Mba

ACHARIYA
SCHOOL OF BUSINESS AND TECHNOLOGY

Pondicherry
Challenging the Future
SYLLABUS
MASTER OF BUSINESS ADMINISTRATION
Department Of Management
www.achariya.in
Table of Contents
1. Semester I 2
1.1 Core – Management Theory and Organizational Behavior 3
1.2 Core – Management Accounting 5
1.3 Core – Business Environment 6
1.4 Core – Managerial Economics 8
1.5 Core – Quantitative Methods 10
2. Semester II 12
2.1 Core Marketing Management 14
2.2 Core Human Resources Management 16
2.3 Core Entrepreneurship 18
2.4 Core Production and Materials Management 19
2.5 Core Financial Management 21
2.6 Elective (Major/Non Major) Management Information System 23
3. Semester III 24
3.1 Core Research Methodology 25
3.2 Core Operations Research 27
3.3 Specialization Stress Management 28
3.4 Specialization Insurance Management 29
3.5 Specialization Advertising & Sales Management 30
3.6 Elective – Managerial Skill Development 32
3.7 In plant Training/Organization Study
4. Semester IV 34
4.1 Core Business Policy and Strategic Management 35
4.2 Core International Business Management 37
4.3 Specialization Training and Development 39
4.4 Specialization Strategic Financial Management 41
4.5 Specialization Sales Management 43
4.6 Project Work
ACHARIYA\ASBT\SYLLABUS-MBA 2
SEMESTER I
S.No SUBJECT NAME HOURS CREDITS
1 Core – Management Theory and Organizational 6 4

Behavior
2 Core – Management Accounting 6 4
3 Core – Business Environment 6 4
4 Core – Managerial Economics 6 4
5 Core – Quantitative Methods 6 5
MANAGEMENT THEORY AND ORGANIZATIONAL BEHAVIOUR
Unit:1 The Definition of Management: The management Functions – Management skills –

Manager‟s Role and Functions – Overview Plans – The Nature and Purpose of Planning – Types
of Plans – Steps in Planning – The Planning Process – Strategies, Objectives – Nature of
Objectives, Management by Objectives - Strategy and Policies – Decision making – Making
Planning Effective.
Unit: II The Organizing Process – Departmentation – Line and Staff Relationship –

Centralization & Decentralization, Staffing: Nature of Staffing – Recruitment and Selection of
Managers Training and Development of Manager – Appraisal of Managers.
Unit: III Introduction to OB- Individual Level Concepts – Values – Beliefs – Attitudes –
Personality – Perception – Motivation – Group Behaviour – Power – Politics – Conflict – System
Level Concepts – Different Structures – Components of work – Design – Policies –Culture –
Leadership in Organization – Nature of Leadership – Leadership traits – Autocratic Vs
Democratic leaders – Leadership theories.
Unit: IV Directing – Steps in Directing, Motivation: The Concept of Motivation – Foundations

of Motivations – Content perspectives on Motivation – Process perspectives on Motivation
Reinforcement perspective on Motivation – Job Design for Motivation – Motivational
Programs.
Unit :V Controlling – The Importance of Control – Control Techniques and Methods –

Characteristics of Effective Control – Quality Circles – Globalization and Managers –
Technology Enhanced Management – Social Responsibility – Managing Innovation.
REFERENCES:
1. Tim Hannagan, Management Concepts and Practices, Macmillan India Ltd., 1977
2. Hellriegel, Jackson and Slocum, Management: A Competency – Based Approach, South

Western, 9th edition, 2002.
3. Stewart Black and Lyman W. Porter, Management – Meeting New Challenges, Prentice Hall,
2000
4. Koontz, Essentials of Management, Tata McGraw Hill, 5 th Edition, 2001.
5. Stephen Robbins – Organizational Behaviour
6. Fredluthans – Organizational Behaviour
7. Shukla – Understanding – Theory & Practices
MANAGEMENT ACCOUNTING
Unit I: Accounting – Definition – Purpose – GAAP – Standards – Preparation of Final Accounts

– Rules – Journals – Ledgers – Trial Balance – Trading and Profit and Loss Account – Balance
Sheet – Depreciation Methods – Financial Reporting in India
Unit II: Costing – Purpose – Utility – Elements of cost sheet – Cost Determination – Cost
Accounting Systems (Job Costing, Process Costing) – Allocation of overheads – Absorption
costing – Marginal Costing – Application
Unit III: Budgeting and Budgetary Control – Definition – Purpose – Types – Procedure –
Advantages – Capital Budgeting – Definition – Purpose – Methods – Applicability – Flexible
Budgeting – Zero Base Budgeting
Unit IV: Standard Costing and Variance Analysis – Materials – Labor – Overhead – Sales –
Profit – Analysis and Reporting of variances – cost of production
Unit V: Target costing – Definition – Procedure – Implementation – Advantages – Life Style

costing – Definition – Importance – Activity Based costing – Definition – Procedure –
Implementation – Advantages
REFERENCES:
1. Management Accounting – M.Y. Khan and P.K. Jain
2. Management Accounting – Principles and Practice – M.A. Sahaf
3. Management Accounting – R.S.N. Pillai & Bagavathi
4. Financial Accounting – A Managerial Perspective – R. Naryanan Swamy
5. Introduction to Management Accounting – Charless T. Horngren
BUSINESS ENVIRONMENT
Unit I: BUSINESS ENVIRONMENT
Basic Concepts, Internal and External Environment, Components of Environment – Present

Indian Scenario, Strategies for corporate growth – Globalization of Indian corporate sector –
Competition and efficiency – Basic Indicator of Economic development, National Income and
GDP, Foreign Trade and Balance of Payment, Money Supply – India‟s National Resources,
Land, Water, Mineral and Renewal Resources – Indian Economic Planning, Five Year Plans
Unit II: Industrial and Regulatory Environment
Synergy between Government and Business, Agriculture, Infrastructure, Informatics, Human

