Semester – I

301 Freshman English - I

302 IT in Business
303 Pakistan and Islamic Studies
304 Business Mathematics
305 Fundamentals of Accounting
306 Fundamentals of Business

Semester – II

310 Freshman English - II

311 Logic
312 Financial Accounting
313 Project Management
314 Micro Economics
315 Auditing

Semester – III

401 Oral Communication

402 Business Statistics
403 Public Enterprise Management
404 Cost Accounting
405 Macro Economics
406 Principle of Insurance

Semester – IV

410 Laws of Business and Taxation

411 Statistical Inferences
412 Fundamentals of Marketing
413 Pakistan Economy
414 Business Ethics
415 Money and Banking

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Semester – V

501 Principles of Management

502 Marketing Management
503 Business Planning and Policy
504 Small & Medium Enterprises
505 Business Finance
506 Business Communication

Semester – VI

510 Organizational Behavior

511 Operations/Production Managements
512 E-Commerce
513 Industrial Relations
514 Managerial Economics
513 Business Research Methods

Semester – VII

601 Financial Management

602 Human Resources Management
603 Consumer Behavior
604 Total Quality Management
605 Elective – I
606 Elective – II

Semester – VIII

610 Entrepreneurship
611 International Business
612 Management Information System (MIS)
613 Elective – I
614 Elective – II

Business internship 6-8 Weeks carrier 100 marks and 03 credit hours.
NOTE: Requirement for award of 04 year BBA (Hons) Degree Program:
Comprehensive Examination: Evaluation shall be on the basis of pass/fail. There shall be no
grading or marks for comprehensive examination.

All courses my not be necessarily offered every year. Alternate courses may be substituted as
and when needed.

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 Semester – I

301 FRESHMAN ENGLISH - I

Introduction:
The usefulness of English Language cannot be denied. It enriches our thought and culture, and
provides us with the most important vehicle of expression. It has opened for us several doors of
light and knowledge, for it is the Lingua Franca of the world and the language of science,
technology, commerce and diplomacy. Without English we shall be handicapped in our
advancement and out progress will be seriously retarded in several important spheres of life. To
give it up means putting the hands of the clock back by more than a century, to take several
steps backwards, to surrender ground which has been gained through persistent toil and labor,
to lose the front seat in international forums and to miss the opportunity of having a direct
impact on the other people’s minds.

Course Objectives
The objectives of the course are:
1. To build the sound vocabulary of the students
2. To improve the linguistic skills of the students
Course Contents
• Paragraph Writing
• Comprehensions
• Precis Writing
• Dialogue Writing
• Discussion and Presentations
• Importance of web sites in business
• How to launch a product

• Political influences on the banking sector of Pakistan

• Fate of luck which plays important role in our industry

• Proof Reading
• Letters
• Paragraph
• Articles
• How to make your sentences alive?
• What is emphasis? • Emphasis by Separation and
• Emphasis by Weight Isolation

• Grammatical Weight • Emphasis by Repetition

• Emphasis by Position
Textbooks/Reading Material

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1. Business Communications by Wills 3. Business Opportunities by Vicky Hollet
2. Exploring the World of English by Saadat
Ali Shah

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302 IT IN BUSINESS

• Introduction to Information Technology

• Understanding Computer Systems
• Computer Hardware
• Operating Systems
• Application Software
• Programming Languages
• Files and Data Basics
• Date Communication
• Networking Basics
• Internet Basics
• E-Commerce
• Computer Graphics
• Computer Security and Controls
• Microsoft Office
• Microsoft Word
• Microsoft Excel
• Microsoft Access
• Microsoft Power Point

• Microsoft Project

• Internet Browsers
• Databases
• Information Systems Importance in Business
• E-Banking

Text Books:
• James A. Senn: Information Technology in Business, BPB Peter Norton’s
• Introduction to Computers

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302 PAKISTAN AND ISLAMIC STUDIES

An introduction to the history of Pakistan is studied with reference to the history of period
independence period and then what were the reforms after the independence of Pakistan. The
subject also discusses the different presidential eras and what contributions were made by
different rulers in various fields of nation’s development. The later division of the course focuses
on the Islamic aspects of the country. An Islamic study is an integral part of any program in a
Muslim state.
Purpose of the Course:
This is a history-related course with the goal to introduce the student to basic history. Students
will be presented with material, which will give them a broad base of understanding of their
nation history. Contemporary issues will also be discuses as well as the history of nation’s
changes which have occurred over the past one hundred years.
Course Objectives:
• Upon completion of this subject the students will be able to:
• Learn about the historical revolution that led to freedom
• Understand the great works and study what steps their leaders had taken to free the
nation

• The aims and goals of establishing a Muslim state

• What reform their leaders have made to develop the state

Course Contents:
• Ideology of Pakistan, Pakistan ideology
• Historical perspective of Pakistan ideology
• Aligarh movement, Establishment of Pakistan, Land of Pakistan
• Geographic Boundaries of Pakistan, Resources of Pakistan
• Division of Assets, Ayub Khan’s era, Creation of Bangladesh
• Bhutto’s reforms, Zia’s era, Social structure of Pakistan
• Literacy in Pakistan, Agriculture of Pakistan
• Industries of Pakistan, Foreign policy of Pakistan
• Pakistan and the Muslim World
• Pakistan and ECO
• Pakistan and India

Text Books:
1. Ikrame Rabbani: Pakistan Studies
2. Dr. Javaid Iqbal: Ideology of Pakistan, Ferozsons, Rawalpindi

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304 BUSINESS MATHEMATICS

• Preliminaries
• Linear Equations
• Systems of Linear Equation
• Linear Functions Applications
• Mathematical Functions

