DEVI AHILYA VISHWAVIDYALAYA, INDORE PRESTIGE INSTITUTE OF MANAGEMENT & RESEARCH, INDORE MBA (Marketing Management) CURRICULUM [NEW] AY

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1 DEVI AHILYA VISHWAVIDYALAYA, INDORE PRESTIGE INSTITUTE OF MANAGEMENT & RESEARCH, INDORE MBA (Marketing Management) CURRICULUM [NEW] AY Semester Code List of Subjects I MM 101 FUNDAMENTALS OF MANAGEMENT MM 102 BUSINESS COMMUNICATION MM 103 ORGANIZATIONAL BEHAVIOUR MM 104 PRINCIPLES OF MARKETING MANAGEMENT MM 105 ACCOUNTING FOR MARKETING MANAGERS MM 106 INFORMATION TECHNOLOGY FOR MANAGERS MM 107 STATISTICAL METHODS FOR BUSINESS DECISIONS MM 108 RETAIL MANAGEMENT MM 109 COMPREHENSIVE VIVA VOCE II MM 201 HUMAN RESOURCE MANAGEMENT MM 202 FINANCIAL MANAGEMENT MM 203 OPERATIONS MANAGEMENT MM 204 QUANTITATIVE TECHNIQUES MM 205 E-BUSINESS FUNDAMENTALS MM 206 MARKETING RESEARCH MM 207 BUSINESS ETHICS AND MANAGEMENT BY VALUES MM 208 CUSTOMER RELATIONSHIP MANAGEMENT MM 209 COMPREHENSIVE VIVA VOCE III MM 301 DEVELOPMENT AND MANAGEMENT OF INFORMATION SYSTEMS MM 302 SUPPLY CHAIN MANAGEMENT MM 303 MARKETING STRATEGIES MM 304 CONSUMER BEHAVIOUR MM 305 ADVERTISING, SALES PROMOTION AND PUBLIC RELATIONS MM 306 SALES MANAGEMENT AND MERCHANDIZING MM 307 FINANCIAL SERVICES MM 308 ENTREPRENEURSHIP MM 309 COMPREHENSIVE VIVA VOCE IV MM 401 SERVICE MARKETING MM 402 RURAL MARKETING MM 403 INDUSTRIAL MARKETING MM 404 INTERNATIONAL MARKETING MM 405 DIRECT AND EVENT MARKETING MM 406 PRODUCT AND BRAND MANAGEMENT MM 407 ADVANCED IT TOOLS MM 408 MAJOR RESEARCH PROJECT / MARKETING DECISIONS MM 409 COMPREHENSIVE VIVA VOCE 1

2 FIRST SEMESTER MM-101 : FUNDAMENTALS OF MANAGEMENT Objectives of this course are to help the students gain understanding of the functions and responsibilities of the manager, provide them tools and techniques to be used in the performance of managerial job, and enable them to analyze and understand the environment of the organization. performance of the student. The semester examination will be worth 60 marks. It will have two sections A and B. Section A, worth 45 marks will consist of five theory questions, out of which students will be required to attempt any three questions, and Section B will comprise of one or more case(s), worth 15 marks. 1. Concept of Management: Functions and Responsibilities of Managers, Fayol's Principles of Management, Management Thought; the Classical School, the Human Relations School, Systems theory, Contingency Management, Developing Excellent Managers. 2. Planning: Nature and Purpose of Planning, the Planning Process, Principles of Planning, Types of Planning, Advantages and Limitations of Planning. 3. Concept and Nature of Objectives: Types of Objectives, Importance of Objectives, Setting objectives, Management by Objectives (MBO) Benefits and weaknesses of MBO. 4. Strategies and Policies: Concept of Corporate Strategy, formulation of Strategy, Types of Strategies, the Strategic Planning Process, the TOWS Matrix, the Portfolio Matrix, Three Generic Competitive strategies by Porter, Effective Implementation of Strategies, Types of Policies, Principles of formulation of Policies, Decision Making Process, individual Decision Making Models. 5. Organizing: Nature and Purpose of Organizing, Basis of Departmentation, Span of Management, Determinants of Span of Management, Line and Staff Relationship, Line- Staff Conflict, Bases of Delegation, Kinds of Delegation, Delegation and Decentralization, Methods of Decentralization. 6. Controlling: Concept and Process of Control, Control Techniques, Human Aspects of Control, Control as a feedback system, Feedforward Control, Preventive Control, Profit and Loss Control, Control through Return on investment, the Use of Computer for Controlling and Decision Making, the Challenges created by IT as a Control Tool. 1. Harold Koontz, O'Donnell and HeinzWeihrich (1992). Essentials of Management, New Delhi, Tata McGraw Hill. 2. R. D. Agrawal (1995). Organization and Management, New Delhi, Tata McGraw Hill. 2

