BBA Revised Scheme of Study 2021

Scheme of Studies
For
BBA
(Bachelor of Business Administration)
4 Years Program with 130 Credit Hours
Effective from fall 2018 and Onwards

Program: BBA Duration: 4 years
Total Credit Hours: 130 Total No. of Semesters: 8
1. Program Overview and Objectives:
The core objective of BBA 4 years program is to provide the students all the skills and abilities
needed for efficient management of any kind of enterprise. This program is designed to equip
students with applied knowledge in the field of business administration with strong
communication and professional skills..
2. Scope of BS Economics Program
Job opportunities in this profession are directly related to the momentum of the national
economy. The more the activities of the trade and industry will boost, the more the opportunities
will be produced. The other things which influence this profession are science and technology.
The practice of information science is growing day by day. Machines are taking over men.
Swift and timely decision is getting significance. The need of such professional managers who
are very well aware of the practical and theoretical aspects of this profession as well as ability to
analyze the problem on scientific basis and produce efficient output through timely decision
making, are on the demand with the passage of time. This entire situation indicates towards the
bright future of this field. Courageous and intelligent people having decision making skills have
very good and bright chance in this field. It is rather difficult to predict the future job market for
graduates of business administration programs. This is because so much of it depends on the area
of the field in which you would like to work and the ways in which the economy overall will
continue to change. when choosing an area in which you'd like to specialize, it is important to not
only consider what you enjoy doing, but also to look at the ways in which that specific area will
stand the test of time in this ever-changing business environment.
3. General Eligibility Criteria
 Intermediate with 45% marks in annual system.

 General (NTS) with at least 50% score OR Mohi-Ud-Din Islamic University Admission
test with 50% marks.
 Interview
4. Assessment Criteria
 Continuous assessment [class participation + group work + presentation (case)]: 20%

 Midterm Exam: 30
 Final exam [individual’s written exam]: 50%
5. Split up of Courses
BBA is a four years degree program comprising of eight regular semesters. Common courses are
taught in first six semesters and specialization courses are offered in last two semesters.
5.1 Specialization
5.1.1 Human Resources Management
1. Recruitment and Selection HRM-651
2. Training and Development HRM-652
3. Performance Management HRM-653
4. Leadership and Motivational Skills HRM-654
5. Human Resource Development HRM-655
6. Organizational Development HRM-656
7. Career Management HRM-657
8. Strategic Human Resource Management HRM-658
5.1.2 Banking and Finance
1. Corporate Finance FIN-651
2. Financial Market & Institution FIN-652
3. Financial Reporting And Analysis FIN-653
4. Financial Risk Management FIN-654
5. Investment Management FIN-655
6. Investment and portfolio Management FIN-656
7. Behavioral Finance FIN-657
8. Money & Capital Market FIN-658
5.1.3 Marketing
1. Marketing Research MKT-651
2. Sales in Marketing MKT-652
3. Seminars In Marketing MKT-653
4. Internet Marketing MKT-654
5. Integrated Marketing Communication MKT-655
6. Brand Management MKT-656
7. Advertising & Media Planning MKT-657
8. New Product Development MKT-658
6. Structure of BBA Program
Minimum duration of the BBA program is 4 years (8 Semesters). The BBA comprises of 130 credit
hours after 12 years of relevant education. The general structure of BBA program is as follows:
6.1 Semester Wise Program Structure:
Semester -1
S.NO COURSE C.H CODE

1 ENGLISH-1 3 HUM-111
2 INTRODUCTION TO COMPUTER 3 CS-111
3 INTRODUCTION TO MANAGEMENT 3 MGT-111
4 ISLAMIC STUDY 3 HUM-113
5 INTRODUCTION TO BUSINESS 3 MGT-113
6 INTRODUCTION TO SOCIOLOGY 3 HUM-115
Total 18
Semester -2
1 ENGLISH-2 3 HUM-112
2 MATHEMATICS 3 MTH-112
3 PAKISTAN STUDY 3 HUM-114
4 INTRODUCTION TO PSYCHOLOGY 3 HUM-116
5 PRINCIPLES OF MICRO ECONOMICS 3 ECO-112
6 QURAN & HADITH 3 ISL-601
Total 18
Semester -3
1 ORAL COMMUNICATION & PRESENTATION 3 HUM-211
2 FINANCIAL ACCOUNTING-1 3 FIN-211
3 STATISTICS 3 MTH-211
4 INTRODUCTION TO HRM 3 HR-211
5 MONEY & BANKING 3 FIN-213
6 MACRO ECONOMICS 3 ECO-211
Total 18
Semester -4
1 BUSINESS COMMUNICATION 3 HUM-222
2 PRINCIPLES OF MARKETING 3 MKT-222
3 BUSINESS FINANCE 3 FIN-222
4 FINANCIAL ACCOUNTING-II 3 FIN-224
5 STATISTICAL INFERENCES 3 MTH-222
6 SEERAT & TASAWWUF 3 ISL-512
Total 18
Semester -5
1 BUSINESS AND CORPORATE LAW 3 MGT-311
2 FINANCIAL MANAGEMENT 3 FIN-311
3 MARKETING MANAGEMENT 3 MKT-311
4 LOGIC 3 HUM-311
5 SPECIALIZATION-I 3 XXX
Total 15
Semester -6
1 CONSUMER BEHAVIOR 3 MKT-322
2 MANAGEMENT INFORMATION SYSTEM 3 CS-322
3 ORGANIZATIONAL BEHAVIOR 3 MGT-322
4 BUSINESS ETHICS 3 HUM-322
5 SPECIALIZATION-II 3 XXX
Total 15
Semester -7
1 BUSINESS RESEARCH METHODS 3 MGT-411
2 OPERATIONS MANAGEMENT 3 MGT-413
3 ENTREPRENEURSHIP 3 MGT-415
4 CALCULAS 3 MTH-411
5 SPECIALIZATION-III 3 XXX
Total 15
Semester -8
1 PROJECT/TWO ELECTIVE COURSES 6 MGT-499
2 BUSINESS POLICY 3 MGT-422
3 INTERNATIONAL BUSINESS MANAGEMENT 3 MGT-424
4 SPECIALIZATION-IV 3 XXX
Total 15
Mohi-Ud-Din Islamic University, Nerian Sharif AJ & K
Course Name: Functional-1
Credit Hours: 3 BBA

Course Code: HUM-111
Course Discerption:
The objective of this course is to teach English language skills to the business students by
introducing various new concepts related to their field of knowledge, and reinforcing the ones they
have already learned, because proper communication through English is the essential requirement of
the present times.
Learning Outcomes:
In specific, the students are expected to learn:
 GrammarPrinciples
 Active and PassiveVoice
 Direct and IndirectNarration
 Writing Paragraphs andLetters
 How to useDictionary
 How to read for better comprehension
 How to make and deliver effective business presentations
Course Contents:
Week 1: Basics of Grammar; Parts of speech

Week 2: Use of articles; Types of Sentences
Week 3: Interrogative, Exclamatory,
Week 4: Negative and Declarative sentences (Definitions and its examples);
Week 5: Reading and Listening Skills
Week 6: Quiz-1 and presentation-1
Week 7: Practice in unified sentence;
Week 8: Analysis of phrase,
Week 9: clause and sentence structure;
Week 10: Transitive and intransitive verb
Week 11: Punctuation and spelling;
Week 12: Quiz-2 and presentation-2
Week 13: Dictionary Skills (Etymology and Origin);
Week 14: Paragraph writing (Types of Paragraphs and its examples).
Week 15:Revision
Week 16:Revision
Assessment Criteria:
Quizzes 5%
Assignments 5%
presentations 5%
Attendance 5%
Midterm exam 30%
Final exam 50%
Total 100%
Books Recommended:
1. High School English Grammar and composition by Wren & Martin.
2. Business Communication & Report Writing by Prof. Ata Ur Rehman
3. Model Business letters by L. Garside Some essential handouts by subject instructor
Course Name: Introduction to Computer
Credit Hours: 3 BBA

Course Code: CS-111
Course Introduction/Objectives:
This is a basic course in context of computers and computing. The objectives of this course are to
develop awareness of computers’ hardware and peripherals, concepts regarding software-its types,
basic operations, basic OS concepts, OS installation; develop advanced user level skills in various
Application Packages like MS Word, MS Access, MS Excel, MS PowerPoint; set up a computer for
World Wide Web connection; and train students regarding use of e-mail to send/receive messages
and file attachments as well as to provide concepts of on-line discussion groups.
Learning Outcomes:
 After completion of this course, the students are expectedto:
 Develop awareness about basic computer hardware andsoftware.
 Know about the concept of operation system and install operatingsystems.
 Have skills in using MS Word, MS Excel, and MSPowerPoint.
 Know how to set up computer for internet connection as well as use of emails, and
technology behind on-line discussiongroups.
Course Contents:
Week 1.Introduction to Information Technology,
Week 2.Understanding Computer Systems,
Week 3.Computer Hardware, Operating Systems,
Week 4.Application Software,
Week 5.Programming Languages,
Week 6.Data Communication, Networking Basics,
Week 7.Internet Basics, E-Commerce,
Week 8.Computer Graphics,
Week 9.Computer Security and Controls,
Week 10.Databases,Database management
Week11.Importance of Information System in Business.
Week 12.Internet Browsers,
Week 13.MS Office, MS Word,
Week 14.MS Excel,
Week 15.MS Power Point.
Week 16.Lab practice for MS office
Quizzes 5%
Assignments 5%
presentations 5%
Attendance 5%
Midterm exam 30%
Final exam 50%
Total 100%
_
Recommended Text Book:
1. Kinkoph, Shery (2013). How to use Microsoft Office. SamsPublishing
2. Grauer, Robert T. & Barber, Maryam (2000). Exploring Office XP, Volume 1.
Prentice HallPublishers.
3. Capron, H. L. (2014). Computers, Tools For An Information Age, Prentice Hall
Publishers, 8th edition.
Course Name: Introduction to Management
Credit Hours: 3 BBA

Course Code: MGT-111
Course Description:
It is a basic management course with the goal to introduce the students to fundamentals of
management. The text books and other accompanying material will give students a broad base of
understanding of various types of organizational problems, cultures, structures and the like.
Students will learn how to analyses and anticipate the ethical dilemmas that they will face in
practical life. The aim of the course is to train the character as well as the professional capabilities
of students. The course will cover the fundamental concepts of management planning, organizing,
leading and controlling. Specific focus will be on management issues in modern organizations. Case
studies will examine actual businesssituations.
Learning Outcomes:
Upon completion of the course, students will be able to:

 Demonstrate an understanding of various management issues inorganizations.
 Successfully suggest various planning methodologies as according to nature of an
organization.
 Develop analytical and conceptual framework of how people are managed in different
organizations
 Learn classical and contemporary motivation theories and leadership concepts and challenges
 Develop effective and efficient management control systems as according to nature of
anorganization.
Course Contents:
Week1: Introduction to Management Organization, The management Process

Week 2: The History and evaluation of Management Organizational theories and different
approaches to management
Week 3.The organizational Culture and the Manager The external environment and the
Manager The internal environment and the manager.
Week4: Foundations and basic elements of Planning
Week 5: Process of planning and MBO,Importance of MBO
Week 6: Effective strategic planning
Week 7: Decision Making The manager’s role as decision maker Decision making process
Week 8: Basics of Strategic Management, Strategic management processImportance of
strategic Management
Week 9: Organizational Structure a)- Types of organizational structures
Week 10.Human Resource Management What is HRM ,Functions of HRM, HRM
processes
Week 11.Motivation DefinitionImportance of motivationTypes of motivation
Contemporary issues in Motivation
Week 12. Theories of motivation
Week 13. Team work and Group Behavior
a.What are teams
b.Types of teams
Week 14.Group behavior
a.Types of groups
b.Formation of group
Week 15.Leadership and its characteristics , Leadership styles and Behaviors
Week 16.The process of Control ,The Control Standards
Quizzes 5%
Assignments 5%
presentations 5%
Attendance 5%
Midterm exam 30%
Final exam 50%
Total 100%

1. Mary Coulter &Robbins, Management, International ed.
Course Name: Islamic Studies
Credit Hours: 3 BBA

Course Description:
This course is aimed at providing basic information about Islamic studies, enhancing understanding
of the students regarding Islamic Civilization, improving students’ skill to perform prayers and
other worships, and enhancing students’ knowledge regarding understanding of issues related to
faith and religious life.
Learning Outcomes:
After successful completion of this course the students are expected to have knowledge about:
 Basic concepts of Quran and meaning of selected verses from various surah of
Holy Quran.
 Life of Holy Prophet (SAW) in Makkah andMadina
 Concepts and history ofSunnah
 Islamic law, culture, andcivilization
Islamic economic, political, and social system
Course Contents
Week1.TauheedQuranic Verses of TAUHEED & PROPHET HOOD:

Al-Ambiya (22) Al-Baqarah (163& 164) Al-Imran (79) Al-Huda (7), Al- Maidah (3)
Week 2.Here-After life: Al- Baqarah (48), Five Aahadiths. Basic Islamic Practices: Al-Mu’ mi-
noon (1-11) and 5 Ahadiths b. AmerBilMaroofWaNahi Anil Munkar:
Week3.The Concepy of Good & Evil, Importance & Necessity of Da’ wat-e- Deen Al-Imran
(110),
Week 4.Method of Dawat-e-DeenAn- Nehl (125), Al-Imran (104), & 5 Ahadiths
Week5.Unity of Ummah:Al- Imran (103), Al- Hujurat (10), Al- Imran (64), Al-An’ am (108) and
fiveAhadiths.
Week 6.Kasb-e-Hilal: Ta ha (81), Al- Aa’raaf-(32-33), Al- Baqarah- (188) & 5 Ahadiths.
Week 7.Haquq-Ul-Ibad:
Week8.Protection of Life (Al-Maidah-32), Right to property (Al- Nisa- 29), Right
Respect & Dignity ( Al- Hujurat -11-12), Freedom of Expression (Al-
Baqarah-256), Equality (Al- Hujarat-13), Economic Security (Al-Ma’arij-24—
25), Employment opportunity on Merit (An-Nisa-58), Access to justice:
(An-Nisa-135)
Week 9.Women’s Rights (An- Nehl-97, Al-Ahzab-35,An-Nisa-07).
Week 10.Relations with Non-Muslims:
Week 11. Al- mumtahanah-8-9, AL-Anfa,al-61 and the last Sermon of Hajj of Holy Prophet
(PBUH):
Week 12.Relevant Extracts.
Week 13.Seerat(Life) of the Holy Prophet (PBUH)
Week 14.Birth, Life at Makkah, Declaration of Prophet hood, Preaching & its Difficulties,
Migration to Madina, Brotherhood (Mawakhat) &Madina
Week 15.The Holy Wars of Holy Prpphet (Ghazwat-e-Nabwi),
Week 16.Charter of Islam according to Hujjat-ul-Wida, (, (Translation and Important points)
Quizzes 5%
Assignments 5%
presentations 5%
Attendance 5%
Midterm exam 30%
Final exam 50%
Total 100%
Recommended Text Books:

1. Hameedullah Muhammad, “Emergence of Islam” , IRI, Islamabad
2. Hameedullah Muhammad, “Muslim Conduct of State”
3. Hameedullah Muhammad, ‘Introduction to Islam
4. Mulana Muhammad YousafIslahi,” Hussain Hamid Hassan, “An Introduction to
the Study of Islamic Law” leaf Publication Islamabad, Pakistan.
5. Ahmad Hasan, “Principles of Islamic Jurisprudence” Islamic Research Institute,
International Islamic University, Islamabad (1993)
6. H.S. Bhatia, “Studies in Islamic Law, Religion and Society” Deep & Deep
Publications New Delhi (1989)
7. Dr. Muhammad Zia-ul-Haq, “Introduction to Al Sharia Al Islamia” AllamaIqbal
8. Open University, Islamabad (2001)
Course Name: Introduction to Business
Credit Hours: 3 BBA

Course Description:
Introduction to business is basically a new course added to BBA program after analysing a need for
introductory course about business. The main purpose of developing course is about understanding
of business, international trade, agreements and trade of business and major forces shaping business
world. The main objectives of course are to provide a comprehensive introduction to key element of
business organizations, and providing recent prospective on the main functional area of
management; build a foundation of knowledge on current issues regarding business, management
and marketing; and merging main concept like management, human resource and finance to clarify
understanding about changing trend in businessworld.
Learning Outcomes:
After completion of this course, the students are expected to:

 Have developed about basic concepts in organizations, management, marketing, finance and
other business relatedareas.
 Have gained knowledge about contemporary issues in business functions like corporate
social responsibility, business ethics, Islamic work practices, Islamic banking andfinance.
 Have developed concepts and gained knowledge regarding international trade, global
marketing, integrated marketing communications, e-business, andentrepreneurship.
Course Contents:
Week 1.Introduction
Nature of business, Importance of Business, Objective of Business, Qualities of
Business, Components of Business, Functions of Business, Distinction
Between Trade, Commerce and Industry.
Week 2. Sole Proprietorship
Definition, Advantages and Disadvantages, Scope of Sole proprietorship.
Week 3.Partnership
Definition and Characteristics Of Partnership, Merits and Demerits of Partnership,
Week 4.Partnership Agreement, Kind of Partners, Rights and Duties of Partners.
Week 5.Company Form of Organization
What is joint stock company, Characteristics Of Company Form of Organization,
Week 6.Classification of Company, Advantages and Disadvantages, Distinction Between Joint
Stock Company and Partnership.
Week 7.Marketing
Definition, Classification of Market, Marketing Mix.
Week 8.Advertising
What is Advertising, Benefits and Disadvantages of Advertising, Advertising
Media.
Week 9.Foreign Trade
Meaning of Trade, Differences between Domestics and Foreign Trade, Reasons of
Foreign Trade, Importance of Foreign Trade.
Week 10.Business Finance
Meaning of Trade, Factors Determining requirement of Fixed Capital, Factors
Influencing working of Capital.
Week 11.Stock Exchange
What is Stock Exchange, Formation of Stock Exchange,
Week 12.Business Transaction at Stock Exchange,
Week 13.Types of Speculators,
Week 14. Causes of Fluctuations in security prices,
Week 15..Pakistan Stock Markets.
Week 16.Management
Definition, Functions of Management, Levels of Management.
Quizzes 5%
Assignments 5%
presentations 5%
Attendance 5%
Midterm exam 30%
Final exam 50%
Total 100%
1. Introduction to Business by SaeedNasir
2. Introduction to Business by M. Irshad
Course Name: Introduction to Sociology
Credit Hours: 3 BBA

