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BBA Syllabus
Course Structure
Semester- I

S.No. Subject Paper Code

1 Principles and Practice of Management BBA-101
2 Computer Applications in Business BBA-102
3 Business Communication BBA-103
4 Financial Accounting BBA-104
5 Business Economics BBA-105
6 Principles of Banking BBA-106

Semester :II

S.No. Subject Paper Code

1 Marketing Management BBA-201
2 Human Resource Management BBA-202
3 Business Environment BBA-203
4 Operations Management BBA-204
5 Business Finance BBA-205
6 Soft Skills and Business Writing BBA-206

Semester :III

S.No. Subject Paper Code

1 International Business BBA-301
2 Organizational Behaviour BBA-302
3 Business Laws BBA-303
4 Accounting for Management BBA-304
5 Statistics for Management BBA-305
6 Principles of Insurance BBA-306

Semester :IV

S.No. Subject Paper Code

1 Company Law BBA-401
2 Research Methodology BBA-402
3 Fundamentals of Retailing BBA-403
4 Management of Service Organization BBA-404
5 Organizational Change and Intervention Strategy BBA-405
6 Entrepreneurship and Small Business BBA-406

Semester :V
Core Subjects
S.No. Subject Paper Code
1 Operations Research BBA-501
2 Strategic Management BBA-502

3 Summer Training Project and its Presentation BBA-503

Marketing Management Group
1 Customers Relations Management BBA-504-M1
2 Marketing Communication and Advertising BBA-504-M2
3 Consumer Behaviour BBA-504-M3
Human Resource Management Group
1 Industrial Relations BBA-505-H1
2 Performance Management BBA-505-H2
3 Compensation Management BBA-505-H3
Financial Management Group
1 Risk Management and Insurance BBA-506-F1
2 Working Capital Management BBA-506-F2
3 Financial Institutions and Markets BBA-506-F3
Banking and Insurance Management Group
1 Indian Banking System BBA-507-BI1
2 Legal and Regulatory Aspects of Insurance Business BBA-507-BI2
3 Practice of General Insurance BBA-507-BI3

Semester: VI
Core Subjects

S.No. Subject Paper Code

1 Management Information System BBA-601
2 Project Management BBA-602
3 Viva-voce on Summer Training BBA-603
Marketing Management Group
1 International Marketing BBA-604-M1
2 Sales and Distribution Management BBA-604-M2
3 Product and Brand Management BBA-604-M3

Human Resource Management Group

1 Human Resource Planning and Development BBA-605-H1
2 Strategic Human Resource Management BBA-605-H2
3 Social Security and Labour Welfare BBA-605-H3
Financial Management Group
1 International Financial Management BBA-606-F1
2 Management of Financial Services BBA-606-F2
3 Corporate Tax Planning and Management BBA-606-F3

Banking and Insurance Management Group

1 Management of Commercial Banks BBA-607-BI1
2 Practice of Life Insurance BBA-607-BI2
3 Banking Law and Practice BBA-607-BI3


Paper BBA-101- Principles and Practice of Management


UNIT-I Definition, Functions, Process, Scope and Significance of Management. Nature of

Management, Managerial Roles, Managerial Skills and Activities, Difference between Management
and Administration. Significance of Values and Ethics in Management.

UNIT-II Evolution of Management Thought Approaches of Management Thought, Functions of

UNIT-III Planning and Organizing Nature, Scope, Objective and Significance of Planning,
Elements and Steps of Planning, Decision Making Organizing Principles, Span of Control, Line and
Staff Relationship, Authority, Delegation and Decentralization. Effective Organizing,
Organizational Structures, Formal and Informal Organizations, Staffing.

UNIT-IV Directing Effective Directing, Supervision, Motivation, Different Theories of

Motivation- Maslow, Herzberg, Mc Clelland, Vroom, Porter and Lawler, Job Satisfaction. Concept
of Leadership- Theories and Styles. Communication Process, Channels and Barriers, Effective

UNIT-V Controlling and Coordinating- Elements of Managerial Control, Control Systems,

Management Control Techniques, Effective Control Systems. Coordination Concept, Importance,
Principles and Techniques of Coordination, Concept of Managerial Effectiveness.

1. Drucker, F. Peter - Management-Tasks, Responsibilities & Practices.
2. Koontz O Donnel Weihrich - Elements of Management.
3. Koontz H, O Donnel C - Management-A Book of Reading.
4. Drucker, F. Peter - The Practice of Management.

Paper BBA-102- Computer Application in Business


UNIT-I Concept of Computers- Brief History of Computers, Generation and Its Evolution.
Characteristics of Computers, (Hardware, Software with types (APPLICATION AND SYSTEM
SOFTWARE) Organizations and Functions of Computers and their Applications.

UNIT-II Type of Computers- Analog, Digital, Hybrid, General Purpose and Special Purpose
Computers, Micro computers, Mini-Computers, Main-frame Computers, and Super Computers

UNIT-III Operating System and Office Automation: Booting Concept, MS DOS, MS Windows,
Introduction to System Management. LAN, MAN, WAN, Communication Channels.

UNIT-IV Information Technology: Fundamentals, Perspectives, Applications and Scope,

Introduction to Internet, Browsers, Applications and scope.
UNIT-V Computer Application in different fields-Basic Information, Data Base Management
System: Creating, Modification of Data base files, Commands Study, Expression and functions, Set
Commands, Sorting, and Indexing.

Suggested Readings:
1. P.K. Sinha - Computer Fundamentals
2. Rajaraman, V - Introduction to Computer Science
3. Bocchino William, A - MIS Tools and Design
4. Scot, George M - Principles of MIS
5. Kanter - Management Information and Control System
6. Grey Perry - Teach Yourself Office 97


Paper BBA-103- Business Communication


UNIT-I English Grammar: Proper Uses of Verb, Noun, Adverb, Adjectives, Punctuation, Para
Phrasing in Business Communication, Understanding, Direct and Indirect Narration, Skills of Essay
Writing and Precise Writing, Significance of knowledge of Grammar in Business
Communication.7Cs of communication

UNIT-II Basic Forms of Communication: Communication Process, Barriers and Bottlenecks in

Communication, Corporate Communication, Formal and Informal Communication Network,
Grapevine, Non-Verbal and verbal Communication. Importance of Communication in Business

UNIT-III Business Correspondence: Essentials of effectiveness correspondence, Different types

of letters, sales letter, goodwill letter, greetings, Different type of applications Modern office
techniques used in business communication. Preparing a professional resume and cover letter,
follow-up messages and letters. Internal communication through: memos, minutes, notices,
circulars. Writing effective Business Reports; Digital Communication.
UNIT-IV Oral Communications: Public Speaking, Body Language, Presentations before the
Group, Factors Affecting Presentation, Effective Listening, Interviewing Skills: Facing different
types of interviews, Arranging and Participation in Group Discussion, Seminars and Conferences.
UNIT-V Report Writing: Writing Skills, Planning, Drafting, Writing, Re-Writing, Editing,
Different Types of Business Reports, Steps towards writing of different types of business reports,
Style of Report Writings.

UNIT-VI Fundamentals of computers- Basic knowledge of computers and its operation, application
of MS- word, MS-excel, MS-PowerPoint, Internet and its uses. Advantages of e-commerce

Suggested Readings

1. Sharma - Business correspondence and report Writing

2. Monipally - The Craft of Business Letter Writing

3. Lesikan V Raymond - Basic Business Communications and Pettel E

4. Herta and Murthy - Effective Business Communications

5. Sinha K.K. - Business Communication


Paper BBA-104- Financial Accounting


UNIT-I Financial Accounting: Nature, Scope and importance of Financial Accounting, GAAP,
Limitations of Accounting, Accounting Principles, Double Entry System, Journals, Ledger,
Rectification of Errors, Bank Reconciliation Statement. Purchase Book, Sales Book, Cash Book,
Three column Cash Book, Trial Balance, Posting of Entries in Accounts Books. Capital and
Revenue: Classification of Income: Classification of expenditure: Classification of receipts,

UNIT-II Preparation of Financial Statements, Manufacturing, Trading and Profit and Loss
Accounts, Balance Sheet, Vertical form of presentation of financial statements.

UNIT-III Accounting for Depreciation Significance and methods , Straight line, Diminishing
balance, annuity, and sinking fund methods Different Types of Reserves.

UNIT-IV Accounting for Partnership Firm-Introduction, Admission of a New Partner, Death and
retirement of Partners, Dissolution of Partnership Firm. Accounts of non-profit organizations
receipts and payments and income and expenditure accounts and balance sheet.

UNIT-V International accounting standards (only outlines).

Suggested Readings
1. R. L. Gupta and V. K. Gupta - Financial Accounting (Pt-I, Pt-II)
2. Bhattacharya and Dearden - Accounting For Management
3. Shukla S M - Advanced Accounting
4. Pandey I M - Essentials of Management Accounting
5. Shukla M C and Grewal TS - Advanced Accounting

Paper BBA-105- Business Economics


UNIT-I Definition, Nature and Scope of Business Economics, Wealth Definition, Scarcity
Definition, Growth Definition, Production Possibility Curve, Circular Flow of Economic Activity,
Economics As Science and as Art, Application of Economic theory to a Firms Level Business
Problems. Micro and Macro Economics. Marginal Utility Concept. Difference between Traditional
and Managerial Economics

UNIT-II Demand Analysis and Forecasting: Meaning of Demand, Determinants of Demand,

Assumptions of Law of Demand, Elasticity of Demand, Demand Forecasting, Law of Supply,
Elasticity of Supply.

