Scheme and Syllabi

(Approved in BOS held on 10

th
May,2013)
OF
MAST! OF B"S#$SS A%M#$#ST!AT#O$
(MBA)
&M'A "$#(!S#T& OF S'#$' A$% T')$O*O+&
FA!#%ABA%
www.ymcaust.ac.in
mba@ymcaie.ac.in
1
MBA Scheme o, St-dy
Max Marks : 3700
Core Courses Credit : 74
Specialisation Courses Credit : 60
Manaement !rainin Credit : 4
"esearc# $ro%ect Credit : 6
Seminar on &usiness '((airs : )
Manaerial Skill *e+elopment : )
Case Study 'nalysis : )
Communication ,ab : -
Total 'redit . 1/0
'riteria ,or #nternal a00e00ment
Sessional !est . : 30 Marks
Sessional !est .. : 30 Marks
$resentations/ 0i+a/ 'ssinments : 10 Marks
'+erae o( t#e two sessional tests will be taken (or assessment out o( 30 marks. 2or
t#e purpose o( internal assessment out o( 10 marks3 assinments3 presentations or +i+a
may be taken. 'ssinments (or t#e sub%ects are to be submitted durin t#e week
subse4uent to (irst and second sessionals. Sub%ect +i+a will be conducted a(ter
sessional test ...
B-0ine00 ca0e St-dy Analy0i0 .
*urin t#e session3 t#e students will learn to sol+e case studies related to current
business scenario. !#e students will be i+en case studies in a roup o( 356. 'll t#e
roups are re4uired to present t#eir case analysis in t#e class (or 165-0 minutes. 7ac#
roup #as to analyse at least 6 cases durin t#e semester and submit t#eir report.
Seminar on B-0ine00 A,,air0.
'll t#e students are re4uired to read and carry at least one current business publication
daily. *urin t#e session3 t#e students will make presentations on current business
a((airs in a roup o( 356. 'll t#e students are re4uired to summarise current business
a((airs and submit t#eir report at t#e end o( t#e semester (or t#e purpose o( +i+a.
Mana1ement S2ill development.
*urin t#e session +arious acti+ities will be conducted (or students (or t#eir o+erall
personality de+elopment emp#asi8in on manaerial skill de+elopment.
2
Seme0ter #
S-b3ect
'ode
S-b3ect 'redit0 Mar20
#nterna
l
4ternal
M 101 Manaement $rocess and
9ranisational &e#a+iour
6 40 60
M 102 'ccountin (or Manaers 6 40 60
M103 Manaerial 7conomics 6 40 60
M105 Manaerial
Communication
6 40 60
M 106 .ndian 2inancial System 6 40 60
M 107 ,eal 'spects o( &usiness 4 40 60
M 10/ :uantitati+e !ec#ni4ues
(or Manaerial *ecisions
6 40 60
M 108 Seminar on &usiness
'((airs .
- 60
M 109 Manaerial Skill
*e+elopment .
- 60
M 110
Case Study 'nalysis . - 60
!otal Credits : 40 !otal Marks : )60
Seme0ter ##
S-b3ect 'ode S-b3ect 'redit0 Mar20
#nternal 4ternal
M 111 ;uman "esource
Manaement
6 40 60
M112 Marketin Manaement 6 40 60
M113 2inancial Manaement 6 40 60
M 115 .nternational &usiness
7n+ironment
6 40 60
M 116 &usiness "esearc# 4 40 60
M 117 9perations Manaement 4 40 60
M 11/ Strateic Manaement 4 40 60
M118 Seminar on &usiness
'((airs ..
- 60
M119 Manaerial Skill
*e+elopment ..
- 60
M120 Case Study 'nalysis .. - 60
M121 Communication ,ab . - 60
!otal Credits
: 40
!otal Marks : <00
Seme0ter ###
3
S-b3ect
'ode
S-b3ect 'redit0 Mar20
#nternal 4ternal
M 201 Manaement !rainin 4 100
M 202 &usiness 7t#ics and
Corporate =o+ernance
4 40 60
M203 Seminar on &usiness '((airs
...
- 60
M205 Manaerial Skill
*e+elopment ...
- 60
M206 Case Study 'nalysis ... - 60
MM:FM Speciali8ation Course . 6 40 60
MM:FM Speciali8ation Course .. 6 40 60
MM:FM Speciali8ation Course ... 6 40 60
MM:FM Speciali8ation Course .0 6 40 60
MM:FM Speciali8ation Course 0 6 40 60
MM:FM Speciali8ation Course 0. 6 40 60
!otal Credits : 44 !otal Marks : <60
Seme0ter #(
S-b3ect 'ode S-b3ect 'redit0 Mar20
#nternal 4ternal
M 207 7ntrepreneurs#ip
*e+elopment/ *isaster
Manaement
4 40 60
M 20/ "esearc# $ro%ect 6 60 100
M208 Seminar on &usiness
'((airs .0
- 60
M209 Manaerial Skill
*e+elopment .0
- 60
M210 Case Study 'nalysis .0 - 60
)!M:FM Speciali8ation Course . 6 40 60
)!M:FM Speciali8ation Course .. 6 40 60
)!M:FM Speciali8ation Course ... 6 40 60
)!M:FM Speciali8ation Course .0 6 40 60
)!M:FM Speciali8ation Course 0 6 40 60
)!M:FM Speciali8ation Course 0. 6 40 60
!otal Credits :
46
!otal Marks : 1000
*i0t o, Speciali;ed 'o-r0e0 to be o,,ered in 3
rd
and 5
th
0eme0ter
4
Speciali;ation
'o-r0e
Finance Mana1ement Mar2etin1
Mana1ement
)-man !e0o-rce
Mana1ement
. *irect !ax Manaement
>2M101?
.nternational
Marketin
>MM101?
!rainin and
*e+elopment
>;"M101?
.. Security 'nalysis and
.n+estment Manaement
>2M10-?
Ser+ices Marketin
>MM10-?
9ranisation C#ane
and *e+elopment
>;"M10-?
... $ro%ect $lannin and
'nalysis >2M103?
Consumer
&e#a+iour
>MM103?
.ndustrial "elations
and its ,eal aspects
>;"M103?
.0 2orein 7xc#ane
Manaement >2M104?
Sales and
*istribution
Manaement
>MM104?
Cross Cultural
;uman resource
Manaement
>;"M104?
0 @orkin Capital
Manaement >2M106?
&rand Manaement
>MM106?
;uman "esource
$lannin and
*e+elopment
>;"M106?
0. "isk Manaement 'nd
.nsurance >2M106?
Customer
"elations#ip
Manaement
>MM106?
Compensation
Manaement
>;"M106?
0.. 7xport .mport
$rocedure and
*ocumentation
>2M107?
.nterated
Marketin
Communication
>MM107?
$er(ormance
Manaement
>;"M107?
0... Merers3 'c4uisition
and Corporate
"estructurin >2M10)?
"etail Manaement
>MM10)?
Strateic ;uman
"esource
Manaement
>;"M10)?
5
F#!ST &A! S"B<'TS
6
MA$A+M$T =!O'SS > O!+A$#?AT#O$A* B)A(#O!
M 101
* T =
6 0 0

"nit@#
.ntroduction to manaement: concept3 natureA e+olution o( manaement t#ou#ts B
traditional3 be#a+ioural3 system3 continency and 4uality +iewpointsA Manaerial
competenciesA 2unctions o( Manaement: $lannin3 9rani8in3 *irectin3
Controllin3 $roblem sol+in and *ecision makinA Manaement controlA manaerial
et#ics and social responsibilityA Manaement .n(ormation System >M.S?
"nit@##
2undamentals o( 9rani8ational &e#a+ior: Concept3 e+olution3 importance and
relations#ip wit# ot#er 2ieldsA Contemporary c#allenes o( 9&A .ndi+idual $rocesses
and &e#a+ior B di((erences3 $ersonality5 concept3 determinant3 t#eories and
applicationsA 0alues3 'ttitudes and 7motions3 $erception5 concept3 process and
applications3 ,earnin and "ein(orcementA Moti+ation: concept3 t#eories and
applicationsA Stress manaement.
"nit@###
.nterpersonal $rocesses5 @ork teams and roups5 *e(inition o( =roup3 Staes o(
roup de+elopment3 =roup co#esi+eness3 !ypes o( roupsA !eam &uildinA Con(lict B
concept3 sources3 types3 manaement o( con(lictA $ower and $olitical &e#a+iorA
,eaders#ip.

"nit@#(
9rani8ational $rocesses and structure: orani8ational desin and climateA
9rani8ational cultureA 9rani8ational c#ane: Concept3 Cature3 "esistance to
C#ane3 C#ane Manaement3 .mplementin C#ane and 9rani8ational
*e+elopment.
S-11e0ted !eadin10.
1. "obbins3 S.$. and *ecen8o3 *.'. 2undamentals o( Manaement3 $earson
7ducation 'sia3 Cew *el#i.
-. Stoner3 D et. al3 Manaement3 Cew *el#i3 $;.3 Cew *el#i
3. Satya "a%u3 Manaement B !ext E Cases 3 $;.3 Cew *el#i
4. Fa+ita Sin#3>-00<? 9ranisational &e#a+iour: !ext and cases. Cew *el#i:
$earson 7ducation
6. $areek3 Gdai3>-01-? Gnderstandin 9ranisational &e#a+iour3 9x(ord Gni+ersity
$ress3 Cew *el#i
6. "obbins3 S.$. E Dude3 !.'.>-00<?3 9ranisational &e#a+iour>13
t#
edition?3
$rentice ;all o( .ndia3 Cew *el#i
A''O"$T#$+ FO! MA$A+!S
7
M 102
* T =
6 0 0
"nit@#
Meanin nature and scope o( di((erent types o( accountin and t#eir comparison.
'ccountin principles and .ndian accountin standards3 preparation o( (inal accounts
o( company wit# basic ad%ustments3 simple problems o( consolidated (inancial
statements
"nit@##
'nalysis and interpretation o( (inancial statements B meanin3 importance and
tec#ni4ues3 ratio analysisA (und (low analysisA cas# (low analysis >'S53?
"nit@###
Classi(ication o( costs3 preparation o( cost s#eet3 in+entory +aluation3 o+er+iew o(
standard costin and +ariance analysisA material +ariance and labour +ariance.
"nit@#(
&udetary control5 meanin3 need3 ob%ecti+es3 essentials o( budetin3 di((erent types
o( budets cas# budet3 (lexible budet 8ero base budet per(ormance budetA
marinal costin3 &7$ analysis3 decision makin (or optimum sales mix3 explorin
new markets3 make/&uy decisions3 expand/ contract3 acceptin and re%ectin decisions
S-11e0ted !eadin10.
1. Sin#al3 '.F. and =#os# "oy3 ;.D.3 'ccountin (or Manaers, D&C $ublis#ers and
*istributors3 Ce w *el#i
-. $andey3 ..M.3 Manaement 'ccountin3 0ikas $ublis#in ;ouse3 Cew*el#i
3. ;ornren3 Sundem and Stratton3 .ntroduction to Manaement 'ccountin3 $earson
7ducation3 Cew.*el#i.
4. Dain3 S.$ and Caran3 F.,.3 'd+anced Cost 'ccountin3 Falyani $ublis#ers3
,ud#iana.
6. F#an3 M.H. and Dain3 $.F.3 Manaement 'ccountin3 !M;3 Cew*el#i

