SAM GLOBAL UNIVERSITY, RAISEN

SCHOOL OF COMMERCE AND MANAGEMENT

SYLLABUS

CLASS: - MBA 1st SEMESTER

SEASON: - 2023-2024

NEW NEP
 Business Statistics
MBA 1 st Sem

Course title: Business Statistics

Course code : C-101 No. of credits: 4 L-T-P distribution:33-09-00 Learning hours:42

Pre-requisite course code and title (if any):

Department: Department of Management and Commerce

Course coordinator(s): Course instructor(s):

Contact details:

Course type : Core Course offered in :Semester I

Course Description
Students learn statistical techniques for further study in business, economics, and finance. The
course covers descriptive statistics, probability, discrete and continuous random variables,
estimation, hypothesis testing, and regression analysis. The course emphasizes statistics to solve
management problems

Course Objectives
In the context of the above course description, the objectives are to:
 Facilitate objective solutions in business decision making under subjective conditions.
 Demonstrate different statistical techniques in business/real-life situations.
 Understand the importance of probability in decision making.
 Understand the need and application of analytics.
 Understand and apply various data analysis functions for business problems.
Course content

Module /UNIT1

Module Topic L T P

UNIT I Introduction to Statistics: Meaning and Definition, functions, scope 0 0 0

and limitations, Collection and presentation of data, frequency
distribution, measures of central tendency - Mean, Median, Mode,
Geometric mean, Harmonic mean.

Measures of dispersion: Range – Quartile Deviation – Mean

Deviation -Standard Deviation – Variance-Coefficient of Variance -
 Comparison of various measures of Dispersion.
UNIT II Scatter Diagram, Karl Pearson correlation, Spearman’s Rank
correlation (one way table only), simple and multiple regressions
(problems on simple regression only).
UNIT III Probability Distribution:Concept and definition - Rules of probability 0 0 0
–Random variables – Concept of probability distribution – Theoretical
probability distributions: Binomial, Poisson, Normal and Exponential
– Baye’s theorem (No derivation) (Problems only on Binomial,
Poisson and Normal)

UNIT IV Time Series Analysis – 0 0 0

Objectives, Variations In Time Series - Methods Of Estimating Trend:
Freehand Method - Moving Average Method - Semi-Average Method
- Least Square Method. Methods of Estimating Seasonal Index:
Method Of Simple Averages - Ratio To Trend Method - Ratio To
Moving Average Method.
UNIT V Types, characteristics, source, formulation of hypotheses, errors in
hypotheses. Parametric and Non-Parametric Tests- t-test, z-test, f-
test, u-test, K-W Test (problems on all tests). Normality and
reliability of hypothesis. Statistical analysis- Bivariate and
Multivariate Analysis- ANOVA-one-way, two-way classification
(theory only).

Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Termpaperbasedonpreparingacasestudy 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
• . Business Environment and Domain Knowledge (BEDK)
• Critical thinking, Business Analysis, Problem Solving and Innovative Solutions (CBPI)
• Global Exposure and Cross-cultural Understanding (GECCU)\
• Social Responsiveness and Ethics (SRE)
• Effective Communication (EC
 Leadership and Teamwork (LT)
Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research
papers and articles.
Course Materials Books
 Ken Black Business Statistics for Contemporary Decision making Wiley
 Sanjiv Jaggia, Alison Kelly Business Statistics McGraw Hill
 Richard I. Levin and David S. Rubin Statistics for Management Pearson L
 D. P. Apte Statistics for Managers Excel L
 T N Srivastava and Shailaja Rego Statistics for Managemen TMH
Additional information (if any):
Student responsibilities: This is more an open- ended course. The students are required of
focus on research-based learning.
Prepared by: Zara Sharif
Reviewers

Financial Accounting
MBA 1 st Sem

Course title: Financial Accounting

Course code :MBA No. of credits:4 L-T-Pdistribution:33-09-00 Learninghours:42

Pre-requisite course code and title (if any):

Department: Department of Management and Commerce

Course coordinator(s): Course instructor(s):

Contact details:

Course type : Core Course offered in :Semester I

Course Description
The basic purpose of this course is to develop an insight of postulates, principles and techniques of
accounting and utilization of financial and accounting information for planning decision-making and control.

Course Objectives
In the context of the above course description, the objectives are to:
 To Employ critical thinking skills to analyze financial data as well as the effects of differing
financial accounting methods on the financial statements
 To make allocation of cost of product, apportionment of cost of product.
 To identify the basic financial environment, financial institutions, funding sources,
instruments, and markets.
 To recognize importance of business communication in corporate world
Course content

Module /UNIT1

Module Topic L T P

UNIT I Financial Accounting - Concept, Importance and Scope, Principles 0 0 0

of Double Entry, Ledger Accounting, Preparation of Trial Balance.

UNIT II Preparation of Financial Statements - Profit and Loss Account and

Balance Sheet; Depreciation Accounting.
UNIT III Financial Statement 'analysis - Comparative Statement; Common 0 0 0
Size Statements; Ratio analysis, Cash flow and fund floe analysis

UNIT IV Management Accounting - concept; Needs, Importance; Cost 0 0 0

Accounting - Records, and Processes, Inventory Valuation,
Reconciliation between , Financial and Cost Accounts.

UNIT V Costing for Decision- Making, Marginal Costing and Absorption

Costing;

Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Termpaperbasedonpreparingacasestudy 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
 Understand the process of recording and classifying the business transactions and events
 Understand the financial statements, viz., Profit and Loss Account, Balance Sheet, and cash
flow statement of a sole proprietor.
 Understand the role of IFRS/Ind-AS in accounting discipline.
 Understand and Analyse the financial statements from different the perspective of
different stakeholders using ratio analysis.
Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research
papers and articles.
Course Materials Books
 Anthony R n and Reece, J. S. 'Accounting Principles', 6th ed. Homewood, Illinois Richard D,
Irwin, 1995.
 Bhattacharya S K and Dearden J. 'Accounting for Management'. Text and Cases. New. Delhi,
Vikas 1996.
 Sharma & Gupta, 'Management Accounting' Kalyani Publication.
 Pandey I. M., 'Management Accounting', Vikas Publication.
Additional information (if any):
Student responsibilities: This is more an open- ended course. The students are required of
focus on research-based learning.
Prepared by: Zara Sharif
Reviewers:
 Managerial Economics

MBA 1thSem

Course title: Managerial Economics

Course code :MBA No. of credits: L-T-Pdistribution:33-09-00 Learninghours:42

Pre-requisite course code and title (if any):

Department: Department of Management and Commerce

Course coordinator(s): Course instructor(s):

Contact details:

Course type : Core Course offered in :Semester I

Course Description
The purpose of this course is to apply micro economic concepts and techniques in evaluating
business decisions taken by firms. The emphasis is on explaining how tools of standard price theory
can be employed to formulate a decision problem, evaluate alternative courses of action and finally
choose among alternatives.
Course Objectives
In the context of the above course description, the objectives are to:
 Apply the knowledge of the mechanics of supply and demand to explain working of markets
 Describe how changes in demand and supply affect markets
 Understand the choices made by a rational consumer
 Explain relationships between production and costs
 Define key characteristics and consequences of different forms of markets
Course content

Module /UNIT1
 Module Topic L T P

UNIT I Concepts and Techniques - Nature and Scope of Managerial 0 0 0

Economics, Application of Economics in Managerial Decision
Making. - Marginal Analysis; Theory of Demand - demand
functions, income and substitution effects, demand forecasting
UNIT II Production and Cost - returns to scale, cost curves, break-even
analysis; economies of Scale, Theory of firm - profit maximization,
sales maximization
UNIT III Market Structure - Price and output decision under different 0 0 0
market structures, price discrimination, non-price competition
UNIT IV Macro Economics - Aggregates and Concepts, GNP and GDP, 0 0 0
Concept and Measurement of National Income: Determination of
National Income,

UNIT V Money Supply and Monetary Policy, Fiscal Policy: Aggregate

Consumption - Cross Domestic Savings, Gross Domestic Capital
Formation - WPI CPI and Inflation. Consumption Function.

Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Termpaperbasedonpreparingacasestudy 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
 Understand the key concepts, models, tools and techniques of managerial economics
 Understand and appreciate the applications of various tools and techniques of managerial
economics
 Develop abilities of applying the tools, techniques and models in resolving real life business
problems
Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research
papers and articles.
Course Materials Books
 Adhikary, M. 'Business Economics', New Delhi, Excel Books, 2000.Accounting Theory J. C.
Maheshwari
 Chopra, O.P. 'Managerial Economics'. New Delhi Tata McGraw Hill 1985
 Divedi D. N. , 'Managerial Economics', Vikas Publication.
 Varshney R.L. & Maherhwari R. L., 'Managerial Economies:.
 Koutsoyiannis, A. 'Modem-Miro-Economics', New York, Macmillan, 1991
Additional information (if any):
Student responsibilities: This is more an open- ended course. The students are required of
focus on research-based learning.
Prepared by: Zara Sharif
Reviewers:
 Manage Mental Fundamentals
MBA 1 st SEM

Course title: Manage Mental Fundamentals

Course code : No. of credits: L-T-Pdistribution:33-09-00 Learninghours:42

Pre-requisite course code and title (if any):

Department: Department of Management and Commerce

Course coordinator(s): Course instructor(s):

Contact details:

Course type : Core Course offered in :Semester I

Course Description
To Familiarize Students With Comprehensive contemporary management Principles and Practices
 Course Objectives
In the context of the above course description, the objectives are to:
 Managers manage business organizations in the dynamic global environment
 Define key characteristics of effective managers and leaders.
 Clarify a vision for your team.
 Manage the performance of others through constructive feedback.
 Motivate and develop others through mentoring and coaching.

Course content

Module /UNIT1

Module Topic L T P

UNIT I Management Objective, Overview Process, Functions, Skills and 0 0 0

Roles, Nature and Significance, Management and Society
(Environment
UNIT II Evolution of Management Thought, Taylor Fayola, Elton Mayo, FC
Bernard, Liker and Webber (Theories of Management Recent
Trends and Future Challenges of Management
UNIT III Planning Concept Importance, Types and Process. Strategic 0 0 0
Management Overview and Process MBO, MHL Decision Making
Concept, Process, Types. Techniques and Importance.
UNIT IV Organizing Principles, Structure Process Importance Organizational 0 0 0
design Departmentation Span of Control Delegation.
Decentralization, Staffing Meaning Scope Feat Steps and Process

UNIT V Export and Import Procedure Docurnentation in foreign trade,

Bilateral and Multilateral Trade Agreements, Its meaning,
objective, types and significance, SAARC,

Role of WTO in Foreign Trade

Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Termpaperbasedonpreparingacasestudy 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
 Recognize the key differences between management and individual contributor roles
 Define your own leadership style
 Effectively build relationships in the workplace
 Identify strategic practices for managing employees and their work
 Understand HR fundamentals and how to implement them in the workplace

Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research
papers and articles.
Course Materials Books
 Koontz O Donnel, Principal of Management
 Stonier J.Management Prentice Hall of India, 1996
 Gupta. Sharma and Principal and Practices of Management, Kalyani Publicatio
 Rao and Krishna Management Text and Cases. Excel books
 Rarraswamy Principles of Management, Principal of Management" Himalaya Publishing
House Mumbai, 1998
 Srinivasan. R and C'in awalla. SA Management Principles and Practices, Himalaya Publishing
House, Mumbai 1998
Additional information (if any):
Student responsibilities: This is more an open- ended course. The students are required of
focus on research-based learning.
Prepared by: Zara Sharif
Reviewers:

Communication Skills
MBA 1st Sem

Course title: Communication Skills

Course code : No. of credits:3 L-T-Pdistribution:33-09-00 Learninghours:42

Pre-requisite course code and title (if any):

 Department: Department of Management and Commerce

Course coordinator(s): Course instructor(s):

Contact details:

Course type : Core Course offered in :Semester I

Course Description
A practical one-day training course focusing on effective communication and interpersonal skills for
business. Also available in truncated form as a half-day course, with a ‘bite-size’ virtual training
option
To maximize participants’ effective and engaging communication with customers & colleagues.
Communicating effectively will soon seem effortless!
Course Objectives
In the context of the above course description, the objectives are to:
 To make the students confident of speaking in English impeccably and with utmost
enthusiasm.
 . To familiarize the students with different styles of communication.
 To enlighten the students with the seven concepts of communication.
 To make the students understand the nuances of communication.
 To train the students and make them comprehend various aspects of Interview skills.
Course content

Module /UNIT1

Module Topic L T P

UNIT I Meaning, nature, needs, types of communication: Oral Written & 0 0 0

non verbal, Upward, Downward & Lateral, Theories of
Communication, Process of Communication, Barriers to Effective
Communication..
UNIT II Writing Strategies: Letter writing, types of business letter, Do's and
Don'ts of business letter, Business Memos, resume writing,
Essentials of resume writing, Importance of resume and covering
letter.
UNIT III Communication for employment: Strategies to develop effective 0 0 0
communication skills, Speeches, public Speaking, Interviews,
Group Discussion, Conference, Effective Listening, and Grapevine
Communication.
UNIT IV Types of Non Verbal Communication: meaning and importance 0 0 0
Kinesics, Proxemics, Chronemics, Paralanguage and Artefacts,
Business etiquettes: Dressing & Grooming, Business Meals, Table
Manners.

UNIT V Report Writing: Types and structure of reports, Drafting of reports,

Introduction to electronic communication, designing and
delivering business presentations.
 Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Termpaperbasedonpreparingacasestudy 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
 Develop knowledge, skills, and judgment around human communication that facilitate their
ability to work collaboratively with others.
 Understand and practice different techniques of communication
 Practice and adhere to the 7Cs of Communication
 Familiarize with different types of Communication.
 Understand and practice Interview Etiquettes.
Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research
papers and articles.
Course Materials Books
 Singh, Avtar Law Relating to Monopolies, Restrictive and Unfair Trade Practices, Eastern Bool
Co, Lucknow,
 The Companies Act 1956
 The Negotiable Instruments Act, 1881
 SEBI Act, 1992, Nablu Publication, Delhi AmarchodDiy
 Securities (Contras. New Delhi
Additional information (if any):
Student responsibilities: This is more an open- ended course. The students are required of
focus on research-based learning.
Prepared by: Zara Sharif
Reviewers:

International Business Environment

MBA 1 st Sem
Course title: International Business Environment
Course code : No. of credits:3 L-T-Pdistribution:33-09-00 Learninghours:42

Pre-requisite course code and title (if any):

Department: Department of Management and Commerce

Course coordinator(s): Course instructor(s):

Contact details:

Course type : Core Course offered in :Semester I

Course Description
Providing an in-depth understanding of the tools and perspectives to analyze the effect of the
various elements of international business environment on internal organization of business.
Enabling the students to draw implication of cross-cultural, political and ethical issues on global
business.
Course Objectives
In the context of the above course description, the objectives are to:
 To provide knowledge of the environment in which businesses operate, the economic
operational and financial framework
 To give students an understanding of the various constituents of the local and global business
environments.
 To have a critical study of liberalization, privatization and globalization.
 To study the procedural aspects of various forms of Business Organizations in India

Course content

Module /UNIT1

Module Topic L T P

UNIT I International Business: An Overview - Types of International 0 0 0

Business; the External Environment. The Economic and Political
Environment. The Human Cultural Environment.
UNIT II Balance of Payments, WTO and its importance for Indian Business,
International Monetary Fund (IMF), Word Bank (IBRD).