3 SUGGESTED READINGS: 1. Harold Koontz, HeinzWeihrich (1994). Management: A Global Perspective, New Delhi, McGraw Hill, 10th Edition. 2. Robert Krietner (1999). Management, Houghton Miffin Co., 7th Edition. MM-102 : BUSINESS COMMUNICATION The objectives of the course are to help the students acquire the basics of interpersonal communication and public speaking, so as to improve his communication skills and ability to understand others. performance of the student. The semester examination will be worth 60 marks. It will have two sections A and B. Section A, worth 45 marks will consist of five theory questions, out of which students will be required to attempt three questions. Section B will comprise one or more case(s) worth 15 marks. 1. Introduction: Defining Communication, Process of Communication, Communication Model, Objectives of Communication, Principles of Effective Communication, Importance of Business Communication, and Importance of Feedback. 2. Factors Affecting Communication: Perception and Reality, Physical, Mechanical and Psychological Barriers to Communication, Effective Listening- Types and Essentials of effective listening. 3. Channels, Types and Forms of Communication: Verbal, Non-verbal, Formal, Informal, Internal, External and Communication Networks. 4. Designing for Effective Communication: Understanding the Composition Process, Defining the Purpose, Analyzing the Audience, Establishing the main idea, Selecting the Appropriate Channel and Medium, Transactional Analysis. 5. Fundamentals of Business Writing: Adaptation and Selection of Words, Construction of clear Sentences and Paragraphs, Writing for Effect, Basic Patterns of Business Letters, Directness in Good News and Neutral Situations, Indirectness in Bad News and Persuasive Messages, Dealing with Print and Electronic Media. 6. Employment Messages: Writing Résumé's: Controlling the Format and Style, Tailoring the Contents, Choosing the Best Organizational Plan, Writing the Perfect Resume. Application Letters: Writing the Opening Paragraph, Summarizing the Key Selling Points, Writing the Closing Paragraph. 7. Reports and Proposals: Using Reports and Proposals as Business Tools, Completing and Writing Reports and Proposals. 3

4 1. William V. Ruch (1991). Business Communication, Maxwell Macmillan, New York. 2. Lani Arredono (1994). The McGraw-Hill 36-Hour Course: Business Presentation, McGraw-Hill, New York. 3. Bill Scott (1995). The Skills of Communication, Jaico, Bombay. 4. Ronald E. Dulek and John S. Fielden (1990). Principles of Business Communication, McMillan, New York. MM-103: ORGANIZATIONAL BEHAVIOUR Objective of this course is to help students to understand human Behaviour in organizations so that they improve their managerial effectiveness. performance of the student. The semester examination will be worth 60 marks. It will have two sections A and B. Section A, worth 45 marks will consist of five theory questions, out of which students will be required to attempt three questions. Section B will comprise one or more case(s) worth 15 marks. 1. Foundations of Individual and Organizational Behaviour: OB Models, Personality- Determinants and Attributes, Values, Job Attitudes, Learning and Learning Theories, Perception Meaning, Process, Factors affecting Perception and Cognitive Dissonance theory, Hawthorne Studies 2. Motivation: Needs, Contents and Processes; Maslow's Hierarchy of Needs, Herzberg's Two Factor theory, ERG theory, Vroom's Expectancy theory, Reinforcement theory and Behaviour Modification. 3. Foundations of Group Behaviour: Defining and Classifying Groups, Group Structure and Processes, Process of Group formation, Group Decision Making, Group v/s Team, Team Effectiveness, and Decision Making. 4. Leadership: Trait theories, Behavioral theories-- Ohio State Studies, Michigan Studies, and Managerial Grid. Contingency theories-- Fiedler's Model, Hersey and Blanchard's Situational theory, Leader-Member Exchange theory, Path Goal theory, Charismatic Leadership. 5. Conflict: Intra-individual Conflict, Interpersonal Conflict, Intergroup Conflict, Organizational Conflict, Transitions in Conflict Thought, Functional versus Dysfunctional Conflict, Conflict Process, Conflict Management Techniques. 4

5 6. Organizational Change and Stress Management: forces of Change, Resistance to Change, and Lewin's Three-Step Model, Stress Management-Potential Sources, Consequences and Coping Strategies for Stress. 7. Quality of work life (QWL) Concept, Benefits and difficulties of QWL, Strategies for improving QWL. 8. Organizational Culture: Definition, Uniform Cultures, Relevance of Culture, Creating and Sustaining Culture, How Employees Learn Culture. 1. Stephen P. Robbins (2000). Organizational Behaviour: Concepts, Controversies, and Applications, New Delhi, Prentice Hall, 9th Edition. 2. Fred Luthans (1998). Organizational Behaviour, New York, McGraw Hill, 8th Edition. 3. Bill Scott (1995). The Skills of Communications, Jaico Publications, Bombay. 4. John W. Newstrom and Keith Davis (1993). Organizational Behaviour: Human Behaviour at Work, New Delhi, Tata McGraw Hill. SUGGESTED READINGS: 1. Upinder Dhar and Santosh Dhar (2002). Case Method in Management Education: Text and Illustrations, Excel, New Delhi. MM-104 : PRINCIPLES OF MARKETING MANAGEMENT The objectives of this course are to provide the students exposure to modern marketing concepts, tools, and techniques, and help them develop abilities and skills required for the performance of marketing functions. performance of the student. The semester examination will be worth 60 marks. It will have two sections, A and B. Section A, worth 45 marks, will consist of five questions, out of which students will be required to attempt three questions, Section B will comprise of one or more cases/problems, worth 15 marks. 1. Marketing Concepts: Customer Value and Satisfaction, Customers Delight, Conceptualizing Tasks and Philosophies of Marketing Management, Value chain, scanning the Marketing Environment. 5

