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Karnataka State Open University

Bachelors of Business
Administration (BBA)

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Bachelors of Business Studies (BBA)

Semester II

Semester I



Business Communication

Business Law

Production & Operations


Financial Accounting

Marketing Management

Managerial Economics

Introduction to Computers
Communication Skills





Semester - IV




Mathematics for Business &


Advertising Fundamental

Logistics Management

Business Policy

Human Resource Management

Financial Reporting

Introduction to Internet


Entrepreneurship & Small

Business Management

Project Management




Semester V


Semester III

Organization Behaviour

Principal of Management





Semester - VI

Corporate Legal Framework

Security Analysis & Portfolio


Management Information
Quality Management

Advertising & Sale Promotion

Management of Financial

Training & Development

Consumer Behavior

Business Environment

Project Report





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Detailed Syllabus:

Semester - I
Section-I Principal of Management
UNIT 1: Conceptual Framework of Management Management Defined, Components of Management,

Features of Management, Functions of Management, Nature of Management, Levels of

UNIT 2: Administration and Management, Management as a Profession, Significance of Management

from the Point of View of Modern Business Operations

UNIT 3 : Evolution and Foundations of Management Theories Introduction, The Classical Organisation Theory,
Neoclassical Approach or Theory, Facts Discovered through Hawthorne Experiments, Systems
Approach to an Organisation, Modern Organisation Theory is Fundamental in Nature, Modern
Organisational Theory: An Appraisal
UNIT 4: Management Planning Process Planning Process, Objectives and its Characteristics, Policy and its
Meaning, Procedure Defined, Distinction between Policies and Procedures, Forecasting and its
Various Aspects
UNIT 5: Organisation Meaning, Importance, Principles and Types Organisation: Meaning and Definition, Basic
Elements/Steps/Features of an Organisation, Nature of an Organisation, Importance of an
UNIT 6: Principles of an Organisation, Formal and Informal Organisation, Span of Control, Departmentation
Meaning, Types of Departmentation, Key Factors in Departmentation
UNIT 7: Types of an Organisation Introduction, The Line Organisation, The Line and Staff Organisation, The
Functional Organisation, The Project or Matrix Organisation, Distinction between Organisations, The
Need for Committee Form of an Organisation
UNIT 8: Understanding Organisation-structure and Designs Introduction, Organisation Defined, Consequences
of Poor Organisation, AMA's Ten Commendments of Good Organisation,
UNIT 9: Principles of Objective, Process of Organising, Functions of Organisation, Organisational Design,
Division of Labour or Principle of Specialisation
UNIT 10: Types of Authority Introduction, Sources of Authority, Decentralisation of Authority, Distinction
Between Delegation and Decentralisation, Factors Determining the Extent of Decentralisation,
UNIT 11: Advantages of Decentralisation, Limitations of Decentralisation, The Technique of Decentralisation,
Organisation Charts
UNIT 12: Delegation of Authority Meaning of Delegation, Formal and Informal Delegation, Characteristics of
Delegation, Limitations of Delegation, Process of Delegation, Merits of Delegation, Principles of
Delegation, Weaknesses of Delegation
UNIT 13: Communication Defined, Elements of Communication, Characteristics of a Good Communication,
Objectives of Communication, Importance of Communication,
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UNIT 14:

Principles of Effective Communication, Obstacles/Barriers in Communication, Advantages and

Disadvantages of Verbal and Written Communication, Measurement of the Success of

UNIT 15: Motivation Defined, Importance of Motivation, Relationship of Motivation with Efficiency of the
Working Force, Positive and Negative Motivation,
UNIT 16: Principles of Personnel Motivation, Human Needs, Maslows Theory of Motivation,UNIT II: Ordinary
Differential Equations and Applications

Reference Books:1. Total Quality Management in Education by Sallis Edward (Associate Principal Brunel College of
Technology Bristol) and Edward Sallis (Paperback - May 1, 2002)
2. What Every Principal Should Know About Operational Leadership (v. 6) by Jeffrey Glanz (Paperback Nov 28, 2005)
3. What Great Principals Do Differently: 15 Things That Matter Most by Todd Whitaker (Paperback Nov

Section II: Marketing Management

UNIT 17: Marketing: Basic Concepts ,Meaning of the Functions of Marketing, Functions of Marketing,
haracteristics of Modern Concept of Marketing, Sellers Market, Buyers Market
UNIT 18: Meaning, Functions and Importance of Marketing, Management Meaning and Definition of
Marketing Management, Functions of Marketing Management,
UNIT 19: Principles of Marketing Management, Responsibilities of Marketing Manager, Meaning and Definition of
Marketing Mix
UNIT 20: Consumer Behaviour and Motivation, Meaning of Buying Motives, Buyers Behaviour, The Diffusion
Process, Meaning of Motivation Research, Stages of Buying Process
UNIT 21: Product and Product Policies Definition and Concepts of Product, Product Mix Defined, Concept of
Life Cycle of a Product, Product Planning, Product Line Policies and Strategies,
UNIT 22: Process of New Product Development, Procedure for Test Marketing, Product Simplification, Product
Diversification, Product Elimination
UNIT 23: Pricing Decisions, Price Policy and Strategy Meaning and Definition of Pricing Decision, Contents of
Price Decision, Factors Affecting the Pricing Decision, Information Required by Price Setters,
UNIT 24: Methods of Determining Prices, Pricing in Different Stages of Life-Cycle of a Product, UNIT 25: Meaning
and Definition of Price Discrimination, Justification of Price Discrimination,
UNIT 25: Causes for Popularity of Non-Price Competition, Resale Price Maintenance (Maximum Retail Price)
UNIT 27: Channels of Distribution and Logistics Management
UNIT 28: Meaning and Definition of Channels of Distribution, Functions of Channels of Distribution, Selection of
a Particular Channel
UNIT 29: Distribution Logistics, General Factor Affecting Logistics Choice, Physical Distribution in Certain
Industries in India,
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UNIT 30: Marketing Research and Market Segmentation Meaning and Definition of Marketing Research,
Scope of Marketing Research, Sources of Collecting Marketing Research Data, Market Segmentation
UNIT 31: Sales Promotion Meaning and Definition of Sales Promotion, Importance or Advantages of Sales
UNIT 32: Meaning and Definition of Personal Selling, Functions of Personal Selling, Merits or Advantages of
Personal Selling , Sales Forecasting Meaning of Sales Forecasting, Objectives of Sales Forecasting,
Limitations of Sales Forecasting, Forecasting the Indian Context, Process of Sales Forecasting

Reference Books:1. Marketing Management (13th Edition) by Philip Kotler and Kevin Keller (Hardcover - Mar 6, 2008)
2. Marketing Management: Millennium Edition (10th Edition) by Philip Kotler (Hardcover - Jul 19, 1999)
3. Marketing Management (12th Edition) by Philip Kotler and Kevin Lane Keller (Hardcover - Jan 1, 2006)

Section III: Managerial Economics

UNIT 33: Managerial Economics Nature, Scope and Concepts, Fundamental Nature of Managerial Economics,
Appropriate Definitions, Basic Characteristics, Economic Analysis,
UNIT 34: Theoretical Concepts of Managerial Economics, Role of the Managerial Economist and Summary
UNIT 35: Demand Analysis Concept of Demand, Types of Demand, Demand Function and Demand Curve,
Demand Elasticities, Demand Forecasting
UNIT 36: Production Analysis Introduction, The Production Function, Production Function: One Variable Input
Case: Short-run Analysis,
UNIT 37: The Production Function with Two Variable Inputs, Changes in Input Prices, Returns to Scale,
Empirical Production Functions
UNIT 38: Cost Analysis Cost Concepts, Cost-output Functions, Costs in the Short-run, Costs in the Long-run,
Economies of Scale., Economies of Scope,
UNIT 39: Application of Cost Analysis, Break-even Analysis: Volume-Cost-Profit, Cost Functions: Empirical
Determination, Relevance of Cost Theory for Managers, Relevance of the Shape of Costs
UNIT 40: Price-output And Market Structure Theory of Pricing, Various Forms of Market Structures, Equilibrium
of a Firm, Price Determination: Equilibrium between Demand and Supply,
UNIT 41: Pricing and Output Decisions under Perfect Competition, Pricing and Output Decisions under
UNIT 42: Pricing Strategies Introduction, Multi Product Pricing, Price Discrimination, Pricing Methods in
Practice, Governments Control on Pricing
UNIT 43: Investment Decisions Introduction, Meaning and Significance of Capital Budgeting, Techniques or
Methods of Investment Evaluation,
UNIT 44: Public Investment Decisions, Risk and Uncertainty

