Department of Business Management

Revised Minor Degree Courses and Free Electives courses with

Syllabus
 COURSE STRUCTURE FOR MINOR IN BUSINESS MANAGEMENT

S.No Subject Code Subject Name L-T-P Credits

1. BM 3101 Foundations of Management 4-0-0 4
2. BM 3102 Managerial Economics 4-0-0 4
3. BM 3201 Marketing Management 4-0-0 4
4. BM 3202 Human Resource Management 4-0-0 4
5. BM 4101 Financial Management 4-0-0 4
6. BM 4102 Business Accounting and Finance 4-0-0 4

Pool of Electives:

S.No Subject Code Subject Name L-T-P Credits

1. BM 4201 Enterprise Resource Planning 4-0-0 4
2. BM 4202 Production and Operation Management 4-0-0 4
3. BM 4203 Project Management 4-0-0 4
4. BM 4204 Supply Chain Management 4-0-0 4
5. BM 4205 Organizational Behavior 4-0-0 4
6. BM 4206 Consumer Behavior 4-0-0 4
7. BM 4207 E-Marketing and CRM 4-0-0 4
8. BM 4208 Innovation &Entrepreneurship 4-0-0 4
9. BM 4209 Business Analytics 4-0-0 4

Courses offered from third year to fourth year first semester are compulsory and choose atleast
two elective courses from the pool of elective in fourth year second semester to get a minor
degree in Management.

Note:
1. Student should not repeat the same the course which he completed or going to complete in
parent department to get a minor in Management.
2. Student from Mechanical Engineering department must not opt the Production and
Operation Management course if he completes or going to complete Operational Research
& Industrial Engg. & Management in the parent department.
 FOUNDATIONS OF MANAGEMENT
Code: BM3101 (L-T)-P:3-0 Credits :4 Pre-requisite: None Modules: 36

Course Objective: This course enables the students who are not specialized in the Business
Management minor to learn wide range of managerial concepts and equip them to handle the
management assignment in the future.

Course Contents:

1. Development of Management Thought and Functions of Management: Concept of

management, Scientific Management-Taylor, Henry Fayol contributions, Human Relations
approach- Hawthorne experiments, Approaches to Management, Ethics in management. (6
Modules)

2. Management Processes and functions: Nature and description of management process,

Managerial functions: Planning, Organizing, Directing, Coordinating and Controlling.
Communication process, Theories of motivation and leadership, (14 Modules)

3. Planning & Organizing: Planning premises, types and steps in plans, decision making and
forecasting, types of decision, steps in decision making, Organizing: Organization Structure,
principles of organizing, Authority and span of control, delegation and decentralization, Line and
staff relationship.

4. Leadership & Motivation: Concept and Styles; Trait and Situational Theory of Leadership.
Motivation: Concept and Importance; Maslow Need Hierarchy Theory; Herzberg Two Factors
Theory.

5. Directing & Controlling: Nature and scope, Co-ordination, types of interdependence, Process
of controlling, making controlling effective, techniques of controlling.

6. Functional Areas of Management: Human Resource Management: Concept and Functions;

Basic Dynamics of Employer-Employee Relationship. Finance Management: Concept and
Objectives; source of funds. Marketing Management: Marketing Concept; Marketing Mix;
Product Life Cycle; Pricing Policies and Practices. Operation Management: Production Planning,
Material Management, Plant Layout
Suggested Reference Books:
1. Weirich, Koontz & Aryasri, Principles of Management, TMH, New Delhi, (2004).
2. Paul Heresy & Ken Blanchard, Management and Organizational behavior, PHI, New
Delhi, (1995)
3. Kotler Philip, Marketing Management, Prentice Hall of India (1997).
4. Luthans Fred, Human Resource Management, McGraw Hill, (1997).
5. Stephen Robbins, Organizational Behaviour Concepts, Controversies and Applications,
Prentice Hall, New Jersey (1989).
 MANAGERIAL ECONOMICS
Code: BM3102 (L-T)-P:5-0 Credits :4 Pre-requisite: None Modules: 36

Course Objective: The course aims to provide an insight into production, distribution and
consumption of wealth and their interdependency. The real-life aspects of application of economics
in business and economic policy are highly emphasized. It provides the platform to understand the
meaning, interdependence and determination of the equilibrium at micro and macro level. The
methods and approach to microeconomic and macroeconomic modeling are to be stressed.

1. Introduction to Economics: Concepts of Economics, Nature scope and significance of

economics, Definitions-micro and macro economics- positive and normative, inductive and
deductive approaches, Managerial Economics scope, function and importance of Managerial
Economics.

2. Theory of Demand and supply: Demand and Law of demand, demand function, determinants of
demand properties of demand curve, Law of diminishing and equi-marginal utility, -income effect
and substitution effect, Elasticity of demand, price elasticity measurement price elasticity, income
elasticity, classification of goods based on income elasticity, cross elasticity, law of supply-
determinants of supply, market equilibrium, demand forecasting, Methods of demand forecasting.

