Trimester 6 OPERATIONS AREA ELECTIVE COURSE TOTAL QUALITY MANAGEMENT Course code: 10MO61 sessions: 30 Course Objective: The

objective of the course is to: Expose the student to the scope of total quality management in achieving overall business objective Familiarise about TQM tools & techniques and quality management systems. Course Content: UNIT I: Philosophy and Basic Concepts - Introduction: Basic Concepts and Approach Quality Management: Leading Thinkers - Building Blocks of TQM Continuous process improvement UNIT II: Tools of TQM Benchmarking - Quality Function Deployment - Organisation for Quality Quality Culture and Leadership - Motivation and Commitment Employee Involvement UNIT III: Quality Management Systems - ISO 9000 series of standards sector specific standards ISO 9001 requirements Documentation Internal audits Registration - Auditing and Certification. Environmental Management System Requirements of ISO 14001 - Management System for Safety and Health UNIT IV: Quality by design Failure Mode & Effect Analysis FMEA documentation Stages of FMEA Design & process FMEA UNIT V: Statistical Process Control Process Capability Studies - Old & New Quality Management Tools Taguchis Quality Engineering Loss function. Text Book: 1. Dale H Besterfield et al, Total Quality Management, Pearson Education, Delhi, 5/e, 2007. Reference Books: 1. Kanishka Bedi, Quality Management, Oxford University Press, New Delhi, 1/e, 2006. 2. Evans J R and Lindsay W M, The Management and Control of quality, Thomson SouthWestern, Singapore, 6/e, 2005. Credits: 3.0 Total No. of

MARKETING AREA ELECTIVE COURSE BUSINESS TO BUSINESS MARKETING Course code: 10MM61 Course Objectives: To provide students with in-depth knowledge of business to business market structures and how they function, basics of business to business marketing, industrial buying behaviour, channel strategy, and marketing communication and pricing policies. Credits: 3.0 Total No. of sessions: 30

Course Contents: UNIT I : Dimensions of Business to Business Marketing - B to B Marketing vs. Consumer Marketing, Nature of Industrial demand The Industrial Marketing Concept, Types of B to B Markets, Classifying Industrial Products The B to B Marketing Environment UNIT II: Nature of B to B buying - Organisational buying activity, Buying models and buying centre concept, Inter personal dynamics of Industrial Buying Behavior, Roles of buying centre, Conflict resolution in decision making, Vendor analysis, Ethics in purchasing UNIT III: B to B Market Segmentation - Segmenting the Business Market -Choosing Target Segments - Industrial Market Research - Formulating Product Planning - Developing Product Strategy, Analyzing Industrial product life cycle, Developing Strategies for new and existing products - Business Services Marketing Special challenges

UNIT IV Formulating Channel Strategy - Managing Business Marketing Channels - E-Commerce Strategies for Business Markets - Supply Chain Strategies - Pricing strategies - Price determinants, Factors that influence the pricing strategies, concept of learning curves, pricing strategies, Competitive bidding, Leasing

UNIT V Business Marketing Communications: Advertising in Industrial Markets - Use of sales promotion in Industrial Markets, trade shows and exhibitions - B 2 B forms of E-Commerce - Managing the Personal Selling Function - Customer Relationship Management Strategies for Business Markets

Text Books: 1. Krishna Havaldar, Business Marketing, Tata McGraw-Hill Publishing Company Ltd., New Delhi, 3/e, 2010 2. Michael D. Hutt, Thomas W. Speh, Business Marketing Management, Cengage Learning, 9/e, 2007 Reference Books: 1. Robert R. Reeder Edward G. Brierty & Betty H. Reeder, Industrial Marketing Analysis Planning and Control, Prentice Hall of India, New Delhi, 2/e, 2005 2. Robert Dwyer, John F. Tanner Jr, Business Marketing, Tata McGraw-Hill Publishing Company Ltd., New Delhi, 2006

Trimester 6 MARKETING AREA ELECTIVE COURSE RETAIL MANAGEMENT Course code: 10MM62 Credits: 3.0 Total No. of sessions: 30

Course Objective : Emphasis is given to understanding the role of retailing in the distribution of goods, with particular attention to the management of retailing including marketing, operational and legal considerations. Course Content: Unit I: Introduction to Retailing - Changing Retail Scene Characteristics of retailing -Functions of Retailing Trends in Retail Formats- Retail in India - Challenges Unit II: Consumer Behavior in Retail Operations - Influence of Situational Variables on ShoppingRetail market segmentation Types of Markets- Financial Planning for Retail Unit III: Choosing store location- Country/Region analysis - Trade area analysis - Site evaluation and selection Merchandise Management Store Operations Atmospherics and Space Management Unit IV Retail Product and Brand Management, Retail Pricing Objectives, Approaches and Strategies, Retail Promotion Strategy- Selection of promotion Mix Unit V- CRM in Retailing- International Retailing- MIS in Retailing- HRM in Retailing Text book: 1. Chetan Bajaj, Rajnish Tuli, Nidhi Varma Srivastava, Retail Manageemnt, Oxford University Press, 2/e, 2010 Reference Books: 1. Ron Hasty and James Reardon, Retail Management, Tata Mc Graw Hill Publications, 1997
2. Lucas, Robert Bush & Larry Gresham, Retailing (Hononghton Miffin, AIPD, India), Deep and

Deep Publications, 1997

Trimester 6 MARKETING AREA ELECTIVE COURSE CONSUMER BEHAVIOR Course code: 10MM64 Credits: 3.0 Total No. of sessions: 30

Course Objectives: To study the variables involved in the consumer decision-making process. To improve skills in the research and analysis of customer segments, demand, and market potential To understand how the sociological, psychological and economic factors affect consumer choices. To gain knowledge about consumer attitudes formation, change and other related issues. To provide concepts for understanding consumer reactions to marketing stimuli. To utilize knowledge of buyer behavior to enhance strategic decision making Course Content: Unit I: Study of Consumer Behavior, Principles, Consumerism, Consumer Research, Consumer AnalysisSegmentation Strategy Unit II: Consumer Decision Making Process and stages involved: Need Recognition & Search, Information Processing, Evaluation of Alternatives, Purchase & Post Purchase Processes, Diffusion of innovations Unit III: Social Factors : Personal Influence &Opinion Leadership, Group Dynamics & Reference Groups, Family and Role of Members, Social Class, Culture, Sub-Culture and Cross Cultural aspects of Consumer Behavior Unit IV: Personal Factors: Personality, Consumer Perception, Lifestyle and Psychographics - AIO Analysis, VALS Study Unit V: Psychological Factors: Learning and Conditioning Theories, Motivation, Attitude Formation and change, Attitude Measurement Text Books: 1. Hawkins, Best Del, Mookerjee Roger ,Amit, Consumer Behavior, (SIE),Tata McGraw-Hill, 9/e, 2006 2. Leon G.Schiffman, Leslie Lazar Kanuk, Consumer Behavior, Prentice Hall of India,7/e. 3. Micheal R.Solomon, Consumer Behavior, Pearson Education, 8/e, 2009 Reference Books: 1. Roger D. Blackwell, Paul W.Miniard, James F.Engel, Consumer Behaviour, Thomson Learning, 9/e. 2. Henry Assael,Consumer Behaviour-Strategic Approach Biztantra, New Delhi, 2005.