6 2. Market Segmentation, Targeting, Positioning: Market segmentations, levels of market segmentations, patterns, procedures, requirement for effective segmentation, evaluating the market segments, selecting the market segments, tool for competitive differentiation, developing a positioning strategy. 4. Product Decision: Objectives, Product classification, Product-Mix, Product life cycle strategies, equity, challenges, repositioning branding, introduction and factors contributing the growth of packaging, introduction of labeling. 5. Pricing Decision: Factors affecting price, pricing methods and strategies. 6. Distribution Decisions: Importance and Functions of Distribution Channel, Considerations in Distribution Channel Decisions, Distribution Channel Members. 7. Promotion Decisions: A view of Communication Process, developing effective communication, Promotion-Mix elements. 9. Emerging Trends in Marketing: An introduction to Internet Marketing, Multi level Marketing, and Introduction of CRM & EVENT marketing. 1. Philip Kotler, Kevin Lane Keller, Abraham Koshy, Mithileshwar Jha (2009). Marketing Management - A South Asian Perspective, New Delhi: Pearson Education India, Thirteenth Edition. 2. Willam J. Stanton, Michael J. Etzel and Bruce J. Welker (1995). Fundamentals of Marketing Management, New York: Mc Graw Hill, 10th Edition. 3. Philip Kotler (1998). Marketing Management, Planning Analysis and Control, New Delhi, Prentice Hall of India, 9th Edition. SUGGESTED READINGS: 1. William L. Pride and O.C. Ferrell (1993). Marketing Concepts and Strategies, Boston: Houghton Mifflin Co., 8th Edition. MM 105: ACCOUNTING FOR MARKETING MANAGERS Objectives of this course are to acquaint the students with basic concepts of Financial Accounting, Cost Accounting and their use in Decision Making. performance of the student. The Semester Examination will be worth 60 marks. It will have two Section, A and B. Section A, worth 24 marks will comprise of four theory questions out of which a student will be required to attempt any two questions. Section B worth 36 marks will contain five practical/numerical problem(s) and / or Case(s) out of which a student will be required to attempt any three questions. The questions should be more related on decision making. 6

7 1. Introduction to Accounting: Meaning of Accounting, Concepts, Conventions, Concept of Double Entry System of Accounting, Rules for Debit and Credit Entries, Types of Accounts, Journalizing the Transactions, Posting Entries in Ledger Accounts, Triple Column Cash Book, Preparation of Trial Balance. 2. Preparation of Final Accounts: Differentiation Between Capital and Revenue Expenditure and Receipt, Trading Account, Profit and Loss Account, Balance Sheet, Adjustment Entries 3. Depreciation: Concept of Depreciation, WDV and SLM Methods, Retrospective Effect. 4. Introduction to Cost Accounting: Nature, Role, Scope, Concept of Cost Centers and Cost Units, Classification of Cost by Nature and Behaviors, Concept of Cost Centre and Cost Unit, Understanding Difference Between Cost Reduction and Control, Concept of Cost Statement or Cost Sheet, Total Cost Management. 5. Service Costing: Concept and Nature of Service Costing, Transport Costing, Power House Costing, Canteen Costing. 6. Budgeting: Concept of Budgeting Control, Objective and Functions of Budgeting, Fixed and Flexible Budgeting, Types of Budget; Production Budget, Total Operating Budget and its Constituents, Cost of Goods Sold Budget, Administrative Expenses Budget, Sales Budget, Selling Expenses Budget, Cash Budget, Zero Based Budget. 7. Cost Analysis for Decision Making: Make or Buy Decisions, Accept or Reject Decisions, Sell or Process Further Decision, Replace or Retain Decision, Operate or Shutdown Decision. 8. Recent Developments: Understanding concept and importance of (IA) Inflation Accounting and (HRA) Human Resources Accounting. Concept of Responsibility Centre, Measures of Non Financial Performance, Product Life Cycle Costing. Introduction to Accounting Software such as Tally. 1. Dr. Jawaharlal, Accounting for Manager, Himalaya Publishing House, Fifth Revised Edition, O.S.Gupta, P.Kothari, Accounting for Managers, Frank Bros. & Co., II Edition, S. N. Maheshwari, Accounting for Management, Vikas Publishing House, New Delhi: III Edition, M. N. Arora, Cost Accounting, Principles and Practice, Vikas Publications, New Delhi: X Edition

8 SUGGESTED READINGS: 1. S.P. Iyangar, Cost Accounting, Sultan Chand & Sons, VIII Edition R.P.Rastogi, Graded Problems and Solutions in Financial Management, Galgotia Publication, New Delhi, 5 th Edition MM-106: INFORMATION TECHNOLOGY FOR MANAGERS The objective of this course is to help students to understand the basics of Information Technology, Computer Hardware, Software, Applications, Databases, Internet and related issues. Special emphasis shall be laid on helping the students to acquire high degree of proficiency in GUI-based applications in various functional areas of management. EXAMINATION SCHEME (External 40 + Practical 20 + Internal 40): performance of the student. A panel of internal and external examiners will conduct the vivavoce examination at the end of the semester and award marks to the student out of a maximum of 20 marks. The semester examination carrying 40 marks will have eight questions out of which students will be required to attempt any five questions. 1. Fundamental of Computer System: History of computers, Generations of computers, Architecture of computers and types of computers. Computer Hardware: Input, Output, Processing, Storage and Networking devices with their working principals. Software: System and Application Software. Computer Languages: Levels/ Generation of Languages and their Features. Compilers, Interpreters and Assemblers. 2. Number System: Introduction to Number System, Decimal, Binary, Octal, Hexadecimal, their inter conversions, arithmetic and uses in computer system. 3. Operating Systems: Introduction, types and functions. DOS: External and Internal Commands and Features. WINDOWS: Basic Operations, Utilities and Features. UNIX: Introduction, Features and Basic Commands (like: pwd, cp, cd, rm, mv, ls, cat, mkdir, ch mod, rmdir, who, who am i, banner, date, kill). 4. Application Software (MS-Office) MS Word: Word Basics, Formatting Text and Documents, Working with Headers, Footers and Footnotes, Tabs, Tables and Sorting, Working with Graphics, Templates, Wizards and Sample Documents, Introduction to Mail Merge and Macros. MS Excel: Excel Basics, Rearranging Worksheets, Excel Formatting Tips and Techniques, Introduction to Functions, Excel's Chart Features, Working with Graphics, Using Worksheet as Databases, Automating "what-if" Projects. 8