Course Description:
This course introduces the scientific study of human society, culture, and social interactions. topics
include socialization, research methods, diversity and inequality, cooperation and conflict, social
change, social institutions, and organizations. Upon completion, students should be able to
demonstrate knowledge of sociological concepts as they apply to the interplay among individuals,
groups, and societies. This course has been approved to satisfy the Comprehensive Articulation
Agreement for the general education core requirement in social/behavioralsciences.
Course Objectives:
 Students will apply statistical approaches to described empirical patterns and testtheory.
 Students will assess research studies in terms of key choices anddecisions.
 Students will define and compare basic theoretical orientations, how these reflect
historical and cultural context, and how they can be applied to socialreality.
 Students will describe the diversity of American society, and the significance ofrace,
class, gender, andage.
Course Outlines:
Week 1: Introduction to Sociology; Nature; scope and subject matter of Sociology;
Week2:Society and community; Relationship with other Social Sciences; Social groups;
Definition and functions; Types of socialgroups;
Week 3: Social institutions (Family, Economic, Religious); Definition;
Week 4: Quiz and presentation
Week 5: Structure and function of social institutions;
Week 6: Culture and related concepts; Definition and aspects of culture;
Week 7: Elements of culture; Sub cultures; cultural lag;
Week 8: Ethnocentrism;
Week 9: Socialization and personality; Role and status;
Week 10: Social stratification;
Week 11: Caste class and race as basics of social stratification;
Week 12: Social and cultural change;
Week 13: Definition of social change;
Week 14: Impact of globalization on society and culture;
Week 15: Resistance to change.
Week 16: Revision
Quizzes 5%
Assignments 5%
presentations 5%
Attendance 5%
Midterm exam 30%
Final exam 50%
Total 100%
Recommended Text Book :
1. Tischer, L. Henery, 2002, Introduction to Sociology, 7thEdition,The Harcourt Press,

London.
2. Stark, Rodney, 2004, Sociology, 9th Edition, Thomson Wads Worth,USA.
3. Browne,Ken,2005,AnIntroductiontoSociology,3rdEdition,PolityPress,USA.
4. Stephens, P. Etc., 1998, Think Sociology, Stanley Thornes Publishers (Ltd.),UK.
5. Macionis, J. Jhon and Plummer, Ken, 2005, Sociology: a Global Introduction, 3rdEdition,
Pearson Prentice Hall,London.
Course Name: English-II
Credit Hours: 3 BBA

Course Description:
This course is introduced to students after they have studied Freshman English – 1 course in the
previous semester. This course aims at helping the students develop a positive, constructive and
practical approach to effective written and oral communication in business and professional settings.
This course will teach English language skills to the business students by introducing various new
concepts related to their field of knowledge, and reinforcing the ones they have already learned,
because proper communication through English is the essential requirement of the present times.
Learning Outcomes:
After successful completion of this course, the students will learn:

 PrecisWriting
 LetterWriting
 Concept of Semantics &Semiotics
 Writing article and bookreviews
CourseContents:
Week1. Effective Communication in Business:
What is communication?
Importance of communication
Components of communication
Barriers in communication
Verbal and nonverbal communication
Week2.:The 7 C’s of Effective Communication
Completeness, Conciseness, Consideration, Concreteness,Clarity, Courtesy,
Correctness.
Week3.: The Process of Preparing Effective Business Messages ,
Five planning steps
Week 4. Strategies for Successful Listening
Types of listening
Barriers in effective listening
Mastering listening skill
Week5 .Strategies for Successful Informative and Persuasive speaking
Week6. Strategies for Successful Interpersonal Communication
Dyadic communication
Interviewing
Telephoning
Dictating
Week7. How to make PowerPoint Presentation
Strategies to build confidence.
Strategies for reducing stage fright
, Week 8.Making Oral Presentation
Purpose in oral presentation.
Comparison between written and oral messages.
Planning strategies for your presentation.
Choosing information to include in your presentation.
Organizing your information.
Delivering an effective presentation.
Handling questions.
Making group presentations
Week 9. Building Good Will
You attitude.
Positive emphasis.
Tone, power & politeness.
Reducing bias in business communication
Week 10. Public Speaking And Oral Reporting
Making formal speeches.
Consideration of personal aspects.
Audience analysis.
Appearance and body actions.
Use of voice.
Use of visual aids.
Week11. Additional Oral Communication Activities
Conducting and participating in meetings.
Techniques for participating in a meeting.
.
Week12.Strategies for improving oral presentation
Week 13Techniques to make Power Point Presentation
Lab Practice
Week 14 Interviewing people Guidelines for the interviewee.
Importance of Structured interview
Week 15 Dictating letters and reports.
Week 16 Using the telephone
Introductory words for interview on telephone
Ending Words
Quizzes 5%
Assignments 5%
presentations 5%
Attendance 5%
Midterm exam 30%
Final exam 50%
Total 100%

1. Effective Business Communication by Murphy Latest Addition
2. Business Communication Today by Bovee’
3. Some essential handouts by subject instructor
Course Name: Mathematics
Credit Hours: 3 BBA

Course Code: MTH-112
Course Description:
This course is designed to acquaint the students with Business Mathematics emphasizing a
range of mathematical calculations used in business for making strong business decisions.
Students will be introduced to linear equations, mathematical functions, linear, quadratic,
exponential function and their application, system of linear equations, matrix operations, simple
interest, compound interest, annuities and their present & future value, cost benefit analysis,
Practical applications will be emphasized in the course. Learning from this course will be of
great help for courses in coming semesters.
Learning Outcomes:
After completion of this course, the students are expected to have developed understanding of:
 Basic mathematics, linear equations, Gaussian elimination methods, mathematical functions.
 Quadratic Functions, Polynomial Functions, Exponential and Logarithmic Functions, and
GraphingFunctions
 Matrix algebra and counting techniques, and mathematics offinance.
Course Contents:
Week1. Mathematical notations
Introduction to Submission, Multiplication, Introduction of Subscripted variables,
Linear
Equation involving one variable
Week2. Quadratic Equations
Solution of Quadratic Equations by factorization method, Solution of Quadratic
Equations by square completion methods, Solution of Quadratic Equations by
quadratic formula, Applications of quadratic equation
Week3. Linear equations
Characteristics of Linear Equations, Graphical Characteristics, Writing of the
Linear Equation, Slope-Intercept Form,
Week4 Slope and Point formula, two point formulas, determining the Equation of a
Straight Line Linear Equations involving more thantwo variables
Week 5. Systems of linear equations and their applications
Introduction, Two variables Systems of Equations, Elimination method, Three
variable system of Equations,
Week6.Elimination method, Applications of Linear Equations and Systems of
Equations
Week 7. Matrices Introduction to Matrices, Types of Matrices, Matrix Operations, Inverse
ofMatrix, the Determinant & its Properties, the Method of Cofactors
Week 8. Determinants Determinants, Properties of Determinants, Determinants and Non
Singularity, Special Determinants, Solution of Linear Equations by
Determinants,
Week 9Charamer’s Rule, Solution of Linear Equations by Determinants (Inverse
MatricesMethod)
Week 10.Systems Of Linear Equations And Their Applications
Introduction, Two variables Systems of Equations (Gauss – Jordan Elimination
method),
Week11 Three variable system of equations (Gauss-Jordan Elimination method),
Applications ofLinear Equations and Systems of Equations
Week 12 Nonlinear Functions And Their Applications
Non Linear Functions- Introduction, Quadratic Functions,
Week 13.Characteristics and Their Applications, Polynomial Functions, Exponential
Functions& Applications,
Week 14Logarithmic Functions,
Week 15 Properties of Logarithmic Functions
Week 16 Importance of Polynomial Functions
Quizzes 5%
Assignments 5%
presentations 5%
Attendance 5%
Midterm exam 30%
Final exam 50%
Total 100%
1. Cheryl Cleaves, Business Maths, Pearson (Latest Edition)
2. Burton, Shelton, Business Maths using Excel, South-Western Cengage Learning
3. Budnick, Mathematics for Business Economics and Social Science
Course Name: Pak Studies
Credit Hours: 3 BBA

Course Description:
In this course, an introduction to the history of Pakistan is provided with reference to the history
of pre independence period. Further, information is provided about the reforms after the
independence of Pakistan. This subject also discusses the different presidential eras and what
contributions were made by different rulers in various fields of nation’s development. The
course refreshes students’ information regarding Pakistan Studies obtained in previous degrees
as well as delivers latest information on current issues facing Pakistan as well.
Learning Outcomes:
After completion of this course, the students are expected to:

 Develop vision of historical perspective, government, politics, contemporary Pakistan,
ideological background ofPakistan.
 Study the process of governance, national development, issues arising in the modern
age and posing challenges toPakistan
 Know current issues / challenges facing Pakistan
Course Contents:
Week1. Historical Perspective
Week 2. Ideological rationale with special reference to Sir Syed Ahmed Khan,
Week 3 Allama Muhammad Iqbal and Quaid-e-Azam Muhammad Ali Jinnah.
Week 4. Factors leading to Muslim separatism
Week 5& 6 People and Land

i. Indus Civilization
ii. Muslim advent
iii. Location and geo-physical features.

Week 7&8 Government and Politics in Pakistan
Political and constitutional phases: a. 1947-58 b. 1958-71
Week 9& 10 1971-77 a. 1977-88, b. 1988-99
Week 11& 121999 onward
Week 13& 14 Contemporary Pakistan a. Economic institutions and issues
b. Society and social structure
Week 15& 16. Ethnicity a. Foreign policy of Pakistan and challenges
b. Futuristic outlook of Pakistan

Quizzes 5%
Assignments 5%
presentations 5%
Attendance 5%
Midterm exam 30%
Final exam 50%
Total 100%

1. Burki, ShahidJaved. State & Society in Pakistan, The Macmillan Press Ltd 1980.
2. Akbar, S. Zaidi. Issue in Pakistan’s Economy. Karachi: Oxford University Press, 2000.
3. S.M. Burke and Lawrence Ziring. Pakistan‟s Foreign policy: An Historical analysis.
Karachi: Oxford University Press, 1993.
4. Mehmood, Safdar. Pakistan Political Roots & Development. Lahore, 1994. 237
Course Name: Introduction to Psychology
Credit Hours: 3 BBA

Course Description:
This is a life orientated course of psychology, designed to give the student the factual
foundation in techniques and the vocabulary of psychology and general understanding of human
behaviour, surveys research and application of psychology in areas of learning, intelligence,
motivation, emotion, personality, behaviour disorders, mental health and therapy. Upon
completion of this class, the student should be able to demonstrate knowledge concerning the
definition of psychology, brain function and how it affects behaviour, learning and memory,
and growth and developmentprincipals.
Learning Outcomes:
 To understand some of the main theories of HumanBehaviour.

 To be able to analyse how these theories and empirical evidence can help to understand
contemporary Psychologicalissues.
 To apply theories to practical problems in organizations in a criticalmanner.
Course Contents:
Week 1&2 Introduction To Psychology

The Subfields ofPsychology, A ScienceEvolves, Psychology’s Key Issues and
Controversies
Week 3&4 PSYCHOLOGICALRESEARCH
Conducting Psychologicalresearch,Critical Research Issues
Week 5NEUROSCIENCE ANDBEHAVIOUR
Neuron: The basic elements ofBehaviour , Structure of Brain
Week6 SENSATION ANDPERCEPTION
Thresholds and sensoryAdaptions, PerceptualOrganization, Gestalt Laws of
Organization
Week 7LEARNING
The basics of ClassicalConditioningOperant Conditioning and Cognitive Learning
Week 8& 9MEMORY
The foundations ofmemory, Recalling Long TermMemory,Forgetting:
When MemoryFails, Diseases related toMemory, How to improve your Memory
Week 10:COGNITION ANDLANGUAGE
Thinking andReasoning, Problem solving: Using ArtificialIntelligence.Case
Studies
Week 11 &12 LANGUAGE, THINKING, AND REASONING
Intelligence AndIq Testing Human Development Motivation And Rewards
Why do individuals work?
Week 13MOTIVATION &EMOTIONS
What are the effects of different reward systems on individual motivation?
Week 14STRESS, COPING, ANDHEALTH
Casestudies
Week 15THEORIES OF PERSONALITY
Personality Trait
Week 16SOCIALPSYCHOLOGY
Social Influence andAttitude ,SocialPsychology, Impression Formation and
Attribution, Starbucks Corporation: Case Study in Motivation
Assessment Criteria :
Quizzes 5%
Assignments 5%
presentations 5%
Attendance 5%
Midterm exam 30%
Final exam 50%
Total 100%
Recommended Books/Reading Material:
1. Lilienfeld, S.O. et al. (2014). Psychology: From Inquiry to Understanding, Third

Edition.
2. Saundra K. Ciccarelli& Glenn E. Meyer (2006). Psychology (South Asian Edition, 1st
edition), PearsonEducation.
3. Robert S. Feldman. (2014). Understanding Psychology (11th Edition). McGraw-Hill
Education
Course Name: Principles of Microeconomics
Credit Hours: 3 BBA

Course Code: ECO-112
Course Description:
The word micro means the millionth part. When we speak of micro economics or micro approach,
what we mean is that it is the small part or component of the whole economy that we are analysing.
So micro economics studies the flow of economic resources or factors of production from the
resources owners to business firms and flow of goods and services from business firms to
households. So micro economics explores how decisions are made and how households and firms
interact in the market.
Learning Outcomes:
After successful completion of this course, the students are expected to learn:
 About the economics of a unit, firm, an industry or even ahousehold.
 How rational decisions are made by firms or industries in order to satisfy their objectives.
 Positive and normative relationships of the economic variables and be able to analyse the
effects of a change in one variable on theothers.
Course Contents:
Week 1, Basic Economic Concepts ,Economics: Basic Themes and Nature,
Week 2 & 3Micro versus Macro Economics, Positive versus Normative economics,
Economic problem of resource allocation
Week 4&5 Consumer Behavior and its Analysis ,Cardinal Approaches, Ordinal Approaches,
Law of diminishing marginal utility, indifference curve analysis, consumer
equilibrium, price effect, Income effect and substitution effect
Week 6&7 Demand and Supply AnalysisDemand – Determinants, Law of Demand, Shift
in Demand, Elasticity of Demand, and its measurement, percentage and total
outlay method, cross and Income Elasticity of Demand,
Week 8 & 9Determinants and Importance of Elasticity of Demand Supply-Definition,
Determinants, Law, Shift, Elasticity and its Determinants of Supply, market
equilibrium, surplus and shortage condition,
Week 10 Consumer and producer supply
Week 11&12Production Analysis Basic Production Concepts, Total, Average and Marginal
Product, Returns to Scale, Short-Run and Long-Run Production, Least-Cost Factor
Combination, Producer Equilibrium.
Week 13& 14Cost and Revenue Analysis, Average, Marginal and Total Cost, Average,
Marginal and Total Revenue in Perfect and Imperfect Competition, Implicit and
Explicit Cost
Week 15&16Market Structures and Pricing Characteristic of Perfect and Imperfect
Competition, (monopoly, Oligopoly, monopolistic competition) in short and
long run, price discrimination in monopoly
Quizzes 5%
Assignments 5%
presentations 5%
Attendance 5%
Midterm exam 30%
Final exam 50%
Total 100%

1. David M. Winch, Micro Economics: Problems and Solutions, Oxford University
Press. (Latest Edition)
2. Mc Connell & Brue, Economic 15th Edition., McGraw Hill, INC
3. Muhammad HussainChoudhry, Economic Theory Volume 1, Caravan Book House,
Lahore 2002.
4. Ruffin and Gregory, Principles of Economics, Illionois: Scott Foresman and Company,
(Latest Edition).
5. Samuelson and Nordhaus, Economics, New Delhi, Tata McGraw Hill, (Latest Edition).
6. Scott and Nigro: Principles of Economics, New York; Macmillan Publishing Co., Inc.,
(Latest Edition).
Course Name: Oral Communication & Presentation
Credit Hours: 3 BBA

Course Description:
This course belongs to business communication area of management sciences specializing in oral
communication. The objectives of this course are to encourage the learners to enjoy the wider range
of reading, to orientate the learners to the tradition of writings in English, to display substantial
proficiency in oral communication, to enhance their employability in various fields not only in
business market but also in fields, such as media, communication, teaching, competition exams, and
other relevant fields.
Learning Outcomes:
In specific, the learners would also be able to:
 Develop confidence, independence, and ability to reflect and speakpersuasively.
 Express ability to respond and interpreteffectively.
 Become dynamic speakers andpresenters
 Improve pronunciation and developing neutral accent as compared to regionalaccent.
 Develop and maintain the sense of confidence andself-worth.
 Objective participation in meetings, seminars, debates and discussionpanels.
Course Outline:
Week 1Introduction to oral communication
a Forms of oral communication
b Importance of oral communication
c Oral and written communication : a comparison
Week 2 Planning steps of a Message / Speech
a Barriers in oral communication
b Oral communication in business
c Oral communication in practice
Week 4Visual Aids
a Line graphs-Bar graphs
b Pie charts etc
Week 5Transparencies
a Usage of over-head Projectors and VCR etc.
b Planning and Conducting an Interview
c Objective usage of telephone
Week 6Dictating, Importance of dictation
a Importance and procedure of note – making
b Oral Communication in committee
Week 7Meetings, symposia/workshops
aOral communication in e-mail and on internet
b Group discussion /panel discussion /role of moderator
Week 8Facing media
a Communication in personal selling
b Report presentation
Week 9How to make presentation/ control of stage fright, general guidance and allocation of
topics to students
a Knowing and analyzing audience
b Motivating your audience
Week10 Character and Personality traits of audience
a Internal and External audience
b Scripted Speech
Week 11&12 Planning your Speech
a Choosing the right language
b Body Posture, Body Language, Proximity to audience
Week 13&14 Panel discussion and Role Play
a Picture Talk
Week 15&16Discussion on
a TV/Film Scene
b Debate/Presentation
Assessment Criteria
Quizzes 5%
Assignments 5%
presentations 5%
Attendance 5%
Midterm exam 30%
Final exam 50%
Total 100%
Books Recommended:
1. Effective Business Communication by Murphy
2. Business Communication Today by Bovee’
3. Success in Communication by Stuart Sillar
Course Name: Financial Accounting -1
Credit Hours: 3 BBA

