PGP Handbook - Institute of Public Enterprise

Management education is transforming 

business enterprises across the globe and adding 

to the prosperity of mankind through innovations, 

creativity and value add. India is emerging 

as the hub of management education. Hyderabad 

is a leading management education center in India. 

Institute of Public Enterprise (IPE), located in 

Hyderabad has many distinct advantages in offering 

the management education, during the last 

four and half decades of its working, IPE has distinguished 

itself as a center for learning. Besides 

its access to policy making institution, it networks 

with enterprises in the public and private sectors, 

NGOs and global institutions. A strong team of 

55 faculty members and over 100 visiting professors 

support its intellectual base. The administrative 

support is rendered by well-trained supporting 

staff. The Board of Governors of the Institute, 

comprising eminent policy makers, highly experienced 

CEOs drawn from public and private enterprises, 

internationally known researchers provides 

the policy direction to the Institute and monitors 

it’s functioning. The Institute is well-linked to the industry 

which is actively involved in the design and 

implementation of its various long term courses 

and also in its placement programme. The course 

contents are frequently revised to bring them in line 

with the requirements of the industry. The Institute 

has identified soft skills as an important component 

of management education. Many databases on 

economy and industry have been acquired to help 

the students in completing their short term and long 

Director’s Message 

term projects and assignemtns. Enough room is 

provided for personality development and learning 

through interaction in seminars, conferences, conclaves 

and sports. A wide variety of teaching methods 

are used including case studies, role plays, 

field visits, management games, computer aided 

exercises and group discussions. The Institute’s 

state-of-art infrastructure includes digital library, 

Wi-Fi campus; Computer Labs and latest multi media 

computers and peripherals, 4 Mbps Internet, air 

conditioned classrooms with the latest audio-visual 

equipments. IPE library is world-class in terms of 

collection of management books, reports and journals. 

IPE provides holistic management education 

based on its long experience in management research, 

education, training and consultancy. 

The students are expected for the effective 

utilization of resources and to enhance cultural, 

intellectual, leadership, personal, and professional 

development. An effective manager is the one 

who sets himself as a role model for others. As 

the Institute is on a mission to build prospective 

managers, it attaches great importance to integrity 

and discipline. A sense of responsibility, humility 

and a high degree of maturity which benefits 

prospective managers, are expected as a matter 

of course from every student, both within and 

outside the campus. 

R K Mishra 

Director 

Institute of Public Enterprise – PGP Student Handbook • 1

The Institute of Public Enterprise (IPE) was established 

in 1964 as an autonomous non-profit society 

whose membership is drawn from various business 

enterprises and academic institutions. It was started as 

a research institute, and over a period of time its activities 

expanded to consultancy, training and education, 

infotech and biotech. 

A three year part-time Master of Business Administration 

(Public Enterprise) MBA (PE) programme, 

which is affiliated to Osmania University, was started in 

1981. The participants for the programme include senior 

and middle level managers of both public and the 

private enterprises and officers from the armed forces 

etc. 

The PGD Programmes 

As part of its mission to provide trained manpower 

to the corporate sector, the IPE started a two-year, fulltime, 

day programme, in 1995, entitled Post Graduate 

Diploma in Management (PGDM) with the approval of 

All India Council for Technical Education (AICTE), Ministry 

of Human Resource Development, Government 

of India. 

Subsequently PGDM-RM (2007) and PGDM-BIF 

(2008) PGDM-Biotechnology, PGDM-International 

Business (2009) were started to train the students in 

the specialized subjects such as Retail Marketing, 

Banking, Insurance and Finance, Biotechnology and 

International Business. 

2 • Institute of Public Enterprise – PGP Student Handbook 

Introduction 

Academic Year 

Every academic year consists of two semesters. The 

duration of each semester is approximately six months including, 

summer project, long-term project work and other 

related activities. The semesters I and III begin in June 

and semesters II and IV during November/December. 

Registration 

At the beginning of each academic year, every 

student is required to register in person on the registration 

day as indicated in the academic calendar. Any 

student failing to do so, will have to obtain permission 

from the concerned Course Coordinator or a Committee 

constituted by the Director. The second year fee is 

to be paid before the commencement of III semester or 

on the day of registration. 

Merit and Merit-cum-Means Scholarships 

In recognition of the need to promote talent and 

assist the needy, the Board of Governors of the Institute 

has started a scheme of awarding Merit and Meritcum-Means 

Scholarship Scheme from 2008-09. This 

is to extend financial support to students pursuing the 

studies for the Post Graduate Diploma Programs. The 

number of scholarships will be 10 per cent of the total 

intake in the PGD programmes. 

Loans 

The students can avail education loan facility from 

any bank. To facilitate, the Institute will issue a bonafide 

certificate to the concerned Bank.

Library 

The Institute’s Library has a rich collection of 

48,000 books, which includes, books, pamphlets and 

bound journal volumes and it annually receives more 

than 160 journals-national and international. The library 

collection also includes the publications of the 

Controller and Auditor General (CAG), Government of 

India; the Annual Survey of Public Enterprises brought 

out by the Ministry of Industry, Government of India; 

and also the evaluation reports brought out by the different 

State Bureau of Public Enterprises. 

Audio-Visual facilities 

The Library has around 300 Video Cassettes on 

various subjects related to Management, Computers 

etc. The students can use this facility with the prior permission 

of the librarian. There are 12 computers in the 

library for the use of students. 

e-Resources 

The IPE library provides web-based access to 

over 10,000 full text journals and 6 databases 24 x 7 

on institute-wide network as per the following details. 

Library subscribes to the following online database: 

1. EBSCO Online Database Elite where more than 

1100 journals can be accessed. 

2. India Business Insight Database (IBID) where Indian 

journals and Indian newspaper clippings may 

be accessed. 

3. Prowess- CMIE, a highly normalized database of 

8100 Indian companies including their financial 

statements, stock market information and product 

profiles. It is complemented with powerful 

Infrastructure Facilities 

analytical software tools to generate wide variety 

of reports for analysis and research. 

4. Emerald Xtra Management- 200 International 

Journals full text is available. 

5. Indiastat - statistical information about India. 

6. Jstor- Archieves of the academic journal around 

more than 1000 journals are available in full text. 

Reference Room 

There is a separate reference room where the 

books are for reference and not meant for issue. The 

handbooks dictionaries, directories, encyclopedia, 

complete reference books are arranged here. In addition, 

copies of thesis submitted by the doctoral research 

scholars are also kept for reference. 

Operational Information 

n The Library is open from 8.00 a.m. to 9.00 p.m. on 

all working days. The library timings on Saturdays 

and Sundays are from 10.00 a.m. to 3.00 p.m. 

n Library will remain closed as per the list of holidays 

of IPE calendar. 

n Checkpoint: All the students are required to leave 

handbags and briefcases in the places provided. 

They are requested to cooperate with the staff on 

duty at the checkpoint. 

nw Circulation Desk: It is located in the library main 

hall. Any material that is to be borrowed should 

be taken to this desk for issuing and also for 

returning the books borrowed earlier. Please 

check the books for defaced, mutilated and 

missing pages before getting them issued. Once 


the books are issued, the borrower is expected 

to submit them in proper shape and good 

condition. 

n Each student will be issued three library cards. 

Only one book can be borrowed against each 

card. Every student is responsible for all the 

books borrowed on his/her card. Loss of 

card should be informed to the library staff 

immediately. 

n Please note that books could be borrowed for a 

period of 15 days. 

n Kindly do not reshelf the books after use. 

Instead, leave them on the table and the Library 

staff will shelve them. A book misplaced is a 

book lost. 

n All the students should carry their Photo Identity 

Card and produce the same whenever required. 

n The students are expected to strictly maintain silence 

in the Library and any violation of Library 

rules and regulations will be treated as indiscipline, 

liable for corrective action. 

Computer Laboratory 

The Institute has a computer laboratory equipped 

with a number of Pentium-based computers and a 

wide variety of peripherals. All the computers have 

been loaded with licensed software such as: Operating 

Systems (MS Windows XP and Linux), Packages 

(MS Office, Tally Accounting Software) and Anti-Virus 

Software (ESET NoD 32 Smart Security). An e-mail 

ID (@ipeindia.org) will be provided to each student 

to communicate with corporate regarding Summer 

Internship Projects and Placements. The Institute 

provides internet facility through leased line of 

4 Mbps for fast, reliable and uninterrupted internet 

service. The entire IPE campus has been Wi-fi 

enabled providing 24 X 7 X 365 internet acess to 

students and employees. 


Operational Information 

1. The Computer Laboratory is open from 9.30 a.m. 

to 8.30 p.m. on the week days (Monday to Friday) 

and 9.30 a.m to 5.30 p.m on Saturdays. 

2. The laboratory remains closed on Sundays. 

Laboratory will remain closed as per the list of 

holidays of IPE calendar. 

3. The students need to take prior permissions 

from the laboratory instructors to utilize computer 

facilities on other than scheduled class hours. 

4. The students will not be permitted to bring outside 

CDs and DVDs and use them in the laboratory. If 

any student is found violating this norm, the diskettes 

used will be impounded. 

5. The students are required to leave their books, 

bags and footwear along with socks before entering 

computer laboratory, in the place provided. 

The institute, however, shall not be responsible for 

any loss or theft. 

6. After the usage of computers, the students have 

to ensure that the systems are shut down properly 

and the chairs are put in place. 

7. The students are not allowed to bring outsiders or 

friends into the laboratory. The students are also 

expected to maintain absolute silence and co-operate 

for the better utilization of the laboratory. 

8. Any violation of laboratory norms will be treated as 

indiscipline and necessary action will be initiated. 

Reprographic Centre 

The Institute has Photocopying facility. An outside 

contractor maintains the Photocopying Centre. The 

Students may avail this facility on payment basis. 

Canteen 

The Institute has a canteen, managed by an outside 

contractor. Tea, Coffee, snacks and working lunch 

will be available on all the working days on payment 

basis.

Class Schedule 

The classes will be normally scheduled on all the 

working days. However, the students may note that, 

whenever required, the faculty members in consultation 

with the Course Coordinator can re-schedule the 

classes, even on holidays and outside the normal 

class hours. 

Attendance 

The Institute insists on punctuality and regular attendance 

by students in all classes. Active participation 

of the students in classroom discussions is essential 

and this carries weightage for internal evaluation. 

Prior permission from concerned Course Coordinator 

must be obtained for leave of absence. Any 

non-compliance is viewed as a serious breach of code 

of conduct, and the student concerned will be duly 

advised or warned. If any student persists in such a 

deviant behaviour, the Course Coordinators may recommend 

to terminate the enrolment of such a student. 

In case of absence due to sickness/illness, condonation 

to a maximum extent of 10 percent of aggregate 

attendance is granted only on the production 

of medical certificate from a qualified registered and 

practicing medical doctor. Absence for any other reasons 

has to be supported by proper evidence to the 

satisfaction of the Course Coordinators. 

Notwithstanding the above provisions, every student 

shall have to maintain a minimum attendance of 

85 percent in each subject, except in case of condonation 

on medical grounds, when the minimum is 75 

percent. Failure to satisfy the attendance regulation 

will result in not being permitted/allowed to write the 

respective end-semester examinations. 

Academic Conduct 

The above regulations regarding attendance hold 

good even during the period when the student is on 

project work. IPE expects every student to conform to 

all the requirements of attendance in order to avoid attracting 

the penal provisions mentioned above. 

The faculty may insist on the students to attend 

the maximum number of sessions in his/her course 

and will be free to adopt any measure to regulate attendance 

or penalise absence to ensure smooth and 

uninterrupted learning in his/her class. 

The students are enjoined to keep track of the 

several modes of internal assessments practiced in 

the Institute. They are advised to get the details of 

the assessment modes from the concerned faculty. 

They are also advised to note that it is the responsibility 

of the students to attend all the tests/ 

assignments conducted in each subject. Failure to 

do so, without prior permission of the faculty member 

concerned, in any test/assignment may result in 

the student foregoing the benefit of score, which he/ 

she would have otherwise obtained. The faculty will 

not, as normal course, conduct the test/assignment 

again for such students, unless prior permission is 

obtained. 

Students are advised that the code of conduct 

require that no one will be allowed to enter the class 

room five minutes after commencement of the class. 

Similarly, no student is expected to walk out of the 

class while the class is in progress. The students are 

not expected to cross converse or talk in the class 

room while the lecture is in progress. The cell phones 

should be switched off in the class rooms. The concerned 

faculty member or the Course Coordinators 

may view these acts as breach of discipline and may 

take appropriate action as deemed suitable. 


Code of conduct 

1. The following breaches of discipline may result in 

immediate expulsion from the Institute. 

a) A proven case of gross misconduct, 

b) Any form of malpractice during the examination, 

c) Proven case of fudging data or other information 

in the preparation and reporting of project 

and 

d) Indecent behaviour with faculty, staff or other 

students. 

2. Unless otherwise specified by the faculty, students 

must not seek assistance of other students 

in any way in their assignments. The assignments 

should be the independent work of the students. 

The students are advised in their own interest not 

to communicate their written analysis or answers 

to other students. If any one is found doing so, 

both the students who copied and who helped to 

copy will be given ZERO marks. 

3. It is the responsibility of all to maintain discipline, 

cleanliness and order in the lecture rooms and 

seminar rooms. Every classroom is equipped with 

an LCD projector, which shall be well maintained. 

The Institute expects the students, as befitting mature 

managers, to use resources such as electricity 

sparingly by turning off lights, fans, ACs, LCDs, 

Computer & Audio System, etc. when not in use. 

It is unbecoming of the managers to deface walls 

and furniture with graffiti. 

4. The students are expected to wear formal dress, 

shoes and tie (boys), formal saree (girls), identification 

card during their industrial visits, placement 

activity and during the visits made by the persons 

of eminence. Students are also expected to wear 

decent dress while attending classes. 

5. It is the Institute’s policy to forbid smoking and consumption 

of alcohol in the premises of the Institute. 


6. It is not only necessary to maintain absolute 

silence in the library but also maintain decency 

and proper decorum in the Institute premises. 

7. The students are required to understand the importance 

of being on time and its utility. The Institute 

expects the students to use time gainfully and not 

to waste their time by loitering and chatting in the 

corridors, canteen and in the Institute’s premises. Instead, 

they are encouraged to use the well-equipped 

library, reading various books, journals and other important 

documents during their spare time. 

8. It is compulsory for the students to attend all the 

lectures/seminars given by visiting/guest faculty 

and also by persons of eminence or captains of 

industry. 

9. Once the academic schedule is announced, it will 

not be changed or altered. 

10. The Institute is no way responsible for the loss of 

personal belongings and therefore students are 

cautioned to take utmost care of their belongings. 

11. Ragging is strictly prohibited. Those who indulge in 

such activities will be dismissed from the Institute. 

12. Cases of indiscipline or misconduct such as instigation, 

agitation, mass abstentism from classes, 

irresponsible behaviour inside or outside the 

classes, use of unethical practices during the 

summer project, long term project, during the 

placement or violation of the rules and regulations 

of the Institute shall be severely dealt with. 

The Institute reserves the right to expel a student 

or order him to leave the Institute at any time for 

unsatisfactory academic performance. 

13. In matters of discipline the decision of the Director 

(or his nominee) will be final. 

Curriculum 

Each student is provided with a copy of the 

student handbook at the time of registration which

contains the syllabus. The syllabus may be revised as 

and when it is found necessary to keep abreast with the 

recent developments in management theory and practice. 

The long term PGD programmes consist of core 

courses, electives and project work. These have been 

further divided into five credit, four credit, three credit 

and two credit courses, with approximately 50 hours, 40 

hours, 30 hours and 20 hours of instruction respectively. 

Core Subjects 

At present, all the courses in the first two 

semesters are core subjects and compulsory for all 

the students. The core subjects aim at providing: 

n Knowledge of management concepts, positive 

attitudes and analytical skills for managerial 

effectiveness. 

n Accelerated acquisition of business knowledge, 

vision and skills to meet future challenges. 

n An understanding and appreciation of business 

environmental changes and their relevance to the 

business enterprises. 

Elective Subjects 

The Institute offers a wide range of specialization 

in various functional areas of management. Students 

are required to take two streams of specializations 

(equivalent to 24 credits). The elective subjects are designed 

to enrich the understanding of the functional areas 

of management that were already studied. These 

subjects aim to facilitate the students to specialise or 

to acquire thorough knowledge in specific functional 

areas as to how the various basic concepts can be applied 

in practice. 

The elective subjects are offered during III and IV 

semesters. 

The students are required to exercise and indicate 

their options for elective subjects by the end of 

II semester. The change of electives will be accepted 

within 7 days from the date of commencement of the III 

semester and accordingly, within three to five days of 

the receipt of the options, the list of students for each 

elective course will be finalized and displayed on the 

notice board. 

Once the list of the students for each elective is 

finalised, no request for changes whatsoever will be 

entertained. 

No elective subject will be considered to be offered 

if the total number of students opting for it is less 

than 10%, which is the minimum enrolment. 


Every student has to do two projects that is 

Summer Internship Project (SIP) and the Long Term 

Project (LTP). For both the projects, each student will 

be attached to a faculty member of the Institute who 

will act as an internal guide. The students are also 

encouraged to take guidance from outside experts, 

drawn from industry or other institutions. 

Summer Internship Project (SIP) 

The summer project is of six to eight weeks’ 

duration under the guidance of a senior manager 

(company guide) of the organisation in which the 

project is undertaken and the concerned faculty 

member at IPE, who will finally grade it after completion 

and submission of the project report. Through 

this, the students will have an opportunity to industry 

exposure and to interact with the live aspects of a 

working business organisation. This helps them to 

sharpen their knowledge in terms of translating the 

concepts into practical realities. The summer project 

also provides an opportunity to understand and appreciate 

various managerial problems. In addition, 

this practical experience enables students to define 

their career goals and areas of interest for long term 

project. 

The summer project is to be undertaken during 

the summer vacation between the II and III semesters, 

and is compulsory for all the students. While 

registering for the III semester, all the students are 

required to submit one soft copy and one hard copy 

of the summer project report and a summer project 

completion certificate from the organisation in which 

the project was undertaken. The course coordinator 

will not accept the report without the completion 

certificate from the organization. 


Projects 

Warning letters will be issued to students who receive 

adverse comments from their company guides. 

Students may note that it is expected and incumbent 

on them to uphold the culture and discipline of IPE 

even during the summer project. They are expected 

to uphold the dignity of IPE in the organisation as the 

summer project is an extension of IPE academic activity. 

Any departures from the accepted code of behaviour 

or unbecoming conduct of IPE students shall 

entail severe action against the errant student. The 

summer project report will be evaluated for 60 marks 

i.e. 30 marks by the internal faculty member and another 

30 marks by a faculty committee consisting of an 

external examiner during viva voce to be conducted by 

the Institute. 

Long Term Project (LTP) 

The long-term project enables the students to 

have an intensive study of managerial issues in their 

selected area of interest. This project aims to acquaint 

the students with systematic research methodology, 

sharpen their knowledge on concepts, and build analytical 

and interpretation skills. The project provides an 

opportunity to apply the concepts, techniques, and 

skills that students may have already learnt through 

class room discussions, live case studies, computer 

based analysis and library research in real life situations. 

The students have to take up the long-term project 

at the beginning of the III semester and spread 

over to the IV Semester. The report in hard and soft 

copy should be submitted at least a week before commencement 

of IV semester final examinations. The examination 

of the Long-Term Project would be based 

on the evaluation of the dissertation/report submitted 

by the student for 50 marks, followed by a viva-voce/ 

student presentation for 50 marks.

Post-Graduate Diploma in Management 

The Post Graduate Diploma in Business Management 

(PGDM) approved by the AICTE, is a two year full 

time programme designed to educate, train and equip 

students with managerial skills to lead and transform 

organizations to meet the challenges of globalization 

and competition in the new millennium. The Association 

of Indian Universities (AIU) recognized the PGDM 

as equivalent to MBA programmes being conducted 

by the Indian Universities. 

Objectives 

n To facilitate accelerated acquisition of business 

vision, knowledge and skills to meet future challenges. 

n To introduce a wide range of management concepts, 

analytical skills and techniques for problem 

solving and decision making. 

n To develop understanding of current business 

realities and confidence to successfully run business 

enterprises. 

Highlights 

n The PGDM is in 17th year of its offering. 

n Syllabus of the course is brought in line with the 

needs of the industry. 

n Wider choice of electives to equip students with 

contemporary knowledge and skills of management. 

n Methodology of teaching has been broad based 

so as to include cases, exercises, computer 

based games, role play, presentations and business 

quiz. 

Course Curriculum 

n A course outline is circulated at the commencement 

of the programme. 

n Teaching of foreign language has increased the 

course appeal enhancing global placement opportunities. 

Total Credits 

S.No. Semester Credits 

1 I 35 

2 II 38 

3 III 33 

4 IV 14 

Total 120 

Semester-I 

Code Subjects Credits 

101 Management & Organizational 

Behaviour 

4 

102 Financial, Cost & Management 

Accounting 

5 

103 Managerial Economics 3 

104 Quantitative Techniques for 

Management 

4 

105 Marketing Management 3 

106 Personality Development & Business 

Communications 

4 

107 IT for Business Applications 3 

108 Foreign Language 3 

109 Public Sector Policy & Issues in 

3 

PGDM Management 

110 Seminar/ Viva Voce [1+2] 3 

Total Credits 35 


Semester-II 


201 Production & Operations 

Management 

202 Operations Research 4 

203 Marketing Research 3 

204 Human Resource Management 3 

205 Indian Business Environment 3 

206 Financial Management 4 

207 PGDM Corporate Governance & 

Business Ethics 

3 

208 PGDM Decision Support System 3 

209 PGDM Entrepreneurship Development 3 

210 PGDM Elements of Banking & Insurance 3 


212 Summer Project/ Viva Voce 3 


Semester-III 


301-304 * Four papers from elective 1 

(4 x 3 = 12 credits) 

12 


(4 x 3 = 12 credits) 

12 

309 Strategic Management 4 

310 PGDM Business Laws 3 



Electives 

The students have to select any two Elective Streams from 

the following: 

Finance Electives 

F1 Security Analysis & Portfolio 

Management 

3 

F2 Financial & Credit Analysis 3 


4 

F3 Financial Planning & Wealth 

Management 

3 

F4 Risk Management & Derivatives 

HRM Electives 

3 

H1 Industrial Relations & Labour Laws 3 

H2 Training & Development 3 

H3 Contemporary Issues in HRM 3 

H4 Organizational Development 

Operations Electives 

3 

O1 Supply Chain Management 3 

O2 Total Quality Management 3 

O3 Management of Service 

Operations 

3 

O4 Technology Management 

Systems Electives 

3 

S1 Relational Database Management 

System 

3 

S2 Management Information System 3 

S3 e- Business 3 

S4 Data Warehousing & Business 

Intelligence 

Marketing Electives 

3 

M1 Services Marketing 3 

M2 Consumer Behaviour & CRM 3 

M3 Strategic Marketing 3 

M4 Sales, Distribution & Retail 

Management 

3 

Semester-IV 


401PGDM International Business 3 

402PGDM Project Management 3 

403PGDM Privatization and Regulation of 

Business 

3 

404 Long term Project 5 

Total Credits 14

Post-Graduate Diploma in Management- 

Retail & Marketing 

The Post Graduate Diploma in Management – Retail 

& Marketing (PGDM-RM), is a two year full time programme 

comprising four semesters of study including 

the project work. 

n The course is approved by All India Council for 

Technical Education (AICTE), Ministry of Human 

Resources, Government of India. 

Programme Objectives 

n To facilitate accelerated learning in Marketing and 

Retail Management. 

n To provide strong conceptual background, analytical 

skills and techniques for problem solving and 

decision making. 

n To develop knowledge of contemporary Marketing 

and Retail Management issues at the strategic level. 

n To provide trained post graduates to suit the requirements 

of Marketing and Retail industry. 

Highlights 

n Academic Member of Retailers Association of India 

(RAI) 

n An integrated, multi-disciplinary programme with 

innovative teaching methods to enhance analytical 

and problem-solving skills. 

n Captains from industry / business regularly invited 

to address the students, bridging the gap between 

classroom theory and shop floor practices. The 

focus is on comprehensively grasping the market 

environment and evolving business practices. 

n Personality Development module to tap the full 

potential of students by improving self-management, 

business communication skills and leadership, 

while inculcating work ethics and a proper 

career attitude. 

TOTAL CREDITS 

S No Semester Credits 

1 I 38 

2 II 38 

3 III 39 

4 IV 05 

TOTAL 120 

The first year of the programme is devoted to the 

imparting of core management courses along with a 

few programme specific courses. 

The students are required to undergo six weeks of 

Summer Internship in reputed enterprises for industry 

exposure and to gain hands-on-experience of working 

in a business organization during the interregnum of 

first and second year. The students are also required to 

carry out a Long Term Project during the IV Semester, 

which prepares them for assignments in the industry. 

The second year is devoted to the study of vital 

issues of strategy and implementation. The students 

will get an opportunity to gain expertise in select functional 

areas of their choice. The students are required 

to choose two specializations from Finance, HR, Operations 

& Systems Electives. 

Semester-I 



Behaviour 

4 


Accounting 

5 



Management 

4 




4 





109RM Corporate Law for Marketing & Retail 3 

110RM Retailing Management 3 

111 Seminar / Viva Voce [1+2] 3 


Semester–II 

Code Subjectss Credits 

201 Production & Operations Management 4 






207RM Retail Store Operations & Mall 

Management 

3 

208RM Advertisement & Brand Management 3 

209RM Sales Management 3 

210RM Industrial & International Marketing 3 




Semester-III 


301-304 * Four papers from elective 1 (4 x 3 

= 12 credits) 

12 

305-308 * Four papers from elective 2 (4 x 3 

= 12 credits) 

12 


310RM Consumer Behavior & CRM 3 

311RM Services Marketing 3 

312RM Store Layout, Design & VM 3 




Electives 


the following 


F1 Security Analysis & Portfolio Management 3 


F3 Financial Planning & Wealth Management 3 


HRM Electives 

3 






3 



O3 Management of Service Operations 3 



3 

S1 Relational Database Management System 3 



S4 Data Warehousing & Business Intelligence 3 

Semester-IV 





Banking, Insurance & Financial Services 

n The Banking, Insurance and Financial Services 

Sector today is characterized by globalization, 

consolidation and convergence. In this scenario, 

innovation is a major driving force for achieving

competitive advantage through creation of new 

business opportunities. Hence, IPE has designed 

a specialized course in this direction, in the form 

of the Post Graduate Diploma in Banking, Insurance 

and Financial Services (PGDM-BIF). 

n PGDM-BIF is a two year full time Programme comprising 

four semesters of study including the project 

work. 

n The course is approved by All India Council for 

Technical Education (AICTE), Ministry of Human 

Resources, Government of India. 

Programme Objectives 

n To facilitate accelerated learning in emerging areas 

in finance such as banking, insurance and financial 

services. 

n To provide strong conceptual background, analytical 

skills and techniques for problem solving and 

decision making. 

n To provide trained post graduates to suit the requirement 

of Banking, Insurance and Financial 

Services Industry. 

Highlights 

n A unique programme designed to meet the requirements 

of Banking, Insurance and Financial 

Services sectors and it provides a platform for 

discussing the contemporary developments and 

issues through regular interactions with Captains 

from Industry / Business. 

n Programme delivery through innovative teaching 

methods by a mix of distinguished supplemented 

by regular Seminars and Conferences to update 

the students with the state of art practices in the 

industry. 

n Personality Development module to tap the full potential 

of students by improving self management, 

business communication skills and leadership, while 

inculcating work ethics and a proper career attitude. 

n Emphasis on “hands on experience” in the use of 

Computers for better understanding of IT Application 

in Banking, Insurance and Financial Services sectors. 

n Learning of a Foreign Language to enhance placement 

opportunities abroad. 

Total Credits 


1 I 38 

2 II 37 

3 III 36 

4 IV 9 

Total 120 

Semester-I 



Behaviour 

4 


Accounting 

5 



Management 

4 




4 



109BIF Principles & Practices of Life 

Insurance 

3 

110BIF Principles & Practices of Banking 3 



Semester–II 



Management 

4 








207BIF Principles & Practices of General 

Insurance 

208BIF Financial Markets, Institutions & 

Services 

209BIF Legal Environment for BIF 3 

210BIF Project & Infrastructure 

Management & Financing 



Semester-III 




(4 x 3 = 12 credits) 


(4 x 3 = 12 credits) 


310BIF International Banking & Finance 3 

311BIF Retail Banking, Rural Banking & 

Micro Finance 

3 



Electives 


the following 


F1 Security Analysis & Portfolio 

Management 

3 



3 

3 

2 

12 

12 

F3 Financial Planning & Wealth 

Management 

3 


HRM Electives 

3 






3 






3 


System 

3 




Intelligence 


3 




M4 Sales, Distribution & Retail 

Management 

3 

Semester-IV 

Code Subject Credits 

401BIF Actuarial Concepts & Principles 2 

402BIF Treasury & Forex Management 2 


Total Credits 9


International Business 

A Programme to transform management students 

to Global Business Managers 

PGDM –IB is a management programme aimed at 

imparting additional knowledge of International Business 

related subjects covering international or global 

aspects of finance, marketing, branding, logistics, 

supply chain management, foreign trade, commodity 

trading, manufacturing, services businesses and also 

foreign currency management, financial risk management, 

etc. 

Since most of the businesses nowadays get 

transformed into global businesses, the management 

students must be exposed to as many international 

business subjects as possible within the two years that 

they spend in a PGDM programme. The programme 

also includes a visit to ports / industries in Singapore/ 

Malaysia at cost by students in the first year of the 

programme, which provides them adequate global 

exposure. 

A power packed curriculum as indicated above, in 

addition to the normal PGDM/MBA subjects, provides 

students a gateway to enriched careers and makes 

them fit into the present day business organization as 

knowledge endowed business managers not only in 

Indian / MNC companies but also a few global ones. 