3. Production function and Cost Analysis: Production meaning, production function, Distinction
between short-run and long-run Production with one variable input-relationship between total,
marginal and average production functions, law of variable proportion, production with two variable
inputs, iso- quants, Cost concepts, economic costs, deriving cost curves, short run cost functions,
long run cost functions –iso-cost-techniques of maximization of output, minimization of cost and
maximization of profit-scale of production, recardian theory of comparative advantage, economies
and diseconomies of scale.

4. Market Structure: Market structure, characteristics, perfect competition, characteristics,

equilibrium price, profit maximizing output in the short and long-run, Monopoly, characteristics,
profit maximizing output in the short and long run-defects of monopoly, monopolistic competition,
characteristics, product differentiation, chamberlain model on product differentiation, Oligopoly,
characteristics, price rigidity, the kinked demand curve .

5. Concepts on Macroeconomics: National Income, Concepts of national income, methods of

calculating national income, Monetary Policy, Fiscal Policy, Inflation, causes-demand pull and cost
push inflation, measures to control inflation, LPG, Globalization, business cycles -phases of business
cycles and measures to control business cycles.

6. Industrial Policy and Regulatory Structure: Industrial Policy- Industrial Licensing Policy- Five
Year Planning- Industrial Policy 1991, Small Scale Industries (SSI)-Industrial Finance- Foreign
Direct Investment (FDI).
Suggested Reference Books:

1. Dominick Salvatore, Managerial Economics in a Global Economy with Economic

Applications, Thompson South-Western, (2006).
2. Petersen, Lewis & Jain, Managerial Economics, Pearson/PHI, (2006)
3. James Pappas & Engene Brigham, Managerial Economics, Pearson Education, New Delhi,
(2006).
4. Froeb, Managerial Economics: A Problem Solving Approach, Thomson, (2007).
5. Keat, Managerial Economics: Economic Tools for Today’s Decision Makers, Pearson
Education, 2007
6. Geetika,P. Ghosh,P. R.Choudhury, Managerial Economics, McGraw Hill Education Private
Limited,New Delhi,2014.
7. D.N Dewedi, Managerial Economics, 7th edition.
8. Christopher R Thomas, S Charles Maurice and Sumit Sarkar Managerial economics
 MARKETING MANAGEMENT

Code: BM3201 (L-T)-P:4-0 Credits :3 Pre-requisite: None Modules: 36

Course Objective: This course is designed as an introductory course with a focus on the various
subject areas in Marketing so as to be able to build awareness and familiarity. It is also designed
as course for those who plan to specialize in marketing in the future.

Course Contents:

1. Introduction of Marketing Management: Marketing Management, Philosophies,

characteristics of Product. (3 Modules)
2. Market Planning: Segmentation: Segmenting Consumer Markets, Business Markets
International Markets; Market Targeting: Evaluating Market Segments, Selecting Market
Segments, (5 Modules)
3. Product Decisions: Product Differentiation, Packaging. Branding, Product and Brand
Relationships; Product Management: New product Development Process, Marketing
Strategies across the Product Life Cycle stages, Services Marketing: Marketing strategies
for Service Firms, Managing Service Quality (10 Modules)
4. Pricing Decisions: Setting the Price, Adapting the Price, Initiating and responding to price
cuts. (6 Modules)
5. Marketing Channel Decisions: Role of Marketing Channels, Channel Design Decisions,
Channel Integration, Channel Conflict, Wholesaling, Types of retailers, Retail Formats,
Strategic Decisions in Retail, Global trends in Retailing. (6 Modules)
6. Promotion decisions, Marketing Control and audit: Sales promotion, Advertising,
Personal selling, Public Relations; Sales Force Management. Kotler four types of
marketing control, marketing Audit. (6 Modules),
Suggested Reference Books:

1. Kotler, Keller, Koshy & Jha, Marketing Management- A South Asian Perspective, Pearson
Education.
2. Kotler & Armstrong, Englewood Cliffs, Principles of Marketing, Prentice- Hall, NJ,
Publication.
3. Rajan Saxena, Marketing Management, Tata McGraw Hill Publication.
4. Lal Quelch & Rangan, Marketing Management, Tata McGraw Hill Publication.
 HUMAN RESOURCE MANAGEMENT

Code: BM3202 (L-T)-P:3-0 Credits :4 Pre-requisite: None Modules: 36

Course Objective: The course intends to expose students to the concepts and practices of
personnel management and industrial relations in a changing socio-economic environment. It
discusses the administrative and developmental issues related to management of human resources.

