions.Transport and Handling:Economics of Transportation,
Determining Optimum Mode of Transport – Organisation, Machines,
Procedures and Documentation. Dealer Network:Role of
Middlemen/Dealer in Marketing and Distribution. Channel
Information System : Designing a Channel information system. Dealer
Functions at Wholesale and Retail Level – National and International
Channel of Distribution- Strategic Plan of Network – Location,
Selection - Appointment and Termination of Dealers - Morale and
Motivation.
Reference Books
1. Cron, W.L. and DeCarlo, T.E., Sales Management: Concepts and
Cases, 10thEdition, Wiley India Pvt. Ltd., 2011.
2. Hair, J.F., Anderson, R.E., Mehta, R. and Babin, B, Sales
Management, South western, 2009.
3. Havalder, K. and Cavale, V., Sales and Distribution
Management, 2nd Edition, Tata McGraw-Hill Education, 2011.
4. Kapoor, S. and Kansal, P., Basics of Distribution Management: A
Logitical Approach, PHI Learning, 2009.
5. Mallik, P.K., Sales Management, Oxford University Press, 2011.
6. Still, R.R., Sales Management: Decision Strategy and Cases,
5thEdition, Pearson, 2011.
BUSE204 INTEGRATED MARKETING AND COMMUNICATION
UNIT I
Advertising: Advertising, objectives, task and process, market segmentation

and target audience – Message and copy development.
UNIT II
Media: Mass Media - Selection, Planning and Scheduling – Web Advertising

– Integrated programme and budget planning.
UNIT III
Implemenation: Implementing the programme coordination and control –

Advertising agencies – Organization and operation.
UNIT IV
Sales Promotion: Why and When Sales promotion activities, Consumer and
sales channel oriented – planning, budgeting and implementing and
controlling campaigns.
UNIT V
Control: Measurement of effectiveness – Ethics, Economics and Social

Relevance.
ReferenceBooks
1. Belch, G.E., Belch, M. and Purani, K., Advertising and Promotion,
7thEdition, Tata McGraw-Hill Education, 2009.
2. Hackley, C., Advertising and Promotion: An integrated
communications approach, 2 Edition, Sage Publications, 2010.
nd
3. Marshall, P., Ultimate Guide to Facebook Advertising, Tata McGraw-

Hill Education, 2011.
4. Mullins, R., Sales Promotions: How to create, implement and integrate
campaigns that really work, 5thEdition, Kogan Page, 2011.
5. Percy, L. and Rosenbaum-Elliot, R., Strategic Advertising
Management, 4thEdition, Oxford University Press, 2012.
6. Shrimp, T.A., Integrated Marketing Communications in Advertising
and Promotion, 8thEdition, Cengage Learning India, 2012.
BUSE205 CORPORATE FINANCE
Unit I
Introduction: Corporate Finance – Nature and Scope - Role of Financial

Institution - Valuation of the Firm – Time value of money concepts.
Unit II
Indian Capital Market – Basic problem of Industrial Finance in India. Fiscal

Policies, Government Regulations affecting Capital Market – Role of SEBI –
Stock Markets. Equity – Debenture financing – Guidelines from SEBI,
advantages and disadvantages and cost of various sources of Finance
Unit III
Investment Decision: Investment Analysis – Risk Analysis Probability

Approach. Business Failures, Mergers, Consolidations and liquidation.
Unit IV
Finance from international sources, financing of exports – role of EXIM bank

and commercial banks.– Finance for rehabilitation of sick units. Inflation
and Financial Decisions.
Unit V
Foreign Collaboration – FDI and FIIS Business Ventures Abroad.

International Financial Institutions & Multinational Corporations.
Reference Books
1. Brealey, R.A., Myers, S.C., Allen, F. and Mohanty, P., Principles of
Corporate Finance, 10th Edition, Tata McGraw-Hill Publishers, 2012.
2. Damodaran, A., Applied Corporate Finance, 3rd Edition, Wiley, 2012.
3. Damodaran, A., Corporate Finance: Theory and Practice, 2nd Edition,
Wiley India Pvt Ltd., 2007.
4. Kidwell, D. and Parrino, R., Fundamentals of Corporate Finance,
Wiley India Pvt. Ltd., 2011.
5. Madura, J., International Corporate Finance, 10thEdition, Cengage
Learning, 2012.
6. Viswanath, S., Cases in Corporate Finance, Tata McGraw-Hill
Education, 2009.
BUSE206 SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT
UNIT I
INTRODUCTION
Investment - Concept of investment-importance-alternate forms of

investment-LIC schemes-bank deposits-government securities-mutual fund
schemes-post office schemes-provident fund-company deposits-real estate-
Gold and Silver.
RISK AND RETURN: Concepts of risk and return, measurement of risk is

measured in terms of standard deviation and variance, the relationship
between risk and return.
UNIT II
SECURITIES MARKETS
Investment Environment: Financial Market - Segments – Types -

Participants in financial Market – Regulatory Environment, Primary Market
– Methods of floating new issues, Book building – Role of primary market –
Regulation of primary market, Stock exchanges in India – BSE, OTCEI, NSE,
ISE, and Regulations of stock exchanges – Trading system in stock
exchanges –SEBI.
UNIT III
FUNDAMENTAL ANALYSIS
Economic Analysis – Forecasting techniques. Industry Analysis : Industry

classification, Industry life cycle – Company Analysis. Measuring Earnings –
Forecasting Earnings – Applied Valuation Techniques – Graham and Dodds
investor ratios.
UNIT IV
TECHNICAL ANALYSIS
Fundamental Analysis Vs Technical Analysis – Charting methods – Market

Indicators. Trend –Trend reversals – Patterns - Moving Average –
Exponential moving Average – Oscillators – Market Indicators – Efficient
Market theory.
UNIT V
PORTFOLIO MANAGEMENT
Portfolio analysis –Portfolio Selection –Capital Asset Pricing model – Portfolio

Revision –Portfolio Evaluation
ReferenceBooks
1. Donald E.Fischer & Ronald J.Jordan, Security Analysis & Portfolio
Management, PHI Learning., New Delhi, 8th edition, 2011.
2. Prasanna Chandra, P., Investment Analysis and Portfolio

Management, 4th Edition, Tata McGraw-Hill Education, 2012.
3. Kevin, S., Security Analysis and Portfolio Management, PHI Learning,
2009.
4. Khatri, D.K., Security Analysis and Portfolio Management, Macmillan
Publishers India, 2010.
5. Ranganathan, M. and Madhumathi,R., Security Analysis and Portfolio
Management, 2ndEdition, Pearson, 2012.
6. Reilly, F. and Brown, K. C., Analysis of Investments and Portfolio
Management, 10th Edition, Cengage Learning, 2012.
BUSE207 HUMAN RESOURCES DEVELOPMENT
UNIT I
Introduction: Definition, Scope and objectives - Evolution of HRD -
Developmental Perspective of HRD - HRD at macro and micro levels:
Outcomes of HRD in the National and Organizational contexts. Qualities
and Competencies required in a HRD professional. Importance of HRD in
the Present Context. Development of HRD Movement in India. Difference
between HRM and HRD Organisation of HRD Function
UNIT II
Human Resource Development System: HRD Mechanisms – Climate and
Culture – Influences of Employee Behaviour – Model of Employee Behaviour
– External and Internal Factors Influencing Employee Behaviour.
Learning and HRD: Learning Principles – Maximizing Learning – Individual
Differences in the Learning Process – Learning Strategies and Styles –
Recent Developments in Instructional and Cognitive Psychology.
UNIT III
Developing Human Capacity: Aptitude - Knowledge - Values - Skills of
Human Relations - Responsiveness - Loyalty and Commitment -
Transparency - Leadership Development.
Evaluating HRD: Human Resource Accounting - HR Audit and

Benchmarking - Impact Assessment of HRD initiatives on the bottom-line of
an organization.
UNIT IV
Training and Development: Meaning and Scope of training - education and
development; Training need analysis - Types of training Internal and
external - Outbound Training - Attitudinal training - Principles Involved in
Selection of Training Method – Techniques of Training Different Levels -
Training effectiveness.
UNIT V
Career Planning and Development - Definition - objectives – importance –

career development – principles of theories career planning – steps involved
– succession planning.
Recent Trends in HRD: Training for trainers and HRD professionals -

Promoting Research in HRD.
ReferenceBooks
1. Gibb, S., Human Resource Development: Foundations, Process,

Context, 3rdEdition, Palgrave Macmillan, 2011.
2. McGuire, D. and Jorgensen, K., Human Resource Development,
Sage South Asia, 2011.
3. Noe, R. and Deo, A., Employee Training and Development, 5th
Edition, Tata McGraw-Hill Education, 2012.
4. Rishipal, Training and Development Methods, S.Chand, 2011.
5. Saks, A., Performance Management through Training and
Development, Cengage Learning, 2010.
6. Werner, J.M. and DeSimone, R.L., Human Resource
Development, 5thEdition, Cengage Learning, 2012.
BUSE208 DATABASE MANAGEMENT SYSTEMS
Unit : I
Introduction – Data Models – Database languages – Transaction – Storage

management – Database administrator – Users – overall system structure –
Entity – Relationship Model – Basic concepts –Mapping constraints – keys –
E - R Diagram – Weak Entity Sets –reduction of E- R Diagram to tables.
Unit : II
Relational Model – structure – relational algebra – extended operations –

Modifications on a database – views – SQL – basic structure – set operations
– aggregate functions – Nested Sub queries – derived relations, views.
Unit : III
Integrity constraints – Domain constraints – referential integrity – assertions

– triggers – functional dependencies – relational database design –
decomposition – normalization using functional, multivalued, Join
dependencies– Domain – Key Normal form – alternative approaches.
Unit : IV
Object Oriented data Model – Languages – Object Relational databases:

Nested Relations – Complex types and object Orientation – Querying with
complex types – creation of complex values and objects – comparison.
Unit : V
Database System Architectures : Centralized Systems, Client server

systems, Distributed systems, Parallel databases – introduction –inter query
–intra query, intra-operation –interoperation parallelism –distributed
databases –distributed data storage–network transparency –Query
processing –Transaction model–Commit potocols –coordinator selection –
concurrency control –deadlock handling –multi database systems.
ReferenceBooks
1. Chopra, R., Database Management Systems, S. Chand, 2010.