9 MS PowerPoint: PowerPoint Basics, Creating Presentation, Working with Text Graphics, pictures, audio and video in Power Point. 5. Database Management System: Concepts of Data and Information, Introduction and Purpose of DBMS, Database Languages, Database Administrator, Database Users, MS Access: Database Creation, Screen/Form Design, Report Generation Using Wizard. 6. Internet: Concepts and Services, Hardware and Software Requirements, Type of Internet Connections, Advantages and Disadvantages of Internet, Modems, World Wide Web, E- mail, Chat, Browsers, Search Engines. Overview of Intranets and Extranets. 7. Computer Virus, Trojan Horse and Worms and their Prevention 1. Lucas, Henry C., Information Technology for Management, New Delhi, Tata McGraw- Hill, Suresh K. Basandra, Computers Today, New Delhi, Galgotia Publications Pvt. Ltd., Updated Ed., P.K. Sinha, Computer Fundamentals, New Delhi, BPB Publications, Fourth Ed., Annettema Stultz, Learn DOS In A Day, New Delhi, BPB Publications, Laurie Ulrich, Teach Yourself Microsoft Office 2000 in 21 days, New Delhi, Techmedia, Christian Crumlish, ABCs of the Internet, New Delhi, BPB Publications, Second Eds., Das, Sumitabha, Unix Concepts and Applications, New Delhi, Tata McGraw Hill Pub. Co. Ltd., Fourth Ed., Abraham S. H.F. Korth, S. Sudarshan. Data Base System Concepts, New York, Mc Graw Hill Inc., SUGGESTED READINGS: 1. Behl, Ramesh, Information Technology for Management, New Delhi, Tata McGraw-Hill, S. Jaiswal, Information Technology Today, New Delhi, Galgotia Publications Pvt. Ltd., Alexis Leon and Mathews Leon, Fundamentals of Information Technology, New Delhi, Vikas Publishing House Pvt. Ltd., Deepak Bharihoke, Fundamentals of Information Technology, New Delhi, Excel Books, Ron Mansfield, The Compact guide to Microsoft office, New Delhi, BPB Publications, David Garrett. Intranets Unleashed, New Delhi, Techmedia, Muneesh Kumar, Business Information Systems, New Delhi, Vikas Publishing House Pvt. Ltd., Gini Courter, and Annette Marquis, Microsoft Office 2000 No Experience Required, New Delhi, BPB Publications, David Garrett. Intranets Unleashed, New Delhi, Techmedia,1998 9

10 MM 107 : STATISTICAL METHODS FOR BUSINESS DECESIONS The objectives of the course are to equip the students with the mathematical and statistical techniques and their application to business problems. The emphasis will be on the concepts and application rather than derivations. performance of the student. The Semester Examination will be worth 60 marks. Cinsisting of two section A and B. Section A, worth 24 marks, will consist of three theory questions out of which student will be required to attempt any two questions. Section B, worth 36 marks will have five numerical/ practical problems out of which a student will be required to attempt any three questions. 1. Introduction to Statistics: Meaning and Definition of Statistics, Scope and Limitations of Statistics, Role of Statistics in Management Decisions, Introduction to Measurement of Central Tendency and Variations. 2. Probability Theory and Probability Distributions: Concepts, additive, multiplicative, conditional probability rules, Baye's Theorem, Binomial, Poisson and Normal distributions- their characteristics and applications. 3. Time Series: Time Series and its Components, Analysis, Models of Time Series, Methods of Studying Components of Time Series: Measurement of trend (moving average, exponential smoothing and least squares method), Measurement of seasonal variations (simple average, trend, and moving average method) Measurement of cyclic variations (residual method). 4. Correlation & Regression: Correlation (Karl Pearson's and Spearman's Coefficient), Methods of computing simple correlation and regression. 5. Testing of Hypothesis: Hypothesis testing and statistical influence (Introduction to methodology and Types of errors) introduction to sample tests for univariate and bivariate analysis using normal distribution, f-test, t-test, z-test and chi square test. 1. J.K. Sharma, Mathematics for Management and Computer Applications, New Delhi, Galgotia Publication. 2. R. K. Ghosh and S. Saha (1999). Business mathematics and statistics, Calcutta, New Central Book Agency 9th Edition. 3. S. Saha (2000). Business Mathematics and Quantitative Techniques, Calcutta, Central Book Agency. 4. Richard I. Levin and D.S. Rubin (2000). Statistics for Management, New Delhi: Prentice Hall of India. 5. S. P. Gupta (2001). Statistical Methods, New Delhi, Sultan Chand and Sons. 10