UNI-III Cost and Production Analysis: Different Concepts of Costs, Production Function, Cost-
Output Relationship, Law of Variable Proportion and Determining the Level of Production Cost.
Law of Increasing Returns, Law of Decreasing Returns. Economies of Scale Concept.

UNI-IV Pricing Under Different Market Conditions: Nature of Market, Pricing under Perfect,
Monopoly and Monopolistic Market Conditions. Pricing in Actual Practice, Cost Plus Pricing,
Transfer Pricing.

UNIT-V Profit Measurement and Appropriation: Economic vs Accounting Profit, Concept of True
Profit, Factors in Profit Measurement, Appropriation of Profit Policy, and Capitalization of Profit.
Business Cycle: Causes and Effects of Inflation and Recession, Measures of Economic
Stabilization. Concept of National Income.
Suggested Readings:
1. Craig Peterson, Lewis and Jain: Managerial Economics, Pearson Education
2. Keat: Economic Tools for Todays Decision Makers, Pearson Education
3. K.K. Dewett: Modern Economic Theory, S. Chand & Sons, New Delhi
4. Mote, Paul Gupta: Managerial Economics, Vikas Publisher, New Delhi

Paper BBA-106 - Principles of Banking


UNIT-I Money and Banking- An Overview; Nature, Functions and Significance of Money. Demand
and Supply of Money-Concepts and Approaches; Money and Prices- Quantity Theory & Money;
Inflation and its Control.

UNIT-II Evolution of Banking; Systems of Banking-Mixed, Branch, Unit, Group, Chain; Types of
Banks; RBI Organization, Functions, Methods of Credit Control; Commercial Banking; Balance
Sheet of a Bank; Credit Creation.

UNIT-III Structure and Characteristics of Financial & Banking System in India; Indian Money
Market; Indian Capital Market; Indian Monetary Policy & System.

UNIT-IV Sources and Uses of Funds in Banks; Value Chain Analysis in Banking Industry.

Suggested Readings

1. Sundaram, and Varshney, (2004), Banking, Theory Law and Practice, Sultan chand & sons.
2. Maheshwari, S.N. and Maheshwari, S.K., (2005), Banking Law and Practice, Kalyani Publishers,
New Delhi.
3. Gulani, Neelam,C., (2010), Principles of Banking Management, Excel Books.
4. Daniel Lazar, Natrajan, P., (2010), Dynamics of Micro Finance, Excel Books.
5. Gordon.E, Natarajan.K., (2003), Banking, Theory, Law & Practice, Himalaya Publishing House.

Paper BBA-201- Marketing Management


UNIT-I Definition, Nature, Scope and Importance of Marketing, Modern Marketing Concepts,
Marketing Mix and Marketing Environment, Meaning and Dimensions of Market, Market
Segmentation. Role of Marketing in Economic Development and its Applicability in Indian
Conditions. SWOT.

UNIT-II Consumer Behavior: Meaning and its Importance, Consumer Buying Behaviour,
Determinants of Consumer Behaviour, Product, Meaning, Role, Product Planning and Process,
Product Life Cycle, Product-Market Integration, Product-Positioning, Branding, Packaging.

UNIT-III Pricing Advertising and Channels of Distribution : Pricing-Meaning, Role, Theory and
Practice of Pricing Management. Advertising-Meaning, Role, Profit of Advertising in India,
Management of Advertising, Channels of Distribution Meaning, Role, Classification, Factors
Governing Choice of Channels and Intermediaries.

UNIT-IV Physical Distribution, Market Organization, Physical Distribution, Meaning, Objective,

Organization, Role and Relevance of Physical Distribution. Physical Distribution Management,
Marketing Organization, Organizing for Marketing, Evaluation of Marketing Organization,
Principle of Organization Design, Organizational Problems.

UNIT-V Overview of Global Marketing, Rural Marketing, Services Marketing, Marketing

Challenges in 21st Century.
Suggestion Readings:
(1) Kotler, Philip - Marketing Management : Analysis Planning and Control
(2) Stanton W J - Fundamentals of Marketing
(3) Cunduff Still - Fundamentals of Marketing and Goiani Cundiff
(4) Rusenberg, L J - Marketing
(5) Ramaswami and Nama Kumari - Marketing Management

Paper BBA- 202- Human Resource Management


UNIT-I Human Resource Management: An Introduction, Personnel Functions and Organizational

Goals, Personnel Management: Definition, Objectives, Significance, Qualities of Personnel
Managers, Human Resource Planning: Meaning and nature of Human Resource Planning, Theory
and Practice. Qualifications of Personnel Manager.

UNIT-II Recruitment, Selection and Placement, Induction Training, Need and Purpose of Training,
Methods of Training, Development and Growth.
Work Study: Job Design and Appraisal, Job Description, Job Analysis and Evaluation, Job
Enrichment, Performance Monitoring and Appraisal methods, Motivation and Productivity. Job

UNIT-III Wage and Salary administration: Wage policy, Concept and Importance, Fringe Benefits,
Incentive Compensation and Remuneration, Factors affecting Wages and Wage Fixing Machinery.

UNIT-IV Industrial relations: Concept and Significance of Industrial Relations, Trade Unions,
Concept, Objectives and functions of Trade Unions.

UNIT-V Collective Bargaining, Dispute Resolution and Grievance settlement, Employee

Discipline Regulatory Mechanism, Suspension, Dismissal, Retrenchment, Industrial Conflicts and
resolutions, Role of Trade Unions in Collective Bargaining. Strategic HRM Overview.

Suggestion Readings:

1. Aswathappa K - Human Resource and Personnel Management (Tata McGraw Hill, 5thEd.).
2. Rao VSP Human Resource Management, Text and Cases (Excel Books, 2ndEd.),
3. Ivansevich Human Resource Management (Tata McGraw Hill, 10thEd.)
4. Dessler Human Resource Management (Prentice Hall, 10thEd.)
5. Bernardi Human Resource Management (Tata McGraw Hill, 4thEd.)

Paper BBA- 203- Business Environment


UNIT-I Concept, Significance and Nature of Business Environment. Types of environment,

Techniques for Environment Analysis-SWOT/ETOP, Approaches and Significance of Environment
Forecasting. Business Environment and Society Concept, Social responsibility of Business,
Business Ethics, Technological Development and Social Changes.

UNIT-II Financial Markets, Institutions & Services. Business and Economy: Economic System,
Capitalism, Socialism, Mixed Economy, Features of Indian Economy, Public Sector, Private Sector,
Small Scale industries: Concept, Significance, Issues and Priorities. Role of Public Sector in Indian
Economy and its Problems.

UNIT-III Business and Government: Role of Government in Economic Planning in India,

Introduction to Economic Policies (Industrial Policy, Monetary Policy, Fiscal Policy, FTP)

UNIT-IV Business and Law: Consumer Protection Act 1986, IDR Act 1951, the Competition
Act, 2002 & MRTP act.

UNIT-V International Business Environment- An overview, International Economic Groupings:

GATT, WTO, UNCTAD, World Bank, IMF, European Union. Foreign Investments

Suggestion Readings:
(1) Cherunilam Francis - Business Environment
(2) Ghose A N - Indian Economy-Its Nature and Problems
(3) Agarwal A N - Emerging Dimensions of Indian Management
(4) Datta R and Sundharan K P M - Indian Economy
(5) Adhikari M - Economic Environment of Business
Paper BBA- 204- Production and Operations Management


UNIT-I Meaning, nature and scope of production and Operations management, Production Analysis
and planning, production functions, responsibility of operations manager, Operations as strategy
used by organizations, significance of Operations management in the current global scenario.
UNIT-II Plant location and Plant layout Factors To Be Taken care for Plant Location. Meaning
and Types of layout.

UNIT-III Production and Operations planning, procedure, Objectives and Importance of

Production and operations Planning And Production Control, Manufacturing Systems, Materials
Management-Its Scope and Importance, Purchasing Function and Procedures, Store Keeping

UNIT-IV Inventory Control, Relevant Costs, Economic Lot Size, Inventory Analysis, Sales
Forecasting Techniques and materials management.

UNIT-V Productivity-Concept and factors on which Productivity depends, Measurement of

Productivity, Input Output Analysis and Productivity, Product Development and Designing, Stages
of New Product Development, Standardization, Simplification and Specialization, Automation.
UNIT-VI Development of Efficiency Work Method, Material Flow Process Chart, Man flow
Process Chart, Principles of Motion Economy, Comparison of Alternative work Methods, Safety
and Health Considerations, Maintenance of Production Facilities, Quality Control and Inspection,
Sampling Inspection, Quality Control Charts, Attributes and Variables Charts, TQM, Six Sigma
Suggested Readings
1. Myers -Production Management
2. Bufa -Modern Production Management
3. Goel and Gupta -Production Management
4. Hegde -Production Management
5. Starr -Operations Management
6. SN CHARY -Operations Management
7. Chunawala and Patel -Production and Operations management

Paper BBA- 205- Business Finance


UNIT-I Business Finance- Conceptual Foundation, Finance Functions in Business, Corporate

Finance, Nature and Scope of Financial Management, Objectives of Financial Management, Role of
Financial Management and Financial Manager in Business Organizations, Forms of Business
Organizations, Regulatory Framework: Brief Introduction of Companies Act, Partnership Act,
Securities and Exchange Board of India Regulations.

UNIT-II Cost of Capital: Meaning and Importance of Cost of capital, Measurement of Cost
of Debt, Preference Share Capital, Equity Shares and Retained Earnings, Overall Cost of Capital of
the Firm. Capital Rationing.