Resource and core competence, Labor Management Relations, Social Responsibility and
Consumer Interface – Industrial Policy and Performance, Impact of Industrial Policies,
Liberalization and Deregulation – Public Sector in India -, Process of Privatization,
Disinvestment, Reform of Public Enterprises – Indian Constitution, Federal System of
Government, Directive Principle of state policy, Fundamental Rights & Duties – Regulatory
Role of Government, Tariff Commission, MRTP, FEMA, Trade Practices Commission – Indian
Fiscal Policy, Chelliah Committee Report, Tax Reforms – Capital Market in India – Inflation,
Employment, PDS – Agricultural Policy in India
Unit III: Social Responsibility of Business
Business Ethics and Corporate Governance – Unemployment and Manpower Policy – Planning
for Poverty Alleviation
Unit IV: Technological and Trade Environment
Defining Technology and Technology Transfer, Mechanism of Technology Transfer, Quality

Assurance Technology Transfer – Energy Resources of Management, Energy Conservation,
Energy sources – Energy Conservation vs Energy Efficiency – Trade Environment, Process of
Liberalization, Structural Adjustment Policies, India and Global Challenges – Foreign Trade
Structure and Policy – Import policy, Export Policy, Trade Policy changes in 90‟s – Export
Processing Zones
Unit V: Globalization and Foreign Investment in India
Types of Foreign Investment, Advantages and Disadvantages of FDI – Multinationals in India –

Impact of Foreign Direct Investment in Indian Economy – WTO, GATS and its implications –
Removal of Quantitative Restrictions, Dispute Settlement Procedures - TRIPS
REFERENCES:
1. Raj Agarwal, 2002, Business Environment, New Delhi, Excel Books

2. K.Aswathappa, Business Environment, New Delhi, HPH
MANAGERIAL ECONOMICS
Unit I: Introduction to Managerial Economics: Definition, Scope and Managerial Economics –

Interdisciplinary approach to managerial economics – Circular Flow of Economic activity,
Nature of Firm, Economics and Decision Making, Economic Models
Demand Theory and Analysis: Individual and market demand, Elasticity, Advertising, Utility,
Indifference curves and Maps, the consumers‟ budget constraints, Utility maximization Demand
Forecasting, Supply concepts, Market Equilibrium
Unit II: Production and Costs: Basic concepts in production theory – The Production Function,
Economies of Scale and scope – Production in short run, short run cost relationships, Production
Isoquants, Isocost curves, Returns to scale, Relationship between short run and long run costs,
Cost of capital
UNIT III – MARKET STRUCTURE

1. Perfect Competition: Characteristics of the market, Equilibrium Price, Losses and Shut
down decision, Evaluation of perfect competition
2. Monopoly: Characteristics, Measurement and Determination of Market power
3. Imperfect competition: a) Monopolistic; Characteristics, profit maximizing prices and
outputs in short run and long run, Evaluation of monopolistic competition b) Oligopoly:
Characteristics, price rigidity ( The Kinked Demand Model) Cartel and Collusion, Price
Leadership
UNIT IV- PRICING DECISIONS

Price Discrimination, Pricing of Multiple Products, Product Bundling, Peak Load Pricing, Cost
Plus Pricing and Other Pricing Theories, Role of Rent, Wage and Labor Unions in Price
Discrimination, Pricing in Global Integration
Profit Management: Meaning, Forms, Profit Theories – Profit Policies: Profit Maximization,
Alternative Profit Policies – Profit Planning and Forecasting through Break Even Analysis: Uses,
Limitations
Unit V: Macro Economic Analysis for Business Decision Making

Overview, National Income, Consumption and Investment, Monetary and Fiscal Policies,
Inflation, Business cycles, Unemployment and such other factors affecting Macro economic
activity
REFERENCE BOOKS:
1. P.L. Mehra – Managerial Economics, Analysis, Problems and Cases, Sultan Chand & Co.
Ltd., 2001
2. Peterson and Lewin: Managerial Economics, 4th Edition, Prentice Hall, 2004
3. Dholakia and Oza: Microeconomics for Management Students, 2nd Edition, Oxford
University Press.
4. Gregory Mankiw: Principles of Microeconomics, Have court Asia, Publishers, 2001
5. Mote and Paul – Managerial Economics, Tata McGraw Hill, 2001
6. Varshney R and Maheshwari K L – Managerial Economics, Sultan Chand, 2000
7. G.S. Gupta – Managerial Economics, Tata McGraw Hill, 1990
8. Dholakia and Oza: Microeconomics for Management Students, 2nd Edition, Oxford
University Press.
9. Gregory Mankiw: Principles of Microeconomics, Havcourt Asia publishers, 2001
10. Mote and Paul – Managerial Economics, Tata Mc Graw Hill. 2001
11. Varshney R and Maheshwari K L – Managerial Economics, Sultan Chand 2000
12. G.S. Gupta – Managerial Economics, Tat McGraw Hill, 1990
QUANTITATIVE METHODS
Unit: I Set Theory – Set Operations through Venn Diagrams – Relations – Functions – Linear
and Non Linear – Graphical Representations of Functions – Series – Arithmetic and Geometric –
Concepts of Interest/Annuities – Materials – its Applications
Unit: II Basic Concept of Differentiation – Integration – Optimization Concepts – Use of

Differentiation for Optimization of Business Problems – Maxima and Minima of Function of
Two variables matrices and applications in business
Unit: III Introduction to Statistics: Meaning – Use of Statistics in Business and Industries –
Classification and Tabulation of Data – Statistical Series – Frequency Distribution – Rules for
Tabulation – Types of Tabulation – Measures of Central tendency – Measures of Dispersion –
Skewness – Kurtosis – Moments
Unit: IV Probability – Definitions – addition and multiplications rule (Only statements) –

Baye‟s theorem – simple business application problems – probability, distribution – Theoretical
probability distributions – Binomial, poison and normal – simple problems applied to business
Unit: V Basic Concept of Index Number – Simple and weighted index number – concept of
weights – Types of Index Numbers – Business Index Number – Time Series Variations in time
trend, cyclical, seasonal and random – use of time series of business and forecasting
REFERENCE BOOKS
1. Murray R. Spigel – Theory and Problems of Statistics – Schaums Outline Series –