Objectives 

n To impart to students knowledge of various business 

management subjects of a regular MBA level 

programme as well as of subjects related to international 

business. 

n To transform the students into future Global Business 

Managers / Leaders/ Entrepreneurs. 

n To facilitate students to develop their analytical, 

managerial, entrepreneurial and leadership 

skills. 

Highlights 

n The programme gives the students the dual advantage 

of gaining knowledge additionally of global 

business / international business. Subjects such 

as Global Marketing Management, International 

Brand Management, Cross Cultural Management, 

International Finance, Foreign Currencies 

& Risk Management he understanding of real life 

business environment,WTO/ International Trade, 

Export / Import Documentation, Commodity Trading, 

etc are typical additional subjects included in 

the cutting edge curriculum which prepares the 

students as Managers who could adeptly handle 

both domestic as well as international business. 

n Useful subjects are added to add value in keeping 

with the dynamically changing demands of the 

present day intensely competitive business environment, 

such as ‘Sectoral Export Business Strategies’ 

and ‘Innovation Management’ which were 

brought into the curriculum. 

n French language is taught and Spanish will also 

be offered depending on the number of students 

opting for the latter language. 

n Study Visits to commercial ports in India, Malaysia 

/ Singapore have to be undertaken as integral 

part of the course to gain knowledge of the important 

merchandise shipment, handling, storage as 

well as logistics related activities which is a must 

for all PGDM-IB students. 

n Exposure to essential e-databases such as EB- 

SCO, Prowess, indiastat.com, JStor, etc., and also 

group presentations based on business newspaper 

readings by students, etc., enhance the understanding 

of the real world business environment 

across the globe. 

n Industry executives’ lectures in the programme, as 

well as seminars organized by the IB Dept., apart 

from several case studies deployed in the courses 

enrich the practical knowledge of businesses. 


n Dual Specialization in any two of the functions 

such as Marketing, Finance, HRM, Operations 

and Systems enable students to gain higher level 

knowledge across elective specialization streams. 

Total Credits 


1 I 37 

2 II 37 

3 III 36 

4 IV 10 

Total 120 

Semester-I 



Behaviour 

4 


Accounting 

5 



Management 

4 


106 Personality Development & 

Business Communications 

4 



109IB International Business – I 3 

110IB Trade Documentation & Finance 2 



Semester–II 



Management 

4 








207IB Cross Cultural Management 3 

208IB International Brand Management 3 

209IB Global Marketing Management 3 

210IB International Business-II 2 




Semester-III 



(4 x 3 = 12 credits) 

12 


(4 x 3 = 12 credits) 

12 


310IB Global Supply Chain Management 3 

311IB Foreign Currencies & Global 

Finance 

3 



Electives 


the following 






HRM Electives 

3 




H4 Organizational Development 3







3 


System 

3 




Intelligence 


3 




M4 Sales, Distribution & Retail Management 3 

Semester-IV 


401IB Commodity Trading & Price Risk 

Management 

2 

402IB Innovation Management 3 




Biotechnology 

Recent advances in life sciences have brought 

about a revolution and transformation of the biotechnology 

industry. From agricultural and environmental 

to pharmaceutical and healthcare products and services, 

these industrial sectors represent one of the 

largest and most steadily growing building blocks of 

the global economy. Their social impact is overwhelming, 

generating tremendous progress in quality of life, 

but also need strong reactions that need responsible 

management based on solid ethical principles. 

The Post Graduate Diploma in Management 

– Biotechnology (PGDM-BT) was approved by All 

India Council for Technical Education (AICTE) and 

is designed to provide the students with the knowledge 

and skills necessary to face the challenges and seek 

the business opportunities. This innovative two year 

full time program consists of four semesters including 

project work(s) and combines general business 

fundamentals with specific industry knowledge that 

will help them excel in any position within the 

industry in general and biotechnology industry in 

particular. The many and varied networking opportunities 

which are incorporated in this program, arise 

from the diversity of the peers, interactions with 

industry leaders, world-renowned faculty members 

and a close link with the biotech academic and 

business community. 

The syllabus is designed keeping in view of the 

recent developments in industry and industry needs. 

However, the subjects and number of credits might 

change whenever necessary based on the currency 

and industrial demand. 

The “Post-Graduate Diploma in Management 

– Biotechnology” (PGDM-BT)” is a two-year full time 

program approved by AICTE, Govt. of India. The 

course offers a lot of scope and advantage to the 

students in terms of career prospects, enhancement 

of biotechnology industrial knowledge and 

applications. 

Objectives 

n To facilitate accelerated learning in emerging areas 

of Biotechnology and Business Management. 

n To provide trained post graduates to meet the 

needs of biotechnology industry. 

n To integrate the principles of management in the 

science of biotechnology. 


Highlights 

n Uniqueness in providing curriculum which is procorporate 

and relevant to recruiters in the industry. 

n Highly rigorous programme with cutting edge 

specializations in functional areas of management 

(HR/Operations/Finance/Marketing/Systems). 

n Highly qualified and experienced faculty. 

n Industry Internship Programme. 

n Excellent Academia-Industry partnership. 

n Pedagogy includes: a judicious blend of class 

room lectures, action oriented assignments, role 

plays, seminars, management games, case studies, 

research and presentations 

Course Structure 

It is a two-year full time program comprising 

four semesters of study including project work. The 

power packed curriculum is designed in such a 

way that it meets the trends and needs of both the 

biotech industry and academia and train the manpower 

in managing biotechnologies/life sciences and 

the related companies. 

Study Focus 

n Business Management 

n Core Biotechnology Concepts 

n Biotechnology Business 

n Case Studies and Business Plan/s 

Total Credits 


1 I 38 

2 II 37 

3 III 35 

4 IV 10 

Total 120 


Semester-I 



Behaviour 

4 


Accounting 

5 



Management 

4 




4 



109BT International Business 3 

110BT Applied Biotechnology 3 



Semester–II 



Management 

4 






207BT Agricultural Biotechnology 3 

208BT Biosafety Regulations & Risk 

Assessment 

3 

209BT IPRs & Bioethics 3 

210BT Pharmaceutical Biotechnology 2 



Total Credits 37

Semester-III 



(4 x 3 = 12 credits) 


(4 x 3 = 12 credits) 


310BT Industrial & Environmental 

Biotechnology 

311BT Project Management 2 


12 

12 


Electives 


the following 






HRM Electives 

3 






3 






3 

S1 Relational Database Management System 3 



S4 Data Warehousing & Business Intelligence 


3 



3 


M4 Sales, Distribution & Retail Management 3 

Semester-IV 


401BT Entrepreneurship Development in 

Biotechnology 

2 

402BT Corporate Law & Governance 2 

403BT Biotech Companies & Lab Visits / 

Report writing 

1 

404 Long Term Project 5 


Executive Post Graduate Diploma in 

Management – (Exec. PGDM) 

The AICTE approved Exe.PGDM programme is 

specially designed for middle level executives aspiring 

to assume top management responsibilities and work 

as change agents in reputed organisations.The objective 

of the programme is to provide multiple opportunities 

in a short span to develop managers to meet industry 

needs in the global arena. A unique feature of 

the programme is the global module which provides 

an opportunity for an international exposure and ability 

to understand and work in cross-cultural environment. 

The AICTE approved Exe.PGDM programme is 

specially designed for middle level executives aspiring 

to assume top management responsibilities and work 

as change agents in reputed organizations. 

Objectives 

n To provide multiple opportunities in a short span 

to develop managers to meet industry needs in 

the global arena. 

n A unique feature of the programme is the global 

module which provides an opportunity for an in- 


ternational exposure and ability to understand 

and work in cross-cultural environment. 

Course Curriculum & Structure 

The 15 months programme will have 9 months of 

course work and 6 months of project work. The course 

work is divided into 3 terms each of 3 months duration. 

Students will have to complete 2 projects, one minor 

project of 2 months duration after the 2nd term and 

another major project of 4 months duration after the 

completion of 4th term. The course work for each of 

the 3 terms will end with one week of exams. The students 

are advised to do project work in the area (s) 

they want to specialize in/ make a career. 

Electives Modules: The programme offers a wide 

range of electives from the areas of Marketing, Finance, 

Human Resource Management and Operations. In the 

elective term, participants will have to opt for 6 courses 

out of the electives on offer. Actual courses offered will 

depend on the number of interested candidates as 

well as the availability of faculty resource. IPE reserves 

the right to offer new electives or delete existing ones, 

as per industry developments and requirements. 

SAP: The students at IPE can take advantage of the 

opportunity to learn SAP through two courses which 

are offered on campus by an external vendor at very 

economical prices. The courses are entirely optional 

against payment for students who are keen to specialize 

in SAP as a career. 

Total Credits 

S.No. Term Credits 

1 I Term 24 

2 II Term 24 

3 III Term 15 

4 IV Term 24 

5 V Term 25 

Total 112 


Course Structure 

Term - 1 (12 Weeks Duration) 

Code Subject Credit 

101 Managing People and Organizations 4 



104 Quantitative Methods for 

Management Decisions 

4 

105 Marketing Management- I 4 

106 Financial, Cost and Management 

Accounting 

4 


Term - 2 (12 Weeks Duration) 



202 Business Research Methods 4 

203 International Business & Economic 

Environment 

4 

204 Marketing Management II 4 


206 Operations Management 4 


Term - 3: Project - 1 - Minor Project 

(8 Weeks Duration) - 15 Credits 

Term - 4 Advanced Module - 12 Weeks Duration - 

24 Credits 


6 Advanced Management Courses (2 

from Finance , 1 each from Operations, 

HR, Marketing and Systems(IT) Area ) 

24 

Total Credits 24

Term - 5: Project - 2 - Major Project 

(16 Weeks Duration) - 25 Credits 

List of Electives: 

(The list given below is illustrative and not exhaustive) 

Finance Management 


FM 1 Risk Management and Derivatives 4 

FM 2 Alternative Investment Management 4 

FM 3 Real Estate Finance and Management 4 

FM 4 Security Analysis and Portfolio 

Management 

4 

FM 5 Management of Mutual Funds, ETFs, 

AMCs & REITs 

4 

FM 6 General and Health Insurance 4 

FM 7 Life Insurance 4 

Code 

Marketing Management 

Subject Credit 

MM 1 Business to Business Marketing 4 

MM 2 Consumer Behavior 4 

MM 3 Strategic Marketing 4 

MM 4 Sales and Distribution Management 4 

MM 5 Advertising Management 4 

MM 6 Retail Management 4 

MM 7 Customer Relationship Management 4 

MM 8 Rural Marketing 4 

MM 9 Services Marketing 4 

MM 10 Marketing Research 4 

Code 

Human Resources Management (HRM) 


HRM 1 Developing Human Resources 4 

HRM 2 Contemporary Issues in HRM 4 

HRM 3 Strategic HRM & Allied Issues 4 

HRM 4 Leadership and Organisational 

Development 

4 

Code 

Operations Management 


OM 1 Supply Chain Management 4 

OM 2 Project Management 4 

OM 3 World Class Manufacturing 4 

OM 4 Total Quality Management 4 

OM 5 Service Operations Management 4 

Code 

IT in Business 


IS 1 Data Warehousing 4 

IS 2 Data Mining 4 

IS 3 e-Business 4 

IS 4 IT Strategy 4 

IS 5 Information Systems Auditing 4 

IS 6 ERP 4 


SEMESTER-I 

MANAGEMENT & ORGANIZATIONAL 

BEHAVIOUR 

Code : 101 Credits:4 

Unit I : Introduction to Business - Purpose of Business 

- Management - Meaning & Role of 

Management Stakeholders of Business and 

Management – Approaches to Management 

- The Role and Functions of Manager - Meaning 

and Importance of Organization - Principles 

of Organization – Classical approach 

to Management – Neo-classical approach 

to Management – Modern approaches to 

Management. 

Unit II : Managerial Skills – Meaning and Importance 

of Planning – Steps in Planning – Management 

by Objectives – Importance of Decision 

Making – Approaches to Decision Making 

– Design and structure of Organization – Matrix 

structure - Authority – Different types of 

Authority – Importance of Authority – Power 

and its application. 

Unit III : Communication – Types of Communication 

– Barriers of Communication – Motivation – 

Meaning and Importance - Need Hierarchy 

theory – Two Factor theory – Expectancy 

theory – Equity theory – Path Goal theory 

– Leadership- Meaning and Importance 

– Approaches to Leadership - Trait theory – 

Behavioral theory – Situational theory. 

Unit IV : Meaning & Determinants of Personality – 

Approaches to Personality – Types of 


Syllabus 

Personality – Attitudes & Values - Job Satisfaction 

- Organizational Culture – Impact 

of Organizational Culture – Meaning and 

Importance of Perception – Different types 

of Perceptual Distortions and their Impact 

- Meaning and Formation of Groups 

– Importance of Groups - Group Dynamics 

– Dysfunctions of Groups - Conflicts in 

Groups - Change Management – Resistance 

to Change - Business Ethics. 

Text Book(s) 

1. Jon L Pierce and Donald G Gardner, “Management 

& Organizational Behaviour” - Cengage 

Learning, India Edition 

Suggested Readings 

1. Manmohan Prasad, Management Concepts & 

Practice, Himalaya Publishing House, Mumbai, 

2008 

2. Stoner, James, Management, Pearson Education 

Inc. New Delhi, 2007 

3. Aswathappa K., Organizational Behavior, Himalaya 

Publishing House, Mumbai, 2007 

4. Fred Luthans, Organizational Behavior, McGraw 

Hill Education, New York, 2005 

Journals / Magazines 

1. Harvard Business Review 

2. California Management Review 

3. The Academy of Management Review 

4. MIT Sloan Management Review 

5. Business Today/Business World/Economic Times/ 

Business Line

FINANCIAL, COST AND MANAGEMENT 

ACCOUNTING 

Code: 102 Credits: 5 

Unit I : Accounting Theory – Definition, Scope, 

Functions and Limitations of Accounting 

– Accounting Cycle - Generally Accepted 

Accounting Principles (GAAP) - Concepts 

and Conventions – The Changing Nature of 

GAAP – Introduction to IFRS. 

Unit II : Mechanics of Accounting – Definition of 

Transaction and Accounts – Classification of 

Accounts – Accounting Equations – Books 

of Original Entry, Ledger, Trial Balance and 

Preparation of Final Accounts/ Financial 

Statements. 

Unit III : Analysis of Financial Statements – Meaning 

of Financial Analysis – Comparative and 

Common Size Analysis - Ratio Analysis 

– Managerial Uses of Financial Analysis - 

Funds Flow and Cash Flow Analysis. 

Unit IV : Introduction to Cost and Management Accounting: 

Role and use of Cost and Management 

Accounting – Evolution of Management 

Accounting – Relationship among Management, 

Financial and Cost Accounting-Cost 

Terminology-Elements and Classification of 

Costs – Cost Sheet. 

Cost Volume Profit (CVP) Analysis: CVP 

terminology and assumptions - Break-even 

analysis- Sensitivity Analysis. 

Unit V : Budgetary Planning and Control: Introduction 

to Budgeting and Budgetary Control 

–Master Budget- Static and Flexible Budget 

– Zero-base Budgeting. 

Introduction to Standard Costing - Variance 

Analysis & Interpretation. 

Text Book(s) 

1. Dr S N Maheswari, Dr S K Maheswari & Sharad 

K Maheswari, “A Text Book of Accounting for 

Management” 


1. Horngren, Datar & Foster, (2007), “Cost Accounting, 

A Managerial Emphasis”, Pearson Edition, 

11th edition 

2. Anthony Hawkins and Merchant (2006), “Accounting: 

Text & Cases”, Tata Mc-Graw Hill 

3. Banerjee B, (2006), “Cost Accounting”, Prentice 

Hall Of India Private Ltd, New Delhi, 12th Edition 

4. Horngen C.T., Sundem G.L. & Stratton, (2006), “Introduction 

to Management Accounting”, Prentice 

Hall Of India Private Ltd, New Delhi, 13th Edition 

5. Maheswari, B.N (2006): “An Introduction to 

Accounting”, Vikas Publishing House, New Delhi 

6. Tulsian 

Pearson 

P.C. (2006), “Financial Accounting”, 

7. Jain S.P &. Narang K. L (2005): “Financial 

Accounting”, Kalyani Publishers 

8. Weygandt, Kieso and Kimmel (2005), “Financial 

Accounting”, Wiley 

9. S.P. Jain & K.L. Narang: (2005) “Cost Accounting”, 

Kalyani Publications 

10. Bhattacharya, S.K. and Dearden John (2004): “ 

Accounting for Management: Text and Cases”, 

Vani, Vikas Publishing House,New Delhi 

11. Gupta, B.L & Radha Swamy.M (2004): “Advanced 

Accountancy”, New Delhi: Sultan Chand & Sons 

12. Louderback J.G. & Holmen J.S. (2003), “Managerial 

Accounting”, Thomson, South Western 

13. Warren (2003), “Financial Accounting”, Thomson 

14. Horngren, Sundem and Stratton, (2002) “Introduction 

to Management Accounting”, Pearson 

Education, 12th Edition 


15. Drury Colin (2000) “Management & Cost 

Accounting”, Taxman India, Thomson & Learning, 

5 th Edition 

Journals 

1. Management Accounting 

2. Accountancy 

3. Chartered Financial Analysis 


5. Sloan Management Review 

6. ASCI Journal of Management 

MANAGERIAL ECONOMICS 


Unit I : Introduction to Managerial Economics. 

Basic Concepts and their uses in Business 

Decision Making – Future Value and NPV, 

Opportunity cost, Marginalism and Equimarginal 

Principle, Time concept-short vs long 

run, Principle of optimization. Consumer 

behaviour- Theory of Demand, Demand 

Function, Elasticity of Demand – Types-Price, 

Income, Cross & Promotional – Measurement 

of Elasticity, Demand Forecasting- its 

use in Business Planning. 

Unit II : Production – Total, Marginal and Average 

Product, Types of Production Functions. Law 

of Variable Proportions, Returns to Scale, 

Isoquant Approach & Least Cost Combination, 

Theory of Cost and Revenue- Cost Concepts- 

Accounting and Economic, Fixed and 

Variable, Average, Marginal and Total Costs, 

Economies of Scale and Scope, Revenue, 

Break-Even Analysis. 

Unit III : Markets: Perfect and Imperfect- Price Output 

Determination, Perfect Competition, 

Monopoly - Market segmentation & Price 

Discrimination, Dumping, Monopolistic 


Competition - Product differentiation and the 

role of brands, Oligopoly- Price Leadership, 

Market Sharing Collusions – Cartels. 

Text Book(s) 

1. Christopher R Thomas, S Charles Maurice, Sumit 

Sarkar – “Managerial Economics” –McGraw Hill 

Publications, 9th Edition. 


1. Salvatore, Dominick & adapted by Ravikesh 

Srivsatava (2008), “Managerial Economics: Principles 

and Worldwide Applications”, 6th edition and 

adapted version, Oxford University Press, USA 

2. Varshney R.L and Maheshwari K.L (2007), “Managerial 

Economics” Sultanchand and Sons’ latest 

addition 

3. Sloman, John and Sutcliffe, Marks (2006), “Economics 

for Business”, Third edition, Pearson Education 

4. Mithani, D M (2005), “Managerial Economics: 

Theory and Application”, Himalaya Publishing 

House 

5. Atmanand, (2004), “Managerial Economics” Excel 

Books, New Delhi 

6. Besanko D, Dranove D, Shanley M, Schaefer S 

(2004), “Economics of Strategy” John Wiley and 

Sons 

7. Koutsoyiannis (2003), “Modern Microeconomics”, 

Palgrave Macmillan; 2 Rev Ed edition 

8. Peterson H C and Lewis W C (2002), “Managerial 

Economics” Fourth Edition, Pearson Education 

Asia 

9. Perloff, Jeffrey M (2001), “Microeconomics” Pearson 

Education Asia 

10. Mehta P L, “Managerial Economics: Analysis, 

Problems, Cases” Sultan Chand and Sons’ latest 

addition

QUANTITATIVE TECHNIQUES 

FOR MANAGEMENT 


Unit I : Introduction: Measures of Central Tendency, 

Measures of Dispersion, Skewness, Moments 

and Kurtosis. 

Probability Theory: Introduction, Types of 

probability, Addition Theorem of Probability, 

Multiplication Theorem of Probability, Statistically 

Independent and Dependent events. 

Revising probabilities with Baye’s Theorem, 

Random variables. 

Probability Distributions: Introduction and 

simple problems in Binomial, Poisson, Exponential 

and Normal Distributions. 

Unit II : Sampling methods and Central Limit theorem: 

Sampling methods, Sampling error, The 

Central Limit Theorem, Using the Sampling 

distribution of the Sample mean 

Estimation: Introduction, Point estimates, 

Interval estimates and Confidence Intervals, 

Calculating Interval estimates of the Mean 

from Large samples, Calculating Interval estimates 

of the Proportion from Large samples, 

Interval estimates using the t-distribution, 

Determining sample size in Estimation 

Testing of Hypothesis: Tests of significance, 

Level of Significance, One-Tailed and Two- 

Tailed tests, Critical values or significant 

values and critical region, Large sample 

tests, Chi-Square test as a measure of good 

fit and as a test of independence. Tests of 

significance based on t, F, and Z distributions. 

Analysis of Variance. 

Unit III : Regression: Types of regression, Simple Linear 

Regression, Standard error of estimate, 

Regression Models, Multiple regression and 

modeling. 

Correlation: Types of Correlation, Methods 

of correlation Analysis, Karl Pearson’s Coefficient 

of Correlation, Spearman’s Rank Correlation 

Coefficient. 

Unit IV : Time Series & Forecasting: Introduction, Components 

of Time series, Trend analysis, Cyclical 

variation, Seasonal variation & Irregular 

variation. Time series analysis in Forecasting. 

Index Numbers: Defining Index Number, 

Unweighted Aggregates Index, Weighted 

Aggregates Index, Average of Relative Methods, 

Quantity and Value Indices. 

Text Book(s) 

1. Levin, Richard I & Rubin, David S,“Statistics for 

Management” –Pearson Education, New Delhi. 


1. Anderson,, Sweeney and Williams , Statistics for 

Business and Economics, CENGAGE Learning, 

INDIA EDITION, 2008 

2. Sharma, Anand., “Statistics for Management”, Himalaya 

publishing House, New Delhi, 2006 

3. Mittal P. K., Sathyaprasad B. G., & Rao M. K. P. 

K., “Mathematics and statistics for Management”, 

Himalaya publishing house, New Delhi, 2005 

4. Sharma J. K., “Quantitative techniques for Managerial 

Decisions”, Macmillan India Ltd., New Delhi, 

2004 

5. Gupta S. P & Gupta M. P., “Business Statistics”, 

Sultan Chand & Sons, New Delhi, 2000, 1996 

6. Gupta S. C & Kapoor V. K., “Fundamentals of 

Mathematical Statistics”, Sultan Chand, New Delhi, 

1995 

7. Vohra N. D., “Quantitative techniques in Management”, 

New Delhi, Tata McGraw Hill, 1990 

8. Puri V. K., “Fundamentals of Statistical methods”, 

Allied Publishers, 1984 


9. Srivastava U. K., “Quantitative techniques for Managerial 

Decision making”, New Delhi, Wiley Eastern, 

1983 

10. Simpson, George & Kafka Fritz., “Basic Statistics”, 

Oxford & IBH Publishing Company, Delhi, 1965 

Journals 

1. Quantitative Techniques in Marketing analysis 

2. Journal of the Royal Statistical Society 

3. Annals of Statistics 

4. Communications in Statistics 

MARKETING MANAGEMENT 


Unit I : Comprehending Marketing Management: 

Marketing Management - Introduction, 

Evolution of Marketing, Customer Value & 

Satisfaction, Introduction to basic concepts: 

Marketing Mix; 

The buyer decision process - The marketing 

environment – Analyzing Customers and Competition. 

Introduction to Marketing Research. 

Unit II : Segmentation, Targeting, & Positioning: 

Market Segmentation: Levels and patterns 

of market segmentation, Bases for 

segmenting consumer and business markets, 

Procedure for Market segmentation. 

Targeting : Importance of market targeting, 

targeting approaches – differentiated and 

undifferentiated market targeting. Positioning: 

Significance, Positioning variables and 

approaches. Differentiation: Importance, 

dimensions of differentiation and strategies. 

Recent trends in marketing. 

Unit III : Marketing Mix Elements: Product Concepts: 

Levels of Product, Classification of Products, 

Product Life Cycle, Product Mix – Product 

Width, Product Length, Product Depth, & 


Product Consistency, New Product Development, 

Branding, Labeling and Packaging. 

Price: Importance of Pricing – Setting 

the Price, Initiating Price Change Pricing 

Techniques and Strategies. Place : The role 

and functions of marketing intermediaries, 

Channels for industrial and consumer products, 

Channel Decisions in designing and 

managing channels, channel dynamics and 

conflicts. Promotion : Managing integrated 

marketing communications, Promotion Mix – 

Advertising, Sales promotion, Personal Selling, 

Public Relations and Direct Marketing. 

Text Book(s) 

1. Kotler Keller, “Marketing Management”,14th Edition 

– Pearson Education. 


1. Kotler, Philip, “Marketing Management - Analysis, 

Planning, Implementation and Control”, Prentice 

Hall, Delhi, 2009 

2. Panda, T.K., “ Marketing Management – Text and 

Cases’ Excel Books, New Delhi, 2009 

3. Arun Kumar & Meenakshi N., “Marketing Management”, 

Vikas Publishing House Pvt. Ltd., New 

Delhi, 2008 

4. Etzel, M.J., Walker, B.J., Stanton, W.J., & Pandit, 

A., “Marketing – Concepts and Cases”, Tata Mc- 

Graw Hill, New Delhi, 2008 

5. Saxena, Rajan, “Marketing Management”, Tata 

Mc Graw Hill Publishing Company Ltd., New Delhi, 

2008 

6. Lamb, C.W., Hair, J.F., Mc Daniel c., “Marketing”, 

Thomson Asia Pte Ltd, Bangalore, 2007 

Journals 

1. Journal of Marketing Research 

2. Harvard Business Review

3. Marketing Mastermind 

4. Brand Reporter 

5. Pitch 

PERSONALITY DEVELOPMENT & 

BUSINESS COMMUNICATIONS 


Unit I : Personal Development – Personality Types – 

Understand your personality and yourself. 

Unit II : Attitude and Behaviour – Positive Attitude, 

Setting the Right foot down. Are you a leader 

or follower- Advantages? 

Unit III : Communication – Types of Transactions, 

Importance of Listening. Effective and Persuasive 

communication. Verbal Communication 

- How to make effective Presentations, 

Communicating to Groups. Non-verbal Communication 

– Comprehensive writing, Effective 

Resume, Business Letters and Reports. 

Unit IV : Self Presentation and Impression management. 

How to make the right impression 

on Others, How to introduce verbally and 

nonverbally. 

Emotions – intelligence and Competence. 

Leveraging on positive psychology. 

Understanding Psychometric Testing and 

what to expect. 

Text Book(s) 

1. Ramesh, G. and Ramesh, M, “The Ace of Soft 

skills – Attitude, Communication and Etiquette for 

Success”,Pearson Education, 2010. 


1. Disanza, J.R., and Legge, N.J. “Business and Professional 

Communication – Plans Processes and 

Performance”, 4/e Pearson Education, 2010 

2. H.Martin: A Simple Course in English Grammar & 

Composition, Publishers: S. Chand & Co 

3. P.C. Wren & H. Martin’s “High School English 

Grammar and Composition” with Key, S. Chand & 

Co 

4. Murphy, Herta A., Hildebrabndt, Herbert W., & 

Thomas, J P., (2008) “Effective Business Communication” 

7th edition, Tata Mcgraw hill, New Delhi 

5. Locker, kitty O., Kaczmarek, Stephen Kyo, (2007), 

“Business Communication- Building Critial skills”, 

Tata McGraw hill, New Delhi 

6. Lesikar, Raymond V., & Flatley, Marie E., (2005) 

“Basic business Communication - Skills for Empowering 

the Internet Generation 

7. Wallace, Harold R., & Master, L., (2006) “Personality 

Development”, Cengage Learning Pvt. Ltd., 

New Delhi 

8. Bouvee, Coutland L., Thill, John V., Schatzman, 

Brabara E. (2003), “Business Communication Today”, 

7 e, Pearson Education, New Delhi 

Journal / Magazines 

1. Journal of Business Communication, Sage 

2. 

Publication 

Management Education, Mumbai 

IT FOR BUSINESS APPLICATIONS 

Code: 107 Credits : 3 

Unit I : Introduction to Information Technology – IT 

Trends – Introduction to word processing 

– Formatting Text and tables – Mail merge 

– Security to Documents – Introduction 

to Electronic Spreadsheets – Formatting 

Data – Forms, Data Validations, sorting, 

filtering – Formula Auditing – Functions – 

Charts – Pivot Tables – Macros – Security to 

Spreadsheets. 


Unit II : Introduction to Presentation concepts – 

Custom Animations – Data Definition, Data 

types – Data Processing, Data Processing 

Life Cycle, Data Security – Introduction to 

database management – Creating Tables – 

Creating Queries – Types of Queries. 

Unit III : Introduction to Networks – Classification of 

Networks – Types of topologies – Applica- 

tions of Networks – Internet Concepts 

– DNS, FTP, SMTP, HTTP, WWW and URL – 

Introduction to ERP – Architecture of ERP – 

Implementation issues of ERP – ERP related 

technologies. 

Practical Exercises 

1. Preparation and Forecasting Financial Statements 

like Ledgers, Profit & Loss Statement and Balance 

Sheet. 

2. Basic Statistical Analysis through excel like Distributions, 

Correlation and Regression. 

Text Book(s) 

1. Joyce & Moon, “Microsoft Office System Plain & 

Simple” –, PHI Learning, 2007. 