• Quadratic & Polynomial Functions

• Exponential & Logarithmic Functions

• Matrix Algebra
• Differentiation & Integration
• Basic Algebra
• Linear Equations and Inequalities and Graphs
• Quadratic Equation and their Application
• Simultaneous Equations
• Progressions of Sequence, and Series and their application in Business
• Rations, Proportions and Percentages

Text Books:
1. Frank S. Budnick: Applied Mathematics for Business Economics and Social Sciences
2. Bowen: Mathematics with Applications in Management and Economics

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305 FUNDAMENTALS OF ACCOUNTING

Introduction:
• Purpose and Nature of Accounting
• Various areas of Accounting Forms of Business Enterprises
• Accounting Information users
• GAAP
• Conversion
• Business transaction and
• Accounting equation
Accounting Process:
• Recording changes in financial position
• Double entry Accounting system
• Journal
• Ledger
• Trial Balance
The Accounting Cycle:
• Measuring Business income
• Adjusting process
• Completion of Accounting Cycle
• Work Sheet
• Financial Statements
• The Control of Cash transaction
• Accounting of receivables accounting for inventory
• Accounting for depreciation of fixed assets
• Deprecation Methods

Text Books:
1. Rebert F. Meigs and Walter B. Meigs: Accounting: The Basis for Busines Decisions,
McGraw Hill, Inc
2. Eric G. Flamholtz, Diana Troik Flamholtz, Michael A.Diamond: Principle of Accounting,
Macmillan Publishing Co. New York.
3. Frankwood: Business Accounting – I, Business Accounting – II

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305 Fundamentals of Business

• Introduction to Business
• The Problems of Business
• The Economic Setting of Business
• Ownerships
• Introduction to Market and Marketing
• Approaches to Study Marketing
• Introduction to Business Communication
• Introduction to Business Decisions
• Introduction to Management
• Main Functions of Management
• Introduction to Human Resource Management

Book Recommended
1. Introduction to Business by Brown/Peterlo
2. A Practical Introduction to Business
3. Fundamentals of business by Askari Zaidi
4. Marketing by Philip Kotler
5. Management by G. A. Cole.
6. Effective Business Communication by Murphy

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 Semester - II
310 FRESHMAN ENGLISH - II

311 LOGIC

• Definition of Logic
• Logic as a science and an art
• Scope of Logic
• The laws of Logic
• Induction and essential characteristics of induction
• Categorical proposition and classes
• Quality, quantity and distribution
• The traditional and distribution
• Immediate inferences, conversion, obversion, Contraposition, inversion
• Existential import
• Symbolism and diagram for categorical proposition
• Three basic uses of language
• Discourse serving multiple functions
• The form of discourse
• Emotive words
• Kinds of agreements and disagreement
• Emotively neutral language
• The purpose of definition
• Various kinds of meaning
• Techniques for defining
• Standard form categorical syllogisms
• Venn diagram techniques for testing syllogism
• Translating categorical proposition into standard forms
• Uniform translation
• Enthymemes
• The dilemma
• Informal fallacies
• Fallacies of ambiguity
• The avoidance of fallacies

Text Books:
1. Irving M. Copi: Introduction to logic
2. Karamat Hussain: A text of Deductive Logic

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3. Karamat Hussain: A text book of Inductive Logic

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312 FINANCIAL ACCOUNTING

Introduction:
Purpose and Nature of Accounting, Various areas of Accounting, Forms of Business enterprises,
Accounting Information users, GAAP, Conventions, Business transactions and Accounting
Equation;
Accounting Process:
Recording changes in financial position, Double entry Accounting system, journal, Ledger, Trial
Balance, the Accounting cycle, Measuring business income, adjusting process, completion of
Accounting Cycle, Work sheet, Financial Statements, and Accounting for merchandize business;
Accounting System:
Special journals, and internal control of cash transactions, Bank Reconciliation, Accounts
Receivable, and Inventories accounting Methods, Plan Assets, Depreciation, Intangible Assets,
Amortization and Depletion Methods,
Liabilities; Partnership:
Formation, Division of Income and Liquidation process; Corporation: Organization, Classes of
Stock, Stock holder’s Equity statement, Stock value, Issuance of Stock, Stock Dividend, Treasury
Stock, Stock split, Measuring Corporation Income, and Earnings per Share;
Measuring Cash Flows:
Statement of Cash Flows, and Classification of cash flows

Text Books:
1. Robert F. Meigs and Walter B. Meigs: Accounting: The Basis for Business Decisions
2. Flamholtz, Michael A. Diamond: Principle of Accounting
3. Frankwood: Business Accounting-I and Business Accounting-II

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313 PROJECT MANAGEMENT

Project Management course in split into three parts – Project Initiation, Project Implementation
and project Termination preceded by Project Management

Introduction
Introduction to Project Management: Definition of a Project, Importance of Project Management,
Project life Cycle, Types of Projects, Project management and related Industries, Project ignition
and selection Project Manager, Project Organization, Project Planning, Conflicts and Negotiation,
Project Implementation, Budgeting and Cost Estimation, Scheduling, Resource Allocation,
Monitoring and Information System, Project Control

Project Termination, Project Auditing

Project Feasibility Study: How to prepare Project Feasibility Study, Format of Feasibility Study,
Contents of Feasibility Study, Making Accurate Estimates, Students’ presentations of feasibility
studies.

