बंध अ ययन िवभाग

मोतीलाल नेह रा ीय ौ ोिगक सं थान इलाहाबाद

इलाहाबाद – 210004 (भारत)
School of Management Studies
Motilal Nehru National Institute of Technology Allahabad
Allahabad – 210004 (India)

Proposed New Curriculum for MBA, Session 2017-19

19 onwards

MBA I Semester
Course Code Subject L T P Credits
MS4108 Management Principles and Communication Skill 2 1 1 2
Development
MS4109 Managerial Economics 3 1 3
MS4110 Business Environment and International Perspective 3 1 3
MS4111 Operations Research 3 1 3
MS4105 Accounting for Management Decisions 3 1 3
MS4155 Research Methodology and Statistical Packages 1 1 2 2
MS4156 Computer Application for Business 1 1 2 2
MS4192 Field Survey (Research Based) 1 1 2 2
Total 20

MBA II Semester

Course Code Subject L T P Credits

MS4208 Financial Management 3 1 3
MS4209 Human Resource Management 3 1 3
MS4210 Operations Management 3 1 3
MS4211 Marketing Management 3 1 3
MS4212 Management Information Systems 2 1 2
MS4213 Organizational Behavior 3 1 3
MS4253 Management Information Systems and 2 1
Application Development (Practical)
MS4292 Market Survey (Research Based) 1 1 2 2
Total 20
 MBA III Semester

Course Code Subject L T P Credits

MS 4302 Strategic Management 3 1 3
MS 4313 – Professional Elective (I & II) 12 4 12
MS 4350 (3*4) (1*4) (4*3)
MS 4371 – Open Elective I 3 1 3
MS 4390
MS 4393 Industry Survey (Research Based) 1 1 2 2
MS 4394 Summer Internship Project Evaluation (6-8 4 4 4
Weeks)
Total 24
Professional Electives
MS4313 Consumer Behavior and Advertising
MS4314 Retail Management
MS4318 Quality Management
MS4319 Project Management
MS4324 Financial Service Operations
MS4323 Investment Analysis and Portfolio Management
MS4333 Industrial Relations and Labour Legislations
MS4334 Human Resource Planning and Development
MS4344 Business System Analysis and Design
MS4343 Data Base Management System
Open Elective I
MS 4371 Rural Marketing
MS 4372 Leadership and Group Processes
MS 4373 Business Ethics and Corporate Governance
MS 4374 Intellectual Property Rights
MS 4375 Business Intelligence
MS 4376 Corporate Restructuring
MS 4377 Social Marketing
MS 4378 Behavioural Finance
 MBA IV Semester

Course Code Subject L T P Credits

MS4402 Entrepreneurship and Innovation 3 1 3
Management
MS 4411 – MS 4450 Specialization Streams (I & II) 12 4 12
(3*4) (1*4) (4*3)
MS4471 – MS4490 Open Elective II 3 1 3
MS4492 Research Project 2 4 4 6
Total 24
Professional Electives
MS4414 International Marketing
MS4413 Product and Brand Management
Professional Decision Modeling and Quantitative
MS4419 Analysis
MS 4418 Logistics and Supply Chain Management
MS4423 Financial Derivatives
MS4424 Multinational Finance
MS4433 Strategic Human Resource Management
MS4434 International Human Resource Management
MS4443 Data Analytics
MS4444 E-Business
Open Electives II (Theory & Research)
MS4471 Tax Planning and Management
MS4472 Project Appraisal and Financing
MS4473 Marketing of Services and Concepts
MS4474 Organizational Development and Change
MS4475 Electronic Governance
MS4476 Business to Business Marketing
MS4477 Sustainable Business Development
MS4478 Cross Cultural Management
First Semester
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA First Semester

MS4108: Management Principles and Communication Skill Development

Course Credits: 2

Introduction- Management Concept and nature; Development of Management thought;

Management theories

Planning: Nature and purpose; Planning Process; Types of plans; Planning tools and techniques; Decision
making. Organizing: Nature and process; Organization Structure; Line and Staff; Delegation; Coordination

Leading and Controlling: Fundamentals of Directing; Leadership theories, Control techniques; Globalization
and Work Practices

Introduction-Communication: Nature and process; Channels; Barriers. Verbal Communication: Nature,

Group Discussions; Interviews; Listening skills

Non Verbal Communication- Nature, Written Communication- Business letters, Agenda,

Minutes, Notice

Current trends: Business Etiquettes, Presentation skills, Technology and Communication, Report Writing.

Suggested Books:

1. Koontz and Weihrich, Management: Global Perspectives, PHI

2. Stoner and Gilbert Jr. Management, PHI
3. Hill, C. and McShane, S., Principles of Management, McGraw Hill
4. Chaturvedi, P.D and Chaturvedi, M., Business Communication-Concepts Cases and
Applications, Pearson
5. Sharma, R.C. and Mohan, K. Business Correspondence and Report Writing, Tata
McGraw Hill
6. Kaul, A., Business Communication, PHI
7. Murphy, Hinderbrandt and Thomas, Effective Business Communication, McGraw
Hill
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA First Semester

MS4109: Managerial Economics

Course Credits: 3

Introduction: Basic assumptions: Ceteris paribus; Rationality, Types of economic analysis, Kinds of economic
decisions; Demand, Supply, Equilibrium; Elasticity of Demand; Demand forecasting.

Production Theory: Production with one variable input, Production with two variable inputs, Isoquants,
Isocost curves, Returns to scale; Cost Concepts; Nature, Kinds of costs, Costs in short and long run, Break
even analysis, Economies of scale, Economies of scope.

Perfect Competition: Market morphology, Demand and revenue of a firm, Short and long run equilibrium,
Market supply curve and firm’s supply curve; Monopoly: Reasons and types of monopoly, Demand and
revenue curves, Price and output decisions in short run and long run, Multi plant monopoly, price
discrimination.

Monopolistic Competition; Oligopoly: Features, Duopoly, Price and output decisions, Kinked demand curve,
Collusive oligopoly: Cartels; Informal and tacit collusion, Price leadership: Dominant firm, barometric firm.
Product Pricing: mark-up pricing; price skimming; entry deterring pricing; loss-leadership.

National Income: Fundamental concepts, Circular flow of economic activities, Basic concepts of national
income and output, Measurement of national income.

Money Supply and Inflation: Introduction, Cost push and demand pull inflation, Measuring inflation, Control
of inflation: Monetary, fiscal and other measures; Business Cycles: Phases, Theories of Business Cycles, Evil
effects of business cycles, Controlling business cycles.

Suggested Books:
1. Lewis, P., Lewis, W. C. and Jain, S. K., Managerial Economics, Pearson, Prentice Hall
2. Geetika, Ghosh, P. and Roy Choudhury, P., Managerial Economics, McGraw-Hill
3. Koutsoyannis, A., Modern Microeconomics, ELBS, Higher and Further Education Division,
Macmillan
4. Dornbusch, R. and Fischer, S., Macroeconomics, McGraw-Hill
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA First Semester

MS 4110: Business Environment and International Perspective

Course Credits: 3

Nature of business environment, environmental scanning for business, Economy and Business: Journey from
a Control to Regulatory Regime of the Indian Economy; Concept of Globalization and Competitiveness

Industry; Indian Industry in Public & Private sector, 12th Five year Plan, Introduction to Public Policy, The
regulatory and legal environment of business;

Fiscal Policy, Monetary Policy, Money Market, Capital Market and Banking, The components and
characteristics of international economic environment

Agriculture, PDS & Food Security; Logistics and Public Infrastructure, core sectors, Corporate Governance

Power, Renewable Energy Sources, Environmental Protection, the Ethical and social responsibility of
business

Analysis and management of political risk; country risk analysis; the cultural environment of international
business; Socio –Political Risk to Development

Suggested Books:

1. Francis C., Business Environment, Himalaya Publications

2. Salim S., Business Environment, Pearson Education
3. Sundaram and Black, The International Business Environment ,Prentice Hall
4. Agrawal A.N., Indian Economy, New Age International Publishers
5. Ray S.K., Indian Economy, Prentice Hall of

India Reports:
1. Economic Survey
2. RBI Report
3. Annual Reports – Agriculture, Civil Supplies, Industry, Power, Urban Development Ministries,
Government of India CMIE Reports fortnightly and annual.
4. Hindu Industry Report 5. Hindu Agriculture Report 6. Hindu Environment Report
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA First Semester

MS4111: Operations Research

Course Credits: 3

Introduction to theoretical probability distributions- discrete and continuous probability distributions.

Binomial, Uniform, Poisson, Normal and Exponential Distributions.

Linear Programming: Nature and Scope of Operations Research, Mathematical Formulation of the Problem,
Graphical Solution Methods, Mathematical Solution of Linear Programming Problem, Matrix Formulation of
General Linear Programming Problem. Simplex method: Fundamental Properties to Solution Corroboration
of Extreme Points, Simplex Algorithm, Computational Procedures, Artificial Variables, Two Phase Simplex
Method, Unrestricted Variables, Problems of Degeneracy, Principle of Duality in Simplex Method, Formation
of Dual With Mixed Type of Constraints, Solution of Primal and Dual Constraints.

Transportation Problem - Formulation and solution of the transportation problem. Matrix Form of
Transportation Problem, Initial Basis Feasible Solution, Transportation Algorithm. North-West corner rule,
Least Cost Method, Vogel’s, Approximation Method, MODI Method. Variations in Transportation Problem
– Unbalanced supply and Demand, Degeneracy.

Assignment Problem – Hungarian Method Variations of the assignment problem.

Queuing Theory - Characteristics of queuing system, Sequencing Problem. Theory: Poisson Process and
Exponential Distribution, Classification of Queues, Queuing Models.

Theory of Games: Two- Person Zero-Sum games, Pure strategies – Games with saddle point. Mixed
Strategies – Games without saddle point. Dominance. Maxmin and Minimax Principles, Graphical Solution:
Reduction of Game Problem to LPP.

Simulation: Introduction to Simulation, General Concept in Discrete Event Simulation, Random Number
Generation, Nature of Simulation, Simulation Models, Monte-Carlo Simulation, Event Type Simulation,
Demand Pattern Simulation, Simulation in Inspection Work, Simulation of Queuing Models. Simulation of
Job Sequencing, Advantage and Limitations of Simulation.

Suggested Books:
1. Kumar, K.D. Introductory Operations Research
2. Sharma, J.K., Operations Research, Theory and Application, Macmillan
3. Vohra, N. D., Quantitative Techniques in Management, McGraw Hill
4. Loomba, N.P., Linear Programming
5. Taha, H. A., Operations Research: An Introduction
6. Swarup, K., Gupta, P.K. and Manmohan. Operations Research. Sultanchand and Sons.
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA First Semester

MS 4105: Accounting for Management Decisions

Course Credits: 3

Accounting: Overview, Branches, Process, Principles, Overview of Accounting Standards & International
Financial Reporting Standards.