11 SUGGESTED READINGS: 1. J. N. Kapur and H. C. Saxena (2001). Mathematical Statistics, New Delhi, Sultan Chand and Company Ltd., 20th ed. 2. D. C. Sancheti and V. K. Kapoor (2001). Statistics: Theory, Methods and Applications, New Delhi: Sultan Chand and Sons. 3. D.N. Elhance, Veena Elhance and B. M. Aggrawal (1996). Fundamentals of Statistics, Allahabad: Kitab Mahal. MM 108: RETAIL MANAGEMENT The Objective of the course is to provide the students exposure to Retail Management Concepts to help them develop skills and abilities required to manage Retail Outlet. performance of the student. The semester examination will be worth 60 marks. It will have four sections A, B, C and D. Section A will be of 20 Marks having 5 questions (short answer type) worth 4 marks each, Section B will be of 10 Marks having 5 questions (objective type) worth 2 marks each, Section C will be of 15 Marks having 2 questions (Essay type) worth 7.5 marks each and Section D will be of 15 Marks having One or more cases (open ended or closed ended). 1. Introduction to Retail Management: Meaning of Retail and Retailing, Types of Retailers, Retailing scenario in India. 2. Retail Market Strategy and Consumerism: Meaning of Retail Market Strategy, Specifics for Gaining Sustainable Competitive Advantage, Standalone Stores The Oldest Retail Format, Standalone Stores The Oldest Retail Format, Rural Retailing, The Strategic Retail Planning Process, Shopping Trends in Indian Retail Market. 3. Planning and Merchandise Management for Retail Outlets: Meaning of Merchandise Management, Categorizing the Buying Process, Setting Objectives for Merchandising Plan, Sales Forecasting for Retailing, Determining the Assortment Planning Process, Buying Systems, Open-to-Buy System. 4. Location Selection and Strategies for Retail Outlets: Factors Influencing Retailer s Choice of Location, Types of Location Site and Retail, Retail Location Strategies, Factors Affecting the Location of Retail Outlet, Retail Location Research and Techniques, Retail Organization Designs and Structures. 5. Marketing Management and Related Issues in Retailing: Meaning of Retail Marketing, Store Design and Layout, Role of Pricing in Retail Market, Factors Affecting Retail Pricing, Pricing Strategies and Approaches, Importance of Promotion in Retailing, 11

12 Forms of Retail Promotion and Communicating with Customers, Factors Affecting Choice of Communication Methods, Campaign Management. 6. Store Loyalty Management and Visual Merchandising: Types of Customers, Meaning of Customer Loyalty, Variables Influencing Store Loyalty, Building Loyalty Through Advocating Certain Essential Factors, Helping Customers in Their Planned/Unplanned and Impulse Buying Decisions, Motives for Shopping and within the Store Factors, Store Loyalty Model, Influencing Customer Behaviour Through Visual Merchandising, Value Added Through Private Labels. 7. Common Woes in Retailing: Focus on Safety/Security at Retail Outlets, Handling of Inventory Shrinkages, Measures to Reduce Shoplifting, Importance of Data Security, Retail Security-Indian Scenario, Parking Space Problems at Retail Centers. 8. Mall Management: Meaning of Franchising, Franchise Market, Franchising in India, Growth Potential, Trends for Indian Franchising, Mall Management, Factors or Parameters Affecting the Success of Malls, Size and Few Well known Malls. 1. Suja Nair (2006). Retail Management, Mumbai: Himalaya Publishing House. 2. Ogenyi Omar (1999). Retail Marketing, London: FT Pitman Publishing. SUGGESTED READINGS: 1. Barry Berman and Joel R. Evans (2002). Retail Management: A Strategic Approach, New Delhi: Pearson Education. 2. M. V. Kulkarni (2005). Retail Marketing Management, Pune: Everest Publishing House. 3. Dunne Lusch, Retail Management, Cengage Learning India Pvt. Ltd., New Delhi, A Shiva Kumar, Retail Marketing, Excel Books, New Delhi, MM 109 : COMPREHENSIVE VIVA VOCE The objective of this paper is to judge the knowledge gained by the student over the course of the first semester. During the last month of the semester, a comprehensive viva voce will be held, where overall performance of students will be evaluated. The marks obtained by students will be out of 100. ALL SUBJECTS AT THE FIRST SEMESTER 12

