MBA 3rd Semester Syllabus |2014 Scheme


Marketing Specialisation
Subject Code : 14MBA MM301

IA Marks : 50
No. of Lecture Hours / Week : 04 Exam Hours : 03
Total Number of Lecture Hours : 56 Exam Marks : 100
Practical Component : 01 Hour / Week

• To understand the concept of consumer behavior, decision making by consumers, behavior variables and influences on consumer behavior.
• To comprehend the social and cultural dimensions of consumer behavior, factors impacting attitudes and behavior.
• To arm the budding marketers with an insight of the psychological and behavioral concepts of consumers thus enabling them to achieve their objectives and excel.

Module 1: (4 Hours)
Introduction to the study of Consumer Behaviour: Meaning & Definition of CB, Difference between consumer & Customer, Nature & characteristics of Indian Consumers, Consumer Movement in India, Rights & Responsibilities of consumers in India, Benefits of consumerism.

Module 2: (8 Hours)
Role of Research in understanding consumer behaviour: Consumer Research: Consumer Research Paradigms (Qualitative & Quantitative Research Methods) Developing research objectives, collecting secondary data, designing primary research, data analysis and reporting research findings.
Models of Consumer Behaviour: Input-Process-Output Model, Nicosia Model, Howard Sheth Model, Engel-Kollat-Blackwell Models of Consumer Behaviour, Internal Influences: Motivation, Personality, Perception, Learning, Attitude, Communications, External Influences: Social Class, Culture, REFERENCE Groups, Family members.
Levels of Consumer Decision Making – Consumer Buying Decision Process, Complex Decision Making or Extensive Problem Solving Model, Low Involvement Decision Making or Limited Problem Solving Model, Routinised Response Behaviour, Four views of consumer decision making. On-line Decision Making: Meaning & Process/Stages
Situational Influences- Nature of Situational Influence (The communication Situation, The Purchase Situation, The usage situation, The disposition situation) Situational Characteristics and consumption behaviour (Physical features, Social Surroundings, Temporal Perspectives, Task Definition, Antecedent States.)

Module 3: (10 Hours)
Individual Influences on Consumer Behaviour and CRM: Part 1
A) Motivation: Basics of Motivation, Needs, Goals, Positive & Negative Motivation, Rational Vs Emotional motives, Motivation Process, Arousal of motives, Selection of goals.
Motivation Theories and Marketing Strategy – Maslow’s Hierarchy of Needs, McGuire’s Psychological Motives (Cognitive Preservation Motives, Cognitive Growth Motives, Affective Preservation Motives, Affective Growth Motives).
B) Personality: Basics of Personality, Theories of Personality and Marketing Strategy(Freudian Theory, Neo-Freudian Theory, Trait Theory), Applications of Personality concepts in Marketing, Personality and understanding consumer diversity(Consumer Innovativeness and related personality traits, Cognitive personality factors, Consumer Materialism, Consumer Ethnocentrisms), Brand Personality (Brand Personification, Gender, Geography, Colour), Self and Self-Image (One or Multiple selves, The extended self, Altering the self).
C) Perception: Basics of Perception & Marketing implications, Elements of Perception(Sensation, Absolute Threshold, Differential Threshold, Subliminal Perception), Dynamics of Perception (Perceptual Selection, Perceptual Interpretation, Perceptual Organization ,perceived price, perceived quality, price/quality relationship, Perceived Risk,
Types of risk, How consumers’ handle risk. Customer Relationship Management Meaning & Significance of CRM, Types of CRM (Operational, Collaborative, Analytical),
Strategies for building relationship marketing, e-CRM, Meaning, Importance of e-CRM, Difference Between CRM & e-CRM

Module 4: (08 Hours)
Individual Influences on Consumer Behaviour: Part 2
A) Learning: Elements of Consumer Learning, Motivation, Cues, Response, Reinforcement, Marketing Applications of Behavioural Learning Theories, Classical Conditioning Pavlovian Model, Neo-Pavlovian Model), Instrumental Conditioning, Elaboration Likelihood Model.
B) Attitude: Basics of attitude, the nature of attitude, Models of Attitude and Marketing Implication, (Tri-component Model of attitude, Multi attribute attitude models.
C) Persuasive Communication: Communications strategy, Target Audience, Media Strategy, Message strategies, Message structure and presentation.

Module 5: (07 Hours)
External Influences on Consumer Behaviour: Part 1
A) Social Class: Social Class Basics, What is Social Class? (Social class & Social status, the dynamics of status consumption, Features of Social Class, Five Social-Class Categories in India
B) Culture and Subculture – Major Focus on Indian Perspective Culture: Basics, Meaning, Characteristics, Factors affecting culture, Role of customs, values and beliefs in Consumer Behaviour.
Subculture: Meaning, Subculture division and consumption pattern in India, Types of subcultures (Nationality subcultures, Religious subcultures, Geographic and regional
subcultures, racial subcultures, age subcultures, sex as a subculture) Cross-cultural consumer analysis: Similarities and differences among people, the growing global
middle class; Acculturation is a needed marketing viewpoint, applying research techniques Cross-cultural marketing strategy: Cross-cultural marketing problems in India, Strategies to overcome cross-cultural problems.

Module 6: (07 Hours)
External Influences on Consumer Behaviour: Part 2
Groups: Meaning and Nature of Groups, Types
Family: The changing structure of family, Family decision making and consumption related roles, Key family consumption roles, Dynamics of husband-wife decision making, The expanding role of children in family decision making, The family life cycle & marketing strategy, Traditional family life cycle & marketing implications, Reference Groups:
Understanding the power & benefits of reference groups, A broadened perspective on reference groups, Factors that affect reference group influence, Types of reference groups, Friendship groups, Shopping groups, Work groups, Virtual groups, Consumer-action groups, reference group appeals, Celebrities.

Module 7: (08 Hours)
Consumer Influence and Diffusion of Innovations Opinion Leadership: Dynamics of opinion leadership process, Measurement of opinion leadership, Market Mavens, Opinion Leadership & Marketing Strategy, Creation of Opinion Leaders
Diffusion of Innovations: Diffusion Process (Innovation, Communication channels, Social System, Time) Adoption Process: Stages, categories of adopters
Post Purchase Processes: Post Purchase Processes, Customer Satisfaction, and customer commitment: Post purchase dissonance, Product use and non use, Disposition, Product disposition.
Case studies in Indian context only (04 Hours)

Practical Component:
• Students can go to malls and unorganized retail outlets and observe the behavior of consumers of different demographic segments while buying different category of goods.
Come back to class and present the findings / observations followed with a group discussion.
• Students can prepare a questionnaire and do a survey on consumer buying behavior and present the findings in the class.
• Find three advertisements that appeal to the need for power, affiliation and achievement and discuss their effectiveness. Rewrite these for persons in different levels of Maslow’s Hierarchy?
• Meet your friends and conduct a survey to find what are the important factors in their purchase of mobiles, shoes, bags etc. There are now plenty of advertisements regarding most products – how do they deal with this information overload?

• Consumer Behavior – Leon Schiff man, Lesslie Kanuk, 10/e, Pearson, 2010.
• Consumer Behavior: Building Marketing Strategy – Del I. Hawkins, & Others, 11/e TMH,
• Consumer behavior – Jay D. Lindquist, Joseph Sirgy, 1/e, Cengage Learning.
• Consumer behavior – David L. Louden, Della Bitta, 4/e, McGraw Hill.
• Consumer Behavior – Raju M. S & Dominique Xardel, Vikas Publishing House.

• Consumer Behavior – Henry Asseal, Cenage Learning.
• Consumer Behavior in Indian Perspective – Suja Nair, Himalaya Publications
• Customer Behavior: A Managerial Perspective – Sheth, Mittal, Cengage Learning.
• Consumer Behavior- Satish K. Batra & S H H Kazmi, Excel Books.
• CRM – Alok Kumar, Chhabi Sinha, 7/e, Biztantra.
• Customer Relationship Management – Peru Ahamed & Sagadevan, Vikas Publishing.
• Consumer Behavior – Kumar Rajeev, Himalaya Publisher.

Subject Code : 14MBA MM302

IA Marks : 50
No. of Lecture Hours / Week : 04 Exam Hours : 03
Total Number of Lecture Hours : 56 Exam Marks : 100
Practical Component : 01 Hour / Week

• To develop an understanding of the contemporary retail management, issues, strategies and trends in Retailing
• To highlight the significance of retailing and its role in the success of modern business houses
• To acclimatize with the insights of retailing, key activities and relationships.

Module 1: (7 Hours)
Introduction and Perspectives on Retailing – World of Retailing, Retail management, introduction, meaning, characteristics, emergence of organizations of retailing – Types of Retailers (Retail Formats) – Multichannel Retailing – Customer Buying Behaviour, Historical Perspective, role of retailing, trends in retailing, FDI in Retail – Problems of Indian Retailing – Current Scenario

Module 2: (5 Hours)
Theories of Retailing
Wheel of retailing, The Retail Accordion, Melting Pot Theory, Polarization theory

Module 3: (10 Hours)
Retailing strategy for Setting up Retail organization and planning: Retail Market Strategy – Financial Strategy – Site & Locations (Size and space allocation, location strategy, factors Affecting the location of Retail, Retail location Research and Techniques, Objectives of Good store Design.) – Human Resource Management, Information Systems and supply chain management & Logistics.