Text Book:
1. Jack R. Meredith & Samuel J. Mantel, Jr.: Project Management – A Managerial Approach
2. Harold Kerzner Project Management – A Systems Approach to Planning, Scheduling and
Controlling

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315 AUDITING

• Introduction to Auditing
• Needs
• Objective & Historical Background of Auditing
• Types of Audit and Auditor
• Qualities & Responsibilities of a Good Auditor
• Limitation of Auditing
• Audit Program
• Commencement of Audit
• Internal Auditing
• Internal Control
• Techniques of Auditing
• Evidence of Auditing
• Error and Frauds in Auditing
• Vouching
• Investigation
• Audit Report

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 Semester - III

401 ORAL COMMUNICATION

• Grammar review
• Vocabulary Development
• Pronunciation
• Drills
• The psychology of effective communication
• Principle of communication psychology
• Presentation
• Report writing
• The need for business report
• Informational report
• Analytical reports

• Writing headings and sub-headings

• Using visual aid

• Proof reading
• Presentations

Text Books:
1. Bov’ee D. Philips: Business Communication today
2. Stawart, Zimiber & Clark: Business English & Communication
3. Himstreet & Batty: Business Communication
4. Kitty O Locker: Business & Administrative communication

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402 BUSINESS STATISTICS

• Introduction

• Date Analysis
• Data Summarizing: Frequency Distribution

• Date Summarizing: Measures of Central Tendency and Variability

• Measures of Dispersion
• Moments Skewness
• Simple linear Regression and Correlation
• Index numbers Probability
• Discrete Probability distributions
• The Normal Distribution and
• Other continuous probability distributions.

Text Books:
1. Farl K. Bown & Martin Starr: Basic Statistics for Business and Economics.
2. Prof. Sher Muhammad Chaudhry: Introduction to Statistical Theory, Part-I

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 404 Cost Accounting
• Introduction, organization and overview of the course, cost of good soled, cost of good
manufactured.
• The nature, concepts and classification of cost.
• Product cost accumulation systems
• Costing and control of material
• Costing and control system
• Process costing
• Joint product and by product costing
• Bugeting
• Direct and absorption costing
• Break-even analysis and cost-volume-profit analysis

Text Books:
1. Ralph 5. Polimeni, Frank J. Fabozzi and Arthur H.Adelberg: Cost Accounting
2. Hilton, Horngren: Cost Accounting
3. T. Lucy: cost Accounting
4. Matz and Usury: Cost Accounting

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405 MACRO ECONOMICS
• Key macroeconomic indicators
• Role of government in an economy
• Measurement of gross domestic product (GDP)
• Components of aggregate demand
• Consumption function and Keynesian multiplier
• Investment function
• Government intervention through monetary and fiscal policies
• Impact of government intervention on economic activity
• Inflation and unemployment
• Aggregate supply and its determinants
• Balance of payments (BOP) and trade
• Public finance
• Growth and development

Test Books:
1. Samuelson and Nordhaus: Economics
2. McConnel and Brue: Economics
3. Saeed, Amjad Khawaja: Economy of Pakistan
4. Malik, Sohail: Economy of Pakistan
5. Survey of Pakistan (Various issues)

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406 PRINCIPLES OF INSURANCE

Chapter1: Introduction to insurance

Chapter2: Kinds of insurance organization
Chapter3: Types of insurance
Chpater4: Organizational Structure of state life insurance
Chapter5: State and Insurance
Chapter6: Life Insurance- Definition and Origin
Chapter7: Fire Insurance
Chapter8: Marine Insurance
Chapter9: Insurance (Miscellaneous)

Suggested Books:
1. Principles of insurance by Allama iqbal Open University

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 Semester –IV

410 LAWS OF BUSINESS AND TAXATION

Section-1 Laws of Business

Chapter 1: Introduction: Law_Public law (Criminal) –Private (Civil) and Business Law.
Chapter 2: Contract- Agreement- Promise- Valid- Void- Voidable Contract-
Communication- Revocation of proposal- Acceptance.
Chapter 3: Essential Elements of a Valid Contract:
i. Offer & Acceptance
ii. Contractual Capacity
iii. Free Consent
iv. Consideration/Legal Object
vi. Agreement in Written
Chapter 4: The Law Governing Contract of:
i. Indemnity
ii. Guarantee
iii. Bailment
iv. Agents
vii. Sale of Goods
viii. Partnership
Chapter 5: Negotiable Instruments:
i. Cheque
ii. Bill of Exchange
iii. Bank Draft

Chapter 6: Performance of Contract * Breach of Contract- Remedies after Breach of

Contract.
Chapter 7: Law of Mortgage- Kinds of Mortgage.

Section-2 (Income Tax Law)

Chapter 8: Introduction to income Tax Law
Chapter 9: Income Tax Authorities
Chapter10: Capital & Revenue
Chapter11: Capital & Revenue

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411 STATISTICAL INFERENCES

Sets Probability
• Concepts of Random Variables
• Possibilities
• Probabilities and expectations
• Some Rules of Probability
• Sampling theory
• Estimation Theory
• Testing Hypothesis
• One sample Tests
• Two Sample Tests
• Regression and Correlation
• Analysis of Variance
• The Chi-Square Distribution
• The F-Distribution and
• Statistical Inference Tests Based on F-Distribution
• The Students T-Distribution
• Computer applications in Statistics

Text Books:
1. Levin: Statistics for Management
2. Mohammad Choudhry: Introduction to Statistical Theory
3. Statistical Inference
4. Mansfield: Statistics for Business & Economics

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412 FUNDAMENTS OF MARKETING

• Marketing Concepts
• Marketing environment
• Planning and research in marketing
• Market segmentation and targeting
• Consumer behavior
• Industrial Marketing
• Product planning
• Product-Mix
• Pricing
• Distribution, Placement
• Promotional Mix
• Marketing in global scenario

Text Books:
1. Kotler: Principles of Marketing
2. Stanton, and Walker, Fundamentals of Marketing
3. Carthy: Basic Marketing
4. Rix: Fundaments of Marketing

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413 PAKISTAN ECONOMY

Agriculture Sector Major crops, cash crops, cultivated area, irrigated and un-irrigated
are and agriculture inputs.
Industry Small, medium and large scale industries, major industries,
employment capital output ration and industrial policy and
prospects.
Population Population trend, birth rate, fertility rate, infect mortality rate, rural urban migration,
male/female rationl, life expectancy and population pyramid.
Education Number of male/female educational institutions, student enrolment,
teacher/ Student ration, literacy ration and education policy.
Heath Number of hospitals, doctors and paramedical staff; number of
medical colleges, major diseases, access to clean water and
sanitation.
Services Industry Major Services, Hotels and motels, tourism and transportation.