Contents:

1. Introduction to HRM: Nature, Scope, Changing Role of HR Management, Diversity

Management, Cross-Cultural Management (Contemporary Issues) (5 Modules)
2. Manpower Planning: Manpower Planning, Job Design and Job Analysis, Process of
Manpower Planning. (4 Modules)
3. Recruitment and Selection: Process and Methods, Induction, Placement, Internal
Mobility. (4 Modules)
4. Human Resource Development: Assessment of training needs, methods of training,
employee counseling and wellness services, Career management and Management
development. (6 Modules)
5. Wage, Salary Administration and Performance Appraisal : Wage Legislation, Wage
Level, Structure and Wage Determination, Factors Affecting Wage and Salary decisions,
Incentives and Fringe Benefits. Scope and Objectives, Methods of Appraisal,
Development of an Effective Appraisal System. (5 Modules)
6. Industrial Relations: Process of Collective Bargaining; Workers Participation in
Management; Grievance Handling: Nature, Causes, and Procedures. Global HRM and
future issues.(6 Modules)
Suggested Reference Books:

1. Wyne Cascio, Managing Human Resources, Tata Mc. Graw Hill, New Delhi, (1998)
2. Aswathappa K, Human Resource and Personnel Management, Tata Mc. Graw Hill, (2007)
3. Edwin B.Flippo, Personnel Management, Tata Mc. Graw Hill, New Delhi, (1980).
4. Haldar, Human Resource Development, Oxford University Press.
5. Werner & DeSimone, Human Resource Development, Thomson-Southwestern
Publication.
6. Mamoria & Mamoria, Dynamics of Industrial Relations in India, Himalaya Publishing
House, (1983).
 FINANCIAL MANAGEMENT

Code: BM4101 (L-T)-P:4-0 Credits :4 Pre-requisite:None Modules: 40

Course Aim: To give an overview of the problems facing a financial manager in the commercial
world. It will introduce you to the concepts and theories of corporate finance that underlie the
techniques that are offered as aids for the understanding, evaluation and resolution of financial
manager’s problems.

1. The Finance Function: Nature and Scope; Evolution of finance function – Its new role in the
contemporary scenario –Goals of finance function – maximizing vs. satisfying; Profit vs. Wealth
vs. Welfare; Concept of Time Value of Money.

2. The Investment Decision: Investment decision process- Project generation, project evaluation,
project selection and project Implementation. Capital Budgeting Techniques –Traditional and
DCF methods. The NPV vs. IRR Debate; Approaches for reconciliation. Capital budgeting
decision under conditions of risk and uncertainty.

3. Cost of capital: Concept and measurement of cost of capital, Debt vs. Equity, cost of equity,
preference shares, equity capital and retained earnings, weighted average cost of capital and
marginal cost of capital. Importance of cost of capital in capital budgeting decisions.
4. Capital Structure Decisions: Capital structure vs. financial structure - Capitalization, financial
leverage, operating leverage and composite leverage. EBIT-EPS Analysis, Indifference
Point/Break even analysis of financial leverage, Capital structure Theories –The Modigliani
Miller Theory, NI, NOI Theory and Traditional Theory –A critical appraisal.

5. Dividend Decisions: Dividends and value of the firm - Relevance of dividends, the MM
hypothesis, Declaration and payment of dividends. Rights issue, share-splits, Major forms of
dividends – Cash and Bonus shares. Major theories centered on the works of GORDON,
WALTER and LITNER. Dividend policies of Indian companies. Working Capital Management:
Components of working capital, gross vs. net working capital.

5. Management of Current Assets: Management of cash, – Basic strategies for cash

management, cash budget, cash management techniques/processes. Marketable securities:
characteristics, selection criterion, Marketable security alternatives. Corporate Restructuring:
Corporate Mergers, Acquisitions and Takeovers: Types of Mergers, Economic rationale of
Mergers, motives for Mergers; Financial evaluation of Mergers.

REFERENCES:
1. IM Pandey, Financial Management, 10th Edition, Vikas , 2013.
2. Journals : Chartered Accountant; Finance India ; Human Capital; Management Accountant;
Journal of Accounting & Finance .
3. M.Y Khan, P K Jain: “Financial Management-Text and Problems”, 6th Edition, TMH,
2012.
4. P.C.Tulsian,C.A. Bharat Tulsian , “Financial Management” S.Chand Publications,2012.
5. Prasanna Chandra, “Financial Management Theory and Practice”, 8 th Edition. TMH ,
2012.
6. Shashi K.Gupta, R.K.Sharma , “Financial Management” Kalyani Publishers ,2012
7. Rajiv Srivastava, Anil Mishra , Financial Management” Oxford University Press, New Delhi,
2012
8. James C Van Horne, Sanjay Dhamija, “Financial Management and Policy” Pearson Education,
2012 .
9. IM Pandey, Cases in Financial Management, TMH 2/e 2012.
10. Chandra & Iyer, Financial Management, IBH, 2012.
 BUSINESS ACCOUNTING AND FINANCE