Accounting Mechanics: Journal, Ledger, Cash Book & other Subsidiary Books, Trial Balance, Rectification of
errors

Preparation of Financial Statement: Trading and Profit & Loss A/c, Balance Sheet, Cash Flow Statements

Financial Statement Analysis: Comparative and Common-Size Financial Statement Analysis, Ratio Analysis-
Liquidity, Profitability, Solvency and Activity ratios with interpretation.

Cost Accounting: Meaning, Scope and method of costing, Classification of cost, Preparation of cost sheet.

Cost Management: Marginal costing, Cost Volume Profit Analysis, Break Even Analysis, Margin of Safety and
Impact of various costs in Managerial Application.

Suggested Books:
1. Maheshwari, S. N., Financial Accounting, Vikas Publishing House
2. Bhattacharyya, A.K., Financial Statement Analysis, Elsevier
3. Balwani, N., Accounting & Finance for Managers, Amexel
4. Kishore, R.M., Financial Management, Taxman Publications.
5. Tulsian, P.C., Financial Accounting, Pearson Publication
6. Lal, Jawahar, Cost Accounting , McGraw-Hill Publication
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA First Semester

MS 4155 : Research methodology and Statistical Packages

Course Credit: 2

Objective : A Basic Introduction of the Research Concept, types, approaches as well as techniques and tools
to be used for solving Business solutions and Organizational needs. Practical hands on experience for
managerial problems using Excel and SPSS

Research Concept; What is research, Types, Process, Qualitative and Quantitative research, Mixed Research
Method

Research design; Objective, question; Hypothesis formulation

Primary and Secondary data and their sources; APA format; Sampling design; Types; Measurement Scales;
Errors in Measurement

Concept of Normality, Skew ness and dispersion of Data , Presentation of Data, Tabulation, Hypothesis
Testing

Selected Non-parametric tests (Chi Square test); Introduction to Multivariate Statistical Techniques; Report
writing

List of Laboratory assignments

1. To find out Mean , Median , Mode from a given array using MS Excel.
2. To solve a problem in MS excel based on data tabulation.
3. To form a questionnaire using SPSS and enter data values in it, by defining variables.
4. Enter a questionnaire and prepare Bar graph between two data sets and also calculate the frequency
using SPSS
5. Enter values in a questionnaire and cross tabulate the data sets using SPSS.
6. Prepare histogram, Pie chart and use of chart builder.
7. To find Pearson bi variate correlation, After entering data in SPSS software
8. Perform T test on the data sets.
9. Factor Analysis
10. Simple Regression

Books
Research Methodology, C.R Kothari, New Age international (P) Ltd, Publishers, ISBN (13) :978-81-224-
1522-3
Research methods for Business, Joseph F.Hair , John Wiley & Sons, 2007, ISBN: 2007ISBN-10:
0470034041 | ISBN-13: 978-0470034040
Business Research Methods, William G. Zikmund, Barry J. Babin, Jon C. Carr, Mitch Griffin,9th Edition,
Cengage Learning, 2012, ISBN 1111826927, 9781111826925
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA First Semester

MS4156: Computer Application for Business

Course Credits: 2

Application of Computer, Overview of Computer System; Processor; Memory, Input and Output
Devises Storage Elements. Word Processing and Desktop Publishing; Spreadsheets; Presentation.

Operating systems, General purpose Systems and Real Time Systems; the Internet; Data Base
Management; Scenario Manager; Project Management

Computer network, Network Topology, Network Hardware, Wireless Technology; Process Concepts

Dedicated Systems: General purpose Systems and Real Time Systems, Computer network Protocols,
Storage Technology, Storage Area Network

Web Server, Internet Information Server; Cute FTP, Hosting and Managing Websites on an IIS Server,
HTML, DHTML, Front Page 2000

Multimedia, Creating Multimedia Application; Multimedia I/O functions; Photoshop and Animation

Suggested Books:
1. Norton, P., An Introduction to Computer, McGrawHill
2. Ritchie, C., Operating System, BPB Publication
3. Deitel, Deitel and Neito, Internet & World Wide Web-How to Programme
4. Basandra, S.K., Computer Today, Galgotia
Second Semester
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Second Semester

MS4208: Financial Management

Course Credits: 3

The function of finance- nature and purpose of financial management, financial objectives- profit vs. wealth
maximization, stakeholders and agency costs, financial decisions.

The investment decision-time value of money, discounted and non-discounted techniques of investment
appraisal. Payback Periods, Net Present Value Method, Internal Rate of Return, Modified IRR. Solutions in
spreadsheet environment.

The financing decision-the cost of capital, sources of finance and their relative costs, capital structure
theories- NI, NOI and Traditional Approaches. Capital Structure Irrelevance: The Modigliani-Miller Theorem
on Capital Structure. Practical considerations in the design of capital structure.

The dividend decision- dividend theory, determinants of dividend policy. Dividend Irrelevance: The
Modigliani-Miller Theorem on Dividends.

Management of working capital- The nature, elements and importance of working capital. Operating cycle.
Management of inventories, accounts receivable, accounts payable and cash. Determining working capital
needs and funding strategies.

Case studies on banking, venture capital and private equity financing. Innovative financing for startups.

Suggested Books:
1. Brealey, R., Myers, S. and Allen, F. Principles of Corporate Finance. 11th Edition. MHE.
2. Brigham, E.F. and Houston, J.F. Fundamentals of Financial Management. Thomson.
3. Pandey, I. M., Financial Management: Text & Cases, Vikas Publication.
4. Khan, M. Y. and Jain, P. K. Financial Management, McGraw Hill Publication.
5. Damodaran, A., Corporate Finance, John Wiley and Sons Publication.
6. Wachowicz and Van Horne, Fundamentals of Financial Management, Prentice Hall Publication
7. Bhat, S. Financial Management-Principles and Practice, Excel Books.
8. Hampton, John J., Financial Decision Making, Prentice Hall Publication
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Second Semester

MS 4209: Human Resource Management

Course Credits: 3

Course Objectives:
To provide students with the basic knowledge of HRM, help develop their understanding of HRM practices,
and to relate to global HR issues.

HRM: Definition, Activities, Changing role; Major challenges facing HR; Role of technology in HR; HR
Information System; Strategic HRM; Linkages between Subsystems, Absenteeism; Employee turnover;

Work flow analysis; Job analysis; Job design; Job description; Recruitment: Internal and external; Selection:
Process, Types of tests, Interview

Training: Definition, Phases, Process; Training methods; Designing a training programme; Training
evaluation methods

Talent management; Career planning; Performance Management System: Performance appraisal; Different
methods

Compensation, Benefits and Rewards; Variable pay system; Individual and group incentives; Executive
compensation, ESOP; Benefits: Types, Mandatory and Voluntary benefits

Overview of Industrial relations, Labour Laws, International HRM,

Balance score Card, Innovative HR Practices

References
Ashwatthapa, Human Resource Management, TMH
Mejia-Gomez R Luis, Balkin B Davis, Cardy L Robert, Managing Human Resource, Pearson
Dessler Gary, Human Resource Management, Prentice Hall
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Second Semester

MS4210: Operations
Management
Course Credits: 3

Introduction to Operations Management and Productivity: The operations function, service vs.
manufacturing operations, aspects of operations decisions.

Operations Strategy for Competitiveness: Competitiveness in industry, utilization of operations to gain

strategic advantage, productivity and improvement of productivity, Forecasting: Need for forecasts,
elements of a good forecast, Approaches to forecasting- judgment, opinion and time- series based
forecasts.

Facilities Layout, Assembly Line Balancing: Types of production processes, types of layouts and the
irrelevance to operational requirements, service layouts, balancing of assembly line for optimal
efficiency, Capacity Planning: Importance of capacity requirement estimation, determinants of capacity,
planning for capacity requirements, make or buy decisions.

Inventory Management: Nature and importance of inventories, carrying and stock- out costs, EOQ
Model, Safety Stock, Determination of Reorder Points under certainty and uncertainty, Selective
Inventory Classification.

MRP and Just-In-Time Systems: Dependent vs. independent demand, inputs to MRP- master schedule,
bill of materials, inventory records, MRP outputs, MRP in services. Just-In-Time Systems: Genesis of
JIT Philosophy, Building Blocks and Supporting Systems for JIT, JIT in Services.

Quality Management: Statistical Process Control, Control Charts, Total Quality Management.

Suggested Books:
1. William J Stevenson; Operations Management, McGrawHill.
2. Adam Jr., and Ebert; Production &Operation Management, Prentice Hall Publication.
3. Buffa; Modern Production &Operation Management, John Wiley and Sons Publication.
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Second Semester

MS 4211: Marketing Management

Course Credits: 3

Introduction to Marketing: Definition & Functions of Marketing. Core concepts of marketing – Goods –
Service Continuum, Product, Market Customer Satisfaction, Customer Delight, Approaches to Marketing –
Product – Production – Sales – Marketing; Holistic Marketing Orientation & Customer Value

Market segmentation: Definition, Bases for market segmentation of consumer goods, industrial goods and
services. Effective segmentation criteria & Evaluation, Concept of Target Market, Choosing right Target
Markets, Concept of positioning, its types and errors

Consumer Behaviour: Concept, Characteristics of consumer and organizational markets, Buyer decision
process, Types of Buying Behaviour, New Product Adoption Process, New Product Development Process.

Marketing Mix Strategies: Types of Products, Developing and Marketing a Product, Packaging, Branding,
Classification of Brands, Concept of PLC, Pricing Objectives & Strategies, New Product Pricing

Marketing channels, vertical and horizontal integration, Channel conflict management, Distribution system
and Logistic Management., Factors Influencing Channel Decisions. Marketing Communication: Mix,
Advertising, Personal Selling, Sales Promotions, Public Relations, Direct Marketing Steps in Developing
Promotional Plan.

Marketing Planning: Contents of a Marketing Plan – Developing a Marketing Plan for variety of goods and
services, Marketing Audit.

Suggested Books:
1. Kotler, P. and Armstrong. G., Principles of Marketing, Pearson Publication.
2. Stanton, Fundamentals of Marketing. McGraw-Hill Publication.
3. Saxena, R. Marketing Management. McGraw-Hill Publication.
4. Ramaswamy, V.S and Namakumari, S. Marketing Management, MacMillan Publishers.
5. Lehmann D. and Winer, R. Analysis for Marketing Planning, MacMillan Publishers.
6. Srinivas, R., Case Studies in Marketing – Indian context. Prentice Hall of India.
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Second Semester

MS 4212: Management Information Systems

Course Credits: 2

Understanding MIS, Role of Information in Decision making; Framework for managing Information;
Information systems and technology; Managing functions and MIS; Types of information systems

Decision Making and Organizational Effectiveness; Types of Decisions, Simon’s Model of Decision
Making, Decision making tools– Flow Chart, Decision Table, Decision Matrix, Decision Tree, AHP.

Developing MIS: Feasibility study; Design and Documentation; Implementing MIS; Evaluation &
Maintenance; System Organisation and Responsibility.

Information Systems of Functional Areas: Logistics Systems; Financial Information Systems; Personal
Information System; Manufacturing Information System.