UNIT-III Cost of Debt, Cost of Preference Shares, Debentures, Convertible Debentures, Relative
Merits and Limitations. Financial Securities: Characteristics of Different Securities. Meaning of
Capitalization, Over and Under Capitalization-Their Causes and Remedies. Capitalization and
Capital Structure: Meaning of Capital Structure, Operating Leverage, Financial Leverage, Capital
Structure Planning, Assessment of Debt Capacity. Guidelines for Capital Structure Planning, factors
affecting capital structure decisions and its impact on corporate performance.

UNIT-IV Short Term Financial Requirement: Working Capital- Its need and Importance, Factors
Affecting Working Capital requirements, Estimating Working Capital requirements, Working
Capital Financing Policy. Sources of finance.

UNIT-V Dividend Policy and Retained Earnings: Dividend-Payout Ratio, Managerial

Considerations in Determining Dividend Payout, Factors Affecting Dividend Policy, Dividend
Stability, Dividend Policy and Share Valuation Traditional Position, Walter Model, M-M Position

Suggested Readings

1. Khan, M Y - Financial Management

2. Prasana Chandra - Financial Management

3. Pandey, I M - Financial Management

4. Kuchal, S C - Financial Management and Corporate Finance

5. Van Horne - Financial Management


Paper BBA- 206 -Soft Skills and Business Writing


UNIT-I Importance of communication Skills: Writing and reading Word Power Vocabulary
Jargon rate of speech, pitch, tone Clarity of voice . Relation between communication and soft

UNIT-II Interpersonal Skills: Anger Management; contents, importance triggers and overcome.
Time management: concept and importance. Stress Management: concepts and causes of harmful
Work Stress. Probing and Negotiation skills.

UNIT-III Business and Personal Etiquette: Etiquette in social as well as office settings:
Telephone and e-mail. Improving personal memory, study skills includes notes taking, reading and
creative thinking. Personal grooming, appearance dress sense, personal hygiene and developing self

UNIT-IV Business writing : business letters pro-forma culture format style effectiveness,
promptness Analysis of sample letters collected from industry focus on e-mails.

UNIT-V Practical Aspect : Public speaking , group/Individual presentation , Extempore,

negotiation skills practice through role plays .Mock interview. Oral case analysis in small groups.

Suggested Readings

1. Communication for Business, Shirley Taylor, Publication Pearson Education.

2. Essentials of Business Communication, Rajendra Pal,J.S.Korlahalli
3. Business Communication, Urmila Rai,S.M.Rai.
4. Business Communication, K.K. Sinha, Galgotia Publishing Company
5. The ACE of Soft Skills: Attitude, Communication and Etiquette for Success, Gopala swamy
Ramesh, Ramesh, Publisher: Pearson Education India, 2010
6. Effective Communication and Soft Skills,Nitin Bhatnagar, Publisher Pearson Education
7. Better Business Writing, Author Susan Brock, Publisher: Crisp Publications, Incorporated,
8. The Little Black Book of Business Writing, Mark Tredinnick, Geoff Whyte
Publisher: UNSW Press, 2010

Paper BBA- 301- International Business


UNIT-I An Overview of International Business, Framework of International Business, Types of

International Business, International Business Approaches, Global Marketing Theory of
Competitive Advantages, Neo-Classical, Modern Approach to International Business,
Global Competitiveness of Indian Organizations.

UNIT-II International Business Decision : Mode of Entry, Factors Affecting Decision For
International Business, Role Of International Institutions Like GATT, WTO, ECM, IMF, IBRD,
IDA, IFC, UNCTAD, In International Business. Recent Trends in World trade,
Multi National Corporations and the Trade. Problems of Trade and Aid to Developing Countries

UNIT-III Export and Import Policy, Trade Policy, Balance of Payment, Custom and Tariff
Rationalization. Identifying Foreign Markets and Overseas markets, International Marketing Mix,
Product Development, Transfer Logistics and Distribution Channels, Role of documentation in
International Trade, Export Pricing, Methods of International Payments. Problems of Trade and Aid
to Developing Countries.

UNIT-IV International Capital Movement, Risk in International Operations, International

Investment, Financing of Foreign trade, Factor Mobility and Direct Foreign Investment. Export
Finance, Pre and post Shipment credit, Introduction to FEMA, Insurance. Role of ECGC and export
Promotion Councils, Eurocurrency Market. Importance of FEMA with Indian context and
difference between FERA and FEMA.

UNIT-V Regional Economic Groupings, Major Trading Blocks, Globalization with Social
responsibility, Introduction to International Monetary and Financial System, NAFTA, SAARC, G-8
& G-14.
Suggestion Readings:
(1) Ramu S Shiva - International Business- Governance Structure
(2) John, F - International Business Strategy and Administration
(3) Lal Sanjay - Multinationals, Technology and Exports
(4) Robinson D Richard - International Business Management
(5) Varshney and Bhattacharya - International Marketing Management

Paper BBA- 302 -Organizational Behaviour


UNIT-I Introduction Conceptual Foundation of Organisational Behaviour; Organization and

Its Analysis , Nature of Organization , Nature, Scope and Significance of Organizational
Behaviour , Relevance O.B in Todays Business Environment.

UNIT-II Individual Dimensions of Organizational Behaviour: Nature of Human Behaviour,

Perception, Learning and Behaviour Modification, Personality, Attitudes, Motivation and theories
of motivation. Socio- Cultural Factors.

UNIT-III Interactive Dimension of Organizational Behaviour: Interpersonal Behaviour, Group

Dynamics and Behaviour, Power, Authority, and Politics, Leadership, Communication,
Organizational Conflicts, Organizational Climate.
UNIT-IV Structural Dimensions of Organizational Behaviour: Organization Theory -
Administrative , Scientific and Bureaucratic structure. Determinants of Organization structure.
Formal and Informal Organization. Designing of Organization Structure, Forms of Organization
structure: Function based, Product based, Geography based, Project based ( Matrix) Organization
Design: Mechanistic and Organic Structure, Virtual and Network organization Structure

UNIT-V Organizational Effectiveness: Organizational effectiveness, Organizational change and

Development an overview. Organization culture: Concept; Dominant Culture; Strong vs Weak
Cultures ; Creating and Sustaining Culture;
Suggested Readings
1. Korman, Abhraham K - Organizational Behaviour
2. Singh and Chhabra - Organization and Behaviour
3. Khanka S S - Organizational Behavior
4. Maslow A H - Motivation and Personality
5. Stephen P Robbins - Organizational Behaviour

Paper BBA- 303 - Business Laws


UNIT-I Meaning and Importance of Business Laws, Laws and Business managers, Government
and Business Relationship in India.

UNIT-II Indian Contract Act 1872: Proposal , Acceptance , Promise , Consideration , Capacity to
Contract , Performance of Contracts , Discharge of Contracts, Breach of Contract, Remedies
Against Breach of Contract , Indemnity and Guarantee , Bailment and Pledge , Contract of Agency .

UNIT-III The Sale of Goods Act, 1930: Contract of Sale , Essentials of Contract of Sale, Sales
Agreement and Agreement to Sale , Conditions and Warranties, Passing of Property of Goods,
Transfer of Title by Non Owners, Performance of Contract of sale , Duties and rights of Parties,
Breach of Contract of sale , Auction sale .

UNIT-IV Indian Partnership Act, 1932: Definition of Partnership, Partner, Firm , Kinds of
partnership, Duties and Rights of partners , Dissolution of a Firm , Minor as a Partner.

UNIT-V Negotiable Instrument Act, 1881: Definition and Essential Features of Negotiable
Instruments, Types of Instruments and Endorsement, Parties to Negotiable Instrument

UNIT-VI Consumer Protection Act, Provisions related to Consumer protection and Redressel of
Consumer Grievances.
Suggested Readings:
1. Kuchal M C -Mercantile Law
2. Kapoor N D -Mercantile Law
3. Shukla M C -A Manual of Mercantile Law
4. Jain J D -Indian Contract Act.
5. Singh Avatar - Mercantile Law

Paper BBA- 304 -Accounting for Management


UNIT-I Introduction to Management Accounting: Nature, Scope, Significance, and Functions of

Accounting, Management Accounting VS Financial Accounting. Management Accounting VS Cost

UNIT-II Break even Analysis: The Break Even Point, on the P/V Graph, The Break Even Point
Formula and Uses of Break Even Analysis, Cost Volume Profit Relationship: The Relationship
of Costs and Profits with Volume, Uses and Limitations.

UNIT-III Cost Analysis for Decision making: Decisions facing Management, The Role of Costs,
Relevant Cost, Contribution Approach, Relevance and Cost Behaviour, Short Term and Long term
Indications, Opportunity Cost. Decision Involving Alternative Choices : Nature of Managerial
decision Making , Concept of Differential Costs, Decision to make or Buy, Decision to Accept a
special order, Decision to Continue or Drop A Product Line.

UNIT-IV Budgeting and Budgetary Control: Budgeting as a Tool, Uses and Organization of the
Budgeting, Limiting Budget factors, The Budgeting Process, Step in Budget Preparation, Types of

UNIT-V Standard Costing and Variance Analysis: Standard Costing VS Historical Costing, Types
of Standards, Concept of Variance Analysis, Computation of Material, Labour Variance.