UNIT III Exchange rate determination, Fixed and Flexible exchange rate, 0 0 0
Convertibility of Rupee and its implication, Foreign Institutional
Investors (FII), Foreign Direct Investment (FDI), Euro-Currency.
UNIT IV Regional Blocks; Internationalization of Service Firms, Export 0 0 0
Management; Joint Ventures and Global Competitiveness.

UNIT V Globalization and, Human Resource Development; Globalization

with Social Responsibility.

Evaluation criteria
  Test1:Assignment/Presentation 20%
 Test2:Termpaperbasedonpreparingacasestudy 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
 Identify and evaluate the complexities of business environment and their impact on the
business.
 Analyze the relationships between Government and business and understand the political,
economic, legal and social policies of the country
 Analyze current economic conditions in developing emerging markets, and evaluate present
and future opportunities.
 Gain knowledge about the operation of different institutions in international business
environment.

Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research
papers and articles.
Course Materials Books
 A lowrth, Julian S. The Finance, Investment and 1 axation Decisions of Multinational London,
Basil Blackwell 1988.
 Bhalla, V K and S. Shivaramu, International Business Environmental and Business New Delhi,
Anmil 1995.
 Bhalla, V K International Economy, Liberalisation Process, New Delhi, Aninni, 1993.
 Daniel, John D and Radebangh, Lee H International Business 5" ed., New York, Addision
Wesley, 1989
Additional information (if any):
Student responsibilities: This is more an open- ended course. The students are required of
focus on research-based learning.
Prepared by: Zara Sharif
Reviewers:
 SAM GLOBAL UNIVERSITY, RAISEN

SCHOOL OF COMMERCE AND MANAGEMENT

SYLLABUS

CLASS: - MBA 2nd SEMESTER

SEASON: - 2023-2024

NEW NEP
 Human Resources Management
MBA 2ND Sem

No. of credits: 4

Course title: Human Resources Management

Course code : No. of credits:3 L-T-Pdistribution:33-09-00 Learninghours:42

Pre-requisite course code and title (if any):

Department: Department of Management and Commerce

Course coordinator(s): Course instructor(s):

Contact details:

Course type : Core Course offered in :Semester II

Course Description
An in-depth exploration into the training process to include needs assessment, design, im-
plementation, and evaluation. This course will integrate theoretical and applied principles of adult
learning. Participants will utilize diverse training methodologies, case studies, role plays,
simulations, and interactive video and develop their own competencies as trainers.
Course Objectives
In the context of the above course description, the objectives are to:
 To understand and appreciate the importance of the human resources vis-a-vis other
resources of the organization
 To familiarize the students with methods and techniques of HRM
 To equip them with the application of the HRM tools in real world business situations .
Course content

Module /UNIT1

Module Topic L T P

UNIT I Human Resources Management - Context and Concept of People 0 0 0

Management in a Systems Perspective - Organization and Functions
of the HR and Personnel Department - HR Structure and Strategy;
Role of Government and Personnel Environment including MNCs
UNIT II Recruitment and Selection - Human Resource Information System
[HRIS] - Manpower Planning - Selection – Induction & Orientation -
Performance and Potential Appraisal - Coaching and Mentoring -
HRM issues and practices in the context of Outsourcing as a strategy
UNIT III Human Resources Development –Training and Development 0 0 0
Methods - Design & Evaluation of T&D Programmers - Career
Development - Promotions and Transfers - Personnel Empowerment
 including Delegation - Retirement and Other Separation Processes.
UNIT IV Financial Compensation- -Productivity and Morale - Principal 0 0 0
Compensation Issues & Management - Job Evaluation - Productivity,
Employee Morale and Motivation - Stress Management - Quality of
Work Life.

UNIT V Building Relationships – Facilitating Legislative Framework - Trade

Unions - Managing Conflicts - Disciplinary Process - Collective
Bargaining - Workers Participation in Management - Concept,
Mechanisms and Experiences.

Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Termpaperbasedonpreparingacasestudy 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes

 Demonstrate an understanding of key terms, theories/concepts and practices within the field
of HRM
 Demonstrate competence in development and problem-solving in the area of HR
Management
 Provide innovative solutions to problems in the fields of HRM
 Be able to identify and appreciate the significance of the ethical issues in HR

Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research papers
and articles.
Course Materials Books
 Venkata Ratnam C. S. & Srivatsava B. K.,PERSONNEL MANAGEMENT AND HUMAN RESOURCES, Tata
Mc-Graw Hill, NewDelhi,,
 Aswathappa, HUMAN RESOURCE MANGEMENT, Tata McGraw Hill, NewDelhi, 2010
 Garry Dessler &Varkkey, HUMAN RESOURCE MANAGEMENT, Pearson, New Delhi, 2009
 Alan Price, HUMAN RESOURCE MANAGEMENT, Cengage Learning, NewDelhi, 2007
Additional information (if any):
Student responsibilities: This is more an open- ended course. The students are required of
focus on research-based learning.
Prepared by: Zara Sharif
Reviewers:
 Research Methodology
MBA 2ND Sem

Course title: Research Methodology

Course code : No. of credits:3 L-T-Pdistribution:33-09-00 Learninghours:42

Pre-requisite course code and title (if any):

Department: Department of Management and Commerce

Course coordinator(s): Course instructor(s):

Contact details:

Course type : Core Course offered in :Semester II

Course Description

Course Objectives
In the context of the above course description, the objectives are to:
 To enable the students to know about the information needs of Management
 To introduce the concept of Scientific Research and the methods of conducting Scientific
Enquiry and
 To introduce the Statistical Tools of Data Analysis
Course content

Module /UNIT1

Module Topic L T P

UNIT I Research – Qualities of Researcher – Components of Research Problem – 0 0 0

Various Steps in Scientific Research – Types of Research – Hypotheses
Research Purposes - Research Design – Survey Research – Case Study
Research.
UNIT II Data Collection – Sources of Data – Primary Data – Secondary Data -
Procedure Questionnaire – Sampling methods – Merits and Demerits –
Experiments – Observation method – Sampling Errors - Type-I Error &
Type-II Error.
UNIT III Statistical Analysis – Introduction to Statistics – Probability Theories – 0 0 0
Conditional Probability, Poisson Distribution, Binomial Distribution and
 Properties of Normal Distributions – Hypothesis Tests – One Sample Test –
Two Sample Tests / Chi-Square Test, Association of Attributes - Standard
deviation – Co-efficient of variations .
UNIT IV Statistical Applications – Correlation and Regression Analysis – Analysis of 0 0 0
Variance – Partial and Multiple Correlation – Factor Analysis and Conjoint
Analysis – Multifactor Evaluation – Two-Factor Evaluation Approaches.

UNIT V Research Reports – Structure and Components of Research Report – Types

of Report, characteristics of Good Research Report, Pictures and Graphs,
Introduction to SPSS.

Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Termpaperbasedonpreparingacasestudy 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
On successful completion of the course students will be able to:

1. Prepare a research proposal and propose appropriate research designs and methodologies for a
specific research project in a business function.
2. Formulate research problems and use statistical tools and techniques to analyze data.
3. Differentiate local and international perspective towards research after undertaking a
comprehensive review of the literature.
4. Formulate representative sampling methods to investigate the research problem for better
decision making
5. Generate effective research reports to fulfill the need of funding agencies or clients.
6. Enhance skills capability

Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research papers
and articles.
Course Materials Books
1. Cooper Donald R. and Schindler Parnela.; Business Research Methods; McGraw Hill International Editions,
Ninth Edition.

2. Malhotra Naresh K; Marketing Research- An Applied Orientation, Pearson Education Asia

3. Zikmund William G; Business Research methods, Thomson South-Western

4. Naval Bajpai; Business Research Methods; Pearson Education; New Delhi

Additional information (if any):
Student responsibilities: This is more an open- ended course. The students are required of
focus on research-based learning.
Prepared by: Neeraj Lodhi
Reviewers:
 Financial Management

MBA 2thSem

Course title: Marketing Management

Course code : No. of credits: L-T-Pdistribution:33-09-00 Learninghours:42

Pre-requisite course code and title (if any):

Department: Department of Management and Commerce

Course coordinator(s): Course instructor(s):

Contact details:

Course type :MINOR Core Course offered in :Semester II

Course Description
The objective of the courses to develop the basic understanding of the decision support system of
the artificial intelligence for business organization.

Course Objectives
In the context of the above course description, the objectives are to:
 Identify the different types of legal structure for a firm and the ramifications of each type.
 Identify the potential conflicts that arise within the firm between various stakeholder groups;
particularly between management and stockholders.
 Differentiate between the different types of financial markets
 Explain why financial managers must be concerned with taxation, and list various elements of
the current tax law as applicable to corporate finance; such as the differences between the
treatment of dividends and interest paid and interest and dividend income received.
 Course content

Module /UNIT1

Module Topic L T P

UNIT I Management Information System: basics; System Concepts; 0 0 0

System entropy, Subsystems basics, decomposition /
simplification; System types; Value of Information

UNIT II Frame works major trends and applications of information

technology, System Analysis & Design: Systems Development
Methodologies SDLC & Prototype approach, Case Study.
UNIT III 0 0 0
Managerial Decision Making Decision basics, Decision types,
Certainty, Uncertainty, Risk-taking. Decision making process;
problem solving techniques; DSS Overview
UNIT IV DSS relevance/scope/characteristics/capabilities/components, DSS 0 0 0
v/s MIS; DUMS Sources of data file database environment data
models relevance of relational data base design in DSS.

UNIT V Dialog generation system: User interface graphics, menus, forms,

DSS generators, DSS development: steps in
designing/identification of decision/ building of DSS/
implementation/ performance testing

Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Termpaperbasedonpreparingacasestudy 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
 Understand basic concepts of financial management and their application in investment,
financing and dividend decisions.
 Understand concepts of cost of capital, leverage analysis, capital structure and dividend
theories and identify courses of action in financial environment that would result in
maximization of wealth of an organization
 Understand management of working capital and estimate the same for an organization
Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research papers
and articles.
Course Materials Books
 Keen, Peter G. W. Decision Support System an Organisational Perspire Addison-Wesley Pub.
 Theierauff. Robert F. Decision Support System for effective planning Prentice Hall-1982
 Krober, Donald W, and Hugh J. Watson Computer Based Information System New York, 1984
 DavisL, Michael W. A management approach- Macmillan Publishing Company. Prantice Hall,
New Jersey, 1988
  Andrew P. Decision Support System Enginnering Sage, John Wiley & Sons, New York, 1991
Additional information (if any):
Student responsibilities: This is more an open- ended course. The students are required of
focus on research-based learning.
Prepared by: Zara Sharif
Reviewers:

Marketing Management
MBA 2 ND Sem

Course title: Marketing Management

Course code : No. of credits:3 L-T-Pdistribution:33-09-00 Learninghours:42

Pre-requisite course code and title (if any):

Department: Department of Management and Commerce

Course coordinator(s): Course instructor(s):

Contact details:

Course type : Core Course offered in :Semester II

Course Description
Marketing is the core of an operating business. It is an organizational philosophy and a set of guiding
principles for interfacing with customers, competitors, collaborators, and the environment. Marketing entails
planning and executing the conception, pricing, promotion, and distribution of ideas, goods, and services.
 Course Objectives
In the context of the above course description, the objectives are to:
 To familiarize with the basic concepts, and techniques of marketing management
 To understand the behavior of consumers
 To create awareness of marketing mix elements, and
 To analyze and solve marketing problems in the complex and fast changing business environment.

Course content

Module /UNIT1

Module Topic L T P

UNIT I Introduction to Marketing and Marketing Management, Marketing Concepts - 0 0 0

Marketing Process Marketing mix - Marketing environment. - Consumer
Markets and buying behavior - Market segmentation and targeting and
positioning.

UNIT II Product Decisions - concept of a Product - Product mix decisions - Brand

Decision - New Product Development – Sources of New Product idea - Steps
in Product Development - Product Life Cycle strategies- Stages in Product Life
Cycle,

UNIT III Price Decisions - Pricing objectives - Pricing polices and constraints - Different 0 0 0
pricing method - New product pricing, Product Mix pricing strategies and
Price adjustment strategy.

UNIT IV Channel Decision - Nature of Marketing Channels –. Types of Channel flows - 0 0 0

Channel functions - Functions of Distribution Channel – Structure and Design
of Marketing Channels -Channel co-operation, conflict and competition –
Retailers and wholesalers.

UNIT V Promotion Decision - Promotion mix - Advertising Decision, Advertising

objectives - Advertising and Sales Promotion – Developing Advertising
Programme – Role of Media in Advertising - Advertisement effectiveness - -
Sales force Decision.

Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Termpaperbasedonpreparingacasestudy 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
 For a given marketing objective of a company the student manager will be able to develop a suitable
marketing mix.
 For a given product the student managers will be able toapply the three steps of target marketing:
market segmentation, target marketing, and market positioning.
 For various stages in the life cycle of the product the student managers will be able to recommend a
suitable pricing strategy.
 For a given company the student managers will be able to evaluate different distribution channel
 options and their suitability for the company’s product.