Module 4: (10 Hours)
Store management and visual merchandising: Store Management: Responsibilities of Store Manager, Store Security, Parking Space Problem at Retail Centres, Store Record and Accounting System, Coding System, Material Handling in Stores, Management of Modern retails -Store Layout, design: Types of Layouts, role of Visual Merchandiser, Visual Merchandising Techniques, Controlling Costs and Reducing Inventories Loss, Exteriors, Interiors Customer Service, Planning Merchandise Assortments -Buying systems -Buying merchandise and Retail Communication Mix

Module 5: (5 Hours)
Retail Pricing: Factors influencing retail pricing, Retail pricing strategies, Retail promotion strategies

Module 6: (9 Hours)
Relationship Marketing & International Retailing: Management & Evaluation of Relationships in Retailing, Retail Research in Retailing: Importance of Research in Retailing, Trends in Retail Research, Areas of Retail Research. Customer Audits, Brand Management in retailing, Internationalization of Retailing and Evolution of International Retailing, Motives of International Retailing, International Retail Environment – Socio-Cultural, Economic, Political, Legal, Technological and issues in international retailing

Module 7: (6 Hours)
Retail Audit and ethics in Retailing Undertaking an audit, responding to a retail Audit, problems in conducting a retail audit. Ethics in retailing, social responsibility and consumerism Case Studies (4 Hours)

Practical Components:
• Interview a salesperson in a retail store and write a brief report about what they like and dislike about their jobs, their salary, travelling allowances, sales quotas, why they chose a sales career, and what does it take to succeed in this profession.
• Go to a kirana store and a supermarket and compare the following: a) store arrangement
b) No of brands carried c) pricing policies – are discounts given? d) Service – personal or impersonal? Etc.
• Go to at least three kirana stores in your neighborhood (around 2 kms) and discuss with them the importance of location, pricing, credit policy, etc. What percentages of goods are sold ‘loose’ in each locality and compare this with the approximate income range of the customers? What are the retailer’s losses when a customer defaults in payment? Does he make up for it by increasing his prices to other customers?
• Ask your friends if they would buy certain goods like groceries, vegetables, socks, mobile, pens etc from the roadside vendor as against a regular shop. Group the products
into low risk and high risk ones. Does this buying behavior also depend on the personality of the individual doing the buying? Or the one doing the selling?
• Student can make a presentation on any product or the services of student choice, covering selling strategies and one day work exposure towards merchandising in any big retail outlets of respective places where institute is operating. Rural colleges can send the students to the city nearby to observe the merchandising planning in retail outlets and to make a small report.

• Integrated Retail Management – James R. Ogden & Denise Trodden, Biztantra, 2003.
• Retail Management – Levy & Weitz, 8/e, TMH, 2012.
• Retailing Management – Swapna Pradhan, 4/e, TMH, 2012.
• Retail Marketing Management – Dravid Gilbert, 2/e, Pearson Education.
• The Art of Retailing – A. J. Lamba, McGraw Hill.
• Retail Management: A Strategic Approach – Barry Berman, Joel R. Evans, Pearson.

• Principles of Retail Management – Rosemary Varley, Mohammed Rafiq, Palgrave Macmillan, 2009.
• Retail Management – Chetan Bajaj, Oxford University press.
• Managing Retailing – Sinha, Piyush Kumar & Uniyal & Oxford University Press, 2010.
• Retail Management – Arif Sheikh, HPH.
• Sales & Distribution Management – Tapan K. Panda & Sunil Sahadev, 6/e, Oxford University Press.
• Retail Management, Functional Principles and Practices, Gibson G Vedamani, 4th Edition, JAICO Publishing House.
• Retail Management, Global perspective, Dr.Harjith Singh, 3rd Revised Edition, S.Chand.

Subject Code : 14MBA MM303

IA Marks : 50
No. of Lecture Hours / Week : 04 Exam Hours : 03
Total Number of Lecture Hours : 56 Exam Marks : 100
Practical Component : 01 Hour / Week

• To acquaint the students to the uniqueness of the services characteristics and its marketing implications.
• To discuss measure and analyze several facets in the area of services marketing essential for the success of a service sector firm.
• To acquaint the students with the various models and their applications.

Module 1: (6 hours)
Introduction to services: Concepts, contribution and reasons for the growth of services sector, difference in goods and service in marketing, myths about services, characteristics of services, concept of service marketing triangle, service marketing mix, GAP models of service quality. Marketing challenges in service industry.

Module 2: (6 hours)
Consumer behaviour in services: Search, Experience and Credence property, consumer expectation of services, two levels of expectation, Zone of tolerance, Factors influencing customer expectation of services. Customer perception of services-Factors that influence customer perception of service, Service encounters, Customer satisfaction, Strategies for influencing customer perception.

Module 3: (6 hours)
Understanding customer expectation through market research: Key reasons for GAP 1, using marketing research to understand customer expectation, Types of service research, Building customer relationship through retention strategies –Relationship marketing, Evaluation of customer relationships, Benefits of customer relationship, levels of retention strategies, Market segmentation-Basis & targeting in services.

Module 4: (10 hours)
Customer defined service standards: “Hard” & “Soft” standards, process for developing customer defined standards Leadership &Measurement system for market driven service performance-key reasons for GAP-2 service leadership- Creation of service vision and implementation, Service quality as profit strategy, Role of service quality In offensive and defensive marketing.
Service design and positioning-Challenges of service design, new service development-types, stages. Service blue printing-Using & reading blue prints. Service positioning-positioning on the five dimensions of service quality, Service Recovery.

Module 5: (8 Hours)
Employee role in service designing: importance of service employee, Boundary spanning roles, Emotional labour, Source of conflict, Quality- productivity trade off, Strategies for closing GAP
Customer’s role in service delivery-Importance of customer & customer’s role in service delivery, Strategies for enhancing-Customer participation, Delivery through intermediaries-Key intermediaries for service delivery, Intermediary control strategies.

Module 6: (8 hours)
Role of marketing communication-Key reasons for GAP 4 involving communication, four categories of strategies to match service promises with delivery, Methodology to exceed customer expectation.
Pricing of services-Role of price and value in provider GAP 4, Role of non monitory cost, Price as an indicator of service quality –Approaches to pricing services, pricing strategies.

Module 7: (6 hours)
Physical evidence in services: Types of service spaces- Role of service scapes, Frame work for understanding service scapes & its effect on behaviour-Guidance for physical evidence strategies. Case Studies in Indian context only (6 hours)

Practical component:
• Ask students to choose a service industry of their choice at the beginning of the semester.
• Ask them to do an in-depth study of the industry and give a presentation at the end of the every Module relating to the concepts of that Module to the industry
• Students can prepare service blueprints for any service of their choice
• Students can do a role play on service recovery
• Identify any existing services. Locate loopholes in their design and suggest modifications

• Services Marketing-Valarie A Zeithmal & Mary Jo Bitner, 5/e, TMH, 2011
• Services Marketing-Christopher Lovelock, Pearson Education, 2004
• Services Marketing: Operation, Management and Strategy-Kenneth E Clow & David L. Kurtz, 2/e, Biztantra, 2007
• Services Marketing: The Indian Perspective-Ravi Shankar, Excel BOOKS, 2006

• Services Marketing – Rajendra Nargundkar, 3/e, TMH, 2010
• Services Marketing – Govind Apte, Oxford, 2007
• Services Marketing – Hoffman & Bateson, 4/e, Cengage Learning-2007
• Service Marketing – Peter Mudie and Angela Pirrie, 3/e, Elsevier, 2006
• Service Marketing – Jha S. M, HPH

Subject Code : 14MBA MM304

IA Marks : 50
No. of Lecture Hours / Week : 04 Exam Hours : 03
Total Number of Lecture Hours : 56 Exam Marks : 100
Practical Component : 01 Hour / Week

• To provide an understanding of the basics of marketing research and to build a research vocabulary, key terms and ideas.
• To provide a balance of the theoretical and practical aspects of marketing research and encourage the students to take up analytical and critical thinking through research.
• To highlight importance of research in management

Module 1: (8 Hours)
Introduction: Meaning, scope and importance of marketing research; own vs. agency marketing research; marketing information system; meaning, need and components, marketing information system and marketing research; marketing research process-I an overview; problem definition, formulation and preparation of research proposal.

Module 2: (8 Hours)
Primary Data Collection: Primary data collection methods; mail survey, telephone survey and interviews and their evaluation; observations; experimental methods, questionnaire preparation and administering, organizing fieldwork for collecting data.

Module 3: (8 Hours)
Research Design and Information Sources: Meaning and scope of research design; types of research designs, exploratory, descriptive and conclusive; sources and uses of secondary data, collection of secondary data.

Module 4: (8 Hours)
Sample Design and Sampling: Determining universe, sampling frame and sampling unit; determining sampling method; non probability and probability methods; sample size
determination; sampling errors vs. non-sampling errors.
Sampling: Steps &Types: Probability / non probability (simple, systematize; stratified proportionate, disproportionate), Sample size determination

Module 5: (8 Hours)
Questionnaire design:-Steps in Q.D. with examples for each step. Rating Scales, Juster, Likert, Semantic Differential, Thurston, Attitude Scales, Scales for illiterate respondents

Module 6: (8 Hours)
Measurement Techniques: Nominal Scale, Ordinal Scale, Interval Scale, Ratio Scale; Scale
Types: Comparative Scaling, Non-comparative Scaling; Attitude Measurement, Self-Reporting Methods, Methods for Rating Attributes, Data Analysis, Customer Research, Advertising Research, Product Research, Distribution Research, Sales Research, Marketing Environment Research, Internet Marketing Research, and International Marketing Research

Module 7: (8 Hours)
Research trends, Behavioural Science Based Approach, Economic and Competitive Pressures, Consumer Insight Groups, Quantifying Emotions, Impact of the Social Media, Do-it-Yourself (DIY) Research; Research ethics, typical research errors, Research and culture;

Practical Components:
• Choose 5 successful products or services and identify the insight behind them through a field survey.
• Do a comprehensive essay on the difference between consumer vs. trade vs. competition insights & how best to exploit them.
• Take 5 recent digital innovations e.g. twitter or face book and identify the insights. Locate 5 non-users of search or mail and Interview their reasons.
• Choose 5 recent successful campaigns and identify their insights through consumer interviews. Present your findings to the class
• Choose 3 successful movies e.g. Dabang & Zindagi na milegi & My name is Khan—and interview consumers about the reasons for their success. Similarly repeat this with 3
recent expensive flop movies and Present your findings to the class

• Marketing Research contemporary approach- Narayn reddy and GVRK Acharyalu, Excel publications
• Marketing Research and consumer Behavior Saravanavel, Vikas publishing house
• Essentials of Marketing Research – 4/e, Tony Proctor, PHI, 2005
• Essentials of Marketing Research – William G. Zikmund 4/e, Cengage Learning, 2010.
• Research Skills for Students: Transferable and Learning Skills – Allison, 1996.
• Market Research – Aekar, 11/e, Wiley publications, 2002.

• Market Research: a guide to planning, methodology & evaluation – Paul Hague, Kogan Page, 1996.
• Market Research Best Practice. 30 Visions of the Future – Peter Mouncey,, 2007.