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UNIT 45: Firm Objective and Constraints Introduction, Theories of the Firm,
UNIT 46: Managerial Theories of the Firm, Behavioural Theories of the Firm, Value Maximisation, Firm's
UNIT 47: Welfare Economics Introduction, General Equilibrium, Utility Analysis, Consumer's Surplus, Producer's
Surplus, Pareto Optimality:
UNIT 48: Alternative Approach, Criteria for Welfare Judgements

Reference Books:1. Managerial Economics by William Samuelson and Stephen G. Marks (Hardcover - Dec 29, 2008)
2. Managerial Economics with Student CD by Christopher R. Thomas and S. Charles Maurice (Hardcover Mar 7, 2007)
3. Managerial Economics by Christopher R. Thomas and S. Charles Maurice (Hardcover - Jan 27, 2010)

Section IV: Introduction Of Computers

UNIT 49: Structure of Computer Input/Output System, Central Processing Unit, Memory Unit, Logic Gates/
Circuits, BITS and BYTES,
UNIT 50: Number System for Data , Representation, Hardware and Software
UNIT 51: Hardware Concepts Motherboard, Input Devices, Output Devices, Storage Devices, Cards, Ports and
Cords, Powersupply
UNIT 52: Software Concepts Operating Systems, Concept of Programming,
UNIT 53: Types of Computer Language, Language Translators, Software Tools, System Software Utilities
UNIT 54: Windows - A Graphical User Interface, General Purpose Application Software, Special Purpose
Application Software
UNIT 55: Latest Trends in Information Technology, Emerging Information Technologies, Limitations of
UNIT 56: Introduction to DOS Definition and Importance of DOS, Loading DOS, Rebooting the Computer, Files
and Directories in DOS,
UNIT 57: Referencing Files, File Naming Conventions, DOS Commands, Wildcards, Internal and External
Commands, Batch Files
UNIT 58: Computer Viruses: Attacks, Prevention and Cure Definition of a Virus, Virus Characteristics, What is
Sinister about Viruses, Virus History, and How Viruses are spread,
UNIT 59: Different Kinds of Virus, Damage Done by Viruses, Virus Prevention, Network and Viruses, Network
Protection, Anti-virus in the Future
UNIT 60: Microsoft Word 2000 Starting of MS-Word, Start Working with Word Document, Opening of an
Existing Document, Formatting the Text, Spell Checking

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UNIT 61: Microsoft Excel 2000 How to Start Microsoft Excel 2000, Components of Excel Window, Start
Working with Menu Options, Data Entry and Editing,
UNIT 62: Reversing / Reapplying Commands, Find Replace & Go to Options, Working with Toolbar, Resizing of
Columns and Rows
UNIT 63: Classification of Computers Supercomputers, Mainframes, Minicomputers, Clients and Servers
UNIT 64: Laptop Computers, Notebook Computers, Personal Digital Assistants (PDA's), Embedded Computers

Reference Books:1. Python Programming: An Introduction to Computer Science by John M. Zelle (Paperback - Dec 2003)
2. Introduction to Computer Security by Matt Bishop (Hardcover - Nov 5, 2004)
3. Introduction to Computers for Healthcare Professionals, Fifth Edition by Irene Joos, Ramona Nelson,
and Marjorie J. Smith (Paperback - Sep 3, 2009)


UNIT 65: Concord & Forms of Verbs Rule of Concord or Agreement
UNIT 66: Present Tense, Past Tense, Future Tense, Tenses with Since,
UNIT 67: The Future Tense in Adverbial Clauses, Tense in Sentences of Condition
UNIT 68: Idiomatic use of Prepositions and Conjunctions UNIT 69: What is an Idiom, Idiomatic Use of Prepositions
UNIT 70: Words Followed by prepositions,
UNIT 71: Structural Use of Infinitive, Gerund and Participles,
UNIT 72: The Participle, the Infinitive, Gerunds
UNIT 73: Common Errors in English Adjectives and Adverbs (Confused),
UNIT 74: Errors in the Use of Adjectives and Adverbs
UNIT 75: Punctuation, Capitalization & Comprehension Punctuation, Capitalization
UNIT 76: Good Manners, The Conjurers Revenge, The Home Coming, My Last Will and Testament
Unit 77: Vocabulary Building in English Language Useful Words for Expressing Ideas,
UNIT 78: Opinions and Emotions,Single Words for Phrases or Sentences,Derivations: Root Words,
UNIT 79: Prefixes and Suffixes,Antonyms and Synonyms,Nationality Words: Names of Countries and People
UNIT 80: Essay and Business Letter Writing Writing an Essay,Business Letters

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Reference Books:1.

Messages: The Communication Skills Book by Matthew McKay (Paperback - Mar 3, 2009)
People Skills: How to Assert Yourself, Listen to Others, and Resolve Conflicts by Robert Bolton
(Paperback - Jun 1986)
The Hard Truth About Soft Skills: Workplace Lessons Smart People Wish They'd Learned Sooner by
Peggy Klaus (Paperback - Jan 22, 2008)

Semester - II
UNIT 1: Basic Concepts of Organisational Behaviour Introduction, Defining Organisational Behaviour
UNIT 2: Administration and Organisational Behaviour, Fundamental Concepts of Organisational Behaviour
UNIT 3: Basic Approaches to Organisational Behaviour, Historical Development of Organisational Behaviour,
Hawthorne Experiments, Elements of Organisational Behaviour System
UNIT 4: Perception, Attitudes and Values Introduction, Perception Defined, Attitude Defined, Functions of
Attitude, Value Defined, Value System,
UNIT 5: Why Should Managers Know and Understand Values?
UNIT 6: Work Values, Individual Behaviour
UNIT 7: Personality Development and Personality Theories the Meaning of Personality, Characteristics of
UNIT 8: Types of Theories of Personality, Freuds Psychoanalytic theory of Personality, Abraham Maslows
Humanistic Theory of Personality
UNIT 9: Motivation Introduction, Motivation Defined, Nature of Motivation, Importance of Motivation,
Maslows Need Priority Model, Theory X and Theory y, Herzbergs two Factor Theory,
UNIT 10: Comparison between Herzberg and Maslow Models, Immaturity-Maturity heory, Vrooms Expectancy
Theory Financial and Non-Financial Incentives
UNIT 11: Individual and Organisation Introduction, Concept of Individual-Organisation Conflict, Legitimacy of
Organisational Influence, Discipline and Disciplinary action,
UNIT 12: Disciplinary action policy or Reinforcement, The Counselling Approach to Disciplinary Action
UNIT 13: Organisational Conflict Introduction, Meaning of Conflict, Are Conflicts Always Dysfunctional?
UNIT 14: Positive or Functional or Constructive Aspects of Conflict, Levels of conflicts, Managing the Conflicts
UNIT 15: Work Groups Introduction, Concept of Groups, Characteristics of Groups, How work groups are
formed, Why work groups are formed, Types of Groups, Distinction between Formal and Informal Groups
UNIT 16: Group Dynamics Group Dynamics Defined, Behaviour in Groups, Importance of Group Dynamics,
Group Cohesiveness Defined, Factors Influencing Cohesiveness, Group Cohesiveness and Productivity
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Reference Books:1. Organizational Behavior (13th Edition) by Stephen P. Robbins and Timothy A. Judge (Hardcover Mar
14, 2008)
2. Organizational Behavior by Michael A. Hitt, C. Chet Miller, and Adrienne Collela (Paperback - Oct 6,
3. Organizational Behavior by John R. Schermerhorn Jr, Dr. James G. Hunt, and Dr. Richard N. Osborn
(Hardcover - Jan 3, 2008)

Section II: Business Communication

UNIT 17: Nature of Communication Process of Communication, Non-verbal Communication, The Role of
Communication in the Business Organisation,Introduction,
UNIT 18: The Frequency of Communication, Main Forms of Organisational Communication, Communication
Network in the Organisation, Effects of Changing Technology
UNIT 19: Communication Process Communication is a Two-way Process, Process of Communication: Meaning
and Concept, Elements of Communication, Importance of Effective Communication
UNIT 20: Communication Channels and Networks Types of Communication, Communication on the Basis of
Direction, Communication on the Basis of Way of Expression,
UNIT 21: Communication on the Basis of Organisational Structure, Communication Network
UNIT 22: Effects of Communication Network on Work Performance
UNIT 23: Management Communication Introduction, Management Communication: Meaning, Importance of
Management Communication, Improving Management Communication
UNIT 24: Downward Communication, Importance of Downward Communication, Upward Communication,
Improvement in Upward Communication,
UNIT 25: Communication in Specialised Groups, Communication with Workers Families
UNIT 26: Barriers to Effective Communication Introduction, Types of Barriers, External Barriers, Organisational
Barriers, Personal Barriers, Steps to Make Communication Effective
UNIT 27: Effective Written Communication Introduction, Guidelines for Effective Writing, Writing Proposals,
UNIT 28: Format of the Contract Proposal, Sales Proposals, Business Reports, Business Letter Writing
UNIT 29: Effective Oral Communication and Public Speaking Factors Inhibiting Effective Oral, Communication,
Problems in Oral Communication, Gateways to More Effective Communication,
UNIT 30: Principles of Information , Exchange in a Company, Oral Communication Skills, Listening Ability,
Problems in Listening, Guide to Effective Listening, Committees and Meetings, Ten Commandments
of Good Oral Communication
UNIT 31: Communication Feedback Systems Introduction, Feedback Defined