Code: BM4102 (L-T)-P:4-0 Credits :4 Pre-requisite: None Modules: 40

Course Objective:  This course is designed as an introductory course with a focus on the various
subject areas in accounting so as to be able to build awareness and familiarity. It is also designed
as course for those who plan to specialize in Finance in the future. 
Course Contents:

1. Introduction to Accounting: Meaning of Accounting, Accounting as a Source of Information,

Objectives of Accounting, Role of Accounting, Basic Terms in Accounting. Theory Base of
Accounting: Generally Accepted Accounting Principles (GAAP), Basic Accounting Concepts,
Systems of Accounting, Basis of Accounting, Accounting Standards.

2. Recording of Transactions – I: Business Transactions and Source Document, Accounting

Equation, Using Debit and Credit , Books of Original Entry, The Ledger, Posting from Journal.

3. Recording of Transactions – II:  Cash Book, Purchases (Journal) Book, Purchases Return

(Journal) Book , Sales (Journal) Book, Sales Return (Journal) Book, Journal Proper, Balancing the
Accounts.Trial Balance: Meaning of Trial Balance, Objectives of Preparing the Trial Balance,
Preparation of Trial Balance, Significance of Agreement of Trial Balance.

 4. Depreciation, Provisions and Reserves: Depreciation, Depreciation and other Similar Terms,
Causes of Depreciation, Need for Depreciation, Factors Affecting the Amount of Depreciation,
Methods of calculating, Depreciation Amount, Straight Line Method and Written down Method
-A Comparative Analysis.

5. Financial Analysis-I: Statement of Changes in Working Capital, Funds from Operations, paid
cost and unpaid costs. Distinction between cash profits and book profits. Preparation and analysis
of cash flow statement and funds flow statement.

6.Financial Analysis-II: Analysis and interpretation of financial statements from investor and
company point of view, Horizontal Analysis and Vertical Analysis of Company Financial
Statements. Liquidity, leverage, solvency and profitability ratios – Du Pont Chart.

Suggested Reference Books:

1. Khan & Jain, Financial Accounting,  Tata McGraw Hill, (2009)

2. Paresh Shah, Financial Accounting for management 2e, Oxford University Press, (2011)

3. Maheswari &maheswari

ENTERPRISE RESOURSE PLANNING

 Code: BM4201 (L-T)-P:3-0 Credits :4 Pre-requisite: None Modules: 34

Course Objective : Enterprise Resource Planning (ERP) is a type of integrated Information

system (IS) which have come into prominence during recent times and whose purpose is to bring
in an overall improvement in the Business process by integrating the isolated and standalone IS
of the organization corresponding to each of the functional areas. The objective of the present
course is to introduce ERP to the students as an enterprise wide integrated Information system.
Issues connected with the Architecture and design of such an application package is included. To
understand the pre and post implementation issues of introduction of ERP also forms as part of
the objective.

Course Contents:

1. Introduction to ERP: Evolution of ERP; what is ERP? Reasons for the Growth of ERP;
Scenario and Justification of ERP in India; Evaluation of ERP; Various Modules of ERP;
Advantage of ERP.

2. An Overview of Enterprise: An Overview of Enterprise; Integrated Management Information;

Business Modeling; ERP for Small Business; ERP for Make to Order Companies; Business
Process Mapping for ERP Module Design; Hardware Environment and its Selection for ERP
Implementation.

3. ERP and Related Technologies: ERP and Related Technologies; Business Process
Reengineering (BPR); Management Information System (MIS); Executive Information System
(EIS); Decision support System (DSS); Supply Chain Management (SCM).

4. ERP System and Market: ERP system: Introduction; Finance, Plant Maintenance, Quality
Management, Materials Management. ERP Market: Introduction, SAP AG, Baan Company,
Oracle Corporation, People Soft, JD Edwards World Solutions Company, System Software
Associates, Inc. (SSA); QAD; A Comparative Assessment and Selection of ERP Packages and
Modules.

5. ERP Implementation Lifecycle

ERP Implementation Lifecycle: Issues in Implementing ERP Packages; Pre-evaluation
Screening; Package Evaluation; Project Planning Phase; Gap Analysis; Reengineering;
Configuration; Implementation; Team Training; Testing; Going Live; End-User Training; Post
Implementation (Maintenance Mode).