1. A N K Prasanna Anjaneyulu, ERP in a Nutshell, 

SAA Publications (2009) 

2. John Walkenbach, Peter G. Aitken, Office 2007 

Bible(2007), Wiley Publishing Inc. 

3. Joseph manzo: Microsoft Office 2007 in Business 

(2007), Pearson Prentice Hall 

4. Leon, Alexis, Mathews A: Introduction to Computers 

with Ms-Office 2003, Tata Mcgraw Hill Publications 

5. Turban, Ramer & Potter; Introduction to Information 

Technology, John Wiley (2000) 


FRENCH LANGUAGE 

Code : 108 Credits : 3 

Unit I : Articles – Definite and Indefinite, Singular 

and Plural – Qualifying Adjectives – Colours 

– Identification of Objects. The Verb “to be” 

– Adjectives (Contd) negative and interrogative 

sentences – the material (made of) of 

objects – the Verb “to have”. 

Unit II : The human body – Possessive Adjectives – 

Verbs – Telling the time – Days of the week, 

months, years – the seasons – Demonstrative 

Adjectives – Weights and Measures – Age. 

Unit III : Lessons connected with the 3 Verb Groups 

–Introduction to the Past Tense and the 

Future tense – members of a family - Basic 

vocabulary of a Company – the imperative 

mode – the partitive articles. 

Text Book(s) 

1. “Le Beau Francais”, Dr V Rajeev Karan Reddy, 

IPE, 2010. 


1. “Cours de Langue et de Civilisation Francaises – 

Book I”, le”Mauger Bleu”, 2006 

PUBLIC SECTOR POLICY & ISSUES IN 

MANAGEMENT 

Code: 109PGDM Credits: 3 

Unit I : Public Sector Policy : Rationale, Objectives, 

Growth of PEs – Departmental Undertakings 

- Statutory Corporations – Government 

Company – Characteristics – Merits – Demerits 

– Issues and Implications. New Industrial 

Policy, 1991 and its impact. 

Unit II : Autonomy and Accountability – Monitoring 

by the Administrative Ministries – Interface

with Parliament and its Committees – Starred 

Questions – Unstarred Questions – Debates 

and Discussions - Limitations of Parliamentary 

Control – CAG Audit - Committee on 

Public Undertakings – Department of Public 

Enterprises – Delegation of Enhanced Powers 

to Public Enterprises - Eligibility Criteria 

Maharatna – Navratnas and Miniratnas I & 

II – Issues and Implications. 

Unit III : Performance Evaluation – Concept and 

Modalities of Memorandum of Understanding 

– MoU Systems – Process and Principles 

– MoU Task Force – High Power Committee – 

Excellence Awards – Institutional Machinery 

for Evaluation. 

Text Book(s) 

1. Prof. Laximinarain, “Principles & Practices of Public 

Enterprise”, S.Chand, New Delhi, 2003. 


1. Maheshwari, R.K. Changing Perspectives in Public 

Enterprise Management, New Royal Books, 

Delhi, (2004) 

2. Mishra, R.K., & Navin, B. Reforming Public Management, 

Rawat Publications, Jaipur, (2003) 

3. Mishra, R.K. Performance Evaluation of PEs, Anmol 

Publishers, New Delhi, (2002) 

4. Mishra, R.K et.al., (2002) Public Enterprise Management 

– Issues and Perspective, Anmol Publications, 

New Delhi 

CORPORATE LAW FOR MARKETING & 

RETAIL 

Code : 109RM Credits : 3 

Unit I : Indian Contract Act, 1872: Definition – Essential 

elements of Contract – Offer, Acceptance, 

Capacity to contract, Consideration, Free con- 

sent, legality of object, Performance, Discharge 

and Breach of Contract, quasi contracts. 

Special Contracts – Indemnity and Guarantee, 

Bailment, Contract of Agency. 

Unit II : The Companies Act, 1956: Definition, Types 

of Companies, Incorporation of Company, 

Memorandum and Articles of Association, 

Share Capital and Debentures, Board of 

Directors, Appointment of Directors, Powers of 

Board, Board Meetings, Company Meetings, 

Accounts and Audit and Corporate reporting. 

The Sale of Goods Act, 1930: Formation of 

Contract, Sale and Agreement to sell, Conditions 

and Warranties, Transfer of property 

in goods and Rights of an unpaid seller. The 

Negotiable Instruments Act, 1881: Definition, 

Types of Negotiable Instruments, Promissory 

Note, Bill of Exchange, Cheque. Parties to 

Negotiable Instruments, Negotiation of Negotiable 

Instruments, Dishonour and Discharge, 

Relation between a Banker and a Customer. 

Unit III : Consumer Protection Act, 1986: objects and 

scope – Definition of Consumer – Consumer 

Protection Councils – Consumer Disputes 

Redressal Agencies. The Competition Act, 

2002: Objects and Application – Anti Competition 

Agreements, Abuse of Dominance, 

Combinations Regulations, Competition 

Advocacy – Duties, Powers and Functions 

of Commission. The Information Technology 

Act, 2000: Introduction, Digital Signature, 

Electronic Governance, Electronic Records, 

Controller & Certifying Authorities- Functions 

and Powers. 

Foreign Exchange Management Act. 

Text Book(s) 

1. Maheshwari S.N. & Maheshwari S.K., “A Manual 

of Business Law”, 3rd Revised Edition, Himalaya 

Publishing House, Bombay-4. 



1. N.D. Kapoor, “Essential Elements of Mercantile 

Law”, S.C. Chand & C0., New Delhi, 2007 

2. Akhileshwar Pathak, “Legal Aspects of Business”, 

Tata McGraw-Hill Publishing Company Limited, 

New Delhi, 2007 

3. V.S. Datey, “Business and Corporate Laws”, Taxmann 

Allied Services Ltd. New Delhi, 2007 

4. M.C. Kichhal, “Mercantile Law”, Vikas Publishing 

House Pvt. Ltd., New Delhi. 2007 

5. K.R. Bulchandani, “Business Law for Management”, 

Himalaya Publishing House, Hyderabad, 

2007 

6. V. Ramakrishna Raju, “Business Laws & Economic 

Legislations”, Himalaya Publishing House, New 

Delhi, 2007 

7. The Competition Act, 2002, Bare Act 

RETAILING MANAGEMENT 

Code: 110RM Credits : 3 

Unit I : Introduction to Retailing - Types of Formats - 

The Evolution of Retail in India- Reasons for 

growth of Retailing in India - Drivers of Retail 

Change in India - The Functions of Retailer 

- Retail in India - Prospects and Challenges - 

Opportunities in Retailing - Careers in retailing. 

Unit II : Retail Franchising - HR in Retail - Business 

Models and Theories of Retail Development - 

Understanding the Retail Consumer - The Customer 

Decision Making process - Retail 

Communication Mix - Ethics in Retailing - Retail 

Management Information Systems - Retail 

Strategy - The retail value chain. 

Unit III : Introduction to Retail Merchandising - Factors 

affecting the Merchandise buying function 

- The Process of Merchandise Planning 

- The Merchandiser role and responsibilities 


- Merchandise Procurement - Category Management 

- Private Labels - CRM - Servicing 

the Retail Customer. 

Text Book(s) 

1. Swapna Pradhan, “Retailing Management – Text & 

Cases”, Tata McGraw Hill Publishers, 2010. 


1. Arif Sheikh & Kaneez Fatima, “Retail Management”, 

Himalaya Publishing House, Mumbai.2009. 

2. Michael Levy & Barton A Weitz, “Retailing Management”, 

Tata McGraw Hill, New Delhi, 2009. 

3. Barry Berman & Joel R Evans, “Retail Management: 

A Strategic Approach (10E), Prentice Hall of 

India, New Delhi. 2008 

4. S.L. Gupta, “Retail Management, An Indian Perspective 

(Text & Cases), Wisdom Publications, 

New Delhi. 2007 


1. Indian Journal of Marketing 




PRINCIPLES & PRACTICES OF 

LIFE INSURANCE 

Code: 109BIF Credits: 3 

Unit I : Introduction: Meaning of Life Insurance – 

The Evolution and Growth of Life Insurance 

– Basic Priciples of Insurance - Types of Life 

Insurance Policies – Term Life Insurance 

– Whole Life insurance – Endowment Life Insurance 

– Unit Linked Policies with or without 

Profit Policies – Customer Evaluation – Policy 

Evaluation – Cost and Benefit – Group and 

Pension Insurance Policies – Special fea-

tures of Group Insurance / Super Annuation 

Schemes – Group Gratuity Schemes – Super 

Annuation schemes. 

Unit II : Computation of Premiums and Settlement 

of claims: Premium defined – Premium 

Calculation Including Rebates – Mode of 

Rebates – Large sum assured Rebates 

– Premium Loading – Rider Premiums – 

Computation of Benefits – Surrender value – 

Paid up value – Settlement of claims: Intimation 

procedure, documents and settlement 

procedures. 

Underwriting: The need for underwriting – 

Guiding principles of Underwriting – Factors 

affecting Insurability – Methods of Life Classification 

– Laws affecting Underwriting. 

Financial Planning and taxation: Savings – 

Insurance vis-à-vis- Investment in the Units 

Mutual Funds, Capital Markets – Life Insurance 

in Individual Financial Planning – Implications 

in IT treatment 

Unit III : Life Insurance Organization and Management: 

Organization and Management of Life 

Insurance Companies – Marketing of Life 

Insurance Products – Reinsurance of Life Insurance 

Risks – Competition and Regulation 

of Life Insurance 

Text Book(s) 

1. Kutty (2010), “Managing Life Insurance”, Prentice 

Hall of India 


1. Trieschmann, James S., Sandra G Gustavson, 

and Robert E. Hoyt (2001), “Risk Management 

and Insurance”, South-western college Publishing, 

Cincinnati, Ohio. 

2. Rejda, George E (2001), “Principles of Risk Man- 

agement and Insurance”, Addison Wesley Longman, 

Inc. 

3. Black, Jr Kenneth and Harold Skipper Jr (2000), 

“Life and Health Insurance,Prentice”-Hall, Inc., 

England 

PRINCIPLES & PRACTICES 

OF BANKING 


Unit I : Introduction 

Concept and Definition of Banking Relationship 

between Banker and Customer — 

E’olution of Banking in India — Functions of 

Commercial Banks — Types of Banks — Role 

of Banks in Economic Development — The 

Banking Sector Reforms. 

RegulatoryFramework: The Reserve Bank 

of India Act 1934 — Banking Regulation Act 

1949-Functions and Powers of RBJ —Maintenance 

of Liquid Assets / Reserve Funds / 

Cash Reserves / Statutory Reserves — CRR, 

SLR concepts, guidelines and impact on 

bank. 

Unit II : Credit and Investment Management: Instruments 

and classification of Credit — Credit 

Appraisal Techniques — Recommendations 

of Various Committees on credit — Credit 

Monitoring Arrangement — Recall of Advances 

and Recovery Debt Recovery Tribunals 

— Case Laws on COPRA and OMBUDSMAN 

— Investment (Portfolio) Management by 

Banks. Balance Sheets — SWOT Analysis: 

Shifts in Policy Perceptions — Non-Performing 

Assets and Income Recognition Norms 

— Bank Balance Sheet Analysis Techniques 

Sources and Application of Funds - CAMEL 

Rating — Framework for Improving Balance 

Sheets — Spread Management — Manage- 


ment of Balance Sheet Activities — Asset / 

Liability Management (ALM). 

Unit III : Recent Trends in Banking: Branch Expansion 

— Banking Liquidation, Amalgamations 

and Mergers Rural Banking - Priority Sector 

Lending — Social Banking — Bank ssurance 

Community Banking — Tele-hanking — e- 

Banking — Innovatives in Risk Management 

in Banking Sector. 

Text Book(s) 

1. “Principles and Practices of Banking” by IIBF 

(Macmillan ) 2nd Edition. 


1. Vasant C Joshi and Vinay V Joshi (1998)., “ Managing 

Indian Banks” The Challenges Ahead, Response 


2. Lal Nigarn, B M (1997), “Banking Law and Practice”, 

Konark Publishers Pvt Ltd., New Dehli 

3. Mathur, B C, (2002), “Banking 

and Finance”, Wide Vision, Jaipur 

4. 

Joel Bessis (1998), “Risk Management in Banking”, 

John Wiley & Sons, New York 

Indian Institute of Banking and Finance (2009), 

“Principles of Banking”, Macmillan, New Delhi 

INTERNATIONAL BUSINESS - 1 

Code: 109IB Credits: 3 

Unit I : International business - Meaning, Nature, 

Scope and Importance - Introduction; 

problems in International business; Need to 

go International; Liberalization, Privatization 

and Globalization; Stages of Globalization; 

Globalization of business; Forces influencing 

globalization; pros and cons of globalization. 

Unit II : International Business Strategies: Overview 

of International Market Entry Strategies, 


International Business Environment-Economic- 

Political-Legal-Cultural-Technology 

(PEST Analysis), Composition of world trade- 

Trends in India’s Foreign Trade. 

Unit III : International Trade theories - Barriers to 

trade-Tariff barrier; Non-tariff barriers (NTB); 

regulation of foreign trade; WTO, Dumping 

and Anti-Dumping, TRIPS Agreement and 

the Pharmaceutical Industry, TRIMS, Trade 

Blocks-NAFTA, ASEAN, European Union. 

Text Book(s) 

1. Michael R. Czinkota, Iikka. A Ronkainen, and Michael 

H. Moffett, “International Business”, latest 

edition, Cengage Publication. 


1. Daniels, Radebaugh and Sullivan, “International 

Business – Environments and Operations”, Pearson 

Education, Eleventh Edition, 2008. Aswathappa 

K., “International Business”, The McGraw –Hill 

Company-2006 

2. Czinkota, Ronkainen, Moffett, “International Business, 

Cengage Publications,2007 (Prescribed Book) 

3. Arvind V. Phatak, Rabi S. Bhagat & Roger J. Kashlak, 

“International Management, The McGraw –Hill 

Company-2006 

4. Charles W L Hill & Arun Kumar Jain, “International 

Business: Competing in the Global Market Place”, 

The McGraw –Hill Company-2005 

5. Oded Shenkar & Yadong Luo, “International Business”, 

Wiley Publication- 2004 

TRADE DOCUMENTATION & FINANCE 


Unit I : Spectrum of international trading operations- 

The nature and scope of international trade 

transactions, the parties involved and their 

roles in trade, IEC, RCMC and basic docu-

ments for international trade, documentation 

frame work (commercial and regulatory) ICC 

Incoterms 2000, purpose and objectives, 

salient features, limitations and precautions 

in usage, classification, responsibilities of 

sellers and buyers under different Incoterms. 

Unit II : Exports sales contract, payments and organizations 

– Export sales contract- Salient feature/ 

Fundamentals, formation, contents, and important 

clauses, model export sales contract. 

Export payment terms-importance, choice of 

payment terms, types, advance payments, 

open account, documentary collection (document 

against payment/documents against acceptance), 

documentary credits, and consignment 

sales.Trade promotion organizations, 

SEZ, EPZ, EOU, EPC, CB, FIEO, ECGC. 

Text Book(s) 

1. Justin Paul, “International Business”, PHI Learning 

Pvt. Ltd., 2011 

2. Dr. Khushpat S. Jain, “Export Import Procedures 

and Documentation”, Himalaya Publishing House, 

2010. 


1. Exports imports procedure and documentation by 

Jain Khusapat s (second edition 2009, Himalaya 

publications) 

2. RBI Manuals of foreign exchange regulations for 

exports and imports.(2009) 

3. Foreign trade policies (ministry of commerce and 

industry, GOI, Five year policy with annual supplementary 

policy-2004-2009) 

4. Export import management by Justin Paul, Rajiv 

Aserkar(first edition-2008,Oxford publication) 

5. World trade and payments an introduction by 

Caves,F rankel,Jones(pearson education-9th edition 

2008) 

6. Export import documentation by M.I Mahajan ( 

Tata Macgrow Hill publication) 

Website 

1. www.dgft.org 

Journal 

1. Foreign Trade Review by IIFT New Delhi 

INTERNATIONAL BUSINESS 

Code: 109BT Credits: 3 

Unit I : International business - Meaning, Nature, 

Scope and Importance - Introduction; 

problems in International business; Need to 

go International; Liberalization, Privatization 

and Globalization; Stages of Globalization; 

Globalization of business; Forces influencing 

globalization; pros and cons of globalization 

Unit II : International Business Strategies: Overview 

of International Market Entry Strategies, 

International Business Environment-Economic- 

Political-Legal-Cultural-Technology 

(PEST Analysis), Composition of world trade- 

Trends in India’s Foreign Trade. 

Unit III : International Trade theories - Barriers to 

trade-Tariff barrier; Non-tariff barriers (NTB); 

regulation of foreign trade; WTO, Dumping 

and Anti-Dumping, TRIPS Agreement and 

the Pharmaceutical Industry, TRIMS, Trade 

Blocks-NAFTA, ASEAN, European Union. 

Text Book(s) 

1. Michael.R. Czinkota, Likka. A Ronkainen, and Michael 

H. Moffett, “International Business”, latest 

edition, Cengage Publication. 



Business – Environments and Operations”, Pear- 


son Education, Eleventh Edition, 2008. Aswathappa 

K., “International Business”, The McGraw –Hill 

Company-2006 








Company-2006 

APPLIED BIOTECHNOLOGY 


Unit I : The Biotechnologies – History – Cell biology 

to biotechnology, Definition and Scope of 

Biotechnology 

Unit II : Modern techniques in Biotechnology - Bioprocess 

technology, Monoclonal Antibodies, 

Cell Culture, rDNA Technology, Cloning, 

Protein Engineering, Biosensors, Nanobiotechnology, 

Microarrays 

Unit III : Research Applications in Biotechnology 

Understanding Cell processes, Stem Cell 

technology, Putting the pieces together the 

‘Omics biotechnology’: Genomics, Proteomics, 

Metabolomics, 

Text Book(s) 

1. Balasubramanian.D, “Concepts in Biotechnology”, 

Bryce CSA University, 1996 (preferably latest 

edition 2004) 


1. Rastogi S.C. (2007) “Biotechnology Principles 

and Applications”, Narosa Publishing House Pvt. 

Ltd., New Delhi 

2. Dubey R.C. (2007) “A Textbook of Biotechnology”, 

S Chand & Company, New Delhi 


3. Ernst & Young (2007), “Beyond Borders: Global 

Biotechnology Report” 

4. Kumar H.D. (2006) “Modern Concepts of Biotechnology”, 

Vikas Publishing House Pvt. Ltd., New 

Delhi 

5. George Acquaah (2005), “Understanding Biotechnology: 

an Integrated Cyber-Based Approach”, 

Pearson Education Pvt. Ltd, New Delhi 

6. Wulf Crueger (2005) “A Textbook of Industrial Microbiology”, 

Panima Publishing Corporation, New Delhi 

7. George Acquaah (2005), “Understanding Biotechnology: 

an Integrated Cyber-Based Approach”, 

Pearson Education Pvt. Ltd, New Delhi 

8. Primrose S.B. (2001) “Molecular Biotechnology”, 

Panima Publishing Corporation, New Delhi 

9. Ignacimuthu S J (1996) “Basic Biotechnology” Tata 

McGraw Hill Publishing Company Ltd. New Delhi 

Websites 

1. http//www.bio.org 

2. http/www.isaaa.org 

3. http/www.fao.org 

Journals 

1. Nature Biotechnology 

2. Journal of Biotechnology 

3. Current Science 

4. Biospectrum 

5. Biotech News 

SEMESTER-II 

PRODUCTION & OPERATIONS 

MANAGEMENT 


Unit I : Production and Operations Management 

Function: An overview. Evolution of the 

Production Function as Operations Function.

Scope of Production / Operation. Manufacturing 

and Services, Manufacturing Processes. 

Manufacturing Vs Services. Types 

of Production / Service Systems, Concept 

of Lean Manufacturing, Agile Manufacturing, 

JIT Production Systems. 

Unit II : Design of Production Systems 

Product and Service Design. Standardization 

and Customization. Process Selection. Capacity 

Planning. Location Planning: Factors 

Effecting Location & Trends. 

Facility Layouts: Basic Types of Layouts, Cellular 

Layout. Design of Work Systems, Work 

Study- Methods and Time Study. 

Unit III : Operating and Controlling of Production / 

Operation Systems. Aggregate Planning- 

an Overview and Techniques. Production 

Planning and Control. Scheduling in High 

Volumes, Intermediate Volume, Low Volume 

Systems & Services Systems and Related 

Problems. 

Maintenance : Preventive, Predictive and 

Total Productive Maintenance 

Tools: Line of Balance, Line Balancing, Flow 

Process Chart, Network Planning. 

Unit IV : Materials Management: Importance of 

Integrated Material Management. Different 

Inventory Models. Economic Order Quality. 

Functions of Purchase and Stores. MRP & 

JIT. Vendor Development. Value Analysis 

Quality Management: Importance of Quality 

and Evolution of Quality Management. Sampling. 

Statistical Process Control, Control 

Charts. ISO, TQM and Six Sigma. Quality 

Circles. 

Contemporary Issues in Operations Management. 

Operations Strategies. 

Text Book(s) 

1. Heizer, Render & Rajashekhar, “Operations Management”, 

Prentice Hall, 2009. 


1. Kachru, Upendra (2007), “Production & Operations 

Management”, Excel Books, first edition 

2. Buffa E S (2007), , “Modern Production & Operation 

Management”, Wiley, New Delhi 

3. Chary S.N (2006), “Production & Operation Management”, 

Tata Mcgraw Hill, New Delhi 

4. Adam, Evertt & Ronald (2005), “Production & Operations 

Management”, Prentice- Hall, New Delhi 

5. Karjeski, Lee. And Ritzman, Larry (2002), “Operations 

Management”, Pearsons Education, New 

Delhi 

6. Lee Schniederjans (1997), “Operations Management”, 

All India Publishers & Distribution 

OPERATIONS RESEARCH 


Unit I : Introduction to OR, Overview of OR, OR in 

Managerial Decision making, QA approach 

to Decision making, Different techniques of 

OR. Introduction to Linear Models, Assumptions 

and Formulation of LP Problems, Solutions 

to LPP: Graphical method & Simplex 

method, Types of possible solutions to LPP, 

Degeneracy, Sensitivity and Post optimality 

Analysis, The dual of LPP. 

Unit II : Transportation Problem, Different methods of 

obtaining initial solution, Steps to the optimal 

solution, Post optimality Analysis. The Transshipment 

model, The Assignment problem, 

Hungarian method of solution. 

Unit III : Decision Analysis: Introduction, Steps in 

Decision Making, Types of Decision, Making 


Environments, Decision Making under risk, 

Decision trees, Sensitivity Analysis. 

Game theory: Introduction, Two Person Zero 

Sum Game, Solution to Games with saddle 

points, Pure and Mixed Strategy Solutions, 

Principles of Dominance, Graphical Method 

for (2 x n) and (m x 2) games, Linear Programming 

Model for m x n games. 

Inventory Models: Introduction, Deterministic 

Models, The Classical EOQ model, Model 

with Price Breaks, The Production Build up 

Model and Model with Planned Shortages. 

Introduction to Stochastic Models, Safety 

Stock. 

Unit IV : Queuing Models: Structure and components 

of a queuing process, Examples of real 

queuing systems, Queuing theory assumptions 

, disciplines and notations, Single and 

Multi Channel queuing models. Simulation: 

Introduction, Types of Simulation, Phases 

of Simulation Model, Even-type Simulation, 

Generation of Random Numbers, Monte- 

Carlo Simulation, Applications. 

Text Book(s) 

1. Barry Render, Ralph M. Stair, JR., Michael E. 

Hanna, “Quantitative Analysis for Management”, 

Pearson, 10th Edition. 


1. Panneerselvam R, “Operations Research”, Prentice 

Hall of India Pct. Ltd., New Delhi, 2008 

2. Srinivasan G, “Operations Research”, PHI Learning 

Pvt. Ltd., New Delhi, 2008. 

3. Hamdy A. Taha, “Operations Research: An Introduction”, 

Pearson Education, Eighth Edition, 2008 

4. Vohra N. D., “Quantitative Techniques in Management”, 

New Delhi, Tata McGraw Hill, 2007 

5. Barry Render, Ralph M. Stair, JR., Mi- 


chael E. Hanna, “Quantitative Analysis for 

Management”, Pearson Education, New Delhi, 

2006 

6. Sharma S. D., “Operations Research”, Kedar Nath 

Ram Nath, New Delhi, 2005 

7. Sharma, Anand., “Operations Research”, Himalaya 

publishing House, New Delhi, 2004 

8. Kapoor V. K., “Operations Research”, Sultan 

Chand & Sons, New Delhi, 2001 

MARKETING RESEARCH 


Unit I : Introduction, Marketing Research Process, 

Defining the Marketing Research problem 

and Developing an Approach, Research 

Design Formulation – Exploratory, Descriptive 

and Causal Research Designs. Qualitative 

Research: Classification of Qualitative 

Research Procedures, Focus Groups, Depth 

Interviews, and Projective Techniques. Quantitative 

Research: Survey, Observation, and 

Experimentation. 

Unit II : Collection of Data: Primary and Secondary 

Data. Measurement & Scaling: Fundamentals, 

Comparative & Non-Comparative 

Scaling Techniques. Questionnaire Design. 

Editing, Coding, Tabulation and Analysis 

of Data. Cross-Tabulation and Hypothesis 

Testing. Anova. Correlation and Regression: 

Explaining Association and Causation. 

Unit III : Discriminant Analysis for Classification and 

Prediction, Factor Analysis for Data Reduction. 

Cluster Analysis for Market Segmentation, 

Multidimensional scaling for Brand 

Positioning, Conjoint Analysis for Product 

Design. Report Preparation and Presentation, 

SPSS for Marketing Research, Marketing 

Research Cases.

Text Book(s) 

1. Naresh Malhotra, “Marketing Research: An applied 

Orientation”, PHI. 


1. Nargundkar, R., “Marketing Research – Text and 

Cases”, Tata McGraw-Hill, New Delhi, 2005 

2. Green Paul E & Tull Donald S, “Research for Marketing 

Decisions”, Prentice Hall 

3. India Ltd., New Delhi, 2004 

4. Majumdar, R., “Marketing Research – Text, Applications 

and Case Studies”, New Age International 

Pvt. Ltd., New Delhi, 2003 

5. Luck David J Ruhin S Ronald: “Marketing Research”, 

Prentice Hall India, New Delhi, 2001 

Journals 




4. Pitch 

HUMAN RESOURCE MANAGEMENT 


Unit I : Introduction to HRM: Definition – Concepts 

– Importance of HRM– Role of HR – different 

HRM Functions – Emerging Role of Human 

Resource Management. 

Human Resource Planning (HRP): Definition 

- Need - Process – Types of HRP - Demand 

& Supply Forecasting, importance of HRP: 

current trends. 

Job Analysis and Design: Concept of Job 

Analysis and Design –Methods of Job analysis 

- Job Description - Job Specification; 

Job Design: Definition –Approaches-Modern 

Management Techniques: Job rotation –job 

enlargement – Job enrichment. 

Recruitment and Selection: Definition - 

Source of Recruitment - Selection Process & 

Types of Selection Tests. 

Unit II : Human Resource Development: Concept- 

Significance of HRD- Scope of HRD -HRD 

objectives-HRD framework- Techniques of 

HRD- HRD outcomes. 

Performance and Potential Appraisal: Concept 

- Performance Appraisal Objectives - 

The Appraisal Process - Traditional Methods 

- Modern Methods of Appraisal (including 

MBO, 360 degree, Assessment Centre, Balance 

Scorecard, etc) - Appraisal Method and 

Instruments – Potential appraisal. 

Employee Training and Development: Importance 

and objectives - Distinction between 

Training and Development –Systematic 

approach to Training – Training need analysis-Training 

and Development techniques 

- Evaluation of Training- Recent trends. 

Unit III : Compensation Management: Objectives 

- Methods of Job evaluation Factors 

determining compensation and pay rates 

– Methods for determining compensation – 

Performance Related Pay - Current trends in 

compensation. 

Industrial Relations: Meaning-Function of 

IR-Approaches to IR-Various participants of 

IR-Trade Union-History & Growth of Trade 

Union-Trade Union Act, 1926 - IR in Emerging 

Scenario – Industrial Dispute – Definition 

– Industrial Dispute Act, 1947 – Industrial 

Dispute Handling Mechanism. 

Text Book(s) 

1. Subba Rao, “Essential of Human Resource Management 

& Industrial Relations”, Himalaya Publication, 

Latest Edition. 



1. Armstrong, Michael. (2006), “Handbook of Human 

Resource Management Practices”’ Kogan 

Page 

2. Reddy, B. Rathan. (2005), “Effective Human Resource 

Training & Development Strategy,” Himalaya 

Publishers 

3. Mamoria, C.B. & Gankar,S.V. (2004), “Personnel 

Management”, Himalaya Publishing House 

4. Rao, S.P. (2002), “Personnel &Human Resource 

Management”, Himalaya Publishing House 

5. Beardwell, Ian. & Holden, Len (2002), “Human Resource 

Management”, Macmillan India Ltd 

6. Decenzo,David.A. & Robbins,S.P. (2002), “Personnel/ 

Human Resource Management”, Prentice- 

Hall India, New Delhi 

Journals 


2. Sloan Management Review 

3. Academy of Management Journal 

4. Indian Management 

INDIAN BUSINESS ENVIRONMENT 


Unit I : Macro economic environment and impact 

on business. National Income and Related 

Aggregates: Circular flow of activities and 

related Aggregates – Consumption, Investment 

and Savings, Concepts & Measurement 

of National Income and Sectoral Income 

Distribution in India. Role of the unorganized 

sector, Shadow economy in India. 