McGraw Hill Book Co-New Yark
2. Quazi Zameeruddin, V.K. Shanna, S.K. Khanna – Business Mathematics – Vikas
Publications House Pvt. Ltd.
3. Levin and Rubin – Statistics for Management – Tata McGraw Hill – New Delhi
4. S.P.Gupta – Statistical Methods – S. Chand Publications – New Delhi.
5. John Currion and Roger Slater – Quantitative Techniques for Managerial Decisions- 2nd
Edition, New Age International Ltd.
SEMESTER II
Core Marketing Management

1 5 4
Core Human Resources Management

2 5 4
3 Core – Entrepreneurship 5 4
4 Core – Production and Materials Management 5 4
5 Core – Financial Management 5 4
6 Elective (Major/Non Major) 5 4
Management Information System
MARKETING MANAGEMENT
UNIT – I
Introduction, core concepts of Marketing – Needs, wants & Demands, Product, Value and
Satisfaction, Marketing & Markets – Production Concept, Product Concept, Selling Concept ,
Selling Concept, Marketing Concept etc. Macro actors in the marketing environment, Macro
Features like demography, economic features, socio-technological environments etc. Micro
features like suppliers competitions etc.
UNIT – II
Demand Estimation – Segmentation – Product Planning, New Product Developments & Product
Cycle. Demand Estimation; How to measure market demand – Estimating market size, share and
potential, Estimating current and future demands. Segmentation: Approach , Patterns &
Segmentation Procedures, basis for Segmenting consumer & Industrial market product
positioning – Market planning process – Stages – The Nature & the contents of marketing plan
( Introductory Aspects) Strategic marketing planning (Introductory Aspects) New Product
Development – Idea generation, Idea Screening concept development and using, Product
Development Market Testing etc., Marketing Strategies in the various stages of the PLC
(Product Life Cycles) Strategies to be followed in the Introduction, Growth, Maturity and
Decline stages, Concept of Market evaluation.
UNIT – III
Product and Price Strategies product, Product classification schemes, Brand, Packaging, Product
– Mix Decisions, Product Line Decisions, Service product decisions etc: - Managing Product
Lines, Pricing – Setting and Modifying the Price, Initiating Price Units, Price Increase,
responding to Price changes
UNIT - IV
Channel and Promotion strategies Channel Decisions – Nature of Marketing channels, Functions,
Types of Retailer‟s – Steps in the, promotion mix, Measuring results, Advertising Decisions –
Setting Advertising Objectives, Advertising Budget, Deciding on the message, media, media
mix, evaluating and effectiveness – Use of Internet as a Marketing Medium.
UNIT - V
Marketing Organizations - Marketing Strategies – For Leaders, for followers, Market strategies
of Niche Makers; for challengers, marketing strategy for global markets- Marketing relations
with other department – Marketing Implementation.
References
1. Philip Kotler, Marketing Management – Analysis Planning and Control, Prentice Hall, 9 th
Edn., New Delhi, 1996
2. Ramaswamy V.S, and Namakumari S., Marketing Management Planning,
Implementation Control, Prentice Hall, New Delhi, 1996
HUMAN RESOURCES MANGEMENT

UNIT -1
Introduction to Human Resources Management – definition and scope of PM,HRM and HPM –
human Resources planning – concept, aims and objectives – Job Analysis – Job Description and
Job Specification – Recruitment – Source of Man power supply – selection – Test, Interview and
reference – Induction and placement – Promotion and transfer
UNIT - II
Training and development – assessment of training needs and training methodologies –
evaluation of training schemes – management development programs and career planning –
performance appraisal – concept and purpose – methods and techniques – employee counseling
UNIT - III
Compensation - Wage and salary administration - executive compensation packages - job
evaluation - incentive schemes and bonus - welfare administration - employee welfare and benefit
schemes - quality circles and quality of work life - employees morale and job satisfaction
UNIT - IV
Industrial Relations – Introduction to IR – Concept and Approaches – Role of Govt., employees
and trade unions in IR – Employer employee relation – union management relations – industrial
disputes – cause and effects – IR Machinery – Collective Bargaining – Conciliation – Arbitration
and Adjudication – Modern trends in IR
UNIT - V
Employee Grievance handling and redressal – complaint and grievance – grievance handling
machinery and procedure – employee discipline – standing orders – suspension, retrenchment
and dismissal – participative management – works committee – joint management council –
computerization – human resources information system
Reference:
1. Michael Armstrong, A Handbook of Human Resource Management Practice,
Kogan Page Ltd.
2. Monappa Arun & Salyadain Misra S,. Personnel Management, Tata McGraw Hill
(2nd Edition)
3. Flippo Edwin B., Principles of Personnel Management, McGraw Hill, Kogak.
4. Strauss George & Sayless Leonard R., Personnel – The Human Problems of
Management, Prentice Hall of India.
CORE: ENTREPRENEURSHIP
UNIT - I
Evolution of the concept of Entrepreneur and Entrepreneurship – Characteristics of Entrepreneur

– Functions of c – Types of Entrepreneurs, Role of Entrepreneurship in Economic Development
– Growth of Entrepreneurship in India – Factors affecting Entrepreneurship.
UNIT- II
Entrepreneurship Development Programmes (EDPs) – Objectives – Course content – Phases –

Problems – Women Entrepreneurship – Rural Entrepreneurship Procedure for starting the
Enterprise – Project Formulation and Appraisal.
UNIT – III
Institutional Finance : Commercial Banks – IDBI – IFCI – ICICI – SIDBI –EXIM Bank – SFCs
– SIDCs Institutional support : NSIC –SIDCO- SISI – DIC – TCOs –KVIC Subsidies and
incentives.
UNIT- IV
Marketing Management Segmentation, Targeting, positioning – Marketing Mix – Production

Management – Plant Location and Layout – Quality Control.
UNIT - V
Financial Management: Working Capital Management – Human Resource Management:

Recruitment, Selection, Training, Compensation.
Reference
Entrepreneurial Development – S.S. Khanaka, S. Chand & Co. Ltd., New Delhi.
Entrepreneurial Development – C. B. Gupta and N.P. Srinivasan
Dynamics of Entrepreneurial Development and Management Vasand Desai
CORE: PRODUCTION & MATERIALS MANAGEMENT
UNIT – I
Introduction to production and operations function, interaction of operations management with

other functional areas of management – manufacturing and non manufacturing operations and
their classifications – operations strategy as a part of corporate strategy – operations planning
and control – operations forecasting: forecasting methods – quantitative and qualitative
forecasting.
UNIT – II
Facility locations – cost competition and hidden factors – steps in location selection – Types of
manufacturing systems & lay out- Facility layouts – layouts by products& Process – Line
balancing – Design of operations systems – Capacity planning models, Estimation of capacity
requirements – application of CVP analysis – Materials handling: Principles equipments reduced
cost of materials handling.
UNIT - III
Work study, time & Method study: Definition – Importance – aims & procedures – implication
of productivity – work measurement – work sampling – work environment – industrial safety –
value analysis.
UNIT – IV
Introduction to materials management : Managing purchases, purchase process – Managing

inventory – stores & warehouse management classification inventory – ABC, VED & FSN
analysis – Managing vendors – Vendor analysis, Rating & selection – Procedure & criterion-
Integrated materials management – MRP I & MRP II.
UNIT – V
Maintenance management function – Types of maintenance – Preventive & break down

maintenance – Concept of quality planning, Quality Control by Variables & attributes- Statistical
quality control – Principles of Metrology – Management of Quality in an organization – Quality
circles – ISO systems – ISO certifications – Procedures & Documentation, ISO audits.
References
1. Dilworth James B., Operations Management , Mc Graw Hill

2. Adams Everette E & Ebert Ronald J., Production and Operations Management
3. Buffa Elwood S. Saria Rakesh, Modern Production / Operations Management, John
Wiley & Sons, ( 8th Edition )
FINANCIAL MANAGEMENT
UNIT - I
Nature and Scope of Financial Management – Objectives of Corporate Financial Decisions,
Investment Decisions: Cost of Capital: Cost of Debt, Cost of Preference shares, Cost of Equity,
Weighted average cost of capital, Average and marginal cost of capital, Long term investment
decisions and Capital Budgeting Techniques – Risk analysis in capital budgeting – Capital
Budgeting under conditions of capital rationing and inflationary conditions
UNIT - II
Short Term Investment Decision: Working Capital Decisions – Working capital Policy – size of
current assets and Financing of current assets – Management of Cash – Management of
Receivables – Management of Inventory – Short Term Financing
UNIT - III
Financing Decisions: Capitalization and capital structure – Long term Finance Shares,
Debentures and Loans
UNIT – IV
Dividend Decisions: Relevance of Dividend payment – Stability of Dividend payment – Forms
of Dividend Payment – Dividend policy in Indian corporate sector
UNIT - V
Financial Analysis and Planning: Financial Statements, Financial Ratio Analysis, Operating and
Financial Leverage, Break even analysis
Emerging Scenario: Indian Financial System, An overview of Financial Institution, Financial

Markets, Financial Instruments and Financial Services
References:
5. Prasanna Chandra, Financial Management
6. I.M.Pandey, Financial Management
7. M.Y.Khan & P.K.Jain, Financial Management
ELECTIVE (MAJOR/ NON-MAJOR)
MANAGEMENT INFORMATION SYSTEMS
Unit - I
Concepts of data, Information & system – Defining Information system and system approach –
Management process and information needs – Categorization of Information systems for
competitive advantage.
Unit - II
Approaches to information system building – Comparing different methodologies – stages in

system development life cycle – Concerns in System feasibility – Focus of System analysis –
Data flow Diagrams – System Design Concepts - Issues in system implementation – Business
Process Re-engineering.
Unit - III
Features of different types of information system – office automation systems – Intranet &
Groupware – Decision support systems – Expert systems – Enterprise Resource Planning –
Customer Relationship management – Supply chain management.
Unit - IV
Applications of information systems in functional areas like HR, Finance, Manufacturing and
Marketing – Applications in various industries like banking, Financial services.
Unit – V
Information flows in the networked world – World Wide Web – E- Commerce, EDI, EFT –
Security concerns in Information systems – regulation for network IS security.
References:
1. Management Information System – James A. O‟ Brien

2. Management information System – K.C. Laudon & J.P. Laudon.
3. Information system for management – Robert & Clagget.
SEMESTER III
1 Core Research Methodology 6 4
2 Core Operations Research 6 4
Specialization
3 6 4
Stress Management
Specialization
4 6 4
Insurance Management
Specialization
5 5 4
Advertising & Sales Management
6 Elective – Managerial Skill Development 5 4
7 2 4
In plant Training/Organization Study
CORE - RESEARCH METHODOLOGY
Unit:1 Introduction: Meaning – Objectives – Types – Research Approaches – Significance of

Research – Research Process – Research Problems – Techniques/Steps in Defining a problem –
Research Design: Meaning – Types of Research Design – Principles of Research Design – Types
of Experimental Design – Collection of Data: Primary and Secondary Data – Methods of
collection of data
Unit: 2 Sampling Design – Census Method –Sample Method – Methods of Sampling –

Measurement and Scaling Techniques: Scales – Sources of Error in measurement – Tests of
Sound Measurement – Scaling Techniques – Questionnaire Design: Designing Questionnaire and
interview schedule - Distinguishing Questionnaire and Interview Schedule – Processing of Data:
Editing – Coding – Graphical and Diagrammatical Representation.
Unit: 3 Testing of Hypothesis (Parametric Test): Hypothesis – Procedure of Hypothesis

Testing – Tests of Hypothesis: Z-test, Chi-square test and f-test – Analysis of Variance.
Unit: 4 Testing of Hypothesis(Non-parametric): Non Parametric Test(Simple Problem): Sign

Test – Fisher – Irwin Test – McNemer Test – Signed Rank Test – Rank Sum Test – U – Test –
One Sample Runs Test – Correlation and Regression Analysis – Partial and Multiple Correlation
– Discriminate Analysis – Cluster Analysis – Factor Analysis and Conjoint Analysis –
Multifactor Evaluation, Two – Factor Evaluation Approaches – Garaat Ranking Technique.
Unit: 5 Interpretation and Report Writing: Interpretation – Techniques of Interpretation –