Enterprise Information System and related issues: Enterprise Resource Planning System; E-CRM
System; E-Business; Information Security Management.

Current and Emerging Trends in MIS: Data administration and information management; Data centre
administration; Managing technology- driven change; Outsourcing; Other Immerging issues in MIS.

Suggested Books:
1. Laudon and Laudon; Management Information Systems, Prentice Hall Publication. 2.
Jaiswal and Mittal; Management Information Systems, Oxford University Press.
3. Davis and Olson; Management Information System, McGraw-Hill Publication. 4.
Kenter.J; Management Information System, Prentice Hall Publication.
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Second Semester

MS 4213: Organizational Behavior

Course Credits: 3

An Overview: Emergence of Organizational Behavior, Model of Organizational Behavior, Concept of

Organizational Behavior.

Individual Processes 1: Individual Differences: Personality, Values, Perception, Attitude,

Learning, Behaviour Modification.

Individual Processes 2: Motivation Concepts and Application; Motivation Theories; Job Satisfaction, Work
Stress.

Group Processes: Interpersonal Behaviour: Transactional Analysis, Group Formation, Group Dynamics &
Behaviour; Conflict Management; Management of Change.

Organisational Processes: Organisational Culture, Organisational Processes, Organisational Structures,

Emerging Issues in Global Perspective; Impact of Globalization;

Integrating Individual, Group & Organization: Organization Development, Approaches &

Techniques; International Organisational Behaviour: Managing across Cultures; Cultural Shock Management.

Suggested Books:

1. Robbins SP and Sanghi, S.,Organisational Behaviour, Pearson Publication.

2. Greenberg, J and Baron, RA, Behaviour in Organisations, Pearson Education.
3. Luthans, F, Organisational Behaviour, McGraw Hill Publication.
4. Aswathappa, K. Organisational Behaviour, Himalaya Publishing House
5. Prasad, L. M., Organization Behaviour. Sultan Chand & Sons
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Second Semester

MS4253: Management Information Systems and Application Development

(Practical)
Course Credits: 1

Contact
Unit Sub-title and Course outline
Hours
No.

1 Computer Software tools for Decision Making such as Flow Chart 3

2 Decision Table, Decision Matrix, Decision Tree, AHP 3

Developing MIS: Feasibility study; Design and Documentation;

3 3
Implementing MIS; Maintenance.

4 Implementation and use of Enterprise Resource Planning System 3

5 E-CRM System; E-Business. 3

Installation and use of Current and Emerging application in the area of

6 3
MIS.

Suggested Books:
1. Laudon and Laudon; Management Information Systems, Prentice Hall Publication. 2.
Jaiswal and Mittal; Management Information Systems, Oxford University Press.
3. Davis and Olson; Management Information System, McGrawHill Publication.
4. Kenter.J; Management Information System. Prentice Hall of India.
Third Semester
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Third Semester

MS 4302: Strategic Management

Credits: 03
Course Objectives : The compulsions of competition and free flow of information have engineered the
need to think beyond management. Strategic management is the new success
mantra in global business environs. This course is designed to develop strategic
bend of mind among students and to help them understand the ways to manage
strategically in ever evolving business dynamics.
Pedagogy : Blend of lectures, case studies, class discussion, student presentations
(Contact Hours: 30)

Strategic Planning What is strategy? What is not strategy? Concept and Evolution
External Environment Scanning (OT): Environment analysis and
Industry Analysis
Internal Environment Analysis (SW) :Core Competencies,
Resource based View
Strategic Options and Grand Strategies: Corporate Level
Strategic Choices Generic Strategies
Business Level and Functional Strategies
Blue ocean and Red ocean strategies
Strategy Implementation Behavioral Issues
Technological Issues
Operational issues
Evaluation & Control
Organisational Structure for International Business
Global Strategic Issues Strategic Alliances: Joint Ventures
Business Process Outsourcing
Multinational Corporations: Structure, Culture & Processes

Case Studies to be distributed at the time of classes

Text Books:
1. Strategic Management: Hunger and Wheelen, Prentice Hall
2. Strategic Management; Azhar Kazmi, TMH

Reference books:
1. Strategic Management: John A Pearce and Richard B Robinson, TMH
2. World Class in India- Saumitra Ghosale and Geeta Piramal
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Third Semester

MS4313: Consumer Behavior and Advertising

Course Credits: 3

Scope and Relevance of Consumer Behavior; Buying Decision Process; Models of Consumer Behavior;
Problem Recognition – Methods of Problem Solving; Customer Satisfaction, Role of Involvement, ,
Consumer Research process

Individual Determinants, Perception: process, Consumer Imagery, perceived risk — Learning: principles &
theories — Personality: nature, theories, self concept, psychographic and life style , attitude formation &
change, Needs/motives & goals, dynamic nature of motivation, Arousal of motives

Group Determinants of Consumer Behaviour: Reference group influence; Family; family life cycle (FLC);
Opinion Leadership and Personal influence; Social class; Culture. Diffusion of Innovation: Adoption process,
Diffusion process. External Determinants of Consumer Behavior: Influence of Culture and Subculture; Social
Class; Diffusion of Innovations, Values and beliefs, Symbol and influence in consumption, Consumer
Socialization, Semiotics, Online Customer Behavior

Integrated Marketing Communication: Concept, Planning and Process- Marketing Communication Mix,
Integrated Marketing and its importance; Contemporary Approaches to communication

Advertising- Objectives and Perspective: AIDA & DAGMAR- Classification of advertisingFunctions, Scope
and Importance of Advertising. Segmentation and Positioning through advertising, Message Strategy through
Attention and Comprehension; Perception Process; Clutter, Zipping, Zapping

Creativity in Advertising-Concept of Copy, Theme and Appeal, Message Design and Evaluation; Advertising
Media- Types, Mix, Selection, Planning and Strategy; Factors influencing Advertising Budget- Methods of
Advertising Budgeting

Suggested Books:
1. Loudan, D. L., Bitta, A. J. and Della, Consumer Behaviour
2. Schiffman, L. G. and Kanuk, L. L., Consumer Behavior, Prentice Hall
3. Assael, H., Consumer Behaviour and Marketing Action, South Western
4. Engle, J. F., Consumer Behaviour, Dryden Press
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Third Semester

MS4314: Retail Management

Course Credits: 3

Retailing System: Retailing definition, Retail Market Structure, Overview of Retail Environment Social
Economic Technological and Competitive Forces, Different Retail Formats, Retail Theories; Contemporary
Retail Models

Retail Strategy and Planning: Retail Marketing Mix and STP Approach, Location Strategy,
Merchandise/Assortment and Inventory Planning, Pricing and Promotion Strategy, Service Levels and trade-
offs, Retail Brand Development

Consumer Behaviour in Retail: Buying Decision Process and its implication to retailing, Shopping Behaviour
and Influencing Factors, Customer Satisfaction and drivers of Loyalty, Importance of CRM in retail,
Customer Loyalty Programs

Retail Operations: Store Layout, Design and Maintenance; Merchandise Handling and Warehousing; Visual
Merchandising; Back up controls and Billing. Role of IT /technology; Retail Information Management
Systems and the Emerging Information Technology

Retail Location Strategy, Trading Area Analysis, site selection, store formation size and space allocation, store
security and credit management.

Retail Promotion: Building retail store image, atmosphere, layout planning, Retail promotional mix strategy,
Retail store sales promotional schemes.

Suggested Books:
1. Pradhan, S., Retailing Management
2. Berman, B. and Evans, J., Retail Management: A Strategic Approach
3. Gilber, D., Retail Marketing Management
4. Hasty, R. and Reardon, J., Retail Management
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Third Semester

MS 4318: Quality Management

Course Credits: 3

TQM Overview: Evaluation of Quality control, concept change, TQM modern concept; Quality concept in
design, Control of purchased product, Procurement of various products, Evaluation of suppliers, capacity
verification; Manufacturing quality, Methods and techniques for manufacturer, inspection and control of
product, quality in sales and services, guarantee, Analysis of claims

Quality Control and Improvement Tools: Check Sheet, Histogram, Pareto Chart, Cause and Effect diagram,
Scatter diagram; Control chart, Graph, Affinity diagram, Tree diagram, Matrix diagram, Process decision
program chart, Arrow diagram, Acceptance Sampling, Zero defect program (POKA-YOKE).

TQM TOOLS & TECHNIQUES: The seven traditional tools of quality – New management tools – Six-
sigma- Concepts, methodology, applications to manufacturing, service sector including IT; Benchmarking–
Reason to bench mark, Bench marking process ; FMEA – Stages, Types; Concept of Kaizen, Kaizen vs
Innovation, Kaizen and management, Kaizen practice.

TQM TOOLS & TECHNIQUES: Quality circles – Quality Function Deployment (QFD) Taguchi quality
loss function;TPM – Concepts, improvement needs – Cost of Quality – Performance measures.

Performance Measure: Basic concept of performance measure, presentation, Appraisal cost category,
Collection and Reporting, Analysis, Deming Prize, MBNQA. Customer Satisfaction: Introduction, Customer
perception of quality, feedback, service quality, customer retention

Quality Systems, Need for ISO 9000- ISO 9000-2000 Quality System – Elements,
Documentation; Quality auditing- QS 9000 – ISO 14000 – Concepts, Requirements and Benefits; Case
studies of TQM implementation in manufacturing and service sectors including IT.

Suggested Books:
1. Goetsch, D.L. and Davis, S., Introduction to Total Quality, Wiley
2. Juran, J.M. and Gryna, F. M., Quality Planning and Analysis
3. Montgomory, D. C., Introduction to Statistical Quality Control
4. Evans, J. R. and Lindsay, W. M., The Management and Control of Quality,
Thomson Learning
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Third Semester

MS 4319: Project
Management
Course Credits: 3

Introduction to project management, Concept of a project, categories of project, concept of project

management; Project management process– general understanding of elements; Tools & techniques of
project management, Ethical and Legal Considerations in project management.

Project planning: Generating Project Idea, Preliminary Screening, Project Rating Index, planning
products used in a project including product and work break downs, activity networks, schedules and
budgets; Market and demand estimation, market survey, demand forecasting, technical factors- Material
inputs, technology, production, plant capacity, location and site, civil works, charts, layouts, work
schedule, cost of project, estimates of cost, financial projections;

Process of Project Appraisal: Technical, Financial, Marketing Personnel and Management feasibility
Reports; Financial schemes offered by various financial institutions and Venture Capital Funding, Issues
related to rate of discount, wage-rate, exchange rates, treatment of taxes, social cost-benefits, treatment
of risk and uncertainty, sensitivity analysis and probability approach single as well as multiple projects.

Analysis of Risk, Types &Measures of Project Risk, Scenario Analysis, Monte Carlo simulation, Certainty
equivalent, Decision Tree Analysis; Selection of Project, Special Decision Situation;

Project Scheduling, Graphic representation of project activities, Network Analysis, Network Techniques:
PERT and CPM; Resource Allocation.