Suggestion Readings:
(1)Anthony , RN And Welsh, GA - Fundamentals of Management Accounting
(2)Khan and Jain - Management Accounting
(3)Horngren, CT - Cost Accounting

Paper BBA- 305- Statistics for Management


UNIT-I Introduction, Importance, Uses of Statistics and quantitative techniques, Methods of

Presenting Statistical Informations and Collection of Data, Frequency Distribution, Measure of
Central Tendency, Mean, Mode, Median , Measure of Dispersion , Range , Qua- Deviation, Mean
Deviation, Standard Deviation and Variance: Measure of Skewness and Kurtosis

UNIT-II Probability Theory: Definition of Probability, events, Counting rules and Computation of
Probabilities: Addition, Multiplication rules, Conditional Probability, Rules of Bays and
permutation and Combination. Probability Distribution: Introduction to Binomial, Poisson and
Normal Distribution.

UNIT-III Sampling need of Sampling, Sampling and Non Sampling Errors, statistics and
parameters, selection of sample, Probability and non- probability sampling techniques.

UNIT-IV Nature and Significance of Correlation, Types of Correlation, Methods of studying

correlation, Rank correlation coefficient. Business forecasting: techniques of forecasting- linear
regression Analysis, Curve Fitting and Method of Least Square.

Suggested Readings:

a) Statistics For Management, J.K. Sharma, Pearson Education

b) Statistics For Management, Levin and Rubin, PHI
c) Business Statistics, Gupta and Gupta, Sultan Chand & Co.
d) Fundamental of Statistics, D.N.Elhance & Veena Elhance, Kitab Mahal,Allahabad
e) Quantitative Techniques in Managerial Decisions, N.D.Vohra
f) Statistics for Management, Levin R.I.and Rubin Devid S
g) Applied Business Statistics -Stephen K.C
h) Business Research Methods -Emory and Cooper
i) Business Statistics. S.P.Gupta and M.P.Gupta

Paper BBA- 306 - Principles of Insurance


UNIT-I Concept of Risk, Types of Risk, Risk Management Transfer and Pooling of Risks, Concept
of Insurable Risk.

UNIT-II Concept of Insurance, Relevance of Insurance to the Emerging Socio-Economic Needs of

all the Sections of Society including Industrial Sector, Types of Insurance Organizations, Insurance
Business, Intermediaries in Insurance Business.

UNIT-III Formation of Insurance Contract, Life, Fire, Marine and Motor Insurance Contracts,
Principles of Insurance: Utmost Good Faith, Indemnity, Insurable Interest

UNIT-IV Classification of Insurance: Life, Non-Life (general), Health, Pension, Social Security
and Retirement Benefits,

Suggested Readings

1. Insurance Act, 1938 - Universal Book Traders, Delhi

2. Law relating to Insurance - R. M. Vats

3. Insurance Principles & Practice - M. N. Mishra

4. Modern Concepts of Insurance - M. N. Mishra

5. Insurance Act, 1938 - Universal Book Traders, Delhi

6. Law relating to Insurance - R.M. Vats

7. Insurance Dictionary - John R Ingrisano

8. Elements of Mercantile Law - N.D. Kapoor


Paper BBA- 401- Company Law

UNIT-I Introduction: Evolution of Indian Companies Act, 1956, Meaning and Characteristics of
Company, Definition of a Company under the Companies Act, 1956, Types of Companies,
Difference between a Company and Other Associations of persons. Promotion of a company:
Availability of Name, Duties and Liabilities of Promoters.

UNIT-II Formation of A Company: Incorporation, Documents To Be Filed With Registrar,

Memorandum of Association, Articles of Association, Preparation and Filing of Memorandum and
Articles of Association. Alteration of Memorandum of Association and Articles of Associations.
Procedure for Conversion of Private Company in to Public Company and Vice Versa. Doctrine of
Indoor Management, Doctrine of Ultra Vires.

UNIT-III Share capital and Debentures: Types of Shares and debentures, Issue of Shares and
debentures, Prospectus, Transfer and transmission of shares and debentures.

UNIT-IV Company Administration: Directors, Managing Director, Appointment, Qualification and

Disqualification of Directors, Different type of Directors, Appointment, Re-appointment,
Retirement, Resignation, removal of Directors, Powers and the Duties of the Directors. Different
Types of Meeting: Annual General Meeting, Extraordinary General Meeting, Procedure for holding
General Meetings.
UNIT-V Winding up of Companies: Types of Winding Up, Circumstances under which The
Company Can Be Wind Up By the Court, Appointment of Official Liquidator. Rights and Duties of
Official Liquidator, Role of Contributories in Company Liquidation.
Suggested Readings:

1. Avtar Singh Indian Company Law

2. M.C.Bhandari Guide to Company Law
3. Sen Gupta B.K. Company Law
4. Ramaiahy Guide to Company Law

Paper BBA- 402 - Research Methodology


UNIT-I Introduction, Definition, Importance, Scope and Limitations of Research, Objectives, Types
of Research. Planning and Designing Research.

UNIT-II Secondary and Primary Data Collection- Introduction to Secondary Data Source and their
types, Methods of Data Collection, Data preparation-Validation, Editing Coding, Tabulation and
Cross Tabulation of Data, Questionnaire design

UNIT-III Introduction to Sampling, Sampling Process, Sampling Designs, sample size, nominal,
ordinal, interval and ratio scales, comparative and non comparative scales, Attitude Measurement,
Types of Scales for Attitude Measurement
UNIT-IV Introduction to univariate, bivariate and multivariate data analysis. Testing hypotheses:
introduction, basic concepts, application of z-test, t-test and chi-square test.

UNIT-V Presentation and Follow up of research reportRole of the report, Type of business
reports, Contents of the research reports, personal Presentation of the report, guidelines for writing
the research report, Follow through. Applications of research in various functional areas of
Suggested Readings:

1. CR Kothari Research Methodology

2. D.A.Aaker and G.S.Dey - Marketing Research

3. Weiers - Marketing Research

4. Malhotra - Marketing Research

5. Luke and Robin - Marketing Research

6. Tull and Hawkins - Marketing Research


Paper BBA- 403 -Fundamentals of Retailing


UNIT-I Introduction to Retailing: Evolution of Retail Environment. Definition, Scope and

Importance of Retailing; Formats of Retailing; Theories of Retail Development; Global and Indian
Retail Scenario; Information Gathering in Retail

UNIT-II Growth Strategies, Locational Decisions Strategies, Retail Planning process, Marketing
research for retailing.

UNIT-III Merchandise Management Process, Sales forecasting, Merchandise Budget, Assortment

Plan, Inventory Management, Merchandise Buying, Retail Pricing, Retail Communication Mix.,

UNIT-IV Store Management & other issues: Store Layout, Design & Visual Merchandising,
Atmospherics, Responsibilities of a Store Manager, Inventory Shrinkage, Retail HRM, Online
Retailing, International Retailing, Legal & Ethical Issues in Retailing.

UNIT-V Non Store retailing, Technology in Retailing, Ethical Dimensions, Legal and Security
Issues in Retail.

Suggested Readings

Text Books
1. Levy M., Weitz B.A and Pandit A. (2008), Retailing Management, 6th Edition, Tata McGraw
2. Berman B. Evans J. R. (2007), Retail Management, 10th Edition, Pearson Education.

Reference Books
1. Pradhan S. (2009), Retailing Management Text and cases, 3rd Edition, Tata McGraw Hill, New
2. Vedamani, Gibson G. (2008) Retail Management: Functional Principles and Practices, 3rd
Edition, Jaico Books, New Delhi.

Paper BBA- 404 -Management of Service Organization


UNIT-I The Nature of Services Marketing Introduction, Definition and Characteristics of

Services, Classification of Services, Evolution of Services Marketing, Importance of Services
Marketing In Indian Economy. The Services Marketing Mix-Importance of 7 Ps in Services

UNIT-II Services Marketing-the People Component in Services and its Importance. Using People
to Differentiate Services, Internal Marketing, Employee Motivation And Implication For Service

UNIT-III Market Segmentation, Selection of Market and Positioning Of Services, Quantity and
Quality of Services, Determinants of Quality and Quantity. Demand and supply management.

UNIT-IV Application of The Components of Marketing of Services in Financial Services with

special reference to Banking, Mutual Fund, Portfolio Management Services. Hospitals, Consultancy
Services, Education and Training Services.

UNIT-V Application of the Components of Marketing of Services in Marketing of Tourism, Travel

Hospitality and Transport Services and ITES.

Suggested Readings
a) Services Management: An Integrated Approach,
Bart Van Looy, Roland Van Dierdonck, Paul Gemmel, Pearson Education, Limited
b) Strategic management of services: framework and case, Ranjan Das, Oxford University
c) Service Management and Marketing: Customer Management in Service Competition,
Christian Gronroos, Wiley
d) The management of service operations, Dr. J. Nevan Wright, Peter Race, Cengage
Learning EMEA
e) Service Management, Fitzsimmons, Tata McGraw-Hill Education

Paper BBA- 405 -Organizational Change and Intervention Strategy


UNIT-I Concept Of organisational change: Introduction, Planned and Unplanned Change, Factors
influencing organisational change, the practice of organisational change, organisational culture and
change , Managing resistance to change, effective implementation of change.

UNIT-II Model of Organisational change- Some model of change, causes of failure of changes,
organisation changes and process consultation, Manager and the change, Internal and external agent
of change.

UNIT-III Organisational Diagnosis- Introduction, diagnosis methods, evaluation of organisation

change programme.

Management of Organisational Development - Foundation of organizational development,
Managing organisational development process.