2. Gupta, G. K., Database Management Systems, Tata McGraw-Hill
Education, 2011.
3. Hoffner, J., Modern Database Management Systems, 9thEdition,
Dorling Kindersley India, 2009.
4. Panneerselvam, R., Database Management Systems, 2ndEdition, PHI
Learning, 2011.
5. Rob, P., Coronel, C. and Morris, S., Database Principles:
Fundamentals of Design, Implementation and Management,
9thEdition, Cengage Learning, 2012.
6. Rob, P.,Rao, A. and Coronel, C., Database Management Systems,
Cengage Learning, 2011.
BUSE209 DECISION SUPPORT SYSTEM
UNIT I
Introduction: Decision concept – Steps – Decision Support System –

Components – Characteristics – Classifications and Applications.
UNIT II
Model Management: Model – Modeling Process – Types of Models –

Optimization – Simulation – Heuristic: Descriptive – Predictive Model Base –
Modeling Languages – Model Directory, Model Base Management System –
Model Execution, Integration and Command Processing – Model Packages.
UNIT III
Data Management System: Data Base – Sources of Data – Data Directory –

Data Structure and Data Base Languages – Query Facility – Data
Management System – DBMS as DSS Development Tool.
UNIT IV
Dialog Management: User Interface – Graphics – Multimedia – Visual

Interactive Modeling – Natural language processing – Speech Recognition
and Understanding – Issues in User interface.
UNIT V
Development of Decision Support System: Development Process – Software

and Hardware; Data Acquisition – Model Acquisition – Dialog development –
Integration – Testing and Validation – Training and Implementation.
ReferenceBooks
1. Janakiraman, V.S. and Sarukesi, Decision Support Systems,

2ndEdition, PHI Learning, 2009.
2. Marakas, G.M., Decision Support Systems in the 21st century,
2ndEdition, PHI Learning, 2009.
3. Sauter, V., Decision Support Systems for Business Intelligence,
2ndEdition,John Wiley & Sons, 2011.
4. Taylor, J., Decision Management Systems: A Practical Guide to Using
Business Rules and Predictive Analytics, IBM Press, 2011.
5. Turban, E., Delen, E. and Sharda, R., Decision Support and Business
Intelligence Systems, 9thEdition, Pearson, 2011.
BUSE210 INDUSTRIAL AND LABOUR RELATIONS
UNIT I
Industrial Relations: The changing concepts of Industrial relations- Factors

affecting employee stability. Application on Psychology to Industrial
Relations. Codes of Conduct.
UNIT II
Industrial Harmony and Conflict: Harmonious relations in industry-

importance and means; cause of industrial disputes- Machinery for settling
of disputes- Negotiation- Conciliation- Mediation- Arbitration and
Adjudication- Strikes- Lock-outs- Layout and Retrenchment codes of
discipline- Grievance procedure-Labour management co-operation; Worker’s
participation in management.
UNIT III
Labour Relations: Changing concept of management labour relations-

Statute laws- Tripartite conventions- development of the idea of social
justice- limitation of management prerogatives increasing labour
responsibility in productivity.
Joint Consultation: Principal types- Attitude of trade unions and

management- Joint consultation in India.
UNIT IV
Trade Unions: Trade Unions and their growth- economic- social and political
conditions leading to the development of trade unionism- Theories of trade
unionism- Aim and objectives of trade unions- Structure and governing of
trade unions.
Problems and Role of Indian Trade Unions: Recognition and leadership-

Finances and Membership- Compulsory versus free membership- Political
activities- Welfare- Legislation- Majority and Minority unions- Social
responsibilities- positive role in economic and social development.
UNIT V
Collective Bargaining: Meaning- Scope- Subject matter and parties- Methods

and tactics- Administrations of collective bargaining agreements- Fair and
unfair labour practice.
Tripartite Machinery: At the center and in the states- I.L.O. – Its functions
and role in labour movement – Industrial health and safety- Industrial
legislations.
Reference Books
1. Bray, M. and Walsh, J., Industrial Relations: A Contemporary

Approach, Tata McGraw Hill Education, 2011.
2. Monappa, Nambudri and Selvaraj, Industrial Relations and Labour
Laws, 2nd Edition, Tata McGraw-Hill, 2012.
3. Sen, R., Industrial Relations: Text and Cases, 2nd Edition, Macmillan
Publishers India, 2009.
4. Sinha, S.I. and Sankar, P., Industrial Relations, Trade Unions and
Labour Legislation, Pearson, 2003.
5. Sivarethinamohan, Industrial Relations and Labour Welfare, PHI
Learning, 2010.
6. VenkataRatnam, C. S., Industrial Relations, Oxford University Press,
2006.
BUSE211 SUPPLY CHAIN MANAGEMENT
UNIT 1: Introduction to Supply Chain
Historical perspective Understanding Supply Chain :key issues in supply

chain management Objectives, importance, Decision phases -Examples of
supply chains Supply chain strategies, The supply chain becomes value
chain Supply chain as a competitive weapon
]
UNIT II: Supply chain synergies
Collaborate with supply chain partners Supply Chain Drivers and Design
Drivers of supply chain performance: Framework for structuring Facilities,
including warehouse, Inventory, Transportation, Information, Sourcing, and
Pricing – Yield management /Revenue management
UNIT III: Sales and Operations Planning
Demand management Demand forecasting, Aggregate Planning and

Managing Supply, Demand and Inventory Aggregate Planning in a Supply
Chain: role, aggregate planning problems, strategies, role of IT,
Implementation Responding to predictable variability in supply chain –
Types of supply chains-creating responsive supply chains lean and agile
supply chain their characteristics.
Unit IV: Customer value and supply chain management
Dimensions of customer value-value added services –customer value

measures Push-pull boundary –mass customization and supply chain
management outsource - Third and Fourth - Party Logistics providers –
managing risk in supply chains Creating a sustainable supply chain
Unit V: Supply chain analytics
Use of computer software in supply chain problems -Electronic commerce –

emerging mega trends supply chain of the future –seeking structural
flexibility –The multi-channel revolution 2020 vision
Reference Books
1. Coyle, J., Langley, J., Gibson, B. and Novack, R., A Logistic Approach
to Supply Chain Management, Cengage Learning, 2009.
2. Handfield, R. and Monczka, R., Sourcing and Supply Chain
Management, 5th Edition, Cengage Learning, 2012.
3. Hugos, M., Essentials of Supply Chain Management, 3rd Edition, John
Wiley and Sons, 2011.
4. Liu, J., Supply Chain Management and Transport Logistics,
Routledge, 2011.
5. Sinha, A. and Kotzab, H., Supply Chain Management: A Managerial
Approach, Tata McGraw-Hill Education, 2011.
6. Sople, V.V., Supply Chain Management: Text and Cases, Pearson,
2011.
BUSE212 TAX MANAGEMENT
UNIT I
Introduction: Income Tax Law – important concepts -Scheme of Taxation –

types of Taxes, concept, objectives and factors to be considered for Tax
Planning-Residential status – Tax free incomes. Filing of Income Tax
Returns – Provisions, Forms and Due Dates, Notices and Assessments.
UNIT II
Heads of Income – Salaries, definition of salary, Fringe benefits and

perquisites, Profit in lieu of salary and tax planning avenues for salary
income ,Income from house property, profits and gains of Business of
profession, capital gains- Provisions relating to Capital Gains Tax and
exemptions from Capital Gains Tax-Income from other sources - basis of
charge; chargeable incomes; specific deductions; amount not deductible;
computation of taxable income from other sources..
UNIT III
Deductions to be made in computing total income – Resales and Reliefs of

Income tax – Taxation of Non-Residents. Income –tax Payment and
Assessment -Tax deduction at source; advance tax; self-assessment tax;
assessment procedure regular and best judgment assess revision,
rectification and appeal, provision relating to interest and refund of tax.
UNIT IV
Corporate Taxation - Computation of taxable income, Carry-forward and set-

off of losses for companies, Minimum Alternative Tax (MAT), Set-off and
Carry-forward of Amalgamation Losses.
Tax planning in capital budgeting decision, leasing, hire purchase or buy

decision raising of capital: equity, debt or preference share, transfer pricing
and its impact, tax Provisions for Venture Capital Funds
UNIT V
Wealth Tax and Other Direct Taxes - Wealth Tax Act and Rules, definition of
Wealth and Its Components Wealth escaping Assessment, Assets Exempt
from Wealth Tax, Gift Tax Act and Rules and Estate Duty Act.
Assessment of Trusts and Assessment of companies – Deemed income under
MAT Scheme – Tax on income by UTI or Mutual fund – Venture Capital
Company / Venture Capital Funds.
Reference Books
1. Students Guide to Income Tax by Dr. Vinod K. Singhania and Monica

Singhania.
2. Indirect Tax by Vinod K. Singania
3. Iyengar, A C.,Sampat Law of Income Tax. Allahabad, Bharat Law
House.
4. Kanga, J. B. and Palkhivala, N.A., Income Tax. Bombay, Vol.1-3, N.M.
Tripathi.
5. Lal, B.B., Direct Taxes Practice and Planning Konark Publishers
Private Ltd, Delhi, Latest Edition.
6. Prasad, B., Income Tax Law and Practice ViswaPrakashan, New Delhi,
Latest Edition.
BUSE213 E-BUSINESS
UNIT I
Introduction : Introduction to World Wide Web – Intelligent Web Designing –

Software Tools – IP, TCP, HTTP, HTML, Cryptography – Consumer Interface
Technologies – OALP and Data Mining
UNIT II
Principles – Potential – Knowledge Management – Data Warehousing –

Application of E-Commerce in Different Sector – Service, Industry, Domestic
– Multidisciplinary Approach to E-Commerce, Customer Relation
Management.
UNIT III
Business Model – E-Marketing – Intelligent Agents – Economics in E-