Pedagogical approach
Thecoursewillbedeliveredthroughlecturesanddiscussionofcasestudies,research papers and
articles.
Course Materials
K.S. Chandrasekar, MARKETING MANAGEMENT TEXT AND CASES, Tata McGraw-Hill Publication, New
Delhi.2010 Govindarajan, MARKETING MANAGEMENT CONCEPTS, CASES, CHHALLENGES AND TRENDS,
Prentice Hall of India, New DelhI. 2009 Philip Kotler, MARKETING MANAGEMENT- ANALYSIS PLANNING AND
CONTROL, Prentice Hall of India, New Delhi, Ramaswamy. V S & Namakumari. S, MARKETING MANAGEMENT-
PLANNING IMPLEMENTATION AND CONTROL, Macmillan Business Books, New Delihi, 2002,

Additional information (if any):

Student responsibilities: This ismoreanopen-
endedcourse.Thestudentsarerequiredtofocusonresearch-based learning.
Prepared by: Neeraj Lodhi
Reviewers:

Consumer Behavior
MBA 2ND Sem

Course title: Consumer Behavior

Course code : No. of credits:3 L-T-Pdistribution:33-09-00 Learninghours:42

Pre-requisite course code and title (if any):

Department: Department of Management and Commerce

Course coordinator(s): Course instructor(s):

Contact details:
 Course type : Core Course offered in :Semester II

Course Description
An in-depth exploration into the training process to include needs assessment, design, im-
plementation, and evaluation. This course will integrate theoretical and applied principles of adult
learning. Participants will utilize diverse training methodologies, case studies, role plays,
simulations, and interactive video and develop their own competencies as trainers.
Course Objectives
In the context of the above course description, the objectives are to:
 To understand and appreciate the importance of the human resources vis-a-vis other
resources of the organization
 To familiarize the students with methods and techniques of HRM
 To equip them with the application of the HRM tools in real world business situations .
Course content

Module /UNIT

Module Topic L T P

UNIT I Human Resources Management - Context and Concept of People 0 0 0

Management in a Systems Perspective - Organization and Functions
of the HR and Personnel Department - HR Structure and Strategy;
Role of Government and Personnel Environment including MNCs
UNIT II Recruitment and Selection - Human Resource Information System
[HRIS] - Manpower Planning - Selection – Induction & Orientation -
Performance and Potential Appraisal - Coaching and Mentoring -
HRM issues and practices in the context of Outsourcing as a strategy
UNIT III Human Resources Development –Training and Development 0 0 0
Methods - Design & Evaluation of T&D Programmers - Career
Development - Promotions and Transfers - Personnel Empowerment
including Delegation - Retirement and Other Separation Processes.
UNIT IV Financial Compensation- -Productivity and Morale - Principal 0 0 0
Compensation Issues & Management - Job Evaluation - Productivity,
Employee Morale and Motivation - Stress Management - Quality of
Work Life.

UNIT V Building Relationships – Facilitating Legislative Framework - Trade

Unions - Managing Conflicts - Disciplinary Process - Collective
Bargaining - Workers Participation in Management - Concept,
Mechanisms and Experiences.

Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Termpaperbasedonpreparingacasestudy 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
  Demonstrate an understanding of key terms, theories/concepts and practices within the field
of HRM
 Demonstrate competence in development and problem-solving in the area of HR
Management
 Provide innovative solutions to problems in the fields of HRM
 Be able to identify and appreciate the significance of the ethical issues in HR

Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research papers
and articles.
Course Materials Books
 Venkata Ratnam C. S. & Srivatsava B. K.,PERSONNEL MANAGEMENT AND HUMAN RESOURCES, Tata
Mc-Graw Hill, NewDelhi,,
 Aswathappa, HUMAN RESOURCE MANGEMENT, Tata McGraw Hill, NewDelhi, 2010
 Garry Dessler &Varkkey, HUMAN RESOURCE MANAGEMENT, Pearson, New Delhi, 2009
 Alan Price, HUMAN RESOURCE MANAGEMENT, Cengage Learning, NewDelhi, 2007
Additional information (if any):
Student responsibilities: This is more an open- ended course. The students are required of
focus on research-based learning.
Prepared by: Zara Sharif
Reviewers:

Project Management
MBA – 2 nd Sem
Course title: Project Management
 Course code :NBBA No.ofcredits:6 L-T-Pdistribution:33-09-00 Learninghours:42

Pre-requisite course code and title(if any):

Department: Department of Management and Commerce

Course coordinator(s): Course instructor(s):

Contact details:

Course type: MAJOR Core Course offered in: Semester II

Course Description

The purpose of this course is to prepare the students to understand the tools and techniques involved
in a project. Moreover, enable them to execute a project to achieve specific goals that will benefit the
organizations and society Evaluate and select the most desirable projects. 2. Apply appropriate
approaches to plan a new project and develop project schedule. 3. Identify the important risks facing in
a new project.
Course Objectives
In the context of the above course description, the objectives are to:
 1. To outline the need for Project Management
 2. To highlight different techniques of activity planning
 3. Project Planning & Management
Course content

Module /UNIT

Module Topic L T P

Part I INTRODUCTION TO PROJECT MANAGEMENT AND PROJECT SELECTION 0 0 0

Objectives of Project Management- Importance of Project Management-
Types of Projects Project Management Life Cycle- Project Selection –
Feasibility study: Types of feasibility Steps in feasibility study.

Module /UNIT2

Part I 0 0 0
Project Scope- Estimation of Project cost – Cost of Capital – Project
Representation .

Part II Preliminary Manipulations - Basic Scheduling Concepts - Resource

Leveling – Resource Allocation

Module /UNIT3

Part I 0 0 0
PROJECT MONITORING AND CONTROL Setting a base line- Project
management Information System – Indices to monitor progress.
Importance of Contracts in projects- Teamwork in Project Management -
Attributes of a good project team – Formation of effective teams –
stages of team formation.
 Module /UNIT4
Part I Project evaluation- Project Auditing – Phases of project Audit- Project 0 0 0
closure reports Guidelines for closeout reports.

Module /UNIT5
Part I SPECIAL TOPICS IN PROJECT MANAGEMENT Computers, e-markets and 0 0 0
their role in Project management- Risk management Environmental Impact
Assessment. Case studies in Project management.
Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Termpaperbasedonpreparingacase study20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
 In order to achieve the above objectives, you will engage in a variety of activities: Attend all
lectures. Be an active listener/participant. Read the text and other instructional materials. Be
ahead of class lectures by pre-reading the Chapters and come to class fully ready to discuss the
issues/topics Regular review of articles on Project Management periodicals published in books
and in Journals. Also plan to read extra books based on your area

Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research papers
and articles.
Course Materials
books
 Weygandt, J., Kieso, D., and Kimmel, P., Accounting Principles, Wiley & Sons, Inc., 7 th Edition, 2004
Project Management Absolute Beginner's Guide. ...
Be Fast or Be Gone: Racing the Clock with Critical Chain Project Management. ...
Project Management for Non-Project Managers. ...
Project Management Case Studies. ...

Additional information(if any):

Student responsibilities: This is more an open- ended course. The students are required of
focus on research-based learning.
Prepared by: Bhavana Pandey
Reviewers:
 SAM GLOBAL
UNIVERSITY, RAISEN

SCHOOL OF COMMERCE AND MANAGEMENT

SYLLABUS

CLASS: - MBA 3rd SEMESTER

SEASON: - 2023-2024

NEW NEP
 Business Policy and Strategic Management
MBA – 3 rd Sem

Course title Business Policy and Strategic Management

Course code: NBBA No.ofcredits:6 L-T-Pdistribution:33-09-00 Learninghours:42

Pre-requisite course code and title(if any):

Department: Department of Management and Commerce

Course coordinator(s): Course instructor(s):

Contact details:

Course type: MAJOR Core Course offered in: Semester III

Course Description

Critically analyze the internal and external environments in which businesses operate and
assess their significance for strategic planning. Apply understanding for the theories, concepts
and tools that support strategic management in organizations.. course focuses on the concept
of strategy formulation and implementation by exploring the functions and nature of general
management. The course serves as an opportunity to develop skills for strategic thinking and
analysis, leadership, communication, teamwork, and cross-functional integration.

Course Objectives
In the context of the above course description, the objectives are to:
The course focuses on the concept of strategy formulation and implementation by exploring the
functions and nature of general management. The course serves as an opportunity to develop
skills for strategic thinking and analysis, leadership, communication, teamwork, and cross-
functional integration.
Course content

Module /UNIT1

Module Topic L T P

Part I Business policy -evolution of the concept- Difference between 0 0 0

business policy and strategic management- Corporate governance-
concept, issues, models, evolution and significanceIntroduction to
Strategic Management-Concept importance of strategic
Management,
Part II Strategy & Competitive Advantage, Strategy Planning & Decisions,
strategic Management Process- Levels of Strategy -Strategic
direction-Vision and Mission -Business Definition
Module /UNIT2

Part I 0 0 0
Environmental Analysis & Diagnosis:

Nature & importance of business policy & strategy; Introduction to

the strategic management process and related concepts;
Characteristics of corporate, business & functional level

Part II Working Capital: concept, significance and determinants

Module /UNIT3
Part I 0 0 0
Michael E. - offensive & defensive moves; formulating Corporate
Strategies-Introduction to strategies of growth, stability and
renewal, types of growth strategies concentrated growth, product
development, integration, diversification,
Part II International expansion (multi domestic approach, franchising,
licensing and joint ventures), CAGE distance framework, Types of
renewal strategies retrenchment and turnaround. Strategic
fundamentals of merger & acquisitions. References: Pearce, J.A. &
Robinson, R.B. Strategic Management: Formulation
Implementation and.
Module /UNIT4
Part I Strategic Analysis and Choice: Strategic gap analyses; portfolio 0 0 0
analyses BCG, GE, product market evolution matrix, experience
curve, directional policy matrix, life cycle portfolio matrix, grand
strategy selection matrix; behavioural considerations affecting choice
of strategy;

Part II Impact of structure, culture & leadership on strategy

implementation; functional strategies & their link with business level
strategies; introduction to strategic control & evaluation. References:
Pearce, J.A. & Robinson, R.B. Strategic Management: Formulation
Implement

Module /UNIT5
Part I Strategic Management Process: Formulation Phase – vision, mission, 0 0 0
environmental scanning, objectives and strategy; implementation
phase – Strategic Activities, Evaluation and Control.
Part II Diversification, Retrenchment, Mixed Strategy; Choice of Strategy –
BCG Model; Stop-Light Strategy Model; Directional Policy Matrix
(DPM) Model, Product/Market Evolution – Matrix and Profit Impact
of Market Strategy (PIMS) Model;
 Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Termpaperbasedonpreparingacase study20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
 Business policy is: guidelines that facilitate to reach a predetermined objective both in
mode and manner formulated from the top to the lower level management while
Objectives are the endpoints to a plan. The nature and objective of business policy are
both formulated as plans and determined by a business organization. Once established
the policy decisions shape the future of
Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research papers
and articles.
Course Materials books
 Pearce, J.A. & Robinson, R.B. Strategic Management: Formulation Implementation and Control.
McGraw Hill Education [ Ch 5,7 and 11] Kazmi, A.Strategic Management and Business Policy.
McGraw Hill Education [ Ch 6 and 7]
Pearce, J.A. & Robinson, R.B. Strategic Management: Formulation Implementation and Control.
McGraw Hill Education [8,9,12 and 13]

Additional information(if any):

Student responsibilities: This is more an open- ended course. The students are required of
focus on research-based learning.
Prepared by: Bhavana Pandey
Reviewers:
 Research Methodology

MBA 3 rd Sem

Course title: Research Methodology

Course code : No. of credits: L-T-P distribution: Learninghours:42

Pre-requisite course code and title (if any):

Department: Department of Management and Commerce

Course coordinator(s): Course instructor(s):

Contact details:

Course type : Core Course offered in :Semester III

Course Description:

An overview of research methodology including basic concepts employed in quantitative and

qualitative research methods.

Course Objectives
In the context of the above course description, the objectives are to:
• To learn basic concepts of research and familiarize with the process of research.
• To formulate research problems and outline research designs.
• To analyze data being used for decision making.
• To explain the format of research reports.

Course content

Module /UNIT

Module Topic L T P
UNIT I Introduction to Research: Nature and Scope, Problem Formulation 0 0 0
and Statement of Research Objectives. Research Process & Research
Designs-Exploratory, Descriptive and causal Research designs,
Quantitative and qualitative research

UNIT II Methods of Data Collection, Questionnaire Design, Measurement & 0 0 0

Scaling, Sampling Design, Research Proposals

UNIT III Sampling & Sampling Distribution, Data Preparation and Processing, 0 0 0
Data Analysis, Interpretation and Presentation, Factor Analysis.

UNIT IV Cluster Analysis, Multidimensional Scaling, Discriminant and Logit 0 0 0

Analysis, Presentations of findings, Software applications to research.

UNIT V Research Reports – Structure and Components of Research Report – 0 0 0

Types of Report, Characteristics of Good Research Report, Pictures
and Graphs, Introduction To SPSS.

Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Termpaperbasedonpreparingacasestudy 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
On successful completion of the course students will be able to:

1. Prepare a research proposal and propose appropriate research designs and methodologies for a
specific research project in a business function.
2. Formulate research problems and use statistical tools and techniques to analyze data.
3. Differentiate local and international perspective towards research after undertaking a
comprehensive review of the literature.
4. Formulate representative sampling methods to investigate the research problem for better
decision making 5. Generate effective research reports to fulfill the need of funding agencies or
clients. 6. Enhance skills capability.

Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research papers and
articles.
Course Materials Books
1. Cooper Donald R. and Schindler Parnela.; Business Research Methods; McGraw Hill International Editions,
Ninth Edition.

