SHRI VISHWAKARMA SKILL UNIVERSITY

(Enacted by the Act 25 of 2016, State of Haryana)

DUDHOLA, PALWAL

B.B.A. (Retail Management) NSQF Level 7

Batch 2021-24 and Onwards

 B.B.A. (Retail Management) – Scheme and Syllabus (Batch 2021-24 and onwards)

Scheme

Semester 1: 30 Credits (12 Gen +18 Skill)

Semester 2: 30 Credits (10 Gen + 20 Skill)
Semester 3: 30 Credits (12 Gen + 12 OJT + 6 Project)
Semester 4: 30 Credits (12 Gen + 12 OJT + 6 Project)
Semester 5: 30 Credits (12 Gen + 12 OJT + 6 Project)
Semester 6: 30 Credits (12 Gen + 12 OJT + 6 Project)

Semester-I
Subject Code Subjects C/O Credits Hours Theory (Marks) Practical (Marks) Total
Th P/Tu To Th P/Tu To I E To I E To
MGM-501 Fundamentals of Management and OB C 3 1(Tu) 4 45 30 75 30 70 100 100
ENG-503 English Language & Business Communication C 3 1(Tu) 4 45 30 75 30 70 100 100
MGM-504 Managerial Economics C 3 1(Tu) 4 45 30 75 30 70 100 100
General Education Component 9 3 12 135 90 225 90 210 300 300
ME-506
ME-506P
Basic Automobile Technologies C 3 1(P) 4 45 30 75 15 35 50 35 15 50 100
MMK-502 Marketing Management C 3 1(Tu) 4 45 30 75 30 70 100 100
MMK-503 Retail Management C 3 1(Tu) 4 45 30 75 30 70 100 100
MFM-512 Accounting and Financial Management C 3 1(Tu) 4 45 30 75 30 70 100 100
AEC-503 Comprehensive Viva C 0 2 2 0 0 0 0 0 0 50 50 100 100
Skill Enhancement Component 12 6 18 180 120 300 105 245 350 85 65 150 500
Total 21 9 30 315 210 525 195 455 650 85 65 150 800
 Semester-II
Subject Code Subjects C/O Credits Hours Theory (Marks) Practical (Marks) Total
Th P/Tu To Th P/Tu To I E To I E To
OMS-502 Entrepreneurship C 2 2 30 30 30 70 100 100
ENG-504 Grooming and Behavioural skills C 3 1(Tu) 4 45 30 75 30 70 100 100
MGM-505 Business Statistics C 3 1(Tu) 4 45 30 75 30 70 100 100
General Education Component 8 2 10 120 60 180 90 210 300 300
MMK-504 Retail Store Operations
MMK-504P C 3 1(P) 4 45 30 75 15 35 50 35 15 50 100
CSE-503
CSE-503P Basics of Computer and Spreadsheet Modeling C 2 2(P) 4 30