13 SECOND SEMESTER MM-201 : HUMAN RESOURCE MANAGEMENT The objectives of this course are to help the students develop an understanding of the dimensions of the management of human resources, with particular reference to HRM policies and practices in India. Attention will also be paid to help them develop their communication and decision making skills through case discussions, role-plays etc. performance of the student. The Semester examination will be worth 60 marks. It will have two sections, A and B. Section A, worth 45 marks, will contain five theory questions out of which students will be required to attempt three questions. Section B will comprise of one or more cases, worth 15 marks. 1. The Field of HRM: An Overview, Concept and Functions, Personnel to HRM, ASTD HRM Model. 2. Acquisition of Human Resources: Objectives, Policies and Process of Human Resource Planning, Human Resource Planning in Evolving Small and Entrepreneurial Organization, Job Analysis, Job Description, Job Specification, Job Design (Nature of Job Design, Job Characteristics, Reengineering Jobs, Using Teams in Jobs,Advantages and Disadvantages of Team Jobs, Consequences of Job Design), Recruitment,, Promotion and Transfer. 3. The Human Resource Organization : Structure of Human Resource Management, Role and Responsibilities of the Human Resource Selection, induction, Placement Department (Administrative, Operational and Strategic Role of HR). 4. Human Resource Policies: formulation and Essentials of Sound HR Policies. 5. Development of Human Resources: Training and Development, Evaluation of Training and Performance Appraisal (Appraising individual and Team Performance), introduction to Career and Succession Planning. 6. Maintenance of Human Resources: Job Evaluation, Designing and Administering the Wage and Salary Structure, Wage Systems, Grievance Handling Procedure. 7. Separation Processes: Turnover, Retirement, Layoff, Retrenchment and Discharge, VRS (Mechanism of VRS, VRS in Public Sector and Private Sector), Rehabilitation of Surplus Employees. 8. Emerging Trends and Challenges in HRM: Economic & Technological Change, Work force Availability and Quality, Enhancing Organizational Performance, Expanding Human Capital, Ethics and HRM, HR Management Competencies and Careers - 13

14 Knowledge of Business Organizations and Organization Culture, influence and Change Management, Specific HR Knowledge and Expertise. 1. Michael Armstrong (2001). A Handbook of Human Resource Practice, London, Kogan Page, 8th Edition. 2. David S. Decenzo and Stephen P. Robbins (1988). Personnel/Human Resource Management, New Delhi, Prentice Hall, 3rd Edition. 3. Robert L. Mathis and John H. Jackson (1995). Human Resource Management, 9th Edn., South Western College Publishing. SUGGESTED READINGS: 1. William B. Werther Jr. and Keith Davis (1993). Human Resources and Personnel Management, Singapore, McGraw Hill, 4th Edition. 2. Arun Monappa and Mirza S. Saiyadain (1995) Personnel Management, New Delhi, Tata McGraw Hill. 3. P Subba Rao (2000). Essentials of Human Resource Management and industrial Relations: Text, Cases and Games, Mumbai, Himalaya. 4. Biswajeet Patanayak (2001). Human Resource Management, New Delhi, Prentice Hall India. 5. Holloway J. Ed. (1996). Performance Measurement and Evaluations, New Delhi, Sage Publications. 6. Guy V. & Mattock J. (1993). The New international Manager, London, Kogan Press. MM 202: FINANCIAL MANAGEMENT The objectives of this course is to provide are to help the students learn the concepts, tools and skills of financial analysis, financial management, and application in the efficient marketing as well as conduct of business. performance of the student. The Semester Examination will be worth 60 marks. It will have two Section, A and B. Section A, worth 24 marks will comprise of four theory questions out of which a student will be required to attempt any two questions. Section B worth 36 marks will contain five practical/numerical problems and / or Cases out of which a student will be required to attempt any three questions. The questions should be more related on decision making. 1. Introduction: Concept, Nature, Scope, and Objective of Financial Management, Finance Functions, Sources of Finance. 14

15 2. Ratio Analysis: Liquidity, Activity, Profitability and Leverage Ratios. Interpretation of ratios. 3. Break Even Analysis: Concept of Break Even Analysis, Contribution Analysis and Segment Contribution and Their use in Profit Planning. 4. Leverage Analysis: Operating Financial and Combined Leverages. Management Usages of These Leverages. 5. Cost of Capital: Concept of Capital Structure, Cost of Debt, Cost of preference Share Capital, Cost of Equity Share Capital, Weighted Average Cost of Capital. 6. Capital Budgeting: Time value of money, Non Discounted Cash Flow Methods; Pay Back Method, Average Rate of Return, Discounted Cash Flow Methods; Net Present Value Method, Internal Rate of Return Method, Discounted Pay Back Method, Profitability Index. 7. Working Capital: Concept, Need and Determinants, Cash Management, Receivable Management. 1. Brigham & Ehrhardt, Financial Management, Cengage Learning, I.M.Pandey, Financial Management, New Delhi: Vikas Publication House, 9th Ed., M.Y.Khan & P.K.Jain, Financial Management, Delhi: Tata Mc Graw Hill, 5 TH Edition Sharma & Gupta, Financial Management, Kalyani Publication, 4 th Edu, 2003 SUGGESTED READINGS: 1. Prasanna Chandra, Financial Management, New Delhi: Tata Mc Graw Hill, 7 th Edu, R.P.Rastogi, Graded Problems and Solutions in Financial Management, Galgotia Publication, New Delhi, 5 th Edition Ravi M Kishore, Financial Management, Taxmann, 6 th Edu,