Foreign Trade Major imports and exports, commercial policy, tariffs and quotas,
export subsidies and rebate, foreign exchange earnings and balance of trade.
Monetary Policy Role of State bank of Pakistan in money supply, tools of monetary
policy, open market operation, bank rate and required reserve
ration.
Fiscal Policy Direct and indirect taxes, excise duty, government budget and
government expenditure.
Banking Commercial banking, non-banking financial institutions, insurance
companies, mutual funds investment banks, consumer banking and
interest-free-banking.
Inflation Measurement of inflation, consequences of inflation and
unemployment.
Labor Force Male/female skilled/unskilled, rural/urban self-employment/
employed labor force and manpower planning.
GDP Measurment of GDP, composition of GDP, growth rate of GDP, per
capita GDP and growth vs. development.
Capital Market Stock exchanges and their functioning, role of Security Exchange
commission of Pakistan (SECP), stock index, and foreign portfolio
investment.
Infrastructure Roads, Railway, airplanes and merchant ships, telephone, radio, tv,
print media and internet.

Text Books:

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1. Saeed, Amjad Khawaja: Economy of Pakistan.
2. Malik, Sohail: Economy of Pakistan
3. Waseer, Habibullah
4. Hussain Ch. M. Economic Theory
5. Pakistan Economic Survey ( Various Issues)

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 413 BUSINESS ETHICS

An Overview of Business Ethics: Business Ethics defined, Social Responsibility, and

Business Ethics, The Development of Business Ethics, Why Study Business Ethics?
Framework for studying Business Ethics.
Ethical issue in Business: Foundation of Ethical Conflict, Classification of Ethical,
Issues, Ethical Issues Related to Participants and Functional Areas of
Business, Recognizing and Ethical Issue
Applying Moral Philosophies to Business Ethics: Moral Philosophy Defined,
Moral Philosophy Perspectives
Social Responsibility: The Economic Dimension, The legal Dimension, The Ethical
Dimension, The Philanthropic Dimension.
An Ethical Decision-Making Framework: Ethical Issue Intensity, Individual Factors:
Stages of Cognitive Moral Development, Corporate Culture, Significant others, Opportunity,
Business Ethics Evaluations and Intentions, Using the Ethical Decision-Making Framework to
improve Ethical Decisions
How the Organization Influences Ethical Decision Making: Organizational Structure
and business Ethics, The role of Corporate Culture in Ethical Decision-Making, Group
Dimension of Organizational Structure and culture, Implication of Organizational
Relationships for Ethical Decisions.
The Influence of Significant Other in The Organization: Interpersonal Relationships in
organizations, Organizational Pressures and Significant Others, Leadership, Significant Other
and Ethical Behavior in Business.
The Role of Opportunity and Conflict: Opportunity, Conflict
Development of and Effective Ethics Program: An Effective Ethical Compliance,
Program, Codes of This and Compliance Standards, High-Level Manager’s Responsibility for
Ethical Compliance programs and the Delegation of Authority, Effective Communication of
Ethical Standards, Establishing systems to Monitor, Audit, and Enforce Ethical Standards,
Continuous improvement of the Ethical Compliance Program, the Influence of Personal Values
in Business Ethics programs, The Ethical Compliance Audit.
International Business Ethics: Ethical Perceptions and international Business, Culture As a
Factor in Business, Adapting Ethical Systems to a Global Framework: Cultural Relativism, The
Multinational Corporation, A universal Set of Ethics, Ethical Issues Around the Globe.

Text Books:
• Ferrell, O.C, and Fraedrich, John, Ethical Decision Making and Cases, New York: Houghton Miffin.

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27/48
415 MONEY AND BANKING

• Money and its Functions

• The Monetary System
• The Monetary Policy
• The Role of State Bank
• Prudential Regulation
• Commercial Banking
• Banks and Financial Intermediaries
• Credit Creation
• The Macro Role of Banks
• Modern Banking Instruments
• Theories of Islamic Finance

Text Books:
1. Robert.D.Auerbach: Money, Banking and Financial Markets, Maxwell Macmillan
2. Dudley G.Luckett: Money and Banking, McGraw Hill
3. Roger LeRoy Miller and David D. Van Hoose: Modren Money and Banking, McGraw Hill
4. Baye and Jansen: Money, Banking and financial Markets and Economic Approach,
AITBS
5. Bennett T. McCallum, Monetary Economics

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 Semester-V

501 PRINCIPALS OF MANAGEMENT

Introduction: Management Concept, Definition and process, Managerial Levels, roles &
skills, Evolution of management thought in changing environment, management’s ethical
and social responsibilities; Management Function, Determination of Objectives & Goals,
Effective goal Setting, Management by Objectives;

Management Function and Management Process: Planning, Organizing, Leading and

Controlling;
Planning: The nature, purpose and process, Hierarchy and types of organization’s plans,
Strategic planning, Environment analysis, SWOT analysis, corporate, Business and
functional strategies, operational planning tools, Flow charts, the Gantt charts, the load
charts, PERT, and the logical framework, Effective planning; Decision making & problem
solving: The rational Decision-making model, Decision making styles, committee and group
aided decision-making, Organizing: Authority, Nature, Committee Leadership: The
nature of leadership, Leadership Theories, Styles, and Skill; Motivation: Concepts, Primary
and Secondary Motives, Motivation theories; Elements of Controlling: An overview of
control, control process, critical control points and standards, control system, Effective
control system requirement, Resistance to control, control Strategy choice, and Methods of
control.