UNIT-V Organizational Interventions- Introduction, Team intervention, Inter group and third party
Peace Making intervention, comprehensive intervention, training Experiences.
Suggested Readings:

1. Uma Sekran - Organisational Behaviour

2. French And Bell - Organisation development

3.Stephen Robbin - Organisational Behaviour

4. Abad Ahmed at el - Developing effective Organisations.

5. Husesy -How to make Organisation change

6. French WH and Bell - Organizational Development Theory Practice and Research choice,

Paper BBA- 406- Entrepreneurship and Small Business


UNIT-I Definition of Entrepreneurship, Characteristics of Entrepreneur, Concept of

Entrepreneurship-Conceptual Model, Views of Schumpeter, Walker and Drucker, Entrepreneurship
Culture, Traits of a True Entrepreneur, Difference between Entrepreneur and manager,
Entrepreneurial Motivation-Motivation Factors, Compelling Factors, Motivation Theory, Problem
of developing Entrepreneur & Entrepreneurial theory.

UNIT-II Definition of Small Business, The Benefits and Opportunities of Small Business
Ownership, Ownership Structure and Organizational Frame Work, Sole Proprietorship, Partnership,
Corporations, Advantages and Disadvantages, Evaluating the Existing Business. The Potential
Drawbacks of Entrepreneurship. Forms of Ownership

UNIT-III Problems related to Financial Management, Operational Management, Human Resource

Management and Marketing Management in Small Scale Enterprises

UNIT-IV Role of Financial Institutions:- IFCI, ICICI, IDBI, EXIM Bank, UTI, LIC, GIC, SIDBI,
NSSIC, SFCs, Commercial Bank in Entrepreneurial Development in India.

UNIT-V Policy of the Government Regarding Small Scale Industries and Entrepreneurial
Development, Different Government Agencies providing Guidance, Assistance to small Scale
Industries, General Problems of Small Scale Industries in India.
Suggested Reading

1.KhanKa, S.S., Entrepreneurial Development, S. Chand, New Delhi.

2. Hisrich D. Robert, Michael P. Peters, Dean A. Sheperd, Entrepreneurship, McGraw-Hill, 6th ed.
3. Zimmerer W. Thomas, Norman M. Scarborough, Essentials of Entrepreneurship and Small
Business Management, PHI, 4th ed.
4. Kuratko, F. Donald, Richard M. Hodgetts, Entrepreneurship: Theory, Process, Practice,

Paper BBA- 501 -Operations Research


UNIT-I Introduction to Operational Research, Introduction to linear programming, problem

formulation, Graphical and Simplex methods for solving LPP, Primal and dual relationship.
Managerial applications of LPP.

UNIT-II Solutions to Assignment and Transportation problems.

UNIT-III Job sequencing problems: processing of n-jobs on two machines, processing of n-jobs on
three machines, to calculate minimum elapsed time and idle time for machines.

UNIT-IV Game Theory: Pure and mixed strategy, two person zero sum game, solution of games
with and without saddle point, dominance rules, arithmetic method and graphical method.

UNIT-V Decision theory: Calculation of EMV, EVP, EOL. Decision making under uncertainty and

Suggested Readings:
1. J.K.Sharma Operations Research
2. V.K. Kapoor Operations Research
3. Taha Operations Research
4. Kalawati Operations Research

Paper BBA- 502 -Strategic Management


UNIT-I Introduction to Business Policy and Strategic Management, Nature, Meaning and Scope,
Importance of Business Policy and Strategic Management, difference between business policy and
strategy, strategy and tactics, Corporate strategy, Business Strategy, Functional Strategy

UNIT-II Corporate Planning, Concept of Planning, Planning Process, Types of Planning, Strategic
Planning, Strategy Decision Making, Mission, Objectives and Goals.

UNIT-III Major Strategic Options-Stability Strategy, Growth or Expansion Strategy,

Diversification Strategy, Retrenchment Strategy and its Variations. Combination Strategy,
Turnaround Strategy, External Growth Strategy, Factors Influencing Choice of Strategy, Business
strategies and functional strategies.

UNIT-IV Strategy Implementation: Structure, Systems and People, issues in implementation,

Model of Strategic Implementation, Project implementation and Control techniques.
Suggested Readings

a) Strategic Management, A Pearce ,Richard B robbinson Junior , Amita Mittal, Tata MC hill
b) Strategic Management, A nag, Vikas Publication
c) Strategic Management, R Srinivasan, PHI learning
a) Strategic Management, Azhar Kazmi,
b) Strategic Management, N Chandrasekaran PS ananthnarayan,

Paper BBA- 503 - Summer Training Project And Its Presentation

After Completion of the compulsory training in designated organization each

student shall prepare a training report on the pattern finalized in consultation
with the Teacher in-charge of the training. A copy of the report shall be
submitted to the department duly approved by concerned teacher. Each
Student shall present a seminar based on the training report.
Marketing Management Group

Paper BBA-504-M1 -Customer Relationship Management


UNIT-I Conceptual Frame Work of Customer Relationship and its Management, Evolution of
Customer Relationship Management, Relationship Marketing, Types of CRM-Win Back,
Prospecting, Loyalty, Cross Sell and Up Sell. Significance and Importance of CRM in Modern
Business Environment.

UNIT-II Introduction to CRM-Planning, Strategy for CRM, Process of Segmentation, Choice of

Technology, Choice of Organizational Structure for CRM, Understanding Market Intelligent

UNIT-III Implementation of CRM: Business Oriented Solutions, Project Management, Channel

Management, CRM and Data Mining, Information required for Effective CRM.

UNIT-IV Concept of Loyalty in CRM: Definition of Loyalty, Customer Loyalty and Status of CRM
in India.

Suggested readings

1. Brown Stanley - Customer Relationship Management

2. Seth J N, Shainesh G - Customer Relationship Management


Paper BBA-504-M2 -Marketing Communication and Advertising


UNIT-I Communication Process- Nature of Communication Process and its Different Elements, Obstacles
in Communication Process, Role of Communication in Perception, Learning and Attitude Change.
Communication Process in Marketing-Importance and Applications of Communication Process in
Marketing, Different Elements of Promotional Mix and Communication Process Relevant to them,
Communication Process in Corporate Image Building, Advertising and Consumer Psychology, Role of
Integrated Marketing Communication.

UNIT-II Advertising-Definition, Objectives, Functions, Classifications of Advertising, Advertising

as a Tool of Communication, Social and Economic Aspects of Advertising. Advertising
Departments and Agencies.

UNIT-III Setting Advertising Objectives, DAGMAR Approach, Continuous Advertising Program,

Message and Copy, Message Strategy and Message Design, Elements of Advertisements Copy,
Developing Effective Advertising Copy, Creativity and Visualization in Advertising.

UNIT-IV Media Planning and Scheduling: Role of Media in Advertising, Comparative Study of
Different Advertising Media, Media Choice, Allocation of Budget for Advertising, Approaches and
Procedures for Determining the Size of the Budget. Advertising strategies needed for brand
UNIT-V Social and Economic Aspects of Advertising, Productivity of Advertising, Its Contribution
to Economic Development and Standard of Living, Ethics and Advertising.
Suggested readings

1. Brown Stanley - Customer Relationship Management

2. Seth J N, Shainesh G - Customer Relationship Management


Paper BBA-504-M3 -Consumer Behaviour

UNIT-I Introduction -Nature and Scope of Consumer Behaviour, Importance of Study of Consumer
Behavior, Types of Buying Behavior. Needs and Buyer Motivation, Personality, Self Concept and
Consumer Behaviour, Consumer Perception, Consumer Attitudes, Consumer as A Learner.

UNIT-II Consumer Psychographics, Psychographics VS Demographics, Group Dynamics, Macro-

Social Factors- Social and Cultural Environment of Consumer-Economic, Demographic, Cultural,
Sub-Cultural and Cross Cultural Influences, Social Class and Social Stratification, Segmentation
and its Validity. Micro and Macro Social Factors- Social Groups and Norms, Reference Groups,
Organizations and Family Influences, Family Buying Behavior.

UNIT-III Consumer Decision Process, Pre and Post Purchase Behavior, Purchase Process,
Rationality in Buying, Models of Consumer Decision Making. Models Of Buying Behavior-
Nicosia, Howard Sheth, EKB, EBM Organizational Buying Behavior.

UNIT-IV Institutional Buying Behavior, Changing retail landscape and its effect on consumer
behavior, Satisfaction -Need And Importance, Mechanism Of Consumer Satisfaction And Dis-
satisfaction, Repeated Buying, Brand And Shifting Loyalty, Opinion Leadership, and Complaint
(1) Zaltman and Wallendrof - Consumer Behavior
(2) Engel Blackwell Edition - Consumer Behavior
(3) Mellout, Douglas W .Tr - Consumer Behavior
(4) Lodon and Della Bitta - Consumer Behavior
(5) Schiffman and Kanuk - Consumer Behavior

Human Resource Management Group

Paper BBA-505-H1- Industrial Relations

UNIT-I Introduction, Meaning, Scope and Importance of Industrial Relations; Major Participants
in Industrial Relations; Role of State; Characteristics of Industrial Relations System in India. Three
parties to IR and role of govt.

UNIT-II Trade Unions and Labour Administration: Trade Unions in India-Concept, Objectives,
Structure and Function. Trade Unions Act, 1926.Trade Union Movement in India-Growth,
Problems, Recent Trends and Future of Trade Unionism in India. Social Responsibility of Trade
Unions.ILO - concept and impotance.ILC and Indian Constitutional Provisions in Relation to Labor
Administration -

UNIT-III Grievance Redressal Machinery: Consultative Bodies (Bipartite, Tripartite) and IR

Strategies, Employers Organizations in India Contemporary Trends and Future of Industrial
Relations in India.