Commerce – Equilibrium Price – Supply Chain Management – ERP Tools and
Modules – Opportunities and Challenges – Mobile Commerce
UNIT IV
Online Payment – E-Security – Security Protocols – How sites are hacked –

Internet Governance – Firewall Legal Issues: Software Intellectual Property
Law – Contract Law for E-Business – Cyber Law Issues - Interpol
UNIT V
E-Commerce Industries: Online Retail Sector – Online Financial Services –

Online Travel Services – Online Career Services – Online Publishing – Online
Entertainment Consumer Protection: Privacy and Information Rights –
Warranties and New Products.
Reference Books
1. Chaffey, D., E-Business and E-Commerce Management, 3rd Edition,

Pearson, 2009.
2. Joseph, P.T., E-Commerce: An Indian Perspective, 4thEdition, PHI,
2012.
3. Kalakota, R. and Whinston, A., Frontiers of Electronic Commerce,
Pearson, 2011.
4. Schneider, G.P., Electronic Commerce, Cengage Learning, 10thEdition,
2012.
5. Turban, E., King, D. and Lee, J., Electronic Commerce: A Managerial
and Social Networks Perspective 2012, Prentice Hall, 2011.
6. Turban, E., Lee, J., King, D.,Liang, T.P. and Turban, D., Electronic
Commerce 2010, 6thEdition, Pearson, 2012.
BUSE214 MERCHANT BANKING AND FINANCIAL SERVICES
UNIT I
MERCHANT BANKING
Introduction – An Over view of Indian Financial System – Merchant Banking

in India – Recent Developments and Challenges ahead – Institutional
Structure – Functions of Merchant Bank - Legal and Regulatory Framework
– Relevant Provisions of Companies Act- SERA- SEBI Guidelines - FEMA,
etc. - Relation with Stock Exchanges and OTCEI.
UNIT II
ISSUE MANAGEMENT
Role of Merchant Banker in Appraisal of Projects, Designing Capital

Structure and Instruments –Issue Pricing – Book Building – Preparation of
Prospectus Selection of Bankers, Advertising Consultants, etc. - Role of
Registrars –Bankers to the Issue, Underwriters, and Brokers. – Offer for Sale
– Green Shoe Option – E-IPO, Private Placement – Bought out Deals –
Placement with FIs, MFs, FIIs, etc. Off - Shore Issues. – Issue Marketing –
Advertising Strategies – NRI Marketing –Post Issue Activities.
UNIT III
OTHER FEE BASED SERVICES
Mergers and Acquisitions – Portfolio Management Services – Credit

Syndication – Credit Rating – Business Valuation.
UNIT IV
FUND BASED FINANCIAL SERVICES
Leasing and Hire Purchasing – Basics of Leasing and Hire purchasing –

Financial Evaluation.
UNIT V
OTHER FUND BASED FINANCIAL SERVICES
Consumer Credit – Credit Cards – Real Estate Financing – Bills Discounting

– factoring and Forfeiting – Venture Capital.
REFERENCES:
1. M.Y.Khan, Financial Services, Tata McGraw-Hill, 12th Edition, 2012
2. Nalini Prava Tripathy, Financial Services, PHI Learning, 2011.
3. Machiraju, Indian Financial System, Vikas Publishing House, 2nd

Edition, 2010.
4. J.C.Verma, A Manual of Merchant Banking, Bharath Publishing House,

New Delhi,
5. Varshney P.N. & Mittal D.K., Indian Financial System, Sultan Chand &
Sons, New Delhi.
6. Sasidharan, Financial Services and System, Tata Mcgraw Hill, New Delhi,
BUSE215 BRAND MANAGEMENT
UNIT I
Introduction: Definition of Brand - Importance of Brands – Branding

Challenges and Opportunities – Brand Equity Concept – Brand Equity
Models –– Brands vs. Products Constituents of a Brand: Brand Elements –
Brand Identity - Image and Personality – Brand DNA, Kernel, Codes and
Promises – Point of Distribution and Point of Purchase
UNIT II
Brand Positioning: Basic Concepts – Risks – Brands and Consumers –

Competitive Advantage through Strategic Positioning of Brands – Points of
Parity –Points of Difference –Brand Building: Designing Marketing
Programmes to Build Brands – Role of Social Media in Brand Building –
Managing and Sustaining Brands Long-Term.
UNIT III
Brand Image: Image Dimensions, Brand Associations & Image, Brand

Identity: Perspectives, Levels and Prisms. Managing Brand Image – Stages –
Functional, Symbolic and Experiential Brands – Brand Audits – Brand
Loyalty – Cult Brands
UNIT IV
Brand Valuation: Methods of Valuation – Implications for Buying & Selling

Brands.Leveraging Brands: Brand Extension – Brand Licensing – Co-
branding – Brand Architecture and Portfolio Management
UNIT V
Branding in Practice: Handling Name Changes and Brand Transfer – Brand

Revitalisation and Rejuvenation – Global Branding Strategies – Building and
Managing Brands Across Boundaries – Branding Industrial Products,
Services and Retailers – Building Brands Online – Indianisation of Foreign
Brands and Taking Indian Brands Global.
Reference Books
1. Aaker, D., Building Strong Brands, Simon & Schuster, 2010.

2. Chevalier, M. and Mazzalovo, G., Luxury Brand Management: A World
of Privilege, 2nd Edition, John Wiley and Sons, 2012.
3. Dutta, K., Brand Management: Principles and Practices, Oxford
University Press, 2012.
4. Gupta, N.R., The Seven Principles of Brand Management, Tata
5. Kapferer, J.N., The New Strategic Brand Management: Advanced
Insights and Strategic Thinking, 5th Edition, Kogan Page, 2012.
6. Keller, K.L., Strategic Brand Management, 3rd Edition, Pearson, 2011.
BUSE216 INDUSTRIAL MARKETING
UNIT I
The Environment of Industrial Marketing: A Business Marketing perspective

- The Industrial Market: Perspective on the organization buyer.
UNIT II
Organizational Buying Process: Dimensions of Organizational Buying -

Organizational Buying Behaviour.
UNIT III
Assessing Marketing Opportunities: Business Marketing Intelligence -

Segmenting the Organizational Market - Organizational Demand Analysis:
Measuring Market Potential and Sales Forecasting.
UNIT IV
Business Marketing Strategy: Business Marketing Planning: Strategic

Perspective - Managing the Business Product Line - Business Marketing
Channels - Business Pricing Function - Advertising Sales Promotion and
Personal Selling Function - Controlling Industrial Marketing Strategy.
UNIT V
Customer Relationship Management: Managing your customer

service/sales profile - Choosing your CRM strategy - Tools for capturing
customer information - Managing Relationships through conflict.
ReferenceBooks
1. Biemans, W.G., Business to Business Marketing: A Value driven

approach, McGraw-Hill Education, 2010.
2. Dwyer, Business Marketing, 4thEdition McGraw-Hill, , 2008.
3. Ghosh, P.K., Industrial Marketing, Oxford University Press, 2005.
4. Hutt, M. and Speh, T.W., Business Marketing Management: A
Strategic View of Industrial and Organizational Markets, 8thEdition,
South-Western, 2003.
5. Reeder, R., Briety, E. and Reeder, B., Industrial Marketing
Management: Analysis, Planning and Control, 2ndEdition, PHI
Learning, 2009
6. Vitale, R., Business to Business Marketing, Pearson, 2011.
BUSE217 SERVICES MARKETING
UNIT I
Marketing Services:Introduction - Growth of the service sector - The

Concept of Service - Characteristics of Service – Classification of Service –
Designing of the Service, Blueprinting, Using Technology, Developing
Human Resources, Building Service Aspirations.
UNIT II
Marketing Mix In Service Marketing: The Seven Ps: Product Decision,

Pricing, Strategies And Tactics, Promotion Of Service And Placing Of
Distribution Methods For Services. Additional Dimension In Services
Marketing – People, Physical Evidence And Process.
UNIT III
Effective Management Of Service Marketing: Marketing Demand And Supply

through Capacity Planning and Segmentation – Internal Marketing of
Services – External versus Internal Orientation of Service Strategy.
UNIT IV
Delivering Quality Service: Causes Of Service – Quality Gaps. The Customer

Expectations Versus Perceived Service Gap. Factors And Techniques To
Resolve This Gap Customer Relationship Management.
Gaps in Services – Quality Standards, Factors and Solutions – The Service

Performance Gap – Key Factors and Strategies for Closing the Gap. External
Communication to the Customers – The Promise versus Delivery Gap –
Developing Appropriate and Effective Communication about Service Quality.
UNIT V
Marketing Of Service With Special Reference: Financial Services – Health

Service -Hospitality Services including travel, hotels and tourism -
Professional Service - Public Utility Services - Educational Services.
Reference Books
1. Bateman, J.E. and Hoffman, D., Services Marketing, 4thEdition,

Cengage Learning, 2011.
2. Gronoos, C., Service Management and Marketing: Customer
Management in Service Competition, 3rdEdition, Wiley India, 2011.
3. Jauhari, V. and Dutta, K., Services: Marketing, Operations and
Management, Oxford University press, 2009.
4. Lovelock, C., Wirtz, J. and Chatterjee, J., Services Marketing,
7thEdition, Pearson, 2011.
5. Srinivasan, R., Services Marketing: Indian Context, PHI Learning,
2012.
6. Zeithaml, V., Bitner, M.J., Gremler, D. and Pandit, A., Services
Marketing, 5thEdition, Tata McGraw-Hill Education, 2010.
BUSE218 MARKETING RESEARCH & CONSUMER BEHAVIOUR
UNIT I
Introduction: Nature and scope of Marketing Research – Marketing Research

as an aid to marketing decision making – Scientific method – Research
designs – Exploratory, descriptive and conclusive – Secondary and Primary
Data Collection Methods – Questionnaire Construction Procedure.
UNIT II
Sampling: Sampling Techniques – Sample Size Determination per survey