Text Books:
1. Harold Knootz & Heins Weihrich: Management
2. Druchker, P.F: The Practice of Management
3. Stephen P.Robbins and Mary Coulter: Management

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502 MARKETING MANAGEMENT

Marketing an overview: Definitions, Evolution of marketing management, concepts,

social responsibility, basic functions of marketing & importance and scope of marketing.
The Marketing environment analysis: An organization’s external microenvironment
and macro environment, An organization’s internal environment.
Marketing information system: Concepts and components of marketing information
system, MKIS, MRS, Analytical marketing system, marketing decision support system.
Consumer markets and consumer behavior analysis is: Demographic dimensions of
consumer market, Behavioral Dimensions of consumer marker.
Buyer behavior: Objectives & Structure.
STP marketing: An overview of marketing opportunities and target markets, Market
segmentation concept patterns & procedure.
Product marketing strategies: Basic concepts of product planning, the product life
cycle: stages and marketing strategies, new product planning and development, product-
mix strategies, rending, packaging and labeling.
Pricing strategies and polices: Procedure for price setting, methods of setting prices.
Marking channel system: The Nature of marketing channels, Various marketing channels
system, Channel-design Decisions, Channel- management decisions, Channel dynamics.
Promotion strategies: Meaning and importance of promotion, Communication and
promotion mix strategy, Effective advertising program, Sales promotion and public
relations program, The strategic personal selling process, Strategic sales-force
management.

Text Books:
1. Philip Kotler, Marketing Management, Analysis, Planning, Control.
2. Jegdesh Sheth and Dennis E. Garret, Marketing Management: A Comprehensive
Reader.
3. E.Jerome McCarthy & William. D.Pareanth, Basic Marketing: Managerial Approach.

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 503 BUSINESS PLANNING AND POLICY

Chapter 1. Introduction
• They Study of strategic Management and Business Policy.
• Initiation of Strategic Change
• Model of Strategic Management
• Hierarchy Strategy
Chapter 2. Strategic Decision Makers: Strategic Managers and Strategic Audit
• Corporate Board of Directors
• Top Management
• Strategic Audit: Aid to Strategic Decision Making
Chapter 3. Environment Scanning and Industry Analysis
• Environment Scanning
• Industry Analysis
• Industry Intelligence
• Forecasting
Chapter 4. Strategy Formulation: Situation Analysis and Corporate Strategy
• Situational Analysis: SWOT
• Reviewing Company’s Mission and Objectives
• Corporate Strategy
Chapter 5. Strategy Formulation: Business and Functional Strategy
• Business (Competitive) Strategy
• Functional Strategy
• Strategies to avoid
• Selection of the best Strategy
• Policy Development
Chapter 6. Strategy Implementation
• Who Implement Strategy
• What must be done?
• How is Strategy to be implemented? Organizing for Action.
Chapter 7. Strategy Implementation: Staffing and Directing
• Staffing and Directing
Chapter 8. Strategic Issues in Multinational Corporation
• The Multinational Corporation (MNC)
• International Trade: Competitive Advantage versus Comparative
Advantage
• International Issues in Environment Scanning
• International Issues in Strategy Formulation
• International Issues in Strategy Implementation
• International Issues in Evolution and Control
Chapter 9. Strategic Issue in Not-For-Profit Organization
• Why Not-For-Profit
• Importance of Revenue Source
• Impact of Constraints of Strategic Management
• Popular Not-for-Profit Strategies
Chapter 10. Suggestion for Case Analysis
• The Case Method
• Framework for Case Analysis
• Library Research
• Financial Analysis: A Place to Begin
• Using Strategic Audit in Case Analysis
Books Recommended:
1. “Strategic Management and Policy” by Thomas L. Wheelen. J.David Hunger, Fifth
Edition
2. “Top Management Planning” by: George A.Steirier
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3. “Business Policy” by Dr. Pandey And Rastoi
4. “Strategic Management” by Robert A. Pitts, David Lei

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504 SMALL & MEDIUM ENTERPRISES

Chapter 1. An Overview of Small Business

Chapter 2. Small Business Management, Entrepreneurship and Ownership
Chapter 3. Social Responsibilities, Ethics and Strategic Planning
Chapter 4. The Business Plan
Chapter 5. Franchising
Chapter 6. Taking Over and Existing Business
Chapter 7. Starting and New Business
Chapter 8. Site Selection and Layout
Chapter 9. Competitive Advantage and Marketing Reach
Chapter 10. Marketing For Small Business
Chapter 11. Pricing and Credit Policies
Chapter 12. Global Small Business
Chapter 13. Professional Small Business Management
Chapter 14. Human Resource Management
Chapter 15. Operations Management
Chapter 16. Purchasing, Inventory Management, and Distribution

Books Recommended:
1. Timothy S. Hatten
2. David Stokes

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505 BUSINESS FINANCE
1. Introduction: business Environment, Forms of Business Organization
2. An Overview of Financial Management
3. The Financial Environment: Markets, institutions and interest rates
4. Financial Statements
5. Time value of Money concepts
6. Sources of short term Finance
7. Sources of long term Finance
8. Financial Planning and introduction
9. Working capital Management- an Overview
10. Cash and marketable Securities
11. Accounts receivable and inventory
12. Emergence of Islamic Finance- internal Perspectives (Managerial Approach)

Text Books:
1. Jems C. Vanhorne: Fundaments of Financial Management
2. Eugene G. Brigham: Fundaments of Financial Management

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506 BUSINESS COMMUNICATION

Process of communication: Communication model, Channels of Communication, Flow of

communication, Barriers to effective communication, How to Make Communication
effective.
Communication theories: Interaction-information- Completeness.
7’c of communication: Conciseness-correctness-Completeness, Clarity- Consideration-
Courtesy- Concreteness.
Written Communication: Letter-Memorandum-Circular, Agenda and Minutes of meeting,
Business research report: types, Format, Language & Style, Market report: Types-Format,
Thesis and assignment writing.
Oral communication Meeting: Types and conduct, Interview: Types and conduct,
Presentation or speech: Types-Planning-Delivering the Presentation or speech, Workshop
and Seminar: Planning-Conduct.
Communication Strategy: Image building, Minus image and its implications, Developing
a positive corporate image, Message choice: Favorable, Unfavorable, negative and
persuasive, Précis writing: Methods of précis writing, Principals Points to be kept in mind
while writing précis, Specimen of passages and their précis.
Essay Writing: Characteristic of a good essay, Classification, Hints on essay writing:
general preparation.