8
MA$A+!#A* 'O$OM#'S
M 103
* T =
6 0 0
"nit@#
Cature and scope o( manaerial economicsA nature o( marinal analysisA alternati+e
ob%ecti+es o( business (irmsA cardinal utility t#eoryA indi((erence cur+e tec#ni4ue and
t#e t#eory o( consumer c#oiceA consumer surplusA price e((ect combination o( income
e((ect and substitution e((ects.
"nit@##
,aw o( demand3 demand elasticitiesA demand estimation and (orecastinA $roduction
'nalysis3 ,aw o( +ariable proportionsA laws o( return .so4uants3 9ptimal Combination
o( .nputs3 'pplications in Manaerial *ecision MakinA price5output decisions under
alternati+e market structuresA s#ut5down pointsA &aumolIs sales maximi8ation modelA
ad+ertisin and price5output decisions.
"nit@###
!#eory o( Cost : !raditional and Modern !#eory o( Cost in S#ort and ,on runs3
7conomies and diseconomies o( Scale A "e+enue cur+esA Market Structures: $rice5
9utput
decisions under $er(ect Competition3 Monopoly3 Monopolistic Competition and
9liopolyA B $rice and Con5price Competition. S#ut down $oint.
.
"nit@#(
Concept o( Cational .ncomeA Circular 2low o( economic acti+ities3 *eterminants o(
7conomic *e+elopment. "ecent *e+elopments in .ndian 7conomy. &usiness cyclesA
in(lationA types and control met#ods. Monetary policy3 2iscal policy3 &alance o(
payment o( .ndiaA !rade de(icit and remedies. ,$= and $$$ in .ndia3 7J.M $olicy
and 2*. in .ndia.
S-11e0ted !eadin10.
1. ;irsc#ey 3 Mark3 Manaerial 7conomics3 !#omson ,earnin3 &analore
-. Monroe3 Fent &.3 $ricin5Makin $ro(itable *ecisions3 Mac=raw5;ill3 Cew Hork
3. Feat3 $aul &.3 and $#ilip F.H. Houn3 Manaerial 7conomics B 7conomic !ools
(or !odayIs *ecision Makers3 $earson 7ducation3 *el#i
4. Sal+atore3 *ominick3 Manaerial 7conomics in a =lobal 7conomy3 !#omson
,earnin3 ;yderabad
6. !.". Dain3 Manaerial 7conomics3 0.F. $ublication
9
MA$A+!#A* 'OMM"$#'AT#O$
M 105
* T =
6 0 0
"nit #
!#eory o( Communication: Cature3 .mportance and "ole o( CommunicationA !#e
Communication $rocessA &arriers and =ateways to Communication.
"nit ##
2orms o( Communication: @ritten Communication: > $rinciples o( 7((ecti+e @ritten
CommunicationA Commercial ,etters3 sale letter3 routine letter3 en4uiries3 inter o((ice
memos3 "eport @ritin3 Speec# @ritin3 $reparin Minutes o( MeetinsA 7xecuti+e
Summary o( *ocuments3 @ritin $ositi+e3 Ceati+e $ersuasi+e3 7lectronic
Messaes?3 Con50erbal Communication 3 9ral Communication: 'rt o( $ublic
Speakin3 7((ecti+e ,istenin3 Communicatin in !eams.
"nit ###
.mportant $arameters in Communication3 !#e Cross Cultural *imensions o( &usiness
Communication3 !ec#noloy and Communication3 +ideo con(erencin 3 Cet eti4uettes
7t#ical E ,eal .ssues in &usiness Communication3 Mass Communication: Mass
Communication E $romotion Strateies3 'd+ertisements3 $ublicity3 and $ress
"eleases. Media Mix3 $ublic "elations3 Cewsletters.
"nit #(
9t#er Communication $arameters: Ceotiation $rocess E its Manaement3 *esinin
0isual Communication3 Creatin and *eli+erin 9nline $resentations. 'pplications
o( Communication:5 @ritin a Summer $ro%ect "eport3 @ritin C0s E 'pplication
,etters3 =roup *iscussions E .nter+iews3 !#e 7mployment .nter+iew
S-11e0ted !eadin10.
1. ,esikar et al >-00<?. &usiness Communication: Makin Connections in a *iital
@orld. !ata Mc=raw ;ill $ublis#in Company ,td. Cew *el#i.
-. &oo+e3 C.,.3 !#ill3 D.0. E C#atur+edi3 M. >-00<?. &usiness Communication !oday3
$earson.
3. Fri8an et al >-010?. 7((ecti+e &usiness Communication3 Cenae ,earnin.
4. Scot3 9. >-00<?. Contemporary &usiness Communication3 &i8tantra3 Cew *el#i.
6. C#aney E Martin >-00<?. .ntercultural &usiness Communication3 $earson
7ducation
6.$enrose et al >-00<?. &usiness Communication (or Manaers3 Cenae ,earnin.
w.e.( 'cademic Session -0105-011.
10
#$%#A$ F#$A$'#A* S&STM
M 106
* T =
6 0 0
"nit #.
.ndian 2inancial System: Cature3 structure3 role and (unctions. Money Market:
Structure o( .ndian bankin system3 "&.5 (unctions and workin3 commercial banks3
&ankin and non5bankin intermediaries3 2inancial .nstitutions: 2unctions o( o(
C'&'"*3 "eional "ural &anks and Cooperati+e &anks. 'ssets5 liability
Manaement in &anks. *e+elopment (inance institutions: .C.C.3 .*&.3 .2C.3 ..&.3
S2Cs3 S.*&.
"nit ##.
&ankin Concepts and Corms B credit creation3 75&ankin3 Securitisation3 Gni+ersal
&ankin3 Consortium ,oanin3 Maximum $ermissible &ankin 2inance3 ,oan
$ricin3 Con5$er(ormin 'ssets3 'sset Classi(ications3 .ncome "econition
$ro+isionin and Capital 'de4uacy Corms. Money Market instrumentsA Call money3
!reasury &ills3 Commercial &ills3 Certi(icate o( deposit3 Commercial $apers3 "e(orms
and recent de+elopments in money market
"nit ### .
Capital Market : Capital Market instruments3 "ole o( S7&.3 Cew .ssue Market3
$ublic .ssue3 "i#t .ssue and $ri+ate $lacement3 Gnderwriters3 &ook &uildin
$rocess3 Secondary marketAA tradin and settlementA clearin and settlement
procedureA Mutual 2undsA *epository System. "e(orms and recent de+elopments in
capital market
"nit #(.
Con5bankin (inance companies3 ;ousin (inance companies. 2inancial Ser+ices:
Credit "atin3 ,easin and ;ire purc#ase3 2actorin3 ;ousin 2inance3 0enture
Capital3 Merc#ant &ankin
S-11e0ted !eadin10.
1. &#ole ,. M K2inancial institutions and MarketsK !ata Mc=raw ;ills3-00).
-. 0ars#ney and Mittal. >-00<?. .ndian 2inancial System3 10t# 7dition3 Sultan C#and E
Sons.
3. &#arati 0. $at#ak3 K!#e .ndian (inancial system5 Markets3 .nstitutions and Ser+icesK
$earson 7ducation3 -00).
4. Do#n C. ;ull3 K"isk Manaement and 2inancial .nstitutionsL3 !ata Mc=raw ;ills.
-00<.
6. S. =urusamy3 K2inancial Markets and .nstitutionsK 3rd edition3 !ata Mc=raw ;ills.
6. F#an M. H. K .ndian 2inancial SystemK !ata Mc=raw ;ills
*+A* AS='TS OF B"S#$SS
11
M 107
* T =
5 0 0
"nit@#
!#e .ndian Contract 'ct: 7ssentials o( a +alid contract3 +oid areements3 per(ormance
o( contracts3 breac# o( contract and its remedies3 :uasi5Contracts. !#e Sale o( =oods
'ct: Contract o( sale o( oods3 conditions and warranties3 trans(er o( property3 ri#ts
o( an unpaid seller. Consumer $rotection 'ct: "i#ts o( consumers and 3!ier5
"edressal Mec#anism.
"nit@##
Ceotiable instruments act: nature and typesA neotiation and assinmentA #older5in
due course3 dis#onour and disc#are o( a neotiable instrument3 arbitration.
Competition 'ct -00-: 9b%ecti+e3 'nti Competiti+e 'reements3 'buse o( *ominant
$osition3 "eulation o( Combinations3 Competition Commission o( .ndia B
Composition3 $owers and 2unctions3
"nit@###
Companies 'ct 1<66 5 Cature and types o( companiesA .ncorporation o( a Company3
memorandum and articles o( associationA $rospectus3 'llotment3 .ssue and trans(er o(
S#ares3 S#are Capital and *ebentures3 Manaement and 'dministration3 @indin upA
.ndian $artners#ip 'ct3 1<3- B Meanin and 7ssential 7lements3 2ormation o(
$artners#ip3 "eistration3 !ypes o( $artners and $artners#ip3 "i#ts and *uties o(
$artners.
"nit@#(
Securities Contract 'ct3 1<66 B,istin o( Securities3 $enalties and $roceduresA
*epositories 'ct3 1<<6 B"i#ts and 9bliations o( *epositories3 *epository
$articipants3 .ssuers and &ene(icial owners. 2orein 7xc#ane Manaement 'ct3
Cyber ,aw3 "!. act
S-11e0ted !eadin10.
1. Fuc##al3 M.C. and *eepa $arkas#, &usiness ,eislation Manaement3 0ikas
$ublis#in ;ouse $+t. ,td.
-. F#eramwala3 D.S.3 !#e Ceotiable .nstrument 'cts3 C.M. !ripat#i3 &ombay3 1<)0
3. "amaiyam3 '.3 =uide to t#e Companies 'ct3 @ad#wa3 Capur3 1<<-
4. S#a#3 S.M.3 &usiness ,aw (or Manaers 3 Sultan C#and3 Cew *el#i3 1<<)
6. !ulisian $.C.3 &usiness ,aw3 !M;3 Cew *el#i
A"A$T#TAT#( T')$#A"S FO! MA$A+!#A* %'#S#O$S
M 10/
12
* T =
6 0 0
"nit@#
Construction o( (re4uency distributions and t#eir analysis in t#e (orm o( measures o(
central tendency and +ariationsA types o( measures3 t#eir relati+e merits E demeritsA
Measure o( *ispersion3 Skewness and Furtosis
"nit@##
$robability: basic concepts and approac#es3 addition3 multiplication and &ayesI
t#eorem. $robability distributions 5 meanin3 types and applications3 &inomial3
$oisson and Cormal distributions3 Samplin and Samplin *istributions
"nit@###
Correlation analysis 5 meanin E types o( correlation3 Farl $earsonIs coe((icient o(
correlation and spearmanIs rank correlationA reression analysis 5meanin and two
lines o( reressionA relations#ip between correlation and reression co5e((icientsA
.ndex Cumbers
"nit@#(
9perations "esearc#: 7+olution and role in manaerial decision makin3 2ormulation
o( ob%ecti+e (unction3 ,inear $rorammin includin simplex met#od3 !ransportation
$roblem3 'ssinment $roblem3 =ame t#eory
S-11e0ted !eadin10.
1. ,e+in E "ubin3 Statistics (or &usiness 3 $rentice ;all o( .ndia3 C.*el#i.
-. =upta S.$. E =upta M.$. &usiness Statistics 3 Sultan C#and E Sons3 *el#i.
3.Sri+asta+a3 S#enoy and S#arma3 :uantitati+e !ec#ni4ues (or Manaerial decisions3
Cew 'e .nternational $ublis#ers
4. C#andan3 D.S. 'n .ntroduction to Statistical Met#ods 3 0ikas $ublis#in ;ouse3
Cew *el#i.
6. =upta C.&. E =upta3 0i%ay5&usiness Statistics 3 S.C#and E Co. *el#i.
6. Fot#ari C.".3 :uantitati+e !ec#ni4ues3 0ikas $ublis#in ;ouse3 Cew *el#i
7. ;ooda.".$.3 Statistics (or &usiness E 7conomics3 McMillan .ndia ,td.
)"MA$ !SO"!' MA$A+M$T
13
M 111
* T =
6 0 0
"nit #
;uman "esource Manaement: concept3 e+olution and scopeA Strateic ob%ecti+es o(
;" manaementA "oles and responsibilities o( ;" manaerA Contemporary .ssues
and C#allenes in ;"MA ;uman "esource $lannin E 2orecastin: sini(icance and
processA ;" Sourcin and "ecruitmentA Selection: $rocess3 $lacementA .nduction and
Sociali8ation.
"nit ##
Dob 'nalysis: Dob *escription and Dob Speci(icationA Dob *esin: 'pproac#es and
met#odsA Dob 7+aluation5concept Emet#odsA $er(ormance Manaement System:
'ppraisal and Counsellin.
"nit ###
!rainin: trainin process3 trainin need analysis >!C'?A trainin met#ods and
tec#ni4uesA *esinin and conductin !rainin proramsA !rainin e+aluationA Career
plannin and *e+elopmentA $otential 'ppraisal and Succession plannin.
"nit #(
7mployee Compensation: basic concepts3 determinants and approac#esA new trends in
compensation manaementA .ndustrial "elations and =rie+ance ;andlinA employee
wel(areA .nternational ;uman "esource ManaementA Contemporary .ssues in ;"M:
Fnowlede Manaement3 ;" 'udit E'ccountin3 et#ics E corporate social
responsibility3 !ec#noloy and ;"M.
S-11e0ted !eadin10.
1. F. 'swat#apa ;uman resource Manaement: !ext and cases3 6
t#
edition3
!ata Mc=raw ;ill3 Cew *el#i3-01-
-. Gday Fumar ;aldar EDut#ika Sarkar>-01-? ;uman resource Manaement
Cew *el#i3 9x(ord Gni+ersity $ress.
3. *e Cen+o3 *a E "obbins S.$.>-010? 2undamentals o( ;uman "esource
Manaement3 <
t#
edition3 Cew Hork3 Do#n @iley E Sons.
4. =ary *essler >-00)? ;uman "esource Manaement3 11
t#
edition Cew *el#i:
$earson $rentice ;all.
6. !anu%a 'arwala3 Strateic ;uman resource Manaement3 9x(ord Gni+ersity
$ress -007.
MA!BT#$+ MA$A+M$T
14
M 112
* T =
6 0 0
"nit@#
Cature and scope o( marketinA $#ilosop#ies o( marketin manaement3 attractin3
retainin and de+elopin relations#ip wit# customersA marketin en+ironmentA
marketin researc# and marketin in(ormation system3 7t#ical issues in marketin
"nit@##
Gnderstandin consumer be#a+iourA (actors in(luencin consumer buyin be#a+iour
and orani8ational buyin be#a+iour3 market sementation3 taretin and positioninA
marketin strateies in t#e di((erent stae o( t#e product li(e cycle3 new product
de+elopment process
"nit@###
$roduct mix and product line decisionsA brandin and packain decisionsA $ricin
strateies and practicesA (actors a((ectin selection o( marketin c#annelsA
.ntroduction to w#olesalin and retailin3 $romotion Mix: 'd+ertisin3 sales
promotion3 public relations3 personal sellin
"nit@#(
Marketin orani8ation structures3 .mplementation and Control o( t#e marketin
prorammeA Sales 2orecastin Met#ods3 =reen Marketin3 7+ent Marketin3 *irect
marketin3 Cetwork Marketin3 ;olistic Marketin3 $ermission Marketin3 Social
Marketin
S-11e0ted !eadin10.
1. Fotler and 'rmstron3$rinciples o( MarketinA $;.3 Cew *el#i
-. Fotler3 $#ilip3 Fe+in Feller3 '. Fos#y and M. D#a3 Marketin Manaement in
Sout# 'sian $erspecti+e 3 $earson 7ducation3 Cew *el#i
3 . Ferin3 ;artley3 &erkowt8 and "udelius3 Marketin3 !M;3 Cew *el#i
4. 7t8el3 Mic#ael D3 Marketin: Concepts and Cases3 !M;3 Cew *el#i
6. Fumar3'run and Meenaks#i3C. 3Marketin Manaement3 0ikas $ublication
F#$A$'#A* MA$A+M$T
M 113
* T =
15
6 0 0
"nit@#
2inancial manaement5scope (inance (unctions and its oranisation3 ob%ecti+es o(
(inancial manaementA time +alue o( moneyA sources o( lon term (inance.
"nit@##
.n+estment decisions importance3 di((iculties3 determinin cas# (lows3 met#ods o(
capital budetinA risk analysis >risk ad%usted discount rate met#od and certainty
e4ui+alent met#od?A cost o( di((erent sources o( raisin capitalA wei#ted a+erae cost
o( capital.
"nit@###
Capital structure decisions5(inancial and operatin le+eraeA 7&.!/7$S 'nalysis3
capital structure t#eories5 C.3 C9.3 traditional and M5M t#eoriesA determinants o(
di+idend policy and di+idend models 5@alter3 =ordon E M.M. models.
"nit@#(
@orkin Capital5 meanin3 need3 determinantsA estimation o( workin capital needA
manaement o( cas#3 in+entory and recei+ables.
S-11e0ted !eadin10.
1. $andey3 ..MC, 2inancial Manaement3 0ikas $ublis#in ;ouse3 Cew *el#i
-. F#an M.H3 and Dain $.F.3 2inancial Manaement3 !ata Mc=raw ;ill3 Cew *el#i
3. Feown3 'rt#ur D.3 Martin3 Do#n *.3 $etty3 D. @illiam and Scott3 *a+id 2, 2inancial
Manaement3 $earson 7ducation
4. C#andra3 $rasanna3 2inancial Manaement3 !M;3 Cew *el#i
6. 0an ;orne3 Dames C.3 2inancial Manaement and $olicy3 $rentice ;all o( .ndia
6. &ri#am E ;ouston3 2undamentals o( 2inancial Manaement3 !#omson
,earnin3 &ombay.
7. Fis#ore3 ".3 2inancial Manaement3 !axmanIs $ublis#in ;ouse3 Cew *el#i
#$T!$AT#O$A* B"S#$SS $(#!O$M$T
M 115
*
16
T =
6
0 0
"nit@#
.nternational business en+ironmentA Concept o( international businessA domestic +s
international business3 staes o( internationali8ation3 tari(( and non5tari(( barriers3
"isks in+ol+ed in international business
"nit@##
!#eories o( international trade: 'dam Smit#3 "icardo and 9#lin E ;eckler t#eory3
,eonti( paradox3 $,C
"nit@###
.nternational Monetary Systems: ;istorical backround and structure. .nternational
2inancial institutionsA .M23 @orld &ank3 7uro Currency. .nternational (inancial
markets and instruments.
"nit@#(
2ree trade 8ones. &ilateral and Multilateral !rade ,aws B =eneral 'reement on
!rade and !ari((s3 >='!!?3 @orld !rade 9rani8ation B .$"3 !".$S3 !".MS3
='!S. "eional 7conomic .nterations: C'2!'3 7G. !rade &locksA 'S7'C3
S'''"C3 &".CFS
S-11e0ted !eadin10.
1. ,asserre3 $#ilippe >-007?. =lobal Strateic Manaement3 $alra+e MacMillan.
-. Do#n * *aniels3 ,ee ; "adebau# *aniel $ Sulli+an 3 $ras#ant Salwan >-010?.
.nternational &usiness 7n+ironments and 9perations3 $earson 7ducation
3. !amer Ca+usil3 =ary Fni#t >-010?. .nternational &usiness: Stratey3
Manaement and t#e Cew "ealities3 1st 7dition3 $earson 7ducation.
4. F 'swat#appa>-00)?. .nternational &usiness3 !ata Mcraw ;ill.
6 "ic#ard ;odetts3 2red ,ut#ans3 Donat#an *o# >-00)?. .nternational Manaement:
Culture3 Stratey 'nd &e#a+iour3 $earson 7ducation.
6. *eresky >-010?. .nternational Manaement: Manain across borders and culture.
$earson 7ducation.
B"S#$SS !SA!')
M 116
* T =
5 0 0
"nit #
Meanin o( &usiness "esearc#3 "esearc# $rocess and Scope o( "esearc# in business3
17
Scienti(ic met#ods o( researc#3 decidin a researc# problem3 7t#ics in &usiness
"esearc#3 *i((erent researc# desins and t#eir role
"nit ##
Measurement and attitude measurement scalin tec#ni4ues3 samplin met#ods3
4uestionnaire constructionA inter+iew and obser+ational Met#ods3 $rimary and
Secondary sources o( data collection3 *ata $reparation3 7ditin3 codin3 tabulation3
rap#ic and diarammatic presentation o( data
"nit ###
2ormulation o( ;ypot#esisA !est o( ;ypot#esis: 'ssumptions3 types o( 7rrors3
$rocedureA $arametric tests and non5parametric testA c#i5s4uare test3 'nalysis o(
+ariance >one way classi(ication?
"nit #(
9+er+iew o( Multi+ariate 'nalysis !ec#ni4ues: Multiple Correlation and "eressionA
2actor 'nalysis3 Cluster analysis3 *iscrimination 'nalysis and Con%oint 'nalysis
Style and Ma%or .nredients o( a report (ormat
S-11e0ted !eadin10.
1. Fot#ari C.".A "esearc# Met#odoloyA Cew 'e .nternational ,imited3
$ublis#ers
-. Cooper3 *onald " and Sc#indler $amela S: &usiness "esearc# Met#ods3 !ata
Mc=raw ;ill $ublis#in Company ,td.3 Cew *el#i
3. "ummel and &allaine: "esearc# Met#odoloy in &usiness.
4. Clo+er3 0.!: &usiness "esearc#A &asic $rinciples and !ec#ni4ues.
6. Mikmund3 Millian =.3 &usiness "esearc# Met#ods 3 !#omson ,earnin 3
&ombay
6. =eode3 Millian D. E $aul F. ;atl3 Met#ods in "esearc#3 Mc=raw ;ills3 Cew
*el#i
7. Sekran3 Gma3 &usiness "esearc# Met#od3 Miley 7ducation3 Sinapore
O=!AT#O$S MA$A+M$T
M 117