Course Code: FIN-211
Course Description:
The purpose of this course is to introduce accounting concepts which enable students to recognize,
understand and maintain different accounts of business according to the Accounting Standards, with
a clear understanding of how transactions are recorded in different types of business. The students
are required to understand the basic elements of double-entry accounting systems, accounting cycle,
entering transactions in journals, posting to ledgers, compiling end-of-period worksheets with
adjusting entries and preparation of financial reports.
Learning Outcomes:
After successful completion of this course, the students are expected to know:
 History of accounting along with basic concept of accounting andaccounts
 Accounting equation, financial reporting, and recording businesstransactions
 How to pass adjusting entries and closing entriesetc.
 How to prepare various statements and reports such as post close trial balance, reversing entries
and worksheet, income statement, balance sheet, and statement of owner’sequity.
 Preparing special journals
Course Outline:
Week 1&2 Accounting and its role
Accounting Defined, Why study Accounting, Financial statements, Major Fields of
Accounting, Accounting as a Career.
Week 3&4 Basic Accounting Concepts
The Entity Concept, The Reliability (or Objectivity) principle, the cost Principle, The
Going-Concern Assumptions, The Stable Currency Assumptions
Week 4&5 The Recording Process
The Recording Process, Analysis of Transaction, the Journal, the Ledger,
Balancing the Accounts, Trial Balance, Limitations of Trial Balance.
Week 6&7 The Year And Adjustments And Financial Statements
Recording Revenue and Expenses, Accounting Period, Need for Adjusting
Entries, Preparation of Financial Statements.
Week 8&9.Accounting For Trading Organization
The Purchase Function, Accounting for Purchase, Accounting for Stock and
Cost of Goods Sold, Periodic System, Closing Entries, Perpetual System,
The Accounting for Sales.
Week 10&11 Cash And Temporary Investment
Nature and Composition of Cash, Cash Management and Control, Steps in
Preparing the Bank Reconciliation.
Week 12&13 Accounting For Stock
Perpetual Stock System, Periodic Stock System, First in First out, Last in First
out.
Week 14&15 Accounting For Property, Plant And Equipment
Property, Plant and Equipment, Lum-sum Purchase, Subsequent Expenditure,
Depreciation, Units-of-Output Method, Reducing-Balance Methods, Sum-
of-the-years-digits Method.
Week 16 Accounting For Companies
The Company, Types of Company, Formation of a Public Limited Co, Classes
of Shares , Ordinary Shares, Preference Shares, Issuance of Shares, Market
Value of Shares, Share Capital and Share Premium, No Par Value Share.
Quizzes 5%
Assignments 5%
presentations 5%
Attendance 5%
Midterm exam 30%
Final exam 50%
Total 100%

a. Williams, Haka, Bettner: Financial & Managerial Accounting, Latest Edition, Prentice
Hall
b. Professor Muhammad Ammanullah Khan: Financial Accounting, Latest Edition
c. Meigs and Meigs, Accounting for Business Decision, 9th Edition/Latest Edition
Course Name: Statistics
Credit Hours: 3 BBA

Course Description:
The main task of the course is to develop student’s capability in application of statistics to solve
business management problems to improve their level of quantitative sophistication for further
advanced business analysis.
Learning Outcomes:
After successful completion of the course, the students are expected to have learnt:
 Data description and data presentation in a businessenvironment.
 Measures of centraltendency.
 Measure of relativedispersion.
 Use of index numbers.
 Basic probability concepts and probability distributions as an aid to business decision making.
 Basic concept ofsampling.
 Simple Regression andCorrelation.
Course Outline:
Week 1& 2 Introduction
Definition, Descriptive Statistics & Inferential Statistics, Statistics Applications in
Business.
Week 3& 4 Data Condensation And Presentation
Data,The Data Array and Frequency Distribution, Relative Frequency
Distribution Cumulative frequency distribution, Graphical Representation.
Week 5& 6 Measures Of Central Tendency For Grouped And Ungrouped Data
Means: (Arithmetic, Geometric, Harmonic), The Median, The Mode, Quartiles.
Week 7&8 Measures Of Dispersion For Grouped And Ungrouped Data
Range, Mean absolute deviation, Variance, Standard Deviation, Relative
Dispersion
Week 9&10 Index Numbers
Defining an Index Number, Un-weighted Aggregates Index, Weighted
Aggregates Index, Average of Relative Methods, Quantity and Value Indices
Week 11& 12Permutation And Combination
Successive event principle, Permutations for all or part of elements of a set,
Permutation of the objects ranged in circle, Combination.
Week 13& 14Probability And Laws Of Probability
Basic concepts, Addition rules of probability, Conditional Probabilities,
Multiplication rule of probability.
Week 15& 16 Probability Distribution
Basic concept, Random variables, Types of Probability Distribution, The
Binomial distribution, The Poisson Distribution, Distribution of continues
Random variable, The Normal Distribution, Sample regression and correlation.
Quizzes 5%
Assignments 5%
presentations 5%
Attendance 5%
Midterm exam 30%
Final exam 50%
Total 100%

1. David, S Moore et.al, Introduction to the Practice of Statistics, 6th Edition WH.
Freeman.
2. Levin I. Richard., Statistics for Management, 4th ed; McGraw Hill.
3. Engle Wood Cliffs, New Jersey, Prentice Hall International, 1987.
Course Name: Introduction to HRM
Credit Hours: 3 BBA

Course Code:HR-211
Course Description:
Human Resource Management (HRM) provides a comprehensive overview of the Human Resource
function within organizations. The course offers an optimum blend of theory and practice to
effectively prepare students for careers in both private and public sectors. The course begins with
topics that provide the groundwork for an appreciation of all managerial functions within an
organization. The human resource function is examined in detail before studying advanced subjects
that offer a more strategic perspective to help shape an organization through staff planning, job
analysis and design, appraisal of staff performance and assessment of training needs. These are
complemented by other subjects that relate to the human resource function such as industrial
relations, and legal and ethical issues in management.
Learning Outcomes:
Organizations succeed through efficient and effective use of resources; central to the resources is
human resources. It is therefore imperative to know how organization maintain & retain its human
resources. The course is designed to give students insight of theoretical perspective, concepts, issues
and practices in human resource management. Through this course, the students are expected
tolearn:
 The basic principles behind major HRfunctions
 HR Practices; their planning, execution, andcontrol.
 Trends and challenges facing managers inPakistan
Course contents:
Week 1,2,3,4 Introduction
What is HRM, Why HRM is important.
Emerging Human resource management challenges.
Trends in HRM, Global vslocal HRM practices.
Conducting Job analysis.
HR Planning ,Job Description ,Job Specification
Week 4,5,6,7 ,8Staffing
Recruiting and selecting employees
Recruitment techniques ,Sources of recruitment ,Selection tests and Interviewing
techniques.
Week ,9,10,11,12 Employee development
Performance appraisals, Performance management.
Training and development, Training the employees, Types of training ,Technique
of training.
Developing careers, Career growth.
Project Description and discussion.
Week 13,14,15,16 Compensations
Managing compensation, Types of compensation.
Rewarding performance, Pay for Performance.
Designing and administering benefits ,Types of benefits.
Employee relations.
Project Presentations.
Conclusion Session.
Quizzes 5%
Assignments 5%
presentations 5%
Attendance 5%
Midterm exam 30%
Final exam 50%
Total 100%

1. By Luis R. Gomez Mejia, David B. Balkin, Robert L. CardyManaging
Human Resources. (Fourth ed.)
Course Name: Money &Banking
Credit Hours: 3 BBA

Course Description:
In the wake of recent financial crisis, monetary system has grown out of historical circumstances.
Economic analysis convinces us that to some extent our institutions cannot be other than what they
are. For example, we may not have to use paper currency, but clearly some kind of medium of
exchange is essential to run any economic system. Once conventions establish themselves as
institutions, they dictate what purposes in fact can be served. Therefore, an important objective of
‘money & banking’ course is to investigate the principal financial institutions involved in our macro
economy. This course provides an overall perspective on the monetary and financial institutions.
Monetary institutions can only be understood if one knows the magnitudes of the economic
variables associated withthem.
Learning Outcomes:
By the end of this course it is expected that the student will be able to understand:
 The concept of the money, money demand &supply.
 Monetary theories and the impact of monetary variables on realvariables.
 The role of central bank and Instruments of monetarypolicy.
 The concept of trade deficit, exchange rates, and the impact of capital inflows (and
capitaloutflows).
 The Islamic perspective on money andbanking.
Course Contents:
Week 1&2 Money:
Nature, Definition and Functions, Types of Money , Evolution of Fiat Money.
Week 3&4 Demand For Money:
The transactions precautionary and speculative motives, Factors affecting the
demand for money.
Week 5& 6 Monetary Theories
The crude Quantity Theory , Modern Quantity Theory ,Inventory Theoretic
Approach.
Week 7&8 Central Banking
Functions of central bank , The central reserve system ,Modern banking and
creation of money, Control of Credit & money by the Central Bank and the
instruments used for it.
Week8&9. Commercial Banking:
Commercial bank and its functions ,Commercial banks and payment system ,
Commercial banks and money stock ,The organizations and structure of banks ,
Lending to business firms , Policies and procedures.
Week 10&11Foreign Exchange And Trade
Foreign exchange determination ,Theory of international trade , Import/export
and letters of credit ,Trade financing.
Week 12&13Islamic Perspective of banking
Week 14,15 Islamic Perspective of money
Week 16Revision
Quizzes 5%
Assignments 5%
presentations 5%
Attendance 5%
Midterm exam 30%
Final exam 50%
Total 100%

1. Mishkin, Frederic. S, The Economics of Money and Banking and Financial
Markets, 8th edition, Pearson Education
2. Meenai, S. A. Money and Banking in Pakistan, Karachi, Oxford University
Press.
3. Lucket, D. G., Money & Banking, McGraw Hill.
Course Name: Macroeconomics
Credit Hours: 3 BBA

Course Code: ECO-211
Course Description:
Macroeconomics is the study of overall behaviour of the consumers, businesses, and government. It
is particularly concerned with the problem of unemployment, inflation and increasing economic
growth.
Learning Outcomes
Many exciting research developments occurred in the macroeconomics in the past 20 to 30 years.
Their influence is everywhere in this discipline. The traditional macroeconomics still is important
but ideas like models of expectations have given a new direction to research in this discipline.
Modern economists have given no place to Keynesian and monetarists. The students after having a
thorough study of the Macroeconomics may make up their mind about the pace of traditional
economic theory in the modern sector.
Course Contents:
Week1 & 2Key Concepts Of Macroeconomics
Objectives and instruments of macroeconomics.
Tools of macroeconomics policy.
Aggregate demand and supply.
Week 3&4Measuring Economic Activity.
Concepts of National Income.Measurement of National Income. GDP, NDP, GNP &
NNP, Personal Income &Disposable Personal Income GDP Deflator and a real
GDPNational Income as a measure of economic welfare
Week 5&6Consumption And Investment.
Consumption, Income and saving.Consumption Function. Saving Function.
The Marginal Propensity to Consume and Average Propensity to consume
The Marginal Propensity to Save and Average Propensity to save Determinants of
Consumption Determinants of Investment (Rate of interest, MEC)
Week 7&8 Income And Employment Determination
Classical approach. Modern approach (Keynesian) Post Keynesian Approach
Week 9&10Multiplier And Accelerator
Investment Multiplier. Tax multiplier, foreign trade multiplier and super
multiplier.
Week 11 Fiscal And Monetary Policies
Fiscal Policy ,Monetary Policy
Week 12 Inflation
Nature and kinds.Inflationary and deflationary gaps.Inflation and unemployment.
Week 13 Business Cycle
The concept of Business Cycle, Business Cycle Theories, Business Cycle & Business
Decision Making
Week 14 International Trade
Classical theory of International Trade (CIT), Modern theory of International Trade
(H-O-Theorem) Economic Integration and Regional Cooperation. Protection and free
trade. WTO (Objectives and role)
Week 15 Balance Of Payments
Balance of Payments Accounts.,Disequilibrium & Imbalance of Payments.
Causes and Remedies
Week 16 Revision
Quizzes 5%
Assignments 5%
presentations 5%
Attendance 5%
Midterm exam 30%
Final exam 50%
Total 100%

1. Dornbusch and Fischer Macroeconomics, McGraw Hill, New York. (LatestEdition)
2. Mc Connell & Brue, Economic, McGraw Hill, INC (Latest Edition)
3. Muhammad HussainChoudhry, Economic Theory Volume 2, Caravan Book House,
Lahore 2002.
4. Ruffin & Gregory, Principles of Economics, Scott, Foresman& Company.
5. Samuelson and Nordhaus, Economics, McGraw Hill, New York. (Latest Edition)
Course Name: Business Communication
Credit Hours: 3 BBA

Course Description:
This course focuses on techniques of successful communication in the business world. It introduces
strategies for various business situations including memos, letters, meetings, presentations, reports,
electronic correspondence, creative business writing, and the job application process and
negotiation skills. The course also examines methods of organizing and presenting information and
of developing a professional communication style.
Learning Outcomes:
This course is designed to develop students’ professional communication skills. As a result of this
course, students are expected to:
 Understand the importance of effective communication in a businesssetting.
 Understand and utilize the basic forms (e-mail, memos, letters, informal and formal reports, and
informal and formal presentations) that are used in effective business communication.
 Write well-organized and effective business memos, letters, andreports.
 Reinforce and further develop presentation skills in order to deliver professional presentations.
Course Contents:
Week1 &2 Communication in Organizations
The basic communication process.Language.Nonverbal communication
Listening. Role of culture and diversity on communication in the
workplace.
Week 3&4 Qualities of communication within business organizations
Methods of communicating in business organizations.Written.Oral.
Electronic.
Week 5 Benefits of effective communication in your career. Challenge of
communication in the global market.Background to intercultural
communication. A concept of culture.An intercultural communication model
Week 6 National cultural variables. Education/law and regulations /economics /politics
religion / social norms/language
Week 7 Business communication and the technology. Managing information within
organizations
Week 8 History of technological developments.
Week 9 Challenges to the organization made by new technologies
Week 10 E-mail. Understanding the internet Establishing security. Other communication
technologies.
Week 11 Managing information outside organizations. Managing crisis communication.
The process of preparing effective business messages.
Week 12 Interviewing.Interview purposes.Interviewee’s responsibilities.Interviewer‟s
responsibilities.
Telephoning.
Week 13 The process of preparing effective business messages.Five planning steps.
Indirect (inductive) approach.Beginning and endings. Opening
paragraphs/closing paragraphs.
Week 14 Persuasive Communication.Group Presentations; Persuasive.Communication.
Conflict Resolution and Negotiation. Group Presentations; conflict and
negotiation.
Week 15Working in Teams for Success Group Presentations; working in teams Confidence
Building, how to be impressive Personality.
Week 16Project Presentations.
Quizzes 5%
Assignments 5%
presentations 5%
Attendance 5%
Midterm exam 30%
Final exam 50%
Total 100%
Books Recommended:
1. Business Communications Essentials by Court Bovee, John Thill
2. Effective Business Communication by Murphy
3. Business Communication & Report Writing by Prof. Ata Ur Rehman
Course Name: Principles of Marketing
Credit Hours: 3 BBA

Course Code: MKT-222
Course Description:
This course provides an introduction to all aspects of marketing, including strategic marketing
planning, marketing research, product planning and development, promotion planning, distribution
and pricing. It provides an understanding of the theories of the marketing mix variables, and a
practical application in the context of the marketing management cycle processes of research,
planning, organization, implementation and control. The latter part of the program examines the
process of marketing management in different sectors of Pakistan’seconomy.
Learning Outcomes:
After successful completion of this course, students are expected to have knowledge about:
 Fundamental marketing concepts and marketingstrategies
 Various types of markets and customer purchasebehaviours
 Marketing mixelements
 Marketing channels and theirtypes
Course Contents:
Week1. Introduction to marketing
Marketing and the Society, Importance and scope of marketing, Definition of
marketing, Nature and concept of marketing
Week 2. Marketing environments
The Marketing environment, Environmental scanning and monitoring
Week 3. Marketing & strategy
Strategic planning, Strategic marketing planning, Forecasting marketing
demand
Week 4. Marketing decisions
Information required for marketing decisions, Reasons for obtaining
information, marketing research.
Week 5. Consumer Behavior
Information for purchase decisions, Consumer decision process, Influence of
social and psychological factors, Market implications.
Week 6. Market Segmentation And Targeting
Factors for Segmentation, Selecting the target market, developing the
positioning and target market strategies
Week 7. Products And Services
Definition of product and services, Classification of consumer goods,
Classification of business goods
Week 8. Product Development And Life Cycle
Product development process and commercialization, Product life cycle stages and
its implications
Week 9. Pricing
Overview of pricing, Importance of pricing, Break even analysis, Factor
effecting pricing decisions
Week10. Setting The Price And Relating Strategies
Pricing objectives, Status quo Pricing, Price strategy
Week 11. Pricing Techniques And Their Applications
Cost based pricing, Cost plus pricing, Target pricing, Floor pricing.
Week 12. Distribution
Importance of distribution channels, selecting a channel of distribution, Retail
functions in distribution, recent trends in wholesaling and retailing.
Week13. Promotion
Importance and types of promotion, Channels of communication, Objectives,
budgeting and promotional mix, Legal environments of promotion.
Week 14. Advertisement and Publicity
Scope of advertisement and publicity, Characteristic of advertisement and publicity,
Development, planning and implementation of advertising plan, Evaluating the
success and failure of promotional plan.
Week 15. Introduction To E-Business
Introduction, Different trends, Rules of doing e-business, E-business
application in the market.
Week 16.Revision
Quizzes 5%
Assignments 5%
presentations 5%
Attendance 5%
Midterm exam 30%
Final exam 50%
Total 100%

1. Philip Kotler, Principles of Marketing (Latest Edition)
2. David Jobber, Principles of Marketing (Latest Edition)
Course Name: Business Finance
Credit Hours: 3 BBA

Course Description:
This course introduces basic finance and financial management concepts. It helps in developing an
understanding of financial statements, their analysis, time value concepts, tools and techniques of
financial planning and sources of finance for an organization. It also aims to enhance insights into
the planning, organizing, managing & controlling of financial resources. The objectives of this
course are to: develop an understanding of basic financial concepts, introduce students to tasks and
duties of finance managers, build planning, analysing and organizing abilities in the field of finance,
give an overview of economic and financial activities of a firm, present an overview of working
capital management, develop an insight into Islamic concepts of finance and financialmanagement
Learning Outcomes:
 Define finance and its majorareas
 Distinguish between different types of businessorganizations
 Understand the importance of financialmanagement
 Understand the relationship between financial institutions andmarkets
 Describe the formats and components of different types of financialstatements
 Use ratio analysis to analyse the financial position of anorganization
Course Contents:
Week 1. An Overview of Business Finance
Finance a quick look, Business finance and financial manager, Forms of
business organization, Goals of business finance, Agency problem.
Week 2. Understanding financial statements and cash flows
The balance sheet, the income statement, Cash flow statement.
Week 3. Analyzing the financial statements
Standardized financial statements, Ratio analysis, using financial statement
information
Week 4. Time Value of Money
The role and perspectives of the TVM concept, Future values, Present values,
the relationship between future and present values, Annuities.
Week 5&6 Bond and Their Valuation
Definition, types and features of bonds, Valuation of bonds (the basic process),
Basic relationships in bond valuation, Bondholder’s expected rate of return,
Risks associated with bond returns.
Week 7&8 Stocks and Their Valuation
What is stock? Importance of Stock Types of stock
Week 9&10 Net present value and other investment Criteria
Net present value, the payback rule, the average accounting return, the internal rate
of return.
Week 11&12 Introduction to Islamic Finance
The concept of Mudarba,Musharqa, Murabah, Ijarah, Comparison with the
conventional financial system.
Week 13&14 Risk and Return
Expected returns and risk defined, Calculating expected return, Calculating
risk (Variance and Standard deviation).
Week 15&16. The Cost of Capital
The cost of capital concepts, Individual and weighted average costs of capital,
Costs of capital and valuation
Quizzes 5%
Assignments 5%
presentations 5%
Attendance 5%
Midterm exam 30%
Final exam 50%
Total 100%