16 MM 203: OPERATIONS MANAGEMENT The objective of this course is to help the students understand the concepts of production function, inventory control, quality control, purchasing and materials management, and application of technical models and techniques for solving production problems. performance of the student. The semester examination will be worth 60 marks. It will have two Sections, A and B. Section A, worth 24 marks, will consist of four theory questions out of which student will be required to attempt any two questions. Section B, worth 36 marks will have five numerical problem(s)/practical problem(s)/case(s) out of which a student will be required to attempt any three questions. 1. Introduction to Production and Operations Management: Nature of Production / Operations Management, Production Function and Its Environment, Functions of Production/Operations Manager, Organization of Production Function. 2. Facilities Planning: Product Selection and Design, Service Design, Process and Technology Selection, Location of Manufacturing / Service Facility, Layout of Manufacturing/Service Facility, Layout Design 3. Resources Requirement Planning: Capacity Planning, Machines and Labour Planning (Computations of Number of Machines and Number of Workers) and Learning Curve Application. Production Planning and Control: Aggregate Production Planning, Materials Requirement Planning I,II and III. 4. Operations Scheduling and Production Activity Control for Mass Manufacturing. (Assembly line Balancing Using Priority Rules - Rank Positional Weight, Longest Activity Duration and Largest Number of Successors), Batch Processing (Sequencing Using Run - out Time) and Job Shop - n-jobs on Single Machine (Using EDD, SPT, FCFS, ST, CR), n-jobs on Two/Three Machines (Johnson's Rule), 2-Jobs on m-machines (Graphical Method - Aker's Algorithm) 5. Quality Control: Quality Control Function, Acceptance Sampling (Single Sampling, Double Sampling and Multiple Sampling), Statistical Process Control, Operating Characteristics Curve and Its Applications (for Attributes and Variables), Application of Control Charts (C-chart, P-chart, X and R charts), Quality Circles, Quality Improvements, Introduction to Six Sigma Quality Concept and Its Role in Quality Management, Preventive and Breakdown Maintenance. 6. Materials Management: Management in Relation to Materials: Meaning, Definition, Areas, Objectives, Importance, Role of Materials Manager, Integrated Materials Management, Materials Planning, Materials Identification, Codification and Standardization 7. Purchasing Management: Organization, Principles, Procedures and Systems, Sourcing: Factors Affecting Selection of Sources, Vendor Evaluation Methods, Negotiation and 16

17 Buyer-Seller Relations, Inventory: Importance and Scope, Selective Inventory Control, Cost Concept in Inventory, Types of Inventory Problems, Inventory Control Models, Economic Order Quantity 1. R. Paneerselvam. Production and Operations Management, New Delhi, Prentice Hall of India Publications, S.N.Chary, Cases and Problems in Production and Operations Management, New Delhi, Tata McGraw Hill Publications, 5th Edition, Joseph G. Monks, Operations Management, New York, McGraw Hill Publications, Donald W. Dobler, Lamer Lee Jr. and David N. Burt, Purchasing and Materials Management, New Delhi, Tata Mc Graw Hill, 4th Edition, SUGGESTED READINGS: 1. James R. Evans, David R. Anderson, Dennis J. Sweeney and Thomas A. Williams, Applied Production and Operations Management, New York, West Publishing Company, first Edition, Elwood S. Buffa and Rakesh K. Sarin, Modern Production, Operations Management, Singapore, John Wiley and Sons, 8th Edition, Everett E. Adam Jr. and R.J. Ebert, Production and Operations Management, New Delhi, Prentice Hall of India Publications, P.Gopalkrishnan and M. Sundaresan, Materials Management: Integrated Approach, New Delhi, Prentice Hall of India, Richard B Chase and Nicholas J. Aquilano, Production and Operations Management: Manufacturing and Services, Chicago, Irwin, MM-204 : QUANTITATIVE TECHNIQUE The objectives of this course are to help the students acquire quantitative tools, and use these tools for the analysis and solution of business problems. The emphasis will be on the concepts and application rather than derivations. performance of the student. The Semester examination will be worth 60 marks. It will have two Sections, A and B. Section A, worth 24 marks, will consist of three theory questions out of which student will be required to attempt any two questions. Section B, worth 36 marks will have five numerical/ practical problems out of which a student will be required to attempt any three questions. 17

18 1. Quantitative Techniques and Operations Research: Meaning, Scope of Quantitative Techniques and Operations Research in Management, Advantages and Limitations of Quantitative Techniques. 2. Linear Programming: Meaning of Linear programming, General Mathematical formulation of LPP, Graphical Analysis, Simplex Method, Two-phase method, Big-M Method, Duality and post optimality analysis Advantage and limitations of LPP. 3. (a) Transportation Model: Mathematical Formulation, Initial Basic Feasible Solution, Vogel's Approximation Method, Optimization (Minimization and Maximization) using Modified Distribution Method and Stepping Stone Method. (b) Assignment Problem: Assignment Model as a particular case of transportation model, formulation of assignment problems, Solution of assignment problems using Hungarian Method (Minimization and Maximization, Route Allocation). 4. Replacement Models: Introduction, Scope in Management, Single Equipment Replacement Model and Group Replacement 5. Game Theory: Introduction to Games, Maximin and Minimax Principles, Pure and Mixed Strategies, Solutions of Games using -Algebric and Graphical Methods, Game Theory and Linear Programming. 6. Markov Chain Analysis: Computation of sequential probability of states for different periods, steady state probability of states and application of Markov Chain. 8. Simulation: Introduction to simulation, Monte Carlo Technique and its applications. 1. S. D. Sharma (2002). Operations Research, Meerut: Kedar Nath Ram Nath and Co., 8th Edition. 2. N. D. Vohra (2000). Quantitative Techniques, New Delhi: Tata McGraw Hill Publications, 15th Edition. 3. Hamdy A. Taha (1996). Operations Research: An Introduction, New Delhi: Prentice Hall of India Pvt. Ltd. 4. Haruly M. Wagner (1996). Principles of Operations Research with application to managerials decisions, New Delhi: Prentice Hall of India Pvt. Ltd, 2nd Edition. 5. V. K. Kapoor (2001). Problems and Solutions in Operations Research, New Delhi: Sultan Chand and Sons. MM 205: E-BUSINESS FUNDAMENTALS The objective of this course is to help students to understand the basics of Electronic Business, Electronic Commerce and related issues. EXAMINATION SCHEME (External 60 + Internal 40): performance of the student. The semester examination carrying 60 marks will have eight questions out of which students will be required to attempt any five questions. 18

