MODIFIED REGULATIONS AND SYLLABUS FOR

TWO-YEAR MBA PROGRAMME IN SEMESTER

SYSTEM WITH EFFECT FROM 2010.
Regulations:
1. The Master of Business Administration course, called the Course hereafter, shall
comprise of two academic years and each academic year shall consist of two semesters.
Each semester shall approximately consist of 18 weeks of teaching, 3 weeks of academic
and other formalities, including the semester examination.
2. Eligibility Criteria: A Bachelors degree of 10+2+3 pattern with minimum of 50% marks
in aggregate or in Honours/Major subject (if any) from Gauhati University or any other
recognized University.
3. Admission Criteria: Eligible applicant will have to appear in a written test, to be conducted
by Gauhati University, meant to evaluate their quantitative aptitude, general awareness and
proficiency in English. However candidates who have appear in anyone of the All India
Common Entrance of the relevant session for admission to MBA programme, viz. CAT,
MAT, ATMA, or XAT and scored marks not less than 75 percentile are exempted from
appearing in the written test conducted by Gauhati University. Candidates qualifying in the
written test conducted by Gauhati University or a candidate having scored marks not less
than 75 percentile in the aforesaid All India Common Entrance may be permitted to appear
in the Group Discussion and Personal Interview for selection. The final selection will be
based on the applicants overall performance in the written test, group discussion and
interview.
4. Admission Process: There shall be a Selection Committee consisting of Dean, Faculty of
Management; Head, Department of Business Administration, another senior teacher of the
Dept. selected by the Dept. and two external members appointed by the Vice-Chancellor on
the recommendation of the Head of the Dept. The Selection Committee shall select
candidates on the basis of selection criteria as per clause 3 above and shall recommended
names for final approval to the Admission Committee for the University. While selecting
candidate, the Selection Committee shall consider the following reservation of seats (Total
Number-14). In all such reserved cases, the candidates must fulfill the minimum eligibility
as per clause 2 above.
a.
b.
c.
d.
e.
f.

Scheduled Caste 7%
Scheduled Tribes (Plains) 10%
Schedule Tribes (Hills) 5%
OBC & MOBC 15 %.
One seat for the son / daughter of University Employees.
One seat for candidate having extra-curricular proficiency. One seat for
Physically Handicapped candidate.

In case of non-availability of qualifying candidates in each of the above reservation

categories, seats will be filled up from candidates in the general category on merit basis.
Three additional seats are reserved for foreign students. Foreign
students studying in
Indian Universities are required to appear in the admission test. In case of Foreign students

who are not required to appear for the test preference will be given to those who furnish
their latest GMA T and TOFEL scores.
If an admitted candidate fails to attend classes for 20 days after commencement of classes
his/her name shall be deleted from the Register after due notification to the University
authorities concerned and the vacant seats thus shall be filled up from the waiting list. A
student of the Course shall not be permitted to prosecute any other course of study or to hold
full time/part time job/ service simultaneously.

5. Examinations:
a. There will be 4 (four) examinations, one at the end of each semester.
Duration of the Semester Period will be as follows:
First and Third semester: June to December, Second and Fourth Semester: January to May
b. A candidate for the examination shall be examined as per syllabi, where each written full
paper shall be of3 (three) hours duration.
c. A candidate shall not be sent up for a semester examination if he/she has not attended at
least 75% of the classes held for each subject including lecture, seminars, tutorials and case
analysis.
d. Each paper shall carry 100 marks, out of which 30 marks shall be allocated to internal
evaluation. The minimum marks required for passing the examination shall be 40 percent
both in the internal evaluation and written examinations, in each paper separately.
Non-credit papers will be evaluated internally and grade will be awarded in lieu of marks.
However, grades of non-credit papers will not be counted for declaration of result.
e. If a candidate fails to secure pass marks in a subject paper in the internal evaluation, he/she
shall be debarred from appearing in the Term End Semester examination and he/she will
have to seek re-admission into that semester when it is offered.
f. A candidate shall submit a Summer Project Study Report hereinafter referred to as the
Report, in duplicate to the Head of the Dept. within 3 weeks of completion of the projects;
generally by 20th August in the Third Semester period. The Report shall carry 100 marks in
total out of which 30 marks be allocated for internal evaluation. The remaining 70 marks be
divided into 50 marks for evaluation of the text of the report and 20 marks for Viva-Voce.
The Report will be prepared under the guidance of a teacher of the Dept. who shall be
referred to as the Guide for this purpose. The Guide shall be selected by the Departmental
Advisory Committee. The topic and the exact title of the report shall be determined by the
Guide in consultation with the candidate concerned.
Each Report shall be evaluated by two examiners including the Guide. The average of the
marks awarded by the two examiners shall be the mark awarded to the candidate on the
text part of the Report. The Viva-Voce examination shall be conducted jointly by the Guide
and the external examiner. If the external examiner is not available the Head of the Dept.
may appoint person to conduct the Viva-Voce examination. The Viva-Voce marks obtained
by the candidate together with the average in the text shall be the final marks a warded I
candidate on the Report.
g. A student who could not appear or failed in any semester (i.e. securing F grade), will be
allotted to clear the same as follows:
a. First semester with the regular Third semester
b. Second semester with the regular Fourth semester

h. If a candidate secure pass marks in internal evaluation but has not clear any of the
semester examination then he/she will be allowed to appear in the next semester

examination, but his/her final results after Fourth semester, will be kept with-held
until he/she clear all the back log (F grade & minimum aggregate CGPA of 5).
i. A student will be allowed to clear four semesters in maximum four years. He/she will not be
allowed to take more than three chances in any semester.

j. If a candidate fails in a semester examination, t he marks secured by him/her in

internal evaluation in each subject shall be carried over to the next semester
examination; provided he/she obtains the minimum pass mark, which shall remain
valid for two years only.
(d)

Result: A candidate will be awarded MBA Degree on passing all the foursemester examination.

2. Grading System
(a) Conversion of marks to grades :
Actual marks secured by a group of candidates in a particular paper are converted into
Relative Percentage I before conversion into Relative Letter Grades. The maximum Actual
marks (i.e. Highest mark) (M) secured in a particular paper is converted into 100% and other
actual marks (A) secured by the student of the same group are converted to the Relative
Percentage.
R = (100/M) X A where,

R = Relative Percentage
M = Maximum (Highest) marks in the class.
A = Actual marks of a student who passed i.e. if the actual
Mark is not less than 40%

(d)

Conversion Table for Relative Percentage into letter Grades and Grade
points.

Range of Relative percentage

90 -100
75 -89
60-74
45-59
40 -44
Below 40%

Letter Grades
A
B
C
D
E
F

Grade point
10
8
6
4
2
0

* F means fail and must be repeated in the coming semesters.

(e)

Grade point average (GPA) is used as a numerical score of academic

achievement. First,
follows:

Grades are assigned to points in a 10 point scale as

A= 10 points, B=8 points, C= 6 points, D = 4 points, E = 2 points, F = 0 points.

Secondly, the hours of credit for each course are multiplied by the grade point value
to determine the honour points. The honour points are then added for all the
courses/papers in a semester is then divided by the total number of credits.

Example:
Course Name
Managing Organization
Behavioural Science
Managerial Economics
Quantitative Techniques in
Management
Strategic Cost Analysis
Management

Credit
4
4
4
4

Grade
A
B
C
D

Point
10
8
6
4

Honour point
40
32
24
16

&

10

40

Financial Accounting, Reporting

& Analysis
Information Technology Design
& Implementation
Legal Aspects Of Business

32

32

4
32

24
240

Grade point average (GPA) = 240/32 = 7.5

Cumulative Grade Point Average (CGPA):
The final result of a four Semester Course is expressed as the average Grade points
obtained by the student in the entire course:
CPI= {(GPA) Sem- 1 + (GPA) Sem- II + (GPA) Sem- III + (GPA) Sem- IV } /4
(d) Conversion Formula: From Grades to P.C. of marks
For CGPA upto 9.5
:
(6XCGPA) + 20)
For CGPA above 9.5
:
(50XCGPA 400)
So, for class- I minimum CGPA be 7
for class- II minimum CGPA be 5
In order to qualify for a P.G. degree a student must secure CGPA of minimum 5.0.