1. Ross, Westerfield, Jordan: Corporate Finance Essentials.
2. Jemes C. Vanhorne: Fundamentals of Financial Management
Course Name: Financial Accounting II
Credit Hours: 3 BBA

Course Description:
This course is offered as an extension of Financial Accounting 1 course and for the students who
have prior accounting knowledge. Therefore, this course deals with comparatively advance topics in
accounting. The objectives are to familiarize students with advance accounting practices and
standards in contemporary business world. Most important is that student need to assess the
financial position in the business, so this subject is getting more and more importance in modern
globalization when mostly business getting opportunities to business beyond to boundaries.
Learning Outcomes:
After successful completion of this course, the students are expected:

 To understand plant asset and natural asset management inaccounting.
 To understand the partnership, corporation relatedaccounting.
 To understand the application of accountingelectronically.
 To understand the management of inventory in accounting records and so as per contents.
Course Contents:
Week 1&2Formation of Companies, Issuance of shares, Types of shares. Stockholders‟
Equity: Paid-in Capital.
Week 3&4Statement of Stockholders Equity: Paid-in Capital.
Week5&6Statement of cash flows.
Week 7&8Financial Statement Analysis
Week 9&10Accounting for consolidated statements
Week 11&12Accounting for fixed Assets and depreciation
Week 13&14Accounting for Partnership (Formation)
Week 15&16Accounting for Partnership (Dissolution)
Quizzes 5%
Assignments 5%
Presentations 5%
Attendance 5%
Midterm exam 30%
Final exam 50%
Total 100%

1. By Williams, Haka, Bettner: Financial & Managerial Accounting, Latest Edition.
Publisher Prentice Hall
2. Professor Muhammad Ammanullah Khan: Financial Accounting, Latest Edition
3. Frank wood, Business Accounting –II, (Latest Edition)
4. Miegs and Meigs, Accounting for Business Decision, 12th/Latest Edition.
Course Name: Statistical Inferences
Credit Hours: 3
BBA
Course description:
This course introduces students to the basic theory behind the development and assessment of
statistical analysis techniques in the areas of point and interval estimation, as well as hypothesis
testing. Topics include: Point estimation methods, including method of moments and maximum
likelihood, bias and variance, mean-squared error, sufficiency, completeness, exponential families.
Course Objectives:
Upon successful completion of the requirements of this course, students should have the
knowledge and skills to:
 Explain the notion of a parametric model and point estimation of the parameters of
those models.
 Explain and apply approaches to include a measure of accuracy for estimation
procedures and our confidence in them by examining the area of intervalestimation.
 Asses the plausibility of pre-specified ideas about the parameters of a model by
examining the area of hypothesistesting.
Course Contents:
Week 1: Sampling and its advantages sampling frame; sample design probability and non-
probability samplingframe;
Week 2: Sample design probability and non-probability sampling; Simple random
sampling; stratified randomsampling;
Week 3: Systematic sampling; cluster sampling; purpose sampling; quote sampling;
sampling and non-sampling error;
Week 4: Sampling distribution of mean with properties; Sampling distribution of
differences between two sample mean with properties bias; Point estimation;
Week 5: Properties of good estimator; Internal estimation; Confidence interval for
population mean when known and when unknown (large sample size);
Interpretation of confidence internal;
Week 6: Test of hypotheses: Null and alternative hypotheses; Simple and composite
hypotheses; critical and acceptance region;
Week 7: Type one error and type two error; Tests of hypotheses concerning population
mean; differences between two means;
Week 8: The student t distribution introduction: Properties and assumption of student to
distribution;
Week 9: Confidence internal for population means and differences between two
population means (small samples); Small samples tests of means; Testing
hypotheses
Week 10: The chi-square distribution: Introduction;
Week 11: Properties and assumption of the chi square distribution;
Week 12: Pearsons chi square; goodness of fit testing hypothesis about independence of
two variable; Concept of degree of freedom;

Week 13: Analysis of variance: The F Distribution; Properties and assumption of F
distribution; Testing hypothesis about the equality of two variances;
assumption of analysis of variance;
Week 14: One way analysis of variance two way analysis of variance without interaction;
the least significant difference test;
Week 15 & 16: Revision
AssessmentCriteria:
Quizzes 5%
Assignments 5%
presentations 5%
Attendance 5%
Midterm exam 30%
Final exam 50%
Total 100%
Recommended Books:
1. H.K. Chow et al., Introductory Statistics, 2nd edition, Prentice Hall,2007.

2. Barrow, M., Statistics for Economics, Accounting and Business Studies, 4th
edition (Longman),2005.
3. Agresti, Alan, Statistical methods for the social sciences, 3rd Edition, Upper
Saddle River, N.J., London, Prentice Hall,1997.
4. Mc Clave, J.M., Benson, P. G., Sincich, T., Statistics for Business and Economics
(9th or 10thed.) Pearson Publishing,2005.
5. Berenson M L., D. M. Levine, and T. C. Krehbiel, Basic Business Statistics, 11th
edition, Pearson Prentice Hall,2009.
Course Name: Business And Corporate Law
Credit Hours: 3 BBA
Course Code:
Course Description:
Managerial Accounting tools are intended to be used by students after they have completed a basic
course in Financial Accounting. It emphasizes on uses of accounting data internally by managers in
directing the affairs of business and non-business organization. This course is designed to equip the
business graduates with the fundamentals of managerial accounting. The objective of this course is
to highlight types of information needed, sources of information and how this information is used
by managers to assist them in planning, control and decision making responsibilities. Management
accounting is an effective tool for achieving organizational excellence by improving the
management and operational aspects of an organization and has presently become a widely accepted
business practice. As it gains global popularity, organizations in Pakistan too need to adopt and
practice these concepts in their drive towards attaining world classstatus.
Learning Outcomes:
After completion of this course, students will be able to explore the nature and use of management
accounting as a tool for strengthening the process of decision-making in their organizations. The
successful completion of this course should enable them to:
 Understand the concepts of managementaccounting.
 Undertake analysis, using appropriate management accounting concepts, in formulation of
businessproposals.
 Apply those concepts and techniques to make the process of decision making more effective.
 Formulate plans for achieving efficiency and effectiveness in the operations of their
organizations.
Course Content:
Week1:Definition and classification of Laws, over view of general and commercial
terms, Business Entities such as sole proprietorship, partnership and joint stock
companies.
Week 2: Definition of a contract, Essential elements of a valid contract, Legal provision
governing offers ,communication, acceptance or counter offer, consideration,
agreement, lawful purpose, parties to the contract and their intent to create
contractual obligations.
Week 3:Rights and Duties of parties, specific performance of the contract,
Discharge of the contract, Breach of the contract and remedies, illegal,
avoidable and void contracts.
Week 4:Definition and Essential Elements of a partnership, partnership deeds, rights and
duties of partners, partnership distinguished from sole proprietorship and the
companies.
Week 5: Individual and Joint liabilities of the partners for the firm debts, principles
governing ownership of the firm’s asset and distribution of profits, implied and
specificauthority of the partners, principle of holding out, Dissolution of the
partnership.
Week 5: Concept of limited liability and Juristic person Requirement and process of
incorporation, Effects of incorporation, types of joint stock companies by nature
andformation, Ownership and management of the companies.
Week 6: Rights of the shareholders, Rights, power and duties of the Board of Directors,
Statutory provisions governing the election of Directors, meeting of the
shareholders and the board of Directors, disclosure requirements and the
financial statements.
Week 7: Listed vs. non listed companies, advantages and disadvantages of listing, listing
requirements of Stock Exchange, salient provision of Code of Corporate
Governance, Brief discussion of Securities and Exchange Commission of
Pakistan as the corporate watch dog
Week 8 Definition, Nature of the contract of sale, conditions and warranties, Definition,
Nature of the contract of sale condition and warranties
Transfer of property, performance of the contract of sale, Delivery of the
goods, unpaid seller and auction sale, Consignment basis, Delivery against
advance payment, supply against letter of credit, and types of letter of credit.
Week 9 Laws relating to indemnity, guarantees, bailment, hyphothetication, pledge and
Mortgage, agency agreement
Week10: Evolution of Banks, types of banks, major function of banks, Negotiable
instruments Act, Definition, characteristics of Negotiable instruments.
Week 11: Bill of exchange and promissory Notes, parties to instrument, negotiation and
endorsement, liabilities of the parties, payment and discharge of liabilities
Total Marks
Activity
Quizzes/class participation
10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100

1. Dr. Khwaja, AmjadSaeed, Mercantile and Industrial Laws in Pakistan Latest Edition
Institute of Business Management.
2. Nazir Ahmad Shaheen, Practical approach to the Companies Ordinance Latest Edition,
PLD.
Course Name: Financial Management

Credit Hours: 3 BBA
Course Code:
Course Description:
The objective of this course is to provide students with a broad understanding of all the important
financial principles, concepts, and analytical tools. It is essential for all undergraduates to have a
good understanding of the various financial issues faced by a firm. This requires the understanding
and analysis of financial statements, fundamental concepts such as the time value of money, risk
and return, corporate financing choices and investment analysis. For students, it is important that
they have a good grounding in this course in order to better prepare themselves for other advanced
courses such as Advanced Corporate Finance, Investment, Equity Securities, Fixed Income
Securities, and DerivativesSecurities.
Learning Outcomes:
By the end of the course, students will be able to understand;

 Time value ofmoney
 Concepts of bonds and stocks and theirvaluation
 Financial statement analysis and use of financialratios
 The concept of cost ofcapital
 Capital budgetingtechniques
 Contemporary financial management issues and concepts:
Course Content:
Week 1: Meaning and Scope of Financial Management
Week 2: Finance and financial management, forms of business organizations.
Week 3. The Finance manager and the financial environment
Week 4 Financial markets, financial institutions, the roles of the finance manager, Goals
of the firm, Agency problems .
Week 5: Time Value of Money
Calculate the future value (FV) or present value (PV) of a single sum of money,
Calculate the FV or PV of an annuity and an annuity due, Calculate the value, in a
perpetuity problem, Calculate the FV or PV of a series of uneven cash flows (i.e.,
compound or discount the Cash flows),
Week 6: Bond and Their Valuation
Week 6; Key Characteristics of Bonds, Bond Valuation, Bond Yields, Bonds with
Semiannual Coupons,
Week 7: Share and Their Valuation
Week 8 :Types of Ordinary Stock, Ordinary Stock, Ordinary Stock Valuation, Preferred
Shares.
Week 9: Investment Appraisals
Discounted Cash flow techniques, a comparison of the NPV and the IRR methods
Week 10 Analysis of Cash Flows
Explain the relevance of cash flows to analyzing business activities; Describe the
elements of operating cash flows; Describe the elements of investing cash flows;
Describe the elements of financing cash flows; Classify a particular item as an
operating cash flow, an investing cash flow, or a Financing cash flow; Compute, a
statement of cash flows,
Week 11 Analysis of Inventories
Compute ending inventory balances and cost of goods sold using the LIFO, FIFO,
and average cost methods to account for product inventory;
Week 12 The Cost of Capital
Define and calculate (1) the component cost of debt, (2) the component cost of
preferred stock, (3) the component cost of retained earnings (three different methods),
and (4) the component cost of newly issued stock or external equity; define the target
(optimal) capital structure; Define and calculate a company’s weighted-average cost of
capital.
Week 13 The Basics of Capital Budgeting
Define capital budgeting;describe and calculate four methods used to evaluate capital
projects: payback period, discounted payback period, net present value (NPV), and
internal rate of return (IRR);explain the NPV profile;explain the relative advantages
and disadvantages of the NPV and IRR methods.
Week 14. Capital Structure
Define target capital structure and optimal capital structure .Explain business risk and
financial risk; Define operating leverage and explain how it affects a project’s or
company’s expected rate of return; Define financial leverage; Calculate degree of
operating leverage, degree of financial leverage, and degree of total leverage;
Week 15 Managing Current Assets
Working Capital Terminology, Alternative Current Asset Investment Policies, The
Concept of Zero Working Capital, Cash Management, Cash Management Techniques,
Marketable Securities, Inventory costs, Inventory Control Systems, Receivables
Management, Credit Policy, Setting the Credit Period and Standards, Setting the
Collection Policy
Week 16 Financing current Assets
Sound Working Capital Requires Appropriate Financing, Alternative Current Asset
Financing Policies, Advantages and Disadvantages of Short- Term Financing,
Accruals, Account Payable (Trade Credit), Short-Term Bank Loans, The Cost of Bank
Loans, Choosing a Bank, Commercial Paper, Use in short-Term Financing
Total Marks
Activity
10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100

1. Ross, S.A., Westerfield, R. W. & Jordan, B. D. (2006) Fundamentals of
corporate finance. 7th edition. New York: McGraw Hill
2. Eugene F. Brigham: Fundamentals of Financial Management
3. Jones, Financial Management
4. White, Sondhi and Fried, Analysis of Financial Statements.
Course Name: Marketing Management
Credit Hours: 3 BBA
Course Code:
Course Description:
The objective of this course is to introduce the students with the problems and practices in
marketing management. It tries to give the students an understanding and feel for the marketing
manager’s job and the world in which the must be performed. The course refreshes concepts of
principles of marketing course as well as builds skills amongst students as to how they could deal
with business problems and situations concerning marketing problems and decision making.
Learning Outcomes
After completion of this course, students will be able to:

 Explore, define, explain, and describe the common terminology, theories, and concepts
associated with marketingmanagement.
 Critically analyze marketing management issues and develop practical solutions to
problems.
 Identify and explain the various forces in the macro-environment and how these affect
marketingmanagement.
Course Content :
Week 1&2 :Marketing: an overview
Definitions, The evolution of marketing management, The marketing concept and
social responsibility, The importance and scope of marketing, The basic functions of
marketing.
Week 3&4: Marketing information systems
Concept and components of marketing information systems, marketing intelligence
system, Marketing research system, Analytical marketing system, Marketing decision
support system.
Week 5&6 :Consumer markets and consumer behavior analysis
Demographic dimensions of consumer market, Behavioral dimensions of consumer
market, The consumer's decision process, The buyer's decision process, The industrial
market, the reseller market and the Government market, Organizational markets and
their buying objectives & structures.
Week 7&8 :STP marketing
An overview of marketing opportunities and target markets, Market segmentation
concept patterns & procedure, Dimensions to segment consumer and industrial
markets, Market targeting and product positioning.
Week 9&10: Product markets strategies
Basic concepts of product planning, the product life cycle: Stages and marketing
strategies, new product planning and development, Product-mix strategies, Branding,
packaging and labeling.
Week 11&12: Pricing strategies and policies
Procedure for price setting, Methods of setting prices, Price-adaptation strategies, One-
price and flexible-price polices, Price level policies over the product life cycle,
Initiating and responding to price changes.
Week 13&14: Marketing channel decisions
Channel - design decisions, management decisions, and Channel dynamics.
Week 15&16: Promotional strategies
Effective advertising programs, Sales promotion and public relations programs, the
strategic personal selling process, Strategic sales-force management.
Activity
Total Marks
10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100
1. Philip Kotler, Marketing Management, Analysis, Planning, Control, Prentice Hall
2. William J. Stanton & Charles Futrell, Fundamentals of Marketing, McGraw Hill.
3. JagdeshSheth and Dennis E. Garrett, Marketing Management: A Comprehensive Reader,
South Western Publishing.
Course Name: LOGIC
Credit Hours: 3 BBA
Course Code:
Course Description:
The objective of this course is to sharpen the intellect of the students, develop their reasoning ability,
strengthen their understanding, and promote clear thinking.
Learning Outcomes:
Students in this course will develop the ability to:
 Analyse arguments critically. This entails both the recognition of good arguments and the
identification of fallacies (logicalerrors)
 Use classical propositional logic as the simplest tool for analysis ofarguments
 Identify alternatives to classical propositional logic from the philosophical literature and from
applications to reasoningtasks
 Apply analytical tools to reasoning in a variety of real lifecontexts.
 Additionally, students are expected to learn forms of argument, forms of common
argumentative fallacies, formal deductive systems (classical logic, its extensions and its
alternatives), characteristics of inductive and scientific reasoning (in contrast to deductive
reasoning).
Course Content :
Week 1: Definition of Logic.Logic as a science and an art
Week 2: Scope of logic, The laws of logic
Week 3: Induction and essential characteristics of induction
Categorical propositions and classes
Week 4; Quality, quantity and distribution, The traditional square of opposition
Week 5: Immediate inferences, conversion, observation, contraposition, inversion
Existential import
Week 6; Symbolism and diagram for categorical proposition Three
basic uses of language . iscourse serving multiple functions
Week 7: The form of discourse .Emotive words
Week 8: Kinds of agreement and disagreement, Emotively neutral language
Week 9: The purpose of definition, The types of definition
Week 10: Various kinds of meaning, Techniques for defining
Week 11: Standard form categorical syllogisms, The formal nature of syllogistic arguments
Week 12: Venn diagram techniques for testing syllogisms Rules and
fallacies
Week13: Reducing the number of terms in categorical syllogism
Translating categorical proposition into standard forms Uniform
translation
Week 14: Enthymemes, The dilemma
Week 15: Informal fallacies, Fallacies of ambiguity
Week 16: The avoidance of fallacies
Total Marks
Activity
Quizzes/class participation 10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100

1. Irving M. Copi: Introduction to logic
2. KaramatHussain: A textbook of Deductive Logic
3. KaramatHussain: A textbook of Inductive Logic
Course Name: Consumer Behaviour
Credit Hours: 3 BBA
Course Code:
Course Description:
The objective of the course is to teach the concept of consumer behaviour applied in different
organizations and markets. To make students understand what actually consumer behaviour is and
why ‘Consumer Behaviour’ is important to understand prior to devising a marketing strategy.
Learning Outcomes
 Understand the underlying physiological, psychological, and sociological factors
affecting consumer behaviour, and how these are useful for market segmentation,
targeting, and predicting consumerresponses.
 Identify the key terms, concepts, and theories of consumerbehaviour
 Apply consumer behaviour concepts to real world marketing problems and develop
better marketing programs and strategies to influence thosebehaviours
 Recognize the complexity of consumer decision-making, and how decision- making is
affected by context and environmentalfactors.
 Gain awareness of various trends and ethical issues affecting society, companies,
andconsumers.
 Critically evaluate the effectiveness of various advertising and promotional campaigns,
specifically in terms of attitude formation andchange.
 Refine oral presentation abilities and hone critical thinking and essay writing skills.
Course Content
Week 1&2: Introduction