Text Books:
1. Murphy and Hildebrandt, Effective Business Communication
2. Coutland L. Bovee, Jhon V. Thill, business Communication Today.

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 Semester-VI

510 ORGANIZATIONAL BEHAVIOR

Introduction and Background: Organizational behavior: Key concepts, an historical

perspective on organizational behavior, Organizational behavior and contemporary issues.
Organization: Structure and Design: The Nature and purpose of organization, The Classical
and modern concepts of organization, Span of control and organization Structures,
Authority relations: Line, staff and functional, Authority: Delegation and decentralization,
Departmentalization, Organizational life Cycle stages, The contingency approach of
organization design, Today’s organization and various designs, Organizations effectiveness.
Organizational Culture: The dynamics of organization’s culture, the basic approaches to
organizational culture, the coress-culture awareness, total quality culture relation, changing
and developing cohesive organization’s change, the diagnosis of forces for change, the
models and dynamics of planned change, Resistance to change and its management.
Techniques for managing change, Organizational development: Objective & model, change
management and contemporary issues in TQM.
Foundations of Individual Behavior: The perception process, The attribution theory,
Personality and organizational behavior, Attitudes, personal values and ethics: Learning &
behavioral modification behavior Modification: Behavioral learning models, Principals of
behavior modification, the process of modifying on-the-job behavior, Behavioral self-
management.
Socialization and Mentoring: The organizational socialization process, The socialization
techniques, Mentoring, Organizational roles and norms work group behavior: work group:
types, functions & development process, work group structure, composition and
effectiveness, inter group interactions, Organization influence tactics, Organization’s
Politics, Strategies for improving work group performance Organizational Conflicts
Management: the nature of conflict, Functional versus dysfunctional conflict, Approaches to
effective conflict resolution, conflict stimulation.

Text Books:
1. Judit R. Gordon, Organizational Behavior, Prentice Hall.
2. Fred Luthans: Organizational Behavior
3. Davis and Newstrom, Human Behavior at Work: Organizational Behavior, McGraw Hill.
4. Robert Kreitner & Angelo Kinicki Organizational Behavior, IRWIN

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511 OPERATION/PRODUCTION MANAGEMENT

Course Objective:
The Main Objectives of the Course are to introduce the filed of production/operations
management. Topics to be conversed represent a bland of concepts from industrial
engineering. Cost accounting, general management, quantitative methods and statistics.
This will include some operations as well as strategic issues such as: applied forecasting.
Aggregate planning, scheduling, shop floor control, total quality management, inventory
management, facility layout and project management.

Course Contents:
Introduction: Importance of operation management, design of and effective operational
system including a thorough understanding of various operational strategies and their
implicative impact on the overall production and operation of a company.
Operation management and corporate profitability. Characteristics of a
manufacturing system. Difference between manufacturing and service operations. Various
forecasting techniques including simulations and aggregate product planning for attaining
TQM.
Japanese style of manufacturing utilizing techniques and trends for attaining quality
assurance with the use of techniques such as “Kanban”. Capacity planning, process design,
facility layout and location. Implementation of an effective operational strategy with a
perspective emphasizing on the operational system of the future in the global market.

Text Books:
1. James D.Dilworth: Production and Operations Management, McGraw Hill.
2. Elwood S. Buffa and Rakesh K.Sarin: Modern Production/Operations Management, John
Wiley.

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512 E-COMMERCE

• Overview
• ERP systems and their extension to inter-Enterprise Commerce,
• The Corporation’s Interface with its Customers,
• Inter-Enterprise E-Commerce,
• Logistics,
• Portals,
• Branding and Pricing,
• Markets,
• Auctions,
• Managing Channel Conflict,
• Disintermediation,
• Leveraging a Traditional Business on the Web,
• Competition among Traditional Companies in E-Commerce,
• Payments,
• Change in a Traditional Company,
• Structuring a Traditional Company’s “Dot Com”,
• Alliances,
• Acquisitions and Global Strategy.

Text Books
1. Danial Armor: E-Business Revolution
2. Karra Kota: E- Business

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513 INDUSTRIAL RELATIONS

Chapter 1. The Industrial Relation System

Chapter 2. Organized Labor and Management Community
Chapter 3. Administration of the Agreement
Chapter 4. Institutional Issues under Collective Bargaining
Chapter 5. Administrative Issues under Collective Bargaining
Chapter 6. Union Organized and Representation Election
Chapter 7. Employer’s Associations
Chapter 8. Different Patterns of Relations in the Private Sector
Chapter 9. Labor-Management Relations in the Public Sector
Chapter 10. Industrial Relations Abroad
Chapter 11. The Collective Bargaining Process
Chapter 12. The Negotiations Process
Chapter 13. Union Organization for Bargaining
Chapter 14. Strikes and Dispute Settlement
Chapter 15. Right of management, Unions and Employees
Chapter 16. Grievances and Arbitration
Chapter 17. An Assessment of Labor-Management Relations
Chapter 18. Industrial Relation System in Pakistan

BOOKS RECOMMENDED

1. British Industrial Relations, Gill Palamer.

2. Labor Relations, 4th Edition by Sloane/Withney
3. Labor- Management Relations, 5th Edition by Daniel Quinn Mills.
4. Relevant Chapter on Industrial Relations System in Pakistan in Ph.D. Thesis by Dr.
Anwar Ali Shah G. Syed.