*
T =
5
0 0
18
"nit #
Concept and Scope o( 9perations Manaement3 Systems $erspecti+es o( 9perations
Manaement3 9perations as a competiti+e stratey3 emerin trends and implications
(or operations3 2acility ,ocation3 !ypes o( Manu(acturin System3 $lant ,ayouts3
,ine &alancin3 Material ;andlin: $rinciples and 74uipments
"nit ##
Capacity $lannin3 'reate $lannin and Master $roduction Sc#edulin3
Maintenance Manaement3 @ork Study: Met#od Study and @ork Measurement3
Material Manaement: Material "e4uirement $lannin3 .n+entory Control3 $urc#ase
Manaement3 Stores Manaement
"nit ###
Dust5.n5!ime Manu(acturin3 &usiness $rocess "eenineerin3 7nterprise "esource
$lannin3 Supply C#ain Manaement3 ,ean Manu(acturin3 $oka Hoke3 $7"! and
C$M
"nit #(
*e(inition o( :uality3 :uality Manaement3 Cost o( :uality3 Continuous
.mpro+ement >Fai8en?3 6 s3 .S9 ><000E14000 Series?3 Six Sima3 Statistical :uality
Control: 0ariable E 'ttribute $rocess Control3 !otal :uality Manaement >!:M?
S-11e0ted !eadin10:
1. $anneersel+an "3 $roduction and 9perations Manaement3 $;.
-. Ma#ade+an3 9perations Manaement3 $earson
3. C#ary3 S C3 $roduction and 9perations Manaement. Cew *el#i3 !ata Mc
=raw ;ill
4. &u((a3 7 S E Sareen3 Modern $roduction Manaement. Cew Hork3 Do#n @iley
6. Cair3 $roduction and 9perations Manaement3 !M;.
6. C#ase3 Dacobs3 '4uilano3 'arwal3 9perations Manaement (or Competiti+e
'd+antae3 !M;
ST!AT+#' MA$A+M$T
M 11/
* T =
5 0 0
"nit #
'n introduction to stratey 5 Cature3 9b%ecti+e and importanceA 'n o+er+iew o(
19
strateic manaementA Strateic Manaement $rocess3 companyIs +ision3 mission and
ob%ecti+es
"nit ##
Strateic 2ormulation: 9+er+iew o( 7n+ironmental and oranisational 'ppraisal3
Concentration3 .nteration3 *i+ersi(ication3 .nternationalisation3 stability3
retrenc#ment3 Strateic 'nalysis and c#oice usin &C= Matrix3 =eneral 7lectric
matrix and balance score card approac#. !ypes o( strateies.
"nit ###
Stratey implementation: *esinin orani8ational structureA Structural3 &e#a+ioural3
2unctional and operational implementation.
"nit #(
Stratey 7+aluation and control: Cature and .mportance3 Strateic and 9perational
ControlA !ec#ni4ues o( e+aluation and control.
S-11e0ted !eadin10.
1. '8#ar Fa8mi3 &usiness $olicy and Strateic Manaement3 !M; publication
-. Dauc# E =lueek3 &usiness $olicy and Strateic Manaement
3. !#ampson '.'. and Stickland '.D3 Strateic Manaement5 Concept and cases
4. *a+id3 2red "C Strateic Manaement B Concept and Cases 3 $earson
7ducation3 *el#i
6. Fennet#3 '. 'ndrews3 Concepts o( corporate Stratey
6. Mel+in D. Stan(ord3 Manaement $olicy
7. Do#n '. $earce .. and ".&."obinson3 Strateic Manaement 5 Stratey
2ormulation and .mplementation.
'OMM"$#'AT#O$ *ab
M 121
* T =
0 0 2
Oral comm-nication.
20
9ral communication3 Con +erbal communication3 presentation skills3 use o( 'ids3
+ideo con(erencin3 listenin skill3 public speakin3 &ody ,anuae3 postures and
estures3 #ands#akes3 a8e3 smiles3 #and mo+ements3 +oice modulation3 eye contact3
use o( expression.
Dritten comm-nication.
@ritten communication3 circulars3 notices3 memos3 aenda and minutes o( meetin3
report writin3 creati+e writin3 (ramin ad+ertisement3 sloans3 captions3 preparin
press notes3 resume writin3 usin 2acsimiles >2ax?3 7lectronic Main3 ;andlin Mail3
writin essays3 pararap#3 summaries.
Dritin1 B-0ine00 *etter0 B 2ormats and Styles o( business letters3 !ypes o( business
lettersB "e4uest3 7n4uiry3 $lacin 9rder3 .nstruction3 'ction3 Complaint3 'd%ustment3
Sales3 "e(erence3 =ood Cews E &ad Cews3 'cknowledement
21
S'O$% &A! S"B<'TS
22
Mana1ement Trainin1
M 201
't t#e end o( second semester3 e+ery student o( M&' will undero 65) weeks
trainin. *urin t#e course o( trainin3 t#e oranisation >w#ere t#e student is
underoin trainin? will assin a problem/pro%ect to t#e student. '(ter completion o(
trainin3 t#e student will submit a report to t#e uni+ersity3 w#ic# will (orm t#e part o(
t#ird semester examination. ;owe+er3 t#e report must be submitted wit#in one mont#
(rom commencement o( t#ird semester. 9ne c#apter must be included about #istory o(
t#e oranisation3 its structure3 products and ser+ices o((ered. !#e a+erae si8e o(
report will be 60 to )0 typed paes in standard (ond si8e 1- and one #al( spacin. !#e
report will be typed in '54 si8e paper. .t is mandatory t#at student will make
presentation in presence o( teac#ers and students.
23
B"S#$SS T)#'S A$% 'O!=O!AT +O(!$A$'
M 202
* T =
5 0 0
"nit@#
7t#ics and &e#a+iour3 7t#ical conduct in &usiness: 7t#ical .ssues in Capitalism and
market systems3 7t#ical consideration in e+eryday business3 7t#ical 'udits3 Cost o(
bein Gnet#ical3 7t#ics and social responsibility3 7t#ics and stake#olders3 7t#ics and
marketin3 7t#ics in (inance3 7t#ics and #uman resource3 7t#ics and .n(ormation
!ec#noloy. 7t#ical t#eories and approac#es3 .ntellectual property ri#ts like desins3
patents3 trademarks3 copy ri#ts
"nit@##
0aluesBConcepts3 !ypes and 2ormation o( 0alues3 importance o( +alue system3
applications o( moral +alues to t#e c#allenes o( t#e orani8ations. 0alues o( .ndian
ManaersA Manaerial 7xcellence t#rou# ;uman 0aluesA 0alues in &usiness3
Spiritual 0alues. *e+elopment o( 7t#ics (rom +alues. Gnion !actics3 9rani8ational
in(luence on pri+ate li+es.
"nit@###
Corporate =o+ernance: .ssues3 need o( corporate o+ernance code3 Code o( Corporate
$ractices3 $ro(it maximi8ation +ersus Corporate Social "esponsibility3 Social
"esponsibility o( Corporates3 Corporate Social "eportin3 Corporate =o+ernance and
t#e "ole o( &oard >&9*?3 Corporate =o+ernance System @orldwide3 Corporate
*isclosure and .n+estor $rotection in .ndia3 &/S /.S9 =uidelines on CS"
Manaement>.S9 -6000?
"nit@#(
Corporate Stratey: =lobal industrial competition3 .n(ormation !ec#noloy3
Competiti+e Stratey3 &enc#markin3 !otal :uality Manaement3 &rand &uildin3
$romotional Strateies3 Corporate "estructurin3 Merers and 'c4uisitions3 Supply
C#ain Manaement3 ;ori8ontal 9rani8ation3 *i+ersi(ication3 !#e .ndian Scene3
Corporate =o+ernance :!#eories3 =uidelines and $ractices3 Corporate disclosure
practices3 S7C E S7&. codes3 .C"' ratins.
S-11e0ted !eadin10.
1. S.S. .yer 5 Manain (or 0alue >Cew 'e .nternational $ublis#ers3 -00-?
-. ,aura $ ;artman 'b#a C#atter%ee 5 &usiness 7t#ics >!ata Mc=raw ;ill3 -007?
3. S.F. &#atia 5 &usiness 7t#ics and Manaerial 0alues >*eep E *eep $ublications
$+t.,td3 -000?
4. 0elas4ue8 5 &usiness 7t#ics 5 Concepts and Cases >$rentice ;all3 6t# 7d.?
6. "eed *arryl 5 Corporate =o+ernance3 7conomic "e(orms E *e+elopment
>9x(ord?.36
6. Mat#ur GC 5 Corporate =o+ernance E &usiness 7t#ics >Mc Millan?
24
$T!=!$"!S)#= %(*O=M$T
M 207
* T =
5 0 0
"nit #
Concept o( 7ntrepreneur3 C#aracteristics3 4ualities and pre5re4uisites o( entrepreneur3
entrepreneurs#ip and intrapreneur3 7ntrepreneur +s. ManaerA Sini(icance o(
7ntrepreneurial 7conomic *e+elopmentA 7conomic3 social and psyc#oloical need
(or entrepreneurs#ipA
"nit ##
@omen 7ntrepreneurs#ip3 7n+ironmental 2actors a((ectin success o( a new business3
9pportunity identi(ication and selection3 2ormulation o( business plan3 Contents and
sini(icance o( business plan
"nit ###
2easibility Study 5$reparation o( 2easibility "eports: 7conomic3 !ec#nical3 2inancial
and Manaerial 2easibility o( $ro%ect3 Met#ods and procedures to start and expand
oneKs own business
"nit #(
=o+t support to new enterpriseA "ole o( =o+ernment and $romotional aencies in
entrepreneurs#ip de+elopment. 7ntrepreneurs#ip *e+elopment $rorammesA "ole o(
+arious institutions in de+elopin entrepreneurs#ip in .ndia >' brie( description only?.
S-11e0ted !eadin10.
1. F#anka S.S.3 N7ntrepreneurs#ip *e+elopmentO. S.C#and.
-. *esai3 ' C. L7ntrepreneur E 7n+ironmentL. 1<<0. 's#is#3 Cew *el#i.
3. *rucker3 $eter. L.nno+ation and 7ntrepreneurs#ipL. 1<)6. ;einemann3
,ondon.
4. Dain "a%i+. L$lannin a Small Scale .ndustry: ' =uide to 7ntrepreneursL.
1<)4. S.S. &ooks3 *el#i.
6. Fumar3 S '. L7ntrepreneurs#ip in Small .ndustryL. 1<<03 *isco+ery3 Cew
*el#i.
6. McClelland3 * C and @inter3 @ =. LMoti+atin 7conomic 'c#ie+ementL.
1<6<. 2ree $ress3 Cew Hork.
7. $areek3 Gdai and 0enkateswara "ao3 !. L*e+elopin 7ntrepreneurs#ip 5'
;andbook on ,earnin SystemsL. 1<7)3 ,earnin Systems3 *el#i.
!e0earch =ro3ect
M 20/
25
7+ery student will be assined a pro%ect topic at t#e end o( t#e t#ird semester (rom
t#eir area o( speciali8ation and it will be pursued by #im/#er under t#e super+ision o(
an internal super+isor. !#e dissertation alon wit# so(t copy will be submitted by t#e
students in t#e department. !#e (ormat o( t#e report is i+en below:
7xecuti+e Summary
.ntroduction
9b%ecti+e o( t#e "esearc# Gndertaken
;ypot#esis3 i( any
,iterature "e+iew
"esearc# Met#odoloy
*ata 'nalysis
2indins and Conclusions
"ecommendations
&ibliorap#y
'ppendices B to include 4uestionnaire3 i( any
!#e student s#all be re4uired to submit proress report as per t#e sc#edule to be
announced by t#e department (or assessment by t#e pro%ect uide durin 4
t#
semester.
' Certi(icate o( t#e super+isor certi(yin t#at t#e dissertation under consideration is a
bona (ide work s#all be attac#ed t#erewit#. !#e student will submit two copies o( t#e
report in t#e department. !#e dissertation s#all be e+aluated by 7xternal and .nternal
7xaminers separately (rom out o( 100 and 60 marks respecti+ely. !#e internal
assessment s#all be done on t#e basis o( a presentation by t#e student as per t#e
assessment sc#edule to be decided and announced by t#e department. !#e external
assessment s#all be done on t#e basis o( 0i+a 0oce and t#e report.
26
F#$A$'
S='#A*#?AT#O$
P
%#!'T TAE MA$A+M$T
27
FM 101
* T =
6 0 0
"nit #
'ccessibility Criteria: *e(initions3 &asic concept3 person3 'ssessment yearA pre+ious
year3 assesses3 "esidential statusA .ncidence o( tax3 income exempt (rom tax
"nit@##
Computation o( .ncome under 0arious ;eads: >a? .ncome under #ead salary:
Meanin o( salary3 &asis o( c#are o( salary income3 di((erent (orms o( salary3
di((erent (orms o( allowances3 per4uisites3 permissible deductions (rom salary income3
and deduction under section5)0 C. >b? .ncome (rom #ouse property: &asis o( c#are3
property income not c#are to tax3 basis o( computin income (rom let out #ouse
property3 computin income (rom sel( occupied property
"$#T@###
$ro(its and ains o( business or pro(ession: c#areable incomesA expenses expressly
allowed as deductionA eneral deductionsA expenses speci(ically disallowedA
Computation o( taxable income as pro(it and ain (rom business or pro(ession. Capital
ains: Meanin o( capital asset3 +aluation o( capital assetA trans(er3 considered to be
trans(er3 c#areabilityA computation o( capital ain: s#ort term and lon termA
computation o( tax on capital ains. 7xemption (rom capital ains. .ncome (rom ot#er
sources: basis o( c#areA c#areable incomesA speci(ic deductionsA amount not
deductibleA computation o( taxable income (rom ot#er sources.
"$#T@#(
'arry (orward and set5o(( o( losses3 deductions under sec )03 'ssessment o(
.ndi+idual
S-11e0ted !eadin10.
1. *irect !axes B ,aw and $ractice B 0inod Sin#ania
-. *irect !axes B "a+i Fis#ore
3. .ncome E $ractice5&.F. 'arwal
4. *irect !axes5 '#u%a
6. &are 'cts and rules o( t#e rele+ant taxes
S'"!#T& A$A*&S#S A$% #$(STM$T MA$A+M$T
28
FM 102
* T =
6 0 0
"nit@#
.n+estment: Meanin3 Cature and Scope3 *ecision $rocessA .n+estment 'lternati+esA
.n+estment "isks B .nterest "isk3 Market "isk3 .n(lation "isk3 *e(ault "isk3 etc.A
Measurement o( Systematic and Gnsystematic "isk3 0aluation o( Securities3 Cotion
o( *ominance.
"nit ##
Security 'nalysis: 2undamental 'nalysisA 7conomy3 .ndustry and Company 'nalysis
and !ec#nical 'nalysisA *ow Dones !#eoryA C#artsA Supports and resistance le+elsA
