MBA-l\11\1-302: CONSUMER BEHAVIOUR

Total Credits: 03
Lectures/Tutorial per week: 03/00
External: 60, Internal: 40
Time Allowed: 03 Hours

Course Objective: To equip the students with the basic behavioral concepts with regard to the
consumer and il1te1•d', • /'111a1y nature of consumer behaviour.
10 c1p ..
Course Out~omes:

After rea~ing this course, the student will be able:

CO-Ol: To recall the concepts of consmner behaviour and process of consumer behaviour.
C0-02: To apply and evaluate the impact of different motivational> perceptional, learning
theories on consumers.
CO-OJ: To evaluate the impact of group dynamics, culture and behavioural change on individual
preferences.
C0-04: To understand the n1odels to manage the individual and group behaviour. •

UNIT-I
Consumer Behavior: Nature, scope, and applications; Consumer based qualitative and
quantitative research; Market Segmentation: Bases of segmentation; Introduction to Industrial
Buying Beh:tviour; Consun-1er behavior in online space; Use of Information technology and Al in
consumer profiling and engage1nent.
UNI'T-II
Motivation: Nature and types of motives, Maslovl's hierarchy of needs? McCle\land,s APA
tl1eory; Sel~concept & its importance; Consumer Perception: Concept and elements of
Perception, Consumer Imagery, Perceived Risk; Consumer Learning: Behavioural and Cognitive
Learning Theories; Consumer Attitud'6: Functions, sources, formation Theories {Tri component,
Multi attrib Jte and Cognitive Dissonance); Personality: Importance, theories of personality-
Freudian th( ory, Jungian theory~ Neo-Freudian theory, Trait theory.
UNIT-III
Group Dynamics and Consumer Reference Groups: Types, factors, reference group influence on
products an:i brands, applicatjons; Farnily: fConsu1ner socialization process, consumer roles
within a fa nily, purchase influences and role played· by children, family life cycle and
applications in consumer behavior; Social Class: Detern1inants and characteristics of social class,
and applications in c.onsumer behavior; Culture: Values and norms, characteristics, influence,
Sub-culture) Cross-cu Itural consun1er be! 1r.ivior. •
UNIT-IV
Consumer '.)ecision Making Process and Models: Howard Sheth, Nicosia Model, Engel
Blackwell and Kollat; Opinion Leadership: process, profile of Opinion leader, Diffusion of
innovations· Diffusion Process, Adoption Process. /
 Maharishi Markandeshwar Institute of Management
Maharishi Markandeshwar (Deemed to be Uoiversit_Y), Mullana
24-BBA-102: Business Statistics and Logic

Total Credits: 4
Lectures/ Tutorial per week: 3/1
External: 60; Internal: 40
Time Allowed: 3 hrs
Course Objective: To familiarize the students with various Statistical Data Analysis tools that canbe used for
effective decision making.

Course Outcomes:
After reading this course, the students will be able

CO-0 I: To explain the analysis the data with the help of Statistical methods
CO-02: To understand how to find the relation between variables and how to predict the valuesof other
variables.
CO-03: To apply the forecasting tools through time series analysis and Index Number.CO-04:
To use the knowledge of various concepts of probability.

Course Contents:
UNIT-I
Data Collection & Univariate analysis: Measures of Central Value: Characteristics of an idealmeasure;
Measures of Central Tendency - mean, median, mode, harmonic mean and geometric mean. Merits,
Limitations and Suitability of averages. Relationship between averages. Measures of Dispersion:
Meaning and Significance. Absolute and Relative measures of dispersion - Range, Quartile Deviation,
Mean Deviation, Standard Deviation, Coefficient of Variation, Moments, Skewness, Kurtosis.
UNIT-II
Bivariate Analysis: Correlation Analysis: Meaning and significance. Correlation and Causation,Types of
correlation. Methods of studying simple correlation - Scatter diagram, Karl Pearson's coefficient of
correlation, Spearman 's Rank correlation coefficient, Regression Analysis: Meaning and significance,
Regression vs. Correlation. Linea~ Regression, Regression lines (X onY, Y on X) and Standard error of
estimate
UNIT-III I
I

Forecasting Techniques: Analysis of Time Series: Meaning and significance. Utility,Components of

time series, Models (Additive and Multiplicative), Measurement of trend: Method of least squares,
Parabolic trend and logarithmic trend; Index Numbers: Meaning and significance, problems in
construction of index numbers, methods of constructing index numbers-weighted and un-weighted, Test of
adequacy of index numbers, chain index numbers, base shifting, splicing and deflating index number.
UNIT-IV
Theoretical Frequency Distributions: Probability: Meaning and need. Theorems of addition and
multiplication. ·Conditional probability. Bayes' theorem, Random Variable- discrete and continuous.
Probability Distribution: Meaning, characteristics (Expectation and variance) of Binomial, Poisson, and
Normal distribution. Central limit theorem.
 Maharish i M arkandesbwar Institute of Man agement
. . M
ahar1sh1 Markandeshwar (Deemed to be UniversitY,), Mullana
Suggested Readings:
I

I• L e v i n , R . ,
Statistics for Management,
a n d R u b b i n
, D . ,
P r e n t i c e
H a l l ' N e w D e l h i .