Unit II : Keynes Theory of Income and Employment: 

Classical theory, Keynes Theory of Employment, 

Aggregate Demand & Supply, Consumption 

Function, Multiplier, Investment 

Function, Marginal Efficiency of Capital, Rate 


of Interest and Liquidity Preference, Role 

of the govt. and the external sector, IS–LM 

Model and the Simultaneous Determination 

of Income and Rate of Interest, Accelerator. 

Business Cycles, bailouts and stimulus 

packages 

Unit III : Fiscal and Monetary Economics : Budget 

concept – Analysis of budget of Government 

of India – Public Revenue & Public Expenditure 

– Revenue & Capital Accounts; Plan 

& Non-Plan Expenditures. Taxes – Meaning 

and Types, Indian tax structure, Trends in 

tax revenues, Non-tax sources of Revenue, 

Deficits: Revenue, Fiscal & Primary. Meaning 

and Functions of Money, Components 

of Money Supply in India. Inflation -Types, 

causes and effects. Monetary Policy –Role of 

RBI– Currency Regulation & Credit Control. 

Performance of monetary policy in India 

Text Book(s) 

1. Mishra & Puri, “Indian Economic Environment”, 

Himalaya Publications, 2009. 


1. D’Souza Errol (2008), “Macro Economics” Pearson 

Education, N. Delhi 

2. Sabnavis, Madan, (2008), “Macroeconomics Demystified”, 

Tata McGraw-Hill Publishing Co. Ltd. 

3. Blanchard, Olivier (2005), “Macro Economics”, 

Prentice Hall 

4. Dornbusch, Rudiger, Fischer,Stanley (2005), 

5. 

“Macro Economics” TataMc Graw-Hill, New Delhi 

D N Dwivedi (2003), “Macro Economic Theory & 

Practice”, Tata Mc-Graw Hill, Delhi 

6. Mankiw, Gregory. N (2002), “Macro Economics”, 

5th Rev. Edition, Worth Publishers Inc., U.S 

7. M L Seth (2000), “Macro Economics”, Laxmi Narayan 

Agarwal, Agra

8. “Economic Survey” (recent year), Ministry of Finance, 

Government of India New Delhi 

9. “Currency and Finance” (recent year), Reserve 

Bank of India, Ministry of Finance, Government of 

India, New Delhi 

FINANCIAL MANAGEMENT 


Unit I (i) Nature of Financial Management: Scope of 

Finance Functions, Financial Goal: Profit 

Versus Wealth, Conflict of Goals: Management 

versus owners, Organization of the 

Finance Function. 

(ii) Concepts of Value and Return: Time preference 

for money, compound value, present 

value, value of an Annuity Due, Multi 

period Compounding, Present Value and 

Rate of Return. Present Value of Bonds and 

Shares: Present value of bonds, Present 

value of preference shares, Present Value 

of Equity Shares. 

(iii) The Cost of Capital: Basic Notion and Significance 

of the Cost of Capital, Determining 

Component Cost of Capital, Weighted 

Average Cost of Capital, WACC and 

Investment Evaluation, Cost of Equity and 

CAPM, Cost of Equity: CAPM Vs Dividend 

– Growth Model. 

Unit II (i) Investment Decisions: Nature of Investment 

Decisions, Investment Evaluation 

Criteria, Net present value method, Internal 

Rate of Return method, Profitability index, 

payback, Discounted payback period, 

Accounting Rate of Return method, NPV 

versus IRR, NPV versus PI, Risk analysis in 

Capital Budgeting. 

(ii) Financing Decisions: Capital structure 

Definition, Meaning and Measures of 

Financial and Operating Leverages, Financial 

Leverage: Effect on the shareholders 

Return and Risk, Combining Financial and 

Operating Leverages, Capital structure 

Theories: Capital Structure Matters: The 

Net Income Approach, Capital Structure 

does not matter: The Net Operating Income 

Approach, Existence of Optimum Capital 

Structure: The Traditional view, Irrelevance 

of Capital Structure: The Modigliani and 

Miller Hypothesis without Taxes, Relevance 

of Capital Structure: The M – M Hypothesis 

under corporate taxes. 

Unit III : Dividend Decisions: Issues in dividend policy, 

Dividend Relevance: Walter’s and Gordon’s 

Models, Dividends and Uncertainty; The 

Bird-in-the-Hand Argument, Dividend Irrelevance: 

Modigliani and Miller Hypothesis, 

Relevance of Dividend policy: Market Imperfections 

Informational Content of Dividends 

Determinants of Dividend Policy. 

Unit IV : Liquidity Decisions or Working Capital Management: 

Concepts of Working Capital, Need 

for working capital, Determinants of Working 

Capital, Estimating Working Capital Needs, 

Financing Current Assets, Management of 

Cash, Receivables and Inventory. 

Text Book(s) 

1. J Berk, P Demarzo & Ashok Thampy, “Financial 

Management”, Pearson, 2010. 


1. Richard A Brealey, Stewart C Myers, Franklin Allen, 

Pitabas Mohanty (2007), “Principles of Corporate 

Finance” Tata Mc Graw-Hill, Special Indian 

Edition 

2. Pandey IM (2010) “Financial Management”, Vikas 

Publishers, Delhi 


3. Prasanna Chandra (2010) “Financial Management: 

Theory and Practice”, Tata McGraw Hill 

4. Van Horne J.C (2006).: “Financial Management 

and Policy” Prentice Hall of India, New Delhi 

5. Brigham & Ehrhardt, (2006). , “Financial Management 

: Theory and Practice”, Thomas South western 

6. Aswath Damodaran (2005), “Corporate Finance: 

Theory and Practice”, John Wiley & Sons, Inc. 

7. Troy Adair (2005). EXCEL “Applications for Corporate 

Finance”, Tata Mc Graw Hill Publishing Co.Ltd 

8. Glen Arnold and Mohan Kumar (2005), “Corporate 

Financial Management”, Pearson Education 

9. Shim (2004), “Theory and Problems of Financial 

Management” (Schaum’s outline series), Tata Mc- 

Graw Hill Publishing Company Ltd 

CORPORATE GOVERNANCE & 

BUSINESS ETHICS 

Code: 207PGDM Credits : 3 

Unit I : Overview of Corporate Governance (CG) 

: Definition, Mechanism and Evolution 

of Corporate Governance Perspectives 

and Practices. Role & Type of Company 

Boards – Policy Board, Mixed Board Role, 

Composition, Systems and Procedures, 

Role of, Chairman, Part- Time Chairman. 

Merits and Demerits, Types of Directors – 

Promoter, Nominee, Functional, Government 

Executives & Non-executive Directors, Role, 

Functions & Responsibilities, Rights, Responsibilities 

and Relationship of Directors, 

Management and Shareholders, Merits and 

Demerits. 

Unit II : Board Committees – Constitution and Scope 

of Board Committees –Audit Committee, 

Remuneration Committee, Shareholders 


Grievance Committee and Other Committees. 

Regulatory Framework for Companies: 

Securities and Exchange Board of India Act, 

1992, Listing Agreement – Compliance of 

Clause 49. 

Unit III Framework for Business Ethics – Principles 

of Integrity, Objectivity, Professional Competence 

– Fraud and Error – Components of 

Fraudulent activity, Ethical Perspectives on 

Directors Responsibility, Conflict of Interest, 

Confidentiality, Whistle Blowing – Case of 

Enron; Satyam. 

Text Book(s) 

1. Zabihollah Rezaee, “Corporate Governance and 

Ethics”, John Wiley and Sons, USA, 2009. 


1. Jill Solomon, Corporate Governance and Accountability, 

3rd Edition, John Wiley and Sons, 

USA, (2010) 

2. Alejo José, & Sison, G. Corporate Governance 

and Ethics – Aristotelean Perspective, Edward Elgar 

Publications, UK, (2009) 

3. Zabihollah Rezaee, (2008) Corporate Governance 

and Ethics, John Wiley and Sons, USA 

4. Zabihollah Rezaee, (2007) Corporate Governance 

Post-Sarbanes-Oxley: Regulations, Requirements 

and Integrated Processes, John Wiley and Sons, 

USA 

5. Zimmerli, Walther C, Richter, Klaus, Holzinger, & 

Markus, (2007) Corporate Ethics and Corporate 

Governance, Springer 

6. Suzanne Benn, & Dexter Dunphy, (2006) Corporate 

Governance and Sustainability Challenges for 

Theory and Practice, Routledge, London 

7. Mathur, U.C. (2005) Corporate Governance and 

Business Ethics : Text and Cases, McMillan, India

8. Julian Roche, (2005) Corporate Governance in 

Asia, Routledge, London 

9. Thomas Clarke, (2004) Theories of Corporate 

Governance, Routledge, London 

DECISION SUPPORT SYSTEM 


Unit I : Introduction to Decision Support Systems 

(DSS) 

Evolution of DSS – Definition of DSS – Why 

DSS? DSS benefits – Decision-making process 

– Types of Decisions – A framework for 

DSS support – DSS as Information system 

– Types of DSS – Individual, Group. 

Unit II : Development and Implementation of DSS 

and Models in DSS 

Define DSS architecture – Hardware, 

Software tools for DSS – Approaches to 

development – Implementation, Models in 

DSS – Types of models. 

Decision Support Systems: AI & Expert 

System – Definition of AI – Artificial Intelligence 

Vs. Natural Intelligence, The intelligence 

of AI. 

Expert Systems – Definition – Structure of 

Expert system – Designing and building 

Expert system – Benefits of Expert system 

– Examples of Expert system – Intelligent 

software systems. 

Unit III : Date Warehousing and Data Mining 

Data Warehouse – Definition – Data Marts, 

Data stores, Meta Data – Characteristics of 

Data Warehouse – Data Warehouse Architecture 

– Implementing Data Warehouse. 

Data Mining – Definition – Online transaction 

processing techniques used to mine data – 

Data Mining Techniques – Limitations of Data 

Mining – Data Visualization. 

Text Book(s) 

1. Simon French, John Maule & Nadia Papamichail, 

(2009) Decision behaviour, Analysis and Support, 

Cambridge Press, India, 1st Edition 


1. Efrem G. Mallach, Decision Support and Data 

Warehouse Systems, Tata McGraw Hill Edition, 

New Delhi 

2. George M. Marakas, Decision Support Systems 

in the 21st Century, Prentice-Hall of India Pvt. Ltd., 

New Delhi, EEE, Second Edition 

ENTREPRENEURSHIP DEVELOPMENT 


Unit I : Meaning of Entrepreneurship, Types of 

Entrepreneurship, concept of intrapreneur, 

developing entrepreneurship through Training 

and Motivation. 

Unit II : Idea Generation, Identifying and Evaluating 

business Opportunities, Idea Generation and 

Evaluation, Lifecycle and Growth Plans and 

the Role of the Entrepreneur in each stage, 

Exit Options, Presentation of Business Plans. 

Unit III : Post-entry Entrepreneurial Issues : Implementing 

Business Plans, Forms of Business 

Ownership, Professionalization and Management 

Succession, Reinventing and turn 

around. Support systems for entrepreneurs 

: Institutional Support : Training Institutions, 

Financial Institutions, Research and Technology, 

Marketing and Legal aspects, Taxation 

benefits, Global aspects of Entrepreneurship. 

Text Book(s) 

1. Desai, V. Small- Scale Industries and Entrepreneurship, 

Himalaya Publishing House, New Delhi, 

2006. 



1. Hisrich, R.D., Peter, M.P., and Shepherd, D.A. 

(2006) Entrepreneurship, Tata McGraw-Hill, New 

Delhi, 6 th Edition 

2. Barrow, Colin, Brown, Robert, & Clark, Liz, (2006) 

The Successful Entrepreneur’s Guidebook, Where 

are you now, Where you want to be, How to get 

there. Kogan Page, London 

3. Sharma, Sudhir, Singh, Balraj & Singhal, 

Sandeep, (2005) Entrepreneurship Development, 

Wisdom Publications, New Delhi 

4. Thomas W. Zimmerer & Norman M. Scar Borough, 

(2005) Essentials of Entrepreneurship & Small Business 

Management, Pearson Prentice Hall, India 

5. Dollinger, Mark J. (2004) Entrepreneurship : 

Strategies and Resources, Delhi : Pearson Education 

(Singapore) 

6. Saini, J.S., & Rathore, B.S. (2001) Entrepreneurship: 

Theory and Practice. A.H.Wheeler, New Delhi 

7. Jain, P.C. (1998) Handbook for New Entrepreneurs, 

Oxford University Press, New Delhi 

8. Dutta, Sudipt, (1997) Family Business in India, Response 


9. Peter Drucker, (1993) Innovation and Entrepreneurship, 

Hyper Business Book 

10. Khaka, S..S. Entrepreneural Development, 

S.Chand & Company Ltd., New Delhi 

Websites 

1. http://www.inc.com/multimedia/slideshows/ 

content/home-basedbusinesses_pagen_12.html 

2. http://www.inc.com 

3. http://www.entrepreneur.com 

4. http://www.bplans.com 

5. http://www.gaebler.com/Gaebler_Entrepreneurs. 

htm 

6. http://www.iloveindia.com/indian-heroes/ 

indian-entrepreneurs.htm 


7. http://www.rediff.com/money/2005/apr/ 

19spec.htm 

8. http://www.indiadaily.com/editorial/13367 

ELEMENTS OF BANKING & INSURANCE 


Unit I : Introduction to Banking Business, Structure 

of Commercial Banks in India, Recent Developments 

in Banking Industry, Banking 

Sector Reforms, Regulation of Banking Sector, 

Banking Legislation, Use of Technology 

in Banking Sector, Loans and Advances of 

Banks, Priority Sector Lending, Export 

Credit, Project and Working Capital Finance, 

Management of NPAs, Risk Management in 

Banks. 

Unit II : Introduction to Insurance, Reforms in Insurance 

Sector in India, Regulation of Insurance 

Sector, Life & General Insurance, Principles 

of Life and General Insurance, Types of Life 

Insurance and their suitability, General Insurance 

: Fire Insurance, Property Insurance, 

Insurance of Household Goods, Marine Insurance, 

Motor Vehicle Insurance, Accident 

Insurance, Health Insurance, Overseas Travel 

Insurance, Crop Insurance, Cattle Insurance 

& other Miscellaneous Insurance Products, 

Reinsurance, Insurance pricing, Underwriting, 

Policy Servicing & Claim Settlement. 

Marketing of Insurance Products. 

Unit III : Legal aspects of Banking and Insurance, Annual 

Report and Balance Sheet of Banks and 

Insurance Companies, Performance Evaluation 

of Banks and Insurance Companies. 

Future Trends and Outlook for Banking and 

Insurance Sectors in India, Case Studies.

Text Book(s) 

1. Sethi, J., & Bhatia, N. (2009) Elements of Banking 

and Insurance, PHI Learning Pvt. Ltd., New Delhi. 


1. Sundararajan, S. (2006) Book of Financial Terms, 

Tata McGraw-Hill New Delhi 

2. IIBF, (2010) Legal & Regulatory Aspects of Banking, 

Macmillan, India 

3. Maheshwari, S.N., & Maheshwari, S.K. (2008) 

Banking Law and Practice 

4. Koch, T.W., & MacDonald, S.S. (2005) Bank Management, 

Thomson South-Western 

5. IIBF, (2010) Risk Management, Macmillan 

6. Toor, N.S. (2009) Handbook of Banking Information, 

Skylark Publication, New Delhi 

7. Rejda, G.E. (2006) Insurance and Risk Management, 

Pearson Education, New Delhi 

8. Mishra, M.N. (2006) Insurance Principles and 

Practice 

9. Periasamy, P. (2005) Principles and Practice of Insurance, 

Himalaya Publishing House, New Delhi 

10. Harrington, & Niehaus, (2004) Insurance and Risk 

Management, Tata McGraw-Hill, New Delhi 

RETAIL STORE OPERATIONS & MALL 

MANAGEMENT 

Code: 207RM Credits : 3 

Unit I : Retail Operations – Components of Retail 

Store Operations – Operating a Retail Business 

– Inventory Management – Store Security 

– Insurance – Credit Management - Store 

administration and Management of Retail 

Floor – Management of Receipts – Customer 

Service - Management of a Retail Outlet / Store 

– Expectations from a Store Manager – OMS 

Unit II : Retailing Loss Prevention – Types of Retail 

Theft – Challenges in Retail Loss Investigation 

- Store Management Responsibilities 

– Recruiting and Selecting Store Employees 

– Socializing and Training New Store 

Employees – Controlling Costs – Reducing 

Inventory Shrinkage 

Unit III : Concepts of Mall Management - Issues related 

to Indian Mall Management - Mall Management 

Strategies - Mall designing process 

– Leasing and Administration – Shopping 

Mall Management 

Text Book(s) 

1. Swapna Pradhan, “Retailing Management Text & 

Cases”, Tata McGraw Hill, New Delhi, 2009. 


1. Arif I Sheikh & Dr Kaneez Fatima, “Mall Management” 

Himalaya Publishing House Pvt Ltd, Mumbai 

2009 


Tata McGraw Hill, New Delhi, 2009 


A Strategic Approach” (10E), Prentice Hall 

of India, New Delhi. 2009 

4. S.L. Gupta, “Retail Management, An Indian Perspective 

(Text & Cases), Wisdom Publications, 

New Delhi. 2009 


1. Journal of Marketing 



4. Pitch 


ADVERTISEMENT & BRAND 

MANAGEMENT 


Unit I : The World of Advertising: Introduction to 

Advertising, Role of Advertising, Evolution 

of Advertising, History of Indian Advertising, 

Types of Advertising, Advertising Agency 

– Structure & Processes, Agency Compensation, 

Careers in Advertising, Ethics in 

Advertising 

Unit II : Advertising Planning and Strategy Development: 

Planning an Advertising Campaign, 

Creative strategy and development, Advertising 

Models – AIDA, DAGMAR; Copywriting, 

Design and Production, Media Planning and 

Buying, Testing advertising effectiveness 

Unit III : Brand : Basic Concepts; Marketing Environment 

for Product and Brand Management; 

Branding Decisions, Brand Identity, Brand Image 

and Personality, Brand Equity and Brand 

Building, Leveraging the brands for success. 

Transforming National Brand into International 

Brand. Branding in Retail Sector. 

Text Book(s) 

1. Well, William, Moriarty, Sandra, & Burnett, John, 

Advertising – Principles & Practice, 7th Edition, 

Pearson Education, 2008. 


1. Jethwaney, Jaishri, & Jain, Shruti, Advertising 

Management, Oxford Higher Education, New 

Delhi, 2007 

2. Batra, Rajeev, Aaker, D.A., & Myers, J.G., Advertising 

Management, Prentice Hall, 

3. Belch, G.E., & Belch, M.A., Advertising and Promotion 

– An Integrated Marketing Communications 

Perspective, Tata McGraw-Hill, 2006 


4. Majumdar, R., “Product Management in India”, 

Prentice Hall of India Pvt. Ltd., New Delhi, 2001. 

5. Moore, L. W., and Pessemier, E.A., “ Product Planning 

& Management – Designing & Delivering Value”, 

McGraw-Hill Inc, New Delhi, 2000. 

6. Pessemier, E.A., “Product Management : Strategy 

and Organization”, John Wiley & Sons, New York, 

2000. 

SALES MANAGEMENT 


Unit I : Evolution of Salesmanship, Salesmanship 

– Meaning & Definition, Classification of 

Salesmanship, Classification of Salesmen, 

Personal Selling in the Age of Information, 

Types of Selling, Retail Selling, Relationship 

between Sales and Marketing, Sales Knowledge 

– Customers, Products, Technologies; 

Relationship Selling. 

The Selling Process - Prospecting, Pre approach, 

Approach, Presentation, Objection 

Handling, Closing the Sale, Follow-up and 

Follow-through in Sales. 

Unit II : Introduction to Sales Management, The Sales 

Management Process, Functions of Sales 

Managers, Sales Management Skills, Sales Organization 

Structure, Design and Size of Sales 

Territories, Sales Objectives and Quotas, Sales 

Forecasting and Sales Budgets, Recruitment, 

Selection and Training, Directing the Sales 

Force – Motivating and Leading the Sales Team, 

Sales Force Compensation, Determining Sales 

Force Effectiveness and Performance. 

Unit III : Retail Selling, Selling to Industrial Markets, 

Value-added Selling, Qualities of an Effective 

Salesperson, Communication Skills in

Personal Selling, Careers in Sales, Types of 

Sales Jobs, Advantages and Disadvantages 

of Selling as a Career, Social, Legal and Ethical 

Issues in Selling. 

Text Book(s) 

1. Havaldar, K.K., & Cavole, V.M.., “Sales and Distribution 

Management”, Tata McGraw-Hill, New 

Delhi, 2007. 


1. Ingram, Thomas N., La Forge, R.W., Avila, R.A., 

Schwepker Jr., C.H.& Williams, M.R., “Sales Management 

– Analysis and Decision Making”, Sixth 

Edition, Thomson – South-Western, Australia, 2007 

2. Manning, Gerald L. & Reece, Barry L., “Selling Today 

– Creating Customer Value”, Pearson Education, 

Delhi, 2007. 

3. Sahu, P.K. & Raut, K.C., “Salesmanship and Sales 

Management”, Vikas Publishing House Pvt. Ltd., 

2007. 

4. Still, R.R, Cundiff, E.W., & Govoni, N. A. P, “Sales 

Management – Decisions, Strategies & Cases, 

Fifth Edition, Prentice-Hall of India, New Delhi, 

2007. 

5. Fleming, Peter, “Retail Selling – How to Achieve 

Maximum Retail Sales”, Jaico Publishing House, 

Mumbai, 2006. 

INDUSTRIAL & INTERNATIONAL 

MARKETING 


Unit I : Dimensions of Industrial Marketing: Nature 

of Industrial Marketing – Industrial Marketing 

System – understanding Industrial Customer 

– Business and Institutional Buyers – Value 

and Vendor Analysis – Industrial Marketing 

in the International Environment. Business 

buyer behaviour-A model of Business 

buyer behaviour.- Types of buying situations- 

Participants in the buying process-Major 

influences on Business buyers-Government 

markets-Segmentation strategies in Business 

markets-Role of e-commerce in Business 

marketing – Industrial Marketing Strategies. 

Unit II : Introduction to Global Marketing, Scope, Reasons 

for companies going global, Internationalization 

process and orientations; The Global 

Marketing Environment : Economic, political, 

legal, social and cultural; Recent Trends in 

World Trade, WTO, Tariff and Non-Tariff Barriers, 

dumping and anti-dumping duties. 

Unit III : Global Marketing Strategies : Selection 

of markets, Entry & Expansion strategies, 

Competitive Analysis, Strategies and global 

strategic partnerships; Global Product Strategies, 

Pricing strategies, Marketing channels 

and distribution decisions, Promotion strategies, 

Global e-marketing. 

Text Book(s) 

1. Varshney, R.L. and Bhattacharya, B., “International 

Marketing Management”, S. Chand & Co., New 

Delhi, 2008. 


1. Keegan, Warren J. (2007), “Global Marketing 

Management”, Pearson Education, New Delhi. 

2. Shaw John J. and Onkvst S., (2006), “International 

Marketing Management”, Prentice Hall India, New 

Delhi. 

3. Ghosh, “Industrial Marketing”, Oxford University 

Press, New Delhi, 2006. 

4. A.S. Bhamhra, “Industrial Marketing”, Anmol Publications 

Pvt. Ltd., New Delhi, 2004 


5. H. Morris, Leyland Pitt, and Earl Dwight, Jr. Honeycutt, 

“Business-to-Business Marketing: A Strategic 

Approach”, Sage Publications, New Delhi, 

2001. 





4. Global Business Review 

5. Pitch 


PRINCIPLES AND PRACTICE OF 

GENERAL INSURANCE 


Unit I : Introduction: Meaning of General Insurance 

– The Evolution and Growth of General Insurance 

–Types of General Insurance – Fundamentals 

of General Insurance – Organization 

and Management of General Insurance 

Companies – Regulatory Framework for 

General Insurance in India. 

Unit II (i) Fire Insurance: Standard policies – Fire 

Insurance coverages – Consequential loss 

(fire) Insurance policies – Declaration policies, 

Marine Insurance: Marine Cargo policies 

– Hull policies – Institute cargo clauses 

– Institute hull clauses – Open policies 

– Accumulation of risk per location,:Motor 

Insurance: Types of policies – Third party 

Insurance – Comprehensive coverage – 

Conditions and Exclusions – premium. 

(ii) Non life miscellaneous insurances: Personal 

Accident Insurance, Health Insurance 

and Mediclaim policies, Liability Insurance, 

Burglary Insurance other Miscellaneous In- 


surances, Rural Insurance covers, Engineering 

Insurance and its Consequential loss 

covers, Aviation hull and Aviation liability. 

Unit III : Underwriting and Settlement of Claims: 

Proposal forms – Cover notes – Certificates 

of Insurance – Endorsements – Moral and 

Physical Hazards – Statistics – Spreading 

of Risks – Premium Rating – Premium Loading 

– Settlement of Claims: Claim procedure 

– TPAs – Claim forms – Investigation / 

Assessment – Essential Claim Documents 

– Settlement Limitation, Arbitration, Loss 

Minimization and Salvage. 

Text Book(s) 

1. K C Mishra & R C Guria (2009), “Practical Approach 

to General Insurance Understanding A 

Profile”, Jaico Publishing House 


1. Luhardt, Constance M et al (1999), “Property and 

Liability Insurance Principles”, Insurance Institute 

of America. 

2. Biclehaupt, DL., (Recent Edition ), “General Insurance”, 

Richard D Irwin, Inc 

3. Huebner, SS., K Black and R Cline (Recent Edition), 

“Property and Liability Insurance”, Prentice 

Hall 

FINANCIAL MARKETS, INSTITUTIONS 

AND SERVICES 


Unit I (i) An overview of Environment of Financial 

System, Markets and Services-Types of 

Financial Services- Fund based and Fee 

based financial services. 

(ii) Financial Markets – Money Market-Capital 

Market-Commodity mark

(iii) Stock Exchanges – Functions-Trading & 

Settlement- Index 

Unit II (i) Merchant Banking – Functions of a Merchant 

Banker -Modes of raising capital 

from Primary Market – Steps involved in 

Public Issue- Role of Merchant Banker-SEBI 

guideline 

(ii) Leasing, Hire – purchasing, Bill Discounting, 

Factoring, Forfeiting and Securitization 

(iii) Housing Finance-Consumer Finance- 

Credit Cards-Insurance and Pension Funds 

Unit III (i) Concept and Process of Venture Capital & 

Private Equity-the Indian Experience in Venture 

Capital Financing – Various schemes 

and guidelines 

(ii) Concepts of Credit Rating – Functions of 

rating agencies – Credit rating process - 

Credit rating agencies in India 

(iii) Mutual Funds – Types of Mutual Funds- Net 

Asset Value- Electronic traded Funds 

Text Book(s) 

1. Khan MY, Financial Services – Theory and Practice, 

Tata McGrawhill, New Delhi, 2008 

Suggested Reading 

1 Khan MY, Indian Financial System,Tata Mc- 

Grawhill, New Delhi, 2004. 

2. Gurusamy, S. Financial Services and Markets, 

Thomson, 2004. 

3. J.C.Verma, ‘A Manual of Merchant Banking’, 

Bharath Publishing House, New Delhi, 2001. 

4. Nabhi’s Manual of SEBI Guidelines on Capital Issues 

and Merchant Banking, Nabhi Publications, 

New Delhi. 

5. Bharti V. Pathak, Indian Financial System, 

6. Prasanna Chandra, Financial Management 

7. Brealey and Myers, Principles of Corporate Finance, 

Irwin/McGraw-Hill 

Journals / Newspapers 

1. IPE Journal of Venture Capital & Financial 

Services 

2. The Economic Times 

3. The Business Standard 

4. The Hindu Business Line 

Websites 

1. www.sebi.com 

2. www.indiavca.org 

3. www.eximbankindia.com 

LEGAL ENVIRONMENT FOR BIF 


Unit I (i) Indian Contract Act, 1872: Definition – Essential 

elements of Contract – Offer, Acceptance 

Capacity to contract, Consideration, 

Free consent, legality of object, Performance, 

Discharge and Breach of Contract, 

quasi contracts 

(ii) The Companies Act, 1956: Definition, Types 



Share Capital and Debentures, Board of Directors, 

Appointment of Directors, Powers 

of Board, Board Meetings, Company Meetings, 

Accounts and Audit and Corporate 

Reporting. 

(iii) TheNegotiable Instruments Act, 1881: 

Definition, Types of Negotiable Instruments, 

Promissory Note, Bills of Exchange and 

Cheque. Parties to Negotiable Instruments, 

Negotiation of Negotiable Instruments, 

Dishonor and Discharge, Relation between 

a Banker and a Customer. 


Unit II (i) Consumer Protection Act, 1986: objects and 

scope – Definition of Consumer - Consumer 

Protection Councils – Consumer Disputes 

Redressal Agencies. 

(ii) The Competition Act, 2002: Objects 

and Application – Anti Competition 

Agreements, Abuse of Dominance, 

Combinations Regulations, Competition 

Advocacy – Duties, Powers and Functions of 

Commission. 

(iii) The Information Technology Act, 2000: 

Introduction, Digital Signature, Electronic 

Governance, Electronic Records, Controller 

& Certifying Authorities- Functions and 

Powers. 

(iv) FEMA - Introduction, Current and Capital 

Account Transactions, Export of goods 

and services, Realization and Repatriation 

of Foreign Exchange, Authorized person, 

Contravention and Penalties, Enforcement 

Directorates. 

Unit III : Banking Regulations Act, 1949: An overview 

– Reserve Bank of India (Amendment) Act 

1997 – Banking Sector Reforms - Basel I and 

Basel II Capital Accords. 