Project Implementation Monitoring & Control, Project management teams and coordination,
Administrative aspects of Capital Budgeting, Monitoring and post implementation evaluation of the
project; Control of Projects.

Suggested Books:
1. Chandra, P., Projects: Planning, Analysis, Selection, Financing, Implementation and Review,
McGrawHill
2. Patel, B. M., Project Management, VikasPublishingHouse
3. Taha, H. A., Operations Research-An Introduction, McGrawHill
4. Pinkerton, W., Project Management, McGrawHill
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Third Semester

MS4324: Financial Service Operations

Course Credits: 3

Financial Services: Overview of Financial Service Sector. Characteristics of financial services, Introduction to
Bank Financial Management: Scope of banking activities, types of banks in India, role of RBI as a regulator,
Operational Risk, Universal Banking, Emerging Trends, Credit Risk, Interest Rates

Indian Money Market- Money Market Instruments: Treasury bill, Commercial bill, Commercial paper,
Certificate of deposit, REPO/Reverse REPO, Call money, Notice money, Term money, Bill discounting,
Factoring, Forfaiting, Asset-Liability Management. Short and Long-Term Perspectives, Basel Accords,
SARFAESI Act.

Merchant Banking- SEBI guidelines for merchant bankers. Issue Management – Equity issues, Rights issues,
Debenture issues, Book building process. Private Placements. Pre & Post issues activities.

Insurance: Concept and importance. Life and non life insurance, essentials of insurance contracts, risk
appraisal and selection, life and non life insurance products including unit linked plans.

Credit Rating- Process of credit rating for financial instruments.

Securitization of Debt- Meaning & features, Special Purpose Vehicle (SPV), Pass Through Certificate (PTC),
mechanism of Securitization

Depository Service- Role of depositories and their services. Advantages of depository system – NSDL and
CDSL. Depository Participants and Stock Broking Services.

Suggested Books:
1. Khan, M. Y., Financial Services, McGraw Hill
2. Indian Institute of Banking & Finance, Bank Financial Management, Taxman Publishers
3. Khan, M.Y., Indian Financial System, McGraw Hill
4. Gopalswamy, N., Capital Market- The Indian Financial Scene, Macmillan
5. Bhole, L.M., Financial Institutions and Markets, McGraw Hill
6. Guruswamy, S.G., Financial Markets and Institutions, Thomson Learning
7. Heskett, S.L., Managing in the Service Economy, Harvard Business School Press
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Third Semester

MS4323: Investment Analysis and Portfolio Management

Course Credits: 3

Investments. Characteristics of investments. Measures of risk and return; historical returns and associated risk
measures. Determinants of required rates of return. Risk-free rates. The relationship between risk and return.
The asset allocation decision. Importance of asset allocation and diversification. Global diversification of
portfolios.

Efficient capital markets. The efficient market hypothesis. Implications of efficient capital markets.
Portfolio theory- Markowitz Portfolio Theory and its implications on portfolios of 2, 3 and n securities.
Efficient frontier. Utility Theory. Sharpe’s Single Index Model.

Equity Research: Fundamental Analysis. The top-down approach to fundamental analysis. Economy,
Industry and Company Analysis.

Equity Research: Technical Analysis. Technical Indicators- Volume and Price Indicators. Charts Patterns and
their interpretations. Cases on Technical Chart Analysis, Dow Theory, Movements, Golden Ratio, Elliott
Waves and FIBONACCI Numbers.

Mutual Fund Industry; Offer-Bid Pricing, Financial Engineering of MF Products; Case on Valuation of NAV;
AMC and Investment Trust Companies; SEBI Regulation.

Cases on Portfolio Analysis and Investment Management.

Suggested Books:
1. Reilly, F. K. and Brown, K. C., Investment Analysis Portfolio Management, Thomson South-Western.
2. Fisher, D.E. and Jordan, R. J., Security Analysis and Portfolio Management.
3. Sharpe, W. F., Alexander, G. J. and Bailey, J. V., Investments, PHI Learning.
4. Agrawal, P. R., A Comprehensive Approach to Mutual Fund, Orient Law House
5. Ranganatham, M. and Madhumathi, R., Security Analysis and Portfolio Management, Pearson
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Third Semester

MS4333: Industrial Relations and Labor Legislations

Course Credits: 3

Overview of IR in India, The Indian industrial worker, Trade Unions in India: antecedents of unions,
Women’s participation in unions, Employers’ Associations

Industrial Disputes: Dimensions of Industrial disputes; Causes of industrial disputes, Negotiation Strategies

Collective bargaining, Workers’ Participation in Management; Labor Welfare: Social Insurance and Security;
Labor Legislations in India: Evolution, ILO and its impact on Labor Legislations in India, Industrial
Discipline; Grievance and Grievance Handling

Labour Legislations: Industrial Disputes Act, 1947, Trade Unions Act, 1926

Labour Legislations for Social Welfare: Employee’s Compensation Act, 1923, Provident Funds Act, 1952

Maternity Benefit Act, 1961, Employees State Insurance Act, 1948, Payment of Bonus Act, 1975, Payment of
Gratuity Act, 1972

Suggested Books:
1. Sinha, P., Sinha, I. and Shekhar, S., Industrial Relations, Trade Unions and Labour Legislation, Pearson
Education
2. Mishra, S. N., Labour Laws, McGraw Hill
3. Monappa, A., Industrial Relations, McGraw Hill
4. Ahuja, K. K., Dynamics of Industrial Relations and Labour Legislations, Kalyani
Publishers
5. Ratnam, C. S. V., Industrial Relations, Oxford University Press
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Third Semester

MS 4334: Human Resource Planning & Development

Course Credit: 3

COURSE OBJECTIVE: The objective of this course is to provide students with the knowledge and to
develop expertise in the design, delivery, and evaluation of HRD programs. Its focus would be to increase
their awareness on the types of HRD programs and the issues involved in making HRD programs successful

Basic concepts; Evolution Of HRD; Functions; Challenges; A Framework for the HRD Process;

Influences on Employee Behavior; Model; Internal and external factors; Learning and HRD; Maximizing
Learning;

Trainee characteristics; Training design; Transfer of training.;

Employee Socialization and Orientation; Coaching and Counseling programs (EAPs); Stress management
intervention (SMIs); Employee Wellness and Health Promotion Programs;

Using various test in assessment of learning behavior, styles and self-assessment to enhance learning.

Career Development and Management ; Diversity Training; Cross-Cultural Education and Training Programs

Text books
DeSimone, Randy L., Werner, Jon M., & Harris, David M. (2002). Human Resource Development, Third
Edition. Cincinnati: Thomson/South-Western College Publishing
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Third Semester

MS 4344: Business System Analysis and Design

Course Credits: 3

Introduction to Information System Development: Overview of System Analysis and Design; Business
System Concepts; Categories of Information System;

Strategies for System Development; Implementation and Evaluation; Managing the application
development portfolio.

Analysis Techniques; Study of Existing System Tools: Information Requirement Analysis, System
Documentation; Structured Analysis: Data Flow Tools: DFD, Data Dictionary; Application Prototype
Development: Steps, Uses, Tools, and Strategies; Computer aided System Tools; Project Planning:
Estimating cost, work, and resource, Risk Analysis.

System Design, Input-Output Design; Design of online Catalogue; File Organization and Design; Data
base Concepts and design

Business System Development and Implementation: Testing, Quality Assurance and Documentation;
Implementation and Development; Hardware and Software selection; System maintenance; System
Security

Control: audit and security of information systems, objectives of control, techniques used in control,
auditing information systems, disaster recovery– business process continuity; Systems analysis and design
in the era of electronic commerce– B2B, B2C and C2C e-commerce– advantages and disadvantages of
e-commerce. E-commerce system architecture

Suggested Books:
1. Senn, J. A., Analysis & Design of Information System; McGrawHill
2. Jalote, P., An Integrated Approach to Software Engineering, Narosa Publications
3. Awad, E. M., System Analysis and Design, Galgotia
4. Hoffer, J. A., George, J. F. and Valacich, J. S., Modern Systems Analysis and Design, Pearson

Motilal Nehru National Institute of Technology Allahabad

 School of Management Studies
MBA Third Semester

MS 4343: Data Base Management System

Course Credits: 3

Introduction to Database; Organisation of Database; Components of Database Management Systems; Data

Models;

Entity- Relationship Model; Network Data Model; Hierarchy Data Model; Relational Data Model; Semantic
Data Model; Advantages of DBMS

Relational Database Design: Integrity Constraints; Functional Dependencies; Normalisation; Physical

Database Design; Decomposition of Relation Schemes;

Introduction to data mining & Data Warehousing; Knowledge Extraction through Data Mining

Structured Query Language, Oracle- Creating Tables; Applying column constraints; Inserting Rows; Views,
Snapshots, Indexes & Sequences; PL/SQL structure, Cursor, Triggers, Procedures, Functions & Package

Database Utilities; Security, Object/Basic Database Administration/ Remote Data Access

Suggested Readings:
1. Chakrabarti- Advance Database Management System (Wiley Dreamtech)
2. Beynon- Davies P- Database Systems (Palgrave, 2003)
3. Karthikeyan- Understanding Database Management System (Acme Learning)
4. Hoffer- Modern Database Management (Pearson Education, 6th edition)
5. Alexis and Leo- Database Management System (Vikas, 2003.)
6. Majumdar and Bhattacharya- Database Management System (Tata Mc Graw Hill, 1996).
7. Navathe- e-Fundamentals of Database Systems (Pearson Education, 3rd Ed.)

Motilal Nehru National Institute of Technology Allahabad

 School of Management Studies
MBA Third Semester

MS 4371: Rural Marketing

Course Credits: 3

Defining Rural Markets, Prospects, Constraints and Challenges, Urbanization in the Agrarian Economy,
Evolution of Rural Marketing, Rural Environment- Demographic, Socio-cultural, Economic, Technological.
Rural Development- Issues and Policies.

Rural Marketing Mix: Relevance of Marketing mix for Rural market. 4 As – Affordability, Availability,
Awareness, Acceptability. Product, Price, Promotion and Distribution Strategies for Rural Markets. Market
Entry Strategies for rural markets.

Rural Consumer Behaviour: Rural consumer dimensions – Demand patterns, Adoption Process, Value
Perceptions of Rural Consumers, Rural Consumer Vs Urban Consumers – a comparison

Rural Marketing Functions: Packaging, Transportation, Grading, Storage, Warehousing, Processing and Value
Addition.

Understanding Agricultural Markets: Nature & scope, Objectives of Agriculture Marketing, Challenges in
Agriculture Marketing, Agriculture Marketing & its Economic importance, Agricultural Produces and their
market. Regulated Marketing, Cooperative Marketing, Processed Food Marketing, Contract Farming

Government Intervention: FCI, PDS, KVIC Export potential, Major Government Agencies in the
development of Rural and Agricultural Sector Marketing Strategies for Seed; Fertilizers; Pesticides; Farm
equipment.