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UNIT 32: The Functions of Feedback, the Process of Interpersonal Feedback, Making Feedback Effective: Giving
Feedback, Making Feedback Effective: Receiving Feedback

Reference Books:1. Messages: The Communication Skills Book by Matthew McKay (Paperback - Mar 3, 2009)
2. People Skills: How to Assert Yourself, Listen to Others, and Resolve Conflicts by Robert Bolton
(Paperback - Jun 1986)
3. The Hard Truth About Soft Skills: Workplace Lessons Smart People Wish They'd Learned Sooner by
Peggy Klaus (Paperback - Jan 22, 2008)

Section III: Business Law

UNIT 33: Business and its Environment Business and its Environment, What is Business? Legal Environment of
Business, Gaining Practical Experience
UNIT 34: Law of Contract Introduction, Meaning and Essentials of a Valid Contract, Proposal (or Offer) and
Acceptance [SS.3-9], Capacity to Contract [Ss.10-12],
UNIT 35: Consent and Free Consent, Consideration [Ss.2(D), 23-25,185], Unlawful Consideration and Object
UNIT 36: Contingent Contracts (Ss.31-36), Quasi Contracts (Ss.68-72), Certain Relations Resembling those
Created by Contracts), Performance of Contracts [Ss.37-67], Different Modes of Discharge of Contracts
[Ss.73- 75]
UNIT 37: Contract of Agency Introduction, Definition of Agent and Agency, Different Kinds of Agencies,
Classification of Agents, Duties and Rights of Agent
UNIT 38: Principal's Duties to the Agent and his Liability to Third Parties, Personal Liability of Agent,
Termination of agency, Power of Attorney
UNIT 39: Law of Sale of Goods Introduction, Definition and Essentials of a Contract of Sale Goods and their
UNIT 40: Meaning of Price, Conditions and Warranties, Passing of Property in Goods, Transfer of Title by Nonowners (Ss. 27-30), Performance of a Contract of Sale of Goods,
UNIT 41: Unpaid Seller and His Rights
UNIT 42: Law of Negotiable Instruments Introduction, Meaning and Definition of a Negotiable Instrument,
Certain Important Concepts and Explanations of Certain Terms
UNIT 43: Promissory Notes and Bills of Exchange Cheques, Holder and Holder in due Course, Privileges of a
Holder in due Course
UNIT 44: Law of Insurance Nature and Principles of Insurance, Life Insurance, Fire Insurance, Marine Insurance,
Gaining Practical Experience
UNIT 45: Law of Carriage of Goods Definition of a Contract of Carriage and Classification of Carriers, Carriage of
Goods by Land, Carriage of Goods by Rail, Carriage of Goods by Sea, Carriage of Goods by Air

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UNIT 46: Elements of Company Law Meaning and Nature of a Company, Formation of a Company,
Memorandum of Association.
UNIT 47: Articles of Association, Prospectus, Shares and Share Capital, Allotment of Shares
UNIT 48: Taxation Constitutional Framework of Taxation, Direct and Indirect Taxes, The Central Excise Act,
1944, The Customs Act, 1962, Basic Central and State Sales Tax

Reference Books:1.

Business Law: Text and Cases (West's Business Law) by Kenneth W. Clarkson, Roger LeRoy Miller,
Gaylord A. Jentz, and Frank B. Cross (Hardcover - Mar 14, 2008)
Business Law (Barron's Business Review Series) by Robert W. Emerson (Paperback - Oct 1, 2009) Smith
and Roberson's Business Law by Richard A. Mann and Barry S. Roberts (Hardcover - Mar 11, 2008)

Section IV: Production & Operations Management

UNIT 49: Basic Concepts Production Defined, Production as Heart of an Organisation, Production Management
Function, Objectives of Production Management,
UNIT 50: Scope of Production Management, Production Organisation, Historical Evolution of Production
Operations Management
UNIT 51: Design and Control of Production Systems Technology Life Cycle (TLC) and Product Design, Categories of
Process Technologies, Impact of Design Engineering on Technology, Mechanisation and
Automation, Flexible Manufacturing Systems
UNIT 52: Production Life Cycle and Design Product Design, Modular Design and Standardisation, Generation of
New Product Opportunities Product Life Cycle
UNIT 53: Product Planning and Development Product Development, Research and Development
UNIT 54: Plant Location Facilities Location Defined, Significance of Plant Location, Objective of Location
Strategy, Site Selection Where to Locate? Site Evaluation Processes, Location Analysis
Techniques, Behavioural Impacts in Facility Location
UNIT 55: Plant Layout Facility Layout/Plant Layout , Defined, Objectives of Plant Layout, Effects of Layout on
Cost , Basic Types of Layouts, Factors Influencing Plant Layout, Approach to Layout Engineering,
Steps in Planning Plant Layout, Comparison of Different Types of Layouts, Symptoms of a Bad Layout
UNIT 56: Materials Handling Definition, Functions of Materials Handling, Importance/Significance of Materials
Handling, Principles of Materials Handling, Types of Materials Handling Equipment,
Containerisation and Palletisation Mechanisation and Automation in Materials Handling
UNIT 57: Demand Forecasting Forecasts and Predictions, Categories of Forecasting
UNIT 58: Production Planning Characteristics of Production, Planning, Objectives of Production Planning,
Planning and Manufacturing Systems, Steps or Procedure for Production Planning.
UNIT 59: Production Control and Scheduling Production Control, Scheduling Defined, Dispatching for Batch

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UNIT 60: Dispatching and Follow-up Dispatching and Follow-up, Qualities of a Chaser
UNIT 61: Inspection Return to Suppliers, Goods Received Notes, Bin Cards
UNIT 62: Maintenance Management Maintenance Defined, Maintenance Policy, Service Level Defined
UNIT 63: Materials Management of Material Resources, Definition of Materials Management, Scope of
Materials Management, Materials Management as Profit Centre, Functions of Materials Management
UNIT 64: Inventory Control Inventory Defined, Characteristics of Inventory, Inventory Control , Fundamentals,
Economic Order Quantity, Selective Inventory Control

Reference Books:1. Operations Management by William J. Stevenson (Hardcover - Oct 28, 2008)
2. Operations Management (10th Edition) by Jay H. Heizer and Barry Render (Hardcover - Feb 1, 2010)
3. Operations Management and Student CD and Student DVD Package (9th Edition) by Jay H. Heizer and
Barry Render (Misc. Supplies - Nov 9, 2007)

Section V: Financial Accounting

UNIT 65: Financial Accountingan Introduction, Basic Accounting Concepts, Double Entry Accounting, The
Accounting Trail
UNIT 66: Financial Statements and Their Nature, the Accounting Equation
UNIT 67: Recording in the Primary Books Introduction, Ground Rules of Journalisation, Journalisation, Types of
UNIT 68: Posting in Secondary Books Introduction, Types of Secondary Books, Posting Techniques in the
UNIT 69: Bank Reconciliation Statement Introduction, Purpose of Bank Reconciliation Statements, Causes of
UNIT 70: Trial Balance and Final Accounts Introduction, Preparation of the Trial Balance, Errors and Their
Rectification, Final Accounts
UNIT 71: Accounting Standards in India Introduction, Indian Accounting Standards
UNIT 72: Corporate Financial StatementsPart-I Introduction, Statutory Books, Financial Statements,
Comprehensive Illustration,
UNIT 73: Directors Report, Significant Accounting Policies, Inventory Valuation
UNIT 74: Corporate Financial StatementsPart-II Introduction, Managerial Remuneration, Depreciation
UNIT 75: Provision for Taxation Case Study: Horizon Ltd.
UNIT 76: Divisible Profits, Accounting Treatment of MODVAT, Prior period Adjustments