"elati+e Strent# analysisA Mo+in '+eraes3 &readt# o( marketA 3 7((icient Market
;ypot#esis.
"$#T ###
$ort(olio BMeanin3 ad+antaes and selectionA 'pproac#es in $ort(olio ConstructionA
9b%ecti+es o( port(olioA o+er+iew o( Markowit8 $ort(olio !#eory: "isk and "eturn
wit# di((erent correlation: Markowit8 e((icient (ronties
"nit #(
9+er+iew o( S#arpe sinle 5index model: Corner $ort(olioA S#arpe 9ptimal $ort(olioA
Construction o( t#e 9ptimal $ort(olioA Concept o( &eta3 Classi(ication o( &eta5
=eared and Gneared &eta3 $ro%ect &eta3 $ort(olio &eta3 Securities Market ,ine3
9+er+iew o( Capital 'sset $ricin ModelA o+er+iew o( 'rbitrae $ricin !#eory.
$ort(olio e+aluation and strateiies
S-11e0ted !eadin10.
1. C#andra. $rasanna.>-00<?. .n+estment 'nalysis and $ort(olio Manaement3 3rd
7dition3 !ata Mc=raw
;ill3 Cew *el#i.
-. 2isc#er. and Dordon >-00<?. Security 'nalysis and .n+estment Manaement3 6t#
7dition3 $earson 7ducation.
3 "ustai. ". $. >-00)?. .n+estment 'nalysis and $ort(olio Manaement3 -nd 7dition3
Sultan C#and E Sons.
4. &#alla3 0.F. >-010?. .n+estment Manaement: Security 'nalysis and $ort(olio
Manaement3 17t# 7dition3 S.C#and E Sons.
6. $andian3 Security 'nalysis and $ort(olio Manaement3 0ikas $ublis#in ;ouse
=!O<'T =*A$$#$+ A$% A$A*&S#S
FM 103
29
* T =
6 0 0
"nit #
$ro%ect .denti(ication 'nalysis: Concept o( $ro%ect3 Searc# (or &usiness .dea3 $ro%ect
.denti(ication3 $ro%ect $lannin 2ormulation and 'nalysis3 $ro%ect Screenin and
$resentation o( $ro%ects (or *ecision MakinA Socio5economic Consideration in
$ro%ect 2ormulation.
"nit ##
Market and !ec#nical 'nalysis: Market and *emand 'nalysis B Market Sur+ey3
*emand
2orecastin3 Gncertainties in *emand 2orecastinA !ec#nical 'nalysis5 $roduct Mix3
$lant Capacity3 Materials and .nputs3 Mac#inery and 74uipment. $ro%ect Costin and
2inance: Cost o( pro%ectA Cost o( productionA &reak 7+en 'nalysisA Means o(
2inancin $ro%ectA "ole o( 2inancial .nstitution in $ro%ect 2inance
"nit ###
$ro%ect 'ppraisal: !ime 0alue o( MoneyA $ro%ect 'ppraisal !ec#ni4ues B $ayback
$eriod3 'ccountin "ate o( "eturn3 Cet $resent 0alue3 .nternal "ate o( "eturn3
&ene(it Cost "atioA Social Cost &ene(it 'nalysisA 7((ecti+e "ate o( "eturn. "isk
'nalysis: Measures o( "iskA Sensiti+ity 'nalysisA Stimulation 'nalysisA *ecision
!ree 'nalysis
"nit #(
$ro%ect Sc#edulin/Cetwork !ec#ni4ues in $ro%ect Manaement: C$M and $7"!
'nalysisA 2loat !imesA Cras#in o( 'cti+itiesA Contraction o( Cetwork (or Cost
9ptimi8ation3 GpdatinA Cost 'nalysis o( "esources 'llocation. Multiple $ro%ects:
$ro%ect *ependenceA Capital "ationinA $ost $ro%ect 7+aluation
!e,erence Boo2
1. C#andra. $.>-00<?. $ro%ects3 >7t# 7dition?. !ata Mc=raw ;ill.
-. $into3 >-00<?. $ro%ect Manaement3 1st edition3 $earson 7ducation.
3. $anneersel+am. ". and Sent#ilkumar. $. N$ro%ect ManaementO. $;. ,earnin $+t.
,td.
4. C#oud#ury3 S3 >-007?. $ro%ect Manaement3 1st 7dition3 !ata Mc =raw ;ill
$ublis#in Company.
6. &#a+es#3 M. $atel >-00<?. $ro%ect Manaement: Strateic 2inancial $lannin
7+aluation and Control3 0ikas $ublis#in ;ouse $+t. ,td.
FO!#+$ E')A$+ MA$A+M$T
FM 105
* T =
6 0 0
30
"nit #
2orein 7xc#ane Market: Cature3 participants and structure. 7xc#ane rate: meanin3
4uotations: *irect and indirect3 cross currency rates3 spot rate3 (orward rates3 bid ask
spread3 o((icial and (ree market rates3 Cominal3 real and e((ecti+e exc#ane rates3
7xc#ane rate reimes.
"nit ##
7xc#ane rates determination t#eories3 (actors a((ectin exc#ane rate3 (our way
e4ui+alence model o( exc#ane rate determination3 sticky price t#eory o( exc#ane rate
+olatility3 exc#ane rate o+ers#ootin and D cur+e e((ect.
"nit ###
2orein 7xc#ane 7xposure: introduction3 nature and manitude. !ypes o( exposure:
transaction3 translation and economic and t#eir measurement. "eulatory (ramework in
.ndia.
"nit #(
!ec#ni4ues o( manaement o( (orein exc#ane exposure: internal and external #edin
tec#ni4ues3 *eri+ati+es: Currency 2orwards3 Currency 2utures and Currency 9ptions3
Currency Swaps. Currency 2orwards +s. Currency 2utures Contracts.
S-11e0ted !eadin10.
1. &#orali3 *. and Sikidar3 S.: .nternational 2inancial .nstitution and Monetary
Manaement.
-. C#aud#ary 3 &.F.: 2inancin o( 2orein !rade and 2orein 7xc#ane.
3. S#apiro3 'lan C.: Multinational 2inancial Manaement3 $.;...3 Cew *el#i.
4. ;ennin3 $iott E Scott: .nternational 2inancial Manaement.
6. Feit# $ilbeam : .nternational 2inance3 MacMillan .ndia ,td.3 Cew *el#i.
6. 'pte $.=.: .nternational 2inancial Manaement3 !M;3 Cew *el#i.
7. C#atter%ee3 '.F.: $rinciple o( 2orein 7xc#ane.
DO!B#$+ 'A=#TA* MA$A+M$T
FM 106
* T =
6 0 0
31
"nit #
@orkin Capital Manaement: introduction3 concept o( workin capital Aimportance o(
workin capital3 (actors in(luencin $lannin o( workin capital in+estment. introduction3
need3 determinants3 computation o( workin capital.
"nit ##
2inancin and control o( workin capital5introduction3 sources o( (inance includin
accruals3 trade credit3 @.C. ad+ance by commercial banks3 reulation o( bank (inance3
public deposits3 .C*s3 s#ort term loans (rom 2.s3 ri#t debentures (or @.C.3
commercial papers and (actorin. @.C. E bankin policy >!andon3 C#ore3 Marat#e
committee reports.?
"nit ###
Cas# manaement system. introduction3 moti+es (or #oldin cas# and marketable
securitiesA (actors determinin t#e cas# balance3 t#e cas# systemA manain t#e cas#
(lowA types o( collection systems3 mailed payment collection system3 ot#er collection
systems. Cas# concentration strateiesA disbursement tools3 in+estment in marketable
securitiesA types o( marketable securities. 2orecastin cas# (lows. introduction3
met#ods o( (inancial (orecastin3 (orecastin daily cas# (lows3 sources o( uncertainly
in cas# (orecastin3 #edin cas# balance uncertainties3 #edin +ia interest rate.
*eterminin t#e 9ptimum ,e+el o( Cas# &alances B &aumol Model3 &eranek Model3
MillerQ9rr Model3 Stone Model.
"nit #(
"ecei+able manaement. introduction3 ob%ecti+es3 costs3 bene(its3 credit policies3
e+aluation o( t#e credit applicant3 credit terms3 collections (rom accounts recei+able.
.n+entory manaement: introduction3 type o( control re4uired3 cost o( #oldin
in+entories3 in+entory control models3 in+entory control responsibility3 ot#er control
de+ices3 in+entory manaement E e+aluation.
S-11e0ted !eadin10.
1. ;ampton Do#n. 2inancial *ecision Makin. 7nlewood Cli((s3 Cew Dersey3
$rentice ;all .nc3 1<<7.
-. F#an3 M. H and Dain3 $. F. 2inancial Manaement3 Mc=raw ;ill3 -004.
3. $rasanna C#andra3 2inancial Manaement3 Mc=raw ;ill3 -004.
4. $andey3 .. M. 2inancial Manaement3 0ikas $ublication ;ouse3 -004.
6. 0an ;ome. Dames C. 2inancial Manaement and $olicy. 10
t#
ed.3 Cew *el#i3
$rentice ;all o( .ndia3 1<<7.
6. @iner3 &ernard and Mo#an3 Cancy. $rinciples o( 2inancial Manaement. Cew
Hork3 Macmillan $ublis#in Company3 1<<1.
!#SB MA$A+M$T A$% #$S"!A$'
FM 107
* T =
6 0 0
"nit #
32
Concept o( "isk3 !ypes o( "isk3 measurement o( "isk3 "isk 7+aluation and
$rediction. "isk manaement and control by indi+iduals and corporateA "isk
'+oidance. "isk "etention and !rans(er3 $oolin3 ,oss 7xposure3 mat#ematical basis
o( insurance.
"nit ##
Concept o( .nsurance3 Ceed (or .nsurance3 $rinciples o( insurance3 types o( insurance3
,eal 'spects o( .nsurance Contract3 "einsurance3 Co5insurance.
"nit@###
9riin and de+elopment o( insurance sectorA types and structure o( insurance plansA
policies o( insurance companiesA distribution c#annels in .nsurance3 bancassurance3
c#allenes o( insurance marketinA role o( ."*'A
"nit@#(
'dministration E Manaement o( li(e and non li(e insurance companies3 product
desin3 insurance pricin3 use o( li(e insurance in personal and business planninA li(e
and non5li(e >#ealt# and motor +e#icle? insurance underwritinA claim settlement in
,i(e and non li(e insurance.3 (inancial manaement o( li(e insurance companies.
S-11e0ted !eadin10.
1. &lack3 Fennet# %r. E Skipper3 ;arold *. %r.3 ,i(e and ;ealt# .nsurance3 $earson
7ducation3*el#i
-. "e%da3 =eore 73 $rinciples o( "isk Manaement and .nsurance3 $earson
7ducation3 *el#i
3. S#ek#ar3 F.C. and S#ek#ar3 ,eks#my , &ankin !#eories and practices 3 0ikas
$ublication
4. &esis Doel "isk Manaement in &ankin 3 Do#n Mily E Sons
6. "isk Manaement3 .ndian .nstitute o( &ankin and 2inance3 McMillan $ublis#er
6. !#e Cew &asel "ecord3 .C2'. $ublication
7. 2inancial .ntermediation3 .ndian .nstitute o( &ankin and 2inance
). !riesc#mann, "isk Manaement E .nsurance, !#omson ,earnin
<. .nsurance and &ankin 3 =upta $.F. ;imalaya $ublications
E=O!T #M=O!T =!O'%"! A$% %O'"M$TAT#O$
FM 10/
* T =
6 0 0
"nit #
33
Sini(icance o( $rocedures and *ocumentation in .nternational !rade3 procedure and
*ocumentation as !rade &arriers. @!9 $ro+isions. 'lined *ocument System >'*S?3
9((icial mac#inery (or !rade $rocedure and *ocumentationA .!C >;S? classi(ication
SystemA "ole o( .CC3 .CC9!7"MSA Cature o( 7xport / !radin ;ouses3 7*. and
*ocumentation.
"nit ##
Main 7xport and .mport *ocumentsA 7xport 9rder $rocessinA export contractA 7xport
$rice :uotationsA S#ippin and Custom Clearance o( 7xport and .mport CaroA Central
7xcise clearanceA "ole o( 2orwardin aentsA Caro .nsurance and Claim $rocedure.
"nit ###
Met#ods o( $ayments in .nternational !radeA *ocumentary Collection o( 7xport &illsA
GC$*C =uidelinesA "ealisation o( 7xport $roceeds5 $ro+isions o( "&.Is 7xc#ane
Control Manual3 27M'5 9riin and 9b%ecti+es3 Main $ro+ision o( 27M'. $re S#ipment
and $ost S#ipment 2inance. "ole o( 7J.M &ank and 7C=C in .ndia.
"nit #(
Ma%or 7xport $romotion Sc#emes in .ndia5 7$C=3 *uty 7xemption Sc#emeA *7$&
Sc#eme S.,A 2acility (or *eemed 7xportsA 7xport $romotin .nstitutions >79GIs/ 7$Ms/
S7MIs? B "ole o( 7xport $romotion Councils3 Commodity &oards and .!$9.
S-11e0ted !eadin10:
1? $aras "am: 7xport: @#at @#ere and ;ow3 *el#i3 'nupam $ublication.
-? Ministry o( Commerce3 ;andbook o( $rocedures3 =o+ernment o( .ndia3 Cew *el#i.
3? Ministry o( Commerce3.mport 7xport $olicy3 =o+ernment o( .ndia3 Cew *el#i.
4? Custom and 7xcise ,aw3 0arious .ssues.
6? Cab#iIs 7xporters Manual and *ocumentation.
6? Cab#iIs Cew .mport 7xport policy procedures.
7? $er+in @adia: 7xport Markets and 2orein !rade Manaement3 Manis#ka $ublication3
Cew *el#i.
)? M.*.Ditendra: 7xport $rocedures and *ocumentations3 "a%at $ublications3 *el#i
M!+!S, A'A"#S#T#O$S > 'O!=O!AT !ST!"'T"!#$+
FM 108
* T =
6 0 0
"$#T #
34
.ntroduction in Merers3 !ypes o( Merers3 Merer Stratey5=rowt#3 Synery3
9peratin Synery3 2inancial Synery3 *i+ersi(ication3 9t#er 7conomic Moti+es3
;ubris ;ypot#esis o( !akeo+ers3 9t#er Moti+es3 !ax Moti+es 2inancial 7+aluation3
Doint 0enture and Strateic 'lliances
"$#T ##
,eal 'spects o( Merers/ 'malamation and 'c4uisition / ,abour3 $ro+isions o(
Companies 'ct3 "eulation by S7&.3 !akeo+er Code: Sc#eme o( 'malamation3
'ppro+al (rom Court. 0aluation o( a &usiness
"$#T ###
Met#ods o( 0aluation B Cas#(low &asis3 7arnin $otential &asis3 =rowt# "ate3
Market $rice etc. Computation o( .mpact on 7$S and Market $rice3 *etermination o(
7xc#ane "atio3 .mpact o( 0ariation in =rowt# o( t#e 2irms3 M&93 ,&93 &oot
StrappinA Criteria (or Ceotiatin 2riendly !akeo+er3 2inancin o( Merer
"$#T #(
*e(ence 'ainst ;ostile !akeo+er3 $oisson $ill3 &ear ;u3 =reenmail3 $acman. $ost
Merer ;.". and Cultural .ssues
!e,erence Boo20
1. =au#an3 $atrick '.>-00)?. Merers 'c4uisitions and Corporate "estructurins3
4t# edition3 @iley .ndia.
-. D. 2red @estan3 Fwan and Susan >-006?. Merers and 'c4uisitions3 1st .ndian
"eprint 3 $rentice ;all3 .ndia.
3. "amanu%an. S.>1<<<?. Merers: !#e Cew *imensions (or Corporate "estructurin3
Mc=raw ;ill.
4. =upta3 Man%u >-010?. Contemporary .ssues in Merers and 'c4uisitions3 ;imalaya
$ublis#in.
35
)"MA$ !SO"!'
MA$A+M$T
T!A#$#$+ A$% %(*O=M$T
)!M 101
* T =