Suggested Books:
1. Kashyap, P., Rural Marketing, Pearson
2. Krishnamacharyulu, C.S.G. and Ramakrishnan, L., Rural Marketing – Text and Cases, Pearson
3. Chambers, R., Rural Development: Putting the Last First, Pearson
4. Acharya, S.S. and Agrawal, N.L., Agricultural Marketing in India, Oxford and IBH Publishing Company

Motilal Nehru National Institute of Technology Allahabad

 School of Management Studies
MBA Third Semester

MS 4372: Leadership and Group Processes

Course Credits: 3

Leadership; Concept, approaches to studying leadership; Traits; Behavior and Contingency approach

Leadership Models and frameworks, Techniques for handling change and growth, Supervision, Power and
Politics

Leadership styles in Indian organization, leadership style for global organizations, Fair weather, All time and
trouble shooter leaders, Leadership programs and succession planning

Group dynamics and dimensions, Types of Groups, group formation, Group cohesiveness: determinants,
consequences and measurements.

Effective groups, attributes of the leader of an effective group, diagnosis of group behavior, Organizational
culture and group behavior.

Team characteristics, Types, morale building and measurements of team success

Suggested Books:
1. Topping, P., Managerial Leadership, Macgraw Hill
2. Northouse, P.G., Leadership Theory and Practice, Sage Publication
3. Engleberg, I. and Wynn, D., Working In Groups, Pearson
4. Brooks, I., Organizational Behaviour - Individuals Groups and Organizations,
Pearson

Motilal Nehru National Institute of Technology Allahabad

 School of Management Studies
MBA Third Semester

MS 4373: Business Ethics and Corporate Governance

Course Credits: 3

Business ethics, Relationship of ethics with law, religion, etc.; Socio-cultural traditions and their diversity;
Ethical Relativism: Universal ethical practices: Myth or reality

Globalization and Ethics; Current ethical dilemmas in emerging markets/ Developing economies: Doing
business in less developed nations – some norms and guidelines; Whistle blowing

Ethics in Markets: Implications, Ethics in Perfect Competition, Monopoly and Oligopoly; Policies of
Oligopolistic Firms: Pricing, Cartels, Informal and tacit collusion

Identifying values and responding to ethical questions: Employee-Firm Relations; Corporate Strategy,
Technological Choices and Marketing

Corporate governance: Concept, Evolving societal demands on corporations: Corporate social responsibility

Stakeholder Theory: Beyond maximization of shareholder value; Stakeholder issues (customer, government,
employees, etc.); Trade-offs and conflicts between stakeholder groups

Suggested Books:
1. Velasquez, Business Ethics: Concepts and Cases, Pearson Education
2. Boatright, J., Business Ethics, Pearson Education
3. Chakraborty, S.K.,Values and Ethics for Organizations: Theory and Practice,
OUP
4. Chakraborty, S.K., Management by Values, OUP

Motilal Nehru National Institute of Technology Allahabad

 School of Management Studies
MBA Third Semester

MS 4374: Intellectual Property Rights

Course credits: 3

Concept and components of Intellectual Property, Property and Law, definitions of IPR, Functions of IPR,
Nature of Rights, patents and Economic Growth

Areas of IPR; Industrial Property, Patents, Trade Marks/ Service Marks, Industrial Design, Layout, Design
for Integrated circuits, Protection of New Plant varieties, Geographical Indications, Trade Secrets

Copyrights; Artistic creation, Literary work, computer programmes, Performances, Broadcast, Videos,
Computer games, Musical work, Dramatic work, Cinematographic works, Infringement of rights, Plagiarism

Major Conventions and Treaties; Paris Convention, Berne Convention, BIRPI, WIPO, Geneva Convention,
Brussels Convention, Patent Cooperation Treaty, Patent Law Treaty, TRIPS

Indian Patent System; Pre-Independence and post independence, The Patents Act, Trade & Merchandise
Marks Act, Copyright Act, Geographical Indications of Goods, Patent Filing documents, Not patentable in
India

Protection of Traditional Knowledge-Objective, Concept of Traditional Knowledge, Holders, Issues

concerning, Protectability, need for a Sui-Generis regime, Traditional Knowledge on the International Arena,
at WTO, at National level

Suggested Books
1. Teece, D.J., Managing Intellectual Capital : Organizational, Strategic and Policy
Dimensions, Oxford University Press
2. Maskus, K.E., Intellectual property rights in the Global Economy, Institute for
International Economics, Washington
3. Watal, J., Intellectual Property Rights in the WTO and Developing Countries,
Oxford University Press

Motilal Nehru National Institute of Technology Allahabad

 School of Management Studies
MBA Third Semester

MS4375: Business Intelligence

Course Credits: 3

Introduction to data Mining-Overview, goals of data mining, Myths about data mining, The Data Mining
process

Data Extraction and Manipulation-the Relational Data Model and Relational DBMS, Enterprise Reporting,
Relational Algebra, SQL: The Relational Query Language.

OLAP and Multidimensional Data Analysis-Data ware housing and Multidimensional Databases, Data
Quality, Summarization and Data Cubes, OLAP Tools and Pivot Tables.

Data Exploration and Dimension Reduction-Data Summarization and Visualization, Association & Market
Based, Analysis, Frequent Item set and Association Rule Mining, Sequential patterns.

Classification and Predictive Modelling-Decision Tree induction, Model Evaluation and Interpretation,

Predictive Modelling Using Neural Networks- Introduction to Neural Networks, Neural Networks vs.
Regression, Using XL, Miner for Association Rule Mining, Finding clusters with XL Miner, Using XL Miner
to build decision trees. Exposure to contemporary software’s, used in this field.

Suggested Books:
1. Ali ABM Shawkat and Wasimi Saleh A: Data Mining; Method and Technique, Cengage Publication
2. L. T., Moss, S. Atre, A. Wesley: Business Intelligence Roadmap: The Complete Project Lifecycle for
Decision- Support Applications, Information, Technology Series.
3. Ralph Hughes: Agile Data Warehousing; Delivering World-Class Business Intelligence Systems Using
Scrum and XP, Ceregenics Inc.
4. S. Rizzi & M. Golfarelli: Data Warehouse Design; Modern Principles and Methodologies, Tata McGraw-
Hill Education

Motilal Nehru National Institute of Technology Allahabad

 School of Management Studies
MBA Third Semester

MS4376: Corporate Restructuring

Course Credit: 3

Introduction to Corporate Restructuring

Meaning of Corporate Restructuring; Need, Scope and Modes of Restructuring; Planning, Formulation and
Execution of Various Corporate Restructuring Strategies - Mergers, Acquisitions, Takeovers, Disinvestments
and Strategic Alliances, Demerger and Hiving off, Joint venture, Franchising, Slump sale

Acts and Policies in Mergers & Acquisition

Amalgamation as per AS-14 and IFRS; Merger Aspects under Competition Law, Competition Bill 2002; SEBI
regulations on Takeovers in India (Takeover Code), Role of Merchant Bankers in Mergers & Acquisition.

Valuation of Target Firms

Efficiency theories and non-efficiency theories- Valuation of shares and firm : Valuation approaches – DCF
valuation models and FCF models FCFF and FCFE, estimation of terminal value, (DCF under different
growth rates) relative valuation using different ratios and multiples, valuing operating and financial synergy,
corporate control and LBO.

Taxation Aspects in Merger & Acquisition; Post Merger Reorganization

Tax Implications: Tax Concession to amalgamated company, tax concession to amalgamating company in
case of Merger & Acquisition. Tax aspects related to demergers.
Factors involved in Post Merger Reorganization; Integration of Businesses and Operations; Assessing
Accomplishment of Post Merger Objectives; Measuring Post Merger Efficiency

Takeover Defences
Financial defensive measures, coercive offensive defense, Anti-take over amendments, poison pill defense.

Corporate Demerger and Reverse Merger

Concept of Demerger; Modes of Demerger - by Agreement, under Scheme of Arrangement; Demerger and
Voluntary Winding Up; Legal and Procedural Aspects; Tax Aspects and Reliefs; Reverse Mergers –
Procedural Aspects and Tax Implications

Suggested Books:
1. A. Ramaiya : Guide to Companies Act, LexisNexis Butterworths, Wadhwa, Nagpur
2. M.C. Bhandari : Guide to Company Law Procedures, LexisNexis Butterworths Wadhwa Nagpur
3. ICSI : Handbook on Mergers Amalgamations and takeovers.
4. K. R. Sampath : Mergers/Amalgamations, Takeovers, Joint Ventures, LLPs and Corporate Restructure,
Snow White Publications
5. S. Ramanujam : Mergers et al, LexisNexis Butterworths Wadhwa Nagpur
6. Ray : Mergers and Acquisitions Strategy, Valuation and Integration, PHI
7. Digvijay: Readings in Indian Financial Services
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Third Semester

MS 4377: Social Marketing

Course Credits: 3

Difference between social marketing and commercial marketing, Social marketing for Improving the quality
of life, Social Marketing and Social Change, Theories and models in social marketing, need for Social
marketing in the 21st century,
Determining research needs and options, Identifying behaviors for social change, Setting behavioral goals
and objectives, Identifying barriers, benefits, competition and influential others
Social Marketing Mix Strategies – Product, Price, Place, Promotion, Publics, Partnership, Policy, Purse
Strings, Developing a plan for monitoring and evaluation

Social Marketing Process, Stages and ethical considerations, building social marketing workforce

Creating an implementation plan and sustaining behavior for different sectors, generating publicity,
establishing budgets and finding funding

Evaluation of contemporary Public Policies of Government, Effectiveness Parameters, Evaluation design and
methods
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Third Semester

MS4378: Behavioral Finance

Course Credits: 3

Introduction- Challenging Classical Assumptions of Finance; Psychology and Finance, Modelling behavioural
aspects of finance; Financial decision making; Common behavioural biases in investment, Expected Utility
Theory; Building blocks of behavioural finance

Behavioural Factors and Financial Markets- Efficient Market Hypothesis: Definitions; EMH in supply and
demand framework; Theoretical arguments for flat aggregate demand curve; Equilibrium expected returns
models; Key Methodologies; Pro-EMH evidence; Financial Market Anomalies

Motivating Evidence- Return predictability in the stock market; Data mining; Joint hypothesis problem;
Predictability in bonds, forex, futures, real estate, options, sports betting

Demand by arbitrageurs- Definition of arbitrageurs; Long-short trades; Risk vs. Horizon; Transaction costs
and short-selling costs; Fundamental risk; Noise –trader risk; Professional arbitrage; Destabilising informed
trading (positive feedback, predation)

Demand by average investors- Definition of average investors; Belief biases; Limited attention and
categorization; Non-traditional preferences-prospect theory and loss aversion; Social interaction, bubbles, and
systematic investor sentiment

Supply by firms and managerial decisions- Supply of securities and firm investment characteristics (market
timing, catering) by rational firms; Associated institutions; Relative horizons and incentives; Regulating
inefficient markets; Biased managers