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514 MANAGERIAL ECONOMICS

For Effective resource management a manager has to develop clear policies.

Good decision-making originated form complete understanding of organizational objectives
and to Good achieve these objectives management has to effectively use its resource. A
course in Managerial Economics helps the manager understand theories and methods in
economics as they are applied to business and administrative decision-making. Managerial
Economics identifies ways to efficiently achieve any of the organizational goals. The course
below is designed to educate student of business administration about using their
knowledge of rules of economics to practical management decision-making.

Course Contents
• Nature and Scope of Managerial Economics
• Economics Optimization
• Demand Estimation and Analysis
• Forecasting
• Cost Analysis and Estimation
• Linear Programming
• Market Structure and Pricing Policies
• Role of Government in Market Economy
• Decision Making under Uncertainty

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515 BUSINESS RESEARCH METHODS

Introduction to Business: Business Research: Definition & Nature, The Scientific Method,
The Business Research Process, Errors in Business Research.
Research Design and Date Source: Types of research and research design Primary data and
its sources, secondary data and its sources.
Data Collection Procedures: The Measurement Process, Concept validity and reliability, the
casual design procedures, Data Collection Methods, Observation, Documentary-Historical
Method, The Survey design procedures, Data Collection Methods, Observation,
Documentary-Historical Method, the Survey Method, Data collection Instruments:
Questionnaire, Interview and Scheduling, Problems in Data Collection.
Sampling: Sampling Concepts, The Sampling Procedures (Types of Sampling),
Determining a sample size & Selection of sample.
Date Processing And Analysis: Basic concepts of data processing: Computer representation,
Data Matrix, Data Storage Data Processing flow: Editing, Coding, Handling Blank
Responses, Coding, Categorization, Converting, Weighting, Storing etc., Alternative
processing flows, University data analysis, Linear Correlation, Simple Regression, The Chi-
Square Test, The Corss-Tabular Tables, Elaboration of relationship, Multivariate data
analysis: Interdependence Methods, factor analysis, Cluster analysis, multidimensional
analysis, Multivariate data analysis: Dependence methods, Multiple Regressions, Analysis
of Variance & Covariance, Discriminate analysis.
Research Project Proposal: Rationale for the study defining the problem, Research
Objectives Information needs, Research design, Data collection procedure, Data processing
& analysis, Research Team and its profile, Budget, Time Table

Text Books:
1. Ranjit Kumar, Research Methodology, Sage Publications.
2. Dam Remendyl, Doing Research in Business and Management, Sage Publications.
3. C. William Emory, Business Research Methods, IRWIN.

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 Semester – VII

601 FINANCIAL MANAGEMENT

Introduction: Nature, scope and functions, financial decisions areas, Objectives of financial
management, framework for financial management, Working capital conversion cycle and
identification of risk. Cash and marketable Securities Management: Objectives of cash
management, Rational for holding cash, Determinants of cash Management, strategies,

Credit Policy: optimal credit policy, credit granting policy, Credit collection policy, Analysis of
changes in credit policy Financial Markets: Money market, institutional framework with reference
to Pakistan, Capital Markets, primary vs. secondary markets,
Sources of Finance: Short term financing: Trade credit, commercial bank loans, collateral
supported loans and commercial paper, Intermediate financing. The Valuation concepts: Key
concepts of value, Time-value concept, the valuation process, the fundamental valuation model,
Valuation of securities. Financial Forecasting: shirt term financial projections: Cash budget and
pro-forma financial statements. Long term financial projections. Capital Budgeting: Nature &
process, Estimation and identification of the relevant cash-flows, Capital budgeting evaluation
techniques, Capital rationing.
Dividend Policy: Determinants of dividend policy, Alternate dividend policies.

Text Books:

1. Weston & Brigham: Essentials of Managerial Finance, The Dryden Press.

2. James C. Van Horne; Financial Management & Policy, Prentice Hall.
3. Gitman; Managerial Finance.
4. Richard brearly & Stewart Myers: Principles of Corporate Finance. Fianace. McGraw Hill.

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602 HUMAN RESOURCES MANGEMEHT

Introduction: Concepts of human resource management, Human Resource Challenges,

Human Resource Functions, Philosophical approaches to Human Resource Management
Job Design and Analysis; an overview of job design, Techniques of job analysis, Collection of job
information, Applications of job analysis information
Human Resources planning & Recruitment: Significance of Human Resource Planning, The
Planning Process, the implementation of program, Recruitment & Selection policy issues. Source
of recruitment. Selection process & procedure, Evaluation of Human resource Planning &
Recruitment career Planning & Development; Promotion, Anachronism, and Development:
Promotion, Anachronism, Demotion, separation
Training and Development: Significance of training & Development, Principles of training &
development, Training & development methods, Evaluation of training & development
Motivation and Reward System:
Concept of motivation, Reward Systems, Motivation though job design, mothering though
employee participation, Other Motivation techniques
Performance Appraisal: Appraisal: Definition and applications Basic Consideration in appraisal
methods, Legal issues for appraisal, Appraisal challenges. Compensation and Services:
Objectives/ Rationale of Financial compensation, Challenges affecting compensation, Wage
criteria, Policy and Principles, Job Evaluation and its System, Compensation for Administers &
Professionals, financial benefits and other services
Discipline: Concepts of discipline, preventive & Corrective discipline, Negative & positive
approach,
Administration of disciplinary action, Grievance handling.