6 0 0
"nit #
!rainin: concept3 importance3 ob%ecti+es3 need3 processA Stake#olders in !rainin:
"oles and expectationsA !#e !rainin Context: Cature and Scope o( !rainin3 trainin
36
c#allenesA "ole o( !rainin in ;"* and 9rani8ational *e+elopmentA ,earnin3 e5
learnin3 ;uman memory3 ,earnin cycleA 7merin trends in !rainin and
*e+elopment.

"nit ##
!rainin need analysis >!C'? at .ndi+idual3 =roup and 9rani8ation le+els: $rocess
and approac#esA *esinin e((ecti+e trainin proram: *e+elopin 9b%ecti+es and
Contents3 *e+elopin ,esson $lans and Course Materials3 Considerations in selectin
!rainers and t#e 0enue (or t#e !rainin $rorams3 !rainee centered ,earnin process
and $edaoies (or contents deli+ery.
"nit ###
!ypes o( !rainin: 9n5t#e5Dob and 9((5t#e5Dob !raininA *i((erent !rainin met#ods
and !ec#ni4ues: ,ecture Met#od3 Case Met#od3 Syndicate Met#od >=roup
*iscussion?3 "ole play3 Simulation3 &usiness ames3 .n5basket exercise3 &e#a+ioral
labs E @orks#ops3 Computer &ased !rainin3 9ut5&ound 7xercise3 Seminars and
Con(erencesA !rainin 'ids: !ypes and importance.
"nit #(
7+aluation o( !rainin $rorams: $re and $ost !rainin 7+aluation3 Models used in
!rainin 7+aluation: Firkpatrick3 C."93 $#ilip 2i+e ,e+el3 "9. (rameworkA *esin
and Conduct o( Manaement *e+elopment $rorams: Ceed and .mportance3 Settin
9b%ecti+es3 *esin and *eli+ery o( M*$s3 7+aluation and 2ollow5up process.
S-11e0ted !eadin10.
1. Sa#u3 ".F. !rainin (or *e+elopment3 7xcel &ooks3 Cew *el#i
-. 'oc#ia3 *e+endra3 7+ery !rainerIs ;andbook3 Cew *el#iA Sae
$ublications.
3. =oldstein3 !rainin in 9rani8ation 3 !#omson ,earnin3 &ombay
4. = $andu Caik3 !rainin and *e+elopment3 7xcel &ooks3 Cew *el#i.
6. &lanc#ard3 $ Cick3 and Dames @. !#acker3 7((ecti+e !rainin B Systems3
Strateies3 and $ractices3 $earson 7ducation3 Cew *el#i.
6. Mc=rat#3 !rainin (or ,i(e and ,eaders#ip in .ndustry3 $rentice #all o( .ndia3
Cew *el#iP
7. ,ynton3".$areek3 !rainin (or *e+elopment Sae publications3 Cew *el#i
). Dankiraman &3 !rainin E *e+elopment3 &i8tantra
O!+A$#SAT#O$A* ')A$+ A$% %(*O=M$T
)!M 102
* T =
6 0 0
"nit #
Concept o( 9rani8ation C#aneA !ypes o( C#ane B$lanned and Gnplanned C#ane3
!rans(ormational and "ealinment C#aneA "eactions to c#ane: "esistance to
c#ane3 'cceptance to c#aneA concept o( 2orce52ield 'nalysisA Models o(
9rani8ational C#ane: FotterIs Model3 ,ewinIs Model and Systems ModelA
Strateic ,eaders#ip (or manaement o( c#aneA con(lict manaement and buildin
37
support (or c#ane.
"nit ##
.ntroduction to 9rani8ational *e+elopment: *e(inition3 Cature and C#aracteristics
o( 9rani8ation *e+elopmentA Manain t#e 9rani8ation *e+elopment $rocessA
0alues and 'ssumptions o( 9*A "ole and Competencies o( t#e 9* practitionerA
'ction researc# Model o( 9*A 9* in =lobal ContextA 2uture !rends in 9*A Case
Studies related to t#e concept o( 9*.
"nit ###
!#e *ianostic $rocess and .ntroduction to 9* .nter+entions: *ianosis at t#e
9rani8ation3 =roup and .ndi+idual ,e+el3 *ata Collection $rocess3 *ianostic
Met#ods3 C#allenes in *ianosisA *ianostic .n(ormation 2eedback: C#aracteristics
o( 7((ecti+e 2eedback3 Sur+ey 2eedbackA C#aracteristics o( 7((ecti+e .nter+entionsA
*esinin .nter+entionsA !#e .nter+ention $rocess.
"nit #(
Ma%or (amilies o( 9* inter+entions5 !5roup3 $rocess Consultation3 .nterpersonal3
.ntra5roup and .nter5roup process3 !#ird $arty .nter+ention3 !eam3 Coac#in3
Mentorin3 "ole 2ocused and Systems .nter+entionsA Contemporary 9*
inter+entions5 ,earnin 9rani8ations3 9rani8ation "estructurin3 7mployee
.n+ol+ement3 @ork *esin and 9rani8ational !rans(ormationA Contemporary issues
and applications.
S-11e0ted !eadin10.
1. 2renc#3 @. ,. and &ell3 C. ;.>1<<<? 3 R9rani8ation *e+elopmentI3 sixt# edition3
$rentice ;all o( .ndia.
-. 2renc#3 @ ,. etc 9rani8ation *e+elopment t#eory3 $ractice and researc# 3rded.
Gni+ersal &ook Stall3 Cew *el#i3 1<<0.
3. Sin#3 Fa+ita 9rani8ational C#ane E *e+elopment3 7xcel &ooks.-010
4. "obbins 3Dude and 0o#ra 9ranisational &e#a+iour3 $earson 7ducation .ndia
-011
6. Finicki and Frietner 9ranisational &e#a+iour3 !ata Mc=raw ;ill
$ublications3-011
6. Cewstrom 9ranisational &e#a+iour at @ork3 !ata Mc=raw ;ill$ublications3 -011
#$%"ST!#A* !*AT#O$S A$% #TS *+A* AS='TS
)!M 103
* T =
6 0 0