Revised Course Structure:

1st Semester:
Paper No.
1
2
3
4
5
6
7
8
9

Name of the Paper

Managing Organization
Behavioural Science
Managerial Economics
Quantitative Techniques in Management
Strategic Cost Analysis & Management
Financial Accounting, Analysis & Reporting
IT Design & Implementation
Legal Aspects of Business
Written and Oral Communication

Credit
4
4
4
4
4
4
4
4
Non
credit

2ns Semester:
Paper No
1
2
3
4
5
6
7
8
9

Name of the Paper

Marketing Management
Production Management
Financial Management
Human Resource Management
Research Tools & Techniques in Business
Global, Emerging & Indian Economy
MIS & Data Mining
Operations Research
Disaster Management

Credit
4
4
4
4
4
4
4
4
Non credit

3rd Semester:
Paper No
Name of the Paper
Compulsory
1
Business Environment & Strategic Management
2
Summer Project
TWO SPECIALIZATION + 2 PAPERS FROM ELECTIVES
1
Investment Analysis & Portfolio Management
2
Banking & Financial Services
MARKETING
1
Consumer Analysis and Retailing
2
Advertising & Brand Management
HR
1
Organizational Development & Managing Change
2
Industrial Relations
PRODUCTION
1
Agile and Computer Integrated Manufacturing
2
TQM and Six Sigma
Electives paper (any two)
1
Business/Corporate Valuation
2
Sales and Consumer Relationship Management.
3
Strategic Human Resource Management

Credit
4
4
4
4
4
4
4
4
4
4
4
4
4

Entrepreneurship Management

4th Semester
Paper No.
Name of the Paper
Compulsory
1
Project Appraisal & Risk Management
2
International Business
Specialization (Finance)
1
Financial Engineering & Derivative Management
2
Tax planning & Management
Specialization (Marketing)
1
Logistic and Supply Chain Management
2
International Marketing & Foreign Trade
Specialization (HR)
1
Performance Management, Training & Development
2
Labour Legislation
Specialization (Production)
1
Advanced Operation Research
2
Advanced Production Planning and Control
Electives (any two)
1
Marketing of Services
2
Insurance & Risk Management
3
Compensation Management
4
Innovation & Knowledge Management

Credit
4
4
4
4
4
4
4
4
4
4
4
4
4
4

Revised Syllabus for MBA with effect from 2010

First Semester:
Paper: 101: Managing Organization:
Unit 1: Introduction to Management: The Emergence of American Management thought,
Historical background, Contribution of Fredric Taylor and Henry Fayol (including
Scientific Management & 14 Principles); The emergence of Human Relation and
Behavioural Science and its relationship with scientific Management, function of
Manager and the external Environment.
Unit 2: Management Function: Planning, Management by objectives (MBO), Organising,
Staffing, Decision Making, Direction, Communication, and Control.
Unit 3: Organizational Structure and Modern Management Theories : Structures
(Functional, Matrix, Network, Divisional, Project, Organic), Formal and Informal
Organization, Line and Staff Function, Delegation of Authority and Responsibility,
Advance Management Theories, Japanese Style of Management, Theory Z, Quantitative
Systems and Contingency Approach.
Unit 4: Management in the Indian Context: Indian Ethos in Management (IEM), Holistic
Management, Quality of work life and Work Ethics-their foundation in the theory and
method of work in the Indian Context, Managerial Effectiveness in the Indian Context
and Stress Management.
Unit 5: Corporate Governance and Business Ethics : Concept of Corporate Governance &
Stakeholders, Mechanism, Principles including 4 Ps of Corporate Governance,
Expectation of Stakeholders, Rules of Corporate Governance, Source of Ethical
Behaviour, Code of Conduct for Good Management Practices, Benefits of Ethical codes,
Social Responsibility of Business .

Recommended Books:
1. Management by Robbins S.P., Coulter Mary and Niharika Vohra, Pearson
Education (10th edition), 2010.
2. Ethics in Management by S.A. Sherlekar, Himalayan Publishing.

Paper:102: Behavioural Science:

Unit 1: Understanding organizations and Organization Behaviour; Definition, and
Features; Models of Organizational Behaviour; Challenges for Organizations.
Unit 2: The Individual: Ability; Learning; Attitudes; Personality and Values; Perception
& Individual Decision making; Motivation- Definition, Nature of Motivation,
Early and Contemporary Theories of Motivation
Unit 3: Foundations of Group Behaviour and Dynamics Defining and Classifying
Groups ; Stages of Group Development ; Team and Team Building- Purpose,
Types and Creating Effective Teams; Communication-Communication network ,
The Communication Process , Interpersonal and Organizational Communication,
Leadership-Trait and Behavioral Theories.
Unit 4: Interpersonal Behaviour: Power and Politics- Definition, Bases of Power,
Dependency and Power Tactics, Power in Groups, Unequal Power and
Implication for Managers.
Unit 5: Conflict Management- The traditional View, The Human Relation View, The
Interactionist View, Conflict Process, Negotiation- Bargaining strategies, The
Negotiation Process and Issues in Negotiation.

Recommended Books:
1. Organization Behaviour, Stephen P. Robbins; Timothy A. Judge; Seema Sanghi.
13th Edition, Pearson-Prentice Hall.
2. Organizational Behaviour- A Modern Approach by Arun Kumar , N
Meenakshi , Vikas Publishing.
3. Organization Behaviour, V.S.P. Rao, 1st Edition, Excel Books.
4. Organization Behaviour, Margie Parikh, Rajen Gupta, 1st Edition, Tata McGraw
Hill.

Paper: 103: Managerial Economics:

Unit 1.Economics and managerial decision-making. Distinctive features of Managerial
Economics. Demand function and determinants. Types of elasticity of demand: Price
elasticity, Income elasticity, and cross elasticity. Methods for forecasting of demand.
Unit.2 Equilibrium of firm:- The Marginal analysis. General and partial equilibrium; Stable and
unstable equilibrium. Dynamic and Static Equilibrium.

Revenue and Cost concepts-

total, average and marginal. Cost function. Conceptual differences between economists
and accountants cost, opportunity cost, social and private cost, long run and short run
cost. Planning curve. Cost of multiple products.
Unit 3. Production functions and its uses and features., Iso-quants and Iso-cost curves. Least-cost
combination of inputs. Returns to scale and laws of variable proportion in production.
Economies and diseconomies of scale.
Unit 4. Marginal analysis of Equilibrium. Price-output determination under different market
structure.. Perfect and imperfect markets: Monopoly, Monopolistic Competition and
Oligopoly. Price Leadership. Price discrimination, and Dumping in global market. Costplus pricing, Pricing of New Products- Problems and policies.
Unit 5. Nature of Profit, theories of profit, profit measurement- Accountants Vs Economists
view. Profit policies-reasons for limiting profits.. Cost and profit forecasting- break-even
analysis.
Unit 6. Economists concepts of Advertising. Theories of advertising- simplified analysis and
simultaneous determination of optimum advertising outlays, price and output.

Recommended Books:

1.

Business Economics- M.Adhikari, Excel Books

2.

Modern Micro Economics- Koutsoyannis, McMillan

3.

Managerial Economics- Keat, Young.& Banerjee. Pearson Education

4.

Managerial Economics-Petersen ,Lewis & Jain; Pearson.

Paper: 104: Quantitative Techniques in Management:

Unit 1: Differentiation, Law of Derivatives, Repeated Derivatives, Partial Differentiation,
Maxima & Minima-single variable and multi variable functions.
Unit 2: Linear Dependence and Independence of Vector, Determinants, Matrices, inverse
of matrix, system of linear equation and their solution- using matrix inverse
method.
Unit 3: Measures of Central Tendency and Measures of Dispersion; Probability-types,
addition and multiplication, Bayes Theorem; Discrete and Continuous Probability
Distribution- Binomial, Poisson and Normal Distribution.
Unit 4: Concept of Sampling Distributions; Type I & Type II errors, Chi-square test,
Hypothesis testing- Single and Two Population, Z test, t test.
Unit 5: Correlation and simple linear regression, Rank Correlation, Time series analysis.
Unit 6: Decision Theory; Decision under uncertainty and risk, Decision Criteria;
Bayesian Analysis: Posterior Analysis; Decision Tree; Markov Chains.

Recommended Books:
1. Business Statistics by Levine, Krehbiel, Berenson and Viswanathan (Pearson)
2. Business Statistics by Naval Bajpai (Pearson)
3. Mathematics & Statistics for CA Professional by Ajay Goel and Alka Goel
(Taxmann, 4th edition)

Paper: 105: Strategic Cost Analysis & Management

Unit 1: Introduction to Strategic Cost Analysis, Cost Management & Cost Accounting:
Basic Concepts & Terms, Classification of Cost, Cost Management tools,
Strategic view of Cost Management- Value Chain Analysis, Strategic Positioning
Analysis, Cost Driver Analysis.
Cost Elements: Direct Costs: Material Cost Management; Managing Purchase
Functions, Storing of Materials, Valuing Material Issues, Operating Control
Systems; Labour Cost Management : Methods of Remuneration.
Unit 2: Overheads: Definition and Classification, Production Overheads, Administration
& Selling and Distribution Overhead.
Unit 3: Cost Control Accounts, Reconciliation of Cost and Financial Accounts, Job and
Contract Costing, Process Costing, Process Losses and Internal Process Profits,
Equivalents Production.
Unit 4: Marginal Costing, Conceptual framework, Marginal Costing and Management
Decision. Standard Costing, Cost and Sales Variances.
Unit 5: Cost Audit, Activity Based Costing, Target Costing, Life Cycle Costing, Bench
Marking, Strategic Cost Management, Cost Reduction, Value Auditing and Value
Engineering.