Text Books:

1. William B. Wert her & Keith Davis: Human Resource & Personnel, McGraw Hill.
2. Bernard in & Russell: Human Resource Management McGraw Hill:
3. ___luthans: Organizational Behavior. McGraw Hill:
4. Robe____itner Angelomkinicki: Organizational Behavior, IRWIN

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 603 CONSUMER BEHAVIOR

 Introduction

• Definition and objectives of Consumer Behavior, Application of CB to

Marketing.

 Consumer and Market Segmentation:

• Alternative Market strategies, Demographic Segmentation, Usage Segmentation

 Environmental Influence on CB

• Family, culture and Sub-culture, Social class, Reference group, Adoption and
Diffusion of innovations

 Individual Determinants of CB
• Personality and Self Concept, Motivation and Involvement, Consumer learning and
Memory, Information Processing, Attitudes.

 Consumer Decision of CB

• Problems Recognition, Information search and Evaluation. Purchase Process, Post

Purchase Behavior.

 Organizational Buying Behavior:

• Nature of Organizational Buying, Influence on Organizational Buying Behavior
organizational buying Decision.

Text Books:
1. Shiffman, Leon G. and kannak, Leslie Laxer: Consumer Behavior
2. Wilkes William: Consumer behavior
3. Loudon David L. and Della Bitta, Albert J: Consumer Behavior.

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604 TOTAL QUALITY MANGEMENT

• Introduction
• Quality in Manufacturing and Services system
• Principles of Total Quality Management
• Leadership and Strategic Planning
• A Focus on the Customers
• Quality measurement
• Methods for Continuous Improvement
• Participation and Team Work
• Implementation Issues and Strategies
• Cultural Changes through Teamwork for Quality
• Information Technology – An enable for Quality
• TQM emerging tools and techniques
• ISO 9000 ( Series )
• ISO 14000 ( Series )

Suggested Books

1. Total Quality Management by John S. Oakland ( Second Edition )

2. Total Quality Management by J .S Ahluwalia
3. ISO 9000 Quality Management by David Hoyle ( Second Edition )
4. Total Quality Management and ISO 14000 by Dr.K.C. Arora

605 ELECTIVE – I

606 ELECTIVE - II

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 Semester –VII

610 ENTREPRENEURSHIP

Introduction: Entrepreneurial Perspective, economics, ergonomics entrepreneurship, process,

ventures, practices and Characteristics.
Entrepreneurship and new free enterprise: Entrepreneurship venture opportunities, innovations,
Change, Fantasies, Environment of small business, sources and resolutions, corporate
entrepreneurship, risk Failure and new venture unit, feasibility of planning and concepts of
planning stages of growth model, Responsibility of feasibility plan.
Product and services concepts: Product servicing concepts and commercial opportunities (macro
over view), Protection, trade mark and patents, process of patents, validity of property rights
and accessing Government information. Human resources side of enterprise, infrastructure of
services, types of service venture, success factors.
Marketing and new venture development: Marketing research foe new ventures, marketing
concepts, Startup of marketing research, market focused on organization, sources of market
intelligence, Competitive analysis and implications of market focused on organization, sources of
market intelligence, competitive analysis and implications of market research. Marketing
strategies and product concepts, 4 Ps, marking marketing plan, changing international ventures.
Entrepreneurial team and business formation: human resource and relations, BOD, legal aspects,
acquiring a business, evaluation of acquisition opportunities and methods of valuation. Financial
resources and asset management, different types of financing buy or lease. Organization cycle
and growth of organization, strategic management for success of enterprise, looking towards
entrepreneurial Career.

Text books
1. David H. Holt: Entrepreneurship, New Venture Creation, Prentice Hall.
2. Bill Bolton & john Thompson: Entrepreneurs Talent, Temperament, Technique, Butterworth
Heinmenn

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611 INTERATONAL BUSINESS

• Introduction and overview

• Human and Cultural Environments Facing Business
• The Political and Legal environments facing Business
• The Economic Environment
• International Trade theory
• Foreign direct Investment
• Impact Foreign Exchange
• Impact of the Multinational Enterprise
• International Business Diplomacy
• Export and Import strategies
• Marketing
• Multinational Accounting and Tax Function
• The Multinational Finance Function
• International Human Resource management

Books Recommended
1. International Business by john D. Daniels Lee H. Radebaught Latest Editoin.
2. International Business by Charles W.L Hill

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 612 MANAGEMENT INFORMATION SYSTEM (MIS)

Introduction, History of information systems and its importance, application software, Basic
components etc. Using information technology for electronic commerce, Current Focus on
information use, problems in implementing global information systems, GIS Implementation
strategies, Ethical implications of information technology moral, ethics and then law, Ethics and
information services, codes of ethics, System theory and methodologies, Planning, analysis,
designing and implementation phase, Computer as problem Solving tool, the role of
hardware and software in problem solving, Multimedia and its Importance in problem solving,
the database and database management system, Data Communication, networks and Computer
based information systems.

Text Books:
1. Kenneth C. Laudon, Jane P.Laudon: management information systems- Manging the
Digtal Firm.
2. James O, Brien: Management information Systems.
3. Larry Long & Nancy Long: Introduction to computer information system
4. Raymond McLeod, jr .published: management information Systems, prentice Hall.

610 ELECTIVE – I

611 ELECTIVE- II

Business internship 6-8 Weeks carries 100 marks and 03 credit hours to be conducted
by institute of Business Administration (IBA), University of Sindh, Jamshoro only. The
above scheme will be based on 136 credit hours. Each course Carries 03 credit hours
except Financial Accounting which carries 04 credit hours.

NOTE: Requirement for award of BBA (Hons) Program Degree:

Comprehensive Examination: Evaluation shall be on the basis of pass/ fail. There shall
be no Grading or marks for comprehensive examination.

All courses may not be necessarily offered every year. Alternate courses may be
substituted as and when needed.

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