2
• Hoel • P. G., S tatistics as applied to Business and Economics, Wiley' New York.
3. Kazamier, Statistics as applied to Business, McGraw Hill, New y ork.
4 • Hoel. P.G., Calculus as applied to Business and Economic, John Wil~Y Sons, New York. &

Important Instructions:

• The list of specific references and cases will be announced by the faculty concerned at thetime of
launching of the course. •
• The evaluation of students consists of both internal and external evaluation; internal evaluation of
40 ~~ks_includes two mid-term examinations (15 marks) two assi~ent s ~15 ~arks) and class
partic1pat1on (10 marks). The external evaluation includes end-term exammatton of 60 marks
covering the whole syllabus
• For end-term examination, the examiner must cover all course contents in a balanced manner
while setting the question paper. There will be nine questions in all. First question will be
compulsory consisting of eight short questions of two marks each ( 16 marks) covering the entire
syllabus. In addition, there will be eight more questions (11 marks each)comprising two questions
from each unit. The students are required to attempt five questions in all, selecting at least one
question from each unit. First question will be compulsory. Wherev,er possible the examiner may
give a case study that will be equal to one question only.
• The students will have an option to choose from MOOCs/SAWY$ as an Open ElectiveCourse
in first and second semester of their respective academic programme to earn requisite credits for
their degree.
 MBA-ll 1: MANAGEMENT PROCESS AND ORGANISATIONAL BEHAVIOUR
Total Credits: 03 1
Lectures/Tutorial per week: 03/00 {J'fI

External: 60, Internal: 40 ~

Time Allowed: 03 Hours

Course 01 jective: To familiarize the students with the basic managerial concepts and
behavioral Jrocess in the organization.
Course Outcomes:
After readi, .g this course, the student will be able:
CO-01: To recall the concepts of n1anagen1ent process.
CO-02: To understand the applications of 1nanageria1 functions in organizations.
CO-03: To understand the concept of Individual behavior in organizations.
CO-04: To develop an understanding of role of leadership settings in managing change and
conflict in l rganizations.
Course Co 1tents:
UNIT-I
Managen1e ;t - Meaning, nature, scope, functions and principles; Evolution of management
thoughts; I\ anagerial skills; Social responsibility of managers and business; Challenges before
modem n1c1 wgers.
UNIT-II
Manager ial fL~nctions - Planning, decision making, management by objectives, Organizing -
Organizati< 11~1 structure, authority and responsibility, delegation of authority, centralization
and decenti .t! ization; Staffing, Directing, Controlling and Coordinating.
UNIT-III
Organizati( n Behaviou r - Concept and detenninants, contributing disciplines to the field of
organizatio 1 behaviour, challenges and opportunities for organization behaviour; Individual
Behavior: 1 ersonality, Perception, Values, Attitude, and Learning.
UNIT-IV
Conflict i\ ::i,1agement at Workpla ce; Managin g change in organizations; Leadership in
Organiz,1! i< 1nl settings; Perspectives of leadership - Trait, behavioral and contingency
perspective Transactional and transforn1ational leadership.
Suggest,· ~ .l '"ldings:
• Kot ntz, H. & Wechrich, H., 1\llanage111enl, McGraw Hill, New York.
• J.,q ,:·ns, Fred, Organizational Behul'iour. McGraw Hill, New York.
• r ,, l-i is, S. P., A1anagement, Prentice Hall of India, New Delhi.
• r 1~ o·,,s, S. P., Organizational Behaviour, Prentice Hall of India, New Delhi.
• .T., At/anagement, Prentice Hall of India, New Delhi.
~'')! ,:,· .

• Pra'. ~ul, L. M., Principles of Business of Management, Sultan Chand & Sons, New Delhi
Imporb' •t t ! "~tructions:
• ,, • ·;t of specific references rn1d <.:i.lscs will be announced by the concerned
t 1 _ ·'.1tor/ facu:ty at the ti1ne or launching of the course.