Suggested Books:
1. Forbes, William, Behavior Finance, Wiley
2. The Perception of Risk Slovic, Paul (Earthscan Publications) Supplemental Reads:
3. The Journal of Behavioural Finance
4. The Journal of Portfolio Management
5. The Journal of Finance
6. The Journal of Financial Economics
7. American Economic Review
Fourth Semester
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Fourth Semester

MS 4402: Entrepreneurship and Innovation Management :

Course Credits: 03 (L: 2, P: 2)

Course Objectives :The biggest navigator to growth of an economy is the magnitude and composition
of investment, the employment generation capacity building and development
oriented attitude; or the spirit and virtue of entrepreneurship. This course is
designed to create and nurture right skills and right attitude in the students for
innovation.
Pedagogy :Blend of lectures, case studies, class discussion, student presentations, project
report preparation, field studies, visits

Concept of Entrepreneurship Concept

Theories of entrepreneurship
Types of entrepreneurs, High tech entrepreneurship
Forms of Business
Creativity and Innovation; Invention and Innovation
Innovation Technology management
IPR laws
Characteristics and Growth Pattern of Micro Units, Ancillary Industries, Small Enterprises, Medium
small business enterprises, Start-ups
Institutional Assistance Specific Institutions for MSMEs
Venture Capital, Angel Investors, Government schemes
Marketing Assistance
Preparing Business Plan Proposal
Market Survey
Preparation of Feasibility Report

A. Case Studies: Biographies of innovators/entrepreneurs.

B. Survey
MNNIT Industrial Estate/ Naini Industrial Estate

Text Books:
1. Dollinger Marc J: Entrepreneurship Strategies and Resources
2. Desai, Vasant: Dynamics of Entrepreneurial Development & Management, Himalaya Pub. House

Reference books:
3. Sahay A and Sharma V: Entrepreneurship and New Venture Creation, Excel Books.
4. Drucker Peter: Innovation & Entrepreneurship
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Fourth Semester

MS4414: International Marketing

Course Credits: 3

Definition, scope and challenges of International Marketing, the dynamic environment of international trade-
transition from domestic to international markets, EPRG framework, Market Entry Strategies, Emerging
Opportunities, Issues in International Business.

Scanning International Business Environment, Political & legal Environment, Socio-cultural Environment,
WTO, RTA: ASEAN, NAFTA, SAARC, EU.

International Marketing Research, Challenges to IMR, cross cultural marketing behavior and research.
Decision-making process for International Markets: Identification of International markets, Segmentation of
international markets, Selection of International Markets.

Product strategy for International Market: Analyzing product components for adaptation and standardization,
Product life cycle, Product quality decision, International Product strategy, Packaging and labeling. Global
Distribution & Logistics: Introduction, Distribution as competitive advantage, International franchising

Pricing approaches, Transfer market, Counter Trade, Transfer Pricing, retrograding pricing, export price
structure, Export price quotations and inco terms, Terms of payment in International Markets; Promotions-
sales promotion in international markets, International advertising, Product promotion strategy

Frame work of Export-import policy, Export procedure and documentation, International Negotiations,
Export Promotions

Suggested Books:
1. Keegan, W.J., Global Marketing Management
2. Joshi, R.M., International Marketing, OUP
3. Caterora, P.R., Graham, J.L. and Salwan, International Marketing, McGraw Hill.
4. Lascu, D., International Marketing – Managing Worldwide Operations in a Changing International
Environment, Biztantra
5. Hollensen, S. and Banerjee,M., Global Marketing – A Decision Oriented Approach, Pearson
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Fourth Semester

MS 4413: Product and Brand Management

Course Credits: 3

Introduction to Product & Brand Management, Product Levels, Product Hierarchy, Classification of Product,
Managing Product Issues, Difference between Consumer Products and Industrial Products, Consumer
Adoption Process.

New Product Development process, Product Testing and Test Marketing, Pricing and Budgeting Issues in
Product Management, Product Positioning, Product Mix strategic choice. Product Mix decisions, Product
Line decision - strategic decision involving adding or pruning product lines,

Product Research - Importance, tools and analysis, Product Development & Testing, Product Launch
Decisions. .

Brand Management: Brand –Meaning, Definition, Evolution of Brands. Functions of Brand to consumer,
Role of Brand- Advantages of Brand, Product Vs Brand. Branding- Meaning, challenges to Brand builders,
Strategic Brand Management Process.

Brand Equity Conceptualization: Meaning, Sources, Steps in Building Brands. CBBE Model Brand Identity &
Positioning, Dimensions of brand identity. Choosing Elements to Build Brand Equity.

Kapferer’s Branding Systems, Branding Strategies, Brand Extension, Brand-Product matrix, Elements of
Brand personality. Brand Repositioning, Brand Imitations First movers advantages, Free rider effects, Co-
branding.

Suggested Books:
1. Keller, K.L., Strategic Brand Management - Building Measuring & Managing Brand Equity, Prentice Hall 2.
Kapferer, J.N., Strategic Brand Management, Kogan Page
3. Panda, T., Brand Management, Excel Publication
4. Batra, Aaker and Mayer, Advertising Management
5. Product Management: Lehmann DR; Russel S Winner
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Fourth Semester

MS 4419: Professional Decision Modelling and Quantitative

Analysis
Course Credits: 3

The Art of Modeling with Spreadsheets: Process of Modeling with Spreadsheets Programming Techniques:
Formulation of Linear Programming Problems, Simplex Method and its applications, Duality in Linear
Programming. Primal and Dual Programming: Importance of What-If Analysis to Managers,

Transportation problem: Introduction, Characteristics of Transportation Problems, Modelling Variants of

Transportation Problems, Initial Solution, North West Corner Rule, Lowest cost Method, Vogel’s
approximation method, Optimality Test. Network Optimization Problems, Minimum Cost Flow Problems.

Scheduling a Project with PERT/CPM, Dealing with Uncertain Activity Durations. Challenges of Non-
Linear Programming, Non-Linear Programming with Decreasing Marginal Returns

Weighted Goal Programming, Sensitivity Analysis with Decision Trees, Application of Decision Trees in
Business Decisions Making, Practical Application of Decision Analysis

Forecasting: Introduction, Application of Forecasting, Time Series Based Forecasting Method, Assignment
Problems: Maximization and Minimization cases, Queuing Models: Elements, Priority Queuing Models,
Multiple Server Queuing Model, Economical Analysis of Queuing Models

The Processes: Method study, Work Study, Just in Time, Material Resource Planning: Dependent vs.
Independent Demand, Inputs to Material Resource Planning-Master Schedule, Bill of Materials. Inventory
Management with Uncertain Demand, Inventory Model for Perishable Products, Continuous Review
Inventory Model for Stable Products

Suggested Books:
1. Hillier, S. F., Hillier, S. M, Introduction to Management Science, Tata McGrawHill
2. Vohra, N.D., Theory and Problems in Quantitative Techniques in Management, McGrawHill
3. Badi, R.V. and Badi, N.V., Modern Production Management.
4. Taha, H.A., Operations Research-An Introduction, Mc GrawHill.
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Fourth Semester

MS 4418: Logistics & Supply Chain Management

Course Credits: 3

Distribution Channels: Structure and Operation, Distribution Cost Components, Pipe line Inventory and
Response Considerations, Hub and Spoke Models, Cross docking, Vendor Consolidation

Defining Logistics & its importance, Logistics vs. Supply chain, Inbound and Outbound Logistics, Logistics
activities and Decision Making ; Scope & Stages of Integration logistic service providers, green logistics;
reverse logistics, Warehousing its uses and types; material handling: warehouse operation, Location of
warehouse (different techniques)

Transportation Management: Modes and their characteristics, Inter-modal transportation networks, Vehicle
Loading and Vehicle Routing Methods, Transportation Documentation, Industrial Packaging International
Logistics considerations

Supply Chain Dynamics, Process View & Performance measures of supply chain, Fundamental & Thrust
Areas of Supply chain; Decision Phases in a Supply Chain , Achieving Strategic Fit, Alignment Theory

Concept of Quick Response Systems, Vendor Management Inventory, Efficient Customer Response, Bull
Whip Effect of Supply Chain, Demand forecasting Techniques,

Recent supply chain approaches, IT enabled supply chain- key activities, supporting technologies and
practices- Bar Code, RFID, EDI, e-business suites etc.

Suggested Books
1. Supply Chain Management, Chopra, Meindl and Kalra, Pearson Education
2. Designing and Managing the Supply Chain, David, Kaminsky, Edith, TMH Edition
3. Supply Chain Management,Janat Shah,Pearson Education
4. Supply Chain Management ,Ballau and Srivastava,Pearson Education
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Fourth Semester

MS4423: Financial Derivatives

Course Credits: 3

Introduction to Derivatives Contracts and Markets. Forward Fundamentals- Contracts, Market participants,
Forward mkt microstructure, FX forward quoting conventions, Value at Risk.

Forwards vs. Futures - Mechanics of futures markets, Market microstructure, Pricing/valuation; Stock Index
Futures- Fundamentals, International aspects, Pricing; Commodity Futures- Fundamentals.

Options and Options Markets- Option Fundamentals- Option contracts, Option payoffs, Naked positions,
Covered positions Trading strategies using- Spreads, Combinations, Collars.

Option Pricing Basics- Key determinants of option prices, Upper and lower bounds for option prices, Put call
parity, Binomial trees and Risk neutral pricing, Black-Scholes-Merton model; Real Options and Valuation.
Volatility smiles & smirks, Greek Letters and various hedging strategies

Swaps: Interest, Currency and Commodity Swaps; Forward Rate Agreements and Swaptions.
Credit Derivatives, CDO, CDS, TRS; Role of credit derivative securities during sub-prime crisis.

Online exercise in derivatives trading (longitudinal study using online data from NSE; Requires
computer and internet connection.

Suggested Books:
1. Hull, J.C., Options, Futures, and Other Derivatives, Pearson.
2. Dubofsky, D.A., and Miller, T.W. Derivatives. Valuation and Risk Management. Oxford.
3. Redhead, Financial Derivative, PHI.
4. Marshall, J.F. and Bansal, V.K., Financial Engineering: A Complete Guide to Financial Innovation,
Prentice Hall.
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Fourth Semester

MS4424: Multinational Finance

Course Credits: 03 (L:3)

Course Objectives : The evolution and development of multinational corporations have

necessitated an international perspective of financial decisions. The need to understand international, financial
and monetary markets and exchange rate mechanism have to be understood to survu=ive and succeed in the
globally competitive scenario.

Pedagogy : Lectures, case studies, class discussion, student presentations

Contents
The Internationalization of Business and Finance, The Global Financial Marketplace, Environment of
International Financial Management.

Understanding Exchange Rates, Alternative Exchange Rate Systems, International Monetary System,
International Finance and Currency: Parity Conditions.

The Foreign Exchange Market, Alternative Measures of Foreign Exchange Exposure: Translation Exposure,
Transaction Exposure and Operating Exposure.