Subject Code : 14MBA MM305

IA Marks : 50
No. of Lecture Hours / Week : 04 Exam Hours : 03
Total Number of Lecture Hours : 56 Exam Marks : 100
Practical Component : 01 Hour / Week

• The purpose of this course is to develop an understanding among the students about the various concepts of Industrial Marketing, which are helpful in developing sound
marketing policies for Industrial goods.
• The course prepares students for careers in the areas of marketing of Business products & services.
• It enhances the ability of the students to understand the nature of B2B marketing & the process involved in practice.
• It equips in the Development of B-2-B Strategies and their implementation

Module 1: (6 Hours)
Nature of Business Marketing: Business Marketing Concept, Business vs. Consumer Marketing, Economics of Industrial demand, Types of Industrial Markets, Types of Business Customers, Classifying Industrial Products & Services, Business customers purchase orientations, Organizational Procurement Characteristics, Environment Analysis in Business Marketing.

Module 2: (7 Hours)
Organizational Buying Behaviour: Organizational Buying Process, Types of purchases / buying situations, Buying Centre Concept, Inter Personal Dynamics of Business Buying
Behaviour, Roles of Buying centre, Conflict Resolution in Decision, The Webster & Wind model of Organizational Buying Behaviour, Ethics in Purchasing.

Module 3: (8 Hours)
Buyer-Seller Relationship: Relationship in Business Marketing, Types of Relationships, Developing & Implementing effective relationship marketing strategies, CRM.
Business Marketing Research: Differences between B2C & B2B Marketing Research, Marketing Research Process, The Standard Industrial Classification (SIC), Research Methods, Sales Forecasting Approaches, Top-Down, Bottom-up approaches.

Module 4: (8 Hours)
Market Segmentation: Segmenting, Targeting and Positioning of Business Market, Value based segmentation, Model for segmenting the organizational Market. Product & Brand Strategy: Developing Product Strategy, Analyzing Industrial Product Life Cycle, Developing Strategies for new and existing products, Branding process & Brand strategy.
Business Service Marketing: Special Challenges

Module 5: (7 Hours)
Formulating Channel Strategy: Nature of Business Marketing channels, Intermediaries, Direct and Indirect Channels, Channel Objectives, Channel Design, Managing Channel Members, Selection and Motivation of Channel Members, Channel conflicts, SCM, Logistics Management, Customer Service, Major cost centres of Market Logistics.

Module 6: (8 Hours)
Pricing Strategies: Price Determinants, Factors that Influence the Pricing Strategies, Pricing Methods, concept of learning curves, Pricing Strategies, Pricing Policies, Terms of Payment, Competitive Bidding, Leasing
The Promotional Strategies: Communication Objectives, Role of B-2-B Advertising, Sales Promotion in Industrial Markets, Trade shows and Exhibitions.

Module 7: (8 Hours)
Management of Sales Force: Personal Selling, The Selling Process, Key Account Management, Managing the Industrial Sales Force, Organizing and controlling the industrial sales force activity, planning for sales force Deployment, Measuring the Effectiveness of Sales Force, Customer relationship Management Strategies for Business Markets, Ethical Issues. B2B through E-Commerce: Business-to-Business forms of E-Commerce, Models for B2B ecommerce, Marketing strategy for the electronic market place.
Case Studies in Indian context only. (4 Hours)

Practical Components:
• Group presentations on organizational buying behavior & practices in purchase of raw materials, capital & facilitating goods in Indian Co’s & MNC’s operating in India.
• Segmentation & Positioning of B2B Products.
• Forecasting Techniques for demand of Industrial Products
• Visit to Trade shows & Exhibitions
• Industry visit in 2-3 Industries
• Competitive Bidding Process
• Preparation of quotation.
• Industry survey in the context of B2B Marketing
• Case studies

• Business Marketing – Krishna K Havaldar, Latest Edition, Tata McGraw Hill Publication.
• Industrial Marketing – Robert R Reeder & Reeder; 2nd Edition; Prentice-Hall International Publication.
• Business Marketing Management – Michael D Hutt, Thomas W Speh, Latest Edition, Cengage Learning Publication.

• Business Marketing – Frank G Bingham Jr., Latest Edition; Tata McGraw Hill Publication.
• Industrial Marketing – Mukherjee H S; Latest Edition; Excel BOOKS Publication.
• Industrial Marketing – PK Ghosh, Latest Edition; Oxford University Press.

Subject Code : 14MBA MM306

IA Marks : 50
No. of Lecture Hours / Week : 04 Exam Hours : 03
Total Number of Lecture Hours : 56 Exam Marks : 100
Practical Component : 01 Hour / Week

• The objective of this course is to enable the student to understand the basic concepts, processes and key elements of a supply chain and how they interact in supply chains.
• This subject provides information regarding the strategies for establishing efficient, effective, and sustainable supply chains.
• This subject is designed to explain the critical roles of technology in supply chain planning, visibility, and execution.

Module 1 (8 Hours)
Introduction: Basic concepts & philosophy of SCM, essential features, decision phases – process view, supply chain framework, key issues in SCM and benefits.

Module 2 (8 Hours)
Designing the supply chain network: Designing the distribution network, role of distribution, factors influencing distribution, design options, distribution networks in practice, network design in the supply chain, factors affecting the network design decisions. Designing and Planning Transportation Networks, role of transportation, modes and their performance, transportation Infrastructure and policies, design options and their trade-offs, tailored transportation.

Module 3 (8 Hours)
Inventory Management: Concept, various costs associated with inventory, EOQ, buffer stock, lead time reduction, reorder point / re-order level fixation, ABC analysis, SDE/VED Analysis. [Simple problems only for understanding the concept]

Module 4 (8 Hours)
Purchasing and vendor management: Centralized and decentralized purchasing, function of purchase department and purchase policies, vendor rating/ evaluation, single vendor concept, management of stores, account for materials, just in time & Kanban systems of inventory management

Module 5 (8 Hours)
Logistics Management: Logistics of part of SCM, logistics costs, different models, logistics, sub-systems, inbound and out bound logistics bullwhip effects in logistics, distribution and warehousing management.

Module 6 (7 Hours)
Demand Management and Customer Service: Demand Management, traditional forecasting, CPFRP, customer service, expected cost of stockouts.

Module 7 (4 Hours)
Recent issues in SCM: Role of computer/ IT in supply chain management, CRM Vs SCM, Benchmarking concept, features and implementation, outsourcing – basic concepts, value addition in SCM – concept of demand chain management Case Studies in Indian context only. (5 Hours)

Practical Components:
• Students are expected to choose any 2 Indian Organization and study their supply chain in terms of drivers of the Supply chain and submit a report
• Students can study different logistics companies and services provided by them.
• Students can identify any product/service and study the type of distribution system used and understand the reason for using that particular type.
• Students can identify the various types of IT applications employed by Indian Organizations in their Supply chain.

• Supply chain management, Chopra Sunil and Peter Meindl – 3rd edition, Pearson, 2007.
• A Logistic approach to Supply Chain Management – Coyle, Bardi, Longley, 1st Edition, Cengage Learning.
• Supply Chain Logistics Management, Donald J Bowersox, Dand J Closs, M Bixby Coluper, 2nd Edition, TMH, 2008.
• Supply Chain Management-A Managerial Approach,Amith Sinha, Herbert, 2nd edition, TMH.

• Logistics and supply chain management, G. Raghuram (I.I.M.A.), Macmillan, 2000
• Harnessing value in supply chain, Emiko Bonafield, Johnwiley, Singapore, 1999
• Material Management rearview, Dr. Gopal Krishnan, Pearson New Delhi, 2002
• Supply Chain Management, B.S. Sahay, Macmillan, Pearson Education, 2004
• A Text Book of Logistics and Supply chain management, Agarwal D.K. – 1st edition, Macmillan.

Finance Specialisation
Subject Code : 14MBA FM301

IA Marks : 50
No. of Lecture Hours / Week : 04 Exam Hours : 03
Total Number of Lecture Hours : 56 Exam Marks : 100
Practical Component : 01 Hour / Week

• To discuss the banking system and structure in India
• To understand the nature of banker- customer relationship.
• To comprehend the technological up gradation and application in banking
• To provide an understanding of asset liability management in banks

Module 1: ( 8 Hours)
Banking system and structure in India- Evolution of Indian Banks-Types of banks -Public Sector, Regional Banks, Performance of Public Sector banks, Private Sector Banks.
Commercial banking: Structure, Functions – Primary & secondary function, Role of commercial banks in socio economic development, Services rendered. Credit creation and Deployment of Funds.-Role of Reserve Bank and GOI as regulator of banking system – Provisions of Banking Regulation Act & Reserve Bank of India Act

Module 2: (9 Hours)
Banker and customer – Types of relationship between banker and customer – Bankers obligations to customers – Right of lean, setoff, appropriation–Bankers legal duty of disclosure and related matters Customers accounts with banks – Opening- operation – KYC norms and operation – Types of accounts and customers – Nomination – Settlement of death claims

Module 3: (7 Hours)
The Negotiable Instruments Act 1881-Features of Negotiable instruments-Important concepts and explanations under the Negotiable Instruments Act- The Paying Banker-Dishonour of cheques-Negotiation-Endorsement- The Collecting Banker-Negligence-Bills of exchange and promissory note-Discharge of Negotiable instruments-Hundis.

Module 4: (8 Hours)
Banking Technology- Concept of Universal Banking-Home banking – ATMs- Internet banking – Mobile banking- Core banking solutions – Debit, Credit, and Smart cards – Electronic Payment systems-MICR- Cheque Truncation-ECS- EFT – NEFT-RTGS

Module 5: (8 Hours)
International banking – International Banking: Exchange rates and Forex Business, Correspondent banking and NRI Accounts, Letters of Credit, Foreign currency Loans, Facilities for Exporters and Importers, Role of ECGC, RBI and EXIM Bank

Module 6: (7 Hours)
Banker as lender – Types of loans – Overdraft facilities – Discounting of bills – Financing book debts and supply bills- Charging of Security bills- pledge – mortgage – assignment.