6. Selection of ERP vendors and Future Directions: Vendors; Consultants and Users; In-House
Implementation - Pros and Cons; Vendors; Consultants; End User. Future Directions in ERP;
New Markets; New Channels; Faster Implementation Methodologies; Business Modules and
BAPIs.
Suggested Reference Books:

1. August-Wilhelm Scheer, Business Process Engineering, Springer Verlag Publication,

(1999).
2. O’Leary, Enterprise Resource Planning Systems, Cambridge University Press.
3. Langenwalter, Enterprise Resources planning and Beyond, St Lucie Press, (2009)
4. Carol Ptak & Eli Schragenheim, ERP: Tools, Techniques, and Applications for integrating
the Supply Chain, St Lucie Press, (2000).
5. Alexis Leon, ERP Demystified, 2/E, Tata Mc Graw Hill, (2010)
6. Summer, Enterprise Resource Planning, Pearson Education
 PRODUCTION AND OPERATIONS MANAGEMENT
Code: BM4202 (L-T)-P:3-0 Credits :4 Pre-requisite: None Modules: 36

Course Objective: This course aims at helping the students to learn operations management
systems and analyze issues pertaining to management of productivity, technology and facilities.
This course focuses on concepts relating to planning and control of management of materials and
resources.

Course Contents:

1. Introduction to POM: Learning objectives, Production and Operations function and its
relations to other management functions of an organization.
2. Work System Design: Product and Process design, Methods study, Facilities layout,
Line Balancing, Work Measurement
3. Manufacturing Planning and Control: Aggregate production planning, Master
Production Scheduling, Shop Scheduling and Shop Floor Control. DRP and Demand
Management.
4. Project management: PERT/CPM, resource leveling, project scheduling, Gantt Charts.
5. Materials Flow Control: Raw Materials and WIP inventory control, MRP, MRP-II, JIT
purchasing, Lead-time control.
6. Maintenance Planning and Management: Corrective, Preventive and Predictive
maintenance, Replacement analysis, RCM and TPM. Manpower Scheduling: Techniques
of manpower scheduling,

Suggested Reference Books:

1. Operations Management- Strategy and Analyses (6th Edition) New Delhi: Pearson
Education, (2000).
2. Production and Operations Management. New Delhi: Prentice Hall of India, (2005).
3. Production and Operations Management - An applied Modern Approach. New Delhi:
John Wiley, (2002).
4. Chary, Production and Operations Management. New Delhi: Tata Mc Graw Hill, (1995).
5. Schroeder, Operations Management. New Delhi: Tata Mc Graw Hill, (2009).
6. Hand Book of Materials Management. New Delhi: PHI, (1997).
7. Project Management. New Delhi: John Wiley & Sons, (2000).
 PROJECT MANAGEMENT
Code: BM4203 (L-T)-P:3-0 Credits :4 Pre-requisite: Modules: 36

Course Objective: The objective of the course is to impart the concepts, tools & techniques in
formulation and analysis of projects as well as in planning, scheduling & controlling of projects.

Course Contents:

1. Introduction to Project Management: Learning objectives, Projects in contemporary

organisations, Concept of Project, Project Life Cycle.
2. Technical Analysis: Manufacturing Process/Technology, Technical Arrangements,
Material Inputs and Utilities; Product Mix, Plant Capacity, Location and Site; Machineries
and Equipment, Structures and Civil Works; Environmental Aspects.
3. Project Selection and Planning: Criteria for Project Selection Models, Types of Project
Selection Models, Schedule of Project Implementation. Initial Project Coordination;
Systems Integration, Work Breakdown Structure and Linear Responsibility Charts. DPR
with various steps.
4. Project Organisation: The Project as Functional Organization, Organizational Structures,
Choosing an Organizational Form; Project Team, Human Factors in the Project Team.
5. Project Budgeting and Scheduling: Estimating Project Budgets; Network Techniques:
PERT and CPM, Gantt Charts. (6 Modules)
6. Project Control, Auditing and Project Appraisal: Project Monitoring and Controlling
Cycle, Purposes of Control, Types of Control Processes, Design of Control Systems.
Project Audit, Construction and Use of the Audit Report, Project Audit Life Cycle.
Project appraisal.
Suggested Reference Books:

1. Jack Meredith & Samuel Mantel, Project Management- A Managerial approach, JWiley,
Singapore, (2000).
2. Prasanna Chandra, Projects Planning, Analysis, financing, implementations & revie, Tata
MC-Graw Hill, New Delhi, (2006).
3. Rory & Bruke, Project Management, J Wiley, Singapore, (2003).
4. Harold Kerzner, Project Management, CBS Publishers, New Delhi, (2004).
 SUPPLY CHAIN MANAGEMENT

Code: BM4204 (L-T)-P:3-0 Credits :4 Pre-requisite: None Modules: 36

Course Objective: This course is designed as a broad introduction to the subject, covering the
critical facets of SCM and focusing on their interrelationships. The topics covered would be
inventory management, logistics network management, strategic alliances and supplier
relationship, Information Technology and its application in SCM, international supply chain.