Foreign Direct Investment and Corporate Strategy, Multinational Capital Budgeting, Multinational Working
Capital Management, Functions of Euromarkets.

Case Studies and other relevant material will be distributed during classes

Text Books:

1. A.C Shapiro, Multinational Financial Management, Wiley India

2. C. Eun and B. Resnick, International Financial Management, McGraw Hill
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Fourth Semester

MS 4433 : Strategic Human Resource Management

Course Credit:3

Course Objectives: To orient the students on various HR strategic options and to relate it to various
functions for implementation of Strategy.

Concept of treating human resource management processes, practices and procedures from a strategic point
of view, Multi-level challenges in strategic human resource management.

Industrial Organizational (I/O) Model with its external environmental analysis emphasis (outside-in
approach) and Resource Based View of the Firm (RBV) with its internal analysis emphasis (inside-out
approach).

Generic corporate strategies, business unit strategies, Barriers to successful implementation of strategic HR
practices, Human resource planning process from the strategic perspective.
design and redesign of work systems

Staffing; international perspectives, outsourcing decision, Planning and strategizing training: needs
assessment; establishing objectives; training delivery; and evaluation.

linking performance management systems with organizational strategic objectives and goals.
compensation; tying individual compensation to organizational performance,

HR Competency Mapping, Balance Scorecard, Multiple stages of the expatriate experience

References
Mello.A.Jeffery, Strategic HRM,2nd Edition,2005, South West Cengage Learning, ISBN-9788131505472
Belcourt, Strategic HRM,2nd Edition,2005, South West Cengage Learning,ISBN-9788131500187
Baron, Strategic HRM,3rd Edition,Wiley publications, ISBN-9812531874
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Fourth Semester

MS 4434: International Human Resource Management

Course Credits: 3

MNCs and people management, International HRM, National culture and HRM, Business imperatives and
other non-cultural influences, Influence of non-cultural factors at individual and organizational levels,
National and international institutions, International Labour Organization (ILO) and European Union and
HRM

Internationalization of HRM Functions: Introduction, Selection and recruitment, Training & Development,
Job expectations and motivation policies, Performance appraisal, Reward and Promotion policies; HRM in
International joint Ventures

IHRM and Institutions: Economy and IHRM, Trade unions and IHRM, Employers’ associations and IHRM,
Legal system, industrial relations laws and HRM

HRM in Major Economies: Major economies and their HRM practices, including USA, UK, UAE, China,
Japana. Implications of national diversity for multinational companies, Going international, Parent–subsidiary
relationship, Parent company perspective, Subsidiary perspective

Foreign Assignments: Rationale for foreign assignments; Ethnocentric vs. polycentric views of expatriation,
Preparation for foreign assignment, Expatriates in host country, Loyalty and commitment, Repatriates,
Expatriation policies

Differentiation and Integration: Differentiation and integration, Relevance of integration and differentiation
dilemma, Stages and forms of internationalization, Characteristics of employees, Mechanisms to achieve
integration in highly differentiated and global companies

Suggested Books:
1. Tayeb, International Human Resource Management, OUP
2. Dowling and Schuler, International Human Resource Management
3. Rees, C. and Edwards, T., International Human Resource Management, Pearson
4. Aswathappa, K. and Dash, S., International Human Resource Management, McGraw Hill
 Motilal Nehru National Institute of Technology
Allahabad School of Management Studies
MBA Fourth Semester

MS 4443: Data Analytics

Course Credits: 3

Data Analytics Life Cycle: Introduction to Big data Business Analytics - State of the practice in analytics
role of data scientists - Key roles for successful analytic project - Main phases of life cycle - Developing
core deliverables for stakeholders.

Statistics: Sampling Techniques - Data classification, Tabulation, Frequency and Graphic representation
- Measures of central value - Arithmetic mean, Geometric mean, Harmonic mean, Mode, Median,
Quartiles, Deciles, Percentile - Measures of variation – Range, IQR, Quartile deviation, Mean deviation,
standard deviation, coefficient variance, skewness, Moments & Kurtosis.

Probability and Hypothesis Testing: Random variable, distributions, two dimensional R.V, joint
probability function, marginal density function; Random vectors - Some special probability distribution -
Binomial, Poison, Geometric, uniform, exponential, normal, gamma and Erlang.

Multivariate normal distribution - Sampling distribution – Estimation - point, confidence - Test of

significance, 1& 2 tailed test, uses of t-distribution, F-distribution, χ 2 distribution.

Predictive Analytics: Predictive modeling and Analysis - Regression Analysis, Multicollinearity,

Correlation analysis, Rank correlation coefficient, multiple correlation, least square, Curve fitting and
goodness of fit.

Time Series Forecasting and Design of Experiments: Forecasting Models for Time series : MA, SES, TS
with trend, season - Design of Experiments, one way classification, two way classification, ANOVA,
Latin square, Factorial Design.

Suggested Books:
1. Chris Eaton, Dirk Deroos, Tom Deutsch et al., “Understanding Big Data”, McGrawHIll, 2012.
2. Alberto Cordoba, “Understanding the Predictive Analytics Lifecycle”, Wiley, 2014.
3. Eric Siegel, Thomas H. Davenport, “Predictive Analytics: The Power to Predict Who Will Click, Buy, Lie,
or Die”, Wiley, 2013.
4. James R Evans, “Business Analytics – Methods, Models and Decisions”, Pearson 2013.
5. R. N. Prasad, Seema Acharya, “Fundamentals of Business Analytics”, Wiley, 2015.
6. S M Ross, “Introduction to Probability and Statistics for Engineers and Scientists”, Academic Foundation,
2011.
7. David Hand, Heiki Mannila, Padhria Smyth, “Principles of Data Mining”, PHI 2013.
 Motilal Nehru National Institute of Technology
Allahabad School of Management Studies
MBA Fourth Semester

MS4444: E-Business
Course Credits: 3

Understanding the Internet Economy, Introduction to E-Commerce, Emergence of E-Commerce, E-

Commerce Models

How to run an E-Business, How to set up shop for E-Commerce, Creation of a Business website-enabling
technology involved, Customer Acquisition and Retention, Security Issues, Payment Issues and Options,
Legal and Ethical Considerations, Marketing on the Net.

Introduction to IT Enabled Services, IT Enabled Services in India-Industry Size & Contribution, Global
Trends, Overview of General Services, Overview of Specialized Services, BPO, Mobile Commerce and
Pervasive Computing, IT Act (India).

Overview of E-Government and E-Governance, Stages of E-Governance, National E-Governance Plan

(NEGP), Mission Mode Projects, E-Governance, Introduction to E-governance, Role of ICT’s in e-
governance.

Categories of E-governance, Key Issues of E-Governance, Technology, Policies, Infrastructure, Training,

Copyrights, Consulting Funds, E-governance Models, Model of Digital Governance, Broadcasting /Wider
Dissemination Model

Critical Flow Model, Interactive-service model/Government–to-Citizen-to-Government Model, Major areas

of E-governance Services, Public Grievances: Telephone, Ration card, transportation, Rural services Land
Records, Police Records.

Suggested Books:
1. Joseph, E- Commerce: AManagerial Perspective, Prentice Hall
2. Stain, L.D., Web Security: Step-by Step Reference Guide, Addison Wesley 3.
Burnham, C., Web Hosting, McGrawHill Publication
4. Gupta, M.P., Kumar, P. and Bhattacharya, J., Government Online, McgrawHill
5. Heeks, R., Implementing and Managing e-Government, Sage
6. Satyanarayana, J., E-Government: The Science ofPossible, Prentice Hall
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Fourth Semester

MS4471: Tax Planning and Management

Course Credits: 3

Incidence & Impact of Taxation; Direct and Indirect Taxes; VAT; Significance of Tax Planning. Residential
Status and Liability; Tax- Free and Rebateable Incomes; Computation of Business Income and Tax Liability,
Tax Planning, Avoidance and Evasion, Depreciation; Deductions u/s 80.

Deemed Income of Companies / MAT. Capital Gains. Procedures- Tax Audit; Assessment Procedures;
Filling of Returns; Tax Deducted at Source Advance Tax; Defaults and Penalties. Set -Off and Carry Forward
of Losses.

Agreements for Avoidance of Double Taxation, Specific Case of Mauritius.

Tax Planning with reference to setting up of a new business- location, nature and form of organization, Tax
Planning with reference to financial management decisions- capital structure, dividend policy, inter-corporate
dividend and bonus shares.

Tax Planning with reference to specific managerial decisions- make or buy, repair, replacement, renewal or
renovation. Tax Planning in respect of employees’ remuneration. Fringe Benefit Tax.

Tax Planning in respect of non-residents and relief for double taxation. Tax Planning in respect of
Amalgamation or De-merger of companies/business restructuring.

Suggested Books:
1. Singhania V.K., Direct Taxes, Laws and Practices, Taxman
2. Lakhotia, R.N., Tax Management, Asia Publication House
3. Shah, D.D., A Treatise on Tax Planning, N.M. Tripathi, Bombay
4. Srinivas, F.A., Corporate Tax Planning, McGraw Hill
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Fourth Semester

MS4472: Project Appraisal and Financing

Course Credits: 3

Cash flows and their estimation. Estimation of Cash Flows, Elements of the Cash Flow Stream, Basic
Principles of Cash Flow Estimation, Conversion of NPAT into Free Cash Flows. Cash flows under
uncertainty. Scenario and simulation analysis. Risk-adjusted discount rates.

Models for valuation of companies. Balance Sheet Valuation – Dividend Discount Model – zero growth –
constant growth – multiple growth model. Gordon’s growth model.

Modes of Financing, Internal Accruals, Equity & Preference Capital, Debentures, Term Loans, Private
Equity.

Financing of Infrastructure Projects: Key Project Structure; Financial Structure. Special case of Public-Private
Partnership (PPP) Projects.

Project Valuation, with specific reference to case study: RJR Nabisco- A Case of a Complex Leveraged
Buyout.

Case Analyses & Presentations

Suggested Books:
1. Chandra, P., Projects - Planning, Analysis, Selection, Financing, Implementation and Review, McGraw
Hill
2. Gray, C. and Larson, E., Project Management - The Managerial Process, McGraw Hill
3. Burrough, B. and Helyar, J., Barbarians at the Gate, Harper and Row
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Fourth Semester

MS 4473: Marketing of Services and concepts

Course Credits: 3

Marketing of Services: Service and concepts, Importance of service sector, Classification of Services, Growth
of the Service Sector in India and globally. External versus Internal Orientation of Service Strategy.
Distinctive Characteristics of Services - Four I’s of services - Intangibility, Inconsistency, Inseparability and
Inventory

Purchase Process in Services: Consumption Values, Purchase Model for Services, Consumer Expectations of
Services, Model of Customer Expectation, Customer Satisfaction and Retention. Importance of Consumer
Behaviour in Marketing of Services.