19 1. E-Business: Fundamentals, E-Business Framework, E-Business Application, Network Infrastructure for E-Business. Implementation issues of E-Business. 2. Electronic Payment System: Type of E-payment, Digital Token-Based E-payment, Smart Card, Credit Card Payment Systems, Risk on E-payment, Designing E-payment System, Role of Banking in Electronic Payment. 3. Inter-Organization Management: EDI Application in Business, Standardization and EDI, EDI Software Implementation, VANs (Value Added Network), Internet Based EDI. Case studies on EDI. 4. E-Business and Marketing: Internet Marketing Vs Physical Offline Marketing, Internet Marketing Methodology, Creating an Online Presence: Website promotion, Internet Advertising, Traffic and Brand Building, Online Pricing, Online Market Research, Legal problems of Real time marketing and information marketing, Electronic customer support, personalization and consumer benefits. 5. Web-catalogues, Business Care for Documents Library, Type of Digital Documents, Documents Infrastructure, Multi-media, Digital Video and Data Warehouses. 6. E-business Standard, Cyber Laws, Cyber Crimes and Frauds, Types and Tools of Hacking. Security and E-business: Client-server Security, Data and Message Security, Document Security, Firewalls. 7. Future of Electronic-Business: Mobile and Wireless Computing Fundamentals and Applications, Virtual Factory, Web Portals and Vortals concepts, Strategies for Electronic Business. 1. Jawadekar, Waman, S. Management Information System-A Digital-Firm Perspective, New Delhi, Tata McGraw-Hill, Parag Diwan and Sunil Sharma, E-Commerce, New Delhi, Excel Books, First Ed., Ravi Kalakotta and B. Whinston, Frontiers of E-Commerce, New Delhi, Addison- Wesley, SUGGESTED READINGS: 1. Daniel Amor, The E-Business (R) Evolution, New Delhi, Prentice Hall, PTR, MatthewReynolds, Beginning of E-Commerce, New Delhi, Shroff Publication, Kamlesh K. Bajaj and Debjani Nag, E-Commerce, New Delhi,Tata McGraw Hills, R. Kalakotta and M. Robinson, E-Business: Roadmap for Success, New Delhi, Addison-Wesley,

20 MM-206 : MARKETING RESEARCH The objectives of the course are to equip the students with the concept and methods of Business Research. The students will be able to plan, design and carry out business research using scientific methods and prepare research report(s) / paper(s). performance of the student. The students will have to take up a minor Research project based on Research Methods. The semester examination will be worth 60 marks. It will have four sections A, B, C and D. Section A will be of 20 Marks having 5 questions (short answer type) worth 4 marks each, Section B will be of 10 Marks having 5 questions (objective type) worth 2 marks each, Section C will be of 15 Marks having 2 questions (Essay type) worth 7.5 marks each and Section D will be of 15 Marks having One or more cases (open ended or closed ended). 1. Introduction to Research Methods: Role and objectives of business research, types of research, research process: Overview, problems encountered by researcher. 2. Research Design: Selecting research problem, defining research problem, need for research design, features of a good research design and different research designs (exploratory, descriptive, experimental and diagnostic research, hypothesis testing). 3. Sampling Theory and Design of Sample Survey: Census Vs Sample Enumerations, Objectives and Principles of Sampling, Types of Sampling, Sampling and Non-Sampling Errors. 4. Data Collection and Analysis: Collection, Organization, Presentation, Analysis and Interrelation of Primary and Secondary Data, Multiple Regression, Factor Analysis, Cluster Analysis, Perceptual Mapping, Multidimensional Scaling, Discriminant and Canonical Analysis, Conjoint Analysis. 5. Measurement of Scaling Concepts: Measurement in research, measurement scales, sources of errors in measurement, Techniques of developing measurement tools, classification and testing (reliability, verification and validity) scales, Designing questionnaires and interviews. 6. Interpretations and Report Writing: Meaning of interpretation, techniques of Interpretation, precautions in interpretation, significance of report writing, steps in report writing, layout of report and precautions in writing research reports. 1. William G. Zikmund, Business Research Methods, Orlando: Dryden Press. 2. C. William Emory and Cooper R. Donald (1991). Business Research Methods, Boston, Irwin, 4th Edition. 3. Fred N Kerlinger, Foundations of Behavioural Research, New Delhi: Surjeet Publications. SUGGESTED READINGS: 1. David Nachmias and Chava Nachmias, Research Methods in the Social Sciences, New York: St.Marlia's Press. 2. C. R. Kothari, Research Methodology: Methods and techniques, New Delhi: Vishwa Prakashan. 20