Significance of Report Writing – Steps in Report Writing – Layout of Research Report – Types
of Reports – Mechanics of writing Research Report – Statistical Software.
TEXTBOOK:
Kothari, C.R. – Research Methodology & techniques, New Age International Publishers, New
Delhi – 110 002. 2007
REFERENCES:
Rao, K.V. – Research Methods for Management and Commerce, Sterling publishers, New Delhi,
2001
RichardI. Levin & David S. Rubin – Statistics for Management, Prentice Hall Inia, 2002
Wilkinson Bhadarkar – Methodology and Techniques of Social Research, Himalaya Publishing
House 2002.
Dwivedi R.S. – Research Methods in Behavioral Sciences. New Delhi: Macmillan India Ltd.,
1999.
Cooper D.R. and Schndler P.S. Business Research Method: McGraw Hill International Editions.
Singapore 1998.
CORE - OPERATIONS RESEARCH
Unit: I Mathematical models – deterministic and probabilities – simple business examples –

OR and optimization models – Linear programming – formulation – graphical solution – simplex
– Big M – dual of linear programming problem.
Unit: II Transportation model – Initial basic feasible solutions – Optimum solution (only for
non degeneracy) – simple problems – Transshipment model – Simple Problems – Assignment
model – Traveling Sales man – Simple Problems.
Unit: III Network Model - Networking - CPM & PERT – Crashing –Time estimates –
Waiting line models – Structure of model –M/M/I for infinite population – simple problems for
business decisions.
Unit: IV Inventory models Deterministic – EOQ – EOQ with Price breaks – Simple problems
– probabilistic – inventory models – probabilistic EOQ model – Game theory – Pure and mixed
Strategy – Dominance.
Unit: V Simulation – Types of Simulation –Decision theory – pay off tables – Decision
criteria – Decision trees – simple problems – Sensitivity Techniques.
REFERENCES:
1. Operations Research – An introduction – Handy A. Taha
2. Operations Research – Kanti Swarup, Gupta and Man Mohan
3. Operations Research – Dharani Venkitakrishnan
4. Operations Research – Dr. J. Sharma, Macmillan India Ltd.
SPECIALIZATION – HUMAN RESOURCES MANAGEMENT
STRESS MANAGEMENT
Unit: I Understanding Stress Meaning – Symptoms – Work Related Stress – Individual Stress
– Reducing Stress – Burnout
Unit: II Time Management – Techniques – Importance of Planning the day –developing

concentration – Prioritizing Beginning at the start – Techniques for conquering procrastination –
Sensible delegation – Taking the right breaks – Learning to say „No‟
Unit: III Career plateau: Career plateauing – Identifying Career plateaus – Structural and
content Plateauing – Making a fresh start – Importance of Sabbaticals – Counseling out –
Executive leasing – Sustaining a marketable Career.
Unit: IV Crisis Management: Implications – People issues – Structure issues – Environmental

issues – Learning to keep calm Preventing interruptions – Controlling crisis – Pushing new ideas
– Empowerment – Work place Humour, Developing a sense of Humour – Learning to laugh –
role of group cohesion and team spirit.
Unit: V Self Development, Improving personality – Leading with Integrity – Enhancing

Creativity – Effective decision making – Sensible Communication – The Listening Game –
Managing Self – Mediation for peace – Yoga for Life.
REFERENCES
1. Bhatia R.L., The Executive Track: An Action Plan for Self Development Wheeler Publishing,
New Delhi 196
2. Charavathy, S.K., Human Values for Manager, McGraw Hill/Henely Management Series
1996
3. Jeffr Davison, Managing Stress, Prentice Hall of India, New Delhi, 1998
4. Swami Ranganathananda, Eternal values for changing society, Bharatia Vidya Bhavan, 1998.
SPECIALIZATION – FINANCE
INSURANCE MANAGEMENT
Unit: I Introduction – Insurance – meaning, nature and significance – Insurance Regulatory

Development Authority Act, Risk Management: Its methods and techniques.
Unit: II Life Insurance – Law relating to Life Insurance, general principles, proposals and
policy –titles and claims, concepts of trust in life policy – General Insurance – Law, different
types – nature of fire insurance, types of fire policy, double insurance – claims and recovery.
Unit: III General Insurance – Accident and motor insurance – nature, terms and conditions,
claims and recovery, accident insurance – compulsory motor vehicle insurance. Deposit and
credit insurance – nature, terms and conditions, claims and recovery – Marine Insurance – nature
and scope, law and types of policy.
Unit: IV Insurance Survey – Insurance survivorships – appointment, legal provisions, functions,

insurance and contract analysis.
Unit: V Insurance Institutions – Structure and functions – General Insurance Corporation of

India, LIC, DICGC, Claim Tribunal.
TEXT BOOKS:
1. Kenneth S. Abraham, Insurance Laws & Regulation Case & Materials Foundation Press.
REFERENCE BOOKS:
C. Arthur Williams Jr., Michael L Smith & Peter C Young, Risk Management & Insurance, 6 th
Edition, Tata McGraw Hill publications 1989.
SPECIALIZATION – MARKETING
ADVERTISING AND SALES PROMOTION
Unit: I ADVERTISING – AN INTRODUCTION-Origin and Development – Definition and

Classification – Planning Framework – Organizing Framework – the Advertiser and the
Advertising Agency interface – STRATEGIC ADVERTISING DECISIONS – Setting
Advertising Objectives – The Budget Decision – Preparing the Product and Media Brief.
Unit: II COPY DECISIONS – Visualization of Ad Layout – Elements of Ad Copy and