"nit #
.ndustrial "elations>."?5 Concept3 e+olution3 scope and determinantsA Ma%or
stake#olders in .": Manaement3 Gnion and StateA !ec#noloical c#anes3
=lobali8ation E t#e 7merin socio5economic scenario and t#eir impact on ."A
38
.nternational *imensions o( ."A .nternational ,abour 9rani8ation.

"nit ##
!rade Gnions 5 $urpose3 (unctions3 structure3 types and (ormsA !rade union
leislation>!rade Gnion 'ct 1<-6?A .mpact o( =lobali8ation3 !ec#noloy and
7conomic re(orms on !rade GnionA 7merin trends in !rade Gnions.

"nit ###
.ntroduction to settlement mac#inery (or industrial *ispute: conciliation3 arbitration3
ad%udicationA Collecti+e &arainin: 2orms and proces0F .ndustrial *ispute 'ct 1<47A
*iscipline 'ction5 purpose and procedureA =rie+ance "edressal Mac#ineryA Standin
9rder 'ct 1<46.

"nit #(
7mployee wel(are and its leal aspectsA ,aws related to workin conditions: 2actories
'ct 1<4)3 Maternity &ene(it act3 0"S Sc#emes and ot#er laws o+ernin wel(are o(
employeesA .ndustrial *emocracy and workers participation in manaementC
S-11e0ted !eadin10:
1. 0enkataratnam3 .ndustrial relationsA 9x(ord Gni+ersity $ress.
-. Sin#a3 $.".C. et.al. .ndustrial "elations3 trade Gnions3 and ,abour ,eislation.
$earson 7ducation.
3.Sin#3 &.* 3 .ndustrial relations: 7merin $aradims. 7xcel &ooks.
4.Sen3 ". .ndustrial relations: !ext and cases. Macmillan .ndia.
6. $ad#i3 $.F. ,abor and .ndustrial ,aws3 $rentice #all o( .ndia.
'!OSS '"*T"!A* )"MA$ !SO"!' MA$A+M$T
)!M 105
* T =
6 0 0
"nit #
*e(inin and Gnderstandin Culture (or a &usiness ContextA &rie( wrap up o(
orani8ational culture E its dimensionsA Ma%or Models o( Cational Culture3 Cultural
Con+erence and *i+erence3 Cross Cultural !#eories3 .mportance o( Cultural
Sensiti+ity3 $otential Cross5 Cultural. Cultural &ackround o( business stake5#olders
Smanaers3 employees3 s#are #olders3 suppliers3 customers and ot#ers

39
"nit ##
Culture and =lobal Manaement: =lobal &usiness Scenario and "ole o( Culture3
;uman and Cultural *i((erences and Manaerial .mplicationsA 7lements E $rocesses
o( Communication across CulturesA Culture .mplications (or !eam &uildin

"nit ###
Cross Cultural ,eaders#ip and *ecision makinA Cross Cultural Communication and
Ceotiation3 =lobal &usiness 9perations5 Stratey 2ormulation E .mplementationA
'linin Stratey3 Structure E Culture in an orani8ational Context. *e+elopin t#e
+alues and be#a+iors necessary to build #i#5per(ormance orani8ation personnel
Sindi+iduals and teams includedT3 Corporate Culture.
"nit #(
=lobal ;uman "esource Manaement $rocess5 =lobal ;uman "esource $lannin3
.nternational Sta((in3 Compensation and &ene(its3 =lobal @ork(orce !rainin and
*e+elopment3 $er(ormance Manaement in .nternational 9rani8ation3 .nternational
"eward systems3 .nteratin two cultures. Models o( people manaement in di((erent
cultures3 7xpatriation and "epatriation3 $roblems3 .;"M trends and 2uture
C#allenes
S-11e0ted !eadin10.
1. .nternational Manaement: Manain 'cross &orders 'nd Cultures3 4t# 7d3
N*eresky ;elen3O $rentice ;all .ndia
-. "e+itali8e Hour Corporate Culture: $ower(ul @ays !o !rans(orm Hour Company
.nto ' ;i#5$er(ormance 9rani8ation3 NCas# by 2ranklinO3 $rentice ;all .ndia
3. *owlin3 $.D. E @elc#3 *.7. >-010?. .nternational ;uman "esource Manaement:
Manain $eople in a Multinational Context. Cenae ,earnin
4. 0ance3 C.M. E $aik H. >-00<?. Manain a =lobal @ork(orce: C#allenes and
9pportunities in .nternational ;uman "esource Manaement. $;.
6. 7dwards3 !. E "ees3 C. >-007?. .nternational ;uman "esource Manaement.
$earson 7ducation