2. Malhotra Naresh K; Marketing Research- An Applied Orientation, Pearson Education Asia

3. Zikmund William G; Business Research methods, Thomson South-Western

4. Naval Bajpai; Business Research Methods; Pearson Education; New Delhi

Additional information (if any):
E-Learning Link- https://nptel.ac.in/

Student responsibilities: This is more an open-ended course. The students are required to
focus on research-based learning.
Prepared by: NEERAJ LODHI
Reviewers:

Management of industrial Relations

MBA :- 3rd SEM [ HR}

Course title: Management industrial Relationship Management

Course code: NBBA No.ofcredits:6 L-T-Pdistribution:33-09-00 Learninghours:42

Pre-requisite course code and title (if any):

Department: Department of Management and Commerce

Course coordinator(s): Course instructor(s):

Contact details:

Course type :MINOR Core Course offered in: Semester III

Course Description
Organizational efficiency and performance are intricately interlinked with industrial relations. This
course is an attempt to appreciate the conceptual and practical aspects of industrial relations at the
macro and micro levels
 Course Objectives
In the context of the above course description, the objectives are to:

 To establish industrial peace

 To safeguard the interests of both workers and management
 To avoid industrial disputes
 To raise the production capacity

Course content

Topic L T P

UNIT1 Industrial Relations Perspectives, Industrial Relations and the 0 0 0

Emerging Socio-economic Scenario, Industrial Relations and the
State
UNIT2 Legal Framework of Industrial Relations; Role and Future of Trade
Unions, Trade Union and the Employee, Trade Union and the
Management.
UNIT3 Discipline and Grievance Management, Negotiation and Collective 0 0 0
Settlements

UNIT4 Participative management and Co-ownership: Productive Bargaining 0 0 0

and Gain Sharing

UNIT5 Employee empowerment and Quality Management; Industrial

Relations and Technological Change

Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Termpaperbasedonpreparingacasestudy 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
 To establish industrial democracy
 To minimize the labor turnover rate and absenteeism
 To safeguard the workers economic and social interests
 To contribute to the economic development of the country through productivity

Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research papers and
articles.
Course Material is
Books
 Kochan, T.A. & Katz Henry, Collective Bargaining and Industrial Relations, 2nd ed. Homewood,
Illinois, Richard D Irish, 1988
 Mamkoottam, K Trade Unionism, Myth and Reality, New Delhi, Oxford University Press, 1982
 Niland JR etc. The Future of Industrial Relations, new Delhi, Sage, 1994.4
  Papola, T S & Rodgers, U Labour lastitutions and Economic Development in India, Geneva, ILO,
1992
 Ramaswamy, E A The Rayon Spinners The Strategic Management of Industrial Relations, New
Delhi, Oxford University Press, 1994
Additional information (if any):
Student responsibilities: This is more an open- ended course. The students are required of focus
on research-based learning.
Prepared by: Abdul Rehman Khan

Reviewers:

Change And Invention Strategies

MBA :- 3rd SEM [ HR}

Course title: Change And Invention Strategies

Course code: No. of credits: L-T-Pdistribution:33-09-00 Learninghours:42
NBBA
Pre-requisite course code and title (if any):

Department: Department of Management and Commerce

Course coordinator(s): Course instructor(s):

Contact details:
 Course type : Core Course offered in: Semester III

Course Description
The course will impart competency in managing change in the organization through various
organization development intervention strategies to become a leader of change in the organization.

Course Outcome
 Understanding about the nature of change in organizations and necessity for change
 Concept of strategic change management
 Change cycle, process and factors that affect change in organizations and to manage the
strategic change in organization.
 Models on Organizational Development, structure and change.

Course content

Topic L T P

UNIT1 Nature of Change - Necessity for Change; creating readiness for 0 0 0

Organizational Change, A readiness Model, Interpersonal & Social
Dynamics, and Change Agent attributes.
UNIT2 Planning for Change - Integrated Strategic change model; Managing
Strategic Change; Transformational Change & its characteristics;
Continuous Learning & change, Cultural & climatic factors affected by
change; Global perspectives related to change
UNIT3 Change Process - Change Cycle; change process; leadership 0 0 0
patterns & Transformational strategies; Cultural & Climatic factors
affect Change; Sustainable change Process.
UNIT4 Change Implementation - Resistance to change; Strategies to 0 0 0
overcome the resistance; Strategies to face the resistance to change;
Business Process Re-engineering (BPR), Leader as a change agent in
organizations
UNIT5 Organizational Development -Introduction; Evolution and nature of
OD; Foundations of OD, The Process of OD, Major OD Interventions &
strategies and their expected outcome; Special applications of OD &
future directions in OD
Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Termpaperbasedonpreparingacasestudy 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
 Coordinate and communicate with the team to bring about change
 Planning with the management team and leading the organization to transformation
 Models on Organizational Development, structure and change.

Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research
papers and articles.
Course Material is
 Books
 Wendell L. French, Cecil H. Bell, Jr., Robert A. Zawacki; (2012);Organization Development
& Transformation – Managing Effective Change;4th Edition; Tata McGraw –Hill Publishing
Company Ltd, New Delhi
 Cummings & Worley: (2011); Organization Development & Change; 7th Edition;
Thomson; South Western Publication.
 Donald Anderson (2012), Cases and exercises in organizational change and development,
Sage
 William Ruthwell (2015), Organizational development changes, ATD Press.

Additional information (if any):

Student responsibilities: This is more an open- ended course. The students are required of
focus on research-based learning.
Prepared by: Abdul Rehman Khan

Reviewers:

Financial Derivatives
MBA 3rd Sem (Financial Management)

Course title: Financial Derivatives

Course code : No. of credits: L-T-P distribution: Learninghours:42
 Pre-requisite course code and title (if any):

Department: Department of Management and Commerce

Course coordinator(s): Course instructor(s):

Contact details:

Course type : Core Course offered in :Semester 3rd

Course Description:

This course aims at providing an in-depth understanding of financial derivatives in terms of concepts,
structure, instruments and trading strategies for profit and risk management.

Course Objectives
In the context of the above course description, the objectives are to:
 To understand about the concept of Derivatives and its types
 To acquaint the knowledge on Option and Future
 To know about hedging and the development position of Derivatives
Course content

Module /UNIT

Module Topic L T P

UNIT I Financial Derivatives - Introduction, economic benefits of derivatives 0 0 0

- Types of financial derivatives - Features of derivatives market -
Factors contributing to the growth of derivatives - functions of
derivative markets - Exchange traded versus OTC derivatives - traders
in derivatives markets - Derivatives market in India

UNIT II Futures and forwards - differences-valuation of futures, valuation of 0 0 0

long and short forward contract. Mechanics of buying & selling
futures, Margins, Hedging using futures - specification of futures -
Commodity futures, Index futures, interest rate futures - arbitrage
opportunities.

UNIT III Financial Swaps - features and uses of swaps - Mechanics of interest 0 0 0
rate swaps – valuation of interest rate swaps – currency swaps –
valuation of currency swaps.

UNIT IV Options: Types of options, option pricing, factors affecting option 0 0 0

pricing – call and put options on dividend and non-dividend paying
stocks put-call parity - mechanics of options - stock options - options
on stock index - options on futures – interest rate options. Concept of
exotic option. Hedging & Trading strategies involving options,
valuation of option: basic model, one step binomial model, Black and
 Scholes Model, option Greeks. Arbitrage profits in options.

UNIT V Commodity derivatives: commodity futures market-exchanges for 0 0 0

commodity futures in India, Forward Market Commissions and
regulation-commodities traded – trading and settlements – physical
delivery of commodities.

Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Termpaperbasedonpreparingacasestudy 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
Acquire knowledge of how forward contracts, futures contracts, swaps and options work, how they are used
and how they are priced. Be able to decide which securities to use for hedging and/or speculative purposes.
Have a good understanding of derivative securities.

Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research papers and articles.
Course Materials Books
1 Sundaram Janakiramanan Derivatives and Risk Management Pearson Education 2011 / 1st 2 Rajiv Srivastava
Derivatives & Risk Management Oxford University 2014 / 2nd 3 R. Madhumathi, M. Ranganatham Derivatives
& Risk Management Pearson 2014 / 2nd 4 John C. Hull Fundamentals of Futures and Options Market Pearson
2016 / 8th 5 Verma Derivatives & Risk Management Tata McGraw hill 2008 6 Vohra & Bagri Futures and
Options McGraw Hill 2017 / 2nd 7 David A. Dubofsky, Thomas

Additional information (if any):

E-Learning Link- https://nptel.ac.in/

Student responsibilities: This is more an open-ended course. The students are required to
focus on research-based learning.
Prepared by: NEERAJ LODHI
Reviewers:

Working Capital Management

 MBA 3rd Semester (Financial Management)
Course title:- Working Capital Management
Course code: NBBA602 No. of credits:6 L-T-Pdistribution:33-09-00 Learning hours:42

Pre-requisite course code and title (if any):

Department: Department of Management and Commerce
Course coordinator(s): Course instructor (s):
Contact details:
Course type:- Major Core Course offered in :Semester III
Course Description
This course provides a comprehensive analysis on how to manage working capital, working
capital financing policies, increasing profits through working capital management and how to
properly fund working capital. The course also discusses the cash conversion cycle, budgeting
and credit policy.
Course Objectives
In the context of the above course description, the objectives are to:
Maintain optimal working capital: The primary objective of Working capital management is to maintain an ideal
balance of working capital – not too high or low. Excessive working capital can lead to idle resources, while
insufficient working capital can result in an inability to meet short-term obligations and invest in growth
opportunities.

Minimize cost of capital: Working capital management aims to minimize the cost of capital by optimizing short-
term financing and maximizing returns on investments in current assets.

Maximize profitability: Efficient Working capital management ensures that a business generates maximum profit
by managing inventory, accounts receivable and accounts payable.
Ensure uninterrupted operations: Working capital management seeks to guarantee that a business has enough
liquidity to continue operations without disruptions.

Course content
Module/Unit
Topic L T P
UNIT 1. Introduction

Working Capital Meaning - Importance of working capital management -

components of working capital - Factors Influencing working capital requirements -
Estimating working capital management- working capital life cycle - Role of finance
manager in working capital
UNIT 2. Financing Current Assets

Different approaches to Financing Current Assets- Conservative, Aggressive and

matching approach - Sources of Finance Committees on Working Capital Finance.

UNIT 3. Cash Management

Importance - Factors influencing Cash Balance - Determining Optimum Cash

Balance - Cash Budgeting - Controlling and Monitoring Collection and
disbursements..
 UNIT 4. Receivables Management

Credit Policy Variables - Credit Standards - Credit period - Cash discount and
Collection efforts - Credit evaluation - Control of receivables.
Inventory Management

Need for Inventories and Importance of its Management -Techniques for

UNIT 5. managing Inventory - Economic Order Quantity (EOQ) - Stock levels - Analysis of
Investment in inventory - Selective Inventory Control - ABC, VED and FSN
analysis.
Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Term paper based on preparing a case study 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
After successful completion of the course, the students will be able to:
 Understanding the meaning, need and importance of working capital for smooth functioning of
an entity.
 Understanding the factors which determine the working capital.
 Learning the methods of estimating working capital.
 Understanding the various components of working capital with its management.
 Understanding methods of receivable management.
 Learning the methods of evaluating receivables and implementation of credit policy.
 Learning the importance and management of treasury (cash) in an entity.
 Learning the various sources of working capital finance.
Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research papers and
articles.
Course Materials
1. Hrishikes Battacharya Working Capital Management strategies and Techniques prentice hall of India 2001.

2. Joshi R.N. Cash Management, New Age International Publishers 1999.

3. Chitnis, K.M. Working Capital Management of large Industrial units, Dastane Ramachandra and company Poona

Additional information (if any):

Student responsibilities: This is more an open-ended course. The students are required to focus
on research-based learning.
Prepared by: Neeraj Lodhi

Reviewers:
 Product and Brand Management
MBA 3rd Sem (Marketing)

Course title: Product and Brand Management

Course code: No. of credits: 6 L-T-P distribution: 33-09-00 Learning hours: 42

Pre-requisite course code and title (if any):

Department: Department of Management and Commerce

Course coordinator (s): Course instructor (s):MBA

Contact details:

Course type:- Major Core Course offered in: Semester III

Course Description
 Brand management is a part of marketing that focuses on the value of products or brand in the
market over a period of time. Effective brand management helps in building a loyal customer
base and positive associations.
Course Objectives:-
● To familiarize the students with the concept of product and brand,
● To discuss the role of product, current situation of a product in Indian context, trying to
seamlessly transcend the difference between product and brand
● To develop branding as marketing strategy; brand equity, its importance and measurement,
● How to create and retain brand equity; operational aspects of brand management.
Course content

Topic L T P

UNIT I Basics of Product Management ( 3 Sessions of 1.5 Hrs each) Introduction,

Product Planning and Development, PLC Theory- Product vs Brand, Product
Portfolio Analysis - Mapping - Understanding Company Product/Brands and
Competitive Brand Market Position

UNIT II Product Market Analysis (3 sessions of 1.5 Hrs each) Product Market
Orientation with respect to few products- Toothpaste, Motorcycle, Paints-
Challenges faced by Companies during the branding phases Case
Discussion: Building Strong Brands in a Modern Marketing
Communications Environment, Kevin L Keller, Journal of Marketing
Communications
UNIT III Concept of Brand and its Relevance in a Business Scenario (3 Sessions of
1.5 Hrs each) Why Brand? What does Brand Building involve?
Identification of opportunity for branding and Brand Management
Process, ; Why Does Brand Wither?

UNIT IV Brand Positioning and Repositioning (3 Sessions of 1.5 Hrs each) Sustaining
a brand long-term, Branding at different stages of market – evolution – The
scope for branding, the role of branding and branding strategies needed at
different stages in the evolution of the market, Brand Architecture

UNIT V Strategic Brand Management Process (3 Sessions of 1.5 Hrs each) Handling
a Large Portfolio, Multi-Brand Portfolio. Brand Hierarchy, Revitalizing
brands: Re-launch, Rejuvenation, when brand is dying or stagnating, or
when the market is dying or stagnating

Evaluation criteria
 Test 1: Assignment/Presentation20%
 Test 2: Term paper based on preparing a case study 20%
 Test 3: Written 30%
 Test 4: Written 30%
Learning Outcomes:
 On successful completion of this course the students will be able to: .
 Understand and differentiate the basic concepts between a product and a brand .
 Explore the process of creation of a brand.
 Explain the various qualitative and quantitative measures that help track a brand .
 Understand Impact of various brand building tools.
 Develop strategies to be adopted for the product,
 pricing and distribution aspects of the brand
Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research papers
and articles.
Course Materials Books:
 Brand Positioning: Strategies for Competitive Advantage – McGraw Hill
 Brand Management – S Ramesh Kumar, Pearson Education .
 Journal articles as and when required

Additional information (if any):

Student responsibilities: This is more an open-ended course. The students are required to focus
on research- based learning.
Prepared by: PROF. ARCHANA MALVIYA
Reviewers

Advertising Management
MBA 3rd Sem (Marketing)

Course title: Advertising Management

Course code: No. of credits: 6 L-T-P distribution: 33-09-00 Learning hours: 42

Pre-requisite course code and title (if any):

Department: Department of Management and Commerce

Course coordinator (s): Course instructor (s):MBA

Contact details:

Course type:- Major Core Course offered in: Semester III

Course Description
 Advertising management is a planned managerial process designed to oversee and control the
various advertising activities involved in a program to communicate with a firm's target market
and which is ultimately designed to influence the consumer's purchase decisions.
Course Objectives:-
 Advertising has three primary objectives: to inform, to persuade, and to remind.
Informative Advertising creates awareness of brands, products, services, and ideas. It
announces new products and programs and can educate people about the attributes and
benefits of new or established products.
Course content

Topic L T P

UNIT I Concept and definition of advertisement – Social, Economic and

Legal Implications of Advertisements – setting advertisement
 objectives – Ad. Agencies – selection and remuneration –
advertisement campaign.