Insurance Act 1938: An Overview – Insurance 

Sector Reforms - The Insurance Regulatory 

Development Authority (IRDA) Act, 1999 – 

IRDA (Investment) Regulations 2000 – IRDA 

Guidelines for Insurance Brokers Securities 

and Exchange Board of India (SEBI) Act, 

1992 – SEBI Guidelines 

Text Book(s) 

1. Maheshwari S.N. & Maheshwari S.K (2010), “A 

Manual of Business Laws”, Himalaya Publishing 

House, New Delhi. 



1. Maheshwari S.N. & Maheshwari S.K., (2008), 

“Banking: Law & Practice”, Kalyani Publishers, 

New Delhi 

2. N.D. Kapoor, (2007), “Essential Elements of Mercantile 

Law”, S.C. Chand & C0., New Delhi 

3. Akhileshwar Pathak, (2007), “Legal Aspects of 

Business”, Tata McGraw-Hill Publishing Company 

Limited, New Delhi 

4. V.S. Datey, (2007), “Business and Corporate Laws”, 

Taxmann Allied Services Ltd. New Delhi, 2007 

5. M.C. Kuchhal, “Mercantile Law”, Vikas Publishing 

House Pvt. Ltd., New Delhi. 2007 

6. K.R. Bulchandani, “Business Law for Management”, 

Himalaya Publishing House, Hyderabad, 2007 

7. V. Ramakrishna Raju, “Business Laws & Economic 

Legislations”, Himalaya Publishing House, New 

Delhi, 2007 

8. The Competition Act, 2002, Bare Act 

9. Consumer Protection Act, 1986, Bare Act 

PROJECT & INFRASTRUCTURE 

MANAGEMENT & FINANCING 


Unit I : Project Management and Financing: Introduction 

to Project Management & Project 

Life Cycle, Project Feasibility Studies and 

Appraisal, Project Planning and Organizing, 

Project formulation, Project Management 

Tools and Techniques (PERT & CPM), Project 

Crashing, Project cost control & Cost over 

runs, Risk management, Sensitivity analysis, 

Computer aided Project Management, 

Modes of Project Financing and Financial 

Modeling 

Unit II : Infrastructure Management and Financing: 

Introduction to infrastructure – overview of

Power sector, Road, Rail, Air and Port transportation 

sectors in India – telecom, education 

and health sectors, Role of Government 

and Promotional Agencies, Characteristics of 

Infrastructure Finance- Methods of financing 

infrastructure projects – BOT, BOOT,BOLT, 

– BOAT etc– Special issues in infrastructure 

management - Public Private Participation in 

infrastructure management. 

Text Book(s) 

1. Prasanna Chandra (2010), “Projects – Planning, 

analysis, Financing, Implementation and Review”, 

Tata McGraw hill 


1. V.K.Srinivasan, P.S.Sundaram, Special Economic 

Zones – International Experience and Indian Scenario 

–Media India News Service Publication, 2008 

2. Abhijit Dutta, Infrastructure Finance – An Indian 

Perspective, Mahamaya, 2007 

3. Sources of Infrastructure Finance, Nachiket Mor 

and Sanjeev Sekhrawat, IFMR Working paper series, 

2006 

4. Clifford F. Gray, Erik W. Larson (2006), “Project 

Management – The Managerial Process”, Mc- 

Graw Hill 

5. G. Raghuram, R.Jain, S.Sinha, P.Pangotra and S. 

Morris, Infrastructure Development and Financing 

– Towards a Public-Private Partnership –Mac Millan 

India Ltd, 1999 

6. Hard Keerzer (1998), “Project Management – A 

System Approach to Planning, Scheduling and 

Controlling”, Van Nostrand Reinhold Company, 

New Delhi 

7. K.P.Singh Infrastructure in India, Excel Books, 

1998 

8. Sadhan Choudhary (1996), “Project Management”, 

Tata McGraw Hill 

9. Sadhan Choudhary (1995), “Project Scheduling 

and Monitoring in Process”, South Asian Publishers, 

New Delhi 

10. Daniel D. Roman, “Managing Project: A System 

Approach”, Elsevier 

11. Jack R. Meredith, Samuel J. Mantel Jr. (1995), 

“Project Management – A Managerial Approach”, 

John Wiley & Sons 

12. P. K. Joy (1994), “Total Project Management – The 

Indian Context”, MacMillan India Pvt. Ltd 

13. Robert K. Wysocki, Robert Beck Jr, David B. Crane, 

“Effective Project Management”, Wiley & Sons 

CROSS CULTURAL MANAGEMENT 


Unit I : Introduction: Concept of Culture for a Business 

Context. Why is culture important? 

Cross-cultural management: what is it? 

Cross-cultural competence: concept and 

framework.A wrap up of organizational 

culture & its dimensions; Culture and Global 

Management. Global business Scenario 

Cultural Issues in globalization. Emerging 

trends in the area of cross cultural management 

studies with special reference to globalization 

and its impact.Managing across 

cultures. Business and Role of Culture- A 

Frame work for Analysis. 

Unit II : Elements & Processes of Communication 

across Cultures; Communication Strategy 

for/ of an Indian MNC and Foreign MNC 

High Performance Winning Teams and 

Cultures; Culture Implications for Team 

Building Cross Culture – Negotiation & 

Decision Making: Process of Negotiation 

and Needed Skills & Knowledge Getting 

to know each other: understanding the 

work culture of countries, Profiling and 


understanding the work culture of: English 

speaking countries: U.S.A, Canada, Britain, 

Australia,Europe, East and West: Germany, 

France, Italy,Russia,Arab countries,India and 

South East Asia: India, Singapore, Japan, 

China and Hong-Kong, Korea,Latin America: 

Brazil, Argentina.,Motivating and Leading; 

Developing the values and behaviors necessary, 

to build high performance organization 

personnel. 

Unit III : International and Global Business Operations- 

Strategy Formulation & Implementation; 

Aligning Strategy, Structure & Culture 

in an organizational context Global Human 

Resources Management-. Staffing and 

Training for Global Operations. Developing a 

Global Management Cadre. Corporate Culture: 

The Nature of Organizational Cultures 

Diagnosing the As-Is Condition; Designing 

the Strategy for a Culture Change Building 

Successful Implementation of Culture 

Change Phase; Measurement of ongoing 

Improvement. 


1. International Management-Managing across borders 

and cultures-Helen Deresky 

2. When cultures collide- Richard D. Lewis 

3. International management-Cross cultural dimensions- 

Richard Mead 

INTERNATIONAL BRAND 

MANAGEMENT 


Unit I : Introduction to brand management- Historical 

evolution of branding- Brand names and 

its basis- Application of branding –Management’s 

philosophy & brand-Maslow’s hierarchy 

of needs- Brand functions- Branding 


Products- Branding services –CRM in brand 

management- Brand loyalty- True brand loyalty 

- spurious brand loyalty- Brand Equity- 

Customer based brand equity. 

Unit II : Segmentation & its usage in advertising - 

market targeting and positioning brands 

across borders - brand building- Positioning 

maps-choosing a positioning- Communicating 

and delivering the chosen positioning- 

Integrated marketing communications to 

build brand- modern international brand 

building strategies 

Unit III : Brand extensions-brand extension fit-Brand 

ambassador & celebrity endorsements in 

brand building- Brand co-creation- Managing 

brands over time- Managing brands across 

Geographical boundaries- Finance based 

brand equity- Measuring brand equity-Role 

of advertisements in brand building. 


1. Brand Management Text & cases by U C 

Mathur,Macmillan publishers india ltd,2006 

2. Best Practice Cases in Branding: Lessons from 

the World’s Strongest Brands, by Kevin Keller, 

Prentice Hall 

Reference Books 

1. Aaker, David A. (1995), Building Strong Brands, 

Free Press, ISBN 9780029001516 

2. Keller, Kevin Lane (2003), Strategic Brand Management, 

Second Edition, Prentice Hall, ISBN 

0130411507], International Edition, 2nd Edition, 

ISBN 0131105833] 

3. Kevin Lane Keller (2003), Best Practice Cases in 

Branding, Prentice Hall, ISBN 0131411330 [Publisher’s 

Site], [Publisher’s Site, UK] 

4. Mike Moser (2003), United We Brand: How to Create 

a Cohesive Brand That’s Seen, Heard and Re-

membered, Harvard Business School Press, ISBN 

1578517982 

5. Ries, Al and Laura Ries (2002), The 22 Immutable 

Laws of Branding, Harper-Collins, ISBN: 

0060007737 

GLOBAL MARKETING MANAGEMENT 


Unit I : Introduction to Global Marketing. Reasons 

for companies going global. Driving forces 

for global trade, Levitt’s prediction. Management 

Orientations for global businesses. 

Global Marketing Environment.- Political, 

Economoic ,Social / Cultural, Technological 

Factors.WTO, Global / Regional Trade 

trends; Global Marketing Opportunities and 

Global Customers . Regional Market Characteristics, 

North America, EU, Latin America, 

Asia Pacific, Middle East, Africa .Global 

Buyers—Customer Value & Value Equation. 

Diffusion Theory. 

Unit II : Global Market Segmentation—geographic, 

demographic, psychographic. 

Behaviour and benefit segmentation. Global 

targeting- criteria for targeting; Selection of 

global marketing strategy. 

Market Entry & expansion Strategies: 

Decision on Markets to enter. Export Related 

Issues. Five Market Expansion Strategy 

Alternatives. Global Marketing Channels and 

Physical Distribution. 

Unit III : Product Decisions. Product Positioning.Product 

Design Cosiderations. 

New Products in Global Marketing. Pricing 

Decisions. Strategies. Global Pricing Strategies—Market 

Skimming, Penetration Pricing, 

Market Holding , Cost Plus/ Price Escalation 

. Deploying Sourcing . Global Pricing – Three 

Policy Options. Actual Pricing Practices. 

Global advertising and Branding. Global emarketing. 


1. Paul Justin, “ International Business” PHI Learning 

Private Limited, New Delhi,2009 

2. Varshney, R.L. and Bhattacharya, B., “International 

Marketing Management”, S. Chand & Co., New 

Delhi, 2008 

3. Lee Keifer and Carter S., “Global Marketing Management”, 

Oxford University 

Press, New Delhi, 2008 

4. Keegan, Warren J., “Global Marketing Management”, 

Pearson Education, New Delhi, 2007 

5. Hollensen, Svend and Banerjee, Madhumita, 

Global Marketing, Pearson Education Ltd.Dorling 

Kindersley (India Pvt. Ltd ), New Delhi , 2007 

6. Cherunilam, Francis, “International Marketing”, 

Himalaya Publishing House, New Delhi, 2007 

7. Joshi, Rakesh Mohan, “International Marketing”, 

Oxford University Press, New Delhi, 2006 

8. Shaw John J. and Onkvist S., “International Marketing 

Management”, Prentice Hall India, New 

Delhi, 2006 





4. MIT Sloan Review of Management 

5. California Management Review 


7. Global Business Review 



INTERNATIONAL BUSINESS - II 


Unit I : Trade liberalization and Imports- Removal 

of quantitative restrictions- WTO Intellectual 

Property Rights – GATS -International 

Marketing Research & its importance-Doing 

business in China, Doing Business in Latin 

American Nations Culture differences and 

Cross Cultural Factors. 

Unit II : Managing Multinational Enterprise- Transfer 

pricing- Ethics in International Business- 

Ethical dilemmas- The roots of unethical 

Behavior-Ethical decision Making-The Strategy 

of International Business- Strategy and 

the firm-Global expansion, Profitability and 

Growth-Choosing a Strategy. 



Business – Environments and Operations”, Pearson 

Education, Eleventh Edition, 2008 

2. Czinkota,Ronkainen,Moffett, “International Busi- 

3. 

ness, Cengage Publications,2007 (Prescribed Book) 

Francis Cherunilam, “International Business Environment”, 

Himalaya Publishing House, 2007 



Company-2006 

5. Aswathappa K., “International Business”, The Mc- 

Graw –Hill Company-2006 




7. Francis Cherunilam, “International Business: Text 

and Cases”, Prentice Hall India, 2005 

8. P. Subba Rao, “International Business: Text and 

Cases”, Himalaya Publishing House, 2005 




AGRICULTURAL BIOTECHNOLOGY 


Unit I : Introduction to Agriculture, Status of Agribiotech 

Sector, Agribiotech Companies, Effects 

of Biotechnology on Agrobiodiversity, Micropropagation, 

Applications of tissue culture; 

Biofertilsers, Biopesticides, Production of 

alkaloids and other secondary metabolites. 

Unit II : Genetic Manipulation in Plant Breeding, Biotechnological 

applications in seed industry. 

Agriculture and Medicine, New Biotechnologies 

for Food Production and Processing, 

Biotechnology for alleviating Malnutrition, 

Community Gene Banks and Sustainable 

Food Security. 

Unit III : Live stock improvement, Animal Vaccinations, 

Biotechnological applications in 

Animal Husbandry. Safeguarding Domestic 

Animal Diversity through Animal Husbandry. 


1. H D Kumar, Agricultural Biotechnology, Published 

by Daya, 2005 

2. M. J. Chrispeels and D.F. Sadava (eds), Plants, 

Genes and Crop Biotechnology, 2 nd Edition, Jones 

and Barlett Press, 2003 

3. J.H. Hammond, P. Mcgarvey, and V. Yusibov (eds), 

Plant Biotechnology, Springer Verlag, Heidelberg, 

2000 

BIOSAFETY REGULATIONS & 

RISK ASSESSMENT 


Unit I : Biosafety – Introduction, Acts and Rules – 

National and International, the Environment 

(PROTECTION) ACT, 1986, Rules for the 

manufacture,use, import, export and storage

of hazardous micro organisms, Geneticlly 

engineered or ganisms or cells. 

Unit II : Guidelines National and National Steps 

involved Step wise procedures for the development 

of rDNA Pharmaceuticals and 

Transgenic crops Committees: COMPETENT 

AUTHORITIES OF RULES 1989 Recombinant 

DNA Advisory Committee (RDAC) Institutional 

Bio-safety Committee (IBSC) Review Committee 

on Genetic Manipulation (RCGM) Adhoc 

sub-committees of RCGM Genetic Engineering 

Approval Committee (GEAC) State Biotechnology 

Coordination Committee (SBCC) District 

Level Committee (DLC) OTHER DEPART- 

MENTS AND COMMITTEES Monitoring cum 

Evaluation Committee (MEC) Recombinant 

Drug Advisory Committee (RDAC). 

Unit III : Case Studies 

1. Unknown Route of Transmission of Human 

Immunodeficiency Virus 

2. Airborne Transmission of an Arenavirus 

Resulting from a Centrifuge Accident 

3. Possible Laboratory-associated Infection 

with Influenzae 

4. Understanding the Principles of Laboratory 

Design 

Role Play: Bt Rice 


1. Sarad R. Parekh: The GMO Handbook: Genetically 

Modified Animals, Microbes, and Plants, 

Human Press, 2004 

2. Christoph Bail et.al: The Cartagena Protocol 

on Biosafety: Reconciling Trade in Biotechnology 

with Environment & Development, Earthscan, 

2002 

3. Tomme Young: Genetically Modified Organisms 

and Biosafety, IUCN Policy and Exchange Series, 

2001 

4. Annual Reports of Department of Biotechnology, 

Govt..of India 

Websites 

1. http//www.dbtbiosafety.nic.in 

2. http//www.fao.org 

3. http//www.oecd.org 

4. Convention on Biological Diversity 

5. Cartagena Protocol on Biosafety 

Journals 

1. Nature biotechnology 

2. Information Systems for Biotechnology News report 

3. Electronic Journal of Biotechnology 

IPRs & BIOETHICS 


Unit I : Intellectual Property, Role of IPRs in Biotechnology, 

What is a Patent, Types of Patent, 

Patent Protection in the constitutions, The 

Purpose of a Patent, Material transfer Agreements, 

Promoting Technological Advancement. 

Unit II : Patentable Inventions, Biotechnology Patents, 

Patent Requirements, Patent Application, 

Patenting Organisms, Patent Licensing, 

Unit III : Ethics- Bioactivities, Ethical Issues, Gene 

Therapy, Germ line Gene therapy Moratorium, 

Medical Privacy and Genetic Discrimination, 

Stem Cells, Cloning, Food and Agriculture, 

Use of animals in research, Statement of 

Bioethical Principles. 


1. Philippe Cullet: Intellectual property Rights and 

sustainable Development, Lexis, Nexis, New 

Delhi, 2005 


2. Arthur William et.al; Expanding Horizons in 

Bioethics, Springer, 2005 

3. Prabuddha Ganguli, Intellectual Property Rights, 

Unleashing the Knowledge Economy, Tata Mc 

Graw Hill, New Delhi, 2001 

Journals 

1. Journal of Intellectual Property Rights 

PHARMACEUTICAL BIOTECHNOLOGY 


Unit I : Pharmaceutical Industry an Overview; issues 

and challenges in pharmaceutical sectors, 

comparative analysis of global and domestic 

pharmaceutical industry, Establishment of 

Pharmaceutical Unit and Pharmaceutical 

companies security, safety and environmental 

protection measures; Regulatory affairs 

cGMP, cGLP and cGCP in drug research 

and approval process; ICH guidelines for 

Pharmabiotech products for establishing 

Quality, Safety and Efficacy. 

Unit II : Introduction to Bio-Pharmaceuticals in 

Health care, Probiotics, Nutraceuticals Vaccines, 

Hormones, Antibiotics, Therapeutics, 

Diagnostics, and Monoclonal Antibodies; 

Clinical trials, Clinical Research Organization 

and Administration, Contract Research, 

New drug status, NDA, ANDA, OTC Drugs, 

Generic Drugs, Prescription Drugs, Bulk 

Drugs, Orphan Drugs and Pediatric Drugs; 

Core concepts of Process and Product Patent 

regime; Managing healthcare outcomes 

Unit III : Present trend of market for Pharmaceutical 

Products; Regulation of Drug Labeling and 

Promotion and Advertising for Pharmaceutical 

Marketing and Good Wholesale Practices; 

3 rd party in pharmaceutical marketing, pharmaceutical 

value chain, distribution channel 


of pharmaceutical goods, Ethics in marketing 

pharmaceutical products Ethical challenges 

and consequences of non-compliance 


1. Pharmaceutical Industrial Management by Bien 

N. Shah, Bhavesh S. Nayak, Vineet C. Jain and 

Dhiren P. Shah; Reed Elsevier India Pvt. Ltd., New 

Delhi (2010) 

2. cGMP for Pharmaceuticals by Manohar A. Potdar, 

Pharma Med Press, Hyderabad (2009) 

3. Biotechnology by U. Satyanarayana; Books and 

Allied (P) Ltd., Kolkata (2008) 

4. Pharmaceutical Biotechnology by Purohit S.S, 

Kulkarni, H.N and Saluja A. K; Student Edition (2006) 

5. Pharma marketing by Harris G. and James K. B , 

Quiller management, New Delhi,(2005) 

6. Pharmaceutical Industrial Management by Vidya 

Sagar; Pharma Book Syndicate (2004) 

7. Food Pharmacy by Jean Carper; Pocket Books, 

London (2000) 

8. Theory and Practice of Industrial Pharmacy by 

Leon Lachmann and Libermann (1998) 

Semester-III 

Courses 301-308 

SECURITY ANALYSIS & PORTFOLIO 

MANAGEMENT 

Code: F1 Credits: 3 

Unit I : Introduction: Securities and Security 

markets- Investment Vs. Speculation. The 

Investment process. Investment Categories, 

Security markets – primary and secondary – 

Functions, Organization and Regulation. 

Valuation of securities: General framework 

and valuation model. Valuation of fixed 

income securities, performance shares, and

equity shares. (Including Problems), Analysis 

for Equity Valuation: Economy and Industry 

Analysis. Company level Analysis Technical 

Analysis – Efficient Market Hypothesis. 

Unit II : Portfolio Theories: Meaning and Objectives 

of Portfolio, Computation and Behaviour of 

Return – Risk, Principles of Markowitz Diversification 

– Portfolio Analysis and Selection, 

Capital Asset Pricing Model. 

Portfolio Revision: Constant Dollar Value 

Plan. Constant Ratio Plan. Variable Ratio 

Plan. Modification of Formulae Plan, Dollar 

Cost Averaging. 

Unit III : Institutional and Managed Portfolio: Mutual 

Funds – Open-end and Close ended. 

Measures of Performance of Mutual Funds 

– Sharpe’s Measure. Treynor’s Measure, and 

Jensen’s Mmeasure. (Including Problems). 

Text Book(s) 

1. Prasanna Chandra, “Investment Analysis and 

Portfolio Management”, Tata McGraw Hill, Latest 

Edition, 2010. 


1. Fisher and Jordon (2006), “Security Analysis and 

Portfolio Management”, Prentice Hall of India 

2. Troy Adair (2006), `Excel Applications for Investments, 

Tata Mc Graw Hill Publishing Co.Ltd., 

3. Herbert B. Mayo, (2006), Investments: An Introduction, 

Thomson 

4. Francis JC (2004) , “Investments: Analysis and 

Management”, McGraw Hill 

5. Elton and Gruber, (2004), “Modern Portfolio Theory 

and Investment Analysis”, John Wiley and Sons 

6. Francis J C, (2004). ‘Investments: Analysis and 

Management, MC Graw Hill 

FINANCIAL & CREDIT ANALYSIS 


Unit I : Overview of Credit Analysis – Objectives, 

Tools and Techniques, Lending Process, 

Financial Statement Analysis –I, Ratio Analysis, 

Cash Flow and Funds Flow Analysis, 

Financial Statement Analysis –II, Equal Size 

Statement Analysis, Trend Analysis, Sensitivity 

Analysis, Decision Tree, Simulation, EVA 

& MVA Analysis etc., Non-financial Analysis 

– Economy Analysis, Industry Analysis, 

Company Analysis, Promoters, Technology 

etc. 

Unit II : Loan Appraisals: Purpose, End-use, Security, 

Documentation, Repayment Schedule, Monitoring, 

Loan Recovery Process, Appraisals of 

Working Capital, Term Loans, Project Finance, 

Housing Loans, Consumer Loans, Car Loans, 

Loans to SME Sector, Agricultural Loans, 

Asset Based financing etc. Loan Syndication 

and Participatory Credit, Risk Based Pricing of 

Loans, Management of Loan Portfolio, Internal 

Rating Mechanism, Credit Risk Analysis, Credit 

derivatives, Loan Securitization, Asset Classification, 

Income Recognition and Provisioning 

norms, Problem Loans, Concept of Sustainable 

Debt, Loan Restructuring, Loan Write-offs. 

Debt-Equity Swap, Debt-Asset Swap, NPA 

Management. 

Unit III : Investment Analysis and Valuation: Security 

Analysis, Equity / Enterprise / Business Valuation. 

Managing Bank’s Investment Portfolio, 

Cost Analysis and other forms of Financial 

Analysis, Case Studies. 

Text Book(s) 

1. G Vijayaragavan, “Bank Credit Management 

Text & Cases”, Himalaya Publishing House, First 

Edition, 2009. 



1. Financing and Risk Management by R A Brealey 

and S C Myers, Tata McGraw hill, 2009 

2. Financial Management by J Berk and P. DeMarzo, 

Pearson education, 2008 

3. Mastering Financial Modelling in Microsoft Excel 

by A L Day, Pearson, 2007 

4. Case Studies in Finance – Managing Corporate 

Value creation by Robert F Bruner, Tata McGraw 

Hill, 2007 

5. Credit Risk Analysis – A tryst with strategic Prudence 

by Ciby Joseph, Tata McGraw Hill, 2006 

6. IIEF Mutual Fund Advisors Handbook – Finance 

is changing Are you? , by Invest India Economic 

Foundation, 2004 

7. Bank Management by T W Koch and S S MacDonald 

, Thomson, South Western, 2003 

FINANCIAL PLANNING & WEALTH 

MANAGEMENT 


Unit I : Introduction to Financial Planning. How is 

Financial Planning different from Wealth 

Management & Private Banking? Is Personal 

Finance same as Financial Planning? What 

is Financial Planning? Needs for Financial 

Planning. Desired skills of a Financial Planner. 

Who needs Financial Advice? Comprehensive 

Financial Planning. Formats of a 

written Financial Planning. 

Overview of Wealth Management, Capgemini 

World Wealth Report (2009), PWC 

Wealth Management Survey (2008), Recent 

trends in Wealth Management. Understanding 

Wealth Management. Wealth Management 

Process. Wealth Management Market 

in India. 


Client Goals and Constraints : Client Profiling, 

Goal Setting, Types of Goals, Goal Prioritization, 

Time Dimension, Data Gathering, 

Identifying Constraints. 

Personal Budgeting, Savings and Expenditure 

Planning, Liability (Debt) Planning and 

Contingency Planning. 

Time Value of Money, Concept of Present 

Value and Future Value, Inflation & Real rate 

of Return, Real and nominal interest rates, 

Holding Period Return, Annuity, Types of Annuities 

and their computation. 

Personal Finance Ratios. 

Unit II : Insurance Planning, Life Insurance & General 

Insurance Products. 

Retirement Planning and Products of 

Retirement Planning, Retirement Planning 

using Insurance Products, Mutual Funds, 

ETFs etc. 

Personal Investment Planning – Asset 

Allocation Process, Money Market instruments, 

Debt & Equity Markets, Derivative 

Markets, Fixed Income Securities, Structured 

Products, Mutual Funds, PE Funds, Hedge 

Funds, Commodity Market and Commodity 

Derivatives, Investment in Gold and Gold 

Derivatives, Investment in Real Estates. 

Introduction to Fundamental and Technical 

Analysis, Stock Picking Strategies, Alternative 

Investment Vehicles. 

Sovereign Wealth Funds. 

Financial Planning for Youth, Women and 

Children. 

Unit III : Wealth Management Philosophy, Wealth 

Creation Concepts. Ethical Standards in 

Financial Planning and Wealth Management 

Profession. Numericals on Financial Planning 

& Wealth Management Case Studies

Text Book(s) 

1. Jeff Madura, “Personal Finance”, Third Edition, 

Pearson Education, 2007 (With CD-ROM) 


1. Wealth Management by Dun & Bradstreet, Tata 

McGraw Hill Publishing Company Ltd, 2009 

2. Financial Planning a Ready Reckoner by Madhu 

Sinha, 2008 

3. Lifespan Investing, Building the Best Portfolio for 

every stage of your life By Clifford Pistolese, Tata 

McGraw Hill, 2008 

4. Fund and Asset Management by Duncan Hughes, 

Infinity Books, 2008 

5. Personal Finance by Kapoor, Dlaby & Hughes, 

Tata McGraw Hill, 2008 

6. Winning the Wealth Game by Sanjiv Mehta, Tata 


7. Getting Started As a Financial Planner by Jeffrey 

H Rattiner, Viva Books Pvt. Ltd, 2006 

8. Handbook of Alternative Assets by Mark J P Anson, 

Wiley Finance, 2006 

9. IIEF Mutual Fund Advisors’ Handbook by Invest 

India Economic Foundation, 2004 

10. Personal Financial Planning by ICFAI University 

Press, 2004 

RISK MANAGEMENT & DERIVATIVES 


Unit I : Introduction to Enterprise Risk Management 

(ERM), Managing Technology Risk, Environmental 

Risk and Political Risk, Mitigating Ethical, 

Legal & Reputation Risk, Marketing Risk 

and Human Resources Risk. Case Studies 

Unit II : Risk Management in Banks and Financial 

Institutions: Credit Risk, Market Risk and 

Operational Risk. Basel Committee Recom- 

mendations, Concepts of ALM, Value at Risk, 

Stress Tests etc. Case Studies 

Unit III : Introduction to Derivatives: Introductory 

Concepts of Forwards, Futures, Options and 

Swaps. Credit Derivatives, Financial Engineering. 

Work-out Problems. 

Text Books 

1. Student Solutions Manual for Options, Futures 

and Other Derivatives, by J C Hull, Pearson, 2010 

2. Options, Futures and Other Derivatives by J C 

Hull, Pearson, 2008 

3. Ms. Varsha, “Risk Management and Finanical Institutions”, 

John C Hull, Pearson, 2007 


1. Risk Management by IIBF, Macmillan, 2010. 

2. Financial Risk Management by Vivek and P N 

Asthana, Himalaya Publishing House, 2009. 

3. Financing and Risk Management by R A Brealey & 

S C Myers, Tata McGraw Hill, 2009. 

4. Enterprise Risk Management – A strategic 

Approach to Derisking an Enterprise by 

5. 

A V Vedpuriswar, Vision Books,2008. 

Derivatives and Risk management Basics, by 

Chance and Robert Brooks, Cenage learning, 

2008. 

6. Derivatives By D A Dubofsky & T W Miller, JR, 

Oxford University Press, 2008. 

7. Dealing with Financial Risk by David Shirreff, The 

economist, 2008. 

8. Derivatives and Financial Innovations by 

9. 

M Bansal and N Bansal, Tata Mc Graw Hill 

Publishing Company Limited,2008. 

Risk Management and Financial institutions by J 

C Hull, Pearson, 2007. 

10. Financial Derivatives by S S S Kumar, PHI, 2007. 


11. Stock Exchanges, Investments and Derivatives, 

by V Raghunathan and Prabina Rajib, Tata Mc- 

Graw Hill, 2007. 

12. Credit Risk analysis by Ciby Joseph, Tata McGraw 

Hill, 2006. 

13. Commercial Banking – The Management of Risk 

by B E Gup and J W Kolari , wiley student edition, 

2005. 

14. An Introduction to Derivatives and Risk Management 

by D M Chance, Thomson South Western, 

2004. 

15. Financial Engineering A comprehensive guide to 

Financial Innovation by J F Marshall & V K Bansal, 

PHI, 2004. 

16. Risk Management & Derivatives by R M Stulz, 

Cenage learning, 2003. 

17. Financial Risk Manager Handbook 2001-02 by 

Philippe Jorion, GARP, John wiley& Sons, Inc, 

2001. 

18. Risk Management by Crouhy, Galai and Mark, Mc 

Graw Hill, 2000. 