)"MA$ !SO"!' =*A$$#$+ A$% %(*O=M$T
)!M 106
* T =
6 0 0

"nit #
;" $lannin: Concepts E $rocess o( ;"$3 perspecti+es o( ;"$: Micro and Macro
;"$A c#allenes o( ;"$A "elations#ip o( ;"$ wit# &usiness StrateyA ;uman
"esource $lannin and business en+ironment.
"nit ##
40
'ssessin t#e *emand and Supply o( people in orani8ationsA Met#ods E !ec#ni4ues
o( ;" *emand and Supply 2orecastin: Manaerial 7stimates3 !rend
'nalysisA Supply 2orecastinA .ssues o( S#ortae E SurplusA $reparation o(
Manpower &udets.
"nit ###.
Measurement o( ;" $lannin: ;" 'udit3 ;" 'ccountinA ;uman "esource
.n(ormation System >;".S?. ;" $lan 5: Components o( ;" plan3 :uantitati+e ;"
plan3 resourcin $lan3 ,earnin3 !rainin and *e+elopment $lan3 "eward $lan3
"etention $lan3 Separation and "edeployment $lans.
"nit #(
'ction $lans/;uman "esource $lans 5 .mplementation Strateies: "ecruitment3
"edeployment3 Dob enlarement3 Dob enric#ment3 "edundancy3 Career $lan3
Succession $lan and Compensation $lanA Competency *e+elopment: concept o(
Competence and CompetencyA Competency *e+elopment $rocessA Met#ods/
approac#es o( Competency *e+elopmentA !alent Manaement: Concepts and
$ractices.
S-11e0ted !eadin1.
1 !urner3 $aul ;" 2orecastin and $lannin3 Daico $ublication ;ouses:
-. D @ @alker : ;uman "esource $lannin3 !M;
3. &.9. $ettman E = !a+emeir : Manpower $lannin @orkbook3 =ower
4. M.&ennison E D. Casson : !#e Manpower $lannin ;andbook3 !M;
6. "ot#well3 @illiam D. and Fansas3 ;. C $lannin and Manain ;uman "esources3
Daico $ublication ;ouse.
6. 'rmstron3 Mic#ael ;andbook o( ;uman "esource Manaement $ractice3
1-t# 7d. Daico $ublication ;ouse.-01-
'OM=$SAT#O$ MA$A+M$T
)!M107
* T =
6 0 0
"nit #
.ntroduction to Compensation: Concept3 =oals3 2oundations o( Compensation
ManaementA Compensation Stratey: Monetary E Con5Monetary "ewardsA .nternal3
7xternal and .ndi+idual e4uity in Compensation SystemA .nter and .ntra industry
@ae *i((erentialsA 2rine &ene(its and Supplementary CompensationA
Compensation Structure5 .ndian $ractices.
"nit ##
41
Modern tec#ni4ues o( compensation: .ncenti+e Sc#emes/ $ayment5 &y5results >$&"?3
$er(ormance ,inked Compensation (or 7mployeesA Compensation o( C#ie(
7xecuti+es3 Senior Manaers3 "E* Sta((3 &oard o( *irector3 Sales 7xecuti+es:
*i((erent Component o( Compensation $ackaeA =uidelines o( Companies 'ct
related to C79 Compensation.
"nit ###
Dob 7+aluation3 Dob *escription and Dob Speci(ication: Dob 'nalysis E .ts $rocess3
Met#ods o( Dob 7+aluationA .nstitutions related to Compensation System: @ae
&oards3 $ay commissionsA "ecommendations o( 6
t#
$ay CommissionA
"ecommendations o( -
nd
Cational Commission on ,abour relatin to Compensation.
"nit #(
!ax $lannin: !ax .mplication o( 7mployee Compensation $ackae to t#e 7mployeA.
'pproac#es to deal wit# t#e @ork(orce "edundancyA Statutory pro+isions o+ernin
di((erent components o( reward system: !#e Minimum @aes 'ct 1<4)3 !#e
$ayment o( @aes 'ct 1<363 !#e @orkmenIs Compensation 'ct 1<-33 $ayment o(
&onus 'ct 1<66A .nternational Compensation: $roblems3 9b%ecti+es3 7lements o(
7xpatriateIs Compensation $ackae.
S-11e0ted !eadin10.
1C ;enderson3 "ic#ard .. Compensation manaement: "ewardin $er(ormance
$renice ;all o( .ndia $+t. ,td. -004
-. ;enderson3 "... >-00<?. Compensation Manaement in a Fnowlede5based world
10/e. $earson 7ducation
3. *eb3 !. >-00<?. Compensation Manaement: !ext and Cases 7xcel &ooks
4. Sin#3 &.*. >-007?. Compensation and "eward Manaement. 7xcel &ooks
6.=er#art3 &. E "ynes3 S.,. >-00)?. Compensation3 7+idence3 and Strateic
.mplications. Sae $ublication
6. &erer E &erer. >-00)?. !#e Compensation ;andbook: ' State5o( Bt#e B'rt
=uide to Compensation Stratey and *esin. Mc=raw ;ill.

=!FO!MA$' MA$A+M$T
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$er(ormance Manaement B Concept3 scope3 need and importance o( e((ecti+e
per(ormance manaement systemA ,inkin $er(ormance manaement and "eward
Systems wit# Strateic &usiness =oalsA *i((erence between per(ormance and
potential manaement.
"nit ##
42
$er(ormance Manaement $rocess B $er(ormance $lannin3 ,inkin Strateic
&usiness =oals wit# $er(ormance =oals3 .denti(yin F"'s >Fey "esult 'reas? and
F$.s >Fey $er(ormance .ndicators?3 .nteracti+e oal settin process3 SM'"! =oals
(or employee per(ormance.
"nit ###
$er(ormance appraisal: concept3 processA =at#erin $er(ormance .n(ormation (or
appraisals and Measurin "esults and &e#a+iors: Sel( appraisal3 Simple "ankin3
=rap#ic "atin3 &'"S3 $aired comparison3 2orced C#oice Met#od3 Critical .ncidents3
2ield "e+iew Met#odA 'ppraisal .nter+iews3 360 *eree (eedback and balanced score
card (or $er(ormance ratinA ,inkin per(ormance wit# "ewards and punis#ment.
"nit #(
$er(ormance (eedback and counselin: identi(yin and communicatin =aps in
Fnowlede3 Skills3 and 'ttitudinal areas (or impro+ementsA *iscussions on !rainin
and Career de+elopmental needsA Competence mappin and potential assessment.
S-11e0ted !eadin10.
1. Fandula3 Srini+as3 $er(ormance Manaement: Strateies3 .nter+entions and
*ri+ers3 $;.3 -00<.
-. 'uinis3 ;erman3 $er(ormance Manaement3 $earson 7ducation .nc.-00<
3. Cokins3 =ary3 $er(ormance Manaement: interatin stratey execution3
met#odoloies3 risk and analytics3 Cew Dersey: Do#n @iley.
4. San#i3 S. >-00)?. !#e ;andbook o( competency mappin >-
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ed.? Cew *el#i:
"esponse5Sae
6. 'rmstron3 M. >-007?. $er(ormance manaement: Fey strateies and practical
uidelines>3
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ed.? ,ondon: Foan pae.
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Conceptual 2ramework and 9+er+iew o( S;"M: t#eoretical perspecti+es o( S;"M3
e+olution o( S;"M3 strateic ;" +s. traditional ;"3 barriers to strateic ;"3 ;uman
resources as assets.
"nit@##
,inkin business stratey and ;" strateyA &est 2it 'pproac#A ;" bundles approac#A
43
best practice approac#A sustained competiti+e ad+antaes t#rou# inimitable ;"
practicesA &usiness stratey and ;uman resource planninA Strateic linkae o( Dob
analysis.