Module 7: (9 Hours)
Asset Liability Management(ALM) in banks: Components of Liabilities and Components of Assets, Significance of Asset Liability management, Purpose and objectives. Prerequisites for ALM, Assets and Liabilities Committee (ALCO)- Activities of ALCO

Practical Components:
• Students can Understand Universal Banking & Cross Selling concepts adopted by banks
• Students can Understand Customer Profiling aspects adopted by banks
• Students can Understand Advertisement & Publicity efforts done by banks using ATMs (making a checklist of the publicity material found in an ATM – preferably in a private bank ATM

• Principles and practices of Banking – IIBF, 2/e, Macmillan, New Delhi.
• Elements of Banking & Insurance – Jyothsna Sethi & Nishwan Bhatia, 2nd edition, PHI, 2009.
• Bank Management – Koch W, Timothy, & S. Scott, Cengage Learning, New Delhi.
• Management of Banking and Financial Services, Padmalatha Suresh and Justin Paul, 2nd edition, Pearson, 2011.
• Banking Theory and Practice, K.C. Shekhar and Lekshmy Shekhar, Vikas Publishing House, 2011
• Modern Banking: Theory and Practice, Muraleedharan D, PHI, 2013.

• Banking Theory, Law and practice – Sunderaram and Varshney, Sultan Chand & Sons, New Delhi.
• Banking and Financial System – Prasad K, Nirmala, Chandradas J, Himalaya Publishing House, Mumbai.
• Management of Banking and Insurance – Sondhi N. K, Vrinda Publications.
• Banking and Insurance – Aggarwal O. P, Himalaya Publishing House.

Subject Code : 14MBA FM302

IA Marks : 50
No. of Lecture Hours / Week : 04 Exam Hours : 03
Total Number of Lecture Hours : 56 Exam Marks : 100
Practical Component : 01 Hour / Week

• To provide an understanding of the functioning of investment banking
• To explain the role of depositories and custodians
• To provide an in depth understanding of the financial services like factoring, venture capital, leasing and hire purchase.
• To explain the concept and developments in micro finance, credit rating and securitization

Module 1: (8 Hours)
Investment Banking- Introduction-Functions of Investment Banks- Types of Investment Banks- Investment Banking Services- Merchant Banking Services-Issue Management-Pre issue and Post issue obligations-Changing landscape of Investment Banking Regulation of the Capital Market- SEBI regulations for merchant bankers, brokers and sub
brokers, intermediaries and portfolio managers- SEBI issue and Listing of Debt securities Regulation 2008

Module 2: ( 8 Hours)
Depository System: Objectives, activities, interacting systems, role of depositories and their services, Advantages of depository system -NSDL and CDSL. The process of clearing and settlement through Depositories, Depository Participants. Regulations relating to Depositories-SEBI (Depositories and Participants) Regulations 1996- Registration of depository and participant- Rights and Obligations of depositories and participants- Recent amendments Custodial services- The Stock Holding Corporation of India Limited

Module 3: (7 Hours)
Housing Finance: Role, Types of housing loans, Institutions and banks offering Housing Finance, Procedure and Interest rates. Income Tax Implication. Reverse mortgage loan Non-Banking Finance Companies: Types, Growth, Functions, RBI Guidelines, Prudential

Module 4: (7 Hours)
Factoring: Origin, Types, Factoring mechanism, advantages, factoring charges, International factoring, Factoring in India
Forfeiting: Origin, characteristics, benefits, difference between factoring and forfeiting, growth of forfeiting in India

Module 5: (8 Hours)
Underwriting: Concept – Devolvement – Business model – Underwriting in fixed price offers and book built offers.
Venture Capital: Concept, features, Origin and the current Indian Scenario. Private equity- Investment banking perspectives in private equity
Microfinance: The paradigm – NGOs and SHGs – Microfinance delivery mechanisms – Future of micro finance

Module 6: (12 Hours)
Leasing: Concept, Steps in Leasing Transactions, Types of Lease, Legal frameworks, Advantages and disadvantages of Leasing, Contents of a Lease Agreement, Matters on Depreciation and Tax, Problems in leasing, Factors influencing Buy or Borrow or Lease Decision.
Hire Purchasing: Concepts and features, Hire Purchase Agreement, Comparison of Hire Purchase with Credit sale, Instalment sale and Leasing. Banks and Hire Purchase. Problems related to outright purchase, Hire purchase and Leasing.

Module 7: (6 Hours)
Credit rating: Definition and meaning, Process of credit rating of financial instruments, Rating methodology, Rating agencies, Rating symbols of different companies. Rating agencies for SMEs
Securitization of debt: Meaning, Features, Special Purpose Vehicle, Types of securitisable assets, Benefits of Securitization, Issues in Securitization.
(QUESTION PAPER: Full Theory Case study-Problem on leasing, hire purchase, outright purchase.)

Practical Components:
• Students can study the procedure for the sanction of housing loans by a bank
• Students can study the Procedure to open a Demat account and an Online Trading Account.
• Students can study the Calculation of EMI.
• Students can visit a NBFC and study their operations
• Students may visit a SHG/NGO and study the micro finance aspects
• Visit a bank/financial institution providing factoring service and submit a report.

• Indian Financial System – Bharati V. Pathak, 3/e, Pearson Education, 2011.
• Investment Banking- Pratap G Subramanyam, Tata McGraw Hill, 2012.
• Financial services – Khan M.Y, 6/e, McGraw Hill, 2011.
• Financial Markets and Services – Gordon & Natarajan, 7/e, Himalaya publishing, 2011.
• Merchant Banking & Financial services – Vij & Dhavan, 1/e, McGraw Hill, 2011.

• Indian Financial System – Machiraju, 4/e, Vikas, 2010
• Indian Financial System—Khan M. Y, 7/e, TMH, 2011.
• Dynamics of Financial Markets and Institutions in India – Srivastava R. M, Excel Books, 2010.
• Banking and Financial Services, Dr. Mukund Sharma, HPH, 1st edition, 2014

Subject Code : 14MBA FM303

IA Marks : 50
No. of Lecture Hours / Week : 04 Exam Hours : 03
Total Number of Lecture Hours : 56 Exam Marks : 100
Practical Component : 01 Hour / Week

• To develop a thorough understanding of process of investments.
• To familiarize the students with the stock markets in India and abroad.
• To provide conceptual insights into the valuation of securities.
• To provide insight about the relationship of the risk and return and how risk should be measured to bring about a return according to the expectations of the investors.
• To familiarise the students with the fundamental and technical analysis of the diverse investment avenues

Module 1: (Theory) (6 Hours)
Investment: Attributes, Economic vs. Financial Investment, Investment and speculation, Features of a good investment, Investment Process.
Financial Instruments: Money Market Instruments, Capital Market Instruments, Derivatives.

Module 2: (Theory) (6 Hours)
Securities Market: Primary Market – Factors to be considered to enter the primary market, Modes of raising funds, Secondary Market- Major Players in the secondary market, Functioning of Stock Exchanges, Trading and Settlement Procedures, Leading Stock Exchanges in India.
Stock Market Indicators- Types of stock market Indices, Indices of Indian Stock Exchanges.

Module 3: (Theory & Problems) (8 Hours)
Risk and Return Concepts: Concept of Risk, Types of Risk- Systematic risk, Unsystematic risk, Calculation of Risk and returns.
Portfolio Risk and Return: Expected returns of a portfolio, Calculation of Portfolio Risk and Return, Portfolio with 2 assets, Portfolio with more than 2 assets.

Module 4: (Theory & Problems) (8 Hours)
Valuation of securities: Bond- Bond features, Types of Bonds, Determinants of interest rates, Bond Management Strategies, Bond Valuation, Bond Duration.
PREFERENCE Shares- Concept, Features, Yields. Equity shares- Concept, Valuation, Dividend Valuation models.

Module 5: (10 Hours).
Macro-Economic and Industry Analysis: Fundamental analysis-EIC Frame Work, Global Economy, Domestic Economy, Business Cycles, Industry Analysis.
Company Analysis- Financial Statement Analysis, Ratio Analysis.
Technical Analysis – Concept, Theories- Dow Theory, Eliot wave theory. Charts-Types, Trend and Trend Reversal Patterns. Mathematical Indicators – Moving averages, ROC, RSI, and Market Indicators. (Problems in company analysis & Technical analysis) Market Efficiency and Behavioural Finance: Random walk and Efficient Market Hypothesis,
Forms of Market Efficiency, Empiricial test for different forms of market efficiency. Behavioural Finance – Interpretation, Biases and critiques. (Theory only)

Module 6: (Theory & Problems) (10 Hours)
Modern Portfolio Theory: Markowitz Model -Portfolio Selection, Opportunity set, Efficient Frontier. Beta Measurement and Sharpe Single Index Model
Capital Asset pricing model: Basic Assumptions, CAPM Equation, Security Market line, Extension of Capital Asset pricing Model – Capital market line, SML VS CML.
Arbitrage Pricing Theory: Arbitrage, Equation, Assumption, Equilibrium, APT and CAPM.

Module 7: (Theory & Problems) (8 Hours)
Portfolio Management: Diversification- Investment objectives, Risk Assessment, Selection of asset mix, Risk, Return and benefits from diversification. Mutual Funds:, Mutual Fund types, Performance of Mutual Funds-NAV. Performance evaluation of Managed Portfolios- Treynor, Sharpe and Jensen Measures
Portfolio Management Strategies: Active and Passive Portfolio Management strategy.
Portfolio Revision: – Formula Plans-Rupee Cost Averaging
(QUESTION PAPER- 50% Problems, 50% Theory)
Practical Components:
• A Student is expected to trade in stocks. It involves an investment of a virtual amount of Rs.10 lakhs in a diversified portfolio and manage the portfolio. At the end of the Semester the Net worth is to be assessed and marks may be given (to beat an index).
• Students should study the functioning of stock exchange.
• Students should study of the stock market pages from business press and present their observations
• Students can do
• Macro Economic Analysis for the Indian economy.
• Industry Analysis for Specific Sectors.
• Company Analysis for select companies.
• Practice Technical Analysis
• Students can study the mutual funds schemes available in the market and do their Performance evaluation.