Marketing Mix for Services: Product Decisions, Pricing Strategies, Communication & Promotion of Services,
Distribution Methods for Services - Additional Dimensions in Services Marketing - People, Physical Evidence
and Process. Managing the service delivery process

Quality Management in Services Marketing: Understanding Individual Quality Perception, Monitoring and
Measuring customer satisfaction –SERVQUAL and GAP model - Handling complaints effectively. Gronross
Model of service quality, Assessing and managing Service level trade-offs.

Service Marketing Strategies: Service Life cycle, Market Defender Strategies, Positioning of Services.
Managing Demand Supply and Productivity, Technology infusion in improving consumer satisfaction and
Developing Human Resources for service offerings.

Application of Service Marketing to Hospitals, Educational Institutions, Tourism Industry, Financial Services,
Hospitality Services, Retailing, Banking

Suggested Books:
1. Kurtz, D.L. and Cow, K.E., Services Marketing, John Wiley and Sons
2. Hoffman, K.D., and Bateson, J.E.G., Services Marketing: Concepts, Strategies and Cases, South
Western Educational Publishing
3. Zeithaml, V. and Bitner, M.J., Services Marketing, McGraw Hill
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Fourth Semester

MS4474: Organization Development and Change

Course Credits: 3

Organizational Change: Nature and concept of organizational change; Forces of change: Internal forces,
External forces; Types of changes: Continuous change, discontinuous change, first order change, second
order change

Managing Change: Change models: Lewin’s model, Kotter’s Model; Overcoming resistance to change; change
strategies and approaches; Learning organization

Creativity: Conceptual framework; difference between creativity and innovation; process of creativity; models
of creativity: Wallas model, Rossman model, Osborn model; lateral thinking

Creativity in practice: Creative personality, creative organizations and teams, Learning organizations, problem
solving techniques: Visual Metaphor, Mind Mapping, Force Field Analysis, Bionics, Fishbone diagram, Free
Association, barriers to creative problem solving: individual factors, organizational factors

Organization Development: Definition; Assumptions underlying Organizational Development: about

individuals, groups and organization; Components of organization development process

Interventions: Concept, Team interventions; intergroup interventions, personal/interpersonal interventions;

structural interventions; comprehensive interventions

Suggested Books:
1. Pathak, H., Organisational Change, Pearson
2. Neelkant, V. and Ramnarayan, S., Change Management, Response Books
3. Sharma, R., Change Management: Concepts and Applications, McGraw Hill
4. French, W. and Bell, C., Organisation Development, Pearson
5. Prasad, K., Organisation Development for Excellence, Macmillan
6. Khandwalla, P., Corporate Creativity, McGraw Hill
7. De Bono, E., Lateral Thinking, Penguin Books
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Fourth Semester

MS 4475: Electronic Governance

Course Credits: 3

Introduction: Understanding government processes, Information Technology in Government, New

Paradigms and Value propositions, Strategy in E-Government, Leadership in E-government, Reforms in E-
government, Public Private Partnership, National E-Governance Plan, (NeGP), Mission Mode Projects and
their implementation status.

Categories of E-governance, Key Issues of E-Governance, Technology, Policies, Infrastructure, Training,

Copyrights, Consulting Funds, E-governance Models, Model of Digital Governance, Broadcasting /Wider
Dissemination Model

Technology in E-Government: Architecture and Technology Standards, Technology in Government,

Government ERP, Knowledge Management in Government, Security Challenges in E-government,
Evaluating E-government.

E-Government Requirements: Change Management in Government, Public Private Partnership, Disaster

Management Information System, Information Security & Cyber Laws

Major areas of E-governance Services, Public Grievances: Telephone, Ration card, transportation, Rural,
services Land Records, Police: FIR registration, Lost and found, Social services, Public information:
employment, hospitals, railway, Agricultural sector: Fertilizers, Seeds, Utility payments, Commercial: income
tax, custom duty, excise duty.

Best Practices in e-Government: stages in evolution and strategies for success, Governance Infrastructure, E-
readiness, Legal Infrastructural preparedness

Suggested Books:
1. Gupta, M.P., Kumar, P., and Bhattacharya, J., Government Online, McGrawHill
2. Bhattacharya, J., E-Gov 2.0, McGrawHill
3. Heeks, R., Implementing and Managing e-Government, Sage
4. Stain, L.D., Web Security: Step-by Step Reference Guide, Addison Wesley
5. Satyanarayana, J., e-Government: The Science of Possible, Prentice Hall
6. Sharma, V., Handbook of Cyber Laws, Macmillan
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
MBA Fourth Semester

MS 4476: Business to Business Marketing

Course Credit: 3

Understanding B2B Marketing :The nature and concepts of B2B Marketing, difference between B2B and
B2C marketing, Market orientation, knowing your market, Resellers marketing, Organizational Customers,
Governmental agencies, Institutions, B2B Marketing Environment, Strategies for Managing the B2B
Marketing Environment.

Organizational Buying Process: Concepts and Models of Organizational Buying Behaviour, Characteristics of
organizational procurement, Buyer Seller Relationship Tenders as Buying Process, Selling to Government:
The Buying Process.

Organizational Buying Behaviour: Factors influencing Organizational Buying Behaviour, Interpersonal

dynamics of organizations’ purchases Behaviour, Buying center involvement and interaction patterns, joint
decision-making, conflict and resolution in joint decision-making, the buying committee, supplier choice and
evaluation, Online B2B Buying Behavior.

Product Decisions in Business Markets: Developing and customizing B2B products; B2B brand management
- branding dimensions, acceleration through branding, success stories of B2B branding, branding pitfalls, B2B
Market Segmentation, Criteria for Segmentation, Nested Approach to Industrial Market Segmentation
(Shapiro and Bonoma Model), positioning of industrial goods, Target Marketing and Positioning, B2B
Product Strategy and New Product Development.

Building Strong Communication and Pricing: B2B Pricing, Influencers, Pricing Strategies, Pricing Decision
Analysis, Managing B2B Advertising and Communication Programs, sales promotion, Personal selling and
publicity strategy, sales promotion, PR and Trade Shows, Designing a Direct Marketing Plan.

B2B Marketing Channels: B2B Marketing Channels and their Management, Vendor Appraisal, Rating and
Selection, Vendor Development, Physical distribution and customer service, Marketing channel participants,
Online channel design for B2B Marketing.

Suggested Text Books:

1. B2B Brand Management, Phillip Kotler and Waldemar Pfoertsch (K & P)

2. Business Marketing Management: B2B, Michael D. Hutt and Thomas W. Speh, 10th edition (H&S)
3. Business to Business Market Research, Ruth McNeil, Market Research in Practice (RM)
4. Dwyer, F. Robert and Tanner, John F., Jr. (2009), Business Marketing: Connecting Strategy,
Relationships, and Learning, 4th edition, McGraw-Hill: Boston.
5. Ghosh,P.K., Industrial Marketing, Oxford Publication
6. Industrial Marketing – Analysis, Planning and Control By Robert Reeder, Edward G. Briety and
Betty Reeder – Prentice Hall of India.
7. Industrial Marketing – By Krishna K. Havaldar – Tata McGraw Hill
8. Krishna K. Havldar, “Industrial Marketing”, Tata Mc Graw Hill, Delhi.
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
 

MBA Fourth Semester

MS4477: Sustainable Business Development

Course Credits: 3

Definitions & Principles of Sustainability Development, Local and Global Sustainability Development,
Evolution of Business approaches to Sustainability Development, Sustainable Development Goals (SDGs)

Changing Perspective of growth, Poverty Reduction, Development Policy and practice in Indian Context,
Environmental Governance and Sustainability, Corporate Social Responsibility.

Challenges to Sustainable Development: Food Security, Agriculture, Population, Depletion of Natural

Resources, Education, Economic Conditions, Climatic Changes, Public Health, Unemployment

Response to Sustainable Development Challenges: Public Policy, Gender and Social Rights, Policy
Coherence, Use of ICT, Sustainable Industrialisation, PURA (Providing Urban Amenities to Rural Areas)

Green Markets: Market opportunities for sustainability, Product vs Services, Consumer Vs Corporate,
Green I.T and Sustainability

Stakeholders audit and Evaluation of Strategies; Firm Level: Environmental Management Systems: Using
Standards, Certification and other Systems to further SD goals

Suggested Books
1. Jeffrey D. Sachs: The Age of Sustainable Development, Columbia University Press
2. Peter P. Rogers, Kazi F. Jalal, John A. Boyd: An Introduction to Sustainable Development, Glen
Educaitona Foundation Inc
3. Susan Baker: Sustainable Development, Routledge Publishers
 Motilal Nehru National Institute of Technology Allahabad
School of Management Studies
 

MBA Fourth Semester

MS 4478: Cross Cultural Management

Course Credit: 3

Conceptualizing culture –Determinants of Culture – Levels of Culture , Emerging theoretical approaches

of culture, Convergence, divergence, globalization and cross – cultural management, National and
organizational culture-– Understanding models of culture

Culture and Organization: Ethnocentrism, Cultural differences in International Business, Social Customs,
Gender Roles Culture and corporate structures –– Culture and Strategy – Cultural change in Organizations,
Societal Culture , Cross cultural effect on various functions of HRM, The Implications of International
Working on Work-Life Balance

Intercultural Communication: Cross-Cultural Communication Process, Dimensions Of Business

Communication, Business And Social Etiquettes, Stereotyping In Communication, Cultural Diversity Barriers
To Intercultural Communication,

Cultural Diversity: Meaning and Nature; Cultural Synergy; Employment-related discrimination; Diversity
Management: Performance Imperative and Equal Opportunities Perspective, Managing work-force diversity
as a competitive advantage; Managing diversity in organizations; The inclusive workforce model.

Cross cultural Leadership and Motivation Issues: Western and Non Western theories of leadership,
Theories of motivation across cultures, Needs and job characteristics models, Orientations to work across
cultures Globalised motivational strategies, Expatriates culture shock and methods of cultural adjustment
Cross – cultural training and effectiveness

Intercultural Negotiation: Negotiating globally, Selection of negotiators; Negotiation strategy: A culturally

synergistic approach; Stages of negotiation; Negotiation tactics: Ethical challenges in negotiating across
cultures, Negotiating with Specific Countries: Japan, China, US, India, Germany and France- Negotiating
Styles, Variables and Perspectives.

Suggested Books:
1. David C.Thomas: Cross Cultural Management, 2/e, Sage Publications, 2014.
2. Earley, P. C. & Gibson, C. B. (2002). Multinational work teams: A new perspective. Mahwah, NJ:
Lawrence Erlbaum.
3. Hall, E. T. Beyond culture. Garden City: Anchor Press. Doubleday. 1981.
4. Hofstede, G. (2003) Cultures and organizations: Intercultural cooperation and its importance for survival.
London. Profile books.
5. Manab Thakur, Gene E Burton, B N Srivastava. (2001) International management. Concepts and
cases. New Dehli: Tata McGraw-Hill
6. Ray French Cross cultural Management in work organizations Universities press (India) Private Limited
2008.
7. The Blackwell handbook of cross-cultural management. (2002) Gannon, M.& Newman, K. L. (eds.)
Oxford, UK: Blackwell.