UNIT-IV Industrial Disputes: Nature and Causes, Machinery Provided for Investigation, Prevention
and Settlement of Industrial Disputes. Disciplinary Action: Purposes and Procedures, Conciliation,
Arbitration, Adjudication, Collective Bargaining. Industrial Disputes Act, 1947 Review and

Suggested Readings

1. Singh, BP, Chhabra, T N, Taneja, P L -Personnel Management and Industrial Relations.

2. Abraham H Maslow -Motivation and Personality

3. Agnihotri, V -Personnel Management and Industrial Relations

4. Davar, Rustam S -Personnel Management and Industrial Relations


Paper BBA-505-H2 -Performance Management


UNIT-I Concept, characteristic, role and significance of performance; performance appraisal vis--
vis performance management, process of performance management; performance management and
strategic planning linkages

UNIT-II Establishing and operationalising performance management system; measuring

performance-results and behaviour; conducting performance review discussions; harnessing
performance management system for performance improvement.

UNIT-III Performance management strategies and interventions- reward based performance

management; career based performance management, term based performance management.

UNIT-IV Culture based performance management; measurement based performance management;

competency based performance management; leadership based performance management.

Suggested Readings:
Aguinis, Herman, Performance Management, Pearson Education, Inc.
Kandula, Srinivas R., Performance Management, PHI, New Delhi.
Rao, T.V., Performance Management and Appraisal Systems, Response Bank, New Delhi.
Cardy, Robert L., Performance Management: Concepts, Skills and Exercise, PHI, New Delhi.
Sahu, R.K., Performance Management System, Excel Books, New Delhi.

Paper BBA-505-H3- Compensation Management

UNIT-I Introduction, Conceptual aspects of compensation and reward management; Monetary and
non-monetary components of compensation and rewards; Employees acceptance of wage level;
wage and motivators. Concept of total rewards.

UNIT-II Job Evaluation: Processes and Schemes Salient features of Job Evaluation , Concept of
Job enrichment and Job Enlargement job classification; ranking ; Urwick Orr Profile Method.

UNIT-III Wages and Salary Administration Concepts of minimum wage, living wage and fair
wage; Wage Boards; Pay Commissions; ; Pricing Jobs: pay levels; designing pay ranges and
bands;Salary structures: graded salary structures; salary progression curves; Pay structure in
practice: Basic salary, DA,Allowances, Bonus; Fringe benefits and Incentives: Incentive schemes
and types of incentive plans. Spot awards, Team incentives.

UNIT-IV Compensation Strategies Concept of Competency Mapping with pay scale. Rewarding
excellence; Creating the strategic reward system. Best practices in pay for performance.
Compensation as a retention strategy.

UNIT-V Rewarding Performance and Executive Compensation, Individual-based compensation;

team-based compensation; Commission system; Gain sharing plans: Scanlon Plan, Rucker Plan,
Improshare, Value added; Profit sharing plans and Cafeteria plan. Employee benefits and pension.
Stock option and purchase plans using ESOP compensation. Pension understanding kinds of
pension. Executive Compensation; Principles of Executive Compensation; Factors affecting
Executive compensation; Models of Executive Compensation: Trends of Executive compensation in
India and abroad. International Compensation.
Suggested Readings

a) Compensation Management, P.Jyoti $ Venkatash, Oxford Publication

b) Compensation Management, Dipak kumar Bhatacharya , OOP Industrial
c) Wage & Salary administration, Henderson,
d) Singh, Chabara and Taneja -Personnel Management and Industrial Relations
e) Brennan, Charles -Wage Administration
f) Suri, G K -Wage Incentives
g) Zollitsch, Herbert Gand A Langsner -Wage and Salary Administration

Financial Management Group

Paper BBA-506-F1 -Risk Management and Insurance


UNIT-I An overview of Risk and Risk Management, Risk and its Management, Objectives of Risk
Management, Risk identification and Measurement, A Rationale for risk Management in

UNIT-II Risk Assessments: Risk Identification, Risk Analysis: Exposure of Physical Assets,
Financial Assets, Human Assets & Legal Liability. Risk Management Methods: Risk Control, Risk
Financing Techniques.

UNIT-III Corporate Risk Management: Corporate Risk Management and Standard wealth, Tax,
Regulatory and Accounting factor, Affecting Corporate Risk Management.

UNIT IV Insurance Methods and Function: Hedging Risk with Derivative contracts, Analysis Tool
used in Corporate Risk management.

UNIT-V An introduction to the insurance industry, The Driving of Insurance, Insurance Regulation
and Financial Assessment. Analysis of Insurance Coverage, Legal aspects of Insurance Contracts.
Insurance Contract Analysis: Property and Liability coverage, Property and Liability Insurance
Contracts, Life Insurance.


1. Gupta P.K., Insurance & Risk Management, Himalayan Publishing House.

2. Scot Harrington & Gregory, Risk Management & Insurance, Tata McGraw Hill
3. C.Arthers & C.William, Risk Management & Insurance, Tata McGraw Hill
4. James Trieschmann, Risk Management & Insurance, Thomson Press

Paper BBA-506-F2 -Working Capital Management


UNIT-I Working Capital-Nature, Components, Types, Functions, Determinants and Significance.

Factors Affecting Composition of Working Capital.

UNIT-II Working Capital Policies: Estimation of Firms Working Capital Needs, Operating Cycle
Approach, Working Capital Ratios, Behaviors of Current Assets and Pattern of Financing, Quick
Sources of Finance, commercial Papers, Factoring, Bank Credit.

UNIT-III Management of Cash, Motives for Holding Cash, Significance, Cash Planning and
Budgeting, Management of Cash Collection, Disbursement of Cash, Cash Management Models.

UNIT-IV Nature of Inventory and its Role in Working Capital - Purpose of Inventories - Types and
Costs of Inventory -Inventory Management Techniques

UNIT-V Receivables Management-Nature, Significance, Credit Standards, Evaluating the Credit

Worthiness of a Customer.

Suggested Readings:

1. Smith, K V -Management of Working Capital

2. Agarwal, J D -Working Capital Management

3. Mehta, D R and Enltewood Cliffts N J -Working Capital Management

4. Scherr -Modern Working Capital Management Text


Paper BBA-506-F3 - Financial Institutions and Markets


UNIT-I Financial System-Introduction, Components, Structure, Features of Indian Financial

System, Deficiencies and Recent Development, Efforts on RBI regarding Financial inclusion and

UNIT-II Financial Markets-Concept, Nature, Feature, Functions, Structure Types, Role

of Financial Markets in Economic Development

UNIT-III Major Indian Financial Institutions-IDBI, IFCI, ICICI, IRCI, SGCs and
SIDCs Management, Working, Operations and Performance and Recent Developments.

UNIT-IV Investment Bankers-UTI, LIC, GIC and Mutual Funds and Their Role,
Investment Policy, Performance and Recent Development

UNIT-V Non-Banking Financial Institutions-Objectives, Functioning, Regulations, and

Recent Development, Micro Finance Institutions

Suggested Readings

1. Khan, M Y -Indian Financial Theory and Practice

2. Goldsmith, R W -Financial Institutions

3. Srivastava, R M -Management of Indian Financial Institutions

4. Harbert, Dougall E and -Capital Markets and Institutions

Jack E Gaumnitz

Banking and Insurance Management Group (Newly Introduced)

Paper BBA-507-BI1 - Indian Banking System


UNIT-I Development Banking; Financial Institutions-, NABARD, SIDBI, IFCI Rural Banking

UNIT-II Banking Sector Reforms; Role of Central Bank, Policy Framework for RBI, RBI and
Monetary Policy, Regulation and Supervision of Banking system, Review of the Banking System,
Maintenance of CRR, SLR, Interest Rate Policy Reforms of RBI

UNIT-III Commercial Banking: Banker Customer Relationship, Management of Deposit Business

& Credit Business, Fee Based Services, Liquidity Vs. Profitability, Credit Assessment, Principles of
Bank Lending: Types & Methods of Charging, Secured & Unsecured Advances; NPAs- its

UNIT-IV Overview and Regulation of Co-Operative Banking, Regional Rural Banks, Rural Banks
and Co- Operative Banking Societies; Recent Developments in Banking-KYC Norms, Anti Money
laundering etc.

Suggested Readings
1. Mithani.D.M., Gordon.E., (2003), Banking & Financial Systems, Himalaya Publishing House.
2.Reddy.P.N., and Appannaiah.H.R., (2003), Theory & Practice of Banking, Himalaya Publishing
3. Ragcan, V.I and Yenga, K., (2007), Introduction to Banking, Excel Books.

Paper BBA-507-BI2 - Legal and Regulatory Aspect of Insurance Business


UNIT-I Need for Regulation of Insurance Business. Brief Historical Back Ground of Insurance
Regulatory Measures in India. Insurance Act, 1939 as amended from Time to Time. The Life
Insurance Corporation of India Act, 1956 as Amended from Time to Time. The General Insurance
Business (Notification) Act, 1972 as Amended from Time to Time.

UNIT-II Constitution of Insurance Regulatory Authority IIRA. IRDA Act, 1999.

UNIT-III Relevant Provisions of consumer Protection Act, 1986- Indian contract Act, 1872-
Employees State Insurance Act, 1940, Law Relating to Agency, Workmen Compensation Act, 1923,
Law Relating to Bailment, Law Relating to Insurance Contracts.