• Investment Analysis and Portfolio management – Prasanna Chandra, 3/e, TMH, 2010.
• Investments – ZviBodie, Kane, Marcus & Mohanty, 8/e, TMH, 2010.
• Investment Management – Bhalla V. K, 17/e, S.Chand, 2011.
• Security Analysis & Portfolio Management – Fisher and Jordan, 6/e, Pearson, 2011.
• Security Analysis & Portfolio Management – Punithavathy Pandian, 2/e, Vikas, 2005.
• Investment Management – Preethi Singh, 17/e, Himalaya Publishing House 2010.
• Security Analysis & Portfolio Management- Kevin S, PHI, 2011.
• Investments: Principles and Concepts – Charles P. Jones, 11/e, Wiley, 2010.
• Security Analysis & Portfolio Management – Falguni H. Pandya, Jaico Publishing, 2013.

• Fundamentals of Investment – Alexander, Sharpe, Bailey, 3/e, PHI, 2001.
• Security Analysis & Portfolio Management – Nagarajan K & Jayabal G , 1st Edition, New Age international, 2011.
• Investment – An A to Z Guide, Philip Ryland, 1st Edition, Viva Publishers, 2010.
• Guide to Investment Strategy-Peter Stanyer, 2nd Edition, Viva Publishers, 2010.
• Security Analysis & Portfolio Management – Sayesh N. Bhat, 1st Edition, Biztantra, 2011.
• Security Analysis & Portfolio Management– Dhanesh Khatri, 1st Edition, Macmillan, 2010.
• Security Analysis & Portfolio Management – Avadhani V. A, HPH.
• Investment Analysis & Portfolio Management– Reilly, 8/e, Cengage Learning.

Subject Code : 14MBA FM304

IA Marks : 50
No. of Lecture Hours / Week : 04 Exam Hours : 03
Total Number of Lecture Hours : 56 Exam Marks : 100
Practical Component : 01 Hour / Week

• To understand the management of working capital and short term financing.
• To understand the techniques of cash, inventory and receivables management
• To comprehend the capital structure and dividend policy of the firm
• To enable the student to appreciate the role of financial management in an organisation.
• To develop planning skill and monitoring skill in financial management functions effectively, so that the students be able to apply the appropriate management strategy to face the company challenges.

Module 1: (8 Hours)
Working capital management – Determination of level of current assets. Sources for financing working capital. Bank finance for working capital. (No problems on estimation of working capital). Working capital financing: Short term financing of working capital, long term financing of working capital. Working capital leverage.

Module 2: (6 Hours)
Cash Management – Forecasting cash flows – Cash budgets, long-term cash forecasting, monitoring collections and receivables, optimal cash balances – Baumol model, Miller-Orr model, Strategies for managing surplus fund.

Module 3: (7 Hours)
Receivables Management – Credit management through credit policy variables, marginal analysis, Credit evaluation: Numerical credit scoring and Discriminate analysis. Control of accounts receivables, Problems on credit granting decision.

Module 4: (7 Hours)
Inventory Management: Determinations of inventory control levels : ordering, reordering, danger level. EOQ model. Pricing of raw material. Monitoring and control of inventories, ABC Analysis.

Module 5: (10 Hours)
Capital structure decisions – capital structure & market value of a firm. Theories of capital structure – NI approach, NOI approach, Modigliani Miller approach, traditional approach. Arbitrage process in capital structure. Planning the capital structure: EBIT and EPS analysis. ROI & ROE analysis. Capital structure policy

Module 6: (8 Hours)
Dividend policy – Theories of dividend policy : relevance and irrelevance dividend decision. Walter’s & Gordon’s model, Modigliani & Miller approach. Dividend policies – stable dividend, stable payout and growth. Bonus shares and stock split corporate dividend behaviour. Legal and procedural aspects of dividends Corporate Dividend Tax.

Module 7: (10 Hours)
Special issues in financial management Corporate financial modelling Agency problem and consideration. Effect of inflation on Asset value, firm value, returns Financial planning – Basis of financial planning, sales forecast method, pro-forma P & L account method, pro-forma balance sheet method, determination of External Financing Requirement (EFR).

Practical Components:
• Study the working capital financing provided by a Bank and submit the report on the same
• Study the annual report of any two companies and prepare a cash budget for next year.

• Financial Management – Prasanna Chandra, 8/e, TMH, 2011.
• Financial Management – M.Y. Khan & P.K. Jain, 6/e, TMH, 2011.
• Financial Management – I.M. Pandey, 10/e, Vikas, 2011.

• Financial Management: Theory & Practice – Brigham & Ehrhardt, 10/e, Cenage Learning, 2004.
• Corporate Finance: Ross, Westerfield & Jaffe,– TMH – 8/e, 2010
• Financial Management & Policy – Vanhorne, 12/e, Pearson
• Principle of Corporate Finance– Brearly and Myers, 10/e, TMH, 2012.
• Corporate Finance: Theory & Practice – Ashwath Damodaran, 2/e, Wiley India Pvt. Ltd., 2009.
• Cases in Financial Management – Pandey & Bhatt, 2/e, TMH, 2012.
• Financial Management: Comprehensive Text Book with Case Studies – Ravi M. Kishore, 7/e, Taxmann.

Subject Code : 14MBA FM305

IA Marks : 50
No. of Lecture Hours / Week : 04 Exam Hours : 03
Total Number of Lecture Hours : 56 Exam Marks : 100
Practical Component : 01 Hour / Week 60

• To describe the cost concepts, cost behaviors, and cost accounting techniques that are applied to manufacturing and service businesses
• To provide an understanding of the use of cost information in support of different strategies
• To demonstrate costing methods and techniques appropriate to a variety of businesses
• To prepare and interpret budgets and operating results through variance analysis
• To describe the use of balanced scorecard and explain how the balanced scorecard supports strategic cost management

Module 1: (10 Hours)
Introduction to Cost Management- Cost Accounting to Cost Management- Elements of costs- Classification of costs-Methods of costing-Cost Management Tools- A Strategic View to Cost Management- Preparation of a cost sheet

Module 2: (10 Hours)
Overheads, Classification and Collection, Difference between Cost Allocation and Cost Apportionment, (Full fledged Problems on Primary and secondary distribution, Simultaneous equations, Absorption of Overhead, Theory on Under and Over absorption of Overhead)

Module 3: (8 Hours)
Marginal Costing – Nature and Scope- Applications-Break even charts and Point, Decision Making (all types with full problems) Differential Cost Analysis, Advantages and Disadvantages of Marginal Costing.

Module 4: (8 Hours)
Budgetary Control:- Objectives of Budgetary control, Functional Budgets, Master Budgets, Key Factor Problems on Production Budgets and Flexible Budgets.
Standard Costing:- Comparison with Budgetary control, analysis of Variances, Simple Problems on Material and Labour variances only .

Module 5: (8 Hours)
Demerits of Traditional Costing, Activity Based Costing, Cost Drivers, Cost Analysis Under ABC ( Unit level, Batch Level and Product Sustaining Activities), Benefits and weaknesses of ABC, Simple Problems under ABC.

Module 6: (5 Hours)
Cost Audit,-objectives,, Advantages, Areas and Scope of Cost Audit , Cost Audit in India — Practical—Read the contents of the report of Cost Audit and the annexure to the Cost Audit report.
Management Audit- Aims and the objectives, Scope of Management Audit.

Module 7: (7 Hours)
Reporting to Management – Purpose of reporting-Requisites of a good report,, Classifications of Report, Segment reporting, Applicability of Accounting Standard 17, Objectives, Users of Segment reporting. Cost Reduction, and Cost Control, Target Costing – its Principles, Balanced Scorecard as a performance measure- Features- Purpose, Reasons for use of Balanced scorecard. Proportion of problems to theory 50%

Practical components:
• Students can take up a product and get details about the actual cost of raw material, wages and other cost and prepare a cost statement. Standard cost of each component has to be obtained and the variance can be calculated to find the efficiency of Purchase, Operations and Production in charge.

• Cost Accounting: Theory and Practice – Bhabatosh Banerjee, 13th Edition, PHI.
• A Text book of Cost and Management Accounting – Arora M. N, 11th Edition, Vikas.
• Financial Statement Analysis and Reporting – Mohana Rao P, PHI, 2011.
• Cost Management: A strategic Approach – Vaidya S. C, Suveera Gill, Macmillan, 2010.
• Cost Accounting- Jawaharlal, & Seema Srivastava, 4th Edition, TMH.
• Accounting & Costing for Management – Sinha P. K, Excel Books, 2010.
• A Textbook of Cost Management- G.V Kesava Rao, D Gopinath, M.G. Krishnamurthy and Anita S. Yadav, Paramount Publishing House, 2013

• Cost Accounting – Khan M. Y and Jain P. K, TMH.
• Principles and Practice of Cost Accounting – Bhattacharyya, 3rd Edition, PHI.
• Cost and Management Accounting- Arora M. N, 3rd enlarged and Revised Edition, HPH.
• Managerial Accounting- James Jiambalvo, 4nd Edition, Wiley India Pvt. Ltd.
• Management Accounting – Khan M. Y and Jain P. K, 6th Edition, McGraw Hill, 2012.
• Advanced Cost Accounting – Madegowda J, HPH.
• Cost and Management Accounting – Arora M. N, 3rd Edition, HPH.

Subject Code : 14MBA FM306

IA Marks : 50
No. of Lecture Hours / Week : 04 Exam Hours : 03
Total Number of Lecture Hours : 56 Exam Marks : 100
Practical Component : 01 Hour / Week

• To provide an overview of the sound lending decisions by a bank
• To explain the process of evaluation of the loan proposal
• To provide an insight into the different types of loans
• To describe the aspects of NPA management

Module 1: (8 Hours)
Credit management in banks-Screening of applications-Appraisal of credit-Sanction limit- Post sanction compliance – Monitoring supervision –Review- Government policies for credit extension- Credit institutions- Principles of good lending- Borrower study and bankers opinion- Credit policy by banks- Government regulation of credit -Prudential norms.

Module 2: (8 Hours)
Over view of credit policy and loan characteristics-The credit process –Characteristics of different types of loans- Evaluating commercial loan requests – Financial statement analysis- Cash flow analysis- Projections-Management of the firm and other factors –Feasibility study – Fundamental credit issues – Credit analysis-Different types of borrowers – Balance sheet analysis for lending – Forms of advances secured and unsecured advances- Short term and long term advances.