Recommended Books:
1. Cost Accounting: Theory and Practices: B. Banerjee (PHI) 12th Edition.
2. Cost Management : A Strategic Approach S.C. Vaidya & S. Gill (Macmillan)

Paper: 106: Financial Accounting, Analysis & Reporting :

Unit 1: Meaning of Accounting, Objectives or Functions of Accounting Information;
Accounting Principles, Accounting Conventions and Policies; GAAP and IFRS.
Unit 2: The Accounting Process, Identification and Documentation and Recording of
Business Transactions, Classifications of Business Transactions in Ledgers,
Subsidiary Books.
Unit 3: The Trial Balance- Meaning of Trial Balance, Objectives in Drawing up a trial
Balance; Construction of a Trial Balance, Errors disclosed by a Trial Balance,
Errors not Disclosed by a Trial Balance, Locating errors.
Unit 4: The Cash Book, Bank Reconciliation Statement.
Unit 5: Important Common Issues in Accounting Records- Depreciation Accounting;
Accounting for Inventories, Capital and Revenue, Cash and Accrual Basis of
Accounting.
Unit 6: Final Accounts- Trading Account, Profit and Loss Account and Balance Sheet,
Classification of items in a Balance Sheet, Adjustment entries.
Unit 7: Basic features of Company Form of Business Organization, Procedure of
Forming a Company, Legal requirements as to Company Accounts, Preparation of
Financial Statements of Corporate entities and Annual Reports.
Unit 8: Computerized Accounting Systems using Tally in accounting.

Recommended Books:
1. Modern Accountancy by Amitabh Mukharjee & Mohammed Hanif

Paper: 107: Information Technology Design & Implementation :

Unit 1: Basic Concept on Information Technology: Definition; Characteristics of IT;
Evolution of IT with reference to Computers; Application of IT; Field and Areas,
Importance of IT in Management, Its Treats and Security Issues.
Unit 2: Hardware: Basic Concept of Computer Hardware- Bit Pattern, Data Storage
Logic Gates (AND, OR, NOT, NAND, NOR, XOR), Semi Conductor Concept,
Integrated Circuits (IC, LSI, VLSI, ULSI), Microprocessor.
Unit 3: Software: Basic Concept of Computer Software- System Software, Application
Software, Malicious Software (VIRUS, WORM, TROJAN HORSE, LOGIC
BOMB), Ways of Handling Malicious Software (Anti Virus Software), IT System
Design (SDLC), Software Engineering: Basic Concept & Models.
Unit 4: Network in IT: Basic Concepts on Data Communication, Computer Network- IT
Client/ Server, Network Topologies, Protocols, Importance of Website in IT, Basic
Structure of a Website, E-Commerce & E-Business.
Unit 5: Software Package used in IT: (Computer Practical) MS- Excel or SPSS (Data
Tabulation/ Spread Sheet Software), MS Power Point (Presentation Software).
TALLY (Accounting Software), Design and Implementation of IT Project for
Each of These Software.
Unit 6: Software issues to be discussed for the implementation of IT in different
situation.

Recommended Books:
1. Introduction to Information Technology By V.Rajavaman, Prentice Hall of India
Pvt Ltd.
2. Information Technology (Latest Edition), James A. Senn ,PHI
3. Introduction to Information Technology, IIL, Education Solution Ltd, Oearson
Education.
4. Computers Fundamentals- Anita Goel, Pearson.
5. Computer Networks- A.S.Tanenbauna, PHI
6. TALLY (Latest Edition), Firewell Media.

Paper: 108: Legal Aspects Of Business:

Unit 1: Law of Contract: Definition, Essentials and types of Contract, Offer , Acceptance
and Consideration-definition and essentials; Exception to the rule no
consideration, no contract, Doctrine of Privity of Contract, Capacity of Parties,
Free consent, Quasi contract, Legality of object, Contract -Performance,
Termination, Breach and Remedies.
Unit 2: Law of Agency: Essentials, kinds of Agents, Rights and duties of Agents and
Principles, Creation of Agency, Termination of Agency; Bailment and PledgeBailment, Definition, Essential Elements, Rights and Duties of Bailor and Bailee;
Pledge-Essentials, Rights and Duties of Pledger and Pledgee
Unit 3: Negotiable Instruments Act 1881, Nature, Characteristics and Kinds , Parties to
Negotiable Instruments, Negotiations, Presentment, Discharge and Dishonour of
Negotiable Instrument.
Unit 4: Sales of Goods Act, 1930: Definition of Sales, Sales Vs Agreement to Sale,
Goods, Price and Time, Condition and Warranties, Express and Implied
Conditions, Doctrine of Caveat Emptor, Right of Unpaid Seller.
Unit 5: Law of Partnership 1932: Definition, Essentials of Partnership, Formation of
Partnership , Kinds of Partners, Authorities, Rights and Liabilities of Partners,
Registration of Partners, Dissolution of Partnership Firm, The Limited Liability
Partnership Act, 2008: Concept and Nature.
Unit 6: Companies Act 1956: Definition, Characteristics and Kinds of Companies, Steps
in Formation of Company, Memorandum of Association, Articles of association
and Prospectus, Directors: Appointment, Power, Duties and Liabilities , Meeting
& Resolutions: Types of Meetings, Modes of Winding up of a Company.
Unit 7: Consumer Protection Act 1986: Objectives, Definition, Consumer Forums under
the CPA, their Jurisdiction, Power & Functions, Intellectual Property Right:
Meaning, Objectives and Scope, An Overview of IPR Legislation in India.
Recommended Books:
1. N.D. Kapoor- Element of Mercantile Law- Sultan Chand.
2. Legal Aspects of Business- Akhileshwar Pathak, 3rd Edition, Tata McGraw Hill.
3. Bare Acts:
Indian Contract Act 1872
Negotiable Instrument Act 1881
Indian Partnership Act 1932
Limited Liability Act, 2008
Sales of Goods Act, 1930
Consumer Protection Act 1986
Companies Act 1956

Paper: 109: Written and Oral Communication:

The objective of this paper is to develop t he soft s kills and personalities of the students through
the process of regular interaction with the industry, decision makers, consumers, academicians,
researchers and society, at large.
The pedagogy will consist of class lectures on the tools and techniques of interview skills,
presentation skills, event management skills and learning through exposure to real life situations.
The course will broadly cover:
1.

Industrial & sectoral studies, societal studies, field visits etc.

2.

Tools and techniques of analysing management situations, case studies and real life
projects.

3.

Tools, techniques and art of report writing, presentation and defence.

MBA
Second Semester Syllabus
Paper: 201: Marketing Management:
Unit 1: Marketing defined; The evolution of marketing concept ; Selling versus
Marketing philosophies; Types of markets; The fundamental marketing
concepts: Needs , Wants , Demands and Values ; The Holistic marketing
concepts; Social Responsibility, Green Marketing and Ethics in marketing.
Unit 2: The Marketing Environment; Difference between Industrial Markets and
Consumer Markets; Identifying market segments and targets: Segment
marketing, Niche marketing, Local Marketing, and Customization;
Segmentation variables of Consumer Markets; Targeting strategy and evaluation
of market segments.
Unit 3:Basic Concepts of Product; Product levels ; Product Classifications; Elements of
Product Mix; Product Life Cycles; Product Adoption Process; New Product
Decisions; Product Differentiation and Positioning; Concepts of Brands and
Brand Extensions ; Brand Equity and Brand Equity Models : Brand Asset
Valuator , Resonance Model , Development of Brand elements ; Branding
decisions and Co-branding .
Unit 4: Role and Importance of Pricing; Factors Influencing Pricing; Pricing Objectives;
Pricing Methods Cost Based Pricing, Demand Based Pricing, Product Line
Pricing, Tender Pricing and Differentiated Pricing.
Unit 5:Concepts of Integrated Marketing Communications; Promotion Mix and Selection
of Promotion Mix Elements; Developing Effective Communications; Concept
of Marketing Channels; Channel Functions; Types and Characteristics of
Channel Intermediaries; Designing a Channel System; Channel Integration and
Systems.
Unit 6: Competitive Strategies for Market Leaders, Defending Market Share; Other
Competitive Strategies and Development of Market Plan
Recommended Books:

1. Marketing Management By Kotler and Keller ( Prentice Hall, 12 th Edition)

2. Marketing Management by VS Ramaswamy and S Namakumari
3. ( MACMILLAN)
4. Marketing Concepts and Strategies ( Biztantra ,12th Edition) by William M.
Pride and O.C. Ferrel.

Paper: 202: Production Management:

Unit 1: Operation Function: Products and Transformation Process and Design and
Layout; Introduction to Manufacturing Strategy and Technology, Technological
Innovation in Manufacturing, Group Technology, FMS, CIM- factory of future.
Unit 2: Productivity Management: Productivity measurement, Approaches to increase
Productivity, Facility Location, Capacity Planning, Layout Planning, Design of
Production Planning, Operation Scheduling and Sequencing;
Unit 3: Inventory Control Fundamentals- Concepts, Demand and Control System, Costs
and Models, Deterministic Inventory Models and Stochastic Models; Material
Requirement Planning, Overview of JIT Philosophy
Unit 4: Quality Control: Designing and Installation of Quality Control System, Quality
Analysis Statistical Process Control , Acceptance Sampling ; Managing for
quality.