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UNIT 77: Understanding Published Financial Statements Introduction, Published Financial StatementsA Case
Study: JCT Electronics Ltd., Understanding Financial Statements.
UNIT 78: Interpretation of Financial Statements, Quantitative Disclosures
UNIT 79: Consolidated Financial Statements Introduction, Legal Framework, Consolidated Financial
Statements, Chain Holding
UNIT 80: Accounting for Amalgamations Legal Framework, Definitions, Purchase Consideration,
Determination of Swap Ratio, Methods of Accounting for Amalgamations, Asset Buyouts (ABOs)

Reference Books:1. Financial Accounting 6e with Annual Report by Robert Libby, Patricia Libby, and Daniel G. Short
(Hardcover - Jul 17, 2008)
2. Financial Accounting: Tools for Business Decision Making by Paul D. Kimmel, Jerry J. Weygandt, and
Donald E. Kieso (Hardcover - Oct 24, 2008)
3. Financial Accounting: An Introduction to Concepts, Methods and Uses by Clyde P. Stickney, Roman L.
Weil, Katherine Schipper, and Jennifer Francis (Hardcover - Feb 25, 2009)

Semester - III
Section I: Mathematics for Business & Economics
UNIT 1: Introduction to Business Mathematics
UNIT 2: Importance and Scope, Profit and Loss,
UNIT 3: Simple and Compound Interest
UNIT 4: Present Value, Annuities, Shares and Bonds, UNIT 5: Basic Algebra Surds and Indices, Logarithms,
UNIT 6: Linear and Quadratic Equations,
UNIT 7: Simultaneous Equations, Inequalities with Graphs, Arithmetic Progression (A.p.),
UNIT 8: Geometric Progression (G.p.)
UNIT 9: Matrices and Determinants Matrices: Definition and Notations,
UNIT 10: Special Types of Matrices, Matrix Operations, Determinants and Non-singularity Rank of a Matrix
UNIT 11: Inverse of a Matrix
UNIT 12: Solution of Equations (Unique Solution), Solution of Equations (Gauss-Elimination Method)
UNIT 13: Calculus Theory of Sets, Relations and Functions
UNIT 14: Limits and Continuity, Differentiation,

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UNIT 15: Maxima and Minima, Integration

UNIT 16: Statistics Mean, Median, Mode, Standard Deviation, Probability,

Reference Books:1. College Mathematics for Business, Economics, Life Sciences and Social Sciences (12th Edition) (Barnett)
by Raymond A. Barnett, Michael R. Ziegler, and Karl Byleen (Hardcover - Feb 28, 2010)
2. Finite Mathematics for Business, Economics, Life Sciences and Social Sciences (12th Edition) (Barnett)
by Raymond A. Barnett, Michael R. Ziegler, and Karl Byleen (Hardcover - Jan 14, 2010)

Section II: Logistics Management

UNIT 17: Logistics: Overview Unit Objectives
UNIT 18: The Concept of Logistics, Logistical Mission and Strategic Issues, Strategic Logistics Planning Process
UNIT 19: The Significance of Logistics, Logistical Competitive Advantages, Operational Objectives
UNIT 20: The Components of Logistics Management, the Functions of Logistics Management
UNIT 21: Physical Distribution Unit Objectives, the Concept of Inventory, Types of Inventory
UNIT 22: The Functions of an Inventory, Elements of Inventory Costs,
UNIT 23: the Concept of Transportation, Transportation and Logistics,
UNIT 24: The Concept of Warehousing and Its Relation to Logistics, Types of Warehouses, Functions of
UNIT 25: Packaging and Material Handling the Concept of Packaging, Logistical Functions of Packaging
UNIT 26: Forms of Protective Packaging, Protective Packaging Problems
UNIT 27: The Concept of Material Handling, the Principles of Material Handling, Equipment Used in Material
UNIT 28: Basic Material Handling Considerations
UNIT 29: Order Processing Unit Objectives, the Concept of Order Processing, the Functions of Order
UNIT 30: The Importance of Order Processing
UNIT 31: Location Analysis Unit Objectives, Classification of Location Decision Problems, Single Facility
Location, Multiple Facility Location,
UNIT 32: Dynamic Warehouse Location, Retail and Service Location,

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Reference Books:1. Supply Chain Management: A Logistics Perspective (with Student CD-ROM) by John J. Coyle, C.
John Langley, Brian Gibson, and Robert A. Novack (Hardcover - Mar 6, 2008)
2. Supply Chain Logistics Management (Mcgraw-Hill/Irwin Series Operations and Decision Sciences)
by Donald J. Bowersox, David Closs, and M. Bixby Cooper (Hardcover - Mar 3, 2009)

Section III: Human Resource Management

UNIT 33: Human Resource Management Introduction
UNIT 34: Personnel Management An Overview, Objectives of Personnel Management, Personnel
Management in India,
UNIT 35: Organization and Personnel Management, Personnel Management in Public Sector, HRM in Tata
Steel A Case Study
UNIT 36: Future of Personnel Management in India, Strategic Planning and HRM
UNIT 37: Job Description: Analysis and Evaluation Introduction, Job Analysis, Job Analysis Process, Techniques of
Job Analysis, Job Description, Job Specification,
UNIT 38: Job Design in Developing Countries, Guidelines for work design in Developing Countries
UNIT 39: Human Resource PlanningConcept and Process Introduction, Objectives of Manpower Planning,
UNIT 40: Techniques of Manpower Planning, Manpower Planning Process
UNIT 41: Recruitment and Selection Introduction, Aim of Recruitment Policy, Sources of Recruitment,
Selection, Selection Process, Induction
UNIT 42: Performance Appraisal Introduction, Need to Appraise Performance, Problems in Performance
UNIT 43: Methods of Performance Appraisal, Potential Appraisal or Assessing Appraisal
UNIT 44: Training and Development (T&D) Introduction, Training Needs, Types of Training Programmes,
Training Methods for Managers, Training through Internet, Executive Development
UNIT 45: Wages and Compensation Introduction, Labour, State Regulation of Wages in India, Systems of Wage
Payment, Systems of Incentive Payment
UNIT 46: Job Evaluation, Wages and Working Conditions in Indian Industries
UNIT 47: Discipline and Grievance in Industry Introduction, Problems Relating to Laws and Rules, Study on
Problems of Discipline, Grievance
UNIT 48: Counseling and Mentoring Introduction, Counseling, Types of Counseling, Nature of Counseling,

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Reference Books:1. Human Resource Management by Robert L. Mathis and John H. Jackson (Hardcover - Sep 1, 2010)
2. Human Resource Management by Raymond Noe, John Hollenbeck, Barry Gerhart, and Patrick
Wright (Hardcover - Oct 19, 2009)

Section IV: Introduction To Internet

UNIT 49: Introduction to Internet Introduction, Birth of Internet, What is Internet? Administration and
Ownership of Internet, Net Advantages, Internet Resources
UNIT 50: Types of Connections Introduction, Types of Connections, Internet Service Providers (ISPs),
Installation of TCP/IP Protocol, Configuring TCP/IP Protocol, Configuring the Dial-up Networking,
UNIT 51: Testing the Connection, Cybercafe
UNIT 52: Modem Introduction, Factors to be Considered while Buying a Modem, Cable Modems
(Subscriber Unit), Future Trends, Installing a New Modem
UNIT 53: Internet Addressing Scheme Introduction, Types of Addressing, IP Address or the InternetProtocol Address, Domain Name, Domain Name System (DNS), Electronic Mail (E-mail), Uniform
Resource Locator (URL)
UNIT 54: World Wide Web (WWW) Introduction, Origin of WWW, Basics of WWW, Purpose of WWW,
Portals, Description of a Web Page, Functioning of the World Wide Web
UNIT 55: Browsers Introduction, Features of a Good Browser, Microsoft Internet Explorer (IE), Features and
Capabilities of Internet Explorer, Tool Bar, Menu Bar, Internet Explorer Keyboard Shortcuts, Cookies
UNIT 56: Browser Terms in Netscape Navigator and Internet Explorer
UNIT 57: Electronic Mail Introduction, E-mail versus postal mail, Applications of E-mail , Working of E-mail, Basic
functions provided by all E-mail client software
UNIT 58: Subscribing to an E-mail account, E-mail Interface, Reading an E-mail, Deleting E-mail from the
Inbox, Sending an E-mail (Compose an E-mail), Address Book, Saving an E-mail (Folders)
UNIT 59: Outlook Introduction, Accessing Outlook, Adding E-mail Accounts, Modifying E-mail Accounts,
Creating a New Message from Scratch, Changing Outlooks Message Defaults
UNIT 60: Printing Messages, Recovering Deleted Messages, Automatically Deleting when Exiting Outlook
UNIT 61: Searching the Net Introduction, Types of Search Tools, Search Engines, Tips to Get Your Home Page
Listed by Major Search Engines, Meta Search Engines, Web Directories, Virtual Libraries, Certain
Useful Web Services
UNIT 62: Telnet Introduction, Definition and Applications of Telnet, Getting Connected to Telnet, A Telnet
UNIT 63: A Live Example of Telnet with Tata Institute, Hytelnet - Archive of Telnet Sites, Imortant Telnet
Commands, Some Interesting Telnet Sites, Limitations
Page 16 of 31