Application of Marketing Research: Motivation Research – Advertising
Research – Product Research
UNIT III
Models of Consumer Behaviour: Nicosia Model - Howard-Sheth Model –

Engel-Blackwell-Miniard Model Environment Infuences on Consumer:
Culture – Social Class – Social Groups – Family – Personal Influence and
Opinion Leadership
UNIT IV
Individual Determinants of Consumer Behaviour: Motivation and

Involvement – Information Processing – Learning – Personality and Self
Concept – Attitude Theories and Change.
UNIT V
Consumer Decision Processes: Problem Recognition – Search and Evaluation

– Purchasing – Post-purchase Behaviour.
Reference Books
1. Aaker, D., Kumar, V., Day, G.S. and Leone, R.P., Marketing Research,
10th Edition, Wiley India Pvt. Ltd., 2011.
2. Majumdar, R., Consumer Behaviour: Insights from Indian Market, PHI
Learning, 2010.
3. Malhotra, N.K. and Das, S., Marketing Research: An Applied
Orientation, 6th Edition, Pearson, 2010.
4. McDaniel Jr., C. and Gates, R., Marketing Research, 8th Edition, Wiley
India Pvt. Ltd., 2011.
5. Schiffman, L.G, Kanuk, L.L. and Kumar, R., Consumer Behavior, 10th
Edition, Pearson, 2010.
6. Solomon, M.R., Consumer Behavior: Buying, Having and Being,
8th Edition, PHI Learning, 2010.
BUSE219 CUSTOMER RELATIONSHIP MANAGEMENT
Unit–I:Evolution of Customer Relationship:
CRM-Definition, Emergence of CRM Practice, Factors responsible for CRM

growth, CRMprocess, framework of CRM, Benefits of CRM, Types of CRM,
Scope of CRM, CustomerProfitability, Features Trends in CRM , CRM and
CostBenefit Analysis, CRM andRelationship Marketing.
Unit–II: CRM Concepts:
Customer Value, Customer Expectation, Customer Satisfaction, Customer

Centricity, Customer Acquisition, Customer Retention, Customer Loyalty,
Customer Lifetime Value. Customer Experience Management, Customer
Profitability, Enterprise Marketing Management, Customer Satisfaction
Measurements, Web based Customer Support.
Unit–III: Planning for CRM:
Steps in Planning-Building Customer Centricity, Setting CRM Objectives,

Defining Data Requirements, Planning Desired Outputs, Relevant issues
while planning the Outputs, Elements of CRM plan, CRM Strategy: The
Strategy Development Process, Customer Strategy Grid.
Unit–IV: CRM and Marketing Strategy:
CRM Marketing Initiatives, Sales Force Automation, Campaign Management,

Call Centers. Practice of CRM: CRM in Consumer Markets, CRM in Services
Sector, CRM in Mass Markets, CRM in Manufacturing Sector.
Unit –V: CRM Planning and Implementation:
Issues and Problems in implementing CRM, Information Technology tools in

CRM, Challenges of CRM Implementation. CRM Implementation Roadmap,
Road Map (RM) Performance: Measuring CRM performance, CRM Metrics.
Reference Books
1. Kincaid, J., Customer Relationship Management: Getting it right, Pearson, 2005.

2. Kumar, V. and Reinartz, W.J., Customer Relationship Management: A Databased
Approach, Wiley India Pvt. Ltd., 2006.
3. Makkar, U. and Makkar, H.K., Customer Relationship Management, Tata
4. Peelen, E., Customer Relationship Management, Pearson, 2008.
5. Peppers, D. and Rogers, M., Managing Customer Relationships, 2nd Edition, John
Wiley and Sons, 2011.
6. Shanmughasundaram, S., Customer Relationship Management: Modern Trends
and Perspectives, PHI Learning Pvt. Ltd., 2008.
BUSE220 QUALITY MANAGEMENT
UNIT I
Introduction: Concept of Quality – Dimensions of Quality - Philosophies of

Deming, Juran and Crosby – Evolution of Total Quality – Frameworks for
Quality – Baldridge Award, Deming Award, European Award, ISO 9000 –
Comparison of Various Frameworks.
Issues of Quality: Quality Cost - Customer Supplier relationships –

Designing Organisations for Quality – Process Design – Process
Improvement – Process Control – Process Management
UNIT II
Tools and Techniques:Design Tools – Quality Planning Tools – Continuous

Improvement Tools - 5S and Kaizen– Lean Concept.
Six Sigma: Concepts – Steps and Tools – Define, Measure, Analyse, Improve
and Control (DMAIC) Methodology of Six Sigma Implementation – Define,
Measure, Analyse, Design and Verify (DMADV) Methodology for High
Performance Designs – TQM vs. Six Sigma – Lean Six Sigma – Assessing
Readiness for Six Sigma
UNIT III
Total Quality Management – Principles and Practices ; Customer

Satisfaction – Total Employee Involvement – Total Production Maintenance –
Total Quality Control – Zero Defect - Quality Assurance – Quality Circle –
Quality Audit.Statistical process control: Quality control measurements –
capability and control – SPC methodology – control charts for variables data
- control charts for attributes – summary of control chart construction –
designing control charts.
UNIT IV
Quality Function Deployment – Failure Mode and Effect Analysis – Taguchi

Loss Function Approach and Robust Design Reliability: Definition and
Concepts – Product Life Characteristic Curve – Bath Tub Curve – Reliability
Function – Reliability Engineering.
UNIT V
Quality Standards: ISO 9000:2000 – Concepts – Certification Requirements

– ISO 9000 in Indian Business Environment - ISO 14000: Concepts and
Importance – Six Sigma Certification – Service Quality Measurement
HR Issues in Quality: Teamwork – Leadership – Quality Culture –

Organisational Change – Sustaining Change
Reference Books
1. Besterfield, D.H., Besterfield-Michna, C., Besterfield-Sacre,

Besterfield, G.,Urdhwareshe, Total Quality Management, 3rd Edition,
Pearson Education, 2010.
2. Charantimath, P., Total Quality Management, 2nd Edition, Pearson,
2011.
3. Evans, J., and Lindsay, W.M., The Management and Control of
Quality, 8th Edition, South Western, 2012.
4. Evans, J., Quality Management,Organization and Strategy, 6th
Edition, Cengage International, 2011.
5. Imai, M., Gemba Kaizen: A Commonsense, Low-Cost Approach to
Management, Tata McGraw-Hill Education, 2011.
6. Montgomery, D., Statistical Quality Control – A Modern Introduction,
6thEdition,Wiley India Pvt. Ltd., 2010.
BUSE221 PERFORMANCE MANAGEMENT
UNIT I
Introduction: Performance Management Definition – History, Dimensions of

– Role in Organizations – Characteristics of an ideal Performance
Management Systems – Challenges of a Poorly Implemented Performance
Management System.
UNIT II
Performance Management Process: Defining Performance – Determinants of

Performance – Approaches to Measuring Performance – Performance in
Performance Management – Process of Performance Management –
Performance Management and Human Resource Management
UNIT III
Performance Planning: ongoing support and coaching Theories of Goal-

setting – Setting Performance Criteria – Components of Performance
Planning - Objectives of Performance Analysis – Performance Analysis
Process.
UNIT IV
Performing Review and Discussion: Significance of Performance Review in

Performance Management – Process of Performance Review. Performance
Ratings: Factors affecting Appraisals – Methods and Errors – Reducing Rater
Biases. Performance Review Discussions: Objectives – Process – Role of
Mentoring and Coaching in Performance Review.
UNIT V
Managing Team Performance: Types of teams and Implications for

Performance Management – Purpose and Challenge of Team Performance
Management – Rewarding Team Performance
Implementing Performance Management System: Factors affecting

Implementation – Pitfalls of Implementation – Traditional Practices in the
Industry.
Reference Books
1. Aguinis, H., Performance Management, 2nd Edition, Pearson, 2008.

2. Armstrong, M., Armstrong’s Handbook of Performance Management,
4th Edition,Kogan Page, 2012.
3. Bacal, R., Performance Management, 2nd Edition, Tata McGraw-Hill,
2012.
4. Cokins, G., Performance Management: Integrating Strategy
Evaluation, Methodologies, Risk and Analytics, John Wiley and Sons,
2009
5. Daniels, A. and Daniels, J.E., Performance Management: Changing
Behavior that Drives Organizational Effectiveness, 4th
Edition,Performance Management Publications, 2004.
6. Kohli A. S. and Deb, T., Performance Management, Oxford University
Press, 2008.
BUSE222 ORGANISATIONAL DEVELOPMENT
UNIT I
Approaches to Understanding Organisations: Key Organisational Designs -

Procedures - Differentiation & Integration - Basic Design – Dimensions
Determination of Structure - Forces Reshaping Organisation – Life Cycles in
Organisation
UNIT II
Organisational culture – Key Role of Organisational Culture - Functions &

Effects of Organisational Culture - Leaders role in shaping and reinforcing
culture, Developing a Global Organisational Culture
UNIT III
Work Groups & Teams - Preparing for the world of work Group Behaviour
Emerging issues of Work Organisation and Quality of Working life – Career
stage model – Moving up the career ladder
UNIT IV
Stress and Well Being at Work: Four approaches to stress - Sources of

stress at work, consequences of stress - Prevalent Stress Management -
Managerial implications
UNIT V
Organisational Development and Change: Organisational Development

Alternative Interventions - Change Agents : Skills - Resistance to change-
Managerial the resistance - Levin’s change model - Organisational reality
Reference Books
1. Anderson, D., Organization Development: The Process of Leading

Organizational Change, Sage Publication 2009.
2. Brown, D. and Harvey, D., An Experiential Approach to Organization

Development, 7th Edition, Pearson, 2006.
3. Cheung-Judge, M. and Holbeche, L., Organization Development: A

Practioner’s Guide for OD and HR, Kogan Page, 2011.
4. Cummings, T., Theory of Organization Development and Change, 9th