Recommended Books:
1. Production and Operation Management by Adam, AA and Elbert, RJ, Prentice
Hall India
2. Productions and Operations Management by SN Chary , Tata McGraw Hill .

Paper: 203: Financial Management:

Unit 1: Concept of corporate finance; Finance functions; Financial Managers Role;
Financial Goal: Profit Maximization Versus wealth maximization; Agency
Problems.
Unit 2: Components of Balance Sheet and Profit and Loss Account; Changes in Financial
Position; Funds Flow ; Cash Flow; Uses of the Statement of Changes in Financial
Position Financial Analysis; Nature of ratio Analysis; Liquidity Ratios; Leverage
Ratios; Leverage Ratios; Activity Ratios; Profitability Ratios; Trend Analysis and
Inter-firm Analysis.
Unit 3: Time Preference for Money; Future value and Present Value of money: Single
cash flow and Annuity; Capital Recovery, Present value of an uneven cash flow.
Capital Budgeting Decision- Investment Evaluation Criteria, Determining Cash
Flow for Investment Analysis, Concept of cost of capital; Determining
components of cost of capital: Cost of debt, Cost of Preference capital, Cost of
Equity capital; The weighted Average Cost of capital.
Unit 4: Meaning of Financial Leverage and Operating Leverage; Measures of Financial
and Operating Leverage; Combining Financial and Operating Leverages.
Meaning of Capital Structure; Optimum Capital Structure; Factors of Optimal
Capital Structure; Determinants of Capital Structure; Capital Structure Planning:
EBIT-EPS Analysis.
Unit 5: Concepts of Working Capital; Operating Cycle; Permanent and Variable Working
Capital; Determinants of Working Capital. Accounts Receivables; Characteristics
of Receivables; Objectives of Receivables Management; Credit Policy and Credit
Policy Variables.
.
Recommended Books:
1. Financial Management by I.M.Pandey (10th Edition) Vikash Publishing House.
2. Financial Management by Khan & Jain.

Paper: 204: Human Resource Management:

Unit 1: Human Resource Management- Functions, Policies & Roles, HRM in a Dynamic
Environment
Unit 2: Job Analysis- Job Description, Job Specification, Human Resource Planning,
Recruitment, Selection, Induction,
Unit 3: Internal Mobility, Separations, Training, Executive Development, Career &
Succession Planning,
Unit

4:Job Evaluation, Performance & Potential

Administration, Incentives & Employee Benefits.

Appraisal,

Compensation

Unit 5: Employee Welfare, Social Security, Employee Grievances & Discipline,

Personnel Records, Audit & Research, Job Stress.

Recommended Books:
1. Human Resource Management, Text & Cases By VS P Rao (Excel Books), 2nd
Edition.
2. Human Resource Management by Gary Dessler ( Pearson Education) Tenth
Edition

Paper: 205: Research Tools & Techniques in Business:

Unit 1: Introduction to Research: Definition and Nature of Research, Classification of

Research, Research Process; Defining the Research Problem, Research Design:
Definition, Classification, Exploratory Research, Descriptive Research, Causal
Research, Potential Sources of Error.
Unit 2: Exploratory Research Design: Primary Vs Secondary Data, Criteria for
evaluating Secondary Data, Types of Qualitative Research: Focus Group
Interviews, Depth Interviews, Projective Techniques , Analysis of Qualitative
Data.
Unit 3: Descriptive Research Design: Different types of Survey and Observation
Methods; Causal Research design: Experimentation- Causality, Condition for
Causality, Validity in Experimentation, Extraneous variables, Classification of
Experimental Designs
Unit 4: Measurement and scaling: Primary Scales of Measurement, Comparative Scaling
Techniques, Non Comparative Scaling, Concept of Reliability and Validity;
Questionnaire and Form Design; Samples & Census, Sampling Design Process,
Non Probability Sampling Techniques, Probability Sampling Techniques ; Sample
size determination:; Statistical approaches to Determining Sample Size,.
Unit 5: Data Preparation: Data Preparation Process, Frequency Distribution, CrossTabulation, and Hypothesis testing: Chi-square, t-test , F test, Kolmogorov
Smirnov test ,Mann Whitney U test , Analysis of Variance ,Covariance and
Multiple Regression , Factor , Cluster , Disciminant , Logit and Conjoint Analysis
.

Recommended Books:
1. Marketing Research An Applied Orientation (Fifth Edition) by Naresh K
Malhotra , Pearson Publication.
2. Marketing Research by SL Gupta , Excel Books Publication

Paper: 206: Global, Emerging and Indian Economy:

Unit1: Globalization: Meaning, Features and Stages, Foreign Market Entry Strategies,
Globalization of Indian Business, Global Recession and New Business
Environment, Propagation of Business Cycle.
Unit 2: GATT and WTO: Agreements, Implications and Current Issues; Multinational
and Transnational Corporations: Definitions and Operations, Organizational
models, Cases in India, Theory of Economic Integration, Free Market Area,
Custom Union & Economic Union.
Unit 3: Global Business Process Outsourcing, Foreign Direct Investment Significance,
Factors, Growth and Dispersion.
Unit 4: Overview of Economic and Business Environment in Europe, SAARC Countries,
East and South East Asian Countries, North America and South America.
Unit 5: Overview of Indian Economy- Problems and Prospects, Economic Reforms
(Fiscal and Monetary); Overview of Five Year Plans in India, Regional
Imbalance, Analysis of Different Sectors Agriculture, Industry (Downstream
and Upstream) and Services; Economic Variables, Multiplier & Accelerator
Mechanism; Inflation, Deflation, Business Cycle.
Recommended Books:
1. Business Environment Text and Cases by Justin Paul (Third Edition), Mc Graw
Hill.
2. Indian Economy by Misra and Puri (27th Edition), Himalaya Publishing House.
3. International Business Environment by Francis Cherunilam (4th Edition),
Himalaya Publishing House.
4. Business Economics By Manab Adhikary, Excell Books.

Paper: 207: MIS and Data Mining:

Unit 1: Core Concepts in Information System, Information System Infrastructure,
Unit 2: Strategic design of MIS (Management Information Systems); Development
Process of MIS; MIS for Sales and Marketing, MIS for Human Resource,
Accounting and Finance; MIS for Production & Operations.
Unit 3: Enterprise Information System; Decision Support System; Executive Information
System; Implementation of Information System
Unit 4: Data Mining Process; Data mining Functionalities; Data mining Tools and
Techniques; Application of Data Mining in Business and Economics.
Unit 5: Association Rules; Clustering Techniques; Decision Trees; Emerging Techniques
in Data Mining; Introduction to Web Mining, Text Mining, Temporal & Spatial
Data Mining.
Recommended Books:
1

Management Information System by Jaiswal & Mital, Oxford University

press

Management Information Systems Text & Cases by Jawadekar, McGraw

Hill

Data Mining Techniques by Arun K. Pujari; University Press

Paper: 208: Operations Research:

Unit 1: Introduction to Operations Research; Importance of Operations Research in
Management Decisions.
Unit 2: Linear Programming Problems (LPP) - Formulation of LPP; Solving LPP using
Graphical Method and Simplex Method- Maximisation & Minimisation Cases;
Special Cases of LPP- Unboundednes, Infeasibility, Degeneracy, Multiple
Optimal Solutions; Duality in LPP; Economic Interpretation of the Dual;
Sensitivity Analysis- Concepts.
Unit 3: Assignment Problems and its solution using Hungarian Method; Transportation
Problems- Minimization and Maximization case, Degeneracy in Transportation
Problems; Game Theory - Two Person Zero Sum Games; Dominance Rule,
Algebraic solution, Graphical Method.
Unit 4: Network Theory (CPM & PERT); Determination of Critical Path, Earliest and
Latest Time calculation; Determination of Slack; Time- Cost trade-off .
Unit 5: Integer Programming Concepts and Solution using Graphical Method; Goal
Programming Formulation; Analytical Hierarchy Process (AHP) - concept and
application; Monte Carlo Simulation- Concept and application.

Recommended Books:

1.
2.

Quantitative Techniques for Management by N.D. Vohra, TataMcGraw Publishing

Operation Research Theory and Application by JK Sharma (4 th Edition) ,
Macmillan Publishing .