19. Risk Management in Banking by J Bessis, John 

Wiley & Sons, 1998. 

20. Futures and options by F R Edward and C W Ma, 

Mc Graw Hill Inc, 1992. 

INDUSTRIAL RELATIONS & 

LABOUR LAWS 

Code: H1 Credits: 3 

Unit I : Industrial Relations: Definition, Concept 

of Industrial Relations, Difference between 

HRM & IRs, Different Roles in Industrial Relations, 

Objectives and Importance, Industrial 

Relations in the Contemporary Frame Work, 

Future of IR & ILO. 

Collective Bargaining : Trade Unions Origin, 

Meaning/Concept of Collective Bargaining 


(CB), Features & Objectives of CB, Forms of 

CB, Principles of CB, CB Process, Process 

of Negotiation, Content and Coverage of 

CB Agreements, CB in India. Trade Unions 

– Principles of Trade Unionism, Reasons for 

Joining a Trade Union, Definition, Procedures 

of Registration/ Cancellation, Privileges and 

immunities/Advantages of a Registered 

Trade Union, Functions of a Trade union, 

Recognition of Bargaining Agent, Trade 

Union Movement in India. 

Unit II : Industrial Disputes Act of 1947 : Introduction, 

Forms, Types and Causes of Industrial 

Disputes, Various Definitions (workmen etc.), 

Authorities under the Act, The Powers and Duties 

of Authorities, Procedure for Settlement of 

Industrial Disputes. Strikes and Lockouts, Illegal 

Strikes and Lockouts, Layoff, Retrenchment 

and Closure, Computation of period of service, 

Re-employment of Retrenched Workmen, 

Conditions Regarding Closure, Role of Labour 

Welfare Officer, Unfair Labour Practices. 

Unit III : Social Security in India : Introduction, Social 

Security provided interims of various enactments 

in India such as: ESI, Minimum/ living/ 

fair wage, Procedure for Fixation of Minimum 

Wage/ under MWA of 1948, PWA of 1936 - 

Time & mode of payment, Deductions allowed, 

responsibility, judicial proceedings, Maternity 

Benefit Act 1961: Benefits & powers of authorities, 

Workmen’s Compensation Act 1923:Definitions, 

employer’s liability for compensation, 

amount of compensation, workmen compensation 

commissioners, Employees Provident 

Fund Act, 1952:Definitions, continuous, service 

of employee, the industrial employment (standing 

order) Act, 1046 definitions, procedure 

of certification, model standing orders, PGA 

of 1972, The Factories Act 1948:Definitions, 

inspecting staff, provisions regarding health,

safety, welfare, working hours, annual leave & 

employment of young persons, penalties, 

I.E. (SO) Act of 1946 Grievance Handling: 

Concept, Causes of Grievance, Need for a 

Grievance Redressal Procedure, Effective 

Grievance Handling Procedure, Legislative 

acceptance of Grievance Redressal Procedure 

in India. 

Text Book(s) 

1. Mamoria, Mamoria and Gankar, “Dynamics of Industrial 

Relations”, Himalaya Publishing House, 

Mumbai, 2010. 


1. Industrial Relations & Labour Laws by B D Singh, 

Excel, New Delhi, 2010 

2. Industrial Relations & Labour Laws (5th edition) 

by S C Srivastava, Vikas Publishing House, New 

Delhi (2010) 

3. Industrial Relations by C S Venkata Ratnam, Oxford, 


4. Bare Acts of Different Labour Laws 

TRAINING & DEVELOPMENT 


Unit I : Introduction to Training & Development: 

Concepts, Meaning, cope, objective & factors 

influencing working & learning. 

Training Need Analysis: Introduction, reason, 

who should participate in needs assessment, 

methods& needs assessment process. 

Training Design: Factors Affecting Training 

Design, Budgeting for training, Types of 

cost involved in training, Setting of Training 

Objectives, Pre-training Activities. 

Learning: Definition, learning principles, Learning 

Process, Learning Styles, Adult learning. 

Unit II : Training Methods and Techniques: Types 

of training, Training Approaches, Training 

methods & Factors influencing the choice of 

training methods. 

Employee Development: Need and Importance, 

Approaches, Process, & techniques. 

Careers & Career Management: Introduction, 

Career anchors, model of Career Development, 

Career management system, Blooms 

Taxonomy, Role of Trainers, Qualities of a 

Good Trainer, Competency Based Training. 

Unit III : Training Evaluation: Reasons for evaluation, 

evaluation criteria, evaluation approaches, 

models of training evaluation, training audit. 

E-Learning: Technology’s influence on 

training & learning, 

Computer-Based Training, Recent Trends in 

Training and Development, Training issues in 

Public Sector Units, Banking, BPO, IT, Insurance 

Models of Learning, Organizations, 

Cross Cultural Training. 

Text Book(s) 

1. Blanchard, “Effective Training”, Pearson, 3rd Edition. 


1. JanaKiram,B.,(2008), “Training & Development”, 

Dreamtech Press, New Delhi 

2. Armstrong, Michael (2006), “A handbook of Human 

Resource Management”, Kogan Page India, 

New Delhi 

3. Ratan, B. Reddy., (2005), “Effective Human Resource 

Training and Development Strategy”, Himalaya 

Publishing House, Mumbai 

4. Wilson, P. John., (2005), “Human Resource Development 

“, Kogan Page India, New Delhi 

5. Lynton, Rolf. P., (2000), “Training for Development”, 

Sage publication, New Delhi 


CONTEMPORARY ISSUES IN HRM 


Unit I : Building and leading High performance 

teams, Strategic compensation Management, 

Talent management: Definition, importance 

of talent management, challenges in management 

of talent, best practices in talent 

management. 

Unit II : Strategic HRM: Evolution of HRM & SHRM, 

Aligning HR with Corporte Strategy – Organizing 

and Structuring SHRD in an Organization 

– Competencies of HR professionals 

in a SHRM scenario. Strategic approach to 

training and development. 

Unit III : Current issues: Mergers and acquisitions – 

HR perspective, E-HRM, Ethics in HRM, Flexi 

Time, Learning Organization, Business process 

outsourcing – HR issues and Employer 

branding. 

Text Book(s) 

1. Rajesh Viswanathan, “Strategic Human Resource 

Management”, Himalaya Publishing House, Mumbai, 

2010. 


1. Subba Rao P Personal and Human Resources 

Management, Himalaya Mumbai, 2009 

2. Gupta SC, Advanced human Resources management, 

Ane Books India, New Delhi – 2008 

3. Venkata Ratnam CS, Industrial Relations, Oxford 

University Press, New Delhi – 2006 

4. Armstrong Michael, “A Handbook of Human Resource 

management Practice” Keg an Page, London 

1999 

5. Bare Acts of different labor laws 


ORGANIZATIONAL DEVELOPMENT 


Unit I : Introduction to OD, History of OD, Underlying 

Assumptions and Values of OD 

Unit II : Foundations of OD, The Process of OD, and 

OD Interventions An Overview: A definition of 

OD interventions, a brief word about the nature 

of OD interventions, the major families of OD 

interventions. Team Interventions: The Family 

Group Team Building Meeting, Role Analysis 

Technique Intervention, Role Negotiation 

Technique, Responsibility Charting, The Force 

Field Analysis Technique, A Gestalt Orientation 

to Team Building. Intergroup Interventions 

and Third Party Peacemaking Interventions: 

Intergroup Team Building Interventions, Third 

Party Peacemaking Interventions. Personal, 

Interpersonal and Group Process Interventions: 

Sensitivity Training Laboratories, Learning 

and Behaviour Modelling, Life and Career 

Planning Interventions, Stress Management 

Interventions. Comprehensive Interventions: 

The Confrontation Meeting, 2X2 Conflict 

Management Meeting, Survey Feedback. 

Structural Interventions and OD: Job Design, 

Quality Circles, MBO, Quality of Work Life. 

Unit III : The Role and Style of the OD Practitioner: 

External and Internal Practitioner, Competencies 

of an OD Practitioner, OD Practitioner 

Styles, Forming the practitioner client relationship, 

Professional Values and Ethics for 

OD professionals. System Ramifications: 

The role of power and politics in the practice 

of OD Issues. The Future and OD: Emerging 

Issues and Values Future Trends in OD. 

Text Book(s) 

1. French, W, L and Bell, C.H. Organization Development 

– Behavioural Science Interventions

for Organization Improvement. Prentice Hall Of 

India, 2009 


1. Brown. An Experiential Approach to Organization 

Development. 7/e, Pearson Education, 2010 

2. Grieves, J. Organizational Change – Themes and 

Issues. Oxford Publishing, 2010 

SUPPLY CHAIN MANAGEMENT 

Code: O1 Credits: 3 

Unit I : Introduction to Supply Chain: Process view 

of a Supply Chain – Cycle view and Push/Pull 

view, Achieving strategic fit and issues affecting 

strategic fit, Drivers of Supply Chain, 

Performance and Obstacles. 

Demand Forecasting in a supply chain, 

Aggregate planning and product variety 

management, Planning demand and supply 

in a supply chain, Responding to predicable 

variability in a Supply Chain. Managing uncertainty 

in a Supply Chain. 

Unit II : Facility Decisions: Transportation Network 

design, 3PL, 4PL.Storage and Warehousing. 

Coordinated product and Supply chain design, 

Reverse Logistics, Global supply chain. 

Unit III : Coordination in a Supply Chain: Bullwhip 

Effect, Managing conflict to achieve channel 

coordination, Building strategic partnership 

and trust within a Supply Chain. 

Information Technology in Supply Chain 

Text Book(s) 

1. Sunil Chopra, Peter Mendel, Rajeev Kalra, “Supply 

Chain Management”, Latest Edition. 


1. Bhat, K. S. (2007), “Logistics and Supply Chain Management”, 

Himalaya Publishing House, Mumbai 

2. Bozarth, C. Cecil & Handfield, B. Robert (2006), 

“Introduction to Operations and Supply Chain 

Management”, Pearson Education, New Delhi 

3. Altekar, Rahul (2006), “Supply Chain Management”, 

Prentice Hall of India, New Delhi 

4. Handfield, R.B. and Nochols, Jr. E.L. (2005), “Introduction 

to Supply Chain Management”, Prentice 

Hall, New Delhi 

5. Mentzer, T John (2001), “Supply Chain Management”, 

Response books, New Delhi 

6. David Simchi Levi, Philip Kaminsky, and Edith 

Simchi Levi (2000), “Designing and Managing the 

Supply Chain: Concepts, Strategies, and Case 

Studies”, Irwin McGraw Hill 

7. Sahay, B S (2000), “Supply Chain Management 

for Global Competitiveness”, Mc Millan, New Delhi 

TOTAL QUALITY MANAGEMENT 


Unit I : Evolution of quality management, principles 

of quality management (TQM), 

Quality Management Philosophy COPIS framework; 

QFD, Analysis of quality philosophies, 

PDCA and SDCA cycle, Statistical Quality 

Control, control charts, (Variables & attributes), 

problem solving process – tools, cost & quality 

Unit II : Quality standards – need for standardization – 

institutions, ISO 9000 & 14000 services, other 

contemporary standards, developing and 

implementing Quality Management System. 

Unit III : Six-sigma methodology; DMAIC, principles, 

application of six sigma approvals, Taguchi 

method, orthogonal array, process value 

analysis, Performance measurement, developing 

a comprehensive action plan for 

quality management 


Text Book(s) 

1. Gitlaw, Howard S, “Quality Management”, Mcgraw 

Hill Limited, Latest Edition. 


1. Dale H. Besterfield, Carol Besterfield Michna, Glen 

Besterfield, Mary Besterfield Sacre, “Total Quality 

Managemen”, Prentice Hall 

2. David L. Goetsch, Stanley Davis, Stanley B. Davis, 

”Quality Management”, Prentice Hall 

3. Joel E. Ross, ”Total Quality Management: Text, 

Cases and Reading”, St Lice Press 

4. James R. Evans,”Total Quality Management, Organization 

and Strategy”, Thomson, South Western 

5. John S. Oakland, ”Total Quality Management: Text 

With Cases”, Butterworth – Heinemann 

6. John T. Rabbitt, Peter A. Bergh,”The ISO 9000 

Book: A Global Competitor’s Guide to Compliance 

and Certification”, Quality Resource 

7. S. Thomas Foster, Jr., ”Managing Quality”, Prentice 

Hall 

MANAGEMENT OF SERVICE 

OPERATIONS 


Unit I : Introduction to Service Operations Management. 

Types of Services, Designing and 

Development of Service Delivery Systems, 

Locating Facilities, Managing capacity and 

demand management in service operations, 

Forecasting Demand for Services, Service 

Inventory Systems. 

Unit II : The human dimension in services management, 

Selection and use of enabling technologies, 

Service Quality and Continuous 

Improvement, Performance measurement, 

Driving operational improvement challenges 


in service operations, Service Management 

in the International arena. 

Unit III : Service supply chain management, Growth 

and expansion strategies, Cases from banking, 

airlines, hotels, hospitals, Retail etc. 

Text Book(s) 

1. Metters; King Metters; Pullman;Walton, “Service 

Operations Management”, Cengage Learning. 


1. Johnston Robert & Clark Graham (2005), Service 

Operations Management: Improving Service Delivery 

(Paperback), Prentice Hall; 2 edition (3 Mar 

2005) 

2. Zeithaml, V., Bitner, M.J., Gremler, D., Mahaffey, 

Hiltz, B. (2003) Services Marketing: Integrated 

customer focus across the firm, Tata McGraw Hill 

3. Haksever, C., Render, B., Russell, R. S., & Murdick, 

R. G. (2000), “Service management and operations” 

Upper Saddle River, NJ: Prentice-Hall, Inc. 

ISBN 0-13-081338-9 

4. James A. Fitzsimmons and Mona J. Fitzsimmons, 

Service Management, fourth edition, McGraw-Hill, 

ISBN 0-07-286820-1 

Journals 

1. Manufacturing & Service Operations Management 

(M&SOM) 

TECHNOLOGY MANAGEMENT 


Unit I : Definition and importance of technology, 

Technology changes and its implications, 

Technology cycle approach to technology 

management, Choice of technology & Appropriate 

technology, Technology forecasting & 

monitoring, Technology management process,

Competitive advantage through technology 

management, Knowledge mapping, India’s 

Technology policy and vision 2020. 

Unit II : Transfer of Technology (TOT) – Elements, 

stages & issues related to TOT, Application 

of TOT to product life cycle, Objectives & formulation 

of technology strategy, Intellectual 

property rights, Institutional mechanism & 

networking, Technology gradient. 

Unit III : Technology advances in Manufacturing, 

Electronics and Information technology, 

Good Manufacturing Practices-PLC concept, 

Advanced Manufacturing Systems (FMS, 

CIM, Synchronous Manufacturing etc.), 

Product development process & Rapid 

prototype development, Future Manufacturing. 

Manufacturing challenges & enabling 

methods, Competitive advantage through 

Manufacturing Excellence, World Class 

Manufacturing practices : Lean, Agile, JIT, 

Concurrent Engineering, Group technology 

etc, Managing the change 

Text Book(s) 

1. “e-Learning” 


1. Jimtodd (1995), “World Class Manufacturing”, 

Mcgraw Hill Publications 

2. Gerard H Gaynor, Hand book of Technology Management, 

McGraw-Hill 

3. Editor: R K Sinha, India 2025 Social Economic and 

Political Stability, Shipra Publications, New Delhi 

4. A P J Abdul Kalam & Y S Rajan, India 2020. A Vision 

for the new millennium, Penguin Books India 

Pvt Ltd. New Delhi 

Website 

1. www.nmcc.nic.in e-Papers on “The National Strategy 

for Manufacturing”. 

RELATIONAL DATABASE 

MANAGEMENT SYSTEM 

Code: S1 Credits: 3 

Unit I : Introduction, Relational Model, SQL, Advanced 

SQL, Other Relational Languages. 

Unit II : Database Design: E-R Model Approach, 

Relational Database Design, Application 

Design, Storage and File Structure, Indexing 

and Hashing. 

Unit III : Transactions, Concurrency Control, Recovery 

System, Database System Architectures, 

Parallel Databases, Distributed Databases. 


1. Elmasri. R And Navathe. S: Fundamentals of Database 

Systems. Addison-Wesley, 4th Edition. 

2. Korth, Silberschatz & Sudarshan, Database System 

Concepts, McGraw Hill 

3. C.J. Date, an Introduction to Database Systems, 

Seventh Edition, Pearson Education 

MANAGEMENT INFORMATION SYSTEM 


Unit I : Overview of Information Systems: Business 

systems concepts: Computer based User 

Machine System, Integrated System, Business 

Information System - Need for Database. 

Categories of Information systems: Transaction 

Processing Systems - Management 

Information Systems - Decision Support 

Systems - Scope of Information Systems. Information 

System vs Management Activities: 

Information Systems for Operational Control, 

Control and Strategy planning. 


Unit II : Technical foundations of Information Systems: 

Types of information processing, Modern 

Database Environment, Management 

requirement of Database Systems, Features 

of LAN ,WAN and MAN. 

Unit III : Analysis and Design of Information Systems: 

Role of System Analysis - Introduction to 

SDLC - strategies of SSAD - Introduction to 

Structures tools - DFD - Decision Table - Data 

Dictionary - Prototyping - uses of prototyping 

Text Book(s) 

1. James A. O’Brien, Management Information Systems 

- Pearson Education Asi, 2002 

Suggested Reading 

1. K C Landon & J P Landon, Management Information 

Systems - Pearson Education Asia, 2002 

2. WS Jawadelar, Management Information systems 

- Tata McGraw Hill 2002 

3. V Rajaraman, Analysis and Design of Information 

Systems, Prentice Hall, 2002 

4. James A Sem: Analysis and Design of Information 

Systems - McGraw Hill International 2001 

5. Robert Schilthesis & Mary Summer: Management 

Information Systems - The Managers View, TMH 

2001 

e-BUSINESS 


Unit I : Electronic Business – Framework, anatomy 

of e-Business applications, e-Business Consumer 

applications, e-Business organization 

applications – Consumer Oriented Electronic 

Business – Mercantile Process models. 

Unit II : Electronic payment systems – Digital token- 

Based, Smart cards, credit cards, risks in 

Electronic payment system – Inter Organized 


Business –EDI, EDI Implementations, and 

value added networks – Intra Organized 

Business-work Flow, Automation Customization 

and internal Business. 

Unit III : Internet/Intranet Security Issues and Solutions: 

The need for Computer security, 

Specific Intruder Approaches, Security Strategies, 

Security Tools, Encryption, Enterprise 

Networking and Access to the Internet, 

Antivirus Programs, Security Threats. 


1. Rajeswar Rao K, e-Commerce - e-Business, 2002, 

Himalaya Publishing House 

2. Kalakota Ravi and Whinston AB, Frontiers of Electronic 

Business, 2001, Addison Wesley 

3. Kiran Bedi, Parminder Jeet Singh, Sandeep Srivastava, 

Government@NET, 2001, SAGE Publications 

4. M P Jaiswal and V Ganesh Kumar, e-Business 

Models, 2001, Excel Books 

5. Peter Morath, Success@e-Business, 2001, Mc 

Graw Hill 

6. Daniel Amor, The e-Business (R) Evolution, 2000, 

Pearson Education 

DATA WAREHOUSING & BUSINESS 

INTELLIGENCE 


Unit I : Data warehouse-definitions, differences with 

databases, OLAP technology, data models, 

Warehouse architecture, data mart - Data 

ware House Implementation, Data Cubes- 

Examples, delivery process, schema, marts, 

meta data, aggregations - Data Preprocessing 

Techniques

Unit II : Data Warehouse Implementation, Building 

up issues, Architecture, Accessing, building 

the integrated data warehouse - Complete 

Multidimensional Techniques - Business 

Intelligence Tools 

Unit III : Data Mining – Definition, Origin, Data Mining 

Functions, Example applications, Overview 

of Association Rules, Overview of Clustering, 

Overview of Classification, Applications and 

Trends in Data Mining 


1. The Data Warehouse Life Cycle Tool Kit, Rolph 

Kimball, Wiley Publications 

2. Business Intelligence Roadmap, Larissa T. Moss 

and Shaku Atre, Addison Wesley Information 

Technology Series 

3. Data Warehouse Project Management, Sid Adelman 

and Larissa T. Moss, Addison Wesley Information 

Technology Series 

4. Introduction to Business Intelligence and Data 

warehousing, by IBM, Prentice Hall of India 

5. Data Mining Techniques, Arun K Pujari, University 

Press. 

6. Data Mining Concepts & Techniques, J Han & M. 

Kamber, Morgann Kauffmann Publishers 

SERVICES MARKETING 

Code: M1 Credits: 3 

Unit I : An Overview of Services Marketing 

An Introduction to Services, Evolution of 

Services Economy, Characteristics & Classification 

of Services, Need for Services 

Marketing and Services Marketing Mix. Consumer 

Expectations & Behaviour in Services 

Sectors. Integrated Gaps Model of Service 

Quality, Customer Relations, Segmentation, 

Retailing of Services in India. 

Unit II : Managing & Marketing Services 

Service Failure and Recovery, Empowerment, 

Service Encounters, Service Development 

and Design, Service Process Blueprinting, 

Pricing of Services. Physical Evidence 

& Servicescape, Delivering and Performing 

Services – Employees & Customers Roles, 

Service through intermediaries & electronic 

channels, The Services System, Integrated 

Services Marketing Communications, Positioning 

& Differentiation for Services. 

Unit III : Marketing of Financial Services 

Financial Services Consumer and Environment, 

Development & Management of Financial 

Products, Corporate Financial Services, 

Marketing in Banking, Trends in Banking 

Industry, Venture Capital – Prospects & Challenges, 

Recent Trends in Capital Markets, 

Marketing of Insurance and Mutual Funds 

Products. Challenges for Financial Services 

Marketers. 

Text Book(s) 

1. Rajendra Nargundkr, “Services Marketing – Text 

and Cases”, McGraw Hill Publication, Second Edition, 

2008. 


1. Pezzullo, M.A. (2009) Marketing Financial Services, 

Macmillan, New Delhi 

2. Hoffman, K.D., & Bateson, J.E.G. (2009) Marketing 

of Services, Cengage Learning, New Delhi 

3. Verma, V. Harsh, (2008) Services Marketing : Text 

& Cases, Pearson Education, New Delhi 

4. Nargundkar, R. (2008) Services Marketing – Text 

and Cases, Tata McGraw- Hill, New Delhi 

5. Zeithaml, A. Valerie, Bitner, M.J., Gremler, D.D., & 

Pandit, A. (2008) Services Marketing : Integrated 

Customer Focus across the Firm, Tata McGraw- 

Hill, New Delhi 


6. Shajahan, S. (2008) Services Marketing – Concepts, 

Practices & Cases from Indian Environment, 

Himalaya Publishing Company, Mumbai 

7. Harrison, T. (2008) Financial Services Marketing, 

Pearson Education, New Delhi 

Journals 



3. Business World 

4. Business India 


6. Pitch 

7. Marketing Master Mind 

CONSUMER BEHAVIOUR & CRM 


Unit I : Consumer Behaviour and Marketing 

Strategy: Introduction to Consumer Behavior 

: Origin and Strategic Application – The 

Consumer as an Individual : Motivation, 

Personality, Perception, Consumer Attitudes 

– Nature, Formation and Change. The Consumers 

in their Social & Cultural Settings : 

Groups, Reference Groups, The family, the 

influence of Culture on Consumer Behaviour. 

Unit II : Consumer Decision Process: Situational 

Influences – Problem Recognition – Information 

Search – Alternative Evaluation and 

Selection – Purchase and Post purchase 

Processes – Consumer Research Methods – 

Consumer Behaviour Audit – Organizational 

Buyer Behaviour. 

Unit III : Models of Consumer Behaviour: Diffusion 

of Innovations. Consumer Decision Making - 

Models of Consumer Behaviour – Schiffman 

and Kanuk Model, Nicosia Model, Howard – 

Sheth Model, Engel-Kollat-Blackwell Model. 


Text Book(s) 

1. Ramanuj Majumdar, “Consumer Behaviour – Insights 

from Indian Market”, PHI Learning Pvt Ltd, 

New Delhi, 2011. 

2. Alok Kumar Rai, “Customer Relationship Management 

– Concepts & Cases”, PHI Learning Pvt Ltd, 



1. Rajeev Kumar, (2008) Consumer Behaviour, Himalaya 

Publishing House, Mumbai 

2. Blackwel, Miniard & Engel, (2008) Consumer Behaviour, 

South Western Cengage Learning, New Delhi 

3. Schiffman, L.G., & Kanuk, L.L. (2007) Consumer 

Behaviour, Pearson Prentice Hall, Pearson Education, 

LPE, New Delhi 

4. Del I. Hawkins, Roger J. Best, Kenneth A. Coney 

& Amit Mookerjee, (2007) Consumer Behaviour, 

Tata McGraw-Hill, New Delhi 

5. Suja R. Nair, (2007) Consumer Behaviour in Indian 

Perspective, Himalaya Publishing House, Mumbai 

6. Satish K. Batra & Kazmi, S.H.H. (2004) Consumer 

Behaviour, Excel Books, New Delhi 

Journals 



3. Pitch 




STRATEGIC MARKETING 


Unit I : Introduction to Strategic Marketing, Concepts 

of Planning and Strategy. Strategic 

Analysis, Strategic Capability and Direction, 

Strategy Formulation. Market Strategies.

Unit II : Product Strategies: Product Mix Strategies, 

Product strategies for different stages of 

PLC, Branding Strategies, Product Positioning 

and Differentiation Strategies. Pricing, 

Distribution, Promotion Strategies. Portfolio 

Management. 

Unit III : Marketing Strategies for Market Leader, Challenger, 

Follower and Nicher. Preparation of 

Strategic Marketing Plan and Case studies. 

Text Book(s) 

1. O.C. Ferrel and M. D. Hartline, “Strategic Marketing”, 

Cengage Learning, Latest Edition. 


1. Majumdar, R. (2001), “Product Management in India”, 

Prentice Hall of India Pvt. Ltd., New Delhi 

2. Jain, Subhash C. (2000), “Marketing – Planning & 

Strategy”, Thomson Learning 

3. Chunawalla, S.A. (2000), “Product Management”, 

Himalaya Publishing House, Mumbai 

4. Bishop, B. (2000), “Strategic Marketing for the 

Digital Age”, Excel Books, New Delhi 

5. Kotler, Philip (1998), “Marketing Management : 

Analysis, Planning, Implementation and Control”, 

Prentice Hall, India (P) Ltd., New Delhi 

6. Handcombe, R. (1998), “Product Management 

Handbook”, John Wiley & Sons 

7. Yadav, P.K. (1995), “Marketing Strategies”, Anamika 

Publishers & Distributors, Delhi 

8. Moore, L. W., and Pessemier, E.A. (1993), “ Product 

Planning & Management – Designing & Delivering 

Value”, McGraw-Hill Inc, New Delhi 

9. Pessemier, E.A. (1982), “Product Management : 

Strategy and Organization”, John Wiley & Sons, 

New York 

Journals 


2. Pitch 



5. Business Today 

6. Business Today 

SALES, DISTRIBUTION & RETAIL 

MANAGEMENT 


Unit I : Principles and Concepts of Selling: Introduction 

to Selling – difference between 

Marketing and Selling – The Strategic/Consultative 

Selling Model – Developing various 

Strategies of Selling – The Selling Process 

– Prospecting, Pre approach, Approach, 

Presentation, Objection Handling, Closing 

the Sale, Follow-up and Follow-through in 

Sales, Career in Sales. 

Unit II : Managing the Sales Force: Introduction 

to Salesmanship – Qualities of the effective 

Sales Executive, Salesmanship, Organization 

of Sales Department. Sales Force Management, 

Recruitment, Selection, Training, 

Motivation, Compensation, Evaluation of 

sales persons. Controlling the Sales Effort, 

Sales Budget, Sales Quota, Sales Territories, 

Sales Control & Cost Analysis. 

Unit III : Distribution and Retail Management: 

Distribution Management and Marketing 

Mix, Marketing Channels, Market Logistics, 

Channel Institutions – Retailing, the Global 

Retailing, Retailing in India, Types of Retailers, 

Retail Strategies, Franchising. 

Text Book(s) 

1. Krishna K Havaldar, Vasant M Cavale, “Sales and 

Distribution Management - Text and Cases”, Tata 

McGraw Hill. 



1. Manning Gerald L, Reece Barry L (2007) Selling 

Today – Creating Customer Value, Pearson Education, 

New Delhi 

2. David Jobber, & Geoff Lancaster, (2007) Selling 

and Sales Management, Pearson Education, New 

Delhi 

3. Berman, B., & Evans, J. (2004) Retail Management: 

A Strategic Approach, Prentice Hall of India 

Pvt. Ltd., New Delhi 

4. Honey Cutt, E.D., Ford, J.B., & Simintiras, A.C. 

(2004) Sales Management : A Global Perspective, 

Routledge Publications, London 

5. Still, R.R., Cundiff, E.W., & Govani, N.P. (2003) 

Sales Management : Decisions, Strategies and 

Cases, Prentice Hall of India Pvt. Ltd., New Delhi 

6. Dasgupta, V. (2000) Sales Management : In the 

Indian Perspective, Prentice Hall of India Pvt. Ltd., 

New Delhi 

7. Ovid Riso, (ed.) (1993) The Dartnell Sales Promotion 

Handbook, UBS Publishers Ltd., New Delhi 

STRATEGIC MANAGEMENT 

Code : 309 Credits: 4 

Unit I : Introduction to Strategic Management – 

Goals & Objectives of Business – Vision & 

Mission – Elements of Strategy – The Strategic 

Decision Making Process – Balanced 

Score Card Objectives. 

Unit II : The General Environment and Strategy – External 

Environment and Industry Analysis – 

Resources, Capabilities & Competences and 

Internal Analysis – SWOT Matrix and Porter’s 

Five Forces Model – Strategy and Product 

Life Cycle. 