UNIT II Media plan – type and choice criteria – reach and frequency of
advertisements – cost of advertisements related to sales – media
strategy and scheduling.
UNIT III Message development – different types of advertisements –
layout – design appeal –copy structure – advertisement
production – print – Radio. T.V. and web advertisements –
Media Research – testing validity and reliability of ads –
measuring impact of advertisements.

UNIT IV Testing for advertising effectiveness; Preparation and choice of

methods of advertising budget; Ethical and social issues in
advertising; Management of advertising agencies; Role of
advertising in natural development.

UNIT V Advertising Stake Holders – Advertising Organization, Evolution & History of

advertising Agency, The working of AD agencies, Organization Structure of
Advertising Department, Interface with other Departments, Functions of
Advertising Agency

Evaluation criteria
 Test 1: Assignment/Presentation20%
 Test 2: Term paper based on preparing a case study 20%
 Test 3: Written 30%
 Test 4: Written 30%
Learning Outcomes:
 To understand effective design and implementation of advertising strategies.
 To present a general understanding of content, structure, and appeal of advertisements.

Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research papers
and articles.
Course Materials Books:
1. Kenneth Clow. Donald Baack, “Integrated Advertisements, Promotion and Marketing
communication”, Prentice Hall of India, New Delhi, 2003.

2. S.H.H.Kazmi, Satish K Batra, “Advertising & Sales Promotion”, Excel Books, New Delhi, 2001.
3. George E Belch, Michel A Belch, “Advertising & Promotion”, McGraw Hill, Singapore, 1998.

4. Belch M A and Belch G E- Advertising and Promotion – An Integrated

Marketing Communication Perspective (Tata McGraw-Hill) 2003. 6th ed

Additional information (if any):

Student responsibilities: This is more an open-ended course. The students are required to focus
on research- based learning.
Prepared by: PROF. ARCHANA MALVIYA

Reviewers

Management of banking and insurance institutions

MBA 3rd Sem (BFSM)
Course title: Management of banking and insurance institutions

Course code: NBBA No.ofcredits:6 L-T-Pdistribution:33-09-00 Learninghours:42

Pre-requisite course code and title(if any):

Department: Department of Management and Commerce

Course coordinator(s): Course instructor(s):

Contact details:

Course type: MAJOR Core Course offered in :Semester III

Course Description

This course introduces The course will impart competency in managing change in the organization
through various organization development intervention strategies to become a leader of change in the
organization.. This is a conflict resolving, participatory and skill development-based course that aims to
impart change management and implementation skills to the students.
 Course Objectives
In the context of the above course description, the objectives are to:
 Knowledge gained:
 ● Understanding about the nature of change in organizations and necessity for change
 ● Concept of strategic change management
 ● Change cycle, process and factors that affect change in organizations and to manage the
strategic change in organization.
 ● Models on Organizational Development, structure and change. 2. Skills gained:
 ● Analyse the change resistance in organizations and identify the possible ways to implement
change in organizations for transformations. 3. Competency gained:
 ● Coordinate and communicate with the team to bring about change. ● Planning with the
management team and leading the organization to transformation.
Course content

Module /UNIT1

Module Topic L T P

Part I Management and Principles of Bank: Banking System in India, Principles 0 0 0

of Banking, The Banking Regulation Act, 1949, Creation of Money,
Electronic Banking System, Role of
Part II Reserve Bank of India. Principles of Insurance: Introduction, History of
Insurance Policies, Types, Policies Conditions and Principles of Insurance

Module /UNIT2

Part I Management of Bank Policies: Bank’s Investment Policies, Different Loan 0 0 0

Policies, Credit Management in Bank. Nature of Insurance Business:.

Part II Nature of Insurance contract Insurance Contract VS Wage sing Contract,

Importance of Insurance- Uses of Insurance Business

Module /UNIT3

Part I 0 0 0
Management of Deposit and Advances. Opening of a Account, Types of
Deposit Account, Importance of CRM, Types of Advances..

Part II Role of Development Officer: Meaning - Importance of Development

officer, Duties of Development officer. Principles of General Insurance’
Function Personal General Insurance Products, Commercial General
Insurance Products.
Module /UNIT4
Part I investment Report: Nature of Bank Investment, SLR Requirement & 0 0 0
Investment, Nature and Significance of Investment Management,
 Fundamental of Security Investment. Role of Insurance Agents: Meaning
and Definition of Agents Recruitment and selection of Agents

Part II Training of Agents, Duties of Agents, Code of Conduct for Agents, Rights
of Agents, Essential Qualifications for successful Agents, Termination of
Agents.

Module /UNIT5
Part I Management of Finance Bank Accounts, Records, Reports, Statement of 0 0 0
Advances, Profit and Loss accounts, Balance Sheet and reports.
Management Principles in Insurance
Part II Management function in Insurance, hierarchy, Individual and group
behavior, Management of personnel of manager, Management process of
selection, Training , Promotion etc.
Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Termpaperbasedonpreparingacase study20%
 Test3:Written30%
 Test4: Written30%
LearningOutcomes
 The GDP of most of the developed countries of the world come from the service sector. Financial
sector is also one of such sectors which provide large employment opportunities. Banking and
Insurance sector in India had seen a dramatic change after liberalization. This subject will offer
the students to understand one of the fastest growing sectors in financial services and will be
able to make them competitive for the same industry.

Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research papers
and articles.
 1. Wendell L. French, Cecil H. Bell, Jr., Robert A. Zawacki; (2012);Organization Development &
Transformation – Managing Effective Change;4th Edition; Tata McGraw –Hill Publishing Company
Ltd, New Delhi. 2. Cummings & Worley: (2011); Organization Development & Change; 7th Edition;
Thomson; South Western Publication. 3. Donald Anderson (2012), Cases and exercises in
organizational change and development, Sage. 4. William Ruthwell (2015), Organisational
development changes, ATD Press. 5. https://onlinecourses.nptel.ac.in/noc20_mg56/preview 6.
https://www.classcentral.com/course/swayam-organization-development-andchange-in-21st-
century-19963
Additional information (if any):
Student responsibilities: This is more an open- ended course. The students are required of
focus on research-based learning.
Prepared by: prof. Bhavana pandey
Reviewers:
 Financial Planning And Wealth Management
MBA 3rd Sem (BFSM)
Course title: Financial Planning And Wealth Management

Course code: No. of credits: 6 L-T-P distribution: 33-09-00 Learning hours: 42

Pre-requisite course code and title (if any):

Department: Department of Management and Commerce

Course coordinator (s): Course instructor (s):MBA

Contact details:
 Course type:- Major Core Course offered in: Semester III

Course Description
 Financial planning deals with day to day aspects of planning your cash, while wealth
management deals with preservation and increase of wealth. Here, cash is not the
constraint. Assets like land, property, business corporate offices, high-end furniture, etc.
are taken into consideration.
Course Objectives:-
 Bachelor of Science in Financial Planning and Wealth Management. Build a
career in an in-demand industry. As many employees are now tasked with
managing their own money both before and after retirement, a growing number
of individuals and families need financial planners to help them make important
financial decisions..
Course content

Topic L T P

UNIT I Overview of a Financial Plan – Components of a Financial Plan –

Professional, Legal and Ethical Requirements Private Banking Industry
– Market Segmentation – Service Offerings – Competitive Landscape

UNIT II Client-Advisor Relationship – Effective Communication Strategies for Client

Engagement – Gathering Data, Identifying Goals and Objectives – Risk
Profiling – Setting Expectations with Clients Risk Dynamics and Offshore
Private Banking – Regulatory Issues – Anti Money Laundering – Investment
Strategies
UNIT III Analysis of Personal Financial Statements – Identifying Financial Issues and
Financial Reports – Financial Planning Strategy Development.
Alternative Investments – Hedge Funds – Private Equity Investments –
Commodities – Leveraged Buyouts – Real Estate

UNIT IV Construction of Financial Plan – Preparing Recommendations – Product

Research – Product Selection.
Setting the Framework for Private Banking –Management Requirements for
Wealthy Families
 UNIT V Financial Plan Implementation – Monitoring of Financial Plan – Identifying
Monitoring Parameters – Review of Plan – Handling Complaints –Grievance
Redressed Mechanisms

Evaluation criteria
 Test 1: Assignment/Presentation20%
 Test 2: Term paper based on preparing a case study 20%
 Test 3: Written 30%
 Test 4: Written 30%
Learning Outcomes:
 Financial planning helps identify beforehand the operational and financial risks of a
business. As a result, effective strategies can be prepared to counter such identified risks
and issues. This way, the business can operate smoothly while also saving money and
time.
Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research
papers and articles.
Course Materials Books:
1. Anson, Mark J. P. Handbook of Alternative Assets John Wiley and Sons 2. Rosenbaum, Joshua
Investment Banking Wiley 3. Maude, David Global Private Banking and Wealth Management Wiley 1.
Brandeburg, Matt The Financial Planning Workbook Coventry House Publishing

Additional information (if any):

Student responsibilities: This is more an open-ended course. The students are required
to focus on research- based learning.

Prepared by:PROF. ARCHANA MALVIYA

Reviewers
 Retail Concepts and Practices
MBA :- 3rd Sem (Retail Management)

Course title: Retail Concepts and Practices

Course code: NBBA No.ofcredits:6 L-T-Pdistribution:33-09-00 Learninghours:42

Pre-requisite course code and title (if any):

Department: Department of Management and Commerce

Course coordinator(s): Course instructor(s):

Contact details:

Course type : Core Course offered : Semester III

Course Description
Retail management focuses on the distribution and selling of products to consumers using various
vending points such as chain stores, department stores, stand-alone stores, and various online
markets. The course highlights the everyday mechanisms necessary to operate a successful retail
establishment.
Course Objectives
In the context of the above course description, the objectives are to:

 Introduce students with the basic concepts of retail management and the latest developments
in retail industry in the Indian context
 Develop knowledge of contemporary retail management issues at the strategic level
 Establish an academic relationship to the above through the application of retailing theory
and research

Course content

Topic L T P

UNIT1 Introduction to Retail Management: :Concept, Scope and Importance of 0 0 0

Retailing and Retail Management, Retail Formats, Theories of Retail
change, Retail Environment Economic, Legal, Technological &
Competitive
UNIT2 Retail Management Strategy: Promotional Strategies, Retail Planning
Process, Retail - Market Segmentation - Concept and Significance

UNIT3 Retail Location, Layout and Merchandising: Importance, Types, Steps 0 0 0

involved in choosing a Retail Location. Concept and Merchandising
Planning Process, Retail Branding, Merchandising Buying, Visual
 Merchandising
UNIT4 Use of Technology and Career options: Use of Technologies in retailing - 0 0 0
Electronic Data Interchange (EDI), Radio Frequency Identification (RFI), Data
Base Management system
UNIT5 E-Retailing: Formats, Challenges, Green Retailing - Concept and Importance
Retail as a Career: Various Career Options, Responsibilities of Store
Manager, Functions of Merchandising Manager
Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Termpaperbasedonpreparingacasestudy 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
 Identify key roles within retail businesses
 List some challenges of working in the retail field
 Categorize the general role requirements of a retail manager
 Discuss the most valuable skills for a retail manager to possess

Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research
papers and articles.
Course Material
1. Retail management, a Strategic Approach by Berman Barry, EvansJoelR.,PearsonEducation.
2. Retail management by Michael Levy, Tata McGraw Hills.
3. Retail management by Chetan Bajaj, Rajnish Tuli & Nidhi Shrivastav.
4. Retailing by Robert Lusch, Patrick Dunne, South Western Publishing Co.

Additional information (if any):

Student responsibilities: This is more an open- ended course. The students are required of
focus on research-based learning.
Prepared by: Pushkar Sharma

Reviewers:
 Marketing Concepts in Retail Management

MBA :- 3rd SEM (Retail Management)

Course title: Marketing Concepts in Retail Management

Course code: No.ofcredits:6 L-T-Pdistribution:33-09-00 Learninghours:42
NBBA
Pre-requisite course code and title (if any):

Department: Department of Management and Commerce

Course coordinator(s): Course instructor(s):

Contact details:

Course type : Core Course offered : III Sem

Course Objectives
In the context of the above course description, the objectives are to:
The primary objective of the course is to have students develop marketing competencies in retailing
and retail consulting. The course is designed to prepare students for positions in the retail sector or
positions in the retail divisions of consulting companies. Besides learning more about retailing and
retail consulting.
Course content

Retail Management teaches the students different principles related to retailing and retail
operations. These principles include buying, financing, merchandising, inventory control,
marketing, personnel, and operations.
Topic L T P

UNIT1 Introduction to retailing: Definition and scope, evolution of retailing, 0 0 0

types of retail, trends in retailing industry, benefits of retailing,
retailing environment.

UNIT2 Retail purchasing and pricing: Purchase management:- Merchandise

 purchasing, open to buy, open to buy planning, analyzing the
merchandise performance, Pricing strategies:-every day pricing,
competitive based pricing, price skimming, market-oriented pricing,
marginal cost pricing. Retail price strategies: - mark-up pricing,
vendor pricing, competitive pricing, psychological pricing.

UNIT3 Retail marketing and promotion: Nature and scope:-relationship 0 0 0

marketing, market strategies, retail research Understanding the retail
customer:- retail market, population analysis, demographic analysis,
consumer behavior Retail promotion Mix: - Retail promotion
programme, retail advertising media, promotional budget. Customer
services: - customer services, services quality gaps, service recovery

UNIT4 Information system in retailing: Acquiring and using information 0 0 0

strategies, technology in retail, information sources, retail
information system.

UNIT5 Retailing in India: Evolution and trends in organised retailing, Indian

organised retail market, FDI in Indian organised retail sector, retail
scenario in India, future trends of retail in India.

Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Termpaperbasedonpreparingacasestudy 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
To familiarize the students with retail management concepts and operations
To explain the understanding of retail management and types of retailers
To discuss an understanding of retail management terminology including merchandize
management, store management and retail strategy
To acquaint the students with legal and ethical aspects of retail management
To create awareness about emerging trends in retail management
Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research
papers and articles.
Course Material

1. Retail management, a Strategic Approach by Berman Barry, EvansJoelR.,PearsonEducation.

2. Retail management by Michael Levy, Tata McGraw Hills.
3. Retail management by Chetan Bajaj, Rajnish Tuli & Nidhi Shrivastav.
4. Retailing by Robert Lusch, Patrick Dunne, South Western Publishing Co.
 Additional information (if any):
Student responsibilities: This is more an open- ended course. The students are required of
focus on research-based learning.
Prepared by: Pushkar Sharma

Reviewers:

SAM GLOBAL UNIVERSITY, RAISEN

SCHOOL OF COMMERCE AND MANAGEMENT

SYLLABUS
 CLASS: - MBA 4th SEMESTER

SEASON: - 2023-2024

NEW NEP

Corporate Evaluation & Strategic Management

MBA: - 4th Sem

Course title: Corporate Evaluation & Strategic Management

Course code: No. of credits: L-T-Pdistribution:33-09-00 Learninghours:42
NBBA
Pre-requisite course code and title (if any):

Department: Department of Management and Commerce

Course coordinator(s): Course instructor(s):

Contact details:

Course type : Core Course offered : IV Sem

Course Description

The learners will apply the strategic management process consisting of strategy formulation,
strategy implementation and strategy evaluation, as well as the various analytical frameworks
and strategy formulation tools that can aid them in strategic decision making.

Course Outcome

Understand how to apply the model in a organisation. Recognise and understand common
strategic planning terminology. Know how and why to set truly stretching goals. Gain the
knowledge to do creative problem-solving.
Course content

Topic L T P

UNIT1 Mission, Objectives, Goals and Ethics What is mission, concept of 0 0 0

goals, Integration of individual and organisation goals: A Challenge,
How Objectives are pursued, how are mission and objectives are
formulated, why do mission and objective change, vision mission,
objectives, goals and Strategy: Mutual relationships, core of strategic
management: vision A-must, ethics and strategy

UNIT2 External environment: Analysis and appraisal Concept of

environment, environmental analysis and appraisal, why
environmental scanning and analysis, component of environment,
SWOT:A tool of environment analysis, techniques of environmental
search and analysis, ETOP: A technique of diagnosis, decision making
on environmental information.

UNIT3 Organizational change and innovation:- Planned and unplanned 0 0 0

change, causes or forces of organizational change, managing planned
change, choosing a change strategy, creativity and innovation in
organizations, organizational creativity and innovation process,
learning organization

UNIT4 Generic competitive strategy:- Generic vs. competitive strategy, the 0 0 0

five generic competitive strategy, competitive marketing strategy
option, offensive vs. defensive strategy, Corporate strategy:- Concept
of corporate strategy , offensive strategy, defensive strategy, scope
and significance of corporate strategy

UNIT5 Strategic evaluation and control:- Evaluation of strategy and strategic

control, why strategy evaluating, criteria for evaluation and the
evaluation process, strategic control process, types of external
controls

Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Termpaperbasedonpreparingacasestudy 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
 1.Clarify the concept and related terms in retailing.

2. Comprehend the ways retailers use marketing tools and techniques to interact with their
customers.

3. Understand various formats of retail in the industry.

4. Recognize and understand the operations-oriented

Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research
papers and articles.
Course Material
1. Retailing management by Swapna Pradhan, Tata McGrawHills.
2. Retailing management by Suja R. Nair, Himalaya Publication.
3. Retailing management by Gibson G. Vedamani, Jaico Books.
4. Retailing management by Roger Cox, Paul Britain, Pearson
Education.

Additional information (if any):

Student responsibilities: This is more an open- ended course. The students are required of
focus on research-based learning.

Prepared by: Pushkar Sharma

Reviewers:
 Human Recourse Planning & Development

MBA :- 4th SEM [ HR}

Course title: Human Recourse Planning & Development

Course code: No.ofcredits:6 L-T-Pdistribution:33-09-00 Learninghours:42
NBBA
Pre-requisite course code and title (if any):

Department: Department of Management and Commerce

Course coordinator(s): Course instructor(s):

Contact details:

Course type :MINOR Core Course offered in: Semester IV Sem

Course Objectives
In the context of the above course description, the objectives are to:
 To understand and appreciate the importance of the human resources vies-a-vies other
resources of the organization
 To familiarize the students with methods and techniques of HRM situations
 To equip them with the application of the HRM tools in real world business
 Course content

Topic L T P

UNIT1 Human Resources Management - Context and Concept of People 0 0 0

Management in a Systems Perspective - Organisation and
Functions of the HR and Personnel Department HR Structure and
Strategy, Role of Government and Personnel Environment
including MNCs
UNIT2 Recruitment and Selection Human Resource Information System
[HRIS] - Manpower Planning Selection Induction & Orientation
Performance and Potential Appraisal Coaching and Mentoring HRM
issues and practices in the context of Outsourcing as a strategy.
UNIT3 Human Resources Development Training and Development 0 0 0
Methods Design & Evaluation of T&D Programmes Career
Development Promotions and Transfers Personnel Empowerment
including Delegation Retirement and Other Separation Processes
UNIT4 Financial Compensation- Productivity and Morale Principal 0 0 0
Compensation Issues & Management Job Evaluation Productivity
Employee Morale and Motivation - Stress Management - Quality of
Work Life
UNIT5 Building Relationships Facilitating, Legislative Framework Conflicts
Disciplinary Process Collective Bargaining Management Concept,
Mechanisms and Experiences Trade Unions Managing Workers
Participation .
Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Termpaperbasedonpreparingacasestudy 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
 To establish industrial democracy
 To minimize the labor turnover rate and absenteeism
 To safeguard the workers economic and social interests
 To contribute to the economic development of the country through productivity

Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research
papers and articles.
Course Material is
Books
 Kochan, T.A. & Katz Henry, Collective Bargaining and Industrial Relations, 2nd ed.
Homewood, Illinois, Richard D Irish, 1988
  Mamkoottam, K Trade Unionism, Myth and Reality, New Delhi, Oxford University
Press, 1982
 Niland JR etc. The Future of Industrial Relations, new Delhi, Sage, 1994.4
 Papola, T S & Rodgers, U Labour lastitutions and Economic Development in India,
Geneva, ILO, 1992
 Ramaswamy, E A The Rayon Spinners The Strategic Management of Industrial
Relations, New Delhi, Oxford University Press, 1994
Additional information (if any):
Student responsibilities: This is more an open- ended course. The students are required of
focus on research-based learning.
Prepared by: Abdul Rehman Khan

Reviewers:

Compensation and Reward Management

MBA 4 th Sem (HR)
Course title:- Compensation and Reward Management

Course code: No. of credits:6 L-T-Pdistribution:33-09-00 Learning hours:42

Pre-requisite course code and title (if any):

Department: Department of Management and Commerce
Course coordinator(s): Course instructor (s):
Contact details:
Course type:- Major Core Course offered in :Semester IV Sem
Course Description
Compensation management is a strategic matter. Compensation would include rewards when you offer monetary
payment such as incentives, various bonuses and performance bonus. Organisations reward their staff when they
attain the goals or targets that they have jointly set with the employees.
 Course Objectives
The objectives of this course are to familiarize the students with the dynamics of wage and salary
administration and current trends in India.

Course content
Module/Unit
Topic L T P
UNIT 1. Wage and Salary Administration: Definition, Goals, Concept of Wages & Salary,
Minimum Wage, Fair Wage and Living Wage– Theories of Wages & Salary–Pay and
Social Class–Machineries for Wage Fixation– Statutory provisions governing
different components of reward systems–.Wage criteria and wage machinery—
Wage Components—Salary Benchmarking, designing KRA & KPI.

UNIT 2. Incentive Plans: Individual and Group Incentive plans, Productivity Gain sharing
plans, Profit Sharing Plans, Non - Financial and Financial incentives, Measuring
Cost- to – Company (CTC)

UNIT 3. Employee Benefits: Supplemented Pay benefits (pay for time not worked),
Insurance benefits, Retirement benefits, Employees’ service benefits, ESOPs,
Flexible benefits and Benefit Surveys.

UNIT 4 Governing Laws: Provident Fund Act 1952, Minimum wages Act 1948, Payment of
wages Act 1948, Payment of Bonus Act, 1965.

UNIT 5 Current Trends in Compensation and Reward Management: Strategic Reward:

Concept, Aims– Strategic Reward and Reward Management–Purpose and Contents
of Reward Strategy–Strategic Reward and Performance–Reward strategies in a
Knowledge economy–Reward Strategies in a Service-based economy–Developing
reward strategy– Communicating reward strategy – Implementing reward strategy

Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Term paper based on preparing a case study 20%
 Test3:Written30%
 Test4: Written30%
 Learning Outcomes
After successful completion of the course, the students will be able to:
1.Recognize how pay decisions help the organization achieve a competitive advantage.
2.Analyze, integrate, and apply the knowledge to solve compensation related problems in organizations.
3.Demonstrate comprehension by constructing a compensation system encompassing; 1) internal
consistency, 2) external competitiveness 3) employee contributions,
4) organizational benefit systems, and
5) administration issues. 4.Design rational and contemporary compensation systems in modern
organizations..
Pedagogical approach

The course will be delivered through lectures and discussion of case studies, research papers and articles.
Course Materials
1. Luis R. Gomez-Mejia & Steve Werner, Global compensation - Foundations and perspectives Routledge, 2008. 2.
Richard I. Henderson, Compensation Management in a Knowledge-Based World, Pearson Education, 2009, 10th
Edition. 3. B D Singh, Compensation And Reward Management, Excel Books, 2008 4. Tapomoy Deb, Compensation
Management, Text and Cases, Excel Books, 2009, 1st Edition

Additional information (if any):

Student responsibilities: This is more an open-ended course. The students are required to focus on
research-based learning.

Prepared By : Neeraj Lodhi

Management of Financial Services

MBA :- 4th SEM (Financial Management)

Course title: Management of Financial Services

Course code: No. of credits: L-T-Pdistribution:33-09-00 Learninghours:42
NBBA
Pre-requisite course code and title (if any):

Department: Department of Management and Commerce

Course coordinator(s): Course instructor(s):

Contact details:

Course type : Core Course offered : IV Sem

 Course Description
This course is designed to provide the basic knowledge and tools required to analyze financial markets
and their institutions. The primary objective is to provide students with adequate knowledge of the
structures and practical operations of major financial markets and the underlying forces which unify
them.
Course Outcome
• Ability to understand practical applications of investment and portfolio theories.
• Development of skills required to act as financial analyst or consultant having thorough knowledge of
financial analysis, risk management, portfolio theory and insurance etc.
• Equip the students with required proficiency to enable them to work in banks and insurance companies
Course content

Topic L T P

UNIT1 Financial Services: Meaning, Types and Their Importance. Financial 0 0 0

Sector Reforms in India, Future Challenges for Indian Banks,
Improving Risk Management Systems, Banking and the Management
of Financial Services

Mutual Funds and Pensions Funds, Insurance Services, Bank

assurances, Reinsurances, Venture Capital –Private Equity –Strategic
Secrets of Private Equity, Investment Strategies, Hedge Funds, E
Banking, Securitization –Indian Banking and Financial Crisis, Asset
Reconstruction Companies, Depositaries, Credit Cards, Micro/Macro
Finance, Financial Inclusion, Behavioural Finance.

UNIT2 Credit Rating: The Concept and Objective of Credit Rating, Various
Credit Rating Agencies in India, Credit Rating Agencies – Importance,
Issue, Difference in Credit Rating, Rating Methodology and
Benchmarks, Are Indian Credit Rating Credible? International Credit
Rating Agencies – Crisis of Confidence?

Leasing: Concept and Development of Leasing, Business, Difference

between Leasing & Hire Purchase, Types of Leasing Business,
Advantages to Lessor and Lessee. Tax Aspect of Leasing.

UNIT3 Debt Securitization: Meaning, Features, Scope and Process of 0 0 0

 Securitization.

Factoring: Development of Factoring Types & Importance, Procedural

Aspects in Factoring, Financial Aspects, Prospects of Factoring in
India.

Plastic Money: Concept and Different Forms of Plastic Money – Credit

and Debit Cards, Pros and Cons. Credit Process Followed by Credit
Card Organizations. Factors Affecting Utilization of Plastic Money in
India.

UNIT4 Asset Liability Management: Significances, ALM Process, Techniques 0 0 0

– Gap, Duration, Simulation, Value at Risk Value of Equity and Market
Value of Equity Perspective.

UNIT5 Risk Management in Banks: Credit Risk Management, Operational

Risk Management, Market Risk Management, Corporate Treasury
Management, Liquidity Risk Management, Governance Risk and
Compliance, Asset Liability Management and Basel 2 – Basel 1 and 2,
IPR and Basel 2, Three Pillars, ALM and Interest Rate Swaps, Swaps as
a Risk Management Tool, ALM and Capital Adequacy, ALM
Software’s.

Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Termpaperbasedonpreparingacasestudy 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
1.Enable the students to understand the practical applications of statistical techniques.
2.Develop the skills to understand the relationship among different variables.
3. Develop the skills to calculate simple and Compound Interest.

Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research
papers and articles.
Course Material
Finance: The Basics by Erik Banks Author: Erik BanksPublisher: Routledge

Dictionary Of Finance & Banking Oxford Publisher: Oxford University Press

 International Finance: Business Perspective by ApteAuthor: Apte, P. G. Publisher: Tata McGraw Hill (TMH)

Accounting & Finance For Bankers by IIBF Author: Indian Institute Of Banking & Finance(IIBF)

Finance Sense: Corporate Finance For Non-Finance Executives by Chandra Author: Prasanna Chandra

Money Banking Finance reference book by N. K. Sinha Author: N. K Sinha

International Corporate Finance Author: Indian Institute Of Banking & Finance(IIBF)

Corporate Finance Theory And Practice Author: Aswath Damodaran

Additional information (if any):

Student responsibilities: This is more an open- ended course. The students are required of
focus on research-based learning.
Prepared by:

Reviewers:

Strategic Corporate Finance

MBA 4th Sem (Financial Management)
Course title:- Strategic Corporate Finance

Course code: No. of credits:6 L-T-Pdistribution:33-09-00 Learning hours:42

Pre-requisite course code and title (if any):

Department: Department of Management and Commerce
Course coordinator(s): Course instructor (s):
Contact details:
Course type:- Major Core Course offered in :Semester IV
Course Description
This is a course about developing and applying the fundamental ideas and tools of corporate finance to real-world
corporate decisions. We will develop and extend standard tools and techniques of financial analysis, valuation, and
financial modeling, and apply these methods to a wide range of cases. These topics will include start-ups, working
capital, capital budgeting, mergers and acquisitions, leveraged buyouts, international valuation, financial distress,
corporate governance and agency conflicts, security issuance, and capital structure. For all of these applications,
the course will emphasize the central importance of financial analysis, valuation and modeling to guiding optimal
decision making.