Course Contents:

1. Introduction to SCM: Business logistic and supply chain; Managing Uncertainty,

Process View of a Supply Chain, Supply Chain Drivers.
2. Supply chain Design: Network Design, Network Design Decisions, Distribution
Network.
3. Planning Demand and Supply in a Supply Chain: Aggregate Planning in the Supply
Chain, Managing Predictable Variability. (4 Modules)
4. Inventory Management: Planning and Managing Inventories in a Supply Chain,
Economies of Scale in the Supply Chain. (5 Modules)
5. Sourcing Decisions: Supplier Scoring and Assessment, Supplier Selection and Contracts,
Design Collaboration, Procurement process. (6 Modules)
6. Pricing and Revenue Management with coordination: RM for Multiple Customer
Segments, Perishable Assets, Seasonal Demand, Bulk and Spot Contracts. Importance of
distribution strategies, Strategic alliances and developing supplier relationships, BPR.
Importance value of information (IT) in SC, Supply Chain Performance and Metrics.
Suggested Reference Books:

1. Simchi-Levi, Kaminsky & Simchi-Levi, Designing and Managing the Supply Chain,
McGraw-Hill Publication, (2003).
2. Chopra, Meindl &. Kalra, Supply Chain Management: Strategy & Analysis, Pearson
Education Asia, (2010).
3. Coyle, Bardi & Langley, Management of Business Logistics: A Supply Chain Perspective,
Thomson Learning, (2003).
4. Sunil Chopra & Peter Meindl, Supply Chain Management: Strategy, Planning and Operation,
Pearson Education, (2007).
5. Ballou & Srivastava, Business Logistics/SCM, Pearson Education Publication.
 ORGANIZATIONAL BEHAVIOUR
Code: BM4205 (L-T)-P:3-0 Credits :4 Pre-requisite: BM4152 Modules: 36

1. Organizational Behavior and Challenges: Concepts of Organization and Manager,

Managerial roes, functions and skills, importance of interpersonal skills in management,
challenges and opportunities for organizational behavior. Workforce diversity and
challenges for managers- gender, age, religious, ability diversity, personality andculture;
diversity management strategies.
2. Personality and Attribution: Concept of personality, personality characteristicsin
organizational framework- Locus of control, Self-efficacy, Self-esteem, Self-monitoring;
Theories of Personality- Trait theory and Big Five Model; Application of personality
theory in organizations; Types of attribution and attribution biases.
3. Learning: Concept of learning, theories of learning- Classical Conditioning, Operant
Learning, Bandura’s Social Learning; Application of learning theories in organizations.
4. Motivation: Concept of motivation, theories of motivation- Maslow’s need hierarchy
theory, theory X theory Y, Herzberg Two factor theory, McClelland’s Need theory, Equity
and Expectancy theory; Cultural differences in motivation; methods to improve employee
motivation.
5. Groups and Decision Making: Meaning of group and team, group behavior, process of
group formation- five stage model, characteristics of a mature group, group empowerment.
Models of decision making- Rationality, Bounded rationality, Z model and Escalation of
commitment models, Decision making in groups-merits and demerits, group dynamics
influencing decision making- group think and group polarization, techniques for
improving group decision making- brainstorming, devil’s advocate, nominal group
technique,
6. Organizational Behavior, conflicts and Nagotiation: Forms and sources of power in
organizations, symbols of powder- Kanter’s symbols and Korda’s symbols, Influence
tactics and leadership skills, managing organizational dynamics.Nature, types and causes
of conflict in organizations, conflict management styles- avoiding, accommodating,
competing, compromising, collaborating; conflict management strategies- ineffective and
ineffective- superordinate goals, expanding resources, changing personnel/structure,
confronting and negotiating, Gandhian approach to conflict resolution.

Suggested Reference books:

1. Nelson, D.L., Quick, J.C., & Khanelwal. P (2012). ORGB (2e). Delhi: Cengage Learning
India.
2. Robbins, S. P., & Judge, T. (2007). Organizational behavior. Upper Saddle River, N.J:
Pearson/Prentice Hall.
3. Luthans, F. (2011). Organizational Behavior. New York: NW, McGraw-Hill Irwin.

CONSUMER BEHAVIOR
Code: BM4206 (L-T)-P:4-0 Credits :4 Pre-requisite: BM4153 Modules: 36

Course Objective The aim of this course is to enable students take marketing decisions keeping
in mind the consumer behavior. It will help them to design primary market research studies for the
mutual benefit of consumers and organizations.
1. Introduction to Consumer Behaviour: Defining consumer behaviour, Why to study
Consumer Behaviour? Understanding Consumer through research process, Consumer
behaviour in a world of economic instability, Rural Consumer Behaviour, Consumer
Segmentation, Targeting and Positioning, Segmentation & Branding, Rural Markets.
2. Consumer Buying Behaviour: Influence of Culture, Sub Culture, Social Class, Social
Group, Family and Personality, Cross-Cultural Consumer Behaviour.