UNIT 64: Newsgroups Introduction, Joining a Newsgroup, Common Terminology related to Newsgroups,
Newsgroup, Categories, The Newsgroup Client - www.dejanews.com, Some Usenet Clients

Reference Books:1. Broadcasting, Cable, the Internet and Beyond: An Introduction to Modern Electronic Media by
Joseph R. Dominick, Barry Sherman, and Fritz Messere (Paperback - Mar 14, 2007)
2. Broadcasting, Cable, the Internet and Beyond: An Introduction to Modern Electronic Media by
Joseph R. Dominick (Paperback - Jul 4, 2003)

Section V: Entrepreneurship and Small Business Management

UNIT 65: Definition of Entrepreneurship Introduction, Entrepreneur, the Entrepreneurial Decision Process,
Types of Start-ups, Role of Entrepreneurship in Economic Development, The Future of
Entrepreneurship, Self-Assessment
UNIT 66: Definition of Small Business Introduction to Small-Scale Industry, Meaning and Definition, Growth of
Small-Scale Industries, New Peaks to Scale
UNIT 67: The Product Group Matrix, Export Contribution From Small-Scale Sector, The Role and
Performance of Cottage and Small-Scale Industries, Indian Economy
UNIT 68: Problem of small-scale and Cottage Industries, Economic Reforms in India
UNIT 69: Entrepreneurial Motivation Childhood Family Environment, Motivation, Role Models and Support
UNIT 70: Male Versus Female Entrepreneurs, Entrepreneurs Versus Inventors, General Non-entrepreneurial
Profiles, Self-Assessment
UNIT 71: Establishing Idea Introduction, Methods for Generating ideas, Creative Problem Solving, Product
Planning and Development Process, Self Assessment
UNIT 72: Start Your Own Business or Buy an Existing One Writing a Business Plan, Using and Implementing
the Business Plan, Why Some Business Plans Fail, Self Assessment
UNIT 73: Financial Analysis Pro Forma Income Statements, Break-even Analysis, Pro Forma Cash Flow, Pro
Forma Balance Sheet, Pro Forma Sources and Application of Funds
UNIT 74: Role of Financial Institutions Introduction, Institutions at All India Level, A Spectrum of Activities,
Machinery and Equipment
UNIT 75: New Technologies Introduced by Nsic-tscs, Technology Dissemination Centres, Software
Technology Park, Marketing Support Programme, Integrated Marketing Support, Marketing
Development Centres,
UNIT 76: Government Purchase Programme, Exports Product Export Project Export, Special Export
UNIT 77: Policy Incentive for Entrepreneurial Growth, Small-Scale Industrial Policy Objectives of Auditing,
Mechanisms of Auditing, Standard Operating Procedures for Auditing, Gap Analysis and Corrective
Action System
Page 17 of 31

UNIT 78: Analytical Methods Quality Auditing, Standard Operating Procedures

UNIT 79: Process Design and Process Control Fundamentals, Process Design, Draft the Procedure
UNIT 80: Process Control, Developing Appropriate/Reasonable Control Methods, Test Methods, and
Acceptance Criteria

Reference Books:1. Essentials of Entrepreneurship and Small Business Management (6th Edition) by Norman
M. Scarborough (Paperback - Jan 13, 2010)
2. Entrepreneurship and Small Business Management, Student Edition by Glencoe McGraw-Hill
(Hardcover - Feb 24, 2005)

Semester IV
Section I: Advertising Fundamentals
UNIT 1: Introduction to Advertising Marketing-mix and Advertising, Defining Advertising
UNIT 2: Brief History of Advertising Development of Modern Advertising, Contemporary Advertising,
Advertising in the 21st Century
UNIT 3: Classifying Advertising Consumer advertising, Advertising to Business and Profession, Non-product
UNIT 4: Role, Functions and Benefits of Advertising Economic, Social, and Ethical Issues, Economic Issues,
Social Issues, Ethical Issues
UNIT 5: Client and Advertising Agency Client or Advertisers Role, Advertising Agency, Agency Structures,
Other Types of Agencies ,Agency Compensation, Agency Evaluation
UNIT 6: Marketing Communications Communication Process, Source, Message and Medium Factors, Source,
Limitations of Credible Sources, Over Exposure, Message, Medium
UNIT 7: An Overview of Consumer Behaviour Problem Recognition, Information Search, Evaluation of
UNIT 8: Purchase Decision, Post Purchase Evaluation, Learning Process
UNIT 9: Advertising Response Process (How Advertising Works) Exposure and Familiarity Model, Response
Hierarchy Models
UNIT 10: Low-involvement Learning Model, Cognitive Response Model
UNIT 11: The Elaboration Likelihood Model (Elm)
UNIT 12: Segmentation and Positioning Bases for Market Segmentation, Determining How Many Segments to
UNIT 13: Positioning, Developing a Positioning Strategy, Determining the Positioning Strategy
Page 18 of 31

UNIT 14: Brand Awareness, Brand Attitudes and Feelings Brand Awareness, Brand Attitudes and Feelings,
Brand Equity, Image and Personality
UNIT 15: Brand Equity, Brand Image and Personality
UNIT 16: Support Media Outdoor, Transit Advertising, Cinema and Videos

Reference Books:1. The Fundamentals of Creative Advertising by Ken Burtenshaw, Nik Mahon, and Caroline Barfoot
(Paperback - Nov 5, 2006)
2. Fundamentals of Layout for Newspaper and Magazine Advertising, for Page Design of Publications
and for Brochures by Franz Hermann Wills (Paperback - Jun 1971)

Section II: Business Policy

UNIT 17: Introduction to Strategic Management Origin of Strategy and Strategic Management
UNIT 18: Need for Strategies and Strategic Management, Path to Strategic Management, Is Strategy
Creatively or Rationally Developed,
UNIT 19: The Challenge of Strategic Management, Gaining Competitive Advantage, Stakeholders in the
Process, Corporate Governance and Stakeholders
UNIT 20: Understanding External Environment External Environmental Analysis, Industry Environment
Analysis, Forecasting the Trends, Competitor Analysis
UNIT 21: Understanding Internal Environment Internal Analysis, Internal Analysis, Framework, Resources,
Capabilities, and Core Competencies, Core Competencies
UNIT22: Building Core Competencies, Core Competencies: Cautions and Reminders, Value Chain Analysis
UNIT 23: Establishing Strategic Focus Introduction, Strategic Intent, Vision and Mission, Communicating
Vision and Mission, Setting Objectives, Developing the Strategy, Aligning Performance with
Objectives, Balanced Scorecard
UNIT 24: Corporate Strategy Developing Strategic Options Based on Tows Analysis, Diversification
Strategies, Managerial Motives to Diversify,
UNIT 25: Related Diversification, Unrelated Diversification, Diversification Using Mergers and Acquisitions,
UNIT 26: Business-Level Strategy Identifying Customers Needs, Generic Business-Level Strategies, Effect of
Internet on Business-level Strategy, Key Issues Review, On the Learning Curve
UNIT 27: Competitive Strategies Traditional Approaches to Competitive Strategies, Today's Competitive
Scenario, A Model of Competitive Rivalry, Competitive Rivalry Outcomes, Key Issues Review
UNIT 28: Implementing Strategies I : Management Role of Strategic Leadership in Implementation, Effective
Strategic Leadership
UNIT 29: Teams as an Organizational Resource, Identifying Key Strategic Tasks for Implementation
Page 19 of 31


Partnerships for Managing Change, Aligning Organizational Capabilities, Innovation,
Entrepreneurship and Intrapreneurship, Creating A Learning Organization


31: Implementing
Strategies Organizational Issues Organization Structure
Implementation, Implementing Business-level Strategies

and Strategy

UNIT 32: Implementing Functional Strategies, Role of the Budget, Key Issues Review

Reference Books:1. Strategic Management and Business Policy (11th Edition) by Thomas L. Wheelen and J. David Hunger
(Hardcover - Jul 27, 2007)
2. Concepts: Strategic Management & Business Policy (11th Edition) by Thomas L. Wheelen and J. David
Hunger (Paperback - Jul 26, 2007)