Course Objectives
To enable students to acquire multidimensional skills as to equip them to comprehend the process of strategy
formulation. l To provide the practical and procedural knowledge on various sources of finance available to
corporates at their various stages of journey and the legislative framework for raising such funds.

Course content
Module/Unit
Topic L T P
UNIT 1. Introduction to strategic corporate finance: Strategy Vs Planning, significance of
strategy in financial decisions, Different types of financial strategy for Shareholders
Wealth Maximization, overall corporate value addition and Economic Value
Addition. Strategic Cost Management: Traditional costing Vs Strategic Costing,
Relevant costs Vs Irrelevant costs, Different types of strategic costing and their
relevance- Target Costing, Activity based Costing, Life Cycle Costing, Quality
Costing, Zero Based Budgeting, Strategic cost reduction techniques and value chain
analysis. Alternative sources of financing – alternative sources of financing,
Different approach to Infrastructure projects financing- Public Private Partnership
(PPP) and its relevance.

UNIT 2. Management Buy-outs: Establishing feasibility of the buy-out, Negotiating the main
terms of the transaction with the vendor including price and structure, Developing
the business plan and financial forecasts in conjunction with the buy-out team for
submission to potential funders, negotiations with potential funders so that the
most appropriate funding offers are selected.

Management Buy-ins: Management Buy-in/Buy-outs (“BIMBOs”), Vendor-initiated

buy- outs/buy-ins. Valuing Real assets in the presence of risk: tracking portfolios
and Real Asset valuation, Different Approaches of Valuing Real Assets, Capital
Budgeting and Strategic policy

UNIT 3. Financial Distress and restructuring: Meaning of Bankruptcy, Factors leading to

bankruptcy, symptoms and predictions of bankruptcy, reorganization of distressed
 firms, liquidation of firms. Company disposals: retirement sale or the sale of a non-
core subsidiary, planned exit, forceful retirement and other disposals. Exit strategy-
most appropriate exit route, valuation, timing of sale and tax planning
opportunities, identification of potential purchasers, approaching the potential
purchaser, negotiate with potential acquirers and selection of a preferred
purchaser, calculation of the various tax implications.

UNIT 4 Company Valuation: an overview of valuation, valuation principles and practices

more, the impact of “what if” scenarios, the key financial and commercial factors
affecting the business. Value enhancement tools & techniques, the link between
valuation and corporate finance. Other strategic issues: managing credit ratings,
and setting dividend and share repurchase policy, problem of too much cash. The
issues of stock liquidity and illiquidity, Strategic risk management, the
substitutability of capital structure and risk management choices, such as process
control efforts, financial, physical, and operational hedging, value-based
management.

UNIT 5 Project Evaluation: Factors affecting the cost of project l Project appraisal through
feasibility and Due Diligence (Technical, Financial, and Legal) l Project viability and
research on innovation l Regulatory Authorities/ agencies l Risk Assessment and
mitigation l Credit Risk Management in Project Finance l Preparation of detailed
project report

Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Term paper based on preparing a case study 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
After successful completion of the course, the students will be able to:
 To enable the student to identify the key themes in corporate finance
 To understand the principal role of finance in an organization and the implication of overarching strategic
application of its efficient use on the bottom line of the organization
 To facilitate the understanding on the impact of risk and cost of capital on investment appraisal besides
their cumulative impact on the value of a capital project
 To enable students to employ risk and sensitivity analysis on real time basis on varied projects.
 To developed skills in group work, including communication, collaboration, and presentation.

Pedagogical approach

The course will be delivered through lectures and discussion of case studies, research papers and
articles.
Course Materials
1. AswathDamodaran: Corporate finance theory and practice; John Willey Sons, Inc

2. Jakhotia: Strategic Financial Management (Vikas Publication)

Additional information (if any):

Student responsibilities: This is more an open-ended course. The students are required to focus on
research-based learning.

Prepared By : Neeraj Lodhi

Service Marketing

MBA :- 4th SEM (Marketing)

Course title: Service Marketing

Course code: NBBA No.ofcredits:6 L-T-Pdistribution:33-09-00 Learninghours:42

Pre-requisite course code and title (if any):

Department: Department of Management and Commerce

Course coordinator(s): Course instructor(s):

 Contact details:

Course type : Core Course offered : IV Sem

Course Description
Independently and collaboratively, students engage in Services Marketing inquiry and research
developing valued problem solving and decision making attributes.

Course Objectives
In the context of the above course description, the objectives are to:
The course brings out the emerging service environment in India and the world. It emphasises the
distinctive aspects of Services Marketing. It aims at equipping students with concepts and techniques
that help in taking decisions relating to various services marketing situations.

Course content

Topic L T P

UNIT1 0 0 0

Introduction to services: Concepts, contribution and reasons for the

growth of services sector, difference in goods and service in
marketing, characteristics of services, concept of service marketing
triangle, service marketing mix, GAP models of service quality.

UNIT2 Understanding customer expectation through market research: Key

reasons for GAP 1,using marketing research to understand customer
expectation, Types of service research, Buildingcustomer relationship
through retention strategies –Relationship marketing, Evaluation
ofcustomer relationships, Benefits of customer relationship, levels of
retention strategies, Marketsegmentation-Basis & targeting in
services.

UNIT3 Customer defined service standards: “Hard” & “Soft” standards, 0 0 0

challenges of matching supply & demand in capacity, four common
types of constraints facing services, optimum v/s maximum use of
capacity, strategies for matching capacity & demand. Yield
management-balancing capacity utilization, pricing. Waiting line
 strategies- four basic Waiting line strategies.

UNIT4 Employee role in service designing :Customer’s role in service 0 0 0

delivery-Importance of customer & customer’s role in servicedelivery,
Strategies for enhancing-Customer participation, Delivery through
intermediaries-Keyintermediaries for service delivery, Intermediary
control strategies.

UNIT5 Role of marketing communication-Key reasons for GAP 4 involving

communication, four categories of strategies to match service
promises with delivery, Methodology to exceedcustomer
expectation.

Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Termpaperbasedonpreparingacasestudy 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
1. Understand the Concept of Services and intangible products
2. Discuss the relevance of the services Industry to Industry
3. Examine the characteristics of the services industry and the modus operandi
4. Analyse the role and relevance of Quality in Services
5. Visualise future changes in the Services Industry
Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research
papers and articles.
Course Material
1. Wirtz Jochen, Lovelock Christopher H, Chatterjee Jayanta.: Services Marketing, 8e Edition, Pearson.

2. Zeithaml Valerie A, & Bitner Mary Jo., Gremler Dwayne D., Pandit Ajay; Services Marketing, 4th Edition,
McGraw Hill

3. Woodruffe, Helen: Service Marketing. MacMillan India

4. Zeithaml Valerie A, & Bitner Mary Jo., Gremler Dwayne D., Pandit Ajay; Services Marketing, McGraw
Hill

5.Zeithaml Valerie A, & Bitner Mary Jo., Gremler Dwayne D., Pandit Ajay; Services Marketing, McGraw
Hill [Chapter 1]
 Additional information (if any):
Student responsibilities: This is more an open- ended course. The students are required of focus
on research-based learning.
Prepared by:

Reviewers:

Sales & Distribution Management

MBA :- 4th SEM (Marketing)

Course title: Sales & Distribution Management

 Course code: No.ofcredits:6 L-T-Pdistribution:33-09-00 Learninghours:42
NBBA
Pre-requisite course code and title (if any):

Department: Department of Management and Commerce

Course coordinator(s): Course instructor(s):

Contact details:

Course type : Core Course offered : IV Sem

Course Description

This course is meant to make students understand fundamentals of Sales Management and
Distribution Management. Since many students with Marketing Specialization start their career
in sales, business development, retailers, wholesalers and distributors handling, it is essential
to study basics of personal selling, sales management, distribution dynamics, various channels
of distribution etc. Through this course, students will be equipped with basic skills required in
sales and distribution management.

Course Objectives

1.To introduce course participants to national and international sales and distribution practices

2.To expose course participants to the tools and strategies necessary for designing, motivating
and evaluating sales & distribution management systems

3.To sharpen decision making skills of future sales and distribution managers

Topic L T P

UNIT1 Introduction to Sales Management, The Selling process Managing Sales 0 0 0

Information, Sales Organization, Managing of sales territory,
Management of Sales Quota
UNIT2 Recruitment and Selection of Sales force, Training the sales force, 25% Sales
force motivation, Sales force compensation, Evaluating and controlling sales
force
UNIT3 Distribution Channel Management, Evolution of Marketing Channels, 0 0 0
Retailing, wholesaling, Measuring Wholesale Performance, Franchising
 UNIT4 Channel Design and Planning Process, Channel Management, Channel 0 0 0
Information System, Logistics and SCM, IT and Logistics & SCM,
Performance Measures
UNIT5 Sales budgets; Sales territories; Sales force conflicts; Credit controls; Trade
communications; Sales reporting & monitoring; People management skills;
Common malpractices.
Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Termpaperbasedonpreparingacasestudy 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
1.At the end of the course the students will be able to:
2.Recognize and demonstrate the significant responsibilities of sales person as key individual
3.Understand the basic concepts and techniques of selling and their applications to managerial decision makings in
the field
4.Describe and formulate strategies to effectively manage company’s sales operations
5.Evaluate the role of Sales manager and his/ her responsibilities in recruiting, motivating, managing and leading
sales team

Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research
papers and articles.
Course Material
1. Sales & Distribution Management (Latest Edition), Panda Tapan K., Sahadev Sunil, Oxford
University Press
2. Sales & Distribution Management – Text & Cases (2nd Edition), Krishna K. Havaldar, Vasant
M. Cavale, Tata McGraw-Hill
3. Sales Management: Decisions, Strategies & Cases, Richard R. Still, Edward W. Cundiff,
Norman A.P. Govoni, Pearson Education, Latest Edition 2. Sales Management: Concepts
Practice, and Cases, Johnson F.M., Kurtz D.L., Scheuing E.E., Tata McGraw- Hill, Latest Edition
4. Selling & Sales Management, David Jobber, Geoffrey Lancaster, Pearson Education, Latest
Edition
5. Sales Management, Tanner, Honeycutt, Erffmeyer, Pearson Education, Latest Edition
6. Sales Force Management, Mark W. Johnston, Greg W. Marshall, Tata McGraw-Hill, Latest
Edition
Additional information (if any):
Student responsibilities: This is more an open- ended course. The students are required
of focus on research-based learning.
Prepared by:

Reviewers:
 Financial Markets and Institutions
MBA 4 th Sem (BFSM)
Course title:- Financial Markets and Institutions
Course code: No. of credits:6 L-T-Pdistribution:33-09-00 Learning hours:42

Pre-requisite course code and title (if any):

Department: Department of Management and Commerce
Course coordinator(s): Course instructor (s):
Contact details:
Course type:- Major Core Course offered in :Semester IV Sem
Course Description
This course is intended to help you understand the role of financial institutions and markets play in the business
environment that you will face in the future. It also helps you to develop a series of applications of principles from
finance and economics that explore the connection between financial markets, financial institutions and the
economy. On the financial markets side, we will learn the term structure of interest rates, stocks, principals of
derivatives, and currencies. On the institutions side, we will learn commercial banks, investment banks, insurance
companies, mutual funds.

Course Objectives
In the context of the above course description, the objectives are to:
1. To develop an analytic framework of finance: financial markets and financial institutions, banks and non-bank
institutions, commercial banking and central banking and how decisions are made by these entities;

2. To achieve a good understanding of the economic principles in money and finance and how operations in the
money and financial sectors affect business and investment decisions;

3. To train students’ sensitivity to changes in financial values, e.g. interest rates, stock indexes, money supplies and
help them to develop well-grounded analysis on what effects these changes may work on business environment.

Course content
Module/Unit
Topic L T P
UNIT 1. Indian Financial System and major Institutions:

Structure of Indian Financial System: An overview of the Indian financial system,

major reforms in the last decade: Payment banks, GST, monetary policy, Insolvency
and Bankruptcy code; issues in financial reforms and restructuring; future agenda
of reforms.

UNIT 2. Regulatory Institutions in India:

RBI,SEBI,IRDA,PFRDA, Corporate Governance and SEBI Role of central bank and

commercial banks, Commercial Banking : Role of Banks, NPA, Risk Management in
Banks, Basel Norms, Products offered by Banks and FIs: Retail banking and
 corporate banking products. Universal Banking: need and importance, trends and
RBI guidelines, Core banking solution (CBS); RTGS and internet banking, CAMELS
rating system, Basel Norms, MCLR based lending NBFCs and its types; comparison
between Banks and NBFCs.

UNIT 3. Financial Markets in India:

Introduction to Financial Markets in India: Role and Importance of Financial

Markets, Types of Financial Markets: Money Market; Capital Market; Factors
affecting Financial Markets, Linkages Between Economy and Financial Markets,
Integration of Indian Financial Markets with Global Financial Markets, Mutual Fund:
types of Mutual Funds and different types of schemes, concept of NAV, Credit
Rating Agencies : Role and mechanism, Merchant Bank: role and types, Venture
Capital Funds concept, stages of investment , exit options; Private Equity. Foreign
Exchange Market: Foreign Exchange Market (Introductory, only Conceptual)
Foreign Capital – FDI & FII

UNIT 4 Capital Market in India:

Introduction to Stock Markets, Regional and Modern Stock Exchanges,

International Stock Exchanges, Demutualization of exchanges, Comparison
between NSE and BSE, Primary and Secondary market, Raising of funds in
International Markets: ADRs and GDRs, FCCB and Euro Issues; Indian Stock Indices
and their construction, maintenance, adjustment for corporate actions (rights,
bonus and stock split;) on index with numerical, Classification of Securities to be
included in the Index, Bulls and Bears in Stock Markets, Factors influencing the
movement of stock markets, indicators of maturity of stock markets.