Unit III : Entry and Exit Barriers – Value Chain – Technology 

Cycle and Competitive Advantage 


– Generic Strategic Alternatives – GE Model 

– Concepts of Synergy – Corporate, Business 

and Functional Level Strategies. 

Unit IV : The Strategy Implementation Process – Strategic 

Leadership – Corporate Governance, 

Planning and Resource Allocation – Organization 

Structure, Organization Culture, 7S 

Model, BPR, TQM and Benchmarking. 

Text Book(s) 

1. A Nag, “Strategic Management, Analysis, Implementation 

& Control”, Vikas Publishing House, 

First Edition 2011. 


1. Upendra Kachru (2005), “Strategic Management”, 

Excel Books 

2. Richard Pettinger, Palgrave (2004), “Contemporary 

Strategic Management”, Macmillan 

3. Nitish Sengupta, J S Chandan (2003), “Strategic 

Management Contemporary Concepts and Cases”, 

Vision Books 

4. Charles W L Hill, Gareth Jones, Houghton Mifflin 

(6th Edn, 2003), “Strategic Management – An Integrated 

Approach”, All India Publishers 

5. Richard Pettinger (2001), “Introduction to Corporate 

Strategy”, Macmillan Press 

6. Richard Pettinger (1996), Introduction to Corporate 

Strategy, Macmillan Press 

7. Gregory G Dess (1993), “Strategic Management”, 

McGraw Hill 

8. M E Porter (1990), “Competitive Advantage of Nations”, 

Macmillan 

9. M E Porter (1985), “Competitive Advantage”, Free 

Press 

10. M E Porter (1980), “Competitive Strategy”, Free 

Press

11. H.Igor Ansoff (1965/1987), “ Corporate Strategy”, 

McGraw Hill/Penguin 

12. R.Srinivasan 92nd Edition), “Strategic Management 

The Indian Context”, Prentice Hall India 

BUSINESS LAWS 


Unit I : Indian Contract Act, 1872 : Definition – Essential 

Elements of Contract – Offer, Acceptance, 

Capacity to Contract, Consideration, 

Free Consent, Legality of Object, Performance, 

Discharge and Breach of Contract, Quasi Contracts. 

Special Contracts – Indemnity and Guarantee, 

Bailment, Contract of Agency, The Companies 

Act, 1956 : Definition, Types of Companies, 

Incorporation of Company, Memorandum 

and Articles of Association, Share Capital and 

Debentures, Board of Directors, Appointment 

of Directors, Powers of Board, Board Meetings, 

Company Meetings, The Sale of Goods 

Act, 1930: Formation of Contract, Sale and 

Agreement to sell, Conditions and Warranties, 

Rights of an unpaid seller, The Negotiable 

Instruments Act, 1881 : Definition, Types of 

Negotiable Instruments, Parties to Negotiable 

Instruments, holder and holder in due course, 

Dishonour and Discharge. 

Unit II : Consumer Protection Act, 1986 : objects 

and scope – Definition Consumer – Consumer 

Protection Councils – Consumer Disputes Redressal 

Agencies, The Competition Act, 2002 

: Objects and Application – Anti Competition, 

Agreements, Abuse of Dominance, Combinations 

Regulations, Competition Advocacy 

– Duties, Powers and Functions of Commission, 

The Information Technology Act, 2000 

: Introduction, Digital Signature, Electronic 

Governance, Electronic Records, Controller & 

Certifying Authorities – Functions and Powers, 

Foreign Exchange Management Act, 1999 

: Introduction, Current and Capital Account 

Transactions, Export of Goods and Services, 

Realisation and Repatriation of Foreign Exchange, 

Authorised person , Contravention 

and Penalties, Directorate of Enforcement. 

Unit III : Factories Act, 1948 : Definition of Factory, Test 

of Factory, Approval, Licensing and Registration, 

Notice by Occupier, Health, Safety and 

Welfare, Penalties, Industrial Dispute Act, 

1947 : Objectives, Definitions of Industry, Industrial 

Dispute, Strike, Layoff, Lockout, Unfair 

Labour Practices, The Payment of Bonus Act, 

1965 : Introduction, Objectives, Definitions : 

Allocable Surplus, Available Surplus, Eligibility 

and Disqualification, Determination of Bonus, 

Set on and Set off, The Payment of Gratuity 

Act, 1972 : Applicability of the Act, Calculation 

of Gratuity, Nomination. 

Text Book(s) 

1. N.D.Kapoor, “ Elements of Mercantile Law”, Sultan 

Chand & Sons, Latest Edition 


1. Maheshwari, S.N., & Maheshwari, S.K. (2008) A 

Manual of Business Laws, Himalaya Publishing 

House, New Delhi 

2. Kapoor, N.D. (2007) Essential Elements of Mercantile 

Law, S.C. Chand & Co., New Delhi 

3. Akhileshwar Pathak, (2007) Legal Aspects of Business, 


4. Datey, V.S. (2007) Business and Corporate Laws, 

Taxmann Allied Services Ltd., New Delhi 

5. Kichhal, M.C. (2007) Mercantile Law, Vikas Publishing 

House Pvt. Ltd., New Delhi 

6. Bulchandani, K.R. (2007) Business Law for Management, 

Himalaya Publishing House, Hyderabad 


7. Ramakrishna Raju, V. (2007) Business Laws & 

Economic Legislations, Himalaya Publishing 

8. 

House, New Delhi 

The Competition Act, 2002, Bare Act 

CONSUMER BEHAVIOUR & CRM 


Unit I : Consumer Behaviour - Internal & External 

Determinants: Introduction to Consumer 

Behaviour, Consumer Behaviour as a field of 

activity. Evolution of Consumer Behaviour. 

The Consumer as an Individual: Motivation, 

Personality, Perception, Learning, Consumer 

Attitudes – Nature, Formation and Change. 

The Consumers in their Social & Cultural Settings: 

Groups, Reference Groups, The family, 

The influence of Culture on Consumer Behaviour, 

Social class, cross cultural behaviour. 

Unit II : Models of Consumer Behaviour: Diffusion 

of Innovations. Consumer Decision Making - 

Models of consumer behaviour – Schiffman 

and Kanuk Model, Nicosia Model, Howard – 

Sheth Model, Engel-Kollat-Blackwell Model. 

Unit III : Customer Relationship Management : An 

Overview of Relationship Marketing, CRM 

– A Conceptual Foundation, Technological 

Developments in CRM, Implementation 

of Information Technology Tools in CRM, 

Customer Care through IT Tools, CRM – 

Implementation Issues. Emerging Trends in 

CRM. CRM Practices in India. 

Text Book(s) 

1. Ramanuj Majumdar, “Consumer Behaviour – Insights 

from Indian Market”, PHI Learning Pvt Ltd, 


2. Alok Kumar Rai, “Customer Relationship Management 

– Concepts & Cases”, PHI Learning Pvt Ltd, 




1. Rai, A.K., “Customer Relationship Management – 

Concepts and Cases”, Prentice Hall of Incia, New 

Delhi, 2009 

2. Schiffman Leon G & Kanuk L L., “Consumer Behaviour”, 

Prentice Hall of India, New Delhi, 2009 

3. Harward John A, Sheth Jagdish N “Theory of buyer 

behaviour”, John Wiley & Sons Inc. New York, 

2007 

4. Shajahan, S., “Relationship Marketing – Text & 

Cases”, Tata McGraw Hill, New Delhi, 2004 

5. Greenberg, P., “CRM – Essential customer strategies 

for the 21st century”, 3rd Edition, Tata McGraw 

– Hill, New Delhi, 2004 

6. Engel F James & Blackwell D Roger, “Consumer 

Behaviour” (Hold Semesters International Editions) 

Japan, 2002 

7. Dyche, J., “The CRM Handbook – A business 

guide to Customer Relationship Management”, 

Pearson Education Asia, Delhi, 2002 

8. Sheth, J.N., Parvatiyar, A., & Shainesh, G., “Customer 

Relationship Management – Emerging 

Concepts, Tools and Applications, Tata McGraw 

Hill, New Delhi 2001 

Journals 



3. Pitch 




SERVICES MARKETING 


Unit I : An Overview of Services Marketing: An 

introduction to services, evolution of services 

economy, categories, characteristics and

classification of services. Services Marketing 

Mix, consumer expectations and behavior in 

service sectors. Qualities of services-search, 

experience and credence. 

Unit II : Managing Services: Integrated Gaps Model 

of Service Quality, customer relations, 

segmentation positioning and branding 

of services, service failure and recovery, 

empowerment, service encounters, service 

development and design, service process 

blueprinting, pricing of services. Physical 

evidence and servicescape, delivering and 

performing services, Employees and customers 

roles, service through intermediaries 

and electronic channels, the service system, 

integrated services marketing communications. 

Unit III : Applying the Service Concepts: Integrated 

services strategy, globalization of Services, 

financial services marketing, financial products, 

corporate financial services, marketing 

in banking, trends in banking industry, 

marketing of insurance and mutual funds 

products, challenges for financial services 

marketers. 

Text Book(s) 

1. Rajendra Nargundkr, “Services Marketing – Text 

and Cases”, McGraw Hill Publication, Second Edition, 

2008. 


1. Hoffman, K.D. & Bateson, J.E.G., “Marketing of 

Services”, Cengage Learning, New Delhi,2009 

2. Pezzullo, M.A., “Marketing Financial Services”, 

Macmillan Publication,2009 

3. Harrison, T. ”Financial Services Marketing”, Pearson 

Education, New Delhi,2008 

4. Shajahan,S., ”Services Marketing – Concepts, 

Practices & Cases From Indian Environment”, 

Himalaya Publishing Company, Mumbai,2008 

5. Verma, Harsh, V., “Services Marketing: Text & Cases”, 

Pearson Education, New Delhi,2008 

STORE LAYOUT, DESIGN & VM 


Unit I : Selection of Location - Steps involved in 

choosing a Retail Location - Trade Area 

Analysis - Methods of Trade Area Analysis 

- Analysis of competitive situation - other 

relevant trading area considerations - The 

concept of Store Design - Store Design Objectives 

- Space Management - Elements of 

Store Design. 

Unit II : Store Layout – Key considerations - Importance 

of Layout - Types of Layout - Planning 

and Circulation - Store fronts and Entrances 

- Merchandise display - Factors of design - 

steps for designing Layout. 

Unit III : The world of Visual Merchandising - Basics 

of VM - Image of Mix - Elements of Display - 

Visual Merchandising AIDS & AREAS - Store 

Planning and Fixtures - Circulation Plan 

– Planograms - Merchandise Presentation 

techniques - Categories in Merchandise 

Presentation - Windows Displays - Atmospherics- 

Color, Lighting, Music - Handling 

the Mannequin - Quality and Process in VM 

- Experiential Retail. 

Text Book(s) 

1. Swati Bhalla & Anurag.S, “Visual Merchandising”, 



1. Arif Sheikh & Kaneez Fatima, “Retail Management”, 

Himalaya Publishing House, Mumbai.2009. 


2. Swapna Pradhan, “Retailing Management Text & 

Cases”, Tata McGraw Hill, New Delhi, 2009 




A Strategic Approach (10E), Prentice Hall of 

India, New Delhi. 2008 


1. Indian Journal of Marketing 




INTERNATIONAL BANKING & FINANCE 


Unit I (i) Introduction to International Banking: 

Brief History and reasons for the growth 

of International Banking, Characteristics 

and Dimensions of International Banking, 

Recent trends in International Banking, 

International Interbank business. 

(ii) Regulatory Framework for International 

Banking – Regulation, Deregulation, 

Reregulation(International Monetary 

system), Regulatory arbitrage:Birth of Offshore 

Banking-Basel Concordat – Capital 

Adequacy Ratios- Loan Loss Provisioning 

– Assessment of Country/Sovereign Risk – 

Country Risk Management. 

(iii) International Monetary and Financial System: 

Importance of international finance; 

Bretton woods conference and afterwards, 

IMF and the World Bank; European monetary 

system - meaning and scope. 

Unit II (i) Balance of Payment and International Linkages: 

Balance of payments and its components; 

International flow of goods, services 


and capital; Copying with current account 

deficit 

(ii) International Financial Markets and Instruments: 

International capital and money markets; 

Money and capital market instruments; 

Salient features of different international 

markets; Arbitrage opportunities; Integration 

of markets; Role of financial intermediaries. 

Unit III (i) Foreign Exchange Markets: Determining 

exchange rates; Fixed and flexible 

exchange rate system; Exchange rate theories; 

Participants in the foreign exchange 

markets; Foreign exchange market - cash 

and spot markets; Exchange rate quotes; 

LERMS; Factors affecting exchange rates - 

spot rates, forward exchange rates, forward 

exchange contracts; Foreign exchange 

and currency futures; Exchange rate arrangement 

in India; Exchange dealings 

and currency possession; information and 

communication; Foreign exchange trades. 

(ii) International Capital and Money Market Instruments; 

GDRs, ADRs, IDRs, Euro bonds, 

Euro loans, Repos, CPs, floating rate instruments, 

loan syndication and Euro deposits. 

Text Book(s) 

1. T Siddaiah (2010),“International Financial Management” 

. Edition No: 1 Pearson year of Print is 2010. 


1. Buckley, Adrian;( 2008) Multinational Finance, 

Prentice Hall, New Delhi 

2. Indian Institute of Banking and Finance (2008), International 

Banking Operations, Macmillan, New 

Delhi 

3. Eiteman, D.K. A.I Stonehill,Michael H Moffett and 

Alok Pandey (2007), Multinational Business Finance, 

Pearson

4. Henning, C.N., W Piggot and W.H Scott:(1978), 

international Financial Management, McGraw Hill, 

International Edition 

5. Levi, Maurice D: International Finance, McGraw- 

Hill, International Edition 

RETAIL BANKING, RURAL BANKING & 

MICRO FINANCE 


Unit I : Retail Banking: Concept of Retail Banking- 

Acceptance of Retail Banking as a Risk 

diversification Tool – Differences between 

Retail Banking, Private Banking and Priority 

Banking- Reasons, Significance Economics 

and threats of Retail Boom in Banking- Recent 

Trends in Retail Banking: Alternate 

delivery channels - Customer Relationship 

Management- Regulatory aspects 

Unit II : Rural Banking: Concept of Rural Banking- 

Govt. Initiatives for rural development and 

Agricultural Credit- Banking Reforms and rural 

Credit- National Bank for Agriculture and 

Rural Development (NABARD) – The District 

Industries Centre (DIC) – Small Industries 

Development Bank of India (SIDBI) Lead 

Bank Scheme- Credit sources to Agriculture 

and Allied Activities – Farm development 

loans – National Agricultural Insurance 

Scheme- Recovery and NPAs in Agricultural 

Sector. 

Unit III : Micro Finance: Concept of Micro Finance 

– Bangladesh Grameen Experiment- Micro 

Credit Summit 1997- Micro credit and Micro 

Finance – Self Help Group Approach- Models 

of Micro Finance- Conventional Models: 

Direct method and Indirect method- Models 

in AP – Business Facilitator/Business Correspondent 

model – Bank- MFI Bank lending 

model – Promoting Bank- MFI partnership 

model – Financial Inclusion Initiatives. 

Text Book(s) 

1. Hngh Croxbord, Frank Abramson, Alex Jablonowski, 

“The Art of better Retail Banking”, John 

Wiley & Sons Inc., 2009. 


1. Vasant Desai, Rural Development in India, Himalaya 

publishing House, 2009 

2. IIBF, Micro- Finance: Perspectives and Operations, 

Mumbai 2009 

3. Subba Reddy & Raghuram P , Agriculture Finance 

and Management, Oxford and IBH publishing co 

pvt Ltd New Delhi, 2007 

4. Armendariz & Mordulsuls, Economics of Micro Finance, 

PHI, 2009 

5. Prabhkar K & Rajkumar, Agricultural Finance in India, 

New Century publications New Delhi, 2006 

GLOBAL SUPPLY CHAIN 

MANAGEMENT 


Unit I : Introduction to Supply Chain Management 

overview: Supply Chain Management – An 

Evolving Concept, Evolution of Supply Chain 

Management, Components of the Supply 

Chain Management, Supply Chain Management 

Strategy, Supply Chain Management 

and Information Technology Future Trends, 

Role of Materials Managers, Supply Chain 

Management – The Future,Bull whips effect 

on Supply chain management 

Efficient, Responsive and Extended 

Supply Chain: Objectives of Supply Chain 

Management, Supply chain competitive 

Strategies Role of various functions, Various 


flows in Supply Chain Management, Value 

Flow, Information Flow, Cash Flow, Basic 

frame work of Supply Chain Management, 

Generic action, Supply chain objectives, 

Supply chain architecture, Concept of 

Supply Chain Management, Conceptual 

Frame Work of Supply Chain, Management, 

Technology, Systems, Supply Chain relation, 

Supply Chain Strategies Understanding 

Customer, Understanding Supply Chain, 

Achieving strategic fit, Principles Supply 

Chain Strategy, Thrust areas of Supply Chain 

Management. 

Unit II : Inventory Policies: Factors influencing 

inventory management, Tool and Techniques 

of Inventory Control, Selective Inventory 

Control, Economic Order Quantity, Designing 

of Inventory Systems, Determination of 

Safety Stock and Q Models of Inventory Systems, 

Material Requirement Planning (MRP 

– Manufacturing Resource Planning, Enterprise 

Resource Planning (ERP), Just In Time 

/ Kanban, Limitations of Inventory Control. 

Global Sourcing: Global Sourcing characteristics, 

Outsourcing Trends Future 

Trends of Out sourcing, Domestic versus 

Global Sourcing, Problems associated 

with foreign purchasing, CASELET, Other 

factors influence Global Sourcing, Effect of 

cultural factors on global sourcing, Relative 

merit of regions, Determining the total cost 

of purchasing offshore, Identifying sources, 

Recommended management policies for 

global Sourcing, Packaging, marking and 

labeling, Purchasing role in counter trade 

Unit III : Demand Forecasting & Aggregate Planning: 

Why forecast, Forecasting objectives & uses, 

What is forecasting, Why do firms forecast, 

Cost of forecasting, Forecasting variables, 

Data bases, Forecasting methodology, 


Forecasting techniques, Qualitative methods, 

Time series method, Casual methods, 

Methods of estimation trend, Planning time 

horizons, Long range of strategic planning, 

Intermediate – range planning, Short range 

planning, Problems of aggregate planning, 

Aggregate planning relation ship to other 

plans, Strategies for aggregate planning. 

Logistics in Supply Chain Management: 

What is Logistics Management, Evolution 

of Logistics System, Logistics Relevance 

to Organization, Logistics Contribution to 

bottom line, Components of Logistics 

System, Logistics and I.T. in India, Impor- 

tance of Logistics in Supply Chain Management, 

Difference Between Logistics and 

SCM, Role of Logistics in Supply chain Management, 

Competitive advantage through 

logistics, Logistics Management to Supply 

Chain Management, Future challenges for 

logistics, Speed and economy the role of 

logistics. 


1. Sinchi-D, Levi, Kaminsky Philip and Sim chi-levi, 

“E: design and management of the Supply Chain”, 

McGraw Hill,2000 

2. Martin Chistopher, “Logistics and Supply chain 

management”, Pearson education Asia2000 

3. B.S. Sahay, “Supply Chain Management for global 

competitiveness”, Macmillan India Ltd 1999 

4. Gattorna JL and Walters DW, “Managing the Supply 

chain Management”, Macmillan business,1996 

5. P. Gopala Krishnan, “Purchasing and materials 

management Hand Book”, Tata McGraw Hill 

6. D.W. Dablar & Burt, “Purchasing and Supply chain 

management texts and Cases 6 th edition”, Tata 

McGraw Hill

Journals 

1. Journal of Supply Chain Management Wiley 

Blackwell, San Fransisco 

2. Supply Chain Management, Emerald Group, 

Delhi 

3. International Journal of Integrated Supply Management, 

Inderscience Publishers, New York 

FOREIGN CURRENCIES & 

GLOBAL FINANCE 


Unit I : Global finance in practice-Experiments with 

currency regimes- Fixed Versus Floating 

Exchange Rate Systems- Pegged Exchange 

Rate System with special reference to Mexican 

Peso crisis-Currency Boards-.European 

Economic and Monetary Union-Maastricht 

Treaty-The future of European Monetary 

Union- Dollar Versus Euro Interpreting the 

foreign exchange quotations-Direct Versus 

Indirect Quotations – Impact of Inflation, 

Interest Rates, Income on Exchange Rates. 

Unit II : Interest Rate Parity- Purchasing Power Parity 

(PPP) -The relation between PPP and the 

Law of one price-Empirical Evidence-PPP 

in the short run and long run-Interest Rate 

Parity (IRP)-International Fisher Effect (IFE) – 

Comparison of PPP, IRP and IFE theories 

Unit III : International Arbitrage-Location, Covered 

Interest and Triangular Arbitrage Measuring 

Exposure to exchange rate fluctuations- 

Transaction, Economic and Translation 

Exposure-International Debt and Equity 

Market-Multinational Capital Budgeting-Subsidiary 

Versus Parent Perspective-Input for 

Multinational Capital Budgeting-Factors 

to be considered in multinational capital 

budgeting-Country Risk Analysis-Types of 

country risk assessment-Techniques to assess 

country risk-Measuring country risk 

Text Book(s) 

1. International Financial Management-Jeff Madura – 

Cengage Learning (Indian Edition) 

2. Jeff Madura, “International Financial Management”, 

Cengage Learning –India Edition. 


1. International Financial Management – Ephraim 

Clark – Cengage Learning (India Edition) 

2. International Financial Management-P.G Apte International 

Economics Theory and Policy- Paul Krugman 

and Maurice Obstfeld – Pearson Education 

INDUSTRIAL & ENVIRONMENTAL 

BIOTECHNOLOGY 


Unit I : Introduction - What is Industrial Biotechnology? 

History of Industrial Biotechnology- 

Consumer Products Made with Industrial 

Biotechnology -Industrial Enzymes and their 

Uses, - Opportunities for Biobased Plastics 

- Case Studies and Projections - Industrial 

Biotechnology for Pollution Prevention - Research 

Needs - Areas for further study - Policy 

Considerations 

Unit II : Introduction – Environmental Governance: 

Issues and Challenges, Environmental 

Biotechnology Markets, Ethical issues. Environmental 

Laws and Policies in India, EIA 

Unit III : Bioremediation, Classification and Characterization 

of Wastes – Waste Material suitable 

for biological treatment, Availability of waste 

material, Economical and Social aspects of 

waste treatment Carbon Credits. Alternative 

Fuels, Solid waste management 


Text Book(s) 

1. Bimal C.Bhattacharyya, Rintu Banerjee, “Environmental 

Biotechnology”, Oxford University Press 

2007. 


1. Alan Scragg, Environmental Biotechnology, Oxford 

University Press, New Delhi, 2007 

2. S C Rastogi: Biotechnology – Principles and Applications, 

Narosa Publishing House, 2007 

3. Hans-Joachim et al.; Environmental Biotechnology: 

Concepts and Applications, Wiley –VCH Publishers, 

2006 

4. Bruce E. Rittmann and Perry L. McCarty: Environmental 

Biotechnology – Principles and Applications, 

Mc Graw Hill, 2001 

Journals 

1. Journal of Environmental Engineering 

2. Journal of Agricultural and Environmental Biotechnology 

Websites 

1. http://www.dbt.org 

2. http://www.br/bioline/bf 

3. http://www.bio.org 

PROJECT MANAGEMENT 


Unit I : Introduction to Project Management & Project 



Project formulation, Project Management 

Tools and Techniques (PERT & CPM), Project 

Crashing, Trade off analysis, Resource allocation 

and Resource leveling, Categorization 

& Role of Financing, Project financing. 


Unit II : Project cost control & Cost over runs, 

Computer aided Project Management, 

ERP, International Project Management, 

Contract Management, Human, Legal and 

social Aspect in managing projects, Project 

Monitoring and Control, Sensitivity analysis, 

Risk management, Project Evaluation and 

termination. 

Text Book(s) 

1. Clifford F. Gray and Erik W. Larson, “Project 

Management”, The McGraw-Hill Companies. 


1. Hard Keerzer (1998), “Project Management – A 


Controlling”, Van Nostrand Reinhold Company, 

New Delhi 

2. Sadhan Choudhary (1996), “Project Management”, 

Tata McGraw Hill Sadhan Choudhary 

(1995), “Project Scheduling and Monitoring in 

Process”, South Asian Publishers, New Delhi 

3. Jack R. Meredith, Samuel J. Mantel Jr. (1995), 

“Project Management – A Managerial Approach”, 

John Wiley & Sons 

4. P. K. Joy (1994), “Total Project Management – The 

Indian Context”, MacMillan India Pvt. Ltd 

5. Daniel D. Roman, “Managing Project: A System 

Approach”, Elsevier 

6. Robert K. Wysocki, Robert Beck Jr, David B. Crane, 

“Effective Project Management”, Wiley & Sons 

SEMESTER-IV 

INTERNATIONAL BUSINESS 


Unit I : International Business : Nature, Size & 

Growth of International Business – Globalization 

– International Business in an age of

Globalization – Theoretical Explanations of 

International Business. International Business 

Environment : Economic – Political – 

Legal – Cultural – Technology etc., – Modes 

of Entry into Foreign Markets – Foreign Direct 

Investment Theory and Application. 

Unit II : International Trading Entities and Agreements 

: WTO, TRIPS and TRIMS – Trading 

Blocks – NAFTA, APEC, ASEAN, European 

Union. Emerging issues in International Business 

: India in Global Setting – Global internet 

and e-commerce – Business Ethics and 

Corruption in the global market place. 

Unit III : International Financial Management – Nature 

of International Financial Management – 

Domestic Financial Management and International 

Financial Management Compared 

– Environment of International Financial 

Management – Political Risk Management 

– Foreign Currency Derivatives – Foreign 

Exchange market – Currency Convertibility – 

International Monetary System – Balance of 

Payment – International Financial Markets. 

Text Book(s) 

1. John D. Daniels, Lee H. Radebaugh, Daniel P. 

Sullivan, & Prashant Salwan, (2010) International 

Business – Environments and Operations, 12th Edition, Pearson Education, New Delhi 


1. Francis Cherunilam, (2007) International Business 

Environment, Himalaya Publishing House, New 

Delhi 

2. Aswathappa, K. (2006) International Business, 

Tata McGraw–Hill, New Delhi 

3. Arvind V. Phatak, Rabi S. Bhagat, & Roger J. Kashlak, 

(2006) International Management, Tata Mc- 

Graw–Hill, New Delhi 

4. Charles W.L. Hill,& Arun Kumar Jain, (2005) International 

Business : Competing in the Global Market 

Place, Tata McGraw-Hill, New Delhi 

5. Francis Cherunilam, (2005) International Business 

: Text and Cases, Prentice Hall of India Pvt. Ltd., 

New Delhi 

6. Subba Rao, P. (2005) International Business : Text 

and Cases, Himalaya Publishing House, New Delhi 

7. Oded Shenkar, & Yadong Luo, (2004) International 

Business, Wiley Publication, New York 

PROJECT MANAGEMENT 

Code : 402PGDM Credits: 3 

Unit I : Introduction to Project Management & Project 



Project Formulation, Work Breakdown structure, 

Organization Breakdown structure. 

Unit II : Project Management Tools and Techniques 

(PERT & CPM), Project Crashing, Trade-off 

analysis, Resource Allocation and Resource 

Leveling, Project Organization, Project Cost 

Control and Cost Overruns, Computer aided 

Project Management. 

Unit III : Categorization and Role of Financing, 

Project Financing, ERP, International Project 

Management, Contract Management, Human, 

Legal and Social Aspect in managing 

projects, Project Monitoring and Control, 

Sensitivity Analysis, Risk Management, Project 

Evaluation and Termination. 


1. Clifford F. Gray, & Erik W. Larson, (2006) Project 

Management – The Managerial Process, Tata Mc- 

Graw-Hill, New Delhi 

2. Daniel D. Roman, Managing Project : A System 

Approach, Elsevier, USA 


3. Hard Keerzer, (1998) Project Management – A 


Controlling, Van Nostrand Reinhold Company, 

New Delhi 

4. Jack R. Meredith, & Samuel J. Mantel, Jr., (1995) 

Project Management – A Managerial Approach, 

John Wiley & Sons, New York 

5. Joy, P.K. (1994) Total Project Management – The 

Indian Context, MacMillan India Pvt. Ltd., New 

Delhi 

6. Robert K. Wysocki, Robert Beck Jr., & David B. 

Crane, Effective Project Management, Wiley & 

Sons, New York 

7. Sadhan Choudhary, (1996) Project Management, 


8. Sadhan Choudhary, (1995) Project Scheduling 

and Monitoring in Process, South Asian Publishers, 

New Delhi 

PRIVATIZATION & REGULATION OF 

BUSINESS 

Code : 403PGDM Credits: 3 

Unit I : Role of Government: Directive Principles 

of State Policy – Government as Planner – 

Regulator – Promoter – Entrepreneur. 

Sectoral Policies & Recent Changes: Public 

Sector – Large Corporate Private Sector 

– Joint Sector – Small Scale Sector – Tiny 

Sector. 

Unit II : FDI & Government Policy Framework: Factors 

influencing Investment - Evolution of FDI 

policy in India – Institutional Machinery & 

Implementation Process – Foreign Technology 

Agreement – Recent Policy Initiatives & 

Implications. Post-liberalization & Regulatory 

Framework: Enabling Framework of Public- 

Private Partnership, Concessionaire Agree- 


ment, Case discussion: Petroleum, Power. 

Unit III : Privatization – Objectives of privatization – 

Types of privatization – Concept of privatization 

– Advantages and disadvantages of privatization 

– Public, Private Model – Concessionaire 

Agreement - BT - BOO – BOOT – BOT – BTO 

Text Book(s) 

1. Namita Gopal, “Business Environment”, Tata Mc- 

Graw Hill, New Delhi, 2009. 