Paper: 209: Disaster Management:

Unit 1: Introduction to Disaster Management: Linkage between Disaster and
Development, Concept of Sustainable Development, Hazards and Disasters:
What is Disaster and Hazards, Course and Impact of Disaster, Levels of
Disasters, Effects of Disaster, Causal factors- seven Causal Factors; Phases of
Disasters.
Unit 2: Dimensions and typology of Disasters: Climate Change; Earthquakes, Tsunami,
Volcanoes, Landslides, Tropical Cyclone, Floods, Droughts, Environmental
Pollutions, Deforestations, Desertification, Pest Infestations, Epidemics, Chemical
and Industrial Accidents.
Unit 3: Disaster Prevention and Control: The Role of the UN in Complex Emergencies,
Coordination and Leadership Context of the UNDMT. International Agencies for
Disaster Response, National Disaster Management: India: Expert Groups,
National Policies, National Crisis Management Committee (NCMC), National
Disaster Management Authority (NDMA), Indian Agencies for Disaster
Management.
Unit 4: Disaster Mitigation: Disaster Management Cycle, Classification of Mitigation
Measures, Role of Different Sectors, Disaster Preparedness and Planning:
Objectives, Disaster Preparedness, Disaster Planning, Principles of Disaster
Planning, Disaster Risk Assessment: Definition and Concepts, Factors influencing
Disaster Risks, Steps involves in Assessment, Disaster Risks Managements, and
Disaster Insurance.
Unit 5: Information Management and Dissemination: Disaster Communication Problems,
GIS, Information Management, Disaster Rehabilitation, Futuristic Sustainable
Measures in Disaster Management.

Recommended Books:
1. Disaster Management by Harsh K. Gupta (Universities Press)
2. Disaster Mitigation- Experience and Mitigation by Sahni, Dhameja & Medury,
(Eastern Economy Edition).

MBA
Third Semester Syllabus
Compulsory Paper:

Paper: 301: Business Environment and Strategic Management:

Unit 1: Introduction and Overview of Strategic Management: Understanding Strategy
and Strategic Decisions- Definition and Importance; Difference between
Strategic, Tactical and Operational Planning; Levels at which Strategy Operates;
Strategic Management Process; Strategists role ; Strategic Intent- Vision,
Mission and Objectives; Corporate Governance, Social responsibility.
Unit 2: The Business Environment: Introduction ; External Environment: Mega and
Micro Factors, The International Environment; Tools for External Environment
Scanning and Analysis-ETOP, Scenario Analysis; Industry and Competitive
Analysis- Porters Model, Strategic Groups; The Internal Environment;
Resource- Based Approach; Capability and Core Competences; Tools for
Internal Environment Analysis- Value Chain Analysis, Benchmarking, Balanced
Scorecards, Strategic Advantage Profile.
Unit 3: Strategic Alternatives and Choice: Corporate Level Strategies- Grand Strategy;
Portfolio Strategy and Corporate Parenting; Expansion, Stability and
Retrenchment; Mergers and Acquisitions, Strategic Alliances and Partnerships;
Competitive Strategies- Business Level Strategies; Competing in Foreign
Markets; Gaining Competitive advantages; Subjective Factors of Strategic
Choice.
Unit 4: Strategy Implementation: Functional Area Strategies; Structural Issue in
Implementation; Behavioural Issues- Managing Change, Corporate Culture and
Leadership.
Unit 5: Evaluation and Control: Evaluation Criteria; Control Process; Strategic and
Operational Control.

Recommended Books:
1. Concept in strategic Management & Business Policy- Wheelen & Hunger,
Pearson
2. Business Policy & Strategic Management- Azhar Kazmi, Tata Mcgraw Hill
3. Crafting and Executing Strategy Concepts ans Cases by Thompson , Strickland
III et al , Mc Graw Hill

Compulsory Paper
Paper: 302: Summer Project Work:
In this paper, a Student have to go through a Practical Training in an organization for the
period of two months and also have to submit a report to the Department on their own
topics.

Finance Specialization:
Paper: 311: Investment Analysis & Portfolio Management:
Unit 1: The Investment Environment: Financial Markets , Investment alternatives : Money market
Instruments, Non marketable Financial Assets , Bonds , Equity Securities , Mutual Funds ,
Financial Derivatives and Real Assets; Stock and Bond market Indexes ; Trading of
Securities , Types of Orders , Trading Costs , Short Sales.
Unit 2: Measurement of Risk and Return, Volatility Estimation, Fundamental Analysis-Macro
Economic Analysis, Industry Analysis, Company Analysis; Basics of Investment
Valuation -Equity Valuation Models: Dividend Discount Models
Unit 3: Technical Analysis: Assumptions, Technical tools; Indicators; Charts; Efficient Market
Theory; Bond Basics ; Bond Risk , Bond Return, Bond Yields, Bond Prices Over Time,
Term Structure of Interest Rate , Duration and Immunization, Passive and active Bond
Management.
Unit 4: Portfolio Construction: Approaches, Selection of Portfolios, Markowitz Portfolio Model,
Sharpe Index Model, CAPM, Arbitrage Pricing Theory, Multi-Index Model, Asset
Allocation, Portfolio Performance Evaluation, Active Vs Passive Portfolio Management.
Unit 5: Role and Functions of SEBI; Structure and Functions of BSE, NSE; Dematerialization of
Securities, Basic Guidelines for Investment Decisions.
.

Recommended books:
1. Investments by ZVI Bodie , Kane et al (Sixth Edition), Mc Graw Hill Publishing.
2. Investment Analysis and Portfolio Management by Prasanna Chandra , Tata McGraw
Hill Publishing.
3. Investment by Sharpe, Bailly and Alexander, Prentice Hall.
4. Investment Valuation by A. Damodaran , Wiley Publication

Finance Specialization:
Paper 312: Banking and Financial Services:
Unit 1: Basic Banking Concepts: Bank rate, Prime Lending rate, Repo rate, Deposit rate;
Impact of Interest rate; Bank Financial Statements: Bank Liabilities, Assets,
Loans and Advances, Contingent Liabilities; The Income Statement; Analyzing
Banks Financial Statements; Performance Indicators; Camels ratings.
Unit2: Banking defined ;Definition of Customer, Relationship between Banker and
Customer Rights of a Bank; Types of Deposits; Designing of Deposit Schemes;
Functions of commercial banks; Systems of banking- Unit, Branch and Group
banking.
Unit 3: Credit Appraisal: purpose and process; Use of Financial parameters; Defining
Credit Risk: Exposure norms, prudential norms, Asset Classification, Income
Recognition and Provisioning; BASEL II principles, Concept of Capital
Adequacy.
Unit4: Evolution of Financial Services, Definition of Non Banking Financial Companies,
Merchant Banking and Regulatory Framework , Concept Of Credit Rating ,
Rating symbols and Rating framework; Meaning of Securitization, Features and
Types of Securitization.; Features , Stages and Exit Process of Venture Capital
Financing .
Unit 5:Public Issue : Types of issue ; Eligibility norms , Issue Process ;Red Herring
Prospectus , Book Building , Green Shoe Option , Allotment , Role of
Intermediaries, IPO grading , ADR and GDR issues.

Recommended Books:
1. Management of Banking and Financial Services by Justin Paul and Padmalatha
Suresh , Pearson Education .
2. Finacial Services by Dr S Guruswamy , Mc Graw Hill Publication .
3. Finacial Services by MYKan , TataMc Graw Publication

Marketing Specialization:
Paper: 321: Consumer Analysis and Retailing:
Unit 1: Consumer behaviour principles in strategic marketing. Consumer decision making processDistributive approach and Decision-process approach, Models of consumer behaviour.
Unit 2: Cultural and social factors of consumer behaviour- social class and reference group.
Psychoanalytical theory, Social Psychological theory and Trait-Factor theory. Dynamics of
perception, Learning process components.
Unit 3: Attitude measurement- classical psychological model and multi-attribute models.
Environmental influences on consumer behaviour - family and life style concepts.
Opinion leadership and the diffusion of innovations.
Unit 4: An overview of retailing - types, product retailing vs. service retailing, retail strategy.
Retailing environment -legal, social, economic, technological issues.
Unit 5: Retail store location and layout analysis, site evaluation and selection, store design and
layout ; Planning merchandise needs and merchandise budgets - method of determining
inventory evaluation, merchandise pricing,
.

Recommended books:
1.

Consumer Behaviour, by Schiffman & Kanuk. Pearson

2.

Consumer Behaviour, by Henry Assael. Thomson Learning

3.

Retail Management by Barry Berman & J.R. Evans. Pearson Education.

4.

Retail Management by C.Bajaj, R. Tuli, & N. Srivastava. Oxford University Press

Marketing Specialization:
Paper: 322: Advertising and Brand Management:
Unit 1: Concept of Integrated Marketing Communications, Advertising-its purpose,
function, process, economic and social implication, Advertising as an element of
marketing mix, Advertising ethics and the future of advertising.
Unit 2: Setting Advertising Goals: DAGMAR, AIDA, Hierarchy of Effects Model,
Advertising Plan: Media message and creative execution. Different Types of
Media: advantages, disadvantages, Media research, and Advertising budget.
Unit 3: Communication process and advertising management-attitude, perceptions
advertising creativity, source of ideas, identifying selling points, copy writing,
copy research, design and layout, graphics and illustrations, colour-concepts,
production of print and broadcasting adds.
Unit 4: Planning and managing and advertising campaign planning, Media planning
strategy, Institutional advertising, industrial advertising and agency functions.
Unit 5: Understanding of Brands Image in Advertisements, Building a Brands Equity;
Evaluation of advertising effectiveness.