UNIT 5 Money Markets & Debt Markets in India:

Money Market: Meaning, role and participants in money markets, Segments of

money markets, Call Money Markets, Repos and reverse Repo concepts, Treasury
Bill Markets, Market for Commercial Paper, Commercial Bills and Certificate of
Deposit.

Debt Market: Introduction and meaning, Primary Market for Corporate Securities
in India: Issue of Corporate Securities, Market for Government/Debt Securities in
India, Secondary market for government/debt securities, Over subscription and
devolvement of Government Securities, Government securities issued by State
Governments, Municipal Bonds, Corporate Bonds vs. Government Bonds.
 Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Term paper based on preparing a case study 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
After successful completion of the course, the students will be able to:
 Financial architecture of an economy and its key players.
 The fabrication of Indian Financial markets.
 Working of Capital market, debt market, money market in India
 Functioning of different players in the financial market including Regulators like RBI ,SEBI, PFRDA and IRDA

Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research papers and
articles.
Course Materials
1. Bhole L.M. and Mahakud J., Financial Institutions and Markets: Structure, Growth and Innovations (6th Edition).
McGraw Hill Education, Chennai, India

2. Saunders, Anthony & Cornett, Marcia Millon (2007). Financial Markets and Institutions (3rd ed.). Tata McGraw
Hill

3. Pathak, Bharati V., Indian Financial System: Markets, Institutions and Services, Pearson education, New Delhi,
Second edition, 2008.

4. Pathak, B. Indian Financial System (4th ed). Pearson Publication

Additional information (if any):

Student responsibilities: This is more an open-ended course. The students are required to focus
on research-based learning.

Prepared By : Neeraj Lodhi

Financial Risk Management

 MBA 4th Sem (BFSM)
Course title:- Financial Risk Management
Course code: No. of credits:6 L-T-Pdistribution:33-09-00 Learning hours:42

Pre-requisite course code and title (if any):

Department: Department of Management and Commerce
Course coordinator(s): Course instructor (s):
Contact details:
Course type:- Major Core Course offered in :Semester IV Sem
Course Description
Focusing on the basics of Risk Management, this section of the FRM syllabus covers the following topics:

 The Building Blocks of Risk Management

 How Do Firms Manage Financial Risk?
 The Governance of Risk Management
 Credit Risk Transfer Mechanisms
 Modern Portfolio Theory (MPT) and the Capital Asset Pricing Model (CAPM)
 Enterprise Risk Management and Future Trends
 Learning From Financial Disasters
 Anatomy of the Great Financial Crisis of 2007-2009
 Multifactor Models of Risk-Adjusted Asset Returns
 Risk Data Aggregation and Reporting Principles

Course Objectives
In the context of the above course description, the objectives are to:
The course is aimed at the understanding of main functions of financial risk management and its role in the
system of a corporate management. It also provides students with tools and methods of financial risks assessment
and mitigation.

Course content
Module/Unit
Topic L T P
UNIT 1. Foundations of Risk Management

The Building Blocks of Risk Management, How Do Firms Manage Financial Risk?
The Governance of Risk Management, Credit Risk Transfer Mechanisms
Modern Portfolio Theory (MPT) and the Capital Asset Pricing Model (CAPM)
Enterprise Risk Management and Future Trends, Learning From Financial Disasters
Anatomy of the Great Financial Crisis of 2007-2009, Multifactor Models of Risk-
Adjusted Asset Returns, Risk Data Aggregation and Reporting Principles

UNIT 2. Financial Markets and Products

 Banks, Insurance Companies and Pension Plans, Fund Management
Exchanges and OTC Markets, Introduction to Derivatives, Futures Markets
Central Clearing, Corporate Bonds, Using Futures for Hedging, Foreign Exchange
Markets, Pricing, Financial Forwards and Futures, Commodity Forwards and
Futures, Options Markets, Properties of Options, Trading Strategies, Exotic Options

UNIT 3. Valuation and Risk Models

Measures of Financial Risk, Calculating and Applying VaR, Pricing Conventions,

Discounting, and Arbitrage, Measuring and Monitoring Volatility, External and
Internal Ratings, Country and Operational Risk
Credit Risk and Capital Modelling, Interest Rates, Measuring and Monitoring
Volatility, External and Internal Ratings, Country Risk, Binomial Trees
Stress-Testing,The Black-Scholes-Merton Model
Modelling and Hedging Non-Parallel Term Structure Shifts

UNIT 4 Market Risk Measurement and Management

Estimating Market Risk Measures, Non-Parametric Approaches, Parametric

Approaches, Messages from the Academic Literature on Risk Management for the
Trading Book, Some Correlation Basics: Properties, Motivation, Terminology
Empirical Properties of Correlation: How Do Correlations Behave in the Real World?
Financial Correlation Modeling – Bottom-Up Approaches
Empirical Approaches to Risk Metrics and Hedging

UNIT 5 Market Risk Measurement and Management

The Credit Decision and Analysis, Classifications and Key Concepts of Credit Risk,
Capital Structure in Banks, Rating Assignment Methodologies, Credit Risks and
Credit Derivatives, Spread Risk and Default Intensity Models, Portfolio and
Structured Credit Risk, Counterparty Credit Risk, Portfolio Credit Risk, Structured
Credit Risk, Counterparty Credit Risk, Netting, Compression, Resets, and
Termination Features, Collateral, Credit Exposure and Funding, Credit and Debit
Value Adjustment, The Credit Transfer Markets – And Their Implications, An
Introduction to Securitization

Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Term paper based on preparing a case study 20%
 Test3:Written30%
 Test4: Written30%
 Learning Outcomes
After successful completion of the course, the students will be able to:
 Understand the principles of financial risk management
 Know basic functions of financial risk management
 Able to calculate cost of credit risk
 Able to calculate cost of currency risk
 Know tools of financial engineering and risk hedging
 Understand principles of non-profit organizations financial risk management

Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research papers and
articles.
Course Materials
Crouhy, M., Galai, D., & Mark, R. (2006). The Essentials of Risk Management. New York: McGraw-Hill Professional.

Población García, F. J. (2017). Financial Risk Management : Identification, Measurement and Management.

Christoffersen, P. F. (2003). Elements of Financial Risk Management. Amsterdam: Academic Press.

Additional information (if any):

Student responsibilities: This is more an open-ended course. The students are required to focus
on research-based learning.

Prepared By : Neeraj Lodhi

 Service Operation Management

MBA 4th Sem (Retail Management)

Course title:- Service Operation Management
Course code: No. of credits:6 L-T-Pdistribution:33-09-00 Learning hours:42

Pre-requisite course code and title (if any):

Department: Department of Management and Commerce
Course coordinator(s): Course instructor (s):
Contact details:
Course type:- Major Core Course offered in : IV Sem
Course Description

The objective of the course is to understand the growing significance and impact of services on the growth and
economy and the scientific ways to run the operations so as to optimize the business and brand returns.

Course Objectives
In the context of the above course description, the objectives are to:
 Understanding the nature of services.
 Aligning service strategy and service competitiveness.
 Service design, development & automation.
 Managing human resource in services.
 Service quality.
 Service facility design and facility location.
 Demand management in services.
 Service inventory and supply chain management.
 Quantitative models in managing service operations.

Course content
Module/Unit
Topic L T P
UNIT 1. Understanding Service Operations Introduction

Nature & Role of Services in Economy; Service Operations and their Management
Fundamentals; Service Strategy; Positioning of Services in the Organization Value
Chain

UNIT 2. Service Operation Infrastructure

Service Facility Design, Layout & Location, Off-shoring & Outsourcing; Technology
in Services, Front-office Back-office Interface; Human Factor in Services; External
Associates in Service Processes

UNIT 3. Service Process Management

Service Encounter Design and Control; Managing Service Processes; Experience

 Management in Service Operations; Service Quality and Reliability Assurance;
Service Process Improvement & the Associated Methodologies; Experience
Innovation Paradigm; New Service Development

UNIT 4 Improving Service Delivery Propositions

Service Growth and Globalization; Forecasting Demand for Services; Capacity and
Demand Management; Customer Expectations and the Planned Provision in Service
Delivery; Legal Aspects of Expectation-Delivery Gaps; Service Waiting Line and
Customer Relationship Management; Inventory Management for Improved service
Delivery

UNIT 5 Incorporating AI and Other Latest Technologies in Service Operations

Introduction to AI and other new age technologies. AI as a service (AIaaS).

Futuristic Scenario of incorporating new technologies like cloud computing,
simulation, robotics etc in service operations

Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Term paper based on preparing a case study 20%
 Test3:Written30%
 Test4: Written30%
Learning Outcomes
After successful completion of the course, the students will be able to:
 Explain the ways in which good and bad service impacts on customers, staff and profitability.
 Understand and be able to apply a range of methods for assessing the needs, expectations and perceptions
of customers.
 Explain and apply the principles, tools and techniques of service design.

Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research papers and
articles.
Course Materials
Deborah (2008), Competitive Strategies for Service Businesses, New Delhi: Jaico • Fitzsimmons & Fitzsimmons
(2006), Service Management, Tata McGraw-Hill • Haksever, et al. (2006), Service Management and Operations,
Pearson Education • Hollins (2007), Managing Service Operations, Sage Publications • Johnston & Clark (2009),
Service Operations Management, Pearson Education • Metters, et al. (2006), Service Operations Management,
Cengage Learning • Davis & Heineke (2003), Managing Services: People and Technology,Tata McGraw Hill.

Additional information (if any):

Student responsibilities: This is more an open-ended course. The students are required to focus on
research-based learning.
Prepared By : Neeraj Lodhi

Supply Chain Management

 MBA 4th Sem (Retail Management)
Course title:- Supply Chain Management
Course code: No. of credits:6 L-T-Pdistribution:33-09-00 Learning hours:42

Pre-requisite course code and title (if any):

Department: Department of Management and Commerce
Course coordinator(s): Course instructor (s):
Contact details:
Course type:- Major Core Course offered in :Semester IV Sem
Course Description
SCM seeks to help the student to understand the role of logistics in Supply Chain. Different issues regarding
logistics, operations, marketing, procurement, warehousing and information technology will be discussed. The
results from strategies in Supply Chain, collaborative and alliance, 3PL, order management and fulfillment, and
other key issues will be studied. The course concludes with trends and challenges for supply chain in the future.

Course Objectives
In the context of the above course description, the objectives are to:
(1) Develop an understanding of the importance of logistics in the formulation of the business strategy and
The conduct of supply chain operations.
(2) Develop an in-depth understanding of logistics operating areas and their interrelationship.

(3) Strengthen integrative management analytical and problem-solving skills.

Course content
Module/Unit
Topic L T P
UNIT 1. Introduction to SCM

Meaning, Importance, Overview, Objective, Process Overview, Process tools,

Supply chain dynamics, A model of SCM, Focus areas in SCM, Change Drivers,
Evolution of SCM, Types of Cargoes. Cross docking warehousing, Agile SCM, Green
SCM, Maritime SCMs.

UNIT 2. Supply Chain Network Design and Demand Management

Logistics and SCM Network design, Integrated SCM Planning, Strategic Importance
of Logistics/SCM network planning, Factors influencing network design decisions,
Major Locational determinants, Framework - Design – and Functions, Types and
Functions of Distribution Channel, Physical Distribution Management, Tasks in
Physical Distribution Channel, Economic of distribution, Channel Relationships,
Logistics service alliances, Alliances, Modelling approaches to Logistics/ Supply
chain network design, Strategic Planning of logistics. Supply chain network,
Demand Management, Relationship between customer service and demand
management, Performance measures for customer service. Demand management
process, The Role of forecasting and production, Nature of forecasting, Basic
approach to demand forecasting, collaborative planning, forecasting and
 replenishment (CPFR), Customer service, Elements of customer service, how to
establish customer service strategy? , Customer service audit, Development of
Customer service standards

UNIT 3. Supply Chain Planning, implementation and order processing with IT

Aggregate planning in a supply chain, Aggregate planning strategies, Planning

supply and demand in a supply chain, Planning and managing inventories in a
supply chain, Planning for optimal level of product availability, Sourcing/source
management, Strategic sourcing management / Transportation management The
customer order cycle, Order management system, Order and replenishment cycles,
Order processing categories, The logistics information system, The order
management system, The warehouse management system, The transportation
management system.

UNIT 4 Supply Chain Planning and Strategies

Supply chain strategies, Strategy classification, Corporate strategy, Logistics

strategies, Strategic fit, Achieving strategic fit, Supply chain strategies, Supply chain
strategy framework, Supply chain relationships, Customer relationship
management, Supply chain integration, Push, Pull and Push Pull systems, Demand-
driven strategies, Distribution strategies, Centralised control strategy versus
decentralized control strategy

UNIT 5 Location and Transportation Strategy in Supply Chain

The need for long range planning, Major locational determinants, Historical
perspectives on location problems, Single facility versus multi facility location,
Methods of evaluating location alternatives The role of transportation in a supply
chain, Traffic and transportation strategy, Carrier selection decision, Intermodel
transportation, Transport documentation, Transportation economics and pricing
costing of transportation services, Rate and rating, Transportation management
strategy, Transportation Management System (TMS), Transportation services,
Transportation cost considerations, Transportation rate profiles, Transportation
documents used in International transportation, and Domestic transportation.

Evaluation criteria
 Test1:Assignment/Presentation 20%
 Test2:Term paper based on preparing a case study 20%
 Test3:Written30%
 Test4: Written30%
 Learning Outcomes
After successful completion of the course, the students will be able to:
Analyzing, comparing and interpreting the combination of customer accommodation, market distribution,
procurement, and manufacturing represents the supply chain areas that are linked and supported by logistics and
lean management.

Pedagogical approach
The course will be delivered through lectures and discussion of case studies, research papers and
articles.
Course Materials
J. A. F. Stoner, R. E.
Management
Freeman & D. R. Gilbert Jr
Accounting for management, Text and Cases S.K. Bhattacharya, John Dearden by Vikas
Export - Import And Logistics Management Rai, Usha Kiran PHI
Mercantile LAW S SGulshan
C R Kothari, New age
Research Methodology Method & Techniques
International Publishers
Additional information (if any):

Student responsibilities: This is more an open-ended course. The students are required to focus on
research-based learning.

Prepared By : Neeraj Lodhi