Edition, South-Western, 2011.
5. French, W., Bell, C. and Vohra, Organization Development: Behavioral
Science Interventions for Organization Improvement, 6th Edition, Pearson
Higher Education, 2006.
6. Ramanarayan, S. and Rao, T.V., Organization Development: Accelerating

Learning and Transformation, 2nd Edition, Sage India, 2011.
BUSE223 PROJECT MANAGEMENT
Unit - I
Concepts of project management - Concept of a project categories of
projects - Project life cycle phases - Project management concepts - Tools
and techniques for project management - The project manager - Roles and
responsibilities of project manager.
Unit - II
Project formulation - Formulation stages - Bottlenecks - Feasibility
Report - Financing arrangements - Finalisation of project implementation
schedule.
Unit - III
Administrative Agencies for project Approval, Ministry of Finance -
Bureau of public enterprises planning commission, public investment board.
Organizing Human Resources and Contracting - Delegation project
manager’s authority - Project organisation - Accountability in project
execution - contracts - ‘R’ of contracting - Tendering and selection of
contractors - Team building.
Unit - IV
Organizing systems and procedures - Working of system - Design of
systems - Project work system Design - Work break down structure - Project
execution plan - Project procedure manual - Project control system -
Planning, scheduling and monitoring - monitoring contracts and project
diary.
Unit - V
Project implementation stages project direction - Communication in a
project - Coordination guideline for effective implementation reporting in
project management - Project evaluation and its objectives, types and
methods.
Reference
1. B.B. Goel - Project management - Deep and Deep publications, New
Delhi.
2. Martin C.C., Project management - American Management Association -
New York.
3. Choudhury - S. Project Management - Tata McGraw - Hill Publishing
Company Limited, New Delhi.
4. Deenis Lock - Project Management - Coles Publishing Company.
BUSE224 DERIVATIVES MANAGEMENT
UNIT I
Introduction: Derivatives – Definition –Types – participants and functions-

Forward Contracts – Futures Contracts – Options – Swaps – Differences
between Cash and Future Markets – Types of Traders – OTC and Exchange
Traded Securities – Types of Settlement – Uses and Advantages of
Derivatives – Risks in Derivatives.
UNIT II
Forward contracts – Futures contracts – structure of forward & futures

markets - Types of Futures Contracts -Margin Requirements – Marking to
Market – Hedging using Futures –– Securities, Stock Index Futures,
Currencies and Commodities – Delivery Options – Relationship between
Future Prices, Forward Prices and Spot Prices.
UNIT III
Options -Definition – Exchange Traded Options, OTC Options –
Specifications of Options – Call and Put Options – organized options trading
– listing requirements – contract size – exercise prices – expiration dates –
position & exercise limits -American and European Options – Intrinsic Value
and Time Value of Options – Option payoff, options on Securities, Stock
Indices, Currencies and Futures – Options pricing models –Differences
between future and Option contracts.
UNIT IV
Principles of Option pricing – Put Call Parity relationship – Option pricing
models – The Black Scholes Model – The Binomial model – Principles of
forward and future pricing – the cost of carry model.
UNIT V
Commodity Futures – Contract Terminology and Specifications for Stock

Options and Index Options in NSE – Contract Terminology and
specifications for stock futures and Index futures in NSE – Contract
Terminology and Specifications for Interest Rate Derivatives.
Reference Books
1. Chance, D. and Brooks, R., Derivatives and Risk Management

Basics, South Western, 2008.
2. Chugh, A. and Maheshwari, D., Financial Derivatives: The
Currency and Rates Factor, Pearson, 2012.
3. Gupta, S.L., Financial Derivatives: Theory, Concepts and
Problems, PHI Learning, 2009.
4. Hull, J.C. and Basu, S., Options, Futures and Other Derivatives,
7th Edition, Pearson, 2009.
5. Parasuraman, Fundamentals of Financial Derivatives, 2nd
Edition, Wiley India Pvt. Ltd., 2011.
BUSE225 INTERNATIONAL FINANCIAL MANAGEMENT
Unit : I
An overview, Importance, nature and scope, Theories of International

business, International Business Methods, Recent changes and challenges
in IFM. International Flow of Funds Balance of Payments (BoP),
Fundamentals of BoP, Accounting components of BOP, Factors affecting
International Trade flows, Agencies that facilitate International flows.
Unit : II
International Monetary System Evolution, Gold Standard, Bretton Woods

system, the flexible exchange rate regime, the current exchange rate
arrangements, the Economic and Monetary Union (EMU).
Unit : III
Foreign Exchange Market - Function and Structure of the Forex markets,

major participants, types of transactions and settlements dates, Foreign
exchange quotations, process of arbitrage, speculation in the forward
market.
Unit : IV
Currency Futures and Options Markets Overview of the other markets -

Euro currency market, Euro credit market, Euro bond market, International
Stock market. Exchange Rates Measuring exchange rate movements,
Factors influencing exchange rates. Government influence on exchange
rates - exchange rate systems. International arbitrage and interest rate
parity . Relationship between inflation, interest rates and exchange rates -
Purchasing Power Parity - International Fisher Effect.
Unit - V
Long term Asset -liability Management Foreign Direct Investment,

International Capital Budgeting, International Capital structure and cost of
capital. International Financing Equity, Bond financing, parallel loans.
Short-term Asset-Liability Management International Cash management,
accounts receivable management, inventory management. Payment methods
of international trade, trade finance methods, Export - Import bank of India,
recent amendments in EXIM policy, regulations and guidelines.
References
1. P.G.Apte, International Financial Management, Tata McGraw-Hill, New

Delhi, 2004.
2. Alan C.Shapiro, Multinational Financial Management, 4/e, Prentice Hall

India Private Ltd, 2004
3. Jeff Madura, International Financial Management, 6th edition, Thomson
Publications.
4. Maurice D.Levi, International Finance, 3rd edition, Tata Mc Graw-Hill,

New Delhi, 2003.
5. David K. Eiteman, Arthur I.Stonehill and Michael H.Moffeth,

Multinational Business Finance, 10th edition, Pearson Education 2004.
6. Prakash G. Apte, International Finance A Business Perspective, Tata

McGraw-Hill Publishing Co. Ltd., 2003.
BUSE226 INTERNATIONAL MARKETING
UNIT I
Framework of International Marketing: Scope of International Marketing –

International Marketing vs Domestic Marketing – Trade Barriers such as
Tariff and Non-Tariff Barriers – Transition from Domestic to International
Business – Pre-export behaviour – Motivation to export – Special difficulties
in International Marketing – Advantages or importance of International
Marketing – Balance of Trade and Balance of Payments.
International Marketing Environment: Factors/Dimensions influencing

International Marketing – Controllable and Uncontrollable factors in
International Marketing.
UNIT - II
Product Policy – International Product Life Cycle – Export Pricing.
International Marketing Decision: Marketing Decision – Market Selection

Decision – Market Entry Decision – Marketing Mix Decision.
International Marketing Research: Marketing Information System – Market

Research – Marketing Research – Methodology for Marketing Research –
International Research Strategy – Desk Research and Filed Research –
Market Oriented Information – International Marketing Intelligence –
Competitive Intelligence.
UNIT - III
International Sales Contract: Major Laws – INCO Terms – Standard clauses

of International sales Contract – Role of Indian Council of Arbitration /
International Chamber of Commerce in solving Trade disputes.
International Trade Liberalization: General Agreement on Tariff and Trade

(GATT) – World Trade Organization (WTO) – GATS – UNCTAD – Trade Blocks:
Customs Union – EU – Intra – African Trade: Preferential Trade Area (PTA) –
European Free Trade Area (EFTA) – Central American Common Market
(CACM) – Latin American Free Trade Association (LAFTA) – North American
Free Trade Agreement (NAFTA) – Association of South East Asian Nations
(ASEAN) – CARICOM – GSTP – GSP – SAPTA – Indian Ocean RIM initiative –
BIM ST – EC – World Bank, IMF, International Finance Corporation –
Multinational Investment Guarantee Agency (MIGA).
World Trade in Services – Counter Trade – World Commodity Markets and

Commodity Agreements.
UNIT - IV
India’s Foreign Trade: Recent Tends in India’s Foreign Trade – India’s

Commercial Relations and Trade Agreements with other countries –
Institutional Infrastructure for Export Promotion in India – Export
Assistance – Export Finance – Export Processing Zones (EPZs) – Special
Economic Zones (SEZs) – Exports by Air, Post and Sea – Small Scale
Industries (SSI) and Exports – Role of ECGC - Role of EXIM Bank of
India – Role of Commodity Boards – Role of State Trading Agencies in
Foreign Trade – STC, MMTC, etc.
Export Regulations: Procedure for export of goods – Quality control and Pre-
shipment Inspection – Excise Clearance – Customs Clearance – Port
Formalities – Exchange Regulations for Export – Role of Clearing and
Forwarding Agents.
Procedure for Executing an Export Order – Export and Import

Documentation - Export Packing – Containerisation – World Shipping –
Liners and Tramps – Dry ports- Project Exports – Joint Ventures - Marine
Insurance and Overseas Marketing - Export Payment – Different Modes of
Payment and Letters of Credit.
UNIT - V
World Trade and India - Globalisation and Role of Multinational Enterprises

(MNEs) - Overview of Export – Import Policy of India – Basic Objectives, Role
and Functions of Export Promotion Councils.
Reference Books
1. Baack, D., Harris, E. and Baack, D., International Marketing, Sage

Publications, 2012.
2. Cateora, P., Graham, J. and Salwan, P., International Marketing, 13th
Edition, Tata McGraw-Hill Education, 2008.
3. Czinkota, M. and Ronkainen, I., International Marketing, 8th
Edition,South-Western, 2007.
4. Onkvisit, S. and Shaw, J., International Marketing: Analysis and
Strategy, 3rd Edition, PHI Learning, 2009.
5. Paul, J. and Aserkar, R., Export Management, Oxford University
Press, 2008.
6. Salvatore, D., International Economics: Trade and Finance, 10th
Edition, Wiley, 2012.
BUSE227 SYSTEM ANALYSIS AND DESIGN
Unit – I
System Analysis Fundamentals:Introduction to System, System Analysis

and Design,Needfor System Analysis and Design, Role of theSystem
AnalystSystem Development Strategies:SDLC, Structured Analysis
Development Method,System Prototype Method.
Unit – II
Case Tools:Benefits of Computer-Assisted Tools, Categories of Automated