Recommended books:
1. Advertising by John S. Wright, Willis & Winter and Sherilyn K. Zeigler, Tata McGraw Hill.
2. Advertising and Promotions by Belch and Belch, Tata Mcgraw Hill
3. Advertising Management by Rajib Batra et al Pearson Publication

HR Specialization
Paper: 331: Organizational Development and Managing Change:
Unit 1: Forces of Change, Determinants Factors, Types of Change, Models of Change,
Resistance to Change & methods overcoming/ minimizing resistance to Change.
Unit 2: Corporate Culture & Dealing with Change, Effective Change Management,
Designing Change.
Unit 3: Objective & Characteristics of Organizational Development, Models of
Organizational Development, Action Research Process, Diagnostics Models, the
Change Agent, Client-Consultant Relations.
Unit 4: The Concepts of Organization Policies, Issues of Product Control.
Unit 5: Organizational Development Intervention Classification & Selection, Team
Development Inter-Group Development, Confrontation Meetings, Survey
Feedback.

Recommended Books:
1. Organizational Change & Development by Kanta Singh (Pub-Excel Books) Ed.
2010.
2. Organizational Development by Wendell French, Cecil H. Bell & Veeno Vohra
(Pub-Pearson) Ed. 2006.

HR Specialization
Paper: 332: Industrial Relations:

Unit 1: Industrial Relations, Concept, Approaches & Organisations; Evolution of

Industrial relation;Labour Welfare, Concept, Importance, Basic Features, Need,
Aims, Approaches, Scope, & Techniques; Labour Welfare Officer; Ethical
Codes & Industrial Relations
Unit 2: Bipartite & Tripartite Consultative Machinery; Evolution of Tripartite Bodies;
Evaluation of ILC & SLC, Evolution of Bipartite Bodies-Works Committee,
Joint Management Councils; Wage Policy & Wage regulation Machinery
Unit 3: Standing Orders-Concept & Objects, Grievances-Concept, Causes, Procedure for
Settlement; Indiscipline & Misconduct-Causes, Forms, Domestic Enquiry &
Punishment
Unit 4: Workers Participation Management, Concept, Objectives, Forms & Level Of
Participation, Workers Participation in India;Collective Bargaining-Concept,
Importance, Principles, Contents & Coverage, Negotiation.
Unit 5: Dispute Settlement Mechinery-Concialiation, Adjudication & Arbitration;
Industrial Dispute Act of 1947; Trade Unionism-Concept, Functions,
Approaches, Problems, Trade Union Movement in India; Trade Unions Act of
1926.

Recommended Books:
1. Dynamics of Industrial relation By Mamoria, Mamoria & Gankar (Himalaya
Publishing House)
2. Industry Relation & Labour Welfare- Text & Cases By Sivarethinamohan,(PHI
Learning Pvt. Ltd.)

Production Specialization
Paper: 341: Agile and Computer Integrated Manufacturing:
Unit 1: Building quality advantage, speed (time) advantage, dependability advantage, flexibility
advantage.
Unit 2: Mass Customization-design of mass customization and built-to-order system.
Unit 3: Managing process technology (ATMO-CNC, DNC, FMC, FMS, roots adaptive control,
AVG, CIM, computer network for manufacturing).
Unit 4: Strategic planning for manufacturing, formulation of manufacturing strategy, the planning
and evaluation and designing of AMT.
Unit 5: Implementing the flexible factory, Human factor in the flexible factory, Managing
computerized integrated manufacturing system and future automated factory.

Recommended Books:
1.
2.

Automation, production systems and computer integrated manufacturing by M.P.Grover,

prentice hall of India.
The manufacturing advantage by Nigel slack. Viva, New Delhi.

Production Specialization
Paper: 342: TQM and Six Sigma:
Unit 1: Management tools for Quality-the Deming approach to Management, Juran and
Crosby on quality and quality treatment, Imais Kaizen.
Unit 2: Quality, customer and ISO 9000, ISO 9000-a management overview,
interpretation of key ISO 9000, Aspects of manufacturing and ISO 9000, Standard
and Production process by Control Charts.
Unit 3: Overview of Taguchis Approach in Experimental Design and Off-line Quality
control, Taguchis recommended analysis techniques;
Unit 4: Total Quality Standard Management: Concept and Accessories.
Unit 5: Six Sigma Background, Understanding Six Sigma, Statistics free Six Sigma
Tools , Statistics free Six Sigma Measurements

Recommended Books:
1. Taguchi Methods Explained by T.P.Bagchi, Prentich Hall.
2. Managing For Total Quality by Logothetis.
3. Stat Free Six Sigma by Praveen Gupta , Arvin Sri , S. Chand Publication.

Elective Paper:
Paper: 351: Business/ Corporate Valuation:
Unit I: Introduction to Valuation, Approach to Valuation-Review of Discounted Cash
flow Valuation and Relative valuation, Estimating Discount Rates.
Unit II: Measuring Cash flow, FCFE Valuation Models; Constant Growth, Two stage and
Three Stage Model, Firm Valuation Models; APV Models, Relative Valuation
Models-P/E multiple, Price/Book multiples, Price/sales multiples
Unit III: Valuation of a Private Equity Setting, Valuing Investments in start ups & DAL
Structuring, Valuing LBO Investments.
Unit IV: Applications of Option Pricing Theory to Valuation, Valuing Equity as an
Option, Valuing Natural Resources as Options, Valuing Patents as Option.
Unit V: Embedded Real Options, Valuing Strategy With Staged Investments. Valuation of
Lease Deals, Valuation of Merger & Acquisition, Real Estate Valuation.

Recommended books1. Investment Valuation by A. Domodaran, John Uiley & Sons,Ine.

2. Valuation by S. Titman, J.D. Martity V.R.Anshuman, Pub., Pearson.
3. Corporate Finance by S.A. Ross, R.W.Westerfield; J. Jaffe; R.K.Kakani.

Elective Paper:
Paper: 352: Sales and Customer Relationship Management:

Unit 1: Nature and principles of personal selling. Sales job- variety of sales responsibilities;
Designing the sales force- objectives and strategy

Unit 2: Sales force structure, recruiting and selecting, Sales force training, assessment and
evaluation of training. Sales force size and compensation planning. Sales audit and
performance evaluation.
Unit 3: Consumer Relationship Management:- Concept, Definitions and Features of good CRM
and its components; Role of CRM in improving relationships; Its advantages and failures
Unit 4: Integrated CRM System-.Steps for successful CRM. Need for CRM; Selection and
implementation of CRM system; Ethical issues and standards involved in CRM;
Technology and performance appraisal.
Unit 5: Role of CRM in Banking, Insurance, Manufacturing and Service Sectors:- Success
factors, Strategies and principles; CRM in changing environment-both local and global.
Need for consumer research and understanding their problems.
Unit 6:

CRM Automation: Call Centers, A technology driven approach; Technology-cumAttitude drives; Legal and ethical problems.

Recommended Books.
1. Management of a Sales Force : Spiro, Stanton & Rich: Tata McGraw Hill

2.

Sales Management : Still. Cundiff, Govoni: Pearson & Prantice Hall

3.

Customer Relationship Management :S. Shanmugasundaram : PHI (EEE)

Elective Paper:
Paper: 353: Strategic Human Resource Management:
Unit1: Introduction to Strategic Management & Strategic Human Resource
Management- Definition, Need & Importance, Steps in SHRM..
Unit 2: Strategizing the HR process, Recruitment & Retention Strategies, Online
Recruitment, Outsourcing Recruitment, Head Hunting, Retention.
Unit 3: Reward & Compensation Strategies, Skill Based Pay, Broad banding, Variable
Pay, Profit Sharing, ESOP, Executive Compensation.
Training & Development Strategies, Cross-cultural Training, Multi-Skilling,
Succession Planning, Creating a Learning Organization
Unit 4: Performance Management Strategies- Concept & Needs, Benefits & Risks of Pay for
Performance, 360 Degree Feedback.
Retrenchment Strategies, Retrenchment & Redundancy, Downsizing, HR Outsourcing,
Employee Leasing
Unit 5: Human Aspects of Strategies Implementation, Organizational Culture, Human Side of
Mergers & acquisition, Organizational Power & Politics, Developing HR as Strategic
Value Addition Function.

Recommended Books:
1. Strategic Human Resource Management by Rajib Lochan Dhar (Excel Books).
2. Strategic Human Resource Management by Michael Armstrong, Kogan Page
Publication .