Module 3: (7 Hours)
Evaluating consumer loans – Types- Credit analysis of consumer loans- Risk–return analysis of consumer loans- Customer profitability analysis and loan pricing- Fixed Vs floating rates

Module 4: (8 Hours)
Loan and advances against pledge- Hypothecation- Mortgage – Lien- Advances against goods- Document to title to goods – Life insurance policies – Stock exchange securities-Fixed deposit receipts –Book debts- Supply bills- Real estates – Advance against collateral securities

Module 5: (8 Hours)
Agricultural finances and Retail lending- Crop loans- Crop insurance schemes- Dairy- Sericulture- Poultry- Animal husbandry – Horticulture – Gobar gas – Kissan credit cards –
NABARD initiatives – Lead bank schemes – Retail banking advances – Concept – Retail banking products – Consumer credit financing

Module 6: (8 Hours)
Financing to small scale industries and large scale industries- Term lending- Syndicated loan system- Role of development banks in industrial finance- Working capital finance- Turnover method – Modified version of MPBF – Cash budget approach- Long term finance-Project financing –Industrial sickness and BIFR.

Module 7: (9 Hours)
NPA management – Introduction- Identification of NPAs- Asset classification- Prudential
norms- Capital adequacy – International Banking Regulation-Basel II – asset classification
provisioning – effect of NPA on profitability – Assessment procedure- Pre-sanction appraisal –
Post sanction supervision- Monitoring systems for existing and likely NPAs—Tools to manage
NPAs –Compromise scheme, Lok Adalats, Debt Recovery Tribunals, Corporate Debt
Restructuring, Willful defaulters, SARFAESI Act, Asset Reconstruction Companies-CIBIL

Practical Components:
• Students can visit a bank and study the lending and loan appraisal system relating to Agricultural loan, consumer financing etc.
• Students can study the NPA status of leading two PSU banks and two private banks.

• Strategic Credit Management in Banks, Popli.G.S. and Puri S. K. , PHI, 2013
• Banking Theory and Practice – Shekar and Shekar, 19th Edition, Vikas Publishing House, 2009.
• Bank Management – W. Koch Scott, Timothy, Cengage Learning, New Delhi.
• Commercial Banking -Benton Gup & James Kolari, 3rd Edition, Wiley India, 2010.
• Indian Financial System, Bharati V. Pathak, 3rd Edition, Pearson, 2012.
• Bank Credit Management, G. Viajayaragavan, Himalaya Publishing House, 2009.

• Industrial Finance – Vishwanathan R, Macmillan, New Delhi.
• Banking and Financial System – Prasad K, Nirmala and Chandradas. Himalaya Publishing House, Mumbai.
• Managing Banking Risks – Cade, Eddic, Woodhead Publishers, England. Human Resources Management

Subject Code : 14MBA HR301

IA Marks : 50
No. of Lecture Hours / Week : 04 Exam Hours : 03
Total Number of Lecture Hours : 56 Exam Marks : 100
Practical Component : 01 Hour / Week

• To enable students to grasp and apply the principles of IR and develop an awareness of the significance of industrial peace.
• To provide a conceptual basis of Industrial Relations.
• To give an understanding of the components and meaning of sustaining Industrial peace anchored on harmonious Employee-Management relations.


MODULE 1: (8 hours)
Background of Industrial Relations – Definition, scope, objectives, factors affecting IR, participants of IR, importance of IR. Approaches to Industrial relations, system of IR in India – Historical perspective & post independence period, Code of Discipline and historical initiatives for harmonious IR, Government policies relating to labor, ILO and its influence on Legal enactments in India.

MODULE 2: (8 Hours)
Collective Bargaining & Negotiation:
Collective Bargaining: Definition, Meaning, Nature, essential conditions for the success of collective bargaining, functions of collective bargaining, importance of Collective Bargaining, collective bargaining process, prerequisites for collective bargaining, implementation and administration of agreements.
Negotiations-Types of Negotiations-Problem solving attitude, Techniques of negotiation, negotiation process, essential skills for negotiation, Workers Participation in Management

Module 3: (8 Hours)
Trade Union
Trade Unions: Meaning, trade union movement in India, Objective, role and functions of the Trade Unions in Modern Industrial Society of India, Procedure for registration of Trade Unions, Grounds for the withdrawal and cancellation of registration, union structure, Rights and responsibilities of TUs, Problems of trade unions, Employee relations in IT sector

Module 4: (8 Hours)
Grievance procedure and Discipline management:
Grievance – Meaning and forms, sources of grievance, approaches to grievance machinery, Grievance procedures, model grievance procedure.
Discipline – Causes of Indiscipline – Maintenance of discipline. Principles of Natural Justice, Judicial approach to discipline, Domestic enquiries, Disciplinary procedures, approaches to manage discipline in Industry, Principles of Hot stove rule.

Module 5: (8 Hours)
Industrial Conflicts:
Industrial conflict – perspectives, Nature of conflicts and its manifestations causes and types of Industrial conflicts, prevention of Industrial conflicts, industrial disputes act of 1947, settlement Machinery of Industrial disputes.
Paradigm shift from industrial relations to employee relations – shift in focus, difference, employee relations management at work, culture and employee relations, future of employee relations.

• Employee Relations Management, P N Singh, Singh P. N., – Pearson Publications, 2011.
• Dynamics of Industrial Relations, Mamoria & Mamoria, Himalaya Publications, 2012, ISBN: 9789350514306
• Human Resource Management Principles & Practice, Aquinas, Vikas Publication.
• Personnel Management & Industrial Relations, Nair N G, Nair L, S. Chand Limited, 2001, ISBN: 8121918081, 9788121918084
• Essentials of Human Resource Management and Industrial Relations, Subba Rao, 3rd Revised edition, Himalaya Publishing House, 2010, ISBN: 8184886225, 9788184886221

• The Law of Industrial Disputes, O.P Malhotra, Lexis Nexis India; Sixth edition (2004), ISBN: 978-8180380495
• A Guide to Settlement of Industrial Disputes, Arya, V.P, Oxford and IBH Pub. Co.
• Gherao and Industrial Relations, Aggarwal, Dr. Arjun P. and Larki, H., Trade Unionism in the New Society.
• Modern Labour Laws and Industrial Relations, Srikanta Mishra, Deep and Deep Publications, 1992, ISBN: 8171004350, 9788171004355


Module 6: (8 Hours)
Only basic objectives and major provisions of the following legislations
• Factories Act 1948,
• Industrial Employment (Standing orders) Act, 1946
• Employees’ State Insurance (ESI) Act, 1948,
• Maternity Benefit Act, 1961
• Contract Labour Act,
• Shops and Establishments Act
• Child Labour (Prohibition & Regulation) Act, 1986

Module 7: (8 Hours)
• Minimum Wages Act, 1948
• Payment of Wages Act, 1936
• Payment of Gratuity Act 1972,
• Employees’ Provident Fund and Miscellaneous Provisions Act 1952;
• Payment of Bonus Act, 1965.
• Employees Compensation Act in 2013

• Labor Laws for Managers, BD Singh, Excel Books, 2009, ISBN: 9350621436, 9789350621431
• Industrial Relations and Labor laws, SC Srivatava, 5th Edition, Vikas Publications
• Elements of Mercantile Law – N. D Kapoor, Sultan Chand, 2004, ISBN13: 9788180549748
• Labor Industrial Laws, Dr. V. G. Goswami, Eighth Edition, Central Law Agency, Allahabad

• Industrial Relations, Trade Unions & Labour Legislation, P R N Sinha et al, Pearson Education, 2004, ISBN: 9788177588132
• Bare Acts
• Industrial Relations and labor laws, Arun Monappa, Ranjeet Nambudiri, Patturaju Selvaraj, TMH, 1997, ISBN: 1259051102, 9781259051104
• Industrial relations, trade unions and labor legislations, P R N Sinha, Indu Bala Sinha, Seema Priyadarshini Shekar, Pearson Education, 2013, ISBN: 9788131731642

Subject Code : 14MBA HR302

IA Marks : 50
No. of Lecture Hours / Week : 04 Exam Hours : 03
Total Number of Lecture Hours : 56 Exam Marks : 100
Practical Component : 01 Hour / Week

• To enable students to understand and apply the principles of recruitment and Selection trends in the industry.
• To provide a conceptual and Application of Selection Procedure in the Industry.
• To give an understanding of the components and meaning of Latest Selection Tools in the corporate sector.

Module 1: (6 Hours)
Job Analysis: Meaning, definition and purpose. Methods of job analysis: job analysis interviews, job analysis questionnaire, task analysis inventory, position analysis questionnaire, subject expert workshops, critical incident technique, F1eisclunann job analysis survey, functional job analysis, job element method, repertory grid, critical incident technique

Module 2: (9 Hours)
Hiring Process & Hiring decision: Nature of hiring: regular, temporary, full time, part time, apprentice, contractual, and outsourcing, Existing post or new post to be created, Need analysis, cost analysis and job analysis.

Module 3: (7 Hours)
Hiring internally: Meaning and definition of internal recruitment, Advantages and disadvantages in terms of cost, time, quality and suitability.
Sources of internal recruitment: – circulars, intranet advertisements, employee referrals, Appointment or promotion, Policy guidelines and union settlements.

Module 4: (10 Hours)
External Hiring: Meaning and definition of external recruitment.
Sources of recruitment:- advertisement, in newspaper, TV/Radio, Internet, search on the internet, wanted signboards, consultants, employment exchange, campus recruitment, employee referrals and unsolicited applications. Advantages and disadvantages of the above sources in terms of cost, time, convenience, reach of the targeted population, and quality of applicant pool.
Job advertisement: drafting, size and contents. Contents of public sector recruitment: single or multiple sources and choosing the best source

Module 5: (8 Hours)
Screening the candidates: Application Forms: bio-data / resume / curriculum vitae and weighted application blanks: meaning definition, purpose, advantages and disadvantages – taking a Behavioural approach to recruitment: spotting personality patterns, making basic assumptions, predicting the future, strategy Vs. Technique, Pinning down what is needed: targeted interviewing, focusing on behaviour, assessing how person performs, assuming they have been hired. – Identifying the ingredients of success: the winning candidate‟s profile, challenges in the interview, the starting point, day to day execution, dealing with people, the inner person,
additional characteristics. Studying the CV.