Tools, CaseComponentsOrganizations as System:Interrelatedness and
Interdependence of System, SystemProcess,Boundaries, System Feedback,
Managing Project
Unit – III
Review and SelectionFact-Finding Techniques:Interview, Questionnaire,

Record Review, ObservationData Flow Diagram:Advantages, Notations,
Rules, Leveling, Logical and Physical DFD.Data Dictionary:Importance, Data
Elements, Describing Process SpecificationStructured Decisions:Decision
Tree, Decision Tables, Structured English.
Unit – IV
The Essentials of DesignDesigning Effective Output:Objectives, Types of

Output, Method, Factors to consider - Designing Effective Input:Objectives,
Guideline for Form design, Screen and Web Forms,Designing User
Interface:Objectives,Types of user interface, Designing Accurate Data –
EntryProcedures:Objectives, Effective coding, Data-Entry Method, Ensuring
data qualitythroughinput validation
Unit – V
Quality Assurance through Software Engineering - Design of Software,

Software design and documentation:Structured Flowcharts,
HIPO,Warnier/Orr Diagrams
Managing Quality Assurance:Level of Assurance, Level of

TestImplementation of Information System:Training Strategies, Conversion,
Post ImplementationReview -
Case Studies - Financial Accounting System - Payroll System - Library

System - Inventory System - Online Banking System - Railway Reservation
system(Input, Output, DFD)
ReferenceBooks
1. Goyal, Systems Analysis and Design, PHI Learning, 2011.

2. Hoffner, J., Modern System Analysis and Design, 6thEdition, Pearson,
2009.
3. Kendall and Kendall, System Analysis and Design, 4th Edition,PHI
Private Learning Ltd., 2011.
4. Langer, Analysis and Design of Information Systems,
3 Edition,Springer India, 2008.
rd
5. Satzinger, J.W., System Analysis and Design, Cengage Learning India,

2007.
6. Senn, J.A., Analysis and Design of Information Systems, 2ndEdition,
Tata McGraw-Hill, 2008.
BUSE228 RETAIL MARKETING
UNIT - I
Retailing – Definition, scope and importance in the globalized era, organized

and unorganized retailing, emerging trends in retailing – e-tailing, mega
shopping malls, the modern retail store. Major types of Retail Organizations
– corporate chains, voluntary chains, retail cooperatives, franchise
organizations and merchandizing conglomerates / retail store types / retail
classification of stores, restaurants and service providing offices.
UNIT - II
The Retail Store - Retail stores management / Roles and responsibilities of

retail store managers / Human resource management – recruiting, hiring,
training and development, performance management, payroll, work place
scheduling / Store business operations – materials management,
coordination with purchase department / finance and accounts / Problem
solving / Safety and security.Store Essentials – Classification of grocery
items / Store Essentials – Location / Store designs / Display accessories /
Store atmospherics / Developing own brands / The power of mega retailers
over manufacturers / Dimension attributes and its components that affect
retail outlet selection.
UNIT - III
Visual merchandizing components – merchandize as focal point, choice of

colours, display themes, display to complement store strategy, spotless
cleanliness, frequent change of displays and essentials of good display,
lighting / special display kinds – window, marquee, freestanding or island,
counter, brand corner, end cap cascade or waterfall displays / Store
Exterior – façade, details, texture.Store Aids – Gadgets that aid retailing –
barcode readers, credit card swipe machines, money counters, counterfeit
detectors, cash register, coin counter, bill strapping machine, money
vacuum sealing machine. Graphics and Signage / Props / POP’s /
Planogram.
UNIT - IV
Retail strategies – Supply chain management - managing material,

information and financial flows / critical success factors /drivers, elements
and goals / basic retail strategies – low price high turnover, discounted
prices across all categories, lifestyle goods value price / exclusive goods
premium price strategy / retail formatting / retail mix / building customer
loyalty / customer relationship management.Retail Consumer Behavior –
Difference between consumer and shopper / Frugal, impulsive, compulsive
and tightwad buyers / Sub classification of shopping orientation / Catering
to service consumers – gaps model for improving retail service quality /
retail research.
UNIT - V
Retail Strategies for Global Growth – Building sustainable global competitive

advantage, adapting to local customs and culture, adopting global culture
and practices / Different entry strategies – direct investment, joint venture,
forming strategic alliances and franchising. Online shopping – different
formats, retail convergence.
Reference Books
1. Berman, B., Evans, J. and Mathur, M., Retail Management: A

Strategic Approach, 11th Edition, Pearson, 2011.
2. Dunne, P. and Lusch, R., Retail Management, South-Western,
2009.
3. Gilbert, D., Retail Marketing Management, 2nd Edition, Pearson,
2006.
4. Goldrick, P., Retail Marketing, 2nd Edition, McGraw-Hill
Education, 2002.
5. Miller, D., Retail Marketing, Tilde University Press, 2011.
BUSE229 BANKING AND INSURANCE
UNIT I
Indian Financial System:introduction to Financial System – Business of

Banking - Organizational Structure ofIndian Financial System - Role of
Government & Reserve Bank ofIndia As Regulators of Banks - Role &
Functions of Banks – Regulatory Provisions/Enactments Governing Banks -
Various Committees on Banking & Their Impact - Recent Developments in
Indian Financial System - Aadhaar Seeding- -Self Help Groups,Financial

Inclusion- Jan Dhan Yojana Accounts- NBFCs,- Micro Finance
Institutions, Small finance banks and payment banks
UNIT II
Basics of Banking: Basic Concepts in Banking - Banker-Customer

Relationships – Know Your Customer, Anti Money Laundering - Guidelines -
Negotiable instruments – Bankers’ Duties and Responsibilities -
DICGC -
Types of Customers & Various Types of Accounts - Deposit Products –

Services Rendered by Banks - Principles of Lending - Approach to Lending &
Steps in Lending - Credit Management & Credit Monitoring - Priority Sector
Lending in Banks- Lending to Agriculture, Micro, Small & Medium
Enterprises - Recovery & Modes of Recovery and Management of Non-
Performing Assets - Basics of Risk Management in Banks
UNIT III
Electronic Banking: Current Trends and Role ofinformation &

Communication Technology in Banking - Core Banking Solutions vis-a-vis
Traditional Banking - Banking Technology – Alternate Delivery Channels –
Atms, Credit/Debit Cards/Mobile Banking / Internet Banking etc - Cheque
Truncation System of cheque clearance, E-Lounges, UPI, BHIM (Bhaath
Interface for money), Products and Impact - Electronic Funds Transfers –
Real Time Gross Settlements (RTGS) & National Electronic Funds Transfer
(NEFT) –NACH Global Trends in Banking Technology - IT Security in Banks
& Disaster Management - Marketing of Banking Services: Marketing of
Banking Services – Meaning, Importance and Functions - Market Research
& Product Development - Factors influencing Marketing of Banking
Products Third Party Products in Banking, One stop shop Financial
solutions in Banks - Financial Advisory Services (FAS)
UNIT IV
Insurance: Meaning – Nature and Importance – Risk Management:

Identification – Measurement – Diversification – Strategies Theories – Sum of
Large Numbers Theory of Probability Insurance Regulation: IRDA
Regulations – Insurance Contract – Agent Norms – Generic Norms of
Insurance Advisors
UNIT V
General Insurance: Marine Insurance – Fire Insurance – Automobile

Insurance – Home Insurance - House +Articles insurance- Overseas Travel
Insurance – Medical Insurance – Group Mediclaim- Jewellery Insurance,
Social Security Insurance. Life Insurance: Principles – Uberima fides
Insurable Interest – Indemnity – Subrogation – Contribution Products:
Death and Survival Classifications – Traditional Salary Savings Scheme –
Employees Deposit Linked Insurance – ULIPs – Premium Fixation Cases.
Reference books
1. Bhattacharya, H., Banking Strategy,Credit Appraisal and Lending

Decisions, 2nd Edition, Oxford University Press, 2011.
2. Indian Institute of Banking and Finance, Principles and Practices of

Banking, 2nd Edition, Macmillan India Ltd., 2012.
3. Maheshwari, S. N. and Maheshwari, S.K., Banking Law and Practice,

Kalyani Publishers, 2005.
4. Muraleedharan, Modern Banking: Theory and Practice, PHI Learning,

2009.
5. Varshney, P.N., Banking Law and Practice, Sultan Chand and Sons,
2009.
6. M.N.GOPINATH - Banking Principles & Operations - SNOW WHITE