UNIT-IV Law Relating to Arbitration. Insurance Grievances Redressed Mechanism.

Suggested Readings

1. Motor Accident Claims -Dr. Janak Raj Jai

2. Motor Vehicle Act, 1988 -Bare Act
3. IRDA Publications -IRDA
4. Bare Acts

Paper BBA-507-BI3 - Practice of General Insurance


UNIT-I History and Development of General Insurance Business in India. Nature, Scope and
Significance and Functions of General Insurance Business. The Concepts of Risks, Characteristics
of Insurable Risk, Risk Management Techniques, Concept and Principles of Premium Rating, Tariff
and Market Agreements.

UNIT-II Scope of Fire, Marine and Accident Insurance, Aviation, Engineering and Agricultural
Insurance. Nature of Insurance Contracts, Basic Principles Insurable Interests, Utmost Good Faith
Indemnity, Subrogation, Contribution, Proximate Cause, Meaning and Process of Reinsurance:
Methods of Reinsurance.
UNIT-III General Insurance Functional set up in India. Organizational Structure of General
Insurance Companies, Duties and Responsibilities of the Development Officers and the Agents. The
General Insurance Business Market in India in the Present Business Environment.

UNIT-IV Procedural Matters Related to General Insurance Business, Insurance Forms, Cover
Notes, Certificate of Insurance, Policies and Endorsement, Renewal, Renewal, Co-Insurance etc.

UNIT-V Methods of Premium Calculation, Short Period Scales, Return of Premium, Advance
Payment of Premium, Accounting and Statistical Return, Rating Processing and Settlement of
Claims and Recovery Procedures.
(1) Insurance Act, 1938 Universal Book Traders, Delhi
(2) Law Relating to Insurance R.M. Vats
(3) Insurance Dictionary John R Ingrisano
(4) Elements of Mercantile Law N.D. Kapoor

Paper BBA-601 - Management Information System


UNIT-I Systems Concepts, types of system, System concepts in Business; Information System as
a System.
UNIT-II Definition of Information Systems; components of information system,.Management
levels as a Framework for Information Systems; Information System Planning Strategies and
Methods; Business Systems Planning (BSP), Critical Success Factors (CSF), Ends/Means (E/M)

UNIT-III Definition of Management Information System- Its Elements, Objectives, Structure;

Making MIS Efficient and Effective, Role of MIS, Limitations of MIS. Introduction to

UNIT-IV System Development Life Cycle: Problem Definition, Feasibility Study, Systems
Analysis, System Design, Implementation and Maintenance.

UNIT-V Overview of Enterprise resource planning, Security and ethical changes of IT,Ethical
Responsibility - Business Ethics, Technology Ethics; Cyber Crime and Privacy
Suggested Readings

1. Alson & Davis -Management information systems

2. Harry M -Information and management systems

3. Scot, Grorge M -Principles of MIS

4. Manedick and Ross -Information System for Modern Management

5. Kanter -Management Information and Control System

6. Bocchinc William A -MIS Tools and Design

Paper BBA602 Project Management

UNIT-1 Project Management Nature, Scope, Process Elements, Significance And Emergence Of
Projects. Project Planning, Developing Project Models Through Simulation. Benefits Of
Project Management, tools and techniques of project management

UNIT-II Location Of Project Site, Working Conditions Development, Plans And Policies Of The
Government And The Local Bodies, Elements And Factors Affecting Locational Decisions.Analysis
Of Infrastructure, Labour, Raw Material, Transport And Other Factors

UNIT-III Capital Expenditure, Importance And Difficulties, Market Demand And Situational
Analysis. Technical Analysis, Financial Analysis, Preparation of Detailed project report and
feasibility report should be made practical for internal assessment

UNIT-IV Project Implementation And Management: Project Monitoring, and Cost Control System,
Network Analysis, Resource Scheduling, Leveling, Crashing of Project Cost. RiskFirm Risk And
Market Risk, Social Cost Benefit Analysis, Multiple Projects And Constraints, Network Technique
For Project Management

UNIT-V Different Criteria For Project Appraisal, Project Review And Administrative
Aspects,Environmental Appraisal Of Projects, A practical approach to preparation of Environment
Impact Assessment Report
Suggested Readings
1. Bhavesh M Patel -Project Management

2. S S Khanka -Entrepreneurship Development

3. Prasana Chandra -Project Management

4. P C K Rao -Project Management and Control


Paper BBA-603 Viva-Voce on Summer Training Report

At the end of the semester each student will have to face an interview wherein
his/her knowledge and skill acquired during the course shall be examined. The
Internal Expert and the External Expert shall conduct the viva-voce jointly.
Feedback from the External Expert about the students shall be obtained from
the point of views of preparing students for placement Interviews.

Marketing Management Group

Paper BBA-604-M1- International Marketing


UNIT-I The Marketing Concept and Its Extension to International Marketing, International
Marketing Tasks, Nature of International Marketing. Stages of Internationalization & EPRG

UNIT-II International Marketing Selection & Segmentation, Entry option & Strategies.
International Marketing Planning Coordination & Control. Marketing Intelligence

UNIT-III International Product Policy & Planning. Blue & Red Ocean Strategy, Standardization &
Adoption Strategy. Product Development & International Product Life Cycle.

UNIT-IV International Pricing Policy, Pricing Objectives, Determination of Pricing Policy and
Pricing Strategy.
UNIT-V International Distribution Channel, Selection & Management of Distribution Channels,
International Promotion, Marketing Communication, developing Promotional Mix for Foreign

Suggested Readings.
1. Leighton : International Marketing Text and Cases
2. Keegan : Managing Global Marketing
3. Kriplani : International Marketing Management
4. Francis Cherulim : International Marketing

Paper BBA-604-M2- Sales and Distribution Management


UNIT-I Basic Concepts-Selling Functions, Types of Selling - Direct Selling, Institutional Selling,
Tele Marketing and other concepts.

UNIT-II Theories of Selling, AIDA Model, Right Set of Circumstances Theory, Buying Formula
Theories, Behavioural Equation Theory.

UNIT-III Process of Effecting Selling- Prospecting, Pre-approach, Presentation and Demonstration,

Handling Objections, Closing the sale, Post sale Activities, Quality of Successful Sales Person.

UNIT-IV Sales Management- Importance, Scope and Functions of Sales Management,

Organization for sales, Sales Planning-Market Potential Analysis, Sales Forecasting, Fixing Sales
Objectives, Territory Allocation, Sales Quota, Participative Sales Planning and Behavioural

(1) Russel, Beachand Brukirk -Selling
(2) Still, Cundiff, and Govoni- Sales Management
(3) K Patel- Sales
(4) Johnson, Kirtz and Schueing - Sales Management

Paper BBA-604-M3- Product and Brand Management


UNIT-I Products: classification and implications, product related concepts, consumer adoption
process, new product development, managing product lines.

UNIT-II Special issues in product management: differentiating and positioning the market offer,
managing product support system, product licensing and patenting, international regulations in
patenting, Intellectual Property Rights protection.

UNIT-III Brand and Brand Management - Concept, elements and Importance, Concept and
management of brand equity, brand loyalty, brand awareness, perceived quality of brands.

UNIT-IV Brand associations, positioning decisions of brands, measurements of brand associations,

selecting, creating and maintaining associations.

UNIT-V Brand strategy: The name, symbol and slogan, brand extensions, revitalizing the brand and
global branding.
Suggested Readings
1. Brand Management- Harish V Verma, 2/e, Excel Book
2. Best Practice Cases in Branding: Lessons from the Worlds Strongest Brands, by
Kevin Keller, Prentice Hall
3.Product and Brand Management, U.C.Mathur, Publication Excel

Human Resource Management Group

Paper BBA-605-H1- Human Resource Planning and Development


UNIT-I HRM: Definition, Objectives, importance of HRP, benefits and barrier of HRP; Manpower
Forecasting: Necessity, Problems, Approaches, and Benefits of Forecasting

UNIT-II Job Analysis, Job Description, Job Specification, job enlargement Concepts and
Importance. Job Enrichment, Job Satisfaction, Career Planning Need and its components, Career
counseling v/s HRP, Process of career planning

UNIT-III International HRM: Concept, importance and factors influencing international HRM

UNIT-IV Employee development, Work Role and Importance of Employees, Factors responsible
for Employee behavior, Different approaches to Employee development, Impact of Training and
development on Employees.