Module 6: (8 Hours)
Testing: Meaning, definition, purpose, advantages and disadvantages, Ability tests clerical ability test, mechanical ability test, mental ability test, physical ability test, personality
assessment test, typing test, shorthand test, computer proficiency test
Interviewing: Planning the interview, Interview process – getting started, examining the 5 interview areas, examining the strengths & weaknesses, listening to what are being said, digging for Behavioural gold, probing for specifics, spotting patterns, using an interview checklist, Allowing candidates to ask questions at the end, explaining the procedure of selection and concluding with a happy note, making the decision. Interview in public sector undertaking, statutory requirements.

Module 7: (8 Hours)
Reference checking & Appointment orders: meaning, definition and purpose. Verification of character, criminal antecedents, previous work behavior and education qualifications. Verification of community certificates in public sector companies Meaning, definition, and purpose. Statutory requirements (under the Shops and commercial establishments Act). Contents of appointment letter, hard copy (or soft copy), method of delivery and retrieving the acknowledgement copy. Medical Examination & acceptance of offer for joining.

Practical Component:
• Students need to identify two jobs in the college and need to do job analysis for those positions using any of the job analysis methods.
• In teams students can be asked to give presentations about various types of jobs (regular, temporary, full time, part time, apprentice, contractual, and outsourcing) in different industries along with its advantages and disadvantages
• In Teams, select and analyze any two of the Job postings advertisements in Newspapers to know more about job description and job specification mentioned in each advertisement for every post.
• Obtain online access to the resume data base of or for a week give at least four Job Descriptions and specification to each student, to search and download from the data base at least five resumes for each positions.
• Students can identify 4 or 5 jobs of their interest and can create Advertisements for the same imaging that they are Proprietors of the companies and hiring for these positions.
• Debate on Advantages and disadvantages of hiring external and Internal for the selected jobs like Police Constable, Doctor, CEO, Mechanical Engineer, Professor etc.,
• Role play : Students can do the role play for the entire process of hiring and selecting 3 or 4 selected roles in a specific industry.

• Human Resource Selection, Robert D. Gatewood and Hubert S. Feild, South western Cengage Learning, Mason, Ohio, 2001.
• Staffing Organization, Herbert G. Heneman III, Timothy A. Judge, 5th Edition, McGraw Hill International.
• Recruitment and Selection, Elearn, Revised Edition, Routledge, 2009, ISBN: 1136369317, 9781136369315
• Online Recruiting and Selection: Innovations in Talent Acquisition, Douglas H. Reynolds, John A. Weiner, John Wiley & Sons, 2009, ISBN: 1444315951, 9781444315950
• Effective Recruitment and Selection Practices, R. L. Compton, William J. Morrissey, Alan R. Nankervis, Bill Morrissey, CCH Australia Limited, 2009, ISBN: 1921485779, 9781921485770

• Employee Selection, Lilly M Berry, 1 edition, Cengage Learning, 2002, ISBN 13 – 978- 0534580957
• Hiring & keeping the best people, HBS Press, 2013, ISBN: 1422131785, 9781422131787
• Human Resource Planning, Dipak Kumar Bhattacharyya, 2nd edition, Excel Books, 2009, ISBN: 8174464980, 9788174464989
• High performance hiring by Robert W. Wendover, Crisp Publication, California, 1991.

Subject Code : 14MBA HR303

IA Marks : 50
No. of Lecture Hours / Week : 04 Exam Hours : 03
Total Number of Lecture Hours : 56 Exam Marks : 100
Practical Component : 01 Hour / Week

• To discuss the strategic importance of compensation to the achievement of organizational goals. And the identify links between compensation objectives and business strategy.
• Discuss the role of compensation in attracting, motivating, and retaining a high-quality workforce.
• Discuss recent theoretical and practical developments in the area of compensation and benefits.
• Develop the basic competencies required for the development and management of compensation systems.
• Discuss how compensation management can become a competitive advantage.
• Discuss the role of compensation management as part of the new mandate for HR executives.

Module 1: (6 Hours)
Introduction To Compensation: Definition of Compensation, The Pay Model, Strategic Pay Policies, Strategic Perspectives of Pay, Strategic Pay Decisions, Best Practices vs. Best Fit Options

Module 2: (6 Hours)
Defining Internal Alignment: Definition of Internal Alignment, Internal Pay Structures, Strategic Choices In Internal Alignment Design, Which Internal Structure Fits Best?

Module 3: (10 Hours)
Job Analysis and Evaluation: Why Perform Job Analysis?, Job Analysis Procedures, Job Analysis Data Collection Process, Job Descriptions, Definition of Job Evaluation, Major Decisions In Job Evaluation, Job Evaluation Methods, Final Result – Pay Structure

Module 4: (8 Hours)
Determining External Competitiveness and Benefits Management: Competitiveness: Definition of Competitiveness, Pay Policy Alternatives, Wage Surveys, Interpreting Survey Results, Pay Policy Line, Pay Grades
Benefits: Benefits Determination Process, Value of Benefits, Legally Required Benefits, Retirement, Medical, & Other Benefits

Module 5: (10 Hours)
Performance Based Compensation System:
Employee Contributions: Pay For Performance (PFP): Rewarding Desired Behaviors, Does Compensation Motivate Performance?, Designing PFP Plans, Merit Pay/Variable Pay, Individual vs. Group Incentives, Long Term Incentives. Compensation of Special Groups: Who are Special Groups?, Compensation Strategies For Special Groups

Module 6: (8 Hours)
Legal & Administrative Issues in Compensation: Legal Issues, Pay Discrimination, Comparable Worth, Budgets and Administration

Module 7: (8 Hours)
Global Compensation: Recognizing Variations, Social Contract, Culture & Pay, Strategic Choices In Global Compensation, Comparing Systems, Expatriate Pay

Practical Components
• Students must prepare a comprehensive compensation plan to be offered to a Sales Executive, A General Manager and The CEO of an organization.
• Students to collect information from an IT organization regarding the Cost To Company of an employee.
• Students have to prepare questionnaire for conducting wage survey and carry out wage survey for any selected sector and prepare a report for the same.
• Solve various case studies.
• Students must compare and analyze compensation practices in different countries.
• Students to calculate the bonus amount eligible to an employee working as a HR Executive for the past 10 years in a automobile manufacturing organization.

• Compensation & Reward Management, BD Singh, 2nd edition, Excel BOOKS, 2012, ISBN: 9350620111, 9789350620113
• Compensation, Milkovich & Newman, 6th edition, Irwin/McGraw-Hill, ISBN: 0256259658, 9780256259650
• Compensation and Benefit Design, Bashker D. Biswas, FT Press, 2012, ISBN: 0133064859, 9780133064858
• An Introduction to Executive Compensation, Steven Balsam, Academic Press, 2002, ISBN: 0080490425, 9780080490427

• Strategic Compensation, Joseph J. Martocchio, 3rd Edition, Prentice Hall, 2004, ISBN: 0131918737, 9780131918733
• Compensation Management in a Knowledge based world, Richard I. Anderson, 10th edition, Pearson Education
• Compensation Management, Er Soni Shyam Singh, Excel Books, ISBN: 8174465766, 9788174465764.

Subject Code : 14MBA HR304

IA Marks : 50
No. of Lecture Hours / Week : 04 Exam Hours : 03
Total Number of Lecture Hours : 56 Exam Marks : 100
Practical Component : 01 Hour / Week

• To make students learn how to design a training environment to maximize learning at workplace.
• To enable students to be aware of the field of learning and development and its role in optimizing performance.
• To make students understand how assessment, relationships, courses, and job experiences can be used for development.

Module 1: (8 Hours)
Introduction to Employee learning and Development, learning, Meaning and significance, The Forces Influencing Working and Learning, classification of learning capabilities, learning theories- Reinforcement Theory, Social Learning Theory, Goal Theories, Expectancy Theory, Adult Learning Theory, pedagogy and andragogy; The basic principles of learning, The Learning Process , Mental and Physical Processes, The Learning Cycle, Instructional Emphasis for Learning Outcomes.

Module 2: (6 Hours)
Training and Learning: Introduction, Relationship, meaning, Designing Effective Training, Forces influencing working & learning, Strategic Training, Work Environment, Characteristics influencing transfer of training, organizational environments encouraging transfer;

Module 3: (7 Hours)
Training Needs Analysis: Meaning and significance of training needs, types of needs, components of needs, data collection, analysis and interpretation. Meaning and significance of training design and development, principles of training design, design process, identifying the training objectives, determining structure, content, duration, method, learning activities,

Module 4: (11 Hours)
Training implementation & Methods: Meaning and significance of implementation, making or buying decision, implementation process for making and buying decisions, skills of effective trainer.
Training Methods: Presentation Methods, Hands-on Methods, Group Building Methods. Choosing Training methods. E-Learning & Use of Technology in Training: Technology’s
Influence on Training, Technology & Multimedia, Computer-Based Training, Developing Effective Online Learning, Blended Learning, Simulations, Mobile Technology & Training Methods, Intelligent Tutoring Systems, Distance Learning, Technologies for Training Support, Technologies for Training Administration, Learning Management Systems (LMSs), Systems for Training Delivery, Support & Administration, Choosing New Technology Training Methods.
Outward bound methods: Meaning and significance of outward bound learning (OBL) methods, process of OBL, risk, safety and ethical issues. Training aids.

Module 5: (8 Hours)
Training Evaluation: Meaning, Reasons for Evaluating Training and significance of training evaluation, Donald Kirkpatrick’s Evaluation Model, Return on investment in Training, Types of Evaluation Designs, Considerations in Choosing an Evaluation Design, data collection for training evaluation, Threats to Validity, Determining Costs, Evaluation Practices in different organizations, Measuring Human Capital and Training Activity

Module 6: (8 Hours)
Executive development/ Management development Need, factors affecting MDP, methods, process, administration, delivery, costing & pricing, Company Strategies for Providing Development, Increased Use of New Technologies for Learning, Increased Demand for Learning for Virtual Work Arrangements, Increased Use of Training Partnerships & Outsourcing Training,

Module 7: (8 Hours)
Careers and Career Management: Introduction, Importance, Career: meaning, A Model of Career Development (Career Stages), Career Management Systems, Roles of Employees, Managers, Human Resource Managers, and Company in Career Management, Evaluating Career Management Systems. Special Challenges in Career Management.