3. Consumer as an Individual: Personality and Self-concept, Consumer Motivation,

Consumer Perception, Consumer Attitudes and Changing Attitudes, Consumer Learning
and Information Processing.
4. Environmental Influence on Consumer Behaviour : Problem Recognition, Search and
Evaluation, Purchasing processes, Post purchase behaviour, Models of Consumer decision
making, Consumers and the diffusion of Innovations.
5. Consumerism and Ethics: Roots of Consumerism, Consumer Safety, Consumer
Information, Consumer Responsibilities, Marketer responses to consumer issues,
Marketing Ethics towards Consumers.
6. Consumer Research: AIO and Life style purchase behaviour.
Case: Amazon.com, Consumer behaviour and marketing strategy (J. Paul Peter page no: 514-
515)
Case : Fashion label- ‘Gini & Jony’ (Suja R.Nair ,page no 351-352)
Case : Cadbury Dairy Milk Chocolates (Ramanuj Majumdar, page no 293-297) Case : Nescafe
Instant Coffee (Ramanuj Majumdar page no 311-316)
Case : Handling of down-age syndrome (Suja R.Nair , page no 227-228)
Case : Mac Vs. Pc (Michael R.Solomon page no 330-331)
Case : Titan watches (Ramanuj Majumdar, page no 303-306)
Case : The story of Innovation of single car key to replace multiple car keys (Ramneek Kapoor
page no 269)
Case: Active Consumerism taking care of the public interest in globalised India (Ramneek
Kapoor, page no 400-401)

Suggested Reference Books:

1. David L. Loudon and Albert J.Della Bitta, Consumer Behaviour, TMH, Fourth Edition,
2011.
2. S. Ramesh kumar, cases in Consumer Behaviour, Pearson, 2011.
3. Suja R Nair, Consumer Behaviour in Indian perspective, 2nd edition, HPH,
2013.

4. Ramneek kapoor, N.Namdi O Madichie, Consumer Behaviour, TMH, 2012.

Michael R.Solomon Consumer Behaviour, Tenth Edition, PHI, 330-331.
5. Leon G. Schiffman, Leslie lazer Kanuk, S.Ramesh Kumar, Consumer Behaviour Pearson,
Tenth edition, 2011.
6. Satish Batra, SHH kazmi, Consumer Behaviour-Text and Cases, Excel Books, Second
Edition, 2011.
7. Ramanuj Majumdar, Consumer Behaviour, PHI, 2011.
8. Kardes, Cline, Cronley, Consumer Behaviour-Science and Practice, Cengage Learning,
2012.
9. Suja R Nair, Consumer Behaviour in Indian perspective, 2 nd edition, HPH,
2013. S. Ramesh kumar, Consumer Behaviour and Branding, Pearson, 2013.
10. Dr. Shri Prakaash, Consumer Behaviour, Vikas, 2010.
11. S. A. Chunawalla, commentary on Consumer Behaviour, 3 rd edition, HPH,
2012. S H H Kazmi, Consumer Behaviour and Marketing Communication, Excel,
2011.
12. J.Paul Peter, Jerry.C. Olsan, Consumer Behaviour and Marketing Strategy, 7 th edition,
TMH,
 E-Marketing and CRM

Code: BM4207 (L-T)-P:3-0 Credits :4 Pre-requisite: BM4153 Modules: 36

1. Introduction to e-Commerce: Framework, Architecture, Benefits and Impact of e-Commerce,

The Anatomy of e-Commerce applications, e-Commerce Consumer applications, e-Commerce
Organization Applications, e-commerce in India, Prospects of e-commerce.
2. Network Infrastructure for e-commerce: Intranet, Extranet, & Internet, Internet Backbone in
India, ISP and services in India, OSI Model, Standards & Overview of TCP/IP, Internet Security, e-
commerce & Internet.
3. E-commerce Models: Business-to-Business-Hubs, Market Places, Business-to-Business
Exchange, Business-to-Consumer, Consumer-to-consumer, Business-to-Government, Government-
to-Government.
4. e-Advertising & Marketing: The new age of information-based Marketing, Emergence of
internet as a competitive advertising media, Market Research, Weakness in Internet Advertising, e-
Advertising & Marketing in India.
5. Electronic Payment Systems and Data Exchange: Introduction to Payment Systems, On-Line
Payment Systems, Pre-Paid e-Payment System, Post-Paid e-Payment System, Requirements Metrics
of a Payment System. EDI- Definitions & Applications, Standardization and EDI, EDI- Legal
Security and Privacy Issues, Advantages & Limitations of EDI.
7. E-Security and E-CRM: Securing the Business on Internet- Security Policy, Procedures and
Practices, Transaction Security, Cryptology, Digital Signatures, Security Protocols for Web
Commerce. CRM, what is e-CRM, it’s Applications, The e-CRM Marketing in India, Major Trends,
Global Scenario for e-CRM, CRM utility in India.