Concept of consumer behavior, its definition, its practical evolution and the consumer
decision making process, Consumer-Customer; Differentiating between consumer and
the customer
Week 1&2Consumers and market segment
Determinants of market segments and their characteristics
Week 1&2Consumer research process
Week 1&2 Consumer decision process
Week 1&2 Influences on consumer behavior
Cultural influence on CB, Social class influence on CB, Family life cycle and their
influence on CB, Demographics and their influence on CB
Week 1&2Personal influence on consumer behavior
Personality and self-concept, Motivation, Attitude and change, Information processing
and learning
Consumer innovation and adaptation process
Characteristics of B2B Buying Behavior, Organizational Buying Behavior - Consumer
Markets
Activity Total Marks

10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100
RECOMMENDED TEXT BOOK

Hawkins, Mothersbaugh and Best, Consumer Behavior, Latest Edition
Shiffman and Kanuk, Consumer Behavior, Latest Edition
Loudon and Bitta, Consumer Behavior, Latest Edition
Course Name: Management Information System
Credit Hours: 3 BBA
Course Code:
Course Description:
This course explains the role of information system in an organization. The area of study includes
information system contents, functionality, integrations, issues and problems related with it. The
strategic importance of information system and MIS Manager’s capabilities and challenges are an
important aspect to study.
Learning Outcomes:
 Basic concepts about IT/IS systems, functions andimportant.
 Organizational, business and strategic issues related with IT/ISManagement.
 Analysing and evaluate the IT/IS management practices and futurepotential:
Course Content:
Week 1 Introduction to Information Technology & computer System
Hardware, Software, Electronic Data Processing, Input, Processing and Output
Techniques
Week 2 Introduction to Information Systems in Business
Why study information systems, Why business need information technology.
Week 3 Fundamentals of Information System
Week 4 Solving Business Problems with Information Systems
Systems approached to problem solving, Developing information system solutions.
Week 5 General Systems Model of the Firm
Week 6 Computer Software, Hardware
Week 7(Overview from Managerial Perspective)
Week 8 DBMS(Database Management System)
Week 9 MS Access
Week 10 IS for Business Operations
Week 11Business information systems, Transaction processing system
Week 12Accounting Information System/ Financial Information System
Week 13 Decision Support System/ Financial Support System
Week 14 Marketing Information System
Week 15Transaction Processing System
Week 16 IS for Strategic Advantage
Fundamentals of strategic advantage, Strategic applications and issues in IT
IS & Artificial Intelligence Enterprise & Global Management,Managing IT
(Planning & Implementing Change)
Total Marks
Activity
10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100

1. Kenneth C. Laudon, Management Information System- Managing the digital firms,
Prentice Hall of India, (Latest Edition)
2. James O‟Brien, Management Information Systems, (Latest Edition)
3. Raymond Mcleod, Jr, Management Information Systems, Prentice Hall (Latest Edition)
Course Name: Organization Behaviour

Credit Hours: 3 BBA
Course Description:
Objective of this course is to introduce students to psychology theories and research at individual,
group and organizational levels. It helps students understand organizational behaviour and
management practices by examining psychological principles. It facilitates a critical evaluation of
organizational practices and their impact on work behaviours, attitudes and performance.
Learning Outcomes
After successful completion of this course, students are expected:

 To understand main theories of organizationalbehaviour.
 To be able to analyse how these theories and empirical evidence can help to understand
contemporary organizationalissues
 To apply theories to practical problems in organizations in a criticalmanner.
Course Content
Week 1 What is Organizational Behavior?
Importance of organizational behavior
Week 2 Foundations of Individual Behavior
Biographical Characteristics, Ability, Learning.
Week 3 Organizational behavior from Islamic and indigenous perspective
Understanding human psychology through the lenses of Quran and Sunnah
Week 4 Attitudes and Job Satisfaction
Types of attitudes, Types of behaviors
Week 5Perception and Individual Decision Making
Why perception is important, Types of decision making, Biases and errors in decision
making.
Week 6 Motivation concept
Content theories of Motivational, Process theories of motivation
Week 7 Motivation: from concept to application
Applying motivation concepts for designing reward system, motions and Moods
Week 8&9 Foundations of Group Behavior
Groups in organization
Week 10&11Basic Approaches to Leadership
Trait theories, Behavioral theories
Week 12 &13 Power and politics
Types and sources of power, Politics in organizations
Week 14 Conflict and negotiation
Types of conflicts
Week 15 Functions of organization structure
Types of organizational structure, Organizational structure and its impact on
individuals and groupsOrganizational cultureOrganizational culture and individual
behavior
Total Marks
Activity
10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100

Robbins, P. S., & Judge, T. A. (2009).Organizational Behaviour. 13th ed.
Course Name:
Credit Hours: 3 Business Ethics

BBA
Course Code: HUM- 322
Course Description:
This course introduces ethical dilemmas and issues concerning various aspects of business and
management, and provides a foundation of ethical concepts and a wide range of perspectives that
are relevant to resolving and preventing such problems. It also aims to enhance insights into the
planning, organizing, influencing & controlling of corporate social responsibilityactivities.
Learning Outcomes
On completion of this course, student will be able to:

 Identify the moral questions that business activity specificallycreates.
 Distinguish between ethical and other types ofvalues.
 Recognize ethical considerations and values relevant to businessactivity.
 Evaluate common beliefs about ethics—especially common beliefs about the role of ethics
inbusiness.
 Reflect on the nature of business, realize alternatives models for conductingbusiness.
 Apply moral reasoning to specific situations and defend the conclusions of that reasoning.
Course Content :
Week 1& 2An Overview of Business Ethics:
Business Ethics Defined, Social Responsibility, and Business Ethics, The
Development of Business Ethics, Why study Business Ethics?, Framework
for Studying Business Ethics, Ethical issues in Business: Foundation of
Ethical Conflict, Classifications of Ethical, Issues, Ethical Issues Related to
Participants and Functional Areas of Business, Recognizing an Ethical Issue
Week 3,4Applying Moral Philosophies to Business Ethics:
Moral Philosophy Defined, Moral Philosophy Perspectives
Week 5&6Social Responsibility:
The Economic Dimension, The legal Dimension, The Ethical Dimension, The
29
Philanthropic Dimension
Week 7&8An Ethical Decision-Making Framework:
Ethical Issue Intensity, Individual Factors: Stages of Cognitive Moral
Development, Corporate Culture, Significant others, Opportunity, Business
Ethics Evaluations and Intentions, Using the Ethical Decision-Making Framework
to Improve Ethical Decisions
Week 9&10How the Organization Influences Ethical Decision Making:
Organizational Structure and Business Ethics, The role of Corporate
Culture in Ethical Decision-Making, Group Dimensions of Organizational
Structure and Culture, Implications of Organizational Relationships for Ethical
Decisions
Week 11&12The Influence of Significant Others in the Organization:
Interpersonal Relationships in organizations, Organizational Pressures and
Significant Others, Leadership, Significant others and Ethical Behavior in
Business, The Role of Opportunity and Conflict: Opportunity, Conflict
Week 13&14 Development of an Effective Ethics Program:
An Effective Ethical Compliance, Program, Codes of Ethics and Compliance
Standards, High-Level Manager's Responsibility for Ethical Compliance Programs
and the Delegation of Authority,
Week 15& 16International Business Ethics:
Ethical Perceptions and International Business, Culture As a Factor in Business,
Adapting Ethical Systems to a Global Framework: Cultural Relativism, The Multinational
Corporation, A universal Set of Ethics, Ethical Issues Around the Globe
Total Marks
Activity
10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100
Ferrell, 0.C., and Fraedrich, John, Ethical Decision Making and Cases, New York:
Houghton Mifflin 44
Course Name: Business Research Methods
Credit Hours: 3 BBA
Course Description:
Quality of business decisions depends on the availability of accurate and timely information. Today,
without appropriate information, managers are just like searching in the dark. Information provides
a strong basis for decision-making and confidence that managers use while arguing for their
decisions. The course of Business Research Methods aims to develop research skills in students
through acquiring a comprehensive knowledge of research process and its considerations.
Learning Outcomes:
At the end of the semester, students are supposed to have learned:

 Importance of Business Research and logical sequence of Business ResearchProcess.
 How to prepare good Business ResearchProposals
 How to decide for Research Design based on particular management dilemma, hypotheses,
research questions, nature of information/respondents and anylimitations.
 Various measurement devices and research instruments and data collection
methodologies.
 What Sampling Methodology to adopt in various situations having different information
requirements, nature of respondents and purpose ofresearch.
 Effective ways to analyse and interpret thedata.
Course Content :
Week 1The Role of Business Research
What is business research, why it is important?
Week 2The research process: An overview
What are the key steps in research process, Types of research?
Week 3 Problem Definition and the Research Proposal
Contents of research proposal, writing effective research proposals
Week 4Exploratory Research and Qualitative analysis
Qualitative research and theory building
Week 5Survey Research: An Overview
Survey method and business research
Week 6Survey Research:
Basic Method of Communication with respondents
Week 7 Measurement and Scaling Concepts
Types of measures, Types of scales
Week 8& 9Questionnaire Design
Open ended questions, Close ended questions
Week 10&11Sample Designs and Sampling Procedures
Week 12 Types of Sampling, Relevance of sampling technique to research question
Week 13Determination of Sample Size
Week 14 Basic Data Analysis: Descriptive Analysis
Week 15 Entering data in SPSS
Week 16 Data analysis and interpretation
Regression analysis using SPSS.The Research Report Contents of a research paper,
Managerial decision making and Research, Policy implications for managers
Total Marks
Activity
10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100

William G. Zikmund, Business Research Methods, Latest Edition, Thomson Learning
Course Name: Operations Management
Credit Hours: 3 BBA
Course Description:
The main objective of the course is to introduce the field of production/operations management.
Topics to be covered represent a blend of concepts from industrial engineering, cost accounting,
general management, quantitative methods, and statistics. This will include some operations as well
as strategic issues such as: applied forecasting, aggregate planning, scheduling, shop floor control,
total quality management, inventory management, facility layout, and project management
Learning Outcomes:
 Analyse business operations using appropriate performance measures, such as flow time,
throughput rate andcapacity
 Analyse business operations using appropriate performance measures, such as flow time,
throughput rate andcapacity
 Identify inefficiency and ineffectiveness in business operations and propose adequate minor
changes or major redesigns to improve theprocess
 Understand the theory and implementations of quality control activities for different industries
 Use computing software to determine optimal capacity under various situations in a process
 Practice team skills to organize a functioning team to analyse and improve business process
Course Contents:
Week 1&2Introduction
Introduction to Operations Management, Competitiveness, Strategy, and Productivity.
Week 3&4Operations Management Models
Forecasting ,Decision Making ,Transportation models ,Waiting lines models
Learning curves.
Week5&6 System Design
Product and Service Design: Reliability
Strategic Capacity Planning for Products and Services: Decision Theory
Process Selection and Facility Layout: Linear Programming
Design of work systems: Learning Curves
Location Planning and Analysis: The Transportation Model.
Week 7& 8Quality
Management of Quality ,Quality Control: Acceptance Sampling.
Week 9& 10Inventory Management And Scheduling
Inventory Management ,Aggregate Planning, MRP and ERP ,JIT and Lean Operations:
Maintenance ,Scheduling.
Week 11&12Supply Chain Management
Supply Chain Strategies , Vendor selection, Internet purchasing, Supplier quality ad
reliability ,Benchmarking, Types of Facilities and location analysis techniques
Transportation and distribution system.
Week 13&14Project Management
Waiting lines and simulations
Week 15&16Layout Strategy
Basics layouts, Designing process layouts ,Designing product layouts ,Warehousing and
storage layouts, Assembly line balancing , Hybrid Layouts
Total Marks
Activity
10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100

1. Operations Management, International Edition, Eighth Edition, by
William J. Stevenson, Publisher: McGraw-Hill
2. Jay Heizer& Barry Render, Operations Management, Latest Edition,
Prentice Hall.
Course Name: Entrepreneurship
Credit Hours: 3 BBA
Course Code: MG -415
Course Description:
The Course imparts knowledge about entrepreneurial and entrepreneurial process business cycle
and general guideline for establishing a new business enterprise at a small or large level in a
dynamic business environment. The purpose of this course it to acquaint the students with the
virtues of entrepreneurship for the society so as to enable them to consider it as one of the early or
late career options, as well as to appreciate the role of entrepreneurship in economic growth and
there by personal career growth of businessmanagers
Learning Outcomes
After taking this course students will be able to:
 Realize their unique aptitude for entrepreneurship orentrapreneurship.

 Have the competency to leverage their personal skills and characteristics in business as an
entrepreneur or anentrepreneur,
 Recognize opportunities in life and how one might apply those opportunities to business.
 Identify and grow their businessidea.
 Explain what is meant by an entrepreneurial mind-set and give examples of behaviours that may
result from such amind-set.
 Explain the business planningprocess.
 Utilize their increased self-knowledge in their lives as students, employees and business owners.
 Discuss notable entrepreneurs and the ways that they have contributed to global society
andeconomy.
Course Content :
Week 1 Entrepreneurship: An Evolving Concept
Entrepreneurship: A perspective, Emerging Trends: The Internet and E- Commerce
Entrepreneurial opportunities
The evolution of Entrepreneurship, the myths &approaches to entrepreneurship
Week 2 Understanding Strategic Issues In Business Plan Development
Comparative analysis entrepreneurship in other countries, Strategic Objectives,
Competitor Analysis
Week 3 Understanding Strategic Issues In Business Plan Development
STP Strategies, Marketing Mix Strategies.
Week 4 Understanding The Entrepreneurial Perspective In Individuals
The Entrepreneurial Perspective, the Dark side of Entrepreneurship, Entrepreneurial
Motivation.
Entrepreneurial perspective in organizations – corporate entrepreneurship
Social entrepreneurship and the ethical challenges of entrepreneurship
Week 5Innovation: The Creative Pursuit Of Ideas
Opportunity Identification: The search for New Ideas, Entrepreneurial Imagination and
Creativity, the role of Creative Thinking, Arenas in Which People Are Creative,
Innovation and the Entrepreneur, The Innovation Process.
Week 6 Pathways To Entrepreneurial Ventures
The Pathways to New Ventures for Entrepreneurs, Creating New Ventures, Acquiring
and Established Entrepreneurial Venture, Franchising: The Hybrid.
Week 7 Legal Challenges For Entrepreneurial Ventures
Legal Challenges for the Entrepreneurial Venture, Intellectual Property Protection:
Patents, Copyrights, and Trademarks, Identifying Legal Structures for Entrepreneurial
Ventures, Sole Proprietorships, Partnerships, Corporations, Specific Forms of
Partnerships and Corporations, Understanding Bankruptcy.
Week 8 Sources Of Capital For Entrepreneurial Ventures
The Entrepreneur’s Search for Capital, Debt Versus Equity, The Venture Capital
Market, Informal Risk Capital: “Angel” Financing.
Week 9Assessment Of Entrepreneurial Plan
The Challenge of New- Venture Start-Ups, Pitfalls in Selecting New Ventures, Critical
Factors for New-Venture Development, Why New Ventures Fail, the Evaluation
Process.
Week 10 Marketing Challenges For Entrepreneurial Ventures
The Marketing Concept for Entrepreneurs, Marketing Research, Inhibitors to
Marketing Research, Internet Marketing, Developing the Marketing Concept,
Developing a Marketing Plan, Pricing Strategies
Week 11 Financial Preparation For Entrepreneurial Ventures
The Importance of Financial Information for Entrepreneurs, Understanding the Key
Financial Statements, Preparing Financial Budgets, Pro Forma Statements, Capital
Budgeting, Break-Even Analysis, Ratio Analysis.
Week 12Developing An Effective Business Plan
What is a Business Plan? Pitfalls to Avoid in Planning, Benefits of a Business Plan,
Developing a Well- Conceived Business Plan, Elements of a Business Plan, Updating
the Business Plan, Presentation of the Business Plan: The “Pitch”.
Week 13Strategic Entrepreneurial Growth
The Nature of Strategic Planning in Emerging Firms, Strategic Planning, the Lack of
Strategic Planning, the Value of Strategic Planning, Managing Entrepreneurial Growth,
Venture Development Stages, the Entrepreneurial Company in the Twenty-First
Century, Building the Adaptive Firm, The Transition from an Entrepreneurial Style to
a Managerial Approach, Understanding the Growth Stage, Unique Managerial
Concerns of Growing Ventures, The International Environment: Global Opportunities,
Achieving Entrepreneurial Leadership in the New Millennium.
Week 14Valuation Of Entrepreneurial Ventures
The Importance of Business Valuation, Underlying Issues When Acquiring a Venture,
Due Diligence, Analyzing the Business, Establishing a Firm’s Value, Term Sheets in
Venture Valuation, Additional Factors in the Valuation Process.
Week 15 Harvesting The Entrepreneurial Venture
Harvesting the Venture: A Focus on the Future, the Management Succession Strategy,
and Key Factors in Succession
Week 16Revision
Total Marks
Activity
10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100
Entrepreneurship – Theory Process Practice, Donald F. Koratko 8th Edition (South
Western - Cengage Learning)
Course Name: Calculus
Credit Hours: 3 BBA
Course description:
This course is designed to develop the topics of differential and integral calculus. Emphasis is
placed on limits, continuity, derivatives and integrals of algebraic and transcendental functions of
one variable. Upon completion, students should be able to select and use appropriate models and
techniques for finding solutions to derivative-related problems with and without technology.
Course Objectives:
 Students should be able to work with functions represented in a variety of ways: graphical,
numerical, analytical, orverbal. They should understand the connections among these
representations. GOAL2. Students should understand the meaning of the derivative in
terms of a rate of change and local linear approximation and should be able to use
derivatives to solve a variety ofproblems.
 Students should understand the meaning of the definite integral both as a limit of Riemann
sums and as the net accumulation of a rate of change and should be able to use integrals
to solve a variety ofproblems.
 Students should understand the relationship between the derivative and the definite
integral as expressed in both parts of the Fundamental Theorem ofCalculus.
Course Outlines:
Week 1: Functions: Real-number line, types of function and their graphs;
Week 2: Concave, convex, quasi-concave
Week 3: And quasi-convex functions;
Week 4: Equations:types of equations, solution of equations,
Week 5: Quiz and presentation
Week 6: absolute values and inequalities;

Week 7: Limit and Continuity: limit of function, left and right hand limit, continuity;
Week 8:Derivativesand their Applications:
Week 9: Differential functions
Week 10: differentiation of Polynomial, rationale ND transcendental functions,
Week 11: derivatives and partial derivatives;