Practical Components:
• Study training programs and processes in different organizations and analyze their effectiveness.
• Students to design a training program for a specific job role.
• Students are expected to conduct a mock training session including need identification and a set of students to evaluate the effectiveness of the same.
• Give a training needs analysis case and ask the students to find out the training needs.
• Implement various training methods, observe and submit a report on its effectiveness.

• Effective Training, P Nick and Blanchard, 2nd Edition, Pearson Education/PHI, 2005
• Training & Development, Dr. B. Janakiraman, Biztantra/Wiley Dreamtech, 2005
• Employee Training & Development, Noe A Raymond, 2nd edition, McGraw Hill Publication, 2011, ISBN: 0072436611, 9780072436617
• Management Training and Development, Gupta B.L, 1st Edition, Vrinda Publications, 2011.
• Training and Development Methods, Dr. Rishipal, 1st Edition, S. Chand, 2011.
• Personal Growth and Training & Development, Ruchi Srivastava, 1st Edition, Vrinda Publications, 2011.

• Training for development– Rolf Lynton & Udai Pareek, Sage Publications, 2011.
• Effective HR Training Development Strategy – Ratan Reddy, HPH, 2005.
• Training in organizations – Goldstein, 4th Edition, Cengage learning.

Subject Code : 14MBA HR305

IA Marks : 50
No. of Lecture Hours / Week : 04 Exam Hours : 03
Total Number of Lecture Hours : 56 Exam Marks : 100
Practical Component : 01 Hour / Week

• To understand the fundamental concepts in the study of knowledge and its creation, acquisition, representation, dissemination, use and re-use, and management.
• To critically evaluate current trends in knowledge management and their manifestation in business and industry.
• The purpose of this course is to acquaint students with some of the organizational and management issues surrounding the emergence of information and knowledge as key factors in developing and maintaining a competitive advantage for firms.
• Analyze and build communities of practice to contribute and share knowledge

Module 1: (8 hours)
Introduction: What Is Knowledge Management, Multidisciplinary Nature of KM, Drivers of KM, The Two Major Types of Knowledge, The Concept Analysis Technique, History of Knowledge Management, From Physical Assets to Knowledge Assets, Organizational Perspectives on Knowledge Management, Why Is KM Important Today?, KM for Individuals, Communities and Organizations, Future Challenges for KM.

Module 2: (8 hours)
Understanding knowledge: the core of business: Knowledge, Intelligence, Experience, Common sense. Cognition and KM. Types of Knowledge, Expert Knowledge, Human Thinking & Learning. Organization Knowledge Management architecture and Implementation Strategies. Knowledge creation and capture: Knowledge Creation, Nonaka’s Model, Major Theoretical KM Models, Takeuchi Knowledge Spiral Model, Knowledge Conversion, Knowledge Spiral. Knowledge Architecture, Other knowledge capture techniques.

Module 3: (8 hours)
The knowledge management cycle: Knowledge Management System Life Cycle, Major Approaches to the KM Cycle, The Zack KM Cycle, The Bukowitz and Williams KM Cycle, The McElroy KM Cycle, The Wiig KM Cycle, An Integrated KM Cycle,
KNOWLEDGE CODIFICATION: Explicit Knowledge Codification, Cognitive Maps, Decision Trees, Knowledge Acquisition and Application Tools.

Module 4: (8 hours)
Knowledge sharing and communities of practice: The Social Nature of Knowledge, Sharing Communities, Types of Communities, Roles and Responsibilities in CoPs, Knowledge Sharing in Virtual CoPs, Data Mining and Knowledge Discovery, Blogs, Content Management Tools, Knowledge Sharing and Dissemination Tools, Networking Technologies, Obstacles to Knowledge Sharing, Organizational Learning and Social Capital, How to Provide Incentives for Knowledge Sharing

Module 5: (8 hours)
Knowledge application: Knowledge Application at the Individual, Group & Organizational Levels, Characteristics of Individual Knowledge Workers, Task Analysis and Modelling, EPSS, Knowledge Reuse, Knowledge Repositories, Strategic & Practical Implications of Knowledge Application The role of organizational culture: Different Types of Cultures, Organizational Culture Analysis, Culture at the Foundation of KM, The Effects of Culture on Individuals, Cultural Transformation to a Knowledge-Sharing Culture, Organizational Maturity Models, KM Maturity Models, CoP Maturity Models,

Module 6: (8 hours)
Km strategy and metrics: Knowledge Management Strategy, Knowledge Audit, Gap Analysis, The KM Strategy Road Map, The Management of Organizational Memory, Balancing Innovation and Organizational Structure, Historical Overview of Metrics in KM, KM Metrics, The Benchmarking Method, The Balanced Scorecard Method.

Module 7: (8 hours)
The km team & learning organizations: learning organization: The mystique of learning organization, learning and change, RICE Model. Major Categories of KM Roles, Senior Management Roles, KM Roles and Responsibilities within Organizations, the KM Profession. ETHICAL, LEGAL AND MANAGERIAL ISSUES.

Practical Components:
• To expose and make students to prepare a report on knowledge management practices implemented by successful companies.
• Make a team of 2-3 students and asking them to conduct a telephonic interview or survey regarding local businesses familiarity with and level of literacy in KM.
• To do a comparison on the KM Life Cycle Models and seeing their applicability in organizations.
• To organize a group discussion for students and enable them to go through the knowledge acquisition phases.
• Asking students to compare and contrast on different COPs.

• Knowledge Management, Elias M Awad, Hassan M Ghaziri, PHI, 3rd Edition.
• Knowledge Management in Theory and Practice, Kimiz Dalkir, 2nd Edition, PHI.
• Knowledge Management: Tool for Business Development, Dr. B. Rathan Reddy, Himalaya Publishing House.
• Knowledge Management, Sudhir Warier, Vikas Publishing House.

• Knowledge Management, Ratnaja Gogula, ICFAI University Press, 2002, ISBN: 8178810026, 9788178810027
• Handbook on knowledge management, Holsapple, Springer Verlag, 2003, ISBN 978-3- 540-24746-3
• Knowledge Management: Systems And Processes, Fernandez Irma Becerra, Sabherwal Rajiv, Prentice Hall India.

Subject Code : 14MBA HR306

IA Marks : 50
No. of Lecture Hours / Week : 04 Exam Hours : 03
Total Number of Lecture Hours : 56 Exam Marks : 100
Practical Component : 01 Hour / Week

• To understand the nature of various dimensions of conflict
• To learn various strategies and techniques to manage conflicts
• To understand the importance and role of negotiation in conflict resolution
• To understand the importance of cross-cultural and gender dimensions of negotiation

Module 1 (8 Hours)
Introduction: Understanding conflict, components, perspectives of conflict, types of conflict, models of conflict – Process and Structural Models, functional & dysfunctional conflict, relationship between conflict and performance in team, levels of conflict – intrapersonal, interpersonal, group & organizational conflicts, sources of conflict – intrapersonal, interpersonal, group & organizational sources.

Module 2 (8 Hours)
Conflict Management Design: Nature of conflict Management, contingency approach, conflict management process, the conflict domain, conflict trends, conflict distribution, conflict mapping and tracking.

Module 3 (10 Hours)
Managing Conflict: Managing interpersonal conflict: Thomas conflict resolution approach, behavioral style and conflict handling, the Cosier Schank model of conflict resolution, collaboration & conflict resolution, dealing with difficult subordinates, boss & colleagues, 1 to 1 dispute resolution.
Managing team & organization conflict: techniques to resolve team conflict, strategies to resolve organizational conflict, effective listening and dialogue skills, humor and conflict resolution, negotiation as a tool for conflict resolution.

Module 4 (6 Hours)
Conflict resolution and Cost: Conflict resolution models, framework model, classical ideas, new developments in conflict resolution. Environmental conflict resolution, gender and conflict resolution. Assessing the cost of workplace conflict.

Module 5 (8 Hours)
Negotiations-Types of Negotiations, negotiation process, factors for successful negotiations, essential skills for negotiation, tricks used in negotiation process, psychological advantage of negotiations, Techniques of negotiation, issues in negotiations.

Module 6 (8 Hours)
Negotiation strategies: Strategy and tactics for distributive bargaining, strategy and tactics for integrative negotiation, negotiation strategy and planning. Finding and using negotiation power, sources of power, Ethics in negotiation.

Module 7 (8 Hours)
Managing difficult negotiations: Third party approaches: Third party interventions, formal intervention methods – Arbitration, Mediation and Process Consultation, Informal intervention methods, best practices in negotiation.

Practical Components
• Survey the conflict resolution techniques adopted by individuals based on individual personality types.
• Dividing students into groups and give a scenario to negotiate and reach conclusion.
• Reading: 8 Habits of Highly Effective People; apply the concepts to understand how people approach negotiation through different mind – sets.
• Conduct Role Plays for different scenarios.
• Solve various case studies dealing with conflict between teams and organizations.
• Ask students to identify three unconscious factors that may affect their negotiation effectiveness and ask them to explain why or how that phenomenon may occur.
• Management games like two dollar game, cross the line games can be played in the class to develop negotiation skills among the students.

• Corporate Conflict Management – Concepts and Skills, Eirene Leela Rout, Nelson Omiko, Prentice India, 2007.
• Negotiations, Roy J. Lewicki, David M. Saunders, Bruce Barry, 5/e, Mc Graw Hill, 2005, ISBN: 9780072973075.
• Contemporary Conflict Resolution, Oliver Ramsbotham, Hugh Miall, Tom Woodhouse, 3rd edition, Polity publishers, ISBN 0745649734, 9780745649733, 2011.
• Handling Conflict and Negotiation, Manchester Open Learning, illustrated edition, Kogan Page, 1993, ISBN 0749411406, 9780749411404

• Managing conflict and negotiation, B.D. Singh, 1st edition, Excel books, 2008.
• Conflict Management: Practical guide to develop negotiation strategies, Barbara A Budjac Corvette, Pearson Prentice Hall, 2006, ISBN: 8174466428, 9788174466426
• Managing Conflict in Organizations, M. Afzalur Rahim, 4th Edition, Transaction Publishers, 2011, ISBN 1412844258, 9781412844253.

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