Section III: Financial Reporting

UNIT 33: Introduction to Financial Reporting Meaning of financial reporting, Need of financial reporting,
Evolution of financial reporting,
UNIT 34: Various types of Financial Reports, Limitations of financial reporting, Regulations concerned with
Financial Reports
UNIT 35: Accounting Standards Interpretations and Guidance Notes on various accounting aspects issued by
the ICAI
UNIT 36: Applications of Various Accounting Standards issued by ICAI
UNIT 37: International Financial Reporting Standards (IFRS) International Accounting Standards
UNIT 38: Interpretations of IFRS by International Financial Reporting Interpretation Committee (IFRIC)
UNIT 39: Overview of US GAAP, Similarities and differences between Indian Accounting Standards
UNIT 40: International Accounting Standards/ International Financial Reporting Standards and US GAAP
UNIT 41: Corporate Financial Reporting Corporate Financial Reporting System
UNIT 42: Indian Financial Reporting System, Corporate Reporting Practices in India , Other Reports
UNIT 43: Consolidated Financial Reporting for Group Companies
UNIT 44: Meaning of Group Holding Company and Subsidiary Company
UNIT 45: Purpose of preparing the Consolidated Financial Statements
UNIT 46: Treatment of differential i.e., cost of control, Consolidated Balance Sheet
UNIT 47: Consolidated Profit and Loss Account, Consolidated Cash Flow Statement
UNIT 48: Uniform Accounting Policies
Page 20 of 31

Reference Books:1. Financial Reporting and Analysis by Lawrence Revsine, Daniel Collins, Bruce Johnson, and Fred
Mittelstaedt (Hardcover - Jun 30, 2008)
2. Financial Reporting, Financial Statement Analysis, and Valuation: A Strategic Perspective (with
Thomson One Access Code) by Clyde P. Stickney, Paul Brown, and James M. Wahlen (Hardcover Apr
4, 2006)

Section IV: E-Commerce

UNIT 49: Introduction to E-Commerce Definition of E-Commerce, Electronic Commerce Framework,
Electronic Commerce and Media Convergence
UNIT 50: Anatomy Of E-Commerce Applications Anatomy of E-Commerce Applications
UNIT 51: Meaning of I-Way, Awareness about I-Way, Components of the I-Way, Market Forces Influencing
the I-Way, Global Information Distribution Networks, Public Policy Issues Shaping the I-Way
UNIT 52: Internet Terminology Provider or Internet Service Provider (ISP), Server, Browser, Hypertext
Transfer Protocol
UNIT 53: Uniform Resource Locators or URLs, Security Protocols, File Transfer Protocol (FTP), Telnet,
Bulletin Board Systems (BBS), E-mail, Newsgroups, Remote Login, Internet Chatting
UNIT 54: Electronic Commerce and World Wide Web Electronic Commerce and World Wide Web
UNIT 55: Architectural Framework for E-Commerce, Electronic Commerce Application Services
UNIT 56: Porting Applications to Operate in Client-Server Mode on the Web, Factoring an Existing
Application into Client and Server
UNIT 57: Restructuring Existing user Interfaces in HTML Forms, Managing a Stateless Protocol-Partitioning
Persistent Storage, Graphic Output
UNIT 58: Electronic Commerce Process Consumer Oriented Applications, Mercantile Process Models
UNIT 59: Pre-purchase Preparation, Purchase Consummation, Post Purchase Interaction,
UNIT 60: Issues in Customer Care and Service,Consumer's Perspective, Pre-purchase Preparation Phase,
Purchase Consummation Phase, Post-purchase Interaction Phase
UNIT 61: Electronic Payment Systems Virtual PIN, Digicash (or E-Cash), Cybercash/Cybercoin, SET (Secure
Electronic Transactions), Paypal, Millicent Protocol: Small-Amount Internet Payments
UNIT 62: Electronic Data Interchange Electronic Data Interchange,
UNIT 63: Definition of EDI, EDI Architecture, the EDI Transaction Steps, Benefits of EDI, Standardization and
EDI, Electronic Data Interchange (EDI)
UNIT 64: Applications, Security and Privacy Issues

Page 21 of 31

Reference Books:1. E-Commerce 2010 (6th Edition) by Kenneth C. Laudon and Carol Guercio Traver (Hardcover - Nov 21,
2. E-Commerce 2009 (5th Edition) by Kenneth C. Laudon and Carol Guercio Traver (Hardcover - Nov 15,

Section V: Project Management

UNIT 65: Introduction To Project Management Aims and Objectives, Introduction, Specification of Project,
UNIT 66: Definition of Project Management, Essentials of a Good Project, Functional Aspects of Project
Management, Systems Approach to Project Management
UNIT 67: Project Life Cycle Introduction, Phases of Project Life Cycle, Project Cycle Management, The
Traditional Constraints, Project Control Variables, Project Environment
UNIT 68: Project Planning Aims and Objectives, Introduction, Strategic Planning for Projects, Dimensions of
Strategic Planning, Characteristics of Dimensions
UNIT 69: Project Planning Process, Managing the Planning Process
UNIT 70: Networks And Project Evaluation Eview Technique (PERT) Introduction, Network Concept,
Concept of Event
UNIT 71: Definition of Activity, Dummy Activity, Numbering of Events, Controlling, Rules for Drawing a
Network, Master Network
UNIT 72: Advantages of Network Planning PERT Terminology and Conventions, Implementing PERT
UNIT 73: Computerised Project Management Aims and bjectives, Introduction: Project Management
Software, Scheduling, Information
UNIT 74: Approaches to Project, Management Software, Project Management Software, Personal Project
Management Application,
UNIT 75: Web Directories Listing Project Planning Software, Criticisms of Project Management Software
UNIT 76: Project Financing Aims and Objectives, Introduction - Project Finance, Means of Financing, Debtequity Ratio, Debt,
UNIT 77: Equity Share, Different Sources Falling under Equity and Preference Share Capital
UNIT 78: Project Implementation Aims and Objectives, Introduction, Project Implementation Stages,
Initiation, Planning and Design, Production or Execution, Closing and Maintenance
UNIT 79: Bottle Necks in Project Implementation External Factors, Internal Factors, Guidelines for Effective
UNIT 80: Management Techniques for Project Management, Plan, Programme, Project, Issues in Strategy
Page 22 of 31

Reference Books:1. A Guide to the Project Management Body of Knowledge: (Pmbok Guide) by Project Management
Institute (Paperback - Dec 31, 2008)
2. Information Technology Project Management (with Microsoft Project 2007 CD-ROM) (6th ed) by
Kathy Schwalbe (Paperback - Mar 24, 2009)

Semester V
Section I: Corporate Legal Framework
UNIT 1: Business and its Environment Business and its Environment, What is Business?, Legal Environment of
Business, Gaining Practical Experience
UNIT 2: Law of Contract Introduction, Meaning and Essentials of a Valid Contract, Proposal (or Offer) and
Acceptance [SS.3-9], Capacity to Contract [Ss.10-12], Consent and Free Consent, Consideration
[Ss.2(D), 23- 25,185],
UNIT 3: Unlawful Consideration and Object [Ss.23-24], Contingent Contracts (Ss.31-36), Quasi Contracts
(Ss.68-72) (Certain Relations Resembling those Created by Contracts), Performance of Contracts
UNIT 4: Contract of Agency Introduction, Definition of Agent and Agency, Different Kinds of Agencies,
Classification of Agents,
UNIT 5: Duties and Rights of Agent
UNIT 6: Principal's Duties to the Agent and his Liability to Third Parties, Personal Liability of Agent,
Termination of agency
UNIT 7: Law of Sale of Goods Introduction, Definition and Essentials of a Contract of Sale, Goods and their
UNIT 8: Meaning of Price, Conditions and Warranties, Passing of Property in Goods
UNIT 9: Law of Negotiable Instruments Introduction, Meaning and Definition of a Negotiable Instrument
UNIT 10: Certain Important Concepts and Explanations of Certain Terms, Promissory Notes and Bills of
Exchange, Cheques,
UNIT 11: Holder and Holder in due Course, Privileges of a Holder in due Course,
UNIT 12: Negotiation of a Negotiable Instrument, Presentment, Dishonour, Crossing of Cheques
UNIT 13: Law of Insurance Nature and Principles of Insurance Life Insurance, Fire Insurance, Marine
Insurance, Gaining Practical Experience
UNIT 14: Law of Carriage of Goods Definition of a Contract of Carriage and Classification of Carriers,
Carriage of Goods by Land
UNIT 15: Carriage of Goods by Rail, Carriage of Goods by Sea, Carriage of Goods by Air
UNIT 16: Gaining Practical Experience
Page 23 of 31