Week 12: Integration: Indefinite
anddefiniteWeek 13: integrals, rules of
integration, Week 14: applications;
Week 15: Conic Section: circle,
Week 16: parabola.
AssessmentCriteria:
Total Marks
Activity
10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100
1. Ernest F. Haeussler. Jr. Richard S. Paul, Introductory Mathematical Analysis for
Business,
2. Economics, and the Life and Social Sciences, 9 edition, Prentice Hall, International
Inc. 1999.
3. Budnick F.S. Applied Mathematics for Business, Economics and Life & Social
Sciences
Course Name: Business Policy
Credit Hours: 3 BBA
Course Code:MGT-422
Course Description:
Business Policy and Strategy (or Strategic Management) is considered the capstone course in
your undergraduate business education. The major focus of the course is about “strategy” and
how the applications of strategic management, including analysis, formulation and execution are
employed to lead an organization to sustainable success. Central to the theme of this course is the
ability for students to recognize that an organization’s chances of survival and later, sustained
growth and success, lie in the ability to identify and understand those market forces that create
change and how each organization must adapt to survive. Only through a process of “strategic
management” will a firm be able to address the competitive marketplaces of today’s global
economies.
Course Objectives:
 Understand the strategic issues and policy decisions facing businesses and how current
management concepts address these issues.
 Understand and describe the strategic management process and the difference between
strategic analysis, strategy formulation and strategy implementation.
 Acquire an understanding of how to use new and existing knowledge to analyze "real
world" cases and by so doing, to understand the complexity of strategic issues.
 Elaborate on how strategic plans and policies are integrated, implemented and controlled
and to comprehend the culture and ethical factors that influence these management
activities.
 and corporate strategic types, alternative actions, and make sound strategic decisions
using what-if analysis.
Course Content:
Week 1: “The Dynamics of Business and Economics”
Week 2: Ethical Business Policy and Strategy ,
Week 3: Business Ethics and Social Responsibility.
Week 4: Business in a Borderless World
Week 5: Managing Unionized Employees”
Week 6: In-Class Handout: “Labor Relations in a Global Context.
Week 7: Managing Human Resources ,The Nature of Management.
Week 8: Organization, Teamwork, and Communication Motivating the Workforce
Week 9: Options for Organizing Business
Week 10: Small Business,
Week 11: Entrepreneurship, and Franchising
Week 12: Customer-Driven Marketing ,
Week 13: Dimensions of Marketing Strategy
Week 14: Accounting and Financial Statements ,
Week 15:Money and the Financial System .
Week 16: Financial Management and Securities Markets
Total Marks
Activity
10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100

Paperback O. C. Ferrell and Geoffrey Hirt. Business: A Changing World. Sixth
Edition.McGraw-Hill Irwin, 2008.
Course Name: International Business
Credit Hours: 3 BBA
Course Code:MGT-422
Course Description:
The aim of this unit is to focus on the implementation of corporate international business
strategy and policy for global success in large multinational companies and in small and
medium sized enterprise. As one of the capstone units in the International Business major, it is
designed to build upon the knowledge base of previous units, introducing students to the
international business and management strategies taken by firms, and to expose students to the
strategic choices with which international business manager’s face in the international
environment.
Learning Outcomes:
 How to analyse markets and internationalmarkets
 Understanding the practices related to exports andimports
 How political and socio-cultural forces effect the businessenvironment
 Understanding about the international monetary system and economic developments
Course Content :
Week 1&2 The Nature Of International Business
Why study global business, The process of internationalization, Regional trading
blocs.
Week 3&4Cultural Influences On International Business
Importance of culture, The elements of culture, Evaluating cultural differences
Culture and MNCs.
Week 5&6The International Economic Environment
Economic systems ,Economic structure
International organizations (WTO, UNO, IBRD IMF,OPEL EU) ,Theories of
international trade ,Theories of international investment , The balance of payment, Free
trade versus protection ,Techniques of protection ,Trade in services.
Week 7&8The International Political And Legal Environment
Week 9&10Political factors ,The international legal environment ,The conflict of laws ,
Arbitration, Uniform laws , Economic and Political Integration.

Week 11&12The Multinational Company
The pros and cons of multinationals ,Control of MNC activities , MNC
conflict with national government , Techniques of host country control ,
UNCTAD codes , The OECD codes.
Week 13 Direct Foreign Investment
Trends in direct foreign investment ,Reasons for direct foreign
investment, Strategies for direct foreign investment , Acquisitions
Cross border mergers and takeovers ,Transaction cost analysis.
Week 14 International Technology Transfer
Reasons for technology transfer ,Licensing and franchising , Legal aspects of
franchising, Patent violations , Protection of trade mark ,International
agreements concerning intellectual property.
Week 15 International Logistics And Distribution
Sea transport, air transport, rail and road transport ,INCOTERMS ,
Warehousing, Distribution channels , Use of agents and distributors ,
Agency contracts ,Special Distribution problems.
Week 16 International Business Entries.
Exporting ,Joint ventures , Subsidiaries , Locating export markets ,
International marketing research , International market segmentation.
Total Marks
Activity
10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100

Roger Bennett. International Business 2nd edition, Financial Times Pitman
publishing.
Course Name: Corporate Finance
Credit Hours: 3 BBA
Course Code:
Course Description:
This course aims to provide the students with the fundamental concepts, principles and
approaches of corporate finance, enable the students to apply relevant principles and approaches
in solving problems of corporate finance and help the students improve their overall capacities.
Learning Outcomes:
At the end of the course students will be able to understand;
 The concept of time value of money
 Bonds and Stocks Valuation
 Risk and Return Principles
 Capital Budgeting
 Financing
 Capital Structure and Dividend Policy essentials
Course Content :
Long-Term Financial Planning & Growth
Financial planning models, External financing and growth, internal growth and
sustainable growth
Project Cash Flows For Investment Decisions
Projected Cash Flows, Investment Cash Flows, Pro Forma financial Statements,
Estimating NPV Estimates
Project Analysis And Evaluation
Scenario and other what-if analysis, operating leverage, Capital rationing,
Accounting vs. Financial Break-Even
Raising Capital
Early stage financing & venture capital, Underwriters, IPO‟s and Under pricing,
Costs of issuing securities, Rights, Dilution, Issuing Long Term Debt,
Securitization (bundling-unbundling), Mutual funds management
Financial Leverage And Capital Structure Policy
Capital structure & Cost of Capital, The effect of financial leverage, Optimal
capital structure
Dividends And Dividend Policy
Cash dividend and dividend payment, Low payout and high payout factors,
Establishing a dividend policy, Stock repurchase, Stock splits
Short Term Finance And Planning
Operating and Cash Cycle, Alternative Financing Policies for current assets, Short
Term Borrowing, Cash and Liquidity Management, Float Management, Cash
Collection and Disbursements, Target Cash Balance, Credit and Inventory, Credit
and Receivables, Factorization
Hybrid Financing: Leasing
What is Lease, Why Lease? Financial & Operating Lease, Valuing Financial
Lease, Leasing Versus Purchasing Decision
Total Marks
Activity
10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100

Fundamentals of Corporate Finance by Ross, Westerfield& Jordon (8th Edition)
a. Financial Management, Theory and Practices by Brigham &Ehrhard (11th
Edition)
1. REFERENCE BOOKS AND OTHER READING MATERIALS
a. Financial Management and Policy by James C. Van Horne

b. Principles of Corporate Finance by Brealey, Myers & Allen, Latest Edition.
Course Name: Financial Market& Institutions
Credit Hours: 3 BBA
Course Code:
Course Description:
Financial institutions is an essential course for students who will be engaging in or seeking a
career in the banking and financial service industry. An understanding of the application of
modern banking and finance theory to managing performance and risks of banking and other
financial institutions effectively, as well as maximizing shareholders wealth, is a central part of
banking operations management in developing a strategic approach, and making optional and
informed financial decisions. Hence, the objective of this course is to build understanding about
the basic skills and knowledge needed for the operation of financial institutions.
Learning Outcomes:
 On completion of the course the students shall be able to demonstrate an understanding of
the subject matter and financial environments, not only in Pakistan but in the outside
developed financial world.
 The students should also have developed an analytical framework, basic skills and
knowledge needed for the operation of financial institutions.
Course Content:
Week 1&2 :Financial Markets.
Week 3&4: The Money Markets, The Stock Markets, its Participants (Corporation and
Investors), The Long Term Debt Market.

Week 5 &6: Interest Rate Determination,
Week 7 &8: The Foreign Exchange Market.
Week 9 &10 :Development Financial Institutions in Pakistan, ADBP, IDBP, NIT,
PICIC, SMEDA, SBFC, ( Khushali Bank,
Week 11 &12Micro Credit Bank).
Week 13 & 14: International Financial Agencies, IMF, World Bank,
Week 15 & 16: Asian Development Bank, Islamic Development Bank.
Total Marks
Activity
10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100

1. Michael McGrath, CristopherViney, Financial Institutions, Instruments &
Markets, 2nd Edition, McGraw Hill
2. Johnson j. Hazel, Financial Institutions & Markets A Global Perspective,
McGraw Hill.
3. SaeedKhawajaAmjad, Financial Institution in Pakistan Operational & Procedural
Aspects, Karachi, Royal Book.
Course Name: Financial Reporting And Analysis
Credit Hours: 3 BBA
Course Code:
Course Description:
The objective of this course is to offer students advanced knowledge necessary to understand the
financial statements in a very detailed manner. It makes students to utilize the published data for
analysis purposes. It helps them to understand and analyze financial data for various types of
organizational decision making and problem solving.
Learning Outcomes:
After successful completion of this course, students are expected to:
 Analyze and exploit information and therefore prepare forecasting information in
corporate financial statements and to use financial statement information for firm
valuation and other economic decisions.
 Enhance their abilities to assess accounting quality, and detect and undo earnings
management.
 Understand the fundamental concepts and knowledge related to business practices and
financial reporting, based on which they are able to appreciate interactions among the
process of business analysis, the use of information sets (accounting and non-
accounting), financial forecasting, the workings of the capital markets and valuation.
Course Content :
Week 1&2: An Overview of Financial Reporting
The history of Accounting, Development of Accounting Standards: From 1929
NY Stock crash to International Financial Reporting Standards (IFRS), The
Security Exchange Commission of Pakistan (SECP) and regulatory requirements
for Financial Reporting, Underlying issues and objectives of financial reporting:
capital maintenance, temporal distributions etc
Week 3&4: Conceptual Framework
The history of conceptual framework, Major Issues on agenda, Rule based vrs.
Principal based standards debate, the ambiguity of financial terminology and
efforts to standardize interpretations
Week 5&6: Important IAS and IFRS
IAS 1 Presentation of Financial Statements, IAS 5 Information to Be Disclosed in
Financial Statements – Originally issued October 1976, effective 1 January 1997.
Superseded by IAS 1 in 1997, IAS 2 Inventories, IAS 7 Statement of Cash Flows,
IAS 38 Accounting for Research and Development Activities, IAS 18 Revenue,
IAS 36 Impairment of Assets, IAS 38 Intangible Assets, IFRS 10 Consolidated
Financial Statements, IFRS 13 Fair Value Measurement
Week 7&8: Preparation of Financial Statements
Balance Sheet, Profit and Loss Account/ Income Statement, Cash Flow Statement
Week 9 &10: Issues and Controversies in Financial Reporting
Week 11 &12: Earnings Management Red flags
Incentives that might induce the company mgt. to manipulate earnings, Fraud
triangle, Risk factors related to attitude and rationalizations that may lead to
fraudulent accounting, Common accounting warning signs and methods of
detecting them, Accounting shenanigans on cash flow statement, Stretching out
payables, Financing of payables, Securitization of receivables, Using stock
buybacks to offset dilution of earnings.
Week 13&14: Financial analysis techniques
Ratio analysis, Common size financial statements, Charts in financial analysis,
Limitations of ratio analysis, Activity, liquidity, solvency, profitability and
valuation ratios, Du-Pont analysis, Equity analysis, credit analysis, and segment
analysis, Integration of tools to model and forecast earnings.
Week 15 & 16:Financial Statement Analysis: Applications
Company’s past financial performance evaluation and finding company’s strategy
reflected in past financial performance, Basic projection of a company’s future net
income and cash flow, Role of financial statement analysis in assessing the credit
quality of a potential debt investment, Financial statement analysis in screening
for potential equity investments, Appropriate analyst adjustments to a company’s
financial statements to facilitate comparison with another company.
Total Marks
Activity
10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100
Recommended Books:
1. Jemes C. Vanhorne: Fundamentals of Financial Management
2. Eugene F. Brigham: Fundamentals of Financial Management
3. Brealey, R. A. & Myers, Principles of corporate finance.
4. Stephen A. Zeff, Bala G. Dharan: Readings and Notes on Financial Accounting: Issues
and Controversies.
5. Gerald I. White, Ashwinpaul C. Sondhi, Haim D.: The Analysis and Use of Financial
Statements.
6. Meigs, William, Haka, Bettner,: Accounting, the basis for business decisions.
Course Name: Financial Risk Management
Credit Hours: 3 BBA
Course Code:
Course Description:
This course is an advanced course in the management of financial service firms and the
development of risk management systems. The course looks to provide a balance between
considering quantitative risks (such as market, credit and liquidity risks) as well as non-
quantitative risks (such as governance and conduct) and examining tools to identify and respond
to both types of risks. The course examines some key historic crises and events in the financial
industry (both in Australia and overseas), and regulatory reforms designed to mitigate the
chances of re-occurrence. The course identifies regulatory expectations of conduct from
institutions and its staff, across all levels of seniority. In particular, the course focuses on
governance models such as Senior Managers
Course Learning Outcomes:
This course aims to give an overview of the risks faced by financial institutions and how they
can be managed. The course builds on courses that provide an overview of financial markets and
the role of financial institutions and is linked with other courses that deal with financial
management issues in more depth such as the courses on fixed interest and derivative
management. To some extent, the course on corporate governance is related to the firm-level
implementation of risk management and its enforcement.
Course Content:
Week 1:Introduction to risk management

Week 2:Risk and return
Week 3:Why are financial intermediaries special?
Week 4:Risks of financial intermediation
Week 5:Interest rate risk
Week 6:Market risk
Week 7:Credit risk
Week 8:Off-balance-sheet risk
Week 9:Technology and other operational risks
Week 10:Foreign exchange risk
Week 11:Sovereign risk, Liquidity risk
Week 12:Insurance
Week 13:Options, caps, floors, and collars
Week 14:Swaps, Futures and forwards
Week 15:Securitization
Week 15: Revision
Activity Total Marks

10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100
Recommended Textbook:
a. Saunders, A. and M. Cornett. 2008. Financial institutions management: A risk
management approach, 6th ed. Boston: McGraw-Hill.
b. Harrington, S. and G. Niehaus. 2004. Risk management and insurance, 2nd ed.
Boston: McGraw-Hill.
c. Rivai, V., A. Veithzal, and F. Idroes. 2007. Bank and financial institutions
management: Conventional and Sharia System. Jakarta: Rajawali Pers.
Course Name: Investment Analysis And Portfolio Management

Credit Hours: 3 BBA
Course Code:
Course Description:
The objective of the course is to study theory and empirical evidence relevant for portfolio
management. An emphasis is placed on understanding how an investment professional would
allocate funds in a hypothetical portfolio. Major topics include estimation of capital market
parameters, trade-off between risk and return, optimal portfolio selection, equilibrium asset
pricing models, and delegated portfolio management. Emphasis will be put on development of
techniques that should be part of the tool kit of those interested in becoming professional
investors and/or researchers in finance. The course material is tilted heavily towards equity
markets since there are separate courses that cover fixed income markets and derivative
securities.
Learning Outcomes:
By the end of this course it is expected that the student will be able to:
 Understand the operations of financial markets.
 To analyze the various types of assets including equities, fixed income securities, and
 derivatives to perform risk analysis.
 Enhance the skills required for corporate finance, trading, and investment banking
positions.:
Course Content:
Week 1: Investment Settings
Week 2:Organization and Functioning Of Securities Market
Week 3:Security market indicator series
Week 4:Introduction to efficient market hypothesis
Week 5:An introduction to portfolio management
Week 6:An introduction to asset pricing models
Week 7:Analysis of financial statements
Week 8:Security valuation
Week 9:Stock market analysis
Week 10:Industry analysis
Week 11:Company analysis and stock valuation
Week 12:Technical analysis
Week 13:Introduction to behavioral finance
Week 14:Introduction to financial derivatives
Week 15:Forwards, Futures, Options & Swaps
Week 16:Revision
Total Marks
Activity
10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100
Recommended Books:
1. Jones. P. Charles; Investment: Analysis &Management, John Wiley & Sons.
2. Sharpe, Alenander and Bailey; Investments, Prentice Hall.
3. Bodie, Kanne& Marcus; Investment, McGraw Hill.
4. Radcliff; Investment: Concepts Analysis Strategy, Addison Wesley.
Course Name: Investment Management
Credit Hours: 3 BBA
Course Code:
Course Description:
Students build on the knowledge gained from the core courses in semester one (Financial
Markets and Investments, Corporate Finance, Statistics for Finance, and Financial Statement
Analysis). Through readings, students will learn the importance of understanding client
objectives in the portfolio management process and understand practical issues that arise in
managing client portfolios. Readings will be heavily based on recent academic articles that
elucidate contemporary issues relevant to investment management practice.
1. Understand and critically discuss return and risk objectives of individual and institutional
investors.
2. Understand current issues in investment management practices in the context of
contemporary finance theories.
3. Understand and critically evaluate return and risk profiles of different asset classes and
trading strategies.
4. Utilise academic literature, financial databases, and statistical software to conduct
independent research that is relevant to investment management practice.
Course Content:
Week 1&2: Chapter 1
Financial markets and instruments, Money and bond markets; Money market
instruments; Bond market instruments; Equity markets; Equity instruments; Derivatives
markets; Managed funds; Exchange traded funds; Exchange trading and over-the-counter
trading; Clearing, settlements, margin trading, short sales and contingent orders;
Regulation of financial markets.
Week 3 &4: Chapter 2:
History of financial markets, History of financial innovation; Recent financial
innovations: Floating rate debt, zero-coupon bonds, poison-pill securities, swaps, futures;
Investment returns in equity and bond Markets; The equity premium puzzle.
Week 5 & 6 Chapter 3:
Active fund management and investment strategies, Historical mutual fund performance;
Market efficiency and behavioral finance; Return based trading strategies; Hedge funds.
Week 7 & 8: Chapter 4
Market microstructure, Market microstructure effects on transaction prices; Bid-ask
spread; Inventory risk; Limit Order Markets, Bid-ask bounce (Roll); adverse selection
(Glosten-Milgrom); Optimal insider trading (Kyle); Stealth Trading Hypothesis; Market
microstructure and investment analysis.
Week 9 &10 : Chapter 5
Diversification
Expected returns and variance of portfolios; Utility functions and expected utility;
Risk aversion; The mean-variance problem; Capital allocation with other utility functions
(CARA, CRRA); Estimatingcovariances: the index model; Abnormal returns: Treynor-
Black model; Factor models and diversi.cation; Factor models and the notion of immu-
nization in equity portfolios (see end ch. 6 in SG).
Week 11 & 12 Chapter 6
Fixed income securities and portfolio immunization
Term structure of interest rates; Yield to maturity; Duration; Immunization of
bondportfolios.
Week 13& 14: Chapter 7
Risk and Performance Measurement
Types of risk; Risk decomposition; Value-at-risk (VaR); Risk-adjusted performance
measures; Performance measurement with changing portfolios (market timing).
Week 15& 16: Chapter 8
Risk Management
Risk capital allocation; Put option protection; Portfolio insurance with calls; Non-linear
payoffs; Extreme risk; Hedging volatility; Hedging credit risk
Total Marks
Activity
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100