Creation – Principles of Verbal versus visual thinkers, Styles and Stages in advertising – copy
creation – Copy (Pre-) Testing methods and measurements.
Unit: III MEDIA DECISIONS – Media Planning and Selection – Concepts of Reach,
Frequency, Continuity and Selectivity – Measures of Media Cost Efficiency – Media
(Readership/viewership) Research. The Internet as an Advertising medium.
Unit: IV Layout & Production – Functions, characteristics, essentials, steps involved in

preparation of layout - Principles of effective design and layout – steps for producing T.V.
Commercials steps for producing Radio Commercials – Principles and types of Printing.
Unit: V SALES PROMOTION – Rationale, Types – Consumer and Trade Promotions – Sales
promotion Strategies and Practices, Cross Promotions, Surrogate Selling, Bait and Switch
advertising issues – Outsourcing sales promotion – National and International Promotion
strategies – Integrated promotion – Co-ordination with a various promotion techniques.
REFERENCES:
1. Wells, Burnett & Moriarty: ADVERTISING PRINCIPLES AND PRACTICES,
Prentice-Hall
2. June Valladares: THE CRAFT OF COPYWRITING, Sage Publications.
3. J.V. Vilanilam & A K Varghese: ADVERTISING BASICS! A RESOURCE GUIDE
FOR BEGINNERS, Response books, Sage Publications.
4. Wright, Winter & Zeigler: ADVERTISING; Tata McGraw Hill.
5. Sandage, Fryburger & Rotzoll: ADVERTISING; Irwin.
6. Aaker, Batra & Myers: ADVERTISING MANAGEMENT; Prentice Hall, India.
7. Subroto Sengupta: BRAND POSITIONING; Tata McGraw Hill
8. David Ogilvy: OGILVY ON ADVERTISING
9. J.T. Russel & Ronald Lane: KLEPPNER‟S ADVERTISING PROCEEDURE; PH
10. Don E. Schultz: STRATEGIC ADVERTISING CAMPAIGNS; NTC Business Books.
11. Pran Nath Chowdhury: SUCCESSFUL SALES PROMOTION.
ELECTIVE (MAJOR/NON-MAJOR) MANAGERIAL SKILL

DEVELOPMENT
Unit: I Communication: Meaning – Process – Importance - Media – Types – Barriers –

Principles Guidelines for Effective Communication – Purpose of Interviews and Group
Discussions – Types of Interviews – Facing the Interview – Oral Form of Communication:
Selection Interview – Speeches – Preparing for speech – Efficient speaker(Body Language,
gestures) Listening – Effective listening – Visual aids(used in speech)
Unit: II Application Letters: Form – Contents – Bio-data – Application Blank – Interview

Letters – References – Testimonials – Letter of Appointment, Promotion, Retrenchment and
Resignation – Report Writing: Importance – Types- Preparing Report – Organization of Report –
Agenda and Minutes of Meeting – Effective Public speaking – Organizing Effective Meeting –
Seminars – Conferences – Audience Analysis
Unit: III Windows XP: Working with Windows – File and Folder Management in Windows –
MS Office: MS Word: Creating a New Document – Inserting Files, Pictures, Tables, etc., -
Formatting – Using Tools – Spell Check, Grammar, etc., - MS Excel: Opening and Creating
Work sheets – Inserting and Deleting Rows – Columns and Cells – Auto Calculations – Using
Formula – Sorting Data – Creating and Editing Charts – MS Power Point: Creating and Editing
presentations – Inserting Slide number, Date, Time. Pictures, Movies, Sounds – Slide Design and
Layout – Slide Show – Slide Transition, Timing, Animation
Unit: IV Individual Behavior – Personality – Perception – Attitude – Values – Learning –

Goal Setting – Motivation: Motivation and Behavior – Quality of Work Life – Stress: Concept –
Causes of Stress - Coping Strategies for Stress.
International Behavior: Nature - Transactional Analysis – Levels of Self Awareness – Ego
States – Life Positions – Transactions – Stroking – Types of Strokes -
Benefits of Transactional Analysis – Group Dynamics: Concept of Group – Types of Groups –
Group Behavior: Group Norms – Group Cohesiveness – Intergroup Behavior - Team

Development
Unit: V Skill Development – Aptitude Tests – Communication Skill Exercises – Body Language
Exercises – Personality Development Exercises (Self Awareness) – Attitude
– Practical Session on Seminar, Group Discussion, Case Study, Paper presentations, marketing
warfare – Debate and Role Play.
References:
Rajendra Pal & J.S. Korlahalli – Essentials of Business Communications, Sultan Chand & Sons,.
2000
Krishna Mohan & Meera Banerji – Developing Communication Skills, Mcmillan, 2000
Raymond V. Lesikar – Basic Business Communications, Tata McGraw Hill, 2001
Krishna Mohan – Effective Business Communications, Tata McGraw Hill, 2000
Urmila rai and S.M. Rai – Business Correspondence and Report Writing, Himalaya Publishing
House, 1998
Stephen L. Nelson – Office 2000 Complete Reference, BPB, 2000
R.K. Taxali – PC Software for Windows made simple, Tata McGraw Hill, 2002
Joyce Cox & Polly Urban – Quick Course in Microsoft Office, Galgotia Publications, 2001
Gini Courter & Annette Maquis – Mastering Office 2000, BPB, 2000 Windows SP Completer
Reference
Stephen P, Robbins – Organizational Behaviour- Prentice Hall of India, 2001
New Storm and David – Organizational Behaviour, Tata McGraw Hill, 2001
Fred Luthans - Organizational Behaviour, Tata McGraw Hill, 2001.
IV SEMESTER
1 Core - Business Policy and Strategic 7 4

Management
2 Core - International Business 7 4

Management
3 Specialization 7 4
Training and Development

4 Specialization 7 4
Strategic Financial Management

5 Specialization Sales Management 6 5
6 Project Work 3 4
CORE – BUSINESS POLICY AND STRATEGIC MANAGEMENT
UNIT- I
Firm environment: Environmental analysis – macro, micro and relevant environment models for
environmental analysis – SWOT analysis, BCG Matrix, GE‟s Stoplight Matrix.
UNIT – II
Strategy and resources: Strategy, tactics – strategic planning, review of concepts of vision,
mission, goal, objectives, policy, procedures, standard operating plans, rules etc.
UNIT – III
Types of strategic growth strategies, dependency, reduction strategies horizontal and vertical
integrations – backward integration, forward integration – generic strategies – entrepreneurial
turnaround strategies efficiency turnaround strategies.
Generation of strategic alternative – brain storming, consultancy, Delphi technique, strategic gap
analysis, strategic information systems.
UNIT – IV
Organization level strategies: expansion, mergers, joint ventures, acquisitions, takeovers,

