301.

MANAGEMENT INFORMATION SYSTEM

Unit – I: Introduction to MIS – Importance of information for management decisions – Systems

Approach and Information – System Development – Information System Architecture –
Quantitative Techniques and Management Information Systems interfacing.

Unit – II: Physical design of computer sub-systems. Database design, File design, input, output,
and procedure design and system security. MIS development – process – system
development – System Life cycle method – Structured Development method, and
prototype method – Soft ware development.

Unit – III: Information Systems – Computers in Management – MIS Office automation – Decision
Support System – Expert system.

Unit – IV: Implementation, Evaluation and maintenance of MIS – Pitfalls in MIS development.

Unit-V: System modeling for MIS. System engineering methodology for MIS problem solving.

Reference Book:

1. A.Senn – Analysis and Design of Information Systems

2. Gordan Davis – Management Information Systems, McGraw Hill
3. C.S.V. Murthy – Management Information Systems Text & applications, Himalaya Publishing House,
Mumbai.

302. ENTREPRENEURSHIP

Unit-I: Entrepreneurship – Definition, Scope and Importance – Role of entrepreneurship in

economic development. The cultural and Social Environment – Characteristics of
entrepreneur – Functions of Entrepreneur. Identification of entrepreneurial talents –
Innovation, Marketing and Financial viability as the Chief requisites.

Unit-II: Entrepreneurship development programs – the concept of entrepreneurial

development – Need for training and Development – Need and objectives of EDPS –
Course contents and curriculum of EDPS – Phases of EDPS.

Unit-III: Role of the government in motivating and developing entrepreneurship. Institutional

support to entrepreneurs – NSIC – SIDO-SSIB – SSICS – SISI – DICS – TCOs, Industrial
Estates, Specialized institutes.

Unit-IV: Institutional finance to entrepreneurs – IDBI, IFCI, ICICI, IRBI, LIC, UTI, SFC, SIDC, SIDBI,
EXIM Bank, Venture Capital etc. Factors affecting entrepreneurial growth – Economic
Factors – Non-economic factors - Government actions – Problems of Entrepreneurs.
Unit-V: Women Entrepreneurship- Concept and functions of women entrepreneur – Growth of
women entrepreneurs – Development of women entrepreneurs – Problems of Women
entrepreneurs.

Suggested Book:

1. Vasanta Desai, “Dynamics of Entrepreneurial Development and Management”, Himalaya

Publishing House, Mumbai, 2007.
2. S.S. Khanka, 2007, Entrepreneurial Development, S. Chand & Co. Ltd.
3. Poornima. M Charantimath, 2006, Entrepreneurial Development and Small Business Enterprises,
Pearson Education.
4. Gupta – “Entrepreneurship Perspective and Paradigms”, 1997 – Macmillan Publishers India Ltd.,
New Delhi.

303. LOGISTICS & SUPPLY CHAIN MANAGEMENT

Unit–I: Logistics and Competitive Strategy: Competitive Advantage – Gaining Competitive

Advantage through logistics – The Mission of Logistics Management – Integrated supply
chains – Supply chain and Competitive Performance – The changing logistics
environment – Models in Logistics Management – Logistics to Supply Chain
Management – Focus areas in Supply Chain Management – Performance Measures for
SCM.

Unit–II: Customer Service Dimension: The marketing and logistics interface Customer service
and customer retention – Service – driven logistics systems – Basic service capability –
Increasing customer expectations – Value added services – Customer satisfaction and
success – Time based logistics – Case studies.

Unit–III: Logistics System Design: Logistics positioning – Logistics reengineering – reengineering

procedure – logistics environmental assessment – time based logistics – alternative
logistics strategies – strategic integration – logistics time-based control techniques.

Unit-IV: Measuring Logistics Costs and Performance: The concept of Total Cost Analysis –
Principles of logistics costing – Logistics and the bottom line – Impact of Logistics on
shareholder value – customer profitability analysis – direct product profitability – cost
drivers and activity – based costing.

Unit–V: Logistics and Supply Chain relationships: Benchmarking the logistics process and SCM
operations – Mapping the supply chain processes – Supplier and distributor
benchmarking – Setting benchmarking priorities – identifying logistics performance
indicators – Channel structure – Economics of distribution – channel relationships –
logistics service alliances.
Reference Books:

1. Sup John T. Mentzer, Supply Chain Management, Response Books, New Delhi 2007, Rs.495/-
2. Donald J.Bowersox and David J.Closs, Logistical Management: The Integrated Supply Chain
Process, TMH, 2003.
3. Martin Christopher, Logistics and Supply Chain Management, Pitman, London 1993.
4. Sunil Chopra and Peter Meindl, Supply chain Management: Strategy, Planning and Operation,
2/e, Pearson Education, New Delhi 2002.
5. B.S. Sahay, Supply Chain Management for Global Competitiveness, Macmillan, New Delhi, 2003.

HR 307. STRATEGIC HUMAN RESOURCE MANAGEMENT

Unit – I: Strategic role of HRM : Planning and Implementing Strategic HR policies, HR Strategies
to increase firm performance – Investment perspectives of HR: Investment
Consideration, investments in Training and Development, investment practices for
improved Retention, Investments job secure work course, Nontraditional investment
Approaches.