Bodie, Zvi, Alex Kane, and Alan J. Markus, Investments, McGraw Hill, 2005
(Sixth Edition) - short: BKM
Course Name: Behavioral Finance
Credit Hours: 3 BBA
Course Code:
Course Description:
This course is intended to complement other finance courses that are mainly based on the
traditional paradigm which assumes that investors and managers are generally rational.
Specifically, this course has three main objectives. First, we aim to examine how the insights of
behavioural finance theories shed light on the behaviour of individual investors and finance
professionals in investment decision-making and corporate financial decision-making. Second,
we explore the possibility to improve investment performance and corporate performance by
recognizing the cognitive biases and applying appropriate 'debiasing' techniques. Finally, we
investigate the implications of behavioural finance for the construction of good corporate
governance mechanisms.
1. Understand and critically discuss the differences between a behavioural finance
perspective and a traditional finance perspective
2. Understand and critically discuss the cognitive biases and errors of judgment that affect
financial decisions
3. Critically evaluate behavioral influences involving individuals¿ investment decisions
4. Critically evaluate behavioural influences involving corporate (executive) financial
decisions
Course Content :
Week 1,2&3: Introduction

What is behavioral Finance? The history of behavioral Finance, Behavioral
Finance vs. Traditional Finance
Incorporating investor behavior into the asset allocation.
What are the Psychological foundations? Gender, personality types and Investor
behavior.Portfolios, Pyramids, Emotions, and Biases
Week 4,5&6: Investor Biases
Overconfidence Bias, Representativeness Bias, Anchoring & adjustment Bias,
cognitive bias, self attribution bias, conversion bias, control bias, endowment
bias, optimism bias, loss aversion bias, mental accounting bias.
Week 7,8&9: Practical application of behavioral finance:
Gender, Personality, investor personality types, Heuristics Behavior of finance
Week 10,11&12; Investment models:
Capital Asset Pricing Model (CAPM),Efficient Market Hypothesis (EMH)
Traditional Hedge Fund Model, Endowment Model
Week 13,14&15 Behavioral Finance Theories
Arbitrage pricing Theory, Prospect Theory, Markowitz Portfolio Theory
Week 16: Revision
Total Marks
Activity
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100
Books Recommended:
a. Behavioral Finance and wealth management by Michael M Pompian.

b. Behavioral Finance by William Forbes
Course Name: Money And Capital Markets

Credit Hours: 3 BBA
Course Code:
Course Description:
This course provides an overview of the global financial system, introducing the important
institutional players, describing and classifying financial markets where institutions and
individuals operate, and developing an analytical framework to understand the determinants of
prices and yields at which financial transactions occur. We will emphasize understanding and
evaluating the significance of financial market events, focusing this semester on the financial
crisis beginning in the summer of 2007. The course is roughly evenly split between institutional
details concerning the organization of the contemporary financial system and the conceptual and
analytical approaches used to understand past, current, and future developments in financial
markets.
The objective of this course is to make a wide range of financial market events comprehensible
within an integrated framework. At the conclusion of this course students will have:
 An analytical framework and institutional background to understand how financial
institutions interact and affect financial markets and the world economy.
 A framework to understand the behavior of central banks (e.g. the Fed and the ECB) and
how these institutions impact financial markets and economic activity.
 A framework to argue persuasively a business investment decision or a strategic business
plan. The course will also be helpful in shaping personal financial plans.
 place current events into an historical context and to anticipate likely future
developments.
Course Content :
Week 1 :Introduction to Financial Assets and Markets
Financial Assets, Equity Market, Debt Market, Foreign Exchange Markets,
Derivative Markets Issuers and Investors, Role of Financial Intermediaries,
Regulations of Financial Markets
Week 2: Markets Classification and Trading Mechanics
The Primary Market, Secondary Market, Money Market, Capital Market,
Regulation of the Issuance of Securities, Role of brokers and Dealers in Markets,
Variations in the Underwriting of Securities,
Week 3:World Capital Markets Integration and Fund Raising Implications, Motivation
forRaising Funds outside of the Domestic Market, Function of Secondary
Markets, Trading Locations, Market Structures, Secondary Market Trading
Mechanic, Market Efficiency, Transaction Costs
Week 4: Investment Theory
Introduction to Markowitz Portfolio Theory, Expected Return and Risk
Calculation, Measuring Portfolio Risk, Diversification, Choosing a Portfolio of
Risky Assets, Economic Assumptions
Week 5: Capital Market Theory
Introduction to William Sharp Capital Market Theory, The Capital Asset Pricing
Model, The Multifactor CAPM
Week 6:Arbitrage Pricing Theory Model
Some Principles to Take Away
Week 7;Economic Theories to Explain Yield with Maturity
Market Segmentation Theory, Liquidity Premium Theory , Pure Expectation
Theory, The Structure of Interest Rates, The Yield Curve, Forward Rates,
Determinants of the Shape of the Term Structure
Week 8: Money Market Securities
Government Securities, Corporate Securities , Treasury Bills, Commercial Paper,
Bankers Acceptances, Large – Denomination Negotiable CDs, Repurchase
Agreements, Federal Funds
Week 9:Foreign Exchange Market
Foreign Exchange Rates, Foreign – Exchange Risk, Spot Market, Cross Rates,
Dealers, The European Currency Unit, Currency Forward Contracts, Currency
Futures Contracts, Currency Options Contracts, Currency Swaps
Week 10:Corporate Bond Market
Features of a Corporate Bond Issue, Corporate Bond ratings, Event Risk, High –
Yield Corporate Bond Market, Secondary Market, Private Placement Market for
corporate
Week11:Bonds, Risk and Return in the Corporate bond Market, Eurobond Market,
Medium – Term Notes, Bank Loan Market, Bankruptcy and Creditor Rights
Week 12&13: Performance Evaluation of Mutual Funds
Structure of Mutual Funds, Close end and Open end Mutual Funds, Types of
Funds with Different Objectives , Sharp Measure , Treynor Measure, Jenson
Differential Measure, FamaFranch Three Factor Model
Week 14&15 :Equity Market
Structure of the Equity Markets, Stock Market Index, Types of Orders, Types of
Accounts ,
Week 16: Empirical Evidence on Pricing Efficiency ad Implications for Portfolio
Strategies, Preferred Stocks , Listing at Stock Market, Stock Market Indicators
Total Marks
Activity
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100
Books Recommended:
a. Money and Capital Markets by: Peter S. Rose, Milton H. Marquis
b. Investments Analysis and Portfolio Management By: Reilly and Brown
c. Money and Capital Markets by: Jonathan Dodoo
Course Name: Leadership& Motivational

Skills
Credit Hours: 3 BBA
Course Code:
Course Description:
This course is focused on the study of fundamental concepts, theories, and models of leadership
and motivation. Selected topics include: trait and behavioral theories of leadership, charismatic
and transformational leadership, power and influence, emotions and justice perceptions in
motivation, expectancy and equity theories. In exploring leader effectiveness, several different
perspectives will be utilized, including follower, leader, and observer. Motivation will be
explored in a number of contexts, specifically personal motivation and motivation of others. This
course is going to require students to utilize skills that are necessary for effective leadership
including self-awareness, interpersonal skills, presentation skills, organization and time
management, and critical thinking
Learning Outcome Summary. At the end of this course, students should be able to: 1. Recognize
and describe the role of leaders in business and other types of organizations 2. Differentiate
between leaders and managers 3. Identify the relevant contingencies which influence leader
effectiveness 4. Describe the determinants of leader development 5. Identify and add to his or her
own repertory of effective leader behaviors, and to better articulate a personal leadership
development agenda 6. Exhibit confidence in oral and written communication skills.
Course Content
Week 1&2: The nature and importance of leadership, Definition,
Week 2&3: Impact of leadership on organizational performance,
Traits, Motives and characteristics of a leader
Week 4&5: Charismatic and Transformational leadership
Leadership behavior, attitude and style
Week 6&7: Leadership Ethics and social responsibility
Week 8&9: Power, politics and leadership
Developing teamwork
Week 10&11: Motivation and coaching
Strategic leadership and knowledge management
Week 12 &13: Leadership development and succession
Week 14&15: Leadership theories
Week 16: Revision
Total Marks
Activity
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100
Books Recommended:
a. Leadership by Andrew j durbin 5th edition
Course Name: Recruitment & Selection
Credit Hours: 3 BBA
Course Code:
Course Description:
Effective recruitment and employee selection ensures that the right people are placed in the
right job, but it is not always an easy process. Having a well-designed recruitment process
helps to increase job satisfaction, reduce wastage of resources, achieve better retention of
employees and improves productivity. This course provides an introduction to the current
issues and procedures that are used in recruitment, selection and appraisal of employees in
organizations.
Learning Outcomes:
Upon successful completion of the requirements for this course, students will be able to:
 Describe the importance and relevance of recruitment and selection to Pakistani
Organizations.
 Identify the major legal issues affecting recruitment and selection, and discuss recruitment
and selection systems that meet legalrequirements.
 Explain and apply the requirements for measures used in staff selection and recruitment to
evaluate applicants fairly and in an unbiasedfashion.
 Illustrate the role of competencies and performance management in recruitment and
selection.
 Evaluate the role that human resources planning, organizational and job analysis have
inselection.
 Develop a recruiting and staffing strategy
Course Content:
Week 1: Introduction to Recruitment and Selection
Week 2&3 :Measurement, Reliability and Validity
Week 4& 5: Legal Issues
Week 6&7: Job Analysis and Competency Models
Week 8&9: Recruitment & Selection and Job Performance
Week 10&11 Recruitment
Week 12: Applicant Screening
Week 13: Ability Tests and Personality Assessment
Week 14:Performance Tests, Assessment Centers, Integrity Testing, Drug Testing,
Graphology
Week 15: The Selection Interview
Week 16: Strategies for Selection Decision Making
Total Marks
Activity
10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100

Diane Arthur Recruiting, Interviewing, selecting and orienting new employees Latest
Edition.
Course Name: Organizational Development
Credit Hours: 3 BBA
Course Code:
Course Description:
In this day and age of “globalization,” which has been spurred by quantum leaps in the field of
Information and Communication Technology, companies have been faced with a situation of
rapid changes. The rapid changes are usually major changes that changes the way of thinking
and doing, and corporate leaders are often caught in a quandary over how to implement the
changes. The alternative is to fall by the wayside. Company employees are likewise deeply
affected since the brunt of implementing changes falls on their shoulders. Thus, Organizational
Development (OD) efforts are managed in the formal organization structure by either the
Corporate Planning Department or the Human Resources Department or both working in
tandem. This is rightly so because OD is a discipline that marries the fields of Social Sciences
and Management Science. In OD, students will learn about change – its meaning and concept,
who or what causes it, who manages it, who or what is managed and how to manage it. OD is
also presented as a process that is complex, not being linear or even cyclical innature.
Learning Outcomes:
By the end of this course, students shall have been able:

 To articulate and discuss the history, main concepts, and theories of the field of
OrganizationDevelopment
 To experience the emotions and dynamics of change, resistance to change and
articulate the reasons behind suchdynamics
 To articulate and discuss the process of Change Management with particular
attention to the logic behind the stages of theprocess
 To interact with, analyze, and report on an organization that is currently managing a
change process in theworkplace
Course Content:
Week 1&2: Introduction & Organization
Week 3&4: The Training & Development ProcessOrganizational Learning
Week 5&6: Learning & Motivation
Week 7&8 :The Needs Analysis Process
Week 9&10 :Training Design
Week 11&12:Training Implementation and Delivery, Transfer of Training
Week 13:Training Methods I
Week 14:Training Methods II
Week 15:Training Evaluation Ch. 11, Costs and Benefits
Week 16:Training Programs Ch. 13, Training Trends & Best Practices
Total Marks
Activity
10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100

1. Creative Training Techniques Handbook by Robert W. Pike, CSP.
Course Name: Career Management
Credit Hours: 3 BBA
Course Code:
Course Description:
This course aims to provide an understanding of the strategic role that effective career planning
and management plays in a successful career and life. Because successful career management
has been empirically linked to intrinsic and extrinsic career satisfaction, career management
skills should be learned and practiced. To do so necessitates an understanding of the extant
career literature and the application of this knowledge to one’s career path. To this end, concepts,
processes, and techniques are explored, with an emphasis on linking theory and research with
practical lifelong skill development. Students will have opportunities to systematically explore
the careers and jobs they have an interest in pursuing and to develop personal awareness such
that they can determine a career path that best fits them.
Analyze the influence of positive self-concept.
●Apply positive interaction skills.
●Evaluate the impact of growth and development.
●Analyze the relationship between educational achievement and career planning.
●Analyze the need for positive attitudes toward work and learning.
●Apply skills to locate, evaluate, and interpret career information.
●Apply skills to seek, obtain, maintain, and change jobs.
●Determine how societal needs and functions influence the nature and structure of work
Course Content:
Week 1: Lesson 1: Introduction to Career Management

Week 2: Lesson 2: Starting a New Career with a Plan
Week 3: Lesson 3: Getting Your Career on Track
Week 4; Lesson 4: All about Networking
Week 5: Lesson 5: The Value of Mentorship
Week 6:Lesson 6: Managing Your Boss
Week 7: Lesson 7: Leveraging the Performance Appraisal
Week 8: Lesson 8: Escaping Career Stagnation
Week 9: Lesson 9: Personal Development and You Career
Week 10: Lesson 10: Career Development
Week 11: Lesson 11: Getting Promotions
Week 12: Lesson 12: Managing Your Boss Simulations
Week 13 Development theories
Week 14: Globalization
Week 15: Cotemporary Development Plans for career
Week 16: Revision
Total Marks
Activity
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100
Recommended Books:
Career management By Jeffery H. Greenhas
Course Name: Strategic Human Resource Management
Credit Hours: 3 BBA
Course Code:
Course Description:
Given globalization, the growing integration of the world economy in to one marketplace,
Pakistani corporations are subject to unprecedented levels of competition. The critical source
of competitive advantage for these corporations is not their physical assets, but their people. It
is people, not companies, who innovate, create new products, make decisions, develop and
implement business plans, penetrate new markets, and serve clients and customers. While
developing effective business strategy is important to organizational success, the capacity to
implement any given business strategy is completely dependent on a corporation’speople.
Learning Outcomes:
On successful completion of the course the students will be able to:

 Identify the nature and theoretical underpinnings ofSHRM.
 Develop knowledge of competing theoretical models ofSHRM.
 Develop an understanding of the theoretical perspectives in organizational strategy and
strategic managementtheory.
 Understand the relationship between theories of strategic and strategic management, and
models of strategicHRM.
 Understand the role of formal HRM underSHRM.
 Understand the implications of HRM for different organizationalstrategies
Course Content:
The conceptual framework of strategic HRM
Week 01:The concept of HRM
Week 02:The concept of strategy
Week 03:The concept of strategic human resource management
Part two: The practice of strategic HRM
Week 04: The strategic role of HR

Week 05: The impact of strategic HRM
Week 06:Strategic HRM in action
Week 07:Strategic international HRM
Part three: HR strategies
Week 08: The framework of HR strategy

Week 09:Business model innovation
Week 10:High performance strategy
Week 11:Human capital management strategy
Week 12: Corporate social responsibility strategy
Week 13:rganization development strategy
Engagement strategy
Week 14: Knowledge management strategy
Week 15: Resourcing strategy
Week 16: Talent management strategy, Learning and development strategy
Reward strategy, Employee relations strategy
Activity
Total Marks
10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100
Recommended Books:
Strategic Human Resource Management by Michael Armstrong
Course Name: Brand Management
Credit Hours: 3 BBA
Course Code:
Course Description:
Brands are gaining momentum and this is reflected from the fact that in 2014 the total value of
the 100 most valuable companies in the Brandz ranking reached $2.9 trillion. The sky-high
growth in the wealth and the culture influence of multinational corporations over the last 40
years can arguably be traced back to a single, seemingly innocuous idea developed by
management theorist in the mid-80s’: that successful companies must produce brands, as
opposed to products. Too often brands are examined through their components: the brand
name, its logo, design or its packaging, advertising or sponsorship, the level of image and
brand awareness, or most recently, in terms of financial valuation. Real brand management,
however, begins much earlier, with a strategy and a consistent, integrated vision. Its central
concept is brand identity.
Learning Outcomes:
 At the end of this course, student will be capable:
 To understand the process involved in building a brand and why it is an important and
powerful part of the guiding philosophy for most organizations and an important
element in a cohesive and sustainable businessstrategy.
 To develop the knowledge and perspective necessary to facilitate the development of
strong brands andbusinesses.
 To become familiar with the opportunities and boundaries presented by brand
management tasks and decisions in a wide cross section ofindustries.
 To develop an understanding of how to manage brands for continued growth and
profitability.
Course Content :
Opening Perspectives
Week 1&2: Brands and Brand Management

Identifying and Establishing Brand Positioning
Week 3&4: Customer based brand equity

Planning and Implementing Brand Marketing Program
Week 5&6: Choosing brand elements to build brand equity

Week 7&8: Designing marketing programs to build brand equity
Week 9&10: Integrating marketing communications to build brand equity
Week 11&12: Leveraging secondary brand associations to build brand
equity
Growing and sustaining brand equity
Week 13&14: Designing and implementing branding strategies

Week 15&16:Introducing and naming new products and brand extensions
Total Marks
Activity
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100
Recommended Text Book

a. Kevin Lane Keller, 3rd Edition
Course Name: Internet Marketing
Credit Hours: 3 BBA
Course Code:
Course Description:
This course introduces the student to this exciting, significant part of a business’ marketing mix:
marketing on the Internet. Students will use the Internet as a source for market research, a
communication medium and as a distribution channel. Cyberspace is very fluid and every effort will
be made to take full advantage of this medium. Some basic marketing and computer knowledge is
necessary
 Search Engine Optimization – Understand how search engines work. Use this knowledge to
make recommendations to a website on how it can improve its organic search rankings – in
other words, perform search engine optimization on a website.
 Search Engine Marketing – Understand the mechanics of paid search ranking. Create a
search engine marketing campaign and evaluate its effectiveness. Recommend changes that
will improve the campaign’s conversion rates.
 Online Advertising – Understand the various methods of online display advertising. Create an
online display ad campaign and measures its ROAS (return on ad spend).
Course Content
Week 1&2 :Introduction and Industry Trends
The opportunity, Mega trends
Week 3&4 :Strategic E - Marketing
E business models, Consumers online characteristics
Week 5&6: Site Design Basics
Four cornerstone approach, Personas and scenarios, How to write project briefs
Week 7&8: Site Design Usability
Usability Best Practices, Domain name management
Week 9&10: SITE DESIGN
Programming standards/information architecture, Rich Media
Week 11&12: BUILDING TRUST
Consumer privacy legislation, Data management practices
Week 13 & 14: E Marketing Communications
Online advertising methods, Online promotional tools, Permission based email
Week 15 :Search and Intelligent Search
Search engine optimization
Week : 16 Search Marketing
Search strategies customer acquisition, Search Engine Marketing FAQ
Total Marks
Activity
10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100
RECOMMENDED TEXT BOOK