Case: Case studies on E-Marketing

Suggested Reference book

1. Jeffrey F.Rayport & Bernard J.Jaworski: Introduction to E-commerce, TMH, 2003.

2. Kalakota & Winston: Frontiers of E-commerce, Pearson Education, Mumbai, 2002.
3. David Whiteley: E-Commerce- Strategy technologies and Applications, Tata Mac-Graw Hill, New
Delhi, 2000.
4. C.S.V.Murthy: E-Commerce-Concepts, Models & Strategies, Himalaya Publishing house,
Mumbai, 2003.
5. Kamalesh K Bajaj & Debjani Nag: E-Commerce, the Cutting Edge of Business- Tata McGraw-
Hill, New Delhi, 2002.
6. Bharat Bhaskar: Electronic Commerce,Tata Mc-Graw-Hill, New Delhi, 2003.
7. Perry: E-Commerce, Thomson Publications, New Delhi,2003.
8. Elias M.Awad: Electronic Commerce,Prentice-Hall India, New Delhi,.2002.
 INNOVATION AND ENTREPRENEURSHIP

Code: BM4208 (L-T)-P:3-0 Credits :4 Pre-requisite: None Modules: 34

Course Objective: This course has two basic objectives. The first is to teach effective
entrepreneurial and general management practice from the perspective of the founder and
stakeholders. The second is to apply the entrepreneurial perspective in order to approach
business problems from a value creation framework.

1. Creativity and Conformity: Understanding creativity, Perspectives on creative process,

developing ideas, strengthening reasoning power, creative thinking, working creatively, Lateral
thinking, Creativity and conformity, developing and sustaining a creative environment, creating
decision making, problem solving, creative people in the industry
2. Innovation and Invention: Innovation, technology innovation, non-technology innovation,
product Vs process innovation, creativity as an integral part of innovation, stimulating technological
innovation. Innovation and Invention, Intellectual property rights, disruptive innovation, need for
innovative ideas.
3. Introduction to Entrepreneurship: Entrepreneurship in Indian Scenario and Future prospects,
Emerging economies, Entrepreneurial traits, motivation and leadership
4. Entrepreneurial Process: Opportunity Identification, Idea Generation and Evaluation,
Business Plan, Business Models (Creating a business model with technology differentiators.
5. Financing Venture: Sources of funding, Valuation of a new company, Marketing, Company
Growth, Acquisitions and Exit Strategies.
6. Building the Team: Launching and managing venture, Human resource aspects.

Note: Students must submit to a Business Plan in the form of assignment at the end of the
trimester. The assignment will be given a due weightage in the final marks of this paper.

Suggested Reference Books:

1. Kuratko & Hodgetts, Entrepreneurship-Theory, Process Practice, Thompson South-
Western Publication, (2008).
2. Holt, Entrepreneurship – New Venture Creation, PHI Publication, (1992).
3. Hisrich, Peters& Shepherd, Entrepreneurship, sixth edition, McGraw Hill Publication,
(2010).
4. Lusk & Harrison, The Mouse Driver Chronicles: The True-Life Adventures of Two First-
Time Entrepreneurs, Perseus Books Group, (2002).
5. Dorf & Byers, Technology Ventures: From Idea to Enterprise, McGraw Hill Publication,
(2010).
6. Kaplan, Startup: A Silicon Valley Adventure, Penguin Books, (2001).
 BUSINESS ANALYTICS

Code: BM4209 (L-T)-P:4-0 Credits :4 Pre-requisite: None Modules: 40

1. Descriptive Statistics: Introduction to the course Descriptive Statistics Probability

Distributions

2. Inferential Statistics: Inferential Statistics through hypothesis tests Permutation &

Randomization Test

3. Regression & ANOVA: Regression ANOVA(Analysis of Variance)

4. Machine Learning: Introduction and Concepts Differentiating algorithmic and model based
frameworks Regression : Ordinary Least Squares, Ridge Regression, Lasso Regression, K
Nearest Neighbours Regression & Classification

5. Supervised Learning with Regression and Classification techniques -1: Bias-Variance

Dichotomy, Model Validation Approaches Logistic Regression, Linear Discriminant Analysis
Quadratic Discriminant Analysis Regression and Classification Trees Support Vector Machines

6. Supervised Learning with Regression and Classification techniques -2 Ensemble

Methods: Random Forest, Neural Networks Deep learning Unsupervised Learning and
Challenges for Big Data Analytics Clustering Associative Rule Mining Challenges for big data
anlalytics
Suggested Reference books
1. Hastie, Trevor, et al. The elements of statistical learning. Vol. 2. No. 1. New York: springer,
2009.
2. Montgomery, Douglas C., and George C. Runger. Applied statistics and probability for
engineers. John Wiley & Sons, 2010.