Publications, 2009
BUSE230 RURAL MARKETING
UNIT - I
Rural Marketing– Definitions, myths and realities of rural marketing,

potential of the Indian rural market, the rate of growth and market share of
rural market for consumer and non durable goods. Needs, Wants and
Demands of the Rural Customer. Values and satisfaction that spell
satisfaction for the rural customer. The Rural Marketing Environment –
Rural demography – the percentage of youth and their influence on family
buying. Economic capacity and potential of rural market. Lack of
technological support and infrastructure. Political environment and Rural
Culture and its influence on rural marketing.
UNIT - II
Rural Consumer Behavior – Cultural and sub cultural influences of different

regions and within regions. Caste and social divisions and their influence.
Influence of city educated youth, city bred daughter/son in law, village
heads on rural buying. Occupation, lifestyle, influence of men over women
and other determinants in rural marketing choice.Rural Marketing
Segmentation – Geographic / Climatic / Water resources based / Nearness
to town based / Industrialization based / Access by road or railway based /
Demographic based – Population concentration, Socio Economic
Classification, Income based.
UNIT - III
Product – Specifically designed to suit rural environment / Products that

work without electricity on batteries /Colours to choose rural choice (bright
and colourful and not subtle and somber) Smaller packages that are less
priced / Value based but not cheap products that hurt rural sensitivities.
Pricing – Pre conceived notions do not help / Pricing related to Crop Harvest
Times / Special Occasion Pricing / Pricing relating to rural Festivities and
Fairs (Thiruviza), Easy Payment terms.
UNIT - IV
Place of Sale – Lack of outlets, transportation and warehousing, cost /

service dilemma / the village shop that sells all from groceries to sanitary,
cement, consumer durables and so on. The power of the delivery cum sales
van. Other non conventional delivery mechanisms such as sales through
computer based kiosks, self help groups, retired army personnel. Promotion
– Logos, symbols and mnemonics to suit rural understanding. Picture based
brands / Packaging should carry pictures for easy identification (Detol
Sword / Nirma dancing girl) Selecting Proper Media Mix – TV / Radio /
Cinema / Outdoor / Audio visual units / Publicity vans or bullock carts /
Contacted Audio visual vans / Group demonstrations / Puppet Shows /
Harikathas / Music CD’s / Word of Mouth Promotions / Interpersonal Rural
Specific Media through touch, feel and talk modes of communication.
UNIT - V
Rural Sales Force Management – Importance of Hiring Salesmen willing to

work in Rural Environment / Possess rural culture and congruence /
Attitude suited to Rural Culture / Knowledge of local language, culture and
habits / Ability and willingness to several products at a time.Corporate and
Government Efforts and Innovations – Mckinsey Study / Hansa Research /
National Council of Agricultural and Economic Research / FICCI and Ernst
and Young Studies / DCM Hariyali Kisan Bazar / ITC Choupal Sagar /
Godrej Agrovet (GAVL), HUL’s - Fair and Lovely, Lipton / Project Shakti /
Hindustan Petroleum’s Rasoi Ghars or community kitchens to popularize
and sell LPG cylinders (cooking gas).
Reference Books
1. Bhatia, T., Advertising and Marketing in Rural India, 2nd Edition,

Macmillan Publishers India Ltd., 2007.
2. Dogra, B. and Ghuman, K., Rural Marketing: Concepts and
Practices, Tata McGraw-Hill Education, 2007.
3. Kashyap, P., Rural Marketing, 2nd Edition, Pearson, 2012.
4. Krishnamacharyulu and Ramakrishnan, L., Cases in Rural
Marketing: An Integrated Approach, Pearson, 2008.
5. Krishnamacharyulu and Ramakrishnan, L., Rural Marketing:
Text and Cases, 2nd Edition, Pearson, 2011.
6. Velayudhan, S.K., Rural Marketing: Targeting the Non-Urban
Consumer, 2nd Edition, Response Books, 2007.
LOGISTICS ELECTIVES
BUSE231 PRINCIPLES AND PRACTICE OF LOGISTICS MANAGEMENT
Unit – I
Concepts of Logistics – Evolution – Nature and Importance – Components of

Logistics Management – Competitive Advantages of Logistics – Functions of
Logistics management – principles – Logistics Network – Integrated Logistics
system.
Unit – II
Elements of Logistics and Inventory carrying – Ware housing – Material

handling – Order processing – Transportation – Demand Forecasting –
Impact of Forecasts on Logistics and Performance measurements.
Unit – III
Transportation – participants in Transportation Decisions – Modes of

Transportation – Factors influencing Transport economics – documents in
Transport Decision Making Warehousing / Distribution – Functions of
Warehouse – benefits of Warehouse – Service – Warehousing Alternatives –
Warehouse site selection – Factors while initiating Warehouse Operations –
Warehouse Management Systems Packing and Materials Handling –
Functions of packaging – Communication – Packaging cost – Types of
Packaging Material – Unitization – Containerization – Designing a package
factors affecting choice of packaging materials.
Unit – IV
Organisation for effective logistics performance – centralised and

decentralised structures – stages of functional aggregation in organisation,
financial issues in logistics performance – Measures – Steps in ABC costing
– Financial Gap Analysis integrated Logistics – Need for Integration - Activity
Centres in Integrated Logistics Role of 3PL and 4PL – Principles of LIS.
Reference Books
1. Krishnaveni Muthiah Logistics Management and Seaborne Trade

Himalaya Publishing House.
2. D.K. Agarwal, Textbook of Logistics and Supply chain Management
Mac Millian India Ltd.
3. Martin Christoper, Logistics and Supply Chain Management Pearson
Education
4. Ronald H. Ballou, Business Logistics and Supply chain Management,
Pearson Education.
BUSE232 INVENTORY AND WAREHOUSING MANAGEMENT
Unit – I
Introduction to Inventory – Definition, principles, role, functions and

importance of Inventory, Types of Inventory, Inventory Policy, Costs
Associated with Inventory, Inventory and Profitability, Impact of Inventory
on total logical cost – Inventory management – objectives / importance,
symptoms of poor inventory management, Improving effectiveness of
inventory management.
Unit – II
Inventory Control and models – Importance and scope of Inventory control,

Selective Inventory control, Inventory Models – Economic Lot size, EOQ,
Economic Batch Quantity [EBQ], ROL – reorder level, P model, Q model, two
bin system, fair share allocation model, MRP, ABC analysis, Just in Time
(JIT). Modern methods Kanban, DRP and ERP.
Unit – III
Inventory Methods – Inventory ranking methods and Quadrant technique,

FIFO. LIFC, Weighted average method, Inventory under certainly and
uncertainly, Risk Management, Work in progress inventories, Finished
Goods Inventories, Spare parts inventories, Use of Computers in Inventory
Management – RFID, EDI, Satellite tracking system.
Unit – IV
Warehouse Management – Definition, Principles, Roles, Importance of

Warehouses, Need for Warehousing, Warehouse selection and planning,
functions and operations of a warehouse, Warehouse location, Area of
Warehouse, Factors affecting warehousing cost, Warehouse layout, Design
principles.
Unit – V
Plannning – codification and standardisation of the Materials, Incoming

Materials Receipts, Retrieval and Transaction Processing System, Security
and Loss Prevention, Consumption Based Planning – MRP and lot sixing
procedure, Forecasting parameter and result, planned order planning file
consolidation, Breakbulk, Crossdocking, Mixing, Assembly – competitive
advantage, production support warehouse – ERP, Role of IT in warehousing.
Reference Books
1. Tony wild – Best Practice in Inventory Management – John wiley and

sons
2. Hadley G and Whitin T. M. : Analysis of Inventory systems, Prentice
Hall
3. Naddor E, Inventory system, John Wiley
4. Buchan, J and Konigsberg E : Scientific inventory Management,
Prentice Hall
5. Silver E and Peterson. R : Decision System for Inventory Management
and Production, Wiley
6. Inventory Management Explained : A focus on Forecasting, lot sizing,
safety stock, and ordering systems, OPS publishing
BUSE233 DOMESTIC AND INTERNATIONAL LOGISTICS MANAGEMENT
Unit – I
Vehicle Selection – Types of Vehicles – Types of Operations – Load types and

characteristics – main types of vehicle body – Implications of vehicle
selection – vehicle acquisition.
Unit – II
Need for planning – fleet management – main types of road freight transport
– transport resource requirements – vehicle routing and scheduling issues –
data requirements – computer routing and scheduling – information system
applications – GPS – RFID
Unit – III
Legislation – Operator licensing – Driver licensing – Driver’s Hours

regulations – Road transport directive – tachographs – vehicle dimensions.
Unit – IV
Introduction to Air Cargo: Aviation and airline terminology – IATA areas –

Country – Currency – Airlines – Aircraft layout – different types of aircraft –
aircraft manufacturers – ULD – International Air Routes – Airports – codes –
Consortium – Hub and spoke – Process Flow.
Unit – V
Air freight forwarding: Air Freight Exports and Imports – Special Cargoes –
Consolidation – Documentation – Air way Bill (AWB) – Communications –
Handling COD Shipments – POD – conditions of contract – Dangerous (DGR)
or Hazardous goods.
Reference Books
1. Air transport Logistics by Simon Taylor (Hampton)

2. Air Cargo distributions: a management analysis of its economic and
marketing benefits by Paul Jackson and William Brackenridge (Gower
Press)
3. Fundamentals of air transport management by P.S. Senguttuvan
4. Aviation century : wings of change – a global survey – Ratandeep
Singh – Jain book.
HOSPITAL MANAGEMENT ELECTIVES
BUSE234 HEALTH POLICY AND HEALTH CARE SYSTEMS
Unit – I
Determinants of Health: Life Style – Socio – Economic conditions – Heredity

– Environment – Health and Family Welfare Services – Other Factors –
Health Scenario of India.
Unit – II
Organisations for Health: Voluntary health agencies in India – Indian Red

Cross Society – Indian Council for child welfare – Tuberculosis Association
of India – RAI – Rockfeller Foundation – Ford Foundation - CARE -
International organisations – WHO – UNICEF – UNDP.
Unit – III
Health Policy: Meaning – Need – National health policy – features – National

health programmes in India – Health planning – Planning under Five Year
Plans – Plan Outlays. – National Population Policy.
Unit – IV
Health care: concept of health care – Levels: Primary, Secondary, Tertiary –

Health for all by 2000 A.D. – Health care system in India – Structure of
Government Machinery – Private , Government, Corporate Hospitals.
Unit – V
Medical Tourism : Role of Medical Tourism, Methods to attract Foreign

Medical; Tourists , Facilities available for foreign patients, Role of travel
Agencies, Govt. Policy on Medical Tourism.
Reference Books
Park K, Textbook on Hygiene and Preventive Medicine, Banarsidas, Bhanoy
Park Textbook of Preventive and Social Medicine 23rd edition (park

psm) (English, Hardcover, K. PARK), 2015
BUSE235 HOSPITAL PLANNING AND ADMINISTRATION
Unit – I
Hospital: Classification – Changing role of hospitals – Role of hospital

administration – Hospital sytem – Need for scientific planning and design of
hospitals.
Unit – II
Planning: Principles of Planning – Planning process – Size of the hospital –