1. Shaikh Saleem, (2008) Business Environment, 

Pearson Education (Singapore) Pvt. Ltd. 

2. Francis Cherunilam, (2005) Business Environment 

and Policy, Himalaya Publishers, New Delhi 

3. Justin Paul, (2006) Business Environment, Tata 

McGraw-Hill, New Delhi 

4. George A. Steiner & John Steiner, (2009) Business, 

Government and Society, Tata-McGraw-Hill, 

New Delhi 

5. Journal of Economic Policy and Research 

6. Journal of Institute of Public Enterprise 

ACTUARIAL CONCEPTS & PRINCIPLES 


Unit I : Introduction to Statistics. Random variables, 

Meaning of a Random Variable. Central Limit 

Theorem. Derivation of Central Limit Theorem. 

Applications. Probable Experience. 

Actual Experience. Law of Large Numbers. 

Application of the Law in Insurance. 

Probability Distributions. Various Distributions 

like Normal, Binomial and Poisson. 

Essential Properties of Each. Probability 

Distributions use in Risk Management. Rationale 

of their use. Estimation. Method of 

Estimation. Use of Estimates. Monte Carlo 

Simulation. Use of Monte Carlo Method.

Mean-Variance Analysis. Computation of 

Mean and Variance. Variance as a Measure 

of Risk. Discrete Term, Structure Models. 

Modeling Stochastic Term Structure. Interest 

– Sensitive Cash Flows. Valuation of Interest. 

Sensitive Cash Flows. 

Unit II : Mortality Tables. Probabilities of Survival and 

Death. Computation of Mortality Rates. Preparation 

of Mortality Tables. Mortality Tables 

for Insurance and for Annuities. Valuation of 

Life Insurance Risks. Principles underlying 

it. Determination of Life Reserves. Meaning. 

Methods of Calculation of Life Reserve. Terminal, 

Initial and Mean Reserves. 

Actuarial Analysis of Pension Plans. 

Regression Theory. Computation of Partial 

and Multiple Linear Regressions. Liability 

Cash Flows. Modeling Liability Cash Flows. 

Measuring the Effectiveness of Risk Management. 

Products with Basic Risk. Credit Risk 

Metrics. 

Text Book(s) 

1. K C Mishra and C S Kumar, “ Elements of Actuarial 

Science” Cengage Learning, 2009 


1. Hossack, I.B., J.H. Polland and B. Zehnawirth 

(1999), “Introductory Statistics with Applications in 

General Insurance”, Cambridge University Press, 

Cambridge, England 

2. Babbel, David F. and Graig B. Merrill (1996), “Valuation 

of InterestSensitive Financial Instrument”, 

Society of Actuaries, Martingale 

3. Morgan, J.P. (1997), “Introduction to Credit Metrics”, 

J.P.Morgan, New York 

4. Bell, David E. and Authure Shleifer Jr.(1995), Risk 

Management, Course “Technology Inc., Cambridge, 

MA 

TREASURY & FOREX MANAGEMENT 


Unit I : Financial Markets – Money Markets –Fixed 

Income Securities - Other Capital Market 

Instruments - Forex Markets - Derivatives 

Market – Recap of Time Value of Money 

-Introduction to Investment & Treasury Management-Treasury 

Operations – The Global 

Scenario -Scope and Functions of Treasury 

Management - Objectivities of Treasury & 

Organizational Structure - Nature of Treasury 

Assets & Liabilities – Asset / Liability Management 

– ALCO. 

Unit II : Integrated Treasury – Cost Center - Profit 

Center -Risk Analysis and Risk Control – Interest 

Rate Risk - Value at Risk (VaR) - Forex 

(Market) Risk – Risk Management Process 

– Measures for Identifying and Controlling 

Risks.-Exchange Rate Mechanism – Factors 

Influencing Exchange Rates – Forex Valuation 

- Regulations, Supervision and Compliance 

of Treasury Operations. - Bond Dynamics 

Accounting –Valuations - Settlements and 

Custodians- Problems and Case studies. 

Text Book(s) 

1. Theory and Practice of Treasury and Risk Management 

in Banks – IIBF , Taxman Publications 

2009 


1. Anthony Saunders and Marcia Millan, Cornet, Tata 


2. Morgan Fleming, J P, The Treasury’s Hand book, 

2008 

3. Bhaskaran, R , An introduction to Fund & Investment 

Management in Banks, BIRD, Lucknow, 2007 

4. Foreign Exchange and Treasury Management 

Hand book, Euro Money Year Book 2007 


COMMODITY TRADING & PRICE RISK 

MANAGEMENT 


Unit I : Global Commodity Trading - Global Commodity 

Agreement – Projecting of Commodities 

(Metals, Minerals and Agro) - Structure 

and Performance Issues – Emergent Trade 

Issues under WTO - Risk Management - 

Emerging Trends E-Commerce in Risk Management 

- Hedge & CT Funds - Historical 

Perspective of hedging - Evolution of futures 

market (Global and Indian) - Need for price 

risk management -Latest Developments in 

India in this direction. Pricing on Commodity 

Exchanges - Relationship between Physical 

and Futures markets – Forward, Futures and 

OTC Contacts - Forward Contracts, Futures 

Contracts - OTC Contracts - Exchange Floor 

Operations - Floor Trading. 

Unit II : Price discovery - Market Information - Auction 

(Open Outcry) – Price Reporting Clearing 

House - Clearing House Operations - Formal 

Clearing concepts - Third Party Guarantee - 

Process flow - Cash and Futures dynamics. 

Basis/Premium & Inverted Markets - Carry 

Markets & Inverted Markets Speculators – 

Fundamental & Technical Analysis - Position 

& Day Traders – Spreads– Bull and Bear 

- Hedging Dynamics - Trading Plan - Know 

your contracts - Profit Objectives - Risk Capital 

Defined - Trading Plan Exercise – Hedging 

Plan – Hedging examples and exercises 

– Options - Derivatives Trading, Trading Illustrations 

- Options Exercise 


1. Energy Price Risk: Trading and Price Risk Management 

- Hardcover (Feb. 22, 2003) by Tom 

James 


2. Managing Commodity Price Risk in Developing 

Countries (World Bank) - Hardcover (Mar. 1, 1994) 

by Professor Stijn Claessens and Professor Ronald 

C. Duncan 

3. Sure Thing Commodity Trading: How Seasonal 

Factors Influence Commodity Prices - Hardcover 

(Apr. 1, 1987) by Larry Williams 

4. Risk management in commodity and financial 

markets - Rita L. D’Ecclesia 

5. Energy Markets: Price Risk Management and 

Trading - Tom James - 374 pages 

6. Commodity Trading Advisors: Risk Performance 

... - Greg N Gregoriou, Vassilios Karavas, ... - 458 

pages 

7. Energy and Power Risk Management: New ... - Alexander 

Eydeland, Krzysztof Wolyniec - 506 pages 

INNOVATION MANAGEMENT 


Unit I : Introduction – Significance of Innovation 

Management, Innovation in an organizational 

context, individuals in the innovation process, 

Key concepts in innovation: design, innovation 

and invention, successful innovations, types 

of innovation, technology and innovation. 

Models of Innovation: serendipity, linear models, 

simultaneous coupling model, interactive 

model. Innovation as a management process, 

framework for the management of innovation. 

Market Orientation: Innovation and market vision, 

innovation new products and consumption 

patterns, innovation diffusion theories. 

Globalization: Globalization for innovation: 

Innovation for Energy Economics The Internet-a 

case in technology change strategic 

innovation process. 

Entrepreneurship and Innovation: Entrepreneurial 

Ventures and their prospects,

ewards and risks. Investment perspectives 

and sources for venture finance 

Unit II : Managing Innovation in Firms: Innovation 

and the Organization Managing uncertainty 

– Pearson’s uncertainty map. Organizational 

characteristics that facilitate innovation 

process-organizational culture and heritage, 

commitment to technology and R&D orientation, 

acceptance of risk, cross-functional 

cooperation space for creativity, organizational 

structure and innovation. Role of the 

individual in the innovation process. 

2.2 Innovation and Operations Management: 

Operations Management Nature of Design and 

innovation – design requirements, design and 

volumes, craft-based products, design simplification. 

Process design and innovation. Gap 

Analysis TQM, QFD , The EFQM excellence 

Model. Design of Supply Chain Management. 

Business Process Re-engineering (BPR). Operations 

and Technology. 

Unit III : Innovation Alliance and Networks: Risk in 

go-it-alone strategy. Rise of the Octopus Strategy-complementarily 

and knowledge sharing 

routines. Forms of knowledge sharing routineslicensing, 

supplier relations, outsourcing, joint 

ventures, collaborations, R&D consortia, innovation 

networks, the virtual company. The process 

of forming a successful strategic alliance. Risk 

and limitations with strategic alliances. 

3.2 New Product Development (NPD): 

Considerations in an NPD Strategy. NPD 

as growth strategy Market penetration 

and development. Product development 

Diversification. New product-classification, 

re-positioning. Models for NPD - Decision 

–stage models, cross –functional models, 

conversion – process models, response 

models, network models, role of R&D in 

NPD. Management of R&D, Research clubs. 


1. Paul Trott: Innovation Management and New 

Product Development.- Pearson Education, 

2. Margaret White & Garry Bruton, Innovation and 

Technology Management. Western Cengage 

3. 

Learning, New Delhi. 

Michael H.Morris, Donald F.Kuratko, Jeffrey 

G.Covin, Entrepreneurship and Innovation in Corporations, 

South –Western Cengage Learning, 

New Delhi (2008) 

4. Dariush Rafinejad, Innovation, Product Development 

and commercialization, Learning India Pvt. 

Ltd. New Delhi (20006) 

5. Allan Afuah , Innovation Management, Oxford University 

Press Inc. Oxford N.Y (2003) 

6. Harvard Business Review on Innovation, Harvard 

Business School Press (2001), Boston 

Journals 

1. International Journal of Innovation Management 

2. Technovation 

3. Journal of Product Innovation Management 

4. Creativity and Innovation 

ENTREPRENEURSHIP DEVELOPMENT 

IN BIOTECHNOLOGY 


Unit I : Entrepreneur – Basic characteristics, Entrepreneur 

the leader, Entrepreneur the learner, 

intrepreneur, developing entrepreneurship 

through training and motivation, Concept of 

enterprise. 

Unit II : Entrepreneurial Venture, - Generating ideas 

and assessing the opportunity Business 

plan, Acquiring and managing resources, 

legal aspects, institutional support, entrepreneurial 

opportunities in biotechnology. 


Text Book(s) 

1. Venkatratnam J.B (2009)Entrepreneurship Development, 

Heritage Printers, Hyderabad 

2. Patzelt, Holger; Brenner, Thomas (2008), Handbook 

of Bioentrepreneurship, Springer Publications 


1. Hisrich, R.D, Peter, M. P and Shepherd, D.A (2006) 

Entrepreneurship, New Delhi: Tata Mcgraw Hill, 

sixth edition 

2. Desai, V (2006), Small- Scale Industries and Entrepreneurship, 

Himalaya Publishing House 

3. Thomas W.Zimmerer & Norman M.Scar Borough 

(2005), “Essentials of Entrepreneurship & small 

business management”. Pearson Printice Hall 

4. Dollinger, Mark J (2004) Entrepreneurship: strategies 

and resources, Delhi: Pearson Education 

(Singapore) 

5. Jain P. C. (1998), “Hand book for new entrepreneurs”, 

Oxford University 

6. Dutta, Sudipt (1997), Family Business in India, 

New Delhi: Response Books 

7. Peter Drucker (1993), “Innovation and Entrepreneurship”, 

Hyper Business Book Barrow, Colin, 

Brown, Robert and Clark, Liz (2006), The Successful 

entrepreneur’s guidebook: where are you 

now, where you want to be, how to get there. London: 

Kogan Page 

8. S.S Khaka, “Entrepreneural Development”., 

S.Chand & Company limited New Delhi-110055 

Websites 

1. http://www.inc.com/multimedia/slideshows/content/home-based 

businesses_pagen_12.html 

2. http://www.inc.com/ 

3. http://www.entrepreneur.com/ 

4. http://www.gaebler.com/Gaebler_Entrepreneurs. 

htm 


5. http://www.iloveindia.com/indian-heroes/indianentrepreneurs.htm. 

6. http://www.rediff.com/money/2005/apr/19spec. 

htm. 

7. http://www.indiadaily.com/editorial/13367 

8. http://www.bplans.com 

Journals 

1. DARE: Because Entrepreneurs Do, Cyber Media 

Publication (Monthly) 

2. SEDME: Published by MSME Development Institute 

(NISIET), Yousufguda, Hyderabad – 500 045 

CORPORATE LAW & GOVERNANCE 


Unit I : Indian Contract Act, 1872: Definition – Essential 

elements of Contract – Offer, Acceptance, 

Capacity to contract, Consideration, Free 

consent, legality of object, Performance, 

Discharge and Breach of Contract, quasi 

contracts. Special Contracts – Indemnity and 

Guarantee, Bailment, Contract of Agency. 

The Sale of Goods Act, 1930: Formation of 

Contract, Sale and Agreement to sell, Conditions 

and Warranties, Transfer of property in 

goods and Rights of an unpaid seller. 

The Companies Act, 1956: Definition, Types 



Share Capital and Debentures, Board of Directors, 

Appointment of Directors, Powers of 

Board, Board Meetings, Company Meetings, 

Accounts & Audit and Corporate Reporting. 

Unit II : Overview of Corporate Governance, Definition, 

rights, duties & responsibilities of Directors. 

Board Committees - Audit Committee, 

Nomination Committee, Remuneration

Committee, Investor servicing and investor 

protection measures. Listing Agreement. 

Corporate G Corporate Social Responsibility 

(CSR), Scope, Justification, CSR & Indian 

Corporations, Environmental Concerns & 

Corporations. 

Laws relating to Corporate Governance 

Consumer Protection Act, 1986: objects 

and scope – Definition of Consumer – 

Consumer Protection Councils – Consumer 

Disputes Redressal Agencies. 

The Competition Act, 2002: Objects and 

Application – Anti Competitive Agreements, 

Abuse of Dominance, Combinations Regulations, 

Competition Advocacy – Duties, Powers 

& Functions of Commission. 

The Information Technology Act, 2000: 

Introduction, Digital Signature, Electronic 

Governance, Electronic Records, Controller & 

Certifying Authorities- Functions and Powers. 

Laws on Working Conditions: Factories Act, 

1948, & Industrial Employment (Standing 

Orders) Act, 1946, Industrial Relations : 

Industrial Disputes Act, 1947 & Trade Union 

Act, 1926. Wages & Labour Laws : Minimum 

Wages Act, 1928, Payment of Wages Act, 

1936 & Payment of Bonus Act, 1965. Labour 

Welfare & Social Security: Workmen’s 

Compensation Act, 1926, Employees State 

Insurance Act, 1948, Employees Provident 

Fund Act, 1948 & Payment of Gratuity Act. 


1. Sulphey MM, Basheer Az-har, “Laws for Business”, 

PHI Learning Private Limited, 2011 

2. Maheshwari S.N. & Maheshwari S.K., “A Manual 

of Business Laws”, Himalaya Publishing House, 


3. N.D. Kapoor, “Essential Elements of Mercantile 

Law”, S.C. Chand & C0., New Delhi, 2011 

4. Fernando A.C., “Corporate Governance Principles, 

Policies & Practices” , Dorsley Kindersley 

(India) Private Limited, 2010 

5. Mishra R.K. & Geeta Rani D. “Corporate governance 

Theory & Practice” Excel Books, New Delhi, 

2008 

6. Akhileshwar Pathak, “Legal Aspects of Business”, 

Tata McGraw-Hill Publishing Company Limited, 


7. V.S. Datey, “Business and Corporate Laws”, Taxmann 

Allied Services Ltd. New Delhi, 2007 


1. Chartered Secretary , Institute of Company 

Secretaries of India, New Delhi, 

2. Chartered Accountant, Institute of Chartered 

Accountants of India, New Delhi 

3. Indian Journal of Corporate Governance, IPE, 

Hyderabad 


Performance Evaluation 

The evaluation consists of the following two components: 

(a) Continuous Evaluation; and 

(b) End-Semester Examination 

Continuous Evaluation carries 50% of the total 

marks allotted to a course/subject, and the other 50% 

being assigned to the end-semester examination. The 

50% marks assigned to continuous evaluation are distributed 

equally between the continuous classroom 

assessment on one hand, and the mid-semester examination 

on the other. In each course, every credit 

carries 20 marks, of which 10 marks for continuous 

evaluation (five marks for class room assessment and 

five marks mid-term examination) and 10 marks for the 

End-Semester Examination. The pattern is as follows: 

Sl. 

No. 

Evaluation 

5 Credit 

Course 

4 Credit 3 Credit 2 Credit 

Course Course Course 

1. Continuous Evaluation (50%) 25 20 15 10 

a) Internal Evaluation (25%) Marks Marks Marks Marks 

b) Mid-Semester Examination 25 20 15 10 

(25%) 

Marks Marks Marks Marks 

2. End-Semester 

50 40 30 20 

Examination (50%) 

Marks Marks Marks Marks 

Total 

100 

Marks 

80 

Marks 

60 

Marks 

40 

Marks 

Continuous Evaluation 

Course-wise Continuous Evaluation will be undertaken 

by the concerned faculty member. While the 

mode of evaluation is decided by the faculty member 

concerned with the subject, normally it consists 

of three to four activities, which can be comprising 

of class participation, case analysis and presentation, 

assignments, tutorials, slip tests (announced/ 


Examination Policy 

unannounced), quizzes, etc. or any combination 

of these. The students are expected to submit their 

answer scripts/reports of internal assessments within 

the stipulated time. Failure to do so may result in the 

scripts not being valued. Another mode of continuous 

evaluation consists of a mid-semester written examination, 

which is compulsory for all the students. 

Mid-semester examination shall be conducted in the 

middle of the semester and the dates for such examination 

would be announced in advance by the Course 

Coordinators. The duration for mid-term examination 

is one hour. No second chance will be given to those 

who fail to appear for any of the above evaluations, 

except in case of those whose inability to attend is due 

to reasons considered genuine by the Controller of Examinations 

in consultations with the Director. 

End-Semester Examination 

The end-semester examination carries 50% of 

the marks assigned to a course. End-semester examination 

will be of 3 hours duration in case of 5 credit 

course, 2 1 / hours for 4 credit course and 2 hours in 

2 

case of 3 and 2 credit courses. The Controller of Examinations 

will conduct these examinations. These examinations 

will be conducted as per a schedule which 

will be notified in advance. 

Appearance at the end-semester examination is 

mandatory, and no exemption can be granted except 

in the following cases; 

(a) A student can absent himself for less than 50% 

of the examinations scheduled for that semester, 

subject to the condition that he/she has passed 

all the examinations of the preceding semesters. 

Alternatively, he/she is allowed to carry backlogs 

upto 50% of all the courses – past and present. 

In either case, the student concerned has to ob-

tain the prior permission of the Director, through 

course coordinator before abstaining from same. 

(b) If exemption from attending for the examinations 

is outstanding on medical grounds, a certificate 

from the Medical Board, constituted by the Director, 

has to be produced before the commencement 

of the examinations. The Director will then 

take a final decision on the recommendation of 

the Medical Board. 

(c) If for any other reason, a student is unable to appear 

for the necessary number of Papers, he/she 

has to obtain the prior permission of the Director 

for doing so. 

(d) However, in no case is a total absence from the 

end-semester examination is permitted. Failure to 

comply with the above rules shall lead to admission 

being cancelled. 

Eligibility for appearance at the end-semester 

examinations 

To be able to appear for the end-semester examinations, 

a student has to comply with the following: 

(a) Should have put in at least 85% of attendance in 

all the courses put together; 

(b) Should have put in at least 75% of attendance in 

each course; 

(c) Should not have any disciplinary proceedings 

pending against him/her; 

(d) Should have no pending dues. 

Rules for promotion 

1. To pass a course, a student has to: 

(a) obtain a minimum of 50% in the end-semester 

examination in each subject. 

(b) score at least 50% of the combined marks of 

both continuous evaluation and end-semester 

examinations in each subject; and 

(c) secure at least 60% of marks in aggregate. 

NOTE: The above rules of promotion do not apply to non-credit 

courses, where grades are awarded. However, he/she has to obtain 

c grade for pass. 

2. There is no detention at the end of the First and 

third semester examinations. However, a student 

will be detained in the second semester if he/she 

fails to pass at least 50% of the courses in the first 

and second semesters put together. 

3. Project Works (Summer & Long term) are part 

of the III and IV semester respectively, will be assessed 

as per the following scheme: 

(i) Project Proposal, Field Work 

and Analysis ………. 50% marks 

(ii) Final Report and Viva ………. 50% marks 

Item (i) above will be assessed by the Project Supervisor, 

while item (ii) will be assessed by the 

three faculty committee consisting of an external 

examiner. 

A student will have to secure at least 60% in the 

project reports to be eligible to pass the examination. 

4. There shall be a Comprehensive Viva-Voce in 

each semester. The Comprehensive Viva-Voce will 

be conducted by a Committee consisting of the 

Course Coordinator and two senior faculty members. 

The Comprehensive Viva-Voce is aimed to 

assess the student’s understanding in various 

subjects he/she studied during that semester. 

There are no internal marks for the Comprehensive 

Viva-Voce. 

Non Credit Courses (if any) 

If any non credit course offered to PGDM, the normal 

examination procedure to be followed, the marks 

obtained by a candidate will be translated into Grade 

on the basis of a 4-point scale as follows: 

a) 75% and above ‘A’ Grade 

b) 65% and above, but less than 75% ‘B’ Grade 


c) 60% and above, but less than 65% ‘C’ Grade 

d) Less than 60% ‘F’ Grade 

(Fail) 

A student, who obtains ‘C’ Grade, is eligible for 

inclusion of the same in final marks memo. 

Award of Division 

1. To eligible to be awarded a First Division, a student 

of any PG Programme is required to pass all 

the courses in the fourth semester examination 

in ONE attempt, irrespective of the number of attempts 

he/she made to pass the courses of the 

earlier semesters. 

2. To be eligible for the award of Distinction or scholarship, 

or Gold Medal or any other Prize (if any), a 

student must pass each of the semester examinations 

including comprehensive viva voce in a single 

attempt. Additionally, he/she must appear for 

these examinations along with the regular batches 

and not in the back-log examinations. 

3. For the award of a Division the total marks scored 

by a candidate in all the semesters comprising 

the Diploma Courses are taken into reckoning. 

In case of non-credit courses (if any), for which 

Grades are awarded, a pass Grade is compulsory. 

4. The award of Division is as follows: 

(a) First Division with 75% marks and 

Distinction above 

(b) First Division Less than 75% but 

not less than 65% of 

marks 

(c) Second Division Less than 65% but 

not less than 60% 

(d) Unsuccessful Less than 60% 

Duplicate Certificates 

If a student loses his/her certificates and want get 

them in duplicate, he/she should apply to the COE 


along with the requisite fees. (in case of Diploma certificate 

No trace certificate from the Police and an affidavit 

in a prescribed format need to be submitted). 

Fee for duplicate Hall ticket Rs.100.00 

Fee for duplicate individual memo 

for each semester Rs.250.00 

Fee for duplicate consolidate 

marks memo Rs.500.00 

Fee for duplicate P G Diploma 

Certificate Rs.1000.00 

General Guidelines 

The schedule of end semester examinations, 

which will contain the details regarding dates, time, duration 

of each examination, will be notified in advance. 

(a) Students should be present in the examination 

hall at least 10 minutes before the scheduled start 

of examination. If a student is late by 5 minutes 

to the scheduled time he/she must obtain written 

permission from the Controller of Examinations or 

in his/her absence the Chief Superintendent of examination. 

In no case they will be permitted in the 

examination hall if he/she is late by 10 minutes to 

the scheduled time. They will not leave the examination 

hall before half-an-hour of the closure time, 

except with the permission of the invigilator. 

(b) Students are expected to carry themselves with 

pens, pencils, ruler, and non-scientific calculator 

(if permitted). Borrowing of any materials such as 

calculators, pens, pencils, rulers etc. is strictly prohibited 

in the examination hall. Students must not 

carry any written materials along with them to the 

examination hall or refer to any material pertaining 

to the examination, outside the examination hall 

during the scheduled time of examination. 

(c) The students are not expected to communicate in 

any form with any one else in the examination hall. 

Passing and receiving or seeing papers of others

or copying from others during the examination is 

strictly prohibited. A student who willfully assists 

will be considered as guilty as the student who 

receives it. 

(d) Students must observe strict decorum expected 

of any model examinee and should follow the instructions 

given from time to time by the invigilator. 

No student will take the answer book out of the 

examination hall. After the examination, the student 

is responsible for handing over the answer 

book to the invigilator 

(e) Violation of examination norms will be treated as 

a serious offence and may result in expulsion in 

extreme cases. The student will be asked to leave 

examination hall if the student behaviour is pre-judicial 

to smooth and fair conduct of examination. 

(f) In case of any written complaint from the invigilator 

regarding a detected malpractice, the Director 

will constitute a Malpractice Board consisting of 

the Controller of Examinations, the Course Coordinator, 

and the Faculty member concerned with 

the course in which the malpractice is detected. 

The recommendations of this Board will be submitted 

to the Director for his final decision. 

(g) There will be no re-evaluation of the papers and 

recounting of marks. 

(h) No supplementary exams will be conducted for 

backlog subjects including Viva Voce examination, 

if any. However, backlog exams would be 

conducted along with end semester exams of 

subsequent semester. Fee for backlog exams is 

Rs.200/per subject. 

(i) Every student will have to complete all the course 

requirements within a period of 4 academic years 

from the date of his/her original admission. This period 

shall not be extended under any circumstances. 

If a candidate fails to do so, he/she will have to take 

admission afresh, fulfilling all the requirements for 

admission prevalent at that point of time. 

Malpractice and Corresponding Punishment 

All the students are warned not to resort to any 

kind of Malpractice during the examinations and 

following are the details of actions if involved in 

malpractice. 

No Malpractice Punishment 

1 Attempt to appeal 

to the examiner / 

evaluator for a favor 

2 Misbehaviour in 

the examination 

hall reported by 

the examiner / 

Insubordinate 

behaviour 

3 Possession of material 

whether relating to the 

examination or not/ 

writing on the desk, 

any part of the body, 

scale, hand kerchief, 

calculator, hall ticket, 

chunni, etc 

4 Any form of helping 

others in copying 

or getting help 

from others in the 

examination hall in any 

form. 

5 Insertion of answer 

sheets brought from 

outside 

Cancel the examination in that 

particular subject if done for the first 

time. Cancel all the examinations 

in that term if repeated at any point 

of time, during the course of the 

programme, including in backlog 

examinations. 

Cancel all the examinations of that 

semester and debar for the next one/ 

two semesters, as decided by the 

board of examinations. 


particular subject and debar for the 

rest of the exams of that Semester, 

if any. If repeated, student will be 

dismissed from the program 


particular subject of all candidates 

involved i.e., those seeking help and 

those providing it, if done for the first 

time. If repeated for the second time, 

cancel all the written examinations in 

that semester. If repeated for a third 

time, it will entail dismissal from the 

programme. 

Cancel all the examinations of that 

semester and debar for the next one/ 

two semesters as decided by the 

board. If repeated, student will be 

dismissed from the programme. 


No Malpractice Punishment 

6 Violent behaviour in 

the examination hall 

7 Possession of Cell 

phones 

Cancel all the examinations in that 

semester and debar for the remaining 

part of the academic year. The 

candidate must seek a re-admission 

into that semister next year. 


particular subject and cell phone will 

be confiscated. 

8 Mass copying Cancel all the examinations of the 

semester. 

All the above rules also apply to the backlog and mid term 

examinations. 

All those indicted/involved are not eligible for 

award of Scholarships and scholarships if awarded 

in the previous semesters will be recovered. 

The Board of Examinations may identify and recognize 

as such any other type of malpractice noticed 

during the evaluation process and recommend suitable 

penalty for the same. The Board will have the 

discretion to decide on the appropriate penalty as 

deemed fit based on the written report from the concerned 

invigilator. 

APPEAL 

In case of any punishment, a student may 

prefer an appeal to the Controller of Examinations. 

The BOE may appoint a committee to enquire into 

individual cases. A committee so appointed will 

submit its report to the Director and Controller of 

Examinations. The decision of the Director is final and 

no appeal lies against it. 

Extra Curricular Activities 

The tradition of IPE is that it gives ample weightage 

to expose the students to the competitive corporate 

environment and the industry. In the process, 


students are encouraged to visit industries, participate 

in competitions as paper presentations, Quiz programmes 

etc. 

Arrange special classes to improve soft skills, 

special lectures of experts on the contemporary topics 

and facilitate to have students presentations through 

week-end seminars. 

Students are encouraged to organize Samathi, 

Sanskriti etc. 

Samathi is an ideal platform where experience 

meets enthusiasm hence called Meeting of the finest 

minds, this is fuelling the inquisitiveness in students to 

learn more. Samathi are organised annually as a series 

of one - day events for each functional area. 

Sanskriti: Students conduct the Institutes flagship 

annual event called Sanskriti that is organized by students 

to show case their management skills. 

Alumni meet: It is part of the culture of the Institute 

that every year it conducts Alumni Meet to continue 

our association with the Alumni. 

Sports: The Institute has a playground for Basketball, 

Volleyball, Table Tennis etc. Students are encouraged 

to have a two days sports event every year. 

Other activities: The students are encouraged to 

organize other activities like blood donation, green 

camps etc. 

Rights Reserved 

The management of Institute of Public Enterprise 

(IPE) reserves the right to introduce, modify, and 

alter the rules and regulations to further the cause 

of good management education and development of 

the students.

PGP Handbook - Institute of Public Enterprise

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