UNIT-V Performance Appraisal: Definition, nature and its importance, Different Types of appraisal,
Monitoring and review of Appraisal System

Suggested Readings

1. Davis A De Cenzo et -Personnel, Human Resource Management

2. Lloyd L Byars et -Human Resource Management

3. R. K. Malhorta Edt. -Personnel Management


Paper BBA-605-H2- Strategic Human Resource Management

UNIT-I Introduction to Strategic HRM, Definition, need and importance; Integrating HR strategies
with business strategies; Developing HR plans and policies, Human Resource Environment
Technology and structure; Workforce diversity; Demographic changes Temporary and contract
labour; Global environment; Global competition Global sourcing of labour; WTO and labour
UNIT-II Recruitment Strategies and Sources, Recruitment process, Training And Development
Strategies, Creating a learning organization; Competency mapping; Multi-Skilling Succession
planning; Cross cultural training.
UNIT-III Performance Management Strategies, Defining key result areas (KRA); Result based
performance Linking performance to pay; Merit based promotions Reward And Compensation
Strategies Performance based pay; Skill based pay; Team based pay
Broad banding; Profit sharing; Executive Compensation; Variable pay Retrenchment Strategies
Downsizing; Voluntary retirement schemes (VRS) HR outsourcing; Early retirement plans; Project
based employment.
UNIT-IV Human Aspects of Strategy Implementation Behavioral issues in strategy
implementation; Matching culture with strategy Human side of mergers and acquisitions;
Leadership, power and politics; Employee morale; Personal values and business ethics, Developing
HR as a value added function
Suggested Readings
1. Strategic HRM Jeffery Mello, Thompson publication, New Delhi
2 .Strategic HRM Charles Greer, Pearson education Asia, New Delhi
3 .Strategic HRM Michael Armstrong, Kogan page, London
4 .Strategic HRM Agarwal, Oxford university press, New Delhi
5. Human resource management Garry Dessler, PHI, New Delhi

Paper BBA-605-H3- Social Security and Labour Welfare


UNIT-I Social security-concept and philosophy, Abolition of bonded and child labour, Government
Policy for social security and social insurance, ILO, Its Role, Functioning and Contributions.

UNIT-II Workmens Compensation Act,1923

UNIT-III Employees state insurance 1848
UNIT-IV Payment of Gratuity Act 1972
UNIT-V Maternity Benefit Act, 1961
UNIT-VI Payment of Bonus Act, 1965
UNIT-VII Payment of Wages Act, 1936
UNIT-VIII Factory Act, 1948

Suggested Readings

1. Mulick -Labour Laws

2. Memoria, C B and Memoria, S - Industrial Labour, Social Security, and Industrial Peace in
3. Sinha, G P -Industrial Relations and Labour Legislation in India
4. Zahiruddin -Labour Welfare Laws
5. Saharay H K -Industrial and Labour Laws of India
6. Srivastava S C -Industrial Relations and Labour Laws

Financial Management Group

Paper BBA-606-F1- International Financial Management


UNIT-I History of International Financial Management Introduction, objectives, functions of

financial management and Political Risk, Market Imperfections, Goals for international Financial
Management, Globalization of the world economy, Emergence of Globalised financial Markets.

UNIT-II International Monetary System Evolution of the International Monetary system ,

Bimetallism , Classical Gold Standard , Interwar Period , Bretton Wood system Introduction, The
flexible exchange rate regime, The current Exchange Rate regime , European Monetary system, The
Euro and the European Monetary Union , emergence of Euro as a global Currency

UNIT-III Foreign Exchange Markets-Introduction, markets & market participants, foreign

exchange transactions, Exchange rate determination , the spot market , the forward contract, interest
arbitrage, hedging a forward contract.

UNIT-IV Balance of Payments, The dollar and the deficit, Fisher effect, Forecasting Exchange
rates, efficient market approach, Technical Approach, Performance of the forecaster, Foreign
Exchange Exposure and Management

Suggested Readings

1. Levi M D -International Finance

2. Shapiro A C -Multinational Financial Management

3. Bhalla V K -International Monetary Cooperation


Paper BBA-606-F2- Management of Financial Services


UNIT-I Introduction, Features, Scope and Types of Financial Services, Institutions Providing
Financial Services, merchant Banking: nature, Function and Organization, SEBI Guidelines relating
to Merchant Bankers.

UNIT-II Leasing: Nature, Features, Types, Tax, Legal and Accounting Aspects of Leasing, Lease
Structuring, Lease Agreement, Funding of Lease, Hire Purchase: financial and Legal Evaluation.

UNIT-III Bills Discounting Scheme, Meaning, Mechanism, Features, Types, Legal and Financial
Aspects of Factoring and forfeiting, Venture Capital Funds.

UNIT-IV Corporate Advisory Services: Capital Structure Decision, Corporate Restructuring,

Project Counseling and finance.

UNIT-V Issue management and Under-writing, Management of Public Equity Issue, Debenture
Issue, Under-writing arrangement, Portfolio Management Service, SEBI Guidelines Regarding
Public Issues. Credit rating Services.

Suggested Readings
1. Varshney P.N., (2006), Banking Law and Practice; Sultan Chand and Sons.
2. Saxena G.S., (2008), Legal Aspects of Banking Operations, Sultan Chand and Sons.
3. Suneja H.R., (2007), Practical and Law of Banking, Himalya Publishing House.
4. Chabra T.N, (2008), Elements of Banking Law, Dhanpat Rai and Sons

Paper BBA-606-F3- Corporate Tax Planning and Management


UNIT-I Nature and scope of tax planning: Nature, Objectives of Tax management. Assessment of
tax. Financial year. Assessee- types, Residential status, Non- resident Indians.

UNIT-II Tax on individual income: Salaries, Standard deduction. Valuation of Perquisites

Calculation of tax etc. Tax deductible at source.

UNIT-III Corporate Income Tax: Tax concession and incentives for corporate decision. Tax
planning for depreciation; Treatment of losses and unabsorbed items; carry forwarded and set off
losses. Tax and business reorganization; merger and amalgamation. Tax appeals; Revision &

UNIT-IV Wealth tax on closely held companies; Valuation of assets; Filing of returns ; Assessment;
Appeals; Review; Revision and Rectification.

UNIT-V Central Excise Act 1994 and Excise Planning; Consumer Protection Act 1962.

Suggested Readings
1. Bhatia HL-Public Finance (Vikas) 1999,20th ed.
2. Lakhotia R N-How to Save Wealth Tax (Vision Book) 2001,9th ed.
3. Palkhiwala Income Tax (Tripathi Publication)
4. Prasad Bhagwati Income Tax Law & Practice (Vishwa Prakashan) 19997,23rd ed.\
5. Santaram R-Tax Planning by Reports (Taxman) 1978.

Banking and Insurance Management Group

Paper BBA-607-BI1- Management of Commercial Banks


UNIT-I Commercial Banking-Structure, Operations, Asset Structure, Investment Policy, Changing

Role, Social Responsibility of banks; Commercial banks and Economic development;
Nationalisation of Banks.

UNIT-II Analysis of Assets & Liabilities of Scheduled Commercial Banks; Efficiency of

Commercial Banks; Internal Performance and Appraising of Banks Condition; Non-Performing
Assets; Management of Capital in Commercial Banks.

UNIT-III Risks in Commercial Banking- Interest Rate Risk, Liquidity Risk, Credit Risk;
Investment Management; Foreign Currency Dealing; Foreign Currency Risk

UNIT-IV International Banking; Non-Banking Financial Institutions; Management of Foreign


Suggested Readings
1. Varshney and Malhotra , (2007), Principles of Banking, Sultan Chand & Sons.
2. Machiraju, H. R., (2008), Modern Commercial Banking, Vikas Publishing House Pvt. Ltd.
3. Chabbra.T.N., (2006), Banking, Theory & Practice, Dhanpat Rai & Co.
4. Vasudevan, A., (2007), Money and Banking, Academic Foundation New Delhi.
Paper BBA-607-BI2- Practice of Life Insurance

UNIT-I Nationalization of Life Insurance: Economic Principles, Actuarial Principles, Mortality

Tables, Risk Premium, Adverse selection, Important Elements of Premium-Selection and Nature of
Life Insurance. History of Life Insurance Business, Objectives of Classification-Single Premium,
Annual Premium.

UNIT-II Hazards-Physical Hazards, Occupational Hazards, Moral Hazards: Methods of rating,

Insurance of Male and Female Lives, Legal Principles involved in Insurance Business, Insurable
Interest, Utmost Good Faith, Indisputability.

UNIT-III Tax Relief in Insurance, Key man Insurance, Investments, Mortality, Interest, Medical
Insurance Scheme, Non Medical Insurance Scheme, Group Insurance, other Group Schemes like
Group Gratuity etc, Mass Insurance. Salary Savings Scheme

UNIT-IV LIC Functional Set up, Duties and Responsibilities of Development Officers and the
Agents, Life Insurance and its Structure in India

UNIT-V Calculation of Premium, Commission and different Plans of Insurance, their uses,
Benefits, Conditions and Privileges, Policy conditions, Revival Schemes, Double Accident
Benefits, Disability Benefits, Assignments and Nominations.
UNIT-VI Surrender Values of the Policy, Investigation of Claims, Settlement of Claims,
Calculation of Bonus and Maturity Value, Privatization of Life Insurance Business, Regulatory
Framework for Life Insurance Business.
Suggested Readings
1. Insurance Act, 1938 -Universal Book Traders, Delhi
2. Law relating to Insurance -R. M. Vats
3. Insurance Principles & Practice -M. N. Mishra
4. Modern Concepts of Insurance -M. N. Mishra

Paper BBA-606-BI3- Banking Law and Practice


UNIT-I Overview, Legal Framework of Regulation of Banks, Reserve Bank of India Act 1930

UNIT-II Banking Regulation Act, 1949, Negotiable Instruments Act 1860

UNIT-III Cyber Laws Relating to Banking, Banking Companies Act, 1970/ 1980; Information
Technology Act (2000) and its Relevance to Banking.

UNIT-IV Securitization Act, (2002)., Recent Trends in Banking Industry (Legal)

Suggested Readings
1. Varshney P.N., (2006), Banking Law and Practice; Sultan Chand and Sons.
2. Saxena G.S., (2008), Legal Aspects of Banking Operations, Sultan Chand and Sons.
3. Suneja H.R., (2007), Practical and Law of Banking, Himalya Publishing House.
4. Chabra T.N, (2008), Elements of Banking Law, Dhanpat Rai and Sons.