Size selection – Location Layout – Hospital architect – Selection of architect
– Equipping a hospital – Graphics and design.
Unit – III
Technical analysis: assessment the extent need for the hospital services –
Demand and need – Factors influencing hospital utilisation – Bed planning –
Project cost – Land requirements – Space requirements – hospital drawings
and documents.
Unit – IV
Hospital Design: Building requirement – Entrance and ambulatory zone –

diagnostic zone – Intermediate zone – Critical zone – Service zone –
Administrative zone.
Unit – V
Facilities Planning: Transport – Food Services – Communication –

Information System – Minor facilities – others.
Standard in Hospital : General Standards – Voluntary and mandatory

Standards – Mechanical Standards – Electrical Standards – Standard for
centralised medical gas system – Biomedical waste handling.
Reference Books:
Liewtllyn and Davis Macoulay, Hospital planning and Administration,

Jaypee Brothers.
Kunders, Gopinath A Katakam, Hospital Planning, Management and Design,

Tata McGraw - Hill
BUSE236 HOSPITAL RECORDS MANAGEMENT
Unit – I
Hospital Records: Meaning – Functions – Importance of medical records to

Patients, Doctors, Hospitals, Public Health, Press, LIC, Police – court of Law,
Education and Research.
Unit – II
Records Management: Registers, Forms: Meaning and importance –

Principles of records keeping – Merits and limitations – Principles of records
keeping – Merits and limitations – latest trends in record maintenance –
Electronic forms of records maintenance.
Unit – III
Types – Out-patient record, in-patient records, causality, emergency,

surgery, obstetrics and gynaecology, paediatrics, investigation and
diagnosis.
Unit – IV
Records Organisation and Management: Classification of records – Bases for

Classification – Indexing and filling of records – Problems associated with
medical records.
Unit – V
Medical Registers: Meaning - Types - Purpose – Advantages – Principles of

designing records – Registers in various departments – Common issues.
Medical Forms and Reports: Meaning – types and significance – Principles of

designing – Statutory registers and reports to be maintained – Specimens.
Reference Books
1. Rajendra Pal and Korlahalli J S, Essential of Business

Communication, Sultan Chand and Sons, New Delhi
2. Prasantha Ghosh K, Office Management, Sultan Chand and Sons,
New Delhi.
3. Francis CM and Mario C de Souza, Hospital Administration, 3rd Ed.
Jaypee Brothers, New Delhi
4. George, M A, The Hospital Administrator, Jaypee Brothers, New Delhi.
BUSE237 BUSINESS ANALYTICS
UNIT I
Introduction to Analytics, Data & Basic Statistics- Big Data – Big Data in
HR. – evolution of Big Data Revolution-Technology Driving Big Data. Data
Deluge - Structured data – Web 2.0 & Arrival of Big Data. –Unstructured
Data. – Semi-Structured Data. Difference between structured and Semi-
structured Data – Composition of Big Data then and now. – Enterprise
Applications & Bespoke IT Applications.
UNIT II
Demystifying Big data-Characteristics of Big Data-Deep Web & Surface Web

Getting Started with Business Intelligence (BI)- Definition of Busines
Intelligence. – Features of Business Intelligence. – Visibility provided by BI. –
Differences between ERP & BI. -Difference between Big Data &
Business Intelligence. Data Analytics using Microsoft Excel- Use Excel to
sort data with pivot tables-create histograms and other charts for data
visualization-calculate summary statistics-create indicator variables for
qualitative information
UNIT III
Measuring association between variables - Visually examine data (via Excel

charts, spark lines, etc.) and identify trends-Construct linear regression
models in Excel-Evaluate linear regression model quality-Use models to
forecast demand and interface with Excel Solver to make operational
decisions.
Unit IV
Analytics applications for finance - Learn how to forecast sales using trend
data Prepare pro-forma financial statements - Understand the link between
growth and financing needs - Learn to calculate sustainable growth rate
algebraically and also by using Excel Goal seek-Forecasting Budgeting
numbers for HR Costs & Predictive modeling in HR- Basics of Time Series,
Time Series on Summarized Reports & Forecasting, Logistic Regression,
Decision Trees, Creating a policy on basics of Analytics
UNIT V
Information Management in Analytics- Analytic Software - R, Excel, Solver;

Basic of Big Data– Hadoop, HDFS, Hive, Pig, Python
REFERENCE BOOKS:
1) R N Prasad, Seema Acharya, Fundamentals of Business Analytics, Wiley

India Pvt. Ltd.
2) Conard Carlberg, Predictive Analytics: Microsoft® Excel, Pearson
Education, Inc.
3) Damador N Gujarati, Dawn C Porter, Sangeetha Gunasekar, Basic
Econometrics, Mc Graw Hill
4) Ken Black, Applied Business Statistics: Making Better Business

Decisions 7th Edition, Wiley India Pvt. Ltd.
BUSE238 INTERNATIONAL HUMAN RESOURCE MANAGEMENT
Unit 1:
Introduction to IHRM Definition, Drivers, Evolution of internationalization of

business. SHRM: Evolution of MNE’s, Business strategies, Strategies,
Strategic International Human Resource Management. Barriers in effective
global HRM. Organizational dynamics, Challenges of IHRM. Managing
alliances and joint ventures - IHRM and International Alliances, IHRM and
International Joint Ventures.
Unit 2:
International Workforce planning and staffing: International labour market

International Recruitment function; head-hunters, cross-national
advertising, e-recruitment; International staffing choice, different
approaches to multinational staffing decisions, Types of international
assignments, Selection criteria and techniques, use of selection tests,
interviews for international selection, international staffing issues,
Successful expatriation, role of an expatriate, repatriation, re-entry and
career issues.
Unit 3:
Developing Global Mindset: Global Leadership, Cross cultural context and

international assignees, Current scenario in international training and
development, training & development of international staff, types of
expatriate training, sensitivity training, Career Development, repatriate
training, developing international staff and multinational teams, knowledge
transfer in multinational companies.
Unit 4:
Performance Management: Performance Management and MNE, Constraints

in goal attainment, performance management cycle, Performance
Management of International Assignees, third and host country employees,
issuesand challenges in international performance management, country
specific performance management practices.
Unit 5:
International Compensation and International Employment Laws:

International compensation and international assignees, Forms of
compensation, key components of international compensation, Approaches
to international compensation, compensation practices across the countries,
emerging issues in compensation management. Establishment of labour
standards by International Institutions.
RECOMMENDED BOOKS:
1. International Human Resource Management - Peter J. Dowling, Denice E.

Welch, Cengage Learning
2. Human Resource Information Systems: Basics, Applications, and Future
Directions: Basics, Applications, and Future Directions, Michael J.

Kavanagh, Mohan Thite, Richard D. Johnson SAGE, 2011, 2/e
3. International Human Resource Management: Text and Cases By P. L.

Rao, Excel Books, Reprint
4. International Human Resource Management – Dr. P. Subba Rao,

Himalaya Publishing House, 2011.

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UNIVERSITY OF MADRAS

DEPARTMENT OF MANAGEMENT STUDIES

PROPOSED REGULATIONS AND SYLLABUS FOR

EXECUTIVE MBA PROGRAMME

Department of Management Studies

CHOICE BASED CREDIT SYSTEM

Executive Master of Business Administration (E-MBA) programme is a

Executive Master of Business Administration (EMBA) two years

Executive M.B.A. Program Outline

 Executive Master of Business Administration (EMBA) program is a

Candidates shall be required to have passed a Bachelor’s Degree with

2. ELIGIBILITY FOR THE AWARD OF DEGREE:

A candidate shall be eligible for the award of the Degree only if he /

3. DURATION OF THE COURSE:

This course is conducted in the weekend shall extend over a period of

Weekend consists of 5 sessions (1 session = 3hrs) I Sem consists of

The total number of subjects of study shall be 7 Core Papers,

6. REQUIREMENTS FOR PROCEEDING TO SUBSEQUENT SEMESTER:

ii Candidates shall be permitted to proceed from, the First Semester up to

iii. Candidates shall be eligible to go to subsequent Semester, only if they

(c) A candidate who fails in either Project Work or Viva-Voce shall be

8. CLASSIFICATION OF SUCCESSFUL CANDIDATES:

Successful candidates securing not less than 60 percent in the aggregate

Successful candidates securing not less than 75 percent in the aggregate

10. GRADING SYSTEM

2. Marks and Grades:

Conversion of Marks to Grade Points and Letter Grade (Performance in

RANGE OF MARKS GRADE POINTS LETTER GRADE DESCRIPTION

90-100 9.0-10.0 O Outstanding

80-89 8.0-8.9 D+ Excellent

75-79 7.5-7.9 D Distinction

70-74 7.0-7.4 A+ Very Good

60-69 6.0-6.9 A Good

50-59 5.0-5.9 B Average

00-49 0.0 U Re-appear

ABSENT 0.0 AAA ABSENT

Gi = Grade Point obtained for course i in any semester.

n refers to the semester in which such courses were credited.

GRADE POINT AVERAGE [GPA] = ∑i Ci Gi / ∑i Ci

Sum of the multiplication of grade points by the credits of the

For the entire programme:

CUMULATIVE GRADE POINT AVERAGE [CGPA] = ∑n∑i CniGni /∑n∑i Cni

Sum of the multiplication of grade points by the credits of the entire

CGPA GRADE CLASSIFICATION OF FINAL

9.5-10.0 O+ First Class - Exemplary *

9.0 and above but below 9.5 O

8.0 and above but below 8.5 D+

7.5 and above but below 8.0 D

7.0 and above but below 7.5 A++

6.5 and above but below 7.0 A+ First Class

6.0 and above but below 6.5 A

5.5 and above but below 6.0 B+ Second Class

5.0 and above but below 5.5 B

0.0 and above but below 5.0 U Re-appear

The teacher handling a course shall be responsible for maintaining a

However, it shall be open to the Dean (Academic) to grant exemption

12. Examination and Evaluation

Evaluation will be done on a continuous basis, three times during

14. APPEARANCE FOR IMPROVEMENT:

Candidates who have passed in a theory paper / papers are allowed to