Elective Paper:
Paper: 354: Entrepreneurship Management :
Unit 1: The entrepreneurial revolution, The Evolving Concept of Entrepreneurship,
Corporate Entrepreneurship, Small Business and Corporate Entrepreneurship.
Unit 2: Understanding the Entrepreneurial Perspective in Individuals, Developing
Creativity and Understanding Innovation.
Unit 3: Environmental Assessment, Preparation for Venture Development, Developing
Effective Business Plan.
Unit 4: Assessment and Evaluation of Entrepreneurial Opportunities, Legal issues for
Venture Development, Sources of Capital Formation for Entrepreneurs.
Unit 5: Strategic Planning for Ventures, Concept of Management Succession and
Continuity, Family Business Perspective, Challenges for Entrepreneurs.

Recommended Books:
1. Entrepreneurship: A Contemporary Approach by Donald K.K. & Richard M.
Hodgitis.
2. Entrepreneurship by David H. Holt , Prentice Hall of India.

MBA
Fourth Semester Syllabus

Compulsory Paper:
Paper: 401: Project Appraisal and Risk Management:
Unit 1: Concept of Project; General Project Characteristics; Types of Projects;
Importance of Projects, An Integrative Approach of Projects; Project Idea
Generation & Screening; Project Selection: Scoring Model
Unit2: Understanding of Feasibility Analysis; Concepts of Market Feasibility :
Assessment of market feasibility; Demand forecasting ; Concepts of Technical
Feasibility; Assessment of Technical Feasibility; Preparation of Work Break
Down Structure and Implementation Schedule .
Unit 3: Concept of Financial Feasibility: Financial Appraisal, Financial Projection, Cost
Estimates, Project Financing-Debentures, Equity, Loans, Venture capital, etc.
Capital Budgeting Techniques: NPV, IRR, PB and ARR and modified
techniques; Profitability Projections; Appraisal of Development Projects:
Concept of shadow price (UNIDO method), Appraisal of Infrastructure Projects
& BOT.
Unit4: Risk Management-External and Internal Risk Factors, Risk Assessment; Risk
Analysis Techniques: Modified NPV and modified IRR, Sensitivity Analysis
and Simulation.
Unit 5: Project Scheduling: Networks, Duration Estimation, Critical Path and Crashing,
Resource Analysis & Smoothing; Multiple Resource Schedules; Project
Evaluation and Control -Project Monitoring- S curve , Milestone analysis ,
Gantt chart , Earned Value Management.

Recommended books:
1.

Project Management by Prasanna Chandra , TataMcgraw ,

2.

Project Management- Achieving Competitive Advantage by Jeffrey K. Pinto , Pearson

Education.

Compulsory Paper:
Paper: 402: International Business:
Unit 1: Concept of International business, reason for expansion of International
Business, Difference from domestic business, International cultural environment, Self
reference centrism and ethno centrism, cross cultural behavior and cultural orientation.
Unit 2: World Trade: An over view, Components of Balance of Payments , Indias
Balance of Payment, Current account vs Capital account. Adjustment Procedures of BOP
Unit 3: International Monetary system, Foreign Exchange Market & Determination of
Exchange rate- Purchasing Power Parity Theory, Interest Rate Theory; Foreign Exchange
Risks and Exposure, Devaluation of Currencies.
Unit 4: Managing International Operations-International marketing Mix, Marketing
Strategies, Product Decisions, Pricing strategies, Promotion Strategies, Branding
Strategies and Distribution Strategies
Unit 5: International Organizational Structure., Strategic orientations and Practices for
International Human Resource Management, Regulatory Framework of International
Relations.

Recommended Books:
1. .International Business- Environment and Operations by Daniels, Radebaugh,
Sullivan & Salwan, Pearson Publication (12th Edition).
2. International Business by Rakesh Mohan Joshi, Oxford University Press, 2009.

Finance Specialization
Paper: 411: Financial Engineering and Derivative Management:
Unit 1 :Forward, Futures & Options contracts, Mechanics of futures Markets, Forward
and future markets, hedging through forward and future, forward and future
prices, stock index future, program trading and index arbitrage, commodity future.
Unit 2: Interest rate future, Foreign exchange risk management, Swap-design of interest
rate swap and currency swap, valuation of swap, mechanics of option markets,
Weiner processes & It 6s Lemma, Martingales & Measures.
Unit 3:Valuation of option ,Spreadsheet methods, Black-schools method, Binominal tree,
Index option, Currency option, Option futures, Multi period options-caps, floor,
collars, swap options and compound options.
Unit 4: Hybrid securities interest rate/foreign exchange hybrid, interest rate/equity
hybrid, currency/commodity hybrid and synthetic instruments.
Unit 5: Tools of FE, Measuring risk (advance topics), Physical tools of FE, New product
development, Model for new product development, Design and testing.

Recommended Books:
1.
2.

Financial Engineering by Marshall and Bansal, Prentice Hall

Options, Futures and Derivatives by J.C.Hull, Prentice Hall

Finance Specialization:
Paper: 412: Tax Planning and Management:
Section-A: Income Tax
Unit1: Important Concepts, sources of Income Tax Law, Charge of Income Tax, Income
which do not form part of Total Income (relating to Business/ Profession and
Capital Gains)
Unit 2: Heads of Income- Profit & Gains of Business or Profession and Capital Gains.
Unit 3: Set off or Carry Forward and set off of Losses
Unit 4: Deductions to be made in computing Total Income as contained in Chapter VI-A
(Deductions available to all assesses)
Unit 5: Determination of Total Income and Tax Liability of a Company.
Unit 6: Returns of Income and Payments of Tax (Including deduction of Tax at Source)
Section-B: Indirect Taxes- Service Tax & Assam Value Added Tax
Unit1: Important Concepts, sources of Service Tax Law, Charge of Service Tax, Service
Tax Exemptions.
Unit 2: Valuation of Taxable services Relevant Taxable Services (Date of Introduction of
Levy on or after 01/06/2007).
Unit 3: Payment of Service Tax and Furnish of Returns of Service Tax
Unit 4: Design of State level VAT and Important Concepts relating to AVAT
Unit 5: The Incidence and levy of VAT in Assam
Unit 6: Returns and Payments of Tax

Recommended books:
1.

Income Tax- Income Tax including Wealth Tax with planning/ problems &
Solutions- By Dr. Girish Ahuja and Dr. Devi Gupta (Bharat Law House Pvt. Ltd)
2. Service tax-Practical Guide to Service Tax by Madhukar. N. Hiregange, Rajesh Kr
T.R. & Sudhir V.S -(Bharat Law House Pvt. Ltd)
3. Assam Value Added Tax- B.P. Todi
4. Public Finance- by Dr. B.P. Tyagi- (Publisher-Jain Prakash Nath Publication)

Marketing Specialization
Paper: 421: Logistics and Supply Chain Management:
Unit 1: Introduction to Logistic Management, Elements of Logistic Management,
Distribution Management and Strategy, Transportation Management,
Warehousing, 3PL and 4PL, VMI, Measuring and Evaluation Performance of
Logistic.
Unit 2: Supply Chain Concept, Competitive Advantages and SC Strategies, SC Drivers
and Metrics, Strategic Fit between Competitive Strategy and SC Scopes, Cases of
Wallmart and Dell.
Unit 3: Planning Supply and Demand in a SC, Managing Predictable Variability,
Bullwhip effect Concept, Demand Forecasting in a SC, Aggregate Planning in a
Supply Chain.
Unit 4: Customer Service Dimension, Service Driven SC, Benchmarking the SC,
Supplier and Distributors Benchmarking, Impact of IT on SCM, Setting
Benchmarking Priorities, Identifying Logistics Performance Indicator.
Unit 5: Logistic Value Engineering, Lead Time Gap, Just in Time and Quick Response
Logistics, Co-membership and Logistic Partnership, Future Supply Chain, Role of
Information in Vertical Supply Chain.

Recommended Books:
1. Logistics And Supply Chain Management by Martin Christioher, Financial Times
Pitman Publishing (2nd En) 1998.
2. Supply Chain Management by Rahul V Altekar.
3. SCM By Sunil Chopra and Peter Meindl
4. Supply Chain Management-Theories and Practices by Mohanty & Deshmukh

Marketing Specialization
Paper: 422: International Marketing and Foreign Trade:
Unit 1: International Marketing Management: Importance of International Marketing,
Characteristics of International Marketing, Forces Affecting Global Integration
and Global Marketing- Driving forces & restraining forces.
Unit 2: Product Development & Adaptation, Global Market Entry Strategies: Licensing,
Investment and Strategic Alliances; Pricing Techniques, Promotional
Techniques, Distribution Channel, International Tendering & Sub-Contracting.
Unit 3: International Marketing Environment: Political Environment, Legal Environment
and their impact on International Trade, Political Risk
Unit 4 :Export Finance :Various Aspects of Financing Including Documentary Credits,
Foreign Exchange Management, Risk Management etc, International
Investments, Cross-border investment, opportunities, trend, investment
agreement .
Unit 5: Export & Import Procedures & Documentation, Processing & Execution of
Export Order, Export Sales Contract, Incomes, Terms of Payment, Export
Documentation Framework, Export Incentives & Facilities, Environment
Settlement of Trade Disputes, Import Procedures , Electronic Commerce
(Fundamentals of Electronics Commerce, Legal Issues in Online Business from
India).