Reference Books:1. Common Legal Framework for Takeover Bids in Europe 2 Volume Hardback Set: Volume
(Law Practitioner Series) - Hardcover (June 30, 2010) by Dirk Van Gerven
2. Corporate Governance and Development: Reform, Financial Systems and Legal Frameworks (The
Crc Series on Competition, Regulation and Development) - Hardcover (Aug. 9, 2009) by Thankom
Gopinath Arun and John Turner

Section: II Security Analysis & Portfolio Management

UNIT 17: Investment Management Nature of Investment Decisions, The Investment Process, Investment
Objectives and Policy
UNIT 18: Security Analysis, Portfolio Construction, Investment Opportunities, Investment Attributes/Factors
Influencing Selection of Investment
UNIT 19: Philosophy of Individual and Institutional Investors
UNIT 20: Fundamental Analysis-I: Economic Analysis Concept of Economy Analysis, Macro Economic
UNIT 21: Significance of Economic Analysis, Economy and Industry Analysis
UNIT 22: Fundamental Analysis-Ii: Industry Analysis Need for Industry Analysis
UNIT 23: Alternative Classification of Industries, Industry Life Cycle Analysis
UNIT 24: Economic Factors and Industry Analysis, SWOT Analysis of Industries
UNIT 25: Company Analysis Framework of Company Analysis, Financial Analysis, Fundamental Analysts Model
UNIT 26: Ratio Analysis, Classification of Ratios
UNIT 27: Technical Analysis Technical v/s Fundamental Analysis, Different Techniques of Analysis,
UNIT 28: Dow Theory, Criticism of Dow Theory, Trading Indicators, Volume Indicators, Investors
Confidence Indicators
UNIT 29: Efficient Market Theory Alternative Efficient Market Hypothesis, Efficient Frontier: (i) Risk-Free
and (ii) Risky Lending and Borrowing
UNIT 30: Benefits of an Efficient Market (Investors Utility)
UNIT 31: Evidence for Market Efficiency
UNIT 32: The Efficient Frontier and Portfolio Diversification, Testing Market Efficiency

Reference Books:1. Portfolio Construction, Management, and Protection (with Stock-Trak Coupon) by Robert A.
Strong (Hardcover - Oct 10, 2008)

Page 24 of 31

2. Mutual Funds: Risk and Performance Analysis for Decision Making by John A. Haslem (Hardcover
Mar 14, 2003)

Section III: Advertising and Sales Promotion

UNIT 33: Communication Process Introduction, External and Internal Flow of Communication, External Flow,
and Internal Flow
UNIT 34: Steps in Communication Process, Different Types of Communication Systems, Interpersonal
Communication, Impersonal Communication
UNIT 35: Integrated Marketing Communications, Persuasive Communication
UNIT 36: Promotion Mix Introduction, Meaning and Nature of Promotion Mix, Components of Promotion
UNIT 37: Advertising , Personal Selling, Publicity, Direct Marketing, Benefits of Promotion
UNIT 38: Introduction to Advertising Introduction, Meaning and Nature of Advertising
UNIT 39: Objectives of Advertising, Importance of Advertising, Classification of Advertisement, Consumer
UNIT 40: Advertising to Business and Professions, Non-Product Advertising, Organisation of Advertising
UNIT 41: Economic and Social Effects of Advertising Introduction Economic effects, Effect on the Value of
Products or Services,
UNIT 42: Effect on Prices Effect on Consumer Demand and Consumer Choice, Effects on Competition, Social
effects Stereotyping in Advertising , Ethical Issues, Advertising Principles of American
Advertising Federation
UNIT 43: Advertising Agency Management Introduction, Client or Advertisers Role in Organising for
UNIT 44: Centralised System, Decentralised System, In-house Advertising Agency, Advertising Agency
UNIT 45: How Advertising Agencies Developed, Full-Service Agencies, Agency Structures, Other Types of
Agencies, Agency Compensation, Agency Evaluation, How the Agencies Acquire New Clients
UNIT 46: Advertising Campaign Introduction, Planning and Managing Advertising, Appraisal of Advertising
Opportunity, Analyse and Define
UNIT 47: Target Market, Set Advertising Objectives, Determine Advertising Budget, Decide Media and
Creative Strategy, Create Adds, Pre-test, and Release Adds, Evaluate Final Results (Post-testing)
UNIT 48: Advertising Budget, Approaches to Budgeting, Factors Affecting Allocation of Advertising Budget,
Marketing Strategies

Page 25 of 31

Reference Books:1. Advertising and Sales Promotion Strategy by Gerard J. Tellis (Hardcover - Aug 12, 1997)
2. Advertising and Promotion: An Integrated Marketing Communications Perspective by George E.
Belch and Michael A. Belch (Hardcover - Jul 1, 2008)

Section IV: Training and Development

UNIT 49: Organisational Training: An Overview Introduction
UNIT 50: Concept of Training and Development, Need for Training, Importance of Training
UNIT 51: A Checklist to Avoid Training Pitfalls, Principles of Learning, Modelling, Motivation,
UNIT 52: Feedback, Spaced Practice, Whole Learning, Active Practice
UNIT 53: Assessment of Training Needs Introduction, Concept of Training Needs Assessment
UNIT 54: Purpose of Training Needs Assessment, Levels of Training Needs Assessment
UNIT 55: Identify Training Objectives, Process of Conducting a Needs Assessment
UNIT 56: Methods and Techniques of Training Introduction, On-the-Job Training, Job Instruction Training
UNIT 57: Coaching, Mentoring, Job Rotation, Apprenticeship Training, Committee Assignments, Off-the-Job
Methods, Training Techniques
UNIT 58: Demonstration Technique, Lecture Technique, Simulation Games, In-Basket Exercise
UNIT 59: Management Development Introduction, Concept of Development
UNIT 60: Definition of management development, Need for Management development
UNIT 61: Importance of Management Development
UNIT 62: Steps in the Organisation of a Management Development Programme
UNIT 63: Methods of Management Development Introduction
UNIT 64: Decision-making Skills, In-, basket, Case Study, Business Games

Reference Books:1. Employee Training & Development by Raymond A. Noe (Paperback - Oct 23, 2009
2. Turning Training into Learning: How to Design and Deliver Programs that Get Results by Sheila
W. Furjanic and Laurie A. Trotman (Paperback - Mar 1, 2000)

Page 26 of 31

Section V: Business Environment

UNIT 65: Concept, Nature and Scope of Business, Scope of Business, Industry, Commerce, Commercial
Activities, Business Organization
UNIT 66: Forms of Business Organization Sole Proprietorship, Partnership, Joint Hindu Family Firm, Joint Stock
Company, Co-operative Organisation
UNIT 67: Types of Companies, Features of an Ideal form of Organisation, Initial Choice of Organisation
UNIT 68: Expansion of Business and Choice of Organisation, Choice between Manager and Partner
UNIT 69: Choice between Partnership and Private Company, Choice between Private Company and Public
UNIT 70: Internal Trade - Channels of Distribution Meaning of Channels of Distribution
UNIT 71: Choice of Channels of Distribution, Middlemen, Wholesalers, Retailers, Elimination of Middlemen
UNIT 72: Kinds of Retail Distribution, Departmental Store, Multiple Shops or Chain Stores, Mail Order
House, Consumers Cooperative Store
UNIT 73: Export and Import Trade (International Trade)Export Trade, Import Trade, Import Trade
Procedure, Entrepot Trade
UNIT 74: Types of Price Quotations, Bonded Warehouse, Bill of Lading, Charter Party Export Promotion
UNIT 75: Banking System in India Definition of Banking, Service/Businesses Prmitted for a Banking
Company, Business Prohibited for a Banking Company
UNIT 76: Types of Banks, Indian Banking System - , Nationalisation of Banks, Types of Accounts, ,Banking
Reforms in India, Risk Management, Improving Profitability, Global Standards, Negotiable
Instruments, Definition, Characteristics of a Negotiable Instrument, Types of Negotiable Instruments
UNIT 77: Transport and Storage Modes of Transport, Rail Transport, Road Transport, Rail-Road Competition,
UNIT 78: Water Transport, Air Transport Comparative Study of Modes of Transport, Storage and
UNIT 79: Types of Warehouses
UNIT 80: Business Risk and Insurance, Principles of Insurance, Life Insurance, Fire Insurance, Marine
Insurance, Miscellaneous Insurance

Reference Books:1. Advertising and Sales Promotion Strategy by Gerard J. Tellis (Hardcover - Aug 12, 1997)
2. Advertising and Promotion: An Integrated Marketing Communications Perspective by George E. Belch
and Michael A. Belch (Hardcover - Jul 1, 2008)