 Strauss, Judy, Adel El – Ansary, and Raymond Frost (2006), E – marketing 4th
Edition, Prentice Hall, ISBn: 0-13-148519-9 useful text
 Hanson, Word (2000), principles of internet marketing, South western college
publishing, ISBN 0-538-87573-9
Course Name: Integrated Marketing Communication
Credit Hours: 3 BBA
Course Code:
Course Description:
The objective of the course is to help students understand the principles and practices of
marketing communications, involving tools used by marketers to inform consumers and to
provide a managerial framework for integrated marketing communications planning. Topics: the
role of integrated marketing communications, organising for advertising and promotion,
consumer behaviour perspective, the communication process, promotional objectives and
budgets, creative strategy, media planning and strategy, broadcast/print & support media, direct
marketing, sales promotions, PR and publicity, personal selling, international promotion,
business-to-business promotions, and regulations and ethics.
By the end of this course students should be able to:

 Quickly understand a company and its marketing communications activities
 Present a brief verbal presentation (tutorial discussion)
 Thoroughly describe a range of media and methods available to marketers
 Develop a clearly thought out Communications Audit
 Clearly argue a point of view regarding marketing communications
 Demonstrate a comprehensive understanding of Marketing Communications theories
and concepts
 Show that you’re thinking like a marketer
 Prepare a Marketing Communication Brief for creative
Course Content:
Week 1&2: Introduction to Marketing Communications Strategy
Integrated Marketing Communications (IMC), Integrated Brand Promotion (IBP),
Communications process and the structure of the advertising industry.
Week 3&4: Advertising in Business and Society
The evaluation of advertising, social, ethical, and Regulatory aspects of
advertising and marketing communications.
Week 5&6: Advertising, IBP, and Consumer Behavior
Consumer buyer behavior, the purchase decision, Marketing segmentation and
positioning, Advertising planning (international) and cultural barriers, Advertising
plan and its context, Communications vs. Sales objectives
Week 7&8: Market Segmentation, Positioning, and the Value Proposition
Identifying market segments, The positioning & repositioning strategy, The value
proposition
Week 9& 10: The Advertising Plan
The basic component, setting advertising objectives, setting advertising budgets,
The role of advertising agency
Week 11&12: Message Strategy
A review of information processing process, Categories of message strategy,
Brand strategy, Verbal vs. visual messages, Types of advertising appeal
Media Planning Strategy
Objective setting and strategy for advertising and promoting the brand, Media
planning process, Media types: print, TV, and radio, the internet
Week 13&14: Sales promotion
Sales promotion defined, Consumer sales promotion, Trade sales promotion, the
risks of sales promotion, Support media and promotional aids, Point-of-Purchase
advertising, Event sponsorship
Week 15&16: Direct Marketing
The evolution of direct marketing, Database marketing, Media applications in
direct marketing
Total Marks
Activity
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100

1. Rushton, A., Croucher, P., and Baker, P. (2007). The handbook of Logistics and
Distribution Management (3rd Ed.), McGraw Hill.
2. Ballou, R. H. (2006). Business Logistics Management, (6th ed.), New Jersey Prentice-
Hall International, Inc.
3. Arnold, J. R. & Chapman, S. N. (2001). Introduction to Materials Management. (4th ed.),
New Jersey: Prentice Hall.
Course Name: Marketing Research
Credit Hours: 3 BBA
Course Code:
Course Description:
In this course, the fundamental concepts and stages of marketing research are provided within
an overall structural framework, including: how to integrate stages, carry out research in a
scientific manner, read and analyze research reports, apply research skills. The course focuses
on marketing decision making process with a deeper inside of market mechanism and
characteristics along with an understanding of the research methodologies to be used for this
purpose. It aims to provide students with a background in research methods, issues related to
conducting marketing research, data analysis, and methods of evaluation related to marketing.
Knowledge of these topics will enable students to both implement and evaluate marketing
research during their professional careers. It is assumed that students enrolled in this course
have a basic understanding of marketing terminology and concepts.
Learning Outcomes:
By the end of the course it is expected that the student will be able to:
 Display problem analysis skills and an ability to translate a management problem into a
feasible researchquestion.
 Demonstrate a working knowledge of the concepts and methods of marketing research.
 Recognize with an increased sensitivity the biases and limitations of marketingdata.
 Show an understanding of questionnaire design and samplingtheory.
Course Content :
Week 1: A Decision-Making Perspective on Marketing Research
Week 2; Marketing Research in Practice
Week 3: The Marketing Research Process
Week 4: Research Design and Implementation
Week 5: Secondary Sources of Marketing
Data
Week 6: Standardized Sources of Marketing Data
Week 7: Marketing Research on the Internet
Week 8: Information Collection: Qualitative and Observational Methods
Week 9: Information from Respondents: Issues in Data Collection
Week 10: Information from Respondents: Survey Methods
Week 11: Attitude Measurement in Marketing Research
Week 12: Designing the Questionnaire
Week 13: Experimental Research
Week 14: Correlation Analysis and Regression Analysis, Discriminate and Canonical
Analysis
Week 15: Emerging Applications of Marketing Research: Database Marketing and
Relationship Marketing.
Week 16: Revision
Activity
Total Marks
10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100

1. David A. Aaker; V. Kumar; George Day, Marketing Research, Latest Edition, John
Wiley & Sons.
2. NK Malhotra, Marketing research: an applied orientation, Latest Edition, Pearson
Prentice-Hall.
Course Name: Sales Management
Credit Hours: 3 BBA
Course Code:
Course Description:
This is a comprehensive course in sales management principles and methods featuring allocation
of priorities to the company's sales objectives and responsibilities; formulation of sales policy;
tasks of planning, organizing, staffing and controlling the work of the field sales force.
Understanding the human dynamic in managing salespeople and discussing some of the
opportunities and challenges that sales managers face in their day-to-day work. Discussing the
role of sales management in the broader corporate environment and the career opportunities that
are available working in the sales and sales management functions. The course also reinforces
the need for sales managers to display strong ethical behaviour with customers and employees
alike.
At the end of the course, the successful student should be able to:
 explain the basic principles of sales management;

 demonstrate an understanding of the role of the sales force as a part of the marketing mix;
 apply in a competent manner sales management tools such as sales forecasting, sales
compensation methods, sales budgeting, sales reports, routings, quotas, sales analysis, and
evaluation of performance by means of a team project that creates a sales force plan.
 understand the role of the function of sales management in the corporate structure.
Course Content :
Week 1:The field of sales management and its role in the corporation.
Week 2:Functions of sales management.
Week 3:The skills required to properly select salespeople and to deal with those that are not
performing as expected.
Week 4:Techniques for the proper training and motivation of the sales force.
Week 5:Understanding the strengths and weaknesses of various types of compensation plans
and expense policies for the sales force.
Week 6:Proper supervision and management of sales force.
Week 7:Maintaining morale and instilling the right types of motivation for sales force.
Week 8:The design of sales territories and routings.
Week 9:Understanding the various techniques for sales forecasting and establishing quotas.
Week 10:Learning some of the methods of conducting proper sales analysis.
Week 11:Effective evaluation methods for providing positive feedback to the sales force
performance.
Week 12:Understanding the realities of sales management in terms of managing ambiguity
as well as conflicting directions within an organization.
Week 13:Motivating the Sales Team, Models of Motivation Process, Job-Related Factors,
Week 14:Individual Related Factors, Motivational Theory, etc
Week 15:Sales process
Week 16:Revision
Total Marks
Activity
10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100

1. Eugene M. Johnson, David L, Kurtz &Eberhard E. Scheuing, McGraw Hill.Sales
Management; Concepts Practices and Case, 2nd edition.
Course Name: Seminars In Marketing
Credit Hours: 3 BBA
Course Code:
Course Description:
The “Seminar in Marketing” is an advance level course designed to enhance the marketing
skills & capabilities of the students. Blend with class lectures, article discussion and
presentation on the emerging trends in marketing will shape the marketing skills of the
students according to market requirements.
Learning Outcomes:
The students after completion of this course will be capable to understand and evaluate:
 The emerging markets requirements of the National and MultinationalOrganizations.
 Devise strategies according to marketrequirements.
 Understand the latest trends in Marketing and suggest most appropriate competitive
strategies to avail marketopportunities
Course Content:
Week 1&2: Introduction to SM PEST Analysis
Identify various trends in the Macro environment, impact of Macro environment
changes on any given industry
Week 3&4: Porter Analysis
Multi-dimensional nature of competition, industry analysis using the five forces
model, KSFs of an Industry, value creation and appropriation takes place in an
industry.
Week 5&6: Competitor analysis
Strategies of competitors, identify good vs bad competitor, Leader follower and
challenger strategies, making strategies
Week 7&8: Company analysis RBV
Value chain analysis, company’s strength weaknesses and capabilities
Week 9&10: Customer Analysis and Strategy
Segmentation targeting and Positioning, process of segmentation and targeting,
developing effective positioning strategies
Week 11& 12: Segmentation, Targeting, Positioning (STP) 2
Product and Growth Strategies, Pricing Strategies, Promotion and IMC,
Distributionstrategies
Week 13&14: Strategic Marketing
Week 15& 16: Attention Span in Marketing
Total Marks
Activity
10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100

1. Marketing Strategy and Competitive AdvantageBy Hooley, Piercy &Nicoulaud, 4th
Edition.
2. Marketing Strategy Folder
Course Name: Advertising & Media Planning
Credit Hours: 3 BBA
Course Code:
Course Description:
Understand the concepts and principles of Media Planning . Develop the necessary skills for
planning an advertising media campaign. Develop an understanding of the complexity of Media
Budgeting .Understand media research and its important in making strategic decisions .
Comprehend the practical implementation of this knowledge to various business situations,
industries and environments
After completion of the course students are expected to be able to:
 Identify the different range and characteristics of media
 Evaluate the effectiveness of different media in relation to advertising
 Design and budget a media plan
 Take strategic decisions
 Use their research skills relating to media and target audiences
 Effectively incorporate the results media research in planning
 Analyze different types of campaign planning – i.e. to consumers, to distributors or to the
 Sales force of the organization – in relation to appropriate media and their capacity to reach
 These different target publics.
Course Content:
Week 1&2 :Advertising Environment and positioning.
Relationships between various elements of Advertising & Promotional tools.
ATL v/s BTL (Above the line v/s Below the line Promotions)
The Brand Communication Process.
Week 3&4: The Economic & Social Roles of Advertising.
Advertising for Social Cause and ethical consideration.Advertising to Diverse
Customer Interests.
Week 5&6: The Advertising Spiral and Brand Planning.
Pioneering Stage, The Competitive Stage, The Retentive Stage, The advertising as
a Management tool for Building Strong Brands and Equity.
Week 7&8:Managing Advertising,
The Advertising Agency, Media Services, and Research Services, The full
Service Advertising Agency Organization, Competing Accounts, Advertising
Brief and Agency-Client Relationships.
Week 9&10: Media Planning.
Media Strategy, Planning and Research, Media Objectives, Media Buying and
Media Characteristics,
Week 11&12: The Components of the Media Plan,
The Media Schedule, The Pressure of Competition, Creative Objectives and
Strategy. Television as an Advertising Medium and its importance in media
planning. The Rating-Point System, Share of Audience, Cable Television,
Syndicated Rating Services. Features and Advantages of Radio as a medium for
Advertising.Limitations and Challenges of Radio, Types of Programming and
Radio Rating.The FM Radio and its effectiveness.
Week 13&14: The Print Medium:
Market Coverage and Categories of Newspaper, Circulation Analysis.
Clutter in print medium and media planning issues.
Magazines as an Advertising Medium; Advantages and Disadvantages.
Selectivity, Costs, Media Competition and Media Imperatives, Cross-Media
Buys, Magazine Elements, Magazine Circulation.
Week 15&16: Direct-Response and Direct-Mail Advertising.
Growth of Direct-Response Advertising, The Search for alternative media by
Advertisers, Data based advertising. Direct mail catalogues and coupons etc.
Advertising and forms of Sales Promotion, Point-of-purchase Advertising,
Sampling, Event Marketing, Sweepstakes and Contests, Cooperative Advertising,
Trade shows and Exhibits, Directories, Yellow Pages, and Trade Incentives.
Out of Home Advertising.Bill Boards and other Limitations.
Using Outdoor Advertising, Transit and Other out-of-home advertising cost,
Scope, Potential,
Total Marks
Activity
10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100
Recommended Books:
1. Kleppners Advertising Procedure J. Thomas Russell & Ronald Lane Prentice Hall
Internet.
2. Advertising Excellence, International Edition, Bovee, Thill, Dovel& Wood.
Course Name: New Product Development
Credit Hours: 3 BBA
Course Code:
Course Description:
New Product Development (NPD) is a core managerial activity for most companies today, from
multinational corporations to thriving startups. Actual NPD planning policies, processes, and
structures vary considerably across industries and organizations. Factors that contribute to this
diversity of NPD approaches include the dominant corporate culture, the unique elements of a
particular business or industry (purchase cycles, product life cycle, customer target
characteristics, distribution patterns, etc.), and more abstractly, the extent to which a company is
philosophically and operationally market-driven. Regardless of these differences, marketing
managers spend many hours engaged in both routinized and ad hoc new product planning
activities that are often more similar than different.
 At the conclusion of this course, students should be able to do the following critical
activities related to the new product development cycle:
 Develop a marketing-driven plan for a new product launch. This includes concept
development, market planning and post-launch marketing management. Students will be
ableto prepare strategies for each stage of the product development process, and they will
bebetter prepared to react to common issues, risks and business challenges.
 Analyze the most relevant consumer and competitive forces that affect new product
launches. Specifically, students will gain insight on the consumer dimensions of new
product evaluation and adoption. This insight will include methods used to measure
consumer attitudes, gauge usage behavior, prototype product concepts and evaluate go-
tomarket strategies.
 Communicate the unique value proposition of a new product through various marketing
channels. Students will also learn how to develop or extend a compelling brand image.
 Apply various approaches to idea generation, prototyping, and creative development.
Students will be able to compare the merits and drawback of different approaches so that
they can choose and apply them in various product development contexts.
Course Content :
Week 1: Product Concept / New Product Concept
Defining Product (at various levels)
Defining newness (New-to-the-Company, New-to-the-Market Place) New
product Categories (New to the world or market place, new product line,
additions to existing product lines, improvements & revisions to existing
products, repositioning, cost reductions)
Organizing for new product / Product Development Process------A brief overview
Week 2:Pre-Requisites / Motives to New Product Development
Strategic Marketing Planning
Opportunity Identification & Analysis
Corporate Decision of NPD
NPP (New Product Planning), New product Development Team
Week 3: NPD Process
Week 4: Idea Generation & Screening
Sources of Idea Generation (Internal and External)
Idea Generation Techniques
Idea Screening (Evaluation Criteria )
Role of cross-functional team in screening the idea
Choosing the most suitable idea (best alternative)
Week 5: Concept Development & Tasting
Concept Développent Technique (statement, Simulations, model etc.)
Writing the concept statement, Concept Testing
Week 6: Business Analysis
Sales forecasting & Financial Analysis (Costing, Gross Margins, Profitability etc.)
Week 7: Market Strategy Development
Product protocol / new product Charter,Target Market selection, segmentation,
positioning strategies for the new product
Product Attributes, features & benefits, Branding
Week 8:Technical Product Development & Testing
R&D, Product Design, Engineering & Production, Packaging
Coordinating with the other business functions while developing the products
Issues during product development, Product Use Testing, Test market Testing
Week 9: Product Launch
Strategic Decisions, Strategic Launch Planning, Implementation of the
strategic Plan, Functional Launch Plans / Sales Administration, The launch
Management Plan
Week 10:Reducing Cycle Time & Risk Management
Speed to Market, First Mover Advantage, Spotting potential Problems &
selecting the control events
Week 11: New Product Development Practices at Multinational Organizations
Cases & Examples
Week 12 :New Product Development Practices at SMEs / local organizations
Week 14&15: Cases & Examples
Week 16: Revision
Activity
Total Marks
10
Assignment 5
Presentation 5
Midterm 30
Final 50
Total 100
Recommended Books:
1. New Product Management, C. Merle Crawford / C. Anthony Di Benedetto

BBA Revised Scheme of Study 2021

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Scheme of Studies

(Bachelor of Business Administration)

4 Years Program with 130 Credit Hours

Effective from fall 2018 and Onwards

Total Credit Hours: 130 Total No. of Semesters: 8

1. Program Overview and Objectives:

2. Scope of BS Economics Program

 Intermediate with 45% marks in annual system.

 Continuous assessment [class participation + group work + presentation (case)]: 20%

6. Structure of BBA Program

S.NO COURSE C.H CODE

Course Name: Functional-1

Credit Hours: 3 BBA

Week 1: Basics of Grammar; Parts of speech

Course Name: Introduction to Computer

Credit Hours: 3 BBA

Course Name: Introduction to Management

Credit Hours: 3 BBA

Upon completion of the course, students will be able to:

Week1: Introduction to Management Organization, The management Process

Recommended Text Book:

Course Name: Islamic Studies

Credit Hours: 3 BBA

Week1.TauheedQuranic Verses of TAUHEED & PROPHET HOOD:

Recommended Text Books:

Course Name: Introduction to Business

Credit Hours: 3 BBA

After completion of this course, the students are expected to:

Course Name: Introduction to Sociology

Credit Hours: 3 BBA

 Students will assess research studies in terms of key choices anddecisions.

Recommended Text Book :

1. Tischer, L. Henery, 2002, Introduction to Sociology, 7thEdition,The Harcourt Press,

Course Name: English-II

Credit Hours: 3 BBA

After successful completion of this course, the students will learn:

Recommended Text Book:

Course Name: Mathematics

Credit Hours: 3 BBA

Course Name: Pak Studies

Credit Hours: 3 BBA

After completion of this course, the students are expected to:

Week 4. Factors leading to Muslim separatism

Week 5& 6 People and Land

ii. Muslim advent

iii. Location and geo-physical features.

Week 15& 16. Ethnicity a. Foreign policy of Pakistan and challenges

b. Futuristic outlook of Pakistan

Recommended Text Book:

Course Name: Introduction to Psychology

Credit Hours: 3 BBA

 To understand some of the main theories of HumanBehaviour.

Week 1&2 Introduction To Psychology

Recommended Books/Reading Material:

1. Lilienfeld, S.O. et al. (2014). Psychology: From Inquiry to Understanding, Third

Course Name: Principles of Microeconomics

Credit Hours: 3 BBA

Recommended Text Book:

Course Name: Oral Communication & Presentation