Unit – II: Managing Strategic Organizational Renewal: Managing Change and OD, instituting TQM
programmes, Creating Team based organizations, HR and BPR, Flexible work
arrangement.

Unit – III: Establishing Strategic Pay Plans: Determining periods, Establishing periods, Pricing
Managerial and Professional jobs, Compensation trends, Objectives of International
Compensation, Approaches to International Compensation, Issues related to double
taxation.

Unit – IV: Managing Global Human Resources: HR and the internationalization of business,
Improving International Assignments through selections, Training and maintaining
International Employees, Developing International Staff and Multinational Teams.

Unit – V: Multinational, Global and Transnational Strategies: Strategic Alliances, Sustainable

Global Competitive Advantage, Globally Competent Managers, Location of Production
Facilities – Repatriation Process – Case studies.

Suggested Books:

1. Gary Dessler, Human Resource Management, PHI, New Delhi, 2003.

2. Charles R.Greer, Strategic Human Resource Management, Pearson Education, 2003.
3. Luis R.Gomez-Mejia, David B.Balking and Robert L.Cardy, Managing Human Resources, PHI, 2001.
4. Peter J. Dowling, Denice E.Welch, Randall S.Schuler, International Human Resource Management,
Thomson South-Western, 2002.
 HR 310. LEADERSHIP AND CHANGE MANAGEMENT

Unit – I: Nature and importance of leadership – Leadership roles – Leadership motives –

Leadership as a process – the complexities of leadership – Measures of success and
failure – Guidelines for leadership. Effective leadership behaviors and attitudes – Super
leadership – Situational influences on effective leadership behaviour – leadership styles
– Situational leadership.

Unit – II: Leadership of quality and technology – Leadership practices that foster Total Quality
Management. Leadership development, succession and the future – Leadership
development programmes – Evaluation of leadership development efforts. Mentoring –
Mentoring in Indian Organisations.

Unit – III: Formation and maintenance of Organizational culture – The cultural web – Cultural
influences and cultural management – Cultural factors influencing leadership practice.
Leader’s role in shaping and reinforcing culture –assessing organisational culture –
Organisational culture inventory – Kilman – Saseon culture gap survey – Triangulation
Developing a global organisational culture – Developing an ethical Organisational
culture – Fostering a learning culture in organisations.

Unit – IV: Organisational change – Nature of change – Sources of change – Impact of change on
organisations – Resistance to change. Perspectives of change – Contingency Perspective
– Resource dependence Perspective – Population ecology Perspective – Institutional
perspective. Types of change – Incremental change – Radical change – Participative
change – Directive change. Organisational design for change – Approachs to effective
organisational design – Key roles in organisational change. Visionary leader as change
agent.

Unit – V: Managing creativity and innovation. Institutionalizing creativity and innovation.

Suggested Books:

1. Leadership – Richard Hughes, Robert Ginnett, Girdon Curphy – McGraw Hill – 1999.
2. Leadership – Dubrin J.Andraw – All India publishers and Distributors Ltd., - 1985.
3. Cases in leadership, Ethics and Organisational Integrity – Lynn Sharp Paine – McGraw Hill – 1997.
4. Organisational Behaviour – Richard Pettinger – MacMillan - 1990.
5. Organisational Behaviour – Foundations, Realities and Challenges – Debra L Nelson, James Campbell
– West Publishing Company – 1990.
6. Managing Organisational Change – V.Neelakanth, S. Ramnarayan, - Response Books, New Delhi –
2000.
 FM 305. SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT

Unit – I: Investment – Objectives, Nature, and Channels of Investment – Investment and

speculation process of investment. Capital Markets – Stock Exchanges – BSE – NSE –
OTCEI – Trading in stock exchanges – New issue market.

Unit – II: Return – measurement of return – Traditional techniques – Holding period – Statistical
methods – Probability distribution – Calculation of expected return. Risk – risk factors,
risk classification – Systematic risk – unsystematic risk – Standard deviation – Variance –
Correlation Coefficient – Beta – Calculating expected return and risk.

Unit – III: Valuation – approaches of valuation – Bond valuation – Preference share Valuation –
Common stock valuation. Fundamental analysis – Economy, Industry and Company
analysis and Technical analysis.

Unit – IV: Portfolio – Process of Portfolio Management, Traditional view – Diversification –

Modern Portfolio models – Markowitz model – Sharpe single index model, Capital Asst.
Pricing model.

Unit-V: Portfolio selection – efficient frontier – Utility, functions and optional portfolio –
Evaluation of Portfolio Performance – Mutual funds – Concept, objectives and functions
of mutual funds.

Reference Books:

1. Security Analysis and Portfolio Management, Punitavati Pandian, Vikas Publications, New Delhi
2. Donald E.Fisher, Ronald J. Jordan, “Security Analysis and Portfolio Management”, Prentice Hall
of India (P) Ltd., New Delhi.
3. Jack Clark Frances, “Investment Analysis and Management”, McGraw Hill Book Company, New
York.
4. Preethi Singh, “Investment Management”, Himalaya Publishing House, Mumbai.