Recommended Books:
I.
2.
3.
4.

International Marketing Management - An Indian Perspective by R.L.Varshney &

B.Bhattacharyya, Sultan Chand & Sons, New Delhi
International Marketing- An Asia Pacific Focus by Kotabe, Peloso, Gregory, Noble,
Macarthur, Neal, Eiege and Helsen.
International Marketing by Shakeel Ahmad Siddiqui, Dreamtech Press
International Business-Environments and Operations by John D.Daniels Lee H.
Radebaugh, Pearson Education Asia

HR Specialization
Paper: 431: Performance Management, Training and Development :
Unit 1: Performance Management- Concept, Philosophy, Antecedence, Purpose, System,
Process, Individual Performance, managing Organisational Performance,
Performance Appraisal-Concept, Objectives, Principle, Importance, Benefits &
Evolution, Traditional & Modern Methods of Performance Appraisal, Managing
& Appraising Executive Performance.
Unit 2: Implication of Performance Appraisal & Management- Compensation
Management, career Development, Training & Mobility, Knowledge
management,
Unit 3: Tools of Performance Management- Benchmarking for Excellence in
Performance , Competency mapping, Balance Score Cards,
Unit 4: Introduction to Training & Development, Training Needs Analysis, Training
Design and Development, Implementation, Training Evaluation,
Unit 5: Training Methods, Class room Method, Outward Bound Methods, e-Learning,
Community Camp, On the Job Method, Coaching, Mentoring, and Counseling.

Recommended Books:
1. Performance Appraisal & Management by Tapomoy Deb (Excel Books), For Units 1 &2.
2. Performance Measurement & Management By Suri, Ratnam & Gupta,(Excel Books).for Unit 3
3. Training and Development Text, Research and Cases by G Pandu Naik , Excel Books .for unit
4&5

HR Specialization
Paper: 432:Labour Legislation:
Unit 1: Factories Act 1948,
Unit 2: Workmens Compensation Act 1923, ESI Act 1948,
Unit 3: Payment of Wage Act 1936, Minimum Wages Act 1948,
Unit 4: Employees Provident Funds & Misc. Provisions Act 1952, Payment of Bonus Act 1965,
Payment of Gratuity Act 1972
Unit 5: Industrial Employment (standing order) Act 1946, Trade Union Act 1926, Maternity
Benefit Act 1961, Industrial Disputes Act 1947,

Recommended Books:
1. Handbook of Industrial Law by N.D.Kapoor, (Sultan Chand & Sons).
2. Bare Acts.

Production Specialization
Paper: 441: Advanced Operations Research:
Unit 1: History and development of operation research, Definitions, nature and
significance of Operation Research, elements of OR approaches, scientific
method in OR.
Unit 2: Queuing theory and its characteristics, Structure of a Queuing System,
Performance Measures of a Queuing System, Classification of Queuing Model,
Single-Server Queuing Model- queuing model-I, model-II & model-III and
Multi-server Queuing Model- model-IV & model V. other models cost analysis
of queuing models.
Unit 3: The assignment problem: Mathematical Model of Assignment Problem, Solution
Methods Branching and Bound technique, Typical Assignment Problem, The
traveling sales man problem.
Unit 4: Simulation-Monte Carlo simulation; Application of simulation of inventory,
queuing and financial problems, maintenance problems, PERT problems.
Unit 5:

Classical Optimization Theory-Constrained multivariable optimization with

equality constrains and inequality constrains, Unconstrained Problems.
Nonlinear Programming Algorithms: Unconstrained Nonlinear AlgorithmsDirect Search & Gradient Method. Constrained Algorithms-Seperable,
Quadratic, Geometric, Stochastic Programming.

Recommended books:
1. Operation Research by H.Taha.
2. Operation Research by JK Sharma.

Production Specialization:
Paper: 442: Advanced Production Planning and Control:
Unit 1: Aggregate planning decisions, Aggregate planning strategies and methods,
problems of Aggregate planning.
Unit 2: Master production schedule; bill of material management and maintenance of
MPS and their problems; MRP and MRP II, uncertainty and changes in MRP
systems.
Unit 3: Capacity planning and control, long-range, medium range and short-range
capacity planning and control.
Unit 4: High volume production activity control and just in time system, controlling
continuous production, sequencing and line balancing methodologies, batch
processing and process industry scheduling, JIT-full production and Kanban,
JIT implementation issues.

Recommended books:
1.Production Planning And Inventory Control By Seetharama L.N, Mc Leavey D WAnd
Billington P.J, Prentice Hall Of India, 2000 (2od En)

Electives Paper:
Paper: 451: Marketing of Services:

Unit 1: Nature and Definition of Services, Trends in Services Marketing;, Distinctive

Characteristics of Services ; Classification of Services, Services Marketing Mix, Service
Marketing Triangle.
Unit 2: Consumer Behaviour in Services, Customer Expectations and Perception of Service,
Customer Satisfaction, Marketing Research in Services, Segmentation, Targeting and
Positioning Services,

Understanding Customer/ Firm Relationships, Customer

profitability Segments, Strategies for Building Loyalty.

Unit 3:The Service Marketing Mix- Service Development and Design, Communication Mix for
services, Pricing of Services, Service Delivery through Intermediaries and Electronic
Channels, People in Services, Designing and Managing Service Processes, Balancing
Demand and Supply, Physical Evidence in Services.
Unit 4: Service Quality and Productivity, Measures of Service Quality, SERVQUAL Scale, Gap
Model of Service Quality, Improving Service Quality, Strategies for Reducing the Gaps.
Unit 5: Customer Feedback and Service Recovery, Service-Profit Chain, Service Leadership.

Recommended Books:

1.

Services Marketing by Valaerie Zeithaml and Mary Jo. Bitner. (Tata McGraw Hill)

2.

Services Marketing by Lovelock, Wirtz and Chatterjee. (Pearson Education)

Electives Paper:

Paper: 452 Insurance and Risk Management:

Unit 1: Insurance Defined, Insurance business as classified in the Insurance Act 1938,
Insurance as a contract, Insurance Reforms.
Unit2: Meaning of Risk, Chance of Loss, Types of Pure Risk ;Steps in the Risk
management Process, Insurance and Indemnity, Identify and Analyze Loss
Exposures , Techniques for treating the Loss Exposures ;Loss Forecasting.
Unit 3: Basics of Life Insurance Products; Individual Assurance, Traditional Plans,
Market Oriented Plans, Annuities, Riders and Group Insurance, Mortability
Tables.
Unit 4: Claims Settlement Policy Servicing, Maturity, Death and Early Claims,
Marketing Intermediaries- Agent, Broker, Banc assurance
Unit 5: Overview of General Insurance, Definition; Features; and Types of Insurance
Schemes, Reinsurance and Procedure for Arrangements.

Recommended Books:
1. Principles of Risk Management and Insurance by George E. Raja, Pearson
Education.
2. Risk Management & Insurance by S. Arunajatesan and T.R. Viswanathan , Excel
Books Publication .

Elective Paper:
Paper:453: Compensation Management:
Unit 1: Introduction to Compensation Management, Theories of Wage Determination,
Types of Wages, Types of Executive Compensation, Economic Theories &
Compensation Management
Unit 2: Compensation Management & Job Design, Job Analysis, Job Description, Job
Evaluation, Job Assessment; Performance Related Compensation
Unit 3: Team Based Compensation, Executive Compensation,
Unit 4: Employee Benefits, Employee Motivation & Compansation, Sales Compensation
plan
Unit 5: Legal & Texation Issues in Employee Compensation, Strategic Conpensation
Management, Quantative Tools & Innovation in Compensation, International
Compensation Management.

Recommended Books:

1. Compensation Management By Dipak Kr. Bhattacharyya (Oxford University

Press)
2. Compensation Management- Text & Cases By Tapomoy Deb.(Excel Book)

Paper: 454: Innovation and Knowledge Management:

Unit 1: History if innovation, Creativity and innovation, Traditional & Conventional
Tools, Creativity needs, Innovation in informational age.
Unit 2: Framework for innovation, Room for innovation, Innovation development &
Deployment, Innovation in Services; and Operations Managing New Products &
Services Development Process.
Unit 3: Mapping Knowledge, Protecting the Innovation, Commercializing the Innovation.
Unit 4: Knowledge through Age; Knowledge Process, Information v/s Knowledge
Workers. Building a Knowledge Corporation, Knowledge Creation Process.
Unit 5: Knowledge Management (KM) Tools, Knowledge Technologies, Knowledge
Management Infrastructure, Knowledge Management Implementation,
Knowledge Management Issues & Network.

Recommended Books:
1.
2.
3.

Business innovation by Praveen Gupta, S.Chand 2010

Innovation Management & New Product development(4th edition), by Paul
Trott;2010
Knowledge Management by A.T.Rahman,Excel Books 2010