"nit@###
,inkae o( recruitment and selection to business strateyA business stratey and
traininA Strateic linkae o( per(ormance manaement systemA &usiness stratey and
compensation systemsA strateic approac# to career manaement systems.
"nit@#(
.n(luence o( 7xternal en+ironment bot# *omestic and .nternational on #uman
resource manaement: business stratey linked #uman resource manaementA
Strateic options in ;"M 5 *ownsi8in and "e5structurinA $ulls and pressures in
domestic and international labour marketA Merers and ac4uisitionsA 9utsourcin and
o(( s#orin.
S-11e0ted !eadin10.
1. Mello3 De((rey ' C, Strateic ;uman "esource Manaement3 !#omson ,earnin
.nc.
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$ress3 Cew *el#i
3. *re#er3 =eore and !#omas *ou#erty3 ;uman "esource Stratey3 !ata Mc=raw
;ill
4. =reer3 C#arles3 Strateic ;uman "esource Manaement3 $earson 7ducation
6. &elcourt3 Monica and Fennet# Mc&ay3 Strateic ;uman "esource $lannin3
!#omson ,earnin .nc.
6. 'rmstron3 M. >-00<?. Strateic ;uman "esource Manaement. Foan $ae.
7. Fandula S. ". >-00<?. Strateic ;uman "esource *e+elopment. $rentice ;all
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44
MA!BT#$+
MA$A+M$T
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"nit@#
Concept o( .nternational MarketinA bene(its and c#allenes o( .nternational
MarketinA domestic +s. international marketinA $rocess o( .nternational MarketinA
@!9 (ramework and t#e international marketinA .nternational Marketin
en+ironmentA .nternational Marketin "esearc#
"nit ##
.denti(ication3 Sementation and Selection o( .nternational MarketsA Modes o(
.nternational Market entryA 2actors a((ectin t#e selection o( entry modeA $roduct
Standardi8ation +s 'daptationA $ackainA ,abellinA &randinA $roduct li(e Cycle in
.nternational MarketsA .nternational $roduct Stratey
"nit ###
45
$ricin approac#es (or .nternational MarketsA 2actors .n(luencin pricin decisionsA
!erms o( $ayment in .nternational !ransactionsA *umpinA Counter !radeA !rans(er
$ricinA .nternational distribution c#annelsA selectin distribution c#annelsA $romotion
decisions (or .nternational Markets includin trade (airs and ex#ibitions
"nit #(
Manain risk in international marketinA 7merin issues in .nternational
Marketin: =lobal e5marketinA relations#ip marketin (or o+erseas business
S-11e0ted !eadin10.
1. Dos#i3 "akes# Mo#an3 .nternational Marketin3 9x(ord Gni+ersity $ress
-. Cateora3 $#ilip ".3 .nternational Marketin3 !M;
3. Feean @arren D.3 =lobal Marketin Manaement3 $earson 7ducation
4. *oole .sobel and "obin ,awe3 .nternational Marketin Stratey3 !#omson
,earnin
6. 9nk+isit Sak and Do#n D. S#aw3 .nternational Marketin B 'nalysis and
Stratey3 $;.
S!(#'S MA!BT#$+
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Concept o( ser+ice marketin3 distincti+e c#aracteristics and classi(ication o( ser+ices3
ser+ice marketin mix3 emerence and rowt# o( ser+ices3 Gni4ue c#allenes in
marketin o( ser+ices3 Consumer &e#a+iour in ser+ices3 'pplications in areas o(
!elecom3 ;ealt# Care3 &ankin and .nsurance Sector.
"nit@##
46
='$ Model and S7"0:G', scale (or t#e measurement o( ser+ice 4uality3 ser+ice
4uality and its dimensions3 Customer expectations o( ser+ice3 Customer perceptions o(
Ser+ice3 measurin customer satis(action3 3 ser+ice encounters3 ser+ice (ailure and
reco+ery3 Ser+ice =uarantees
"nit@###
Ser+ice desin and de+elopment: C#allenes3 types o( new ser+ices3 staes in new
ser+ice de+elopment3 concept o( ser+ice blueprintin3 customer de(ined ser+ice
standards3 p#ysical e+idence and t#e ser+icescape
"nit@#(
"ole o( employeesI and CustomersI in ser+ice deli+ery3 deli+erin ser+ice t#rou#
intermediaries and electronic c#annels3 .nterated Ser+ices Marketin
Communications3 $ricin o( Ser+ices3 Concept o( sel( ser+ice tec#noloies
S-11e0ted !eadin10.
1. Meit#aml3 0alarie '3 &itner3 Mary Do3 Ser+ice Marketin B .nteratin
Customer 2ocus 'cross t#e 2irm3 !ata Mc=raw ;ill3 Cew *el#i
-. ,o+elock3 C#ristop#er3 @irt83 Docken and C#atter%ee3 Dayanta3 Ser+ice
Marketin B $eople3 !ec#noloy3 Stratey3 $earson 7ducation3 Cew *el#i
3. 0erma3 ;ars#3 Ser+ices Marketin B !ext and Cases3 $earson 7ducation
4. 'pte3 =o+ind3 Ser+ices Marketin B 9G$3 Cew *el#i
6. Dau#ari3 0innie and Firti *utta3 Ser+ices: Marketin3 9perations and
Manaement3 9x(ord Gni+ersity $ress3 Cew *el#i
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MM 103
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"nit@#
Consumer &e#a+iour5nature3 scope and applicationA &uyer &e#a+iourA &uyin
*ecision $rocess5 $roblem "econitionA .n(ormation Searc#3 'lternati+e 7+aluation5
*ecision "ules5 and Selection3 9utlet Selection and $urc#ase3 $ost $urc#ase &e#a+iour
and Customer Satis(action3 "ole o( .n+ol+ementA !ypes o( &uyin &e#a+iour
"nit@##
.ndi+idual determinants o( buyer be#a+iour5Moti+ationA $erceptionA ,earnin and
MemoryA $ersonality and Sel( ConceptA Consumer 'ttitudes B 2ormation and C#aneA
Consumer 0alues and ,i(estyles.
"nit@###
47
7xternal determinants o( buyer be#a+iour5 Social Class3 StatusA "e(erence =roups and
2amily .n(luences on consumer be#a+iourA *i((erent roles in buyin be#a+iour3
.n(luence o( Culture and subculture on Consumer &e#a+iour
"nit@#(
Communication and Consumer &e#a+iourA Consumer .n(luence and t#e di((usion o(
inno+ation 3 Consumer "esearc#A Consumer Markets
G
S-11e0ted !eadin10.
1. Sc#i((man3 ,eon =. E Fanuk3 ,eslieA Consumer &e#a+iour A $earson
7ducationA Cew *el#i
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Cenae ,earnin3 Cew *el#i
3. ,oudon3 *a+id D. E *ellabitta3 'lbertA Consumer &e#a+iourA !ata Mcraw
;illA Cew *el#i
4. Soloman3 Mic#ael ".A Consumer &e#a+iour5 &uyin3 ;a+in and &einA
$earson 7ducation3 Cew *el#i
6. Cair3 Su%a ".3 Consumer &e#a+iour .ndian $erspecti+eA ;imalaya $ublis#in
;ouse3 Cew *el#i
SA*S A$% %#ST!#B"T#O$ MA$A+M$T
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9b%ecti+e o( sales manaementA $ersonal sellin ob%ecti+esA personal sellin processA
sales (orce planninA t#eories o( sellinA sales budetA determinin t#e si8e o( sales
(orceA sta((in t#e sales (orce
"nit@##
Moti+ation o( sales (orceA sales (orce compensationA manaement o( sales territories
and sales 4uotasA sales contestsA e+aluatin and controllin t#e per(ormance o(
salespeopleA et#ical responsibilities o( sales personnel
"nit@###
48
*istribution manaement and marketin mixA marketin c#annelsA c#annel (ormatsA
prominent c#annel systemsA "etailin: "ole and types o( retailers3 retail strateies3
retail per(ormance measures3 electronic retailinA w#olesalin: (unctions3
classi(ication3 key tasks3 strateic issues3 ma%or w#olesalin decisions3 manain
distributors
"nit@#(
C#annel manaementA c#annel powerA c#annel con(lictA c#annel policiesA c#annel
in(ormation systemA c#annel per(ormance e+aluationA market loistics and supply
c#ain manaementA international sales and distribution manaement
S-11e0ted !eadin10.
1. ;a+aldar3 Fris#na F.E Ca+ale3 0asant M.A Sales and *istribution ManaementA
!ata Mc=raw ;ill3 Cew *el#i
-. Still3 "ic#ard ".3 Cundi((3 7dward @. E =o+oni3 CormanA Sales Manaement B
*ecision3Strateies and Cases A $earson 7ducation/$rentice ;all o( .ndiaA Cew *el#i
3. $anda3! F and Sa#ade+3S A Sales and *istribution ManaementA 9x(ord Gni+ersity
$ress
4. *alrymple3 *oulas D.A Cron3 @illiam ,. E *ecarlo3 !#omasA Sales ManaementA
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6. 2utrell3 C#arles M.A Sales Manaement B !eam work3 ,eaders#ip and !ec#noloyA
!#omson ,earnin.A Cew *el#i
B!A$% MA$A+M$T
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"nit@#
&randin conceptsA brandin c#allenes and opportunitiesA strateic brand
manaement processA customer based brand e4uityA buildin a stron brand and its
implicationsA identi(yin and establis#in brand positioninA de(inin and establis#in
brand mantrasA internal brandinA band auditsA brand personalities
"nit@##
C#oosin brand elements to build brand e4uityA *esinin marketin prorams to
build brand e4uityA interatin marketin communication to build brand e4uity:
in(ormation processin model o( communication3 marketin communication options
"nit@###
le+erain secondary brand associations to build brand e4uity: conceptuali8in t#e
49
le+erain process3 country o( oriin3 co5brandin3 licensin3 celebrity endorsement3
sportin3 cultural and ot#er e+ents3 t#ird party sourcesA Measurin sources o( brand
e4uity: 4ualitati+e researc# tec#ni4ues3 4uantitati+e researc# tec#ni4ues
"nit@#(
*esinin and implementin brandin strateies: brand5product matrix3 brand
#ierarc#y3 introducin and namin new products and brand extensionsA manain
brands o+er timeA manain brands o+er eorap#ic boundaries and market sements
S-11e0ted !eadin10.
1. Feller3 Fe+in ,aneA Strateic &rand ManaementA $earson 7ducationA Cew *el#i
-. Firti *uttaA &rand Manaement:$rinciples and $racticesA9x(ord Gni+ersity $ress
3. Fap(erer3 Dean CoelA Strateic &rand ManaementA Foan $aeA Cew *el#i
4. Fapoor3 DadeepA &rand MantrasA Sae $ublicationsA Cew *el#i
6. Senupta subrotoA &rand $ositionin: Strateies (or competiti+e ad+antaeA !ata
Mc=raw ;illA Cew *el#i
'"STOM! !*AT#O$S)#= MA$A+M$T
MM 107
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"nit@#
.ntroduction B 9riin3 e+olution and concept o( C"M3 strateic importance o( C"M3
oals o( C"M3 types o( C"M3 C"M 'rc#itecture3 'pplication Ser+ice $ro+iders
>'S$?3 customer +alue manaement >C0M?
"nit@##
9perational C"M B Sales (orce automation: lead manaement3 contact manaement3
(ield (orce automationA enterprise marketin automation: market sementation3
campain manaement3 customer ser+ice and support3 contact and call centre
operations3 e5C"M3 relations#ip buildin strateies in C"M
"nit@###
'nalytical C"M B Manain and s#arin customer data: customer in(ormation
database3 et#ics and lealities o( data use3 data ware#ousin and data mininA types o(
data analysis B online analytical processin3 click stream analysis3 Concept o( Gp5
50
sellin and cross5sellin C"M and business intellience3 collaborati+e C"M3 security
and pri+acy3 risk assessment o( C"M.
"nit@#(
C"M .mplementation B 7stablis#in C"M per(ormance monitorin3 C"M readiness
assessment system3 C"M audit3 C"M pro%ect manaement3 employee enaement in
C"M pro%ect3 C"M budet3 key account manaement3 e+aluatin C"M return on
in+estment3 uardin aainst C"M (ailures
S-11e0ted !eadin10.
1. 7d $eelen3 Customer "elations#ip Manaement3 $earson 7ducation3 Cew
*el#i
-. *yc#e3 Dill3 !#e C"M ;andbook B ' &usiness =uide to Customer
"elations#ip Manaement3 $earson 7ducation3 Cew *el#i
3. &uttle3 2rancis3 Customer "elations#ip Manaement B Concept and !ools3
7lse+ier &utterwort# B;einemann3 9x(ord3 GF
4. 4.$ayne3 'drian3 ;andbook o( C"M B 'c#ie+in 7xcellence in Customer
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6. &utterwort# B ;einemann3 9x(ord3 GF.
6. 6.=reenlers3 $aul3 C"M at t#e Speed o( ,i#t3 !ata Mc=raw ;ill $ublis#in
,td.3 Cew *el#i
#$T+!AT% MA!BT#$+ 'OMM"$#'AT#O$
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"nit@#
.ntroduction to .nterated Marketin Communication3 *e+elopin an .MC
proramme3 Sini(icance o( .MC3 2actors in settin marketin communication mix3
7lements o( Marketin Communication Mix3 C#aracteristics o( Marketin
Communication Mix3 Measurin 7((ecti+eness o( 0arious 7lements o( Marketin
Communication Mix
"nit@##
$urpose3 "ole3 2unctions and !ypes3 'd+ertisin 9b%ecti+es and =oal Settin3
'd+ertisin aencies3 'd+ertisin &udetin3 messae de+elopment3 !ypes o( media3
media plannin and buyin3 media measurement3 Measurin 'd+ertisin
7((ecti+eness
"nit@###
Meanin and .mportance o( Sales promotion3 .nteration wit# 'd+ertisin and
51
$ublicity3 $rominent Sales $romotion !ools3 $us#5$ull Strateies3 *ecisions
Con(rontin Sales $romotion3 Meanin and .mportance o( public relations3 9b%ecti+es
and =oals3 $rominent $" !ools3 $ublic "elation *ecisions and Strateies3 $" 0/S
$ublicity
"nit@#(
Meanin and .mportance o( *irect Marketin3 $rominent *irect Marketin !ools3
*irect Marketin *ecisions and Strateies3 Meanin3 .mportance and $rinciples3
*esinin Sales 2orce3 Manain t#e Sales 2orce
S-11e0ted !eadin10.
1. &elc# and &elc#3 'd+ertisin and $romotions5 .MC $erspecti+es3 !M;.
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Communications3$earson 7ducation.
3. 9 =uinn and 'llen Semenik3 'd+ertisin and .nterated &rand $romotion3
Cenae ,earnin.
4. Murt#y3 S C and G &#o%anna3 'd+ertisin5 'n .MC $erspecti+e3 7xcel &ooks.
6. &atra3 Meyers and 'aker3 'd+ertisin Manaement3 $;. $ublications.
6. Fotler3 $ and Fe+in , Feller3 Marketin Manaement3 $rentice ;all .ndia3 1-t#
7dition.
!TA#* MA$A+M$T
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*e(inition3 Scope and .mportance o( "etailinA lobal scenario o( retailin3 trends in
retailin3 understandin t#e retail consumersA rowt# o( oranised retail in .ndiaA
"etail stratey3 retail economics.
"nit@##
"etail (ormats3 "etail store location and site selection3 use o( consumer be#a+iour
studies3 retail store plannin3 desin and layout3 retail manaement in(ormation
systems: retail tec#noloy and automation3 role o( retail tec#noloy in store operatin
processes3 customer relations#ip manaement in retailin
"nit@###
&asics o( retail merc#andisin >&uyin 2unction3 Markups and markdowns in
merc#andise manaement3 s#rinkae in retail merc#andise manaement?A +isual
merc#andisin and displays3 display strateies3 (ranc#isin in retailin3 retail
marketin and ad+ertisin3 role o( personnel sellin in retailin
"nit@#(
52
"etail store operationsA ser+icin t#e retail customersA retail #uman resource
manaementA supply c#ain manaement in retailin3 retail researc#3 retail audit3
online retailin3 2uture o( "etailin
S-11e0ted !eadin10.
1. $rad#an3 SwapnaA "etail ManaementA !ata Mc=raw ;illA Cew *el#i
-. &a%a%3 C#etan3 !uli3 "a%nis# and Sri+asta+a3 Cid#iA "etail ManaementA
9x(ord Gni+ersity $ressA Cew *el#i
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$earson
4. 7ducation/$rentice ;all o( .ndiaA Cew *el#i
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;illA Cew *el#i
6. Cewman3 'ndrew D. E Cullen3 $eterA "etailin B 7n+ironment and
9perationsA !#omson 'sia $+t. ,td.A Cew *el#i
53