Page 27 of 31

Semester VI
Section I: Management Information System
UNIT 1: Introduction To Information And Business Information System Introduction, Unit Objectives,
Information System, Components of Information System, Types of Information Systems,
UNIT 2: Introduction to Business System, Inventory Control, Inventory Control System, Manufacturing
Plants, Accounting Sales Order Processing, Business Information System
UNIT 3: Financial Accounting System, Sales and Marketing System, Manufacturing and Production System,
Human Resource System
UNIT 4: Information System, Organization, Management And Strategy Introduction, Unit Objectives,
UNIT 5: Organization and Information System, Organization, Principles of an Organization, Features of an
UNIT 6: Organizational Behaviour, Applications of Information Systems in Organizations
UNIT 7: The Changing Role of Information Systems in an Organization, Effects of Information System in an
Organization, Internet and Organization
UNIT 8: Implication for the Design and Understanding of Information System
UNIT 9: Unit Objectives, Introduction to System Analysis, Determination of Requirements,
UNIT 10: Determine Frequency, Timing and Volume, Interview, Questionnaire; Record Review; Observation
UNIT 11: Integrated Information System

In An Organization Unit Objectives, Use of Database for

UNIT 12: Across Functional Areas Financial Information System

UNIT 13: Marketing Information System; Production/Manufacturing Information System
UNIT 14: Human Resource Information System Introducing Decision Support System Application of DSS;
Interactive System for DSS
UNIT 15: Implementation And Evaluation Of MIS Unit Objectives; The Implementation Process Planning for
UNIT 16: Acquisition of Facilities and Space Planning; MIS Organization and Procedure Development; User
Training; Creation of Forms and Database; Testing; Change Over

Reference Books:1. Management Information Systems (11th Edition) by Ken Laudon and Jane Laudon (Hardcover - Jan
9, 2009)
2. Management Information Systems for the Information Age by Stephen Haag and Maeve
Cummings (Hardcover - Nov 11, 2009)

Page 28 of 31

Section II: Quality Management

UNI T 17: Understanding Quality, Perspectives, Integrating Perspectives on Quality,
UNI T 18: Business Excellence through Quality, Quality Management
UNI T 19: Strategy of Quality Management, Customer and Quality Focus, Challenges and Opportunities
UNIT 20: Introducing Total Quality Management Concepts and Principles What is TQM?
UNI T 21: What does TQM Cover?, TQM: The Guiding Principle
UNI T 22: Honda Experience, Hewlett Packard, Ford Quality Excellence, Motorola
UNIT 23: Problem Solving and Continuous Improvement Introduction, Tools,
UNI T 24: Implementation of Six Sigma, Six Sigma and TQM: Similarities and Differences, Kaizen, Kanban
and JIT
UNIT 25: Organizational Management System
UNI T 26: Reengineering Executive Overview, How is Reengineering Done?
UNI T 27: Major Components of Business Process, Reengineering (BPR), What Results can be Expected?
UNI T 28: Cases where Reengineering has worked
UNIT 29: Human Resource Management System Leading Practices
UNI T 30: Strategic Planning for Human Resource Management
UNI T 31: Personnel Management in a TQM Environment, Labour Relations in a TQM Environment
UNI T 32: Summary of Key Points

Reference Books:1. Quality Management for Organizational Excellence: Introduction to Total Quality (6th Edition) by
David L. Goetsch and Stanley Davis (Hardcover - Jan 9, 2009)
2. Quality Management (2nd Edition) by Donna C. S. Summers (Hardcover - Apr 26, 2008)

Section III: Management of Financial Institutions

UNIT 33: Indian Financial System And Financial Institutions Introduction, Functions of Financial Institutions
UNIT 34: Scope of Financial Services, Corporate Advisory Services by Financial Institutions
UNIT 35: Development Banking, Commodity Trading A New Avenue for Commercial Banks
UNIT 36: Role of Financial Institutions in Economic Development, Summary

Page 29 of 31

UNIT 37: Commercial Banks Introduction, Evolution of Commercial Banking, Functions of Commercial Bank
UNIT 38: Risk Management, Types of Risk, RBI Guidelines for Risk Management, Risk Management Systems,
Functions of Bank Capital
UNIT 39: Classification of Capital of Banks, CRR and SLR on Interbank Deposits
UNIT 40: Reserve Bank Of India Organisation and Management of RBI
UNIT 41: Reserve Bank Objectives, Traditional Functions, Objectives of Credit Control, Other Controls,
UNIT 42: Monetary Policy and Economic Variables, Bank Rate and Interest Rates, Importance of Bank Rate,
Impact of Bank Rate Policy
UNIT 43: Development Banks In India Introduction, Nature of Development Banking, Development Banks in
UNIT 44: Functions of Development Banks in India, Term Loans from, Development Banks, Development
Finance Institutions
UNIT 45: Fee-Based Services, ICICI, Industrial Reconstruction Corporation of India
UNIT 46: Mutual Funds In India Introduction, Mutual Funds in India , Mutual Fund Organisation, The
Structure Consists of Mutual Funds
UNIT 47: Net Asset Value, Phases of Mutual Funds in India, Advantages of Mutual Funds,
UNIT 48: SEBI Regulations Relating to Mutual Funds

Reference Books:1. Financial Institutions Management: A Risk Management Approach by Anthony Saunders and
Marcia Cornett (Hardcover - Sep 17, 2010)
2. Financial Institutions Management: A Risk Management Approach with S&P card (McGrawHill/Irwin Series in Finance, Insurance and Real Estate) by Anthony Saunders and Marcia Cornett
(Hardcover Oct 3, 2007)

Section IV: Consumer Behaviour

UNIT 49: Consumer Behaviour Nature, Scope and Applications Nature and Scope, Consumer Behaviour
Defined, Development of the Field of Consumer Behaviour,
UNIT 50: Development of Marketing Concept, Disciplines Involved in the Study of Consumer Behaviour,
Consumer Behaviour Applications in Marketing
UNIT 51: Consumer Perception Sensation (Exposure to Stimuli), Attention, Perceptual Organisation
(Interpretation), Interpretation of Stimuli, Images are Important to Consumers
UNIT 52: Consumer Attitudes Functions of Attitude, Attitude Models, Factors Inhibiting the Relationship
between Beliefs, Feelings and Behaviour

Page 30 of 31

UNIT 53: Buying Process the Buying Process, Make an Offer, the Buying Decision, Perspectives on Consumer
Behaviour, Problem Recognition
UNIT 54: Consumer Needs and Motivation Needs, Goals, Classifying Motives, Needs and Goals are Dynamic,
Frustration and Defence Mechanisms
UNIT 55: Needs and Goals may vary among Individuals, Motive Arousal, Systems of Needs, and Motivation
UNIT 56: Group Influence And Consumer Behaviour When do Groups Exert Influence?, Types of Reference
Groups, Nature of Reference Groups, Reference Group Influences on Consumers
UNIT 57: Relative Importance of Informational, Comparative and Normative Influences, Applications of
Reference Group Influences
UNIT 58: Consumer And Cultural Influence The Characteristics of Culture, Cultural Values, Cultural
Differences in Non-verbal Communications, Cross-cultural Influences, Aspects of Sub-cultures,
Lifestyle Influence, The VALS (Values and Lifestyles)
UNIT 59: Social Class Influence and Consumer Behaviour The Nature of Social Class, Symbols of Status,
Concept of Money and Social Class, Social Class Categories, Social Class Categories in India
UNIT 60: Pre-Purchase And Post-Purchase Buying Behaviour Pre-purchase Buying Behaviour, Post-purchase
Dissonance, Purchase Evaluation and Satisfaction/Dissatisfaction, Dissatisfaction Responses
UNIT 61: Implications for Marketers, Satisfaction, Repeat Purchase and Customer Loyalty, Product Disposal
UNIT 62: Organisational Buyer Behaviour Market Structure and Pattern of Demand, Organisational Buyer
UNIT 63: Decision Approach and Purchase Patterns, Factors Influencing Organisational Buyer Behaviour
UNIT 64: Types of Decision Situations, Organisational Buyer Decision Process, Problem Recognition, Product
Specification, Product and Vendor Search, Product and Vendor Evaluation, Product and Vendor

Reference Books:1. Consumer Behaviour by Martin Evans, Gordon Foxall, and Ahmad Jamal (Paperback - Jun 2, 2009)
2. Consumer Behaviour: A European Perspective by Miceal Solomon, Gary Bamossy, Soren
Askegaard, and Margaret K. Hogg (Paperback - Jan 21, 2010


Page 31 of 31