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MPE 2011 CONSUMER BEHAVIOUR

Objective: The basic objective of this course is to develop and understanding about the
consumer decision-making process and its applications in marketing function of firms
Module – I (8Hrs) Nature and scope of consumer behavior, the application of
consumer
behavior principles to strategic marketing., Consumer Decision Making: four
views of consumer decision making- Economic man, Cognitive man,
Emotional
man, Passive man Consumer Decision process, Factors influencing consumer
decision making process, Comprehensive models of consumer decision
making:
Nicosia Model, Howard-Sheth model, Engel-Kollat-Blackwell model Sheth’s
Family decision making model.
Module – II (6Hrs) Individual determinants of behavior: Personality,
perception, Attitudes
(Structural models of attitudes: Tri-component attitude model, multi attribute
model, the measurement of attitudes-scaling techniques and projective
techniques), learning and motivation
Module–III(10Hrs) Group influence (the influence of Culture & sub culture,
Characteristics of
Culture, The measurement of culture), Social Class: The measurement of
social
class, reference group and family, Family life Cycle (FLC), Lifestyle profiles of
the social class(AIO & VALS), Consumer Psychographics: Constructing a
psychographic inventory, application of psychographic analysis, Opinion
Leadership Process : Measurement of opinion leadership.
Module – IV (6 Hrs) Consumer Research, Diffusion of Innovations: The
diffusion process, the
adoption process, A profile of the consumer innovator. Consumer Behavior
Applications for Profit and Not - For - Profit organization.
Text Books:
1. Leon G. Schiffman & Leslie Lazar Kanuk: Consumer Behavior, Pearson PHI.
2. Batra & Kazmi, Consumer Behavior, Excel Books.
Reference Books:
1. Hawkins, Best & Concy, Consumer Behaviour, Tata McGraw Hill.
2. Peter. D. Bennett Harold H. Kassarjian: Consumer Behaviour (PHI).
3. Srivastava, Khandoi, Consumer Behaviour, Galgotia publications.
4. M.S.Raju & Dominique. Xardel, Consumer Behaviour, Vikas Publications.
5. Loudon & Della Bitta, Consumer Behavior, Tata McGraw Hill,
6. Soloman, Consumer Behaviour: Buying, Having and Being, Pearson / PHI.
7. Kardes, F.R. Consumer Behaviour and managerial Decision making,
Pearson
8. Nair – Consumer Behaviour and Marketing Research , Himalaya.
9. H.Assael, Consumer Behavior, Biztantra.
10. Jain & Bhatt, Consumer Behaviour, S. Chand.
11. Alok,Sinha & Sharma, Customer Relationship Management, Biztantra.

MBE – 411: CONSUMER BEHAVIOUR

Module – I: (10 Hours)
Nature and scope of consumer behavior, Consumer Decision Making: four views of consumer
decision making- Economic man, Cognitive man, Emotional man, Passive man Consumer
Decision process, Factors influencing consumer decision making process, Comprehensive
models of consumer decision making: Nicosia Model, Howard-Sheth model, Engel-Kollat
Blackwell model.
Module – II: (6 Hours)
Individual determinants of behavior: Personality, perception, Attitudes (Structural models of
attitudes: Tri-component attitude model, multi attribute model), learning and motivation
Module–III: (8 Hours)
Group influence (the influence of Culture & sub culture, Characteristics of Culture) Social Class,
reference group and family, Family life Cycle (FLC), Lifestyle profiles of the social class (AIO
& VALS), Consumer Psychographics: application of psychographic analysis, Opinion
Leadership Process.
Module – IV: (6 Hours)
Consumer Research, Diffusion of Innovations: The diffusion process, the adoption process, A
profile of the consumer innovator. Consumer Behavior Applications for Profit and Not - For -
Profit organization.
Text Books:
1. Leon G. Schiffman & Leslie Lazar Kanuk: Consumer Behavior, Pearson PHI.
2. Loudon & Della Bitta, Consumer Behavior, Tata McGraw Hill
3. Batra & Kazmi, Consumer Behavior, Excel Books.
Reference Books:
1. Kurtz and Boone, Principles of Marketing, Thomson
2. Hawkins, Best & Concy, Consumer Behaviour, Tata McGraw Hill.
3. Peter. D. Bennett Harold H. Kassarjian: Consumer Behaviour (PHI).
4. Srivastava, Khandoi, Consumer Behaviour, Galgotia publications.
5. M.S.Raju & Dominique. Xardel, Consumer Behaviour, Vikas Publications.
6. Soloman, Consumer Behaviour: Buying, Having and Being, Pearson / PHI.
7. Kardes, F.R. Consumer Behaviour and managerial Decision making, Pearson
8. Nair – Consumer Behaviour and Marketing Research , Himalaya.
9. H.Assael, Consumer Behavior, Biztantra.
10. Jain & Bhatt, Consumer Behaviour, S. Chand.
11. Alok,Sinha & Sharma, Customer Relationship Management, Biztantra.
12. Blackwell, Consumer Behaviour, Cengage/Thomson
13. Sahni and Gupta; Consumer Behaviour; Kalyani Publisher

HSSM3301 PRINCIPLES OF MANAGEMENT (3-0-0)

Module I: Functions of Management

Concept of Management, Management as an Art or Science, The Process of Management,
Managerial Skills, Good Managers are Born, not Made, Management is concerned with Ideas,
Things and People, How a Manager Induces Workers to Put in Their Best, Levels and Types of
Management, Evolution of Management Thought: Managerial Environment, The process of
Management-Planning, Organizing, Directing, Staffing, Controlling.
Module II: Marketing Function of Management.
Modern Concept of Marketing, The Functional Classification of Marketing, Functions of a
Marketing Management, Marketing Mix, Fundamental Needs of Customers, and The Role of
Distribution channels in Marketing, Advertising, Marketing, Consumerism and
Environmentalism
Module III: Financial Function & HRM Functions.
Financial Functions, Concept of Financial Management, Project Appraisal, and Tools of
Financial decisions making, Overview of Working Capital.
HRM Function of Management: Human Resource Management, Human Resource
Development, Importance of HRM, Overview of Job Analysis, Job Description, Job
Specification, Labour Turnover. Manpower Planning, Recruitment, Selection, Induction,
Training and Development, Placement, Wage and Salary Administration, Performance
Appraisal, Grievance Handling, Welfare Aspects
Reference Books:
1. Business Organization & Management, CR Basu, TMH
2. Business Organization & Management, Tulsia, Pandey, Pearson
3. Marketing Management, Kotler, Keller, Koshi, Jha, Pearson
4. Financial Management, I.M. Pandey, Vikas
5. Human Resource Management, Aswasthapa, TMH.
6.Modern Business Organisation & Management by Sherlekar, Himalaya Publishing House.