MM 305 - STRATEGIC MARKETING MANAGEMENT

Unit 1: Strategic Marketing Management – Objectives & concept of Strategic Marketing

Management - Strategy Definition. Strategy Formulation – Vision, Mission, Objectives and
Goals of business and their relationship with Strategic Marketing Management. F ormulation
of marketing strategies for Product, Price, Promotion, and Distribution.

Unit 2: Strategic Marketing analysis – SWOT Analysis, GAP Analysis – Competitive Analysis – Porter’s
5 forces Model of competition, BCG Matrix, GE 9 Cell Model as basic foundation of
Strategic Marketing, McKinsey’s 7s framework for analyzing and improving organizational
effectiveness.
Unit 3: Marketing Strategy Implementation – Integration of Marketing Strategies and their
application to different business sectors – FMCG, Industrial, & Services. Constraints in
marketing strategy implementation.

Unit 4: Specific strategy initiatives – New product development and introduction strategies, Planned
or unplanned strategy withdrawals/obsolescence, Contingency /alternative strategic
planning, Brand Strategies in FMCG markets, Rural and export marketing strategies,
Marketing strategies for IT and ITES industries.

Unit 5: Marketing Strategy Evaluation – Marketing Audits & their scope – Measurement of
Marketing Performance and its feedback to next year’s marketing strategy formulation.

Recommended Books:

1. Phillip Kotlar, ‘Marketing Management: Analysis, Planning & Control’,

2. Azar Kazmi, ‘Business Policy & Strategic Management,
3. David W. Cravens, Nigel F. Piercy, ‘Strategic Marketing’,
4. Boyd Walker, Mullins Larrech, ‘Marketing Strategy’, Tata McGraw Hill Co., New Delhi

MM 310. SALES AND DISTRIBUTION MANAGEMENT

Unit – I: The Marketing Communication Process – Integrated Marketing Communication

Strategy. Role of different elements of promotion mix in marketing
communication. A model of communication effects.

Unit – II: Advertising planning and Decision Making – Advertising objectives. Creative
strategy: The creative idea, creative execution tactics for low and high
involvement persuasion. Creative execution: Attention and structure of
Advertisements. Media strategy and implementation.

Unit – III: Personal Selling – Objectives, Strategy: Sales Planning, Sales Management,
Personal Selling and Salesmanship. Sales Management: Recruiting, Selecting,
Training, Motivating, Compensating, Evaluating and Supervising Sales force.
Sales budgets, quotas and sales territories.

Unit – IV: Marketing Channels: Structure, functions and Relationships. Channel design and
Management decisions. Vertical, Horizontal and Multi channel Marketing
Systems. Physical distribution strategic issues and key decisions in retailing and
wholesaling. Direct marketing.

Unit – V: Sales promotion, publicity and supplementary media objectives and types of
consumer and trade promotions. Yellow pages, specialty advertising and e-
marketing publicity and media.
Suggested Books:

1. Batra, Myers and Aaker: Advertising Management, PHI – 1999.

2. Rossiter and Percy: Advertising Communications and Promotion Management, McGraw Hill
International Editions – 1988.
3. Still, Cundiff and Govani: Sales Management, PHI – 1988.
4. Stern louis and E1-Ansary hrdel: Marketing Channels Prentice International Edition, Enyel woold
cliff – 1999.
5. Ron Hasty and James Reardon: Retail Management, McGraw Hill International Edition – 1997.
6. Bovi and Thill: Advertising for Excellence, McGraw Hill-1980.

FM 309 – MANAGEMENT CONTROL SYSTEMS

UNIT 1: Introduction to Management Control Systems, Characteristics of Management Control

System - Evolution of control systems in an organization - Relating system to
organizational objectives - Strategic Planning, Management Control and Operational
Control - Goal Congruence - Cybernetic Paradigm of Grissinger - Functions of the
Controller.

UNIT 2: Responsibility Centers - Types of Responsibility Centers - Expense Centers, Profit Centers
and Investment Centers - Budgetary Control as a tool for Management Control Systems -
Engineered, Discretionary and Committed Costs - Approaches to budgeting w.r.t.
Engineered and Discretionary costs - Benchmarking and Total Cost Management

UNIT 3: Transfer Pricing (Market based and Cost Based) - Related numerical problems - Return on
Investment, Economic Value Added, Capital Budgeting and Ratio Analysis as a tool to
management performance measurement

UNIT 4: Management Control Systems in Service Sector vis-à-vis in Manufacturing Sector Financial
and Non-financial performance measures w.r.t. Balance Score Card (Rock Water's Model).
Long Range Planning - Converting corporate vision into a long-range plan - Input Output
Relationship

UNIT 5: Introduction to Audit Function as a control tool covering Financial Audit, Internal Audit
and Cost Audit - Management Audit - Principles and Objectives

Books Recommended

1. Management Control Systems, 10th Ed. - Anthony and Govindrajan

2. Practical Auditing - B.N.Tandon
3. Cost Accounting - B.K.Bhar
4. Management Control Systems - Kirby
5. Financial Management - Prasanna Chandra