consortia, networking, franchising, licensing, sub controlling, diversifications, concentric
diversification, conglomerate expansion.
UNIT – V
Strategy implementation – evaluation and control.
References:
1. Jauch Lawrance R. Et. Glueck William F., “ Business Policy and Strategic Management”,
McGraw Hill Co. ( 5th Edition).
2. Johnson Gerry Et Scholes Kevan, “ Exploring corporate Strategy V”, Prentice hall of
India ( 4th Edition).
3. Charles W.L. Hill Et Garrett Johns, “ Strategic Management”, Houghton Miffin
company, New York.
4. Thomas L.Wheeter Et. J. David Hunger, “ Strategic Management Et Business Policy”,
Prentice Hall.
5. Azhar Kazmi, “ Business Policy and Strategic Management”, Tata Mc Graw Hill
Publishing Company, New delhi.
INTERNATIONAL BUSINESS MANAGEMENT
UNIT – I
Introduction – definition – Trade and Investment flow – economic theories – forms of

international business- Trade Policy – Export Promotion – export procedures and documents –
FOREX management – exchange rate determination – Exchange risk – Managing exchange rate.
UNIT – II
International Business Environment – Globalization of business – economic, political and

cultural environment of International Business – WTO & Trade Liberalization - Emerging Issues
– Implications for India – Regional Trade blocks – Inter- Regional Trade among Regional
Groups.
UNIT- III
Global Strategic Management – Structural design of MNEs – Strategic planning – Strategic

Considerations – National Vs Global Competitiveness.
UNIT – IV
Control and Evaluation of International Business – Control of MNEs – approaches to control –

the role of information systems – Performance measurement – mechanics of measurement –
Various Performance measurement – Mechanics of Measurement – Various performance
indicator – Evaluation & evaluation systems.
UNIT – V
Conflict in International Business & Negotiations – factors causing conflict – conflict resolutions
actions – the role of negotiations in International Business – the role of International Agencies in
Conflict Resolution.
Text Books
1. John D. Daniels and Lee H.Radebaugh, International Business, Pearson Education Asia,
New Delhi,2000
2. Richard M. Hodgetts and Fred Luthans , International Management, Tata McGraw Hill,
New Delhi, 2003
3. Charles W. L. Hills, International Business, Tata McGraw, New Delhi, 2005.
4. Francis Cherunilam, International Business, Wheeler Publications.
References:
1. Anand K. Sundaram & I. Stewart Black, The International Business Environment,

Prentice, Hall of India, New Delhi, 2001
2. Michael R. Czinkota, IIkka A. Ronkainen and Michael M. Moffett, International
Business, Thompson, Asia, Bangalore, 2003.
3. Don Ball and Wendell Mcculloch, International Business, Irwin McGraw Hill, New
York, 1999
4. Roger Bennett, International Business, Pitman Publishing, New Delhi, 2000.
5. Vyuptakeshgaraam, International Business, Pearson Education, New Delhi, 2006.
TRAINING AND DEVELOPMENT
UNIT - I
Training and Development: Meaning – differences between Training and Development – Need
for Training – Steps in Training Programme – Training for different employees – Training
Methods: Features, Merits and Demerits.
UNIT – II
Executive Development: Knowledge and skills of Manager – Objective of Management

Development – Importance – components of management development – Importance –
Components of Management development programme – Factors inhibiting Management
development – On-the-job Techniques – Off-the –job- Techniques.
UNIT – III
Performance Appraisal: Meaning- Purpose of Appraisal – Evaluation process – Appraisal

Methods: Traditional & Modern methods – Management by Objectives – Problems of Appraisal.
UNIT – IV
Employee Morale: Meaning – Individual and Group morale – Factors affecting morale –
measurement of morale – Measures for improving morale.
UNIT – V
Participative Management: Meaning – Scope and ways of Participation – Importance of

participation – Limitations of Participation. Job Design- Quality circle –Work Re-structuring –
Quality of Work Life.
Text: C. B. Mamoria – Personnel Management, Himalaya Publishing House, 1999.
1. Gray Dressler- Human Resource Management, Prentice Hall of India, 1999

2. K. Aswathappa – Human Resource & Personnel Management, Himalaya Publishing
House,2001
3. David A. Decenzo & Stephen P. Robbins – Personnel / Human Resource Management,
Prentice Hall of India, 2000
STRATEGIC FINANCIAL MANAGEMENT
UNIT – I
Financial Policy and Strategic Planning: Components of financial strategy; Objectives and goals;
Strategic planning process.
UNIT – II
Investments Decisions under risk and uncertainty: Techniques of investment decision – risk
adjusted discount rate, certainty equivalent factor, statistical method, sensitivity analysis and
simulation method; corporate strategy and high technology investments.
UNIT – III
Expansion and Financial Restructuring: Mergers and amalgamations – Corporate Restructuring,

Reasons for Merger, Legal Procedure for Merger, Benefits & Cost of Merger; Determination of
SWAP Ratios ; Evaluation of Merger Proposal; Corporate & Distress Restructuring.
UNIT - IV
Leasing: Meaning, Importance, types, tax considerations and accounting considerations.

Evaluation of lease from the point of view of lessor and lessee; Lease versus buy decision;
Venture Capital: Concept and developments in India; Process and methods of financing, fiscal
incentives.
UNIT – V
Financing Strategy: Hybrid securities namely convertible and non-convertible debentures, deep
discount bonds, Secured premium notes, convertibles Preference shares; Option financing,
Warrants, convertibles and exchangeable.
References:
1. Allen D.: An Introduction to Strategic Financial Management, CIMA/Kogan Page,

London.
2. Chandra, Prasanna: Financial Management, Tata McGraw Hill, Delhi.
3. Copeland, T., T Koller and J Murrin Valaution : Measuring and Managing the value of
companies, John Wiley, International Edition, New York
4. Copeland, T.E. and J.F. Weston: Financial Theory and Corporate Policy, Addison-
Wesley, New York.
5. Hampton, Jone: Financial Decision Making, PHI, New Delhi.
SALES MANAGEMENT
UNIT – I
Meaning and Functions – Introduction – Meaning and objectives – responsibilities of sales

managers – Sales Management Vs. Marketing Management – Organization of the Sales
Department – Structures – Objectives – determination of functions – Sales departments
integration with other departments.
UNIT – II
Sales Force Management – Salesmanship – Meaning – Importance – Process of Selling – Focus

on customer salesmanship – Sales Force Management Quantitative & Qualitative planning of
sales force – Recruitment and Selection – Training – Motivating – Compensation – Appraisal of
Performance and Promotion Direction and Control of Sales Force.
UNIT - III
Sales Volume and Territory Management – Objectives of sales Forecasting – Methods and
Procedures of Sales Forecasting – Sales Budgets, Designing Sales Territories and Quotas –
Assigning Territories – Reasons for selling and using quotas – types of quotas and quota selling
procedures – Administering the quota system.
UNIT – IV
Distribution Management – Nature of Distribution and channels – need for marketing

intermediaries – channel behavior and organization channel design decisions – setting channel
objectives and constraints – designing International Distributional Channels – Channel
Management Decisions – Selecting Channel Members – Retailing – Wholesale – wholesale
Marketing decisions.
UNIT – V
Industrial Selling – Concepts of Industrial selling – nature and characteristics of Industrial goods
– concepts of Industrial goods – Role of Service in Industrial Selling – Sales policies and
procedures – Terms and conditions of sales – Handling complaints.
Text Books
1. Richard R. Still, Edward W. Cundiff, Norman, A.P.,Goveni, Sales Management ,

Decisions, Strategies & Cases , Prentice Hall, 5th Edition 2005.
2. Charles M. Futvell, Sales Management, Team work, Leadership and Technology,
Thomson learning, South Western, Sixth Edition, 2003.
References
1. Fundamentals of sales Management, Ramneek Kapoor, Mac Millan India, Pvt. Ltd.
2. Salesmanship & Sales Management, P.K. Sahu, K.C. Raut, Vikas Publications, Third
Revised Edition.
3. Sales Management: A Global Perspsective, Earl D. Honeycutt, John B. Ford, Antonis C.
Sirminitras, Routledge Publisher.
4. Market & Sales Forecasting, Gordon Bolt, crest Publishing House.

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ACHARIYA

SCHOOL OF BUSINESS AND TECHNOLOGY

Challenging the Future

S.No SUBJECT NAME HOURS CREDITS

1 Core – Management Theory and Organizational 6 4

2 Core – Management Accounting 6 4

3 Core – Business Environment 6 4

4 Core – Managerial Economics 6 4

5 Core – Quantitative Methods 6 5

MANAGEMENT THEORY AND ORGANIZATIONAL BEHAVIOUR

Unit:1 The Definition of Management: The management Functions – Management skills –

Unit: II The Organizing Process – Departmentation – Line and Staff Relationship –

Unit: IV Directing – Steps in Directing, Motivation: The Concept of Motivation – Foundations

Unit :V Controlling – The Importance of Control – Control Techniques and Methods –

2. Hellriegel, Jackson and Slocum, Management: A Competency – Based Approach, South

4. Koontz, Essentials of Management, Tata McGraw Hill, 5 th Edition, 2001.

5. Stephen Robbins – Organizational Behaviour

6. Fredluthans – Organizational Behaviour

7. Shukla – Understanding – Theory & Practices

Unit I: Accounting – Definition – Purpose – GAAP – Standards – Preparation of Final Accounts

Unit V: Target costing – Definition – Procedure – Implementation – Advantages – Life Style

1. Management Accounting – M.Y. Khan and P.K. Jain

2. Management Accounting – Principles and Practice – M.A. Sahaf

3. Management Accounting – R.S.N. Pillai & Bagavathi

4. Financial Accounting – A Managerial Perspective – R. Naryanan Swamy

5. Introduction to Management Accounting – Charless T. Horngren

Unit I: BUSINESS ENVIRONMENT

Basic Concepts, Internal and External Environment, Components of Environment – Present

Unit II: Industrial and Regulatory Environment

Synergy between Government and Business, Agriculture, Infrastructure, Informatics, Human

Unit III: Social Responsibility of Business

Unit IV: Technological and Trade Environment

Defining Technology and Technology Transfer, Mechanism of Technology Transfer, Quality

Unit V: Globalization and Foreign Investment in India

Types of Foreign Investment, Advantages and Disadvantages of FDI – Multinationals in India –

1. Raj Agarwal, 2002, Business Environment, New Delhi, Excel Books

Unit I: Introduction to Managerial Economics: Definition, Scope and Managerial Economics –

UNIT III – MARKET STRUCTURE

UNIT IV- PRICING DECISIONS

Unit V: Macro Economic Analysis for Business Decision Making

Unit: II Basic Concept of Differentiation – Integration – Optimization Concepts – Use of

Unit: IV Probability – Definitions – addition and multiplications rule (Only statements) –

1. Murray R. Spigel – Theory and Problems of Statistics – Schaums Outline Series –

S.No SUBJECT NAME HOURS CREDITS

Core Marketing Management

Core Human Resources Management

4 Core – Production and Materials Management 5 4

5 Core – Financial Management 5 4

6 Elective (Major/Non Major) 5 4

Management Information System

HUMAN RESOURCES MANGEMENT

Evolution of the concept of Entrepreneur and Entrepreneurship – Characteristics of Entrepreneur

Entrepreneurship Development Programmes (EDPs) – Objectives – Course content – Phases –

Marketing Management Segmentation, Targeting, positioning – Marketing Mix – Production

Financial Management: Working Capital Management – Human Resource Management:

Entrepreneurial Development – C. B. Gupta and N.P. Srinivasan

Dynamics of Entrepreneurial Development and Management Vasand Desai

CORE: PRODUCTION & MATERIALS MANAGEMENT

Introduction to production and operations function, interaction of operations management with

Introduction to materials management : Managing purchases, purchase process – Managing

Maintenance management function – Types of maintenance – Preventive & break down

1. Dilworth James B., Operations Management , Mc Graw Hill

Emerging Scenario: Indian Financial System, An overview of Financial Institution, Financial

ELECTIVE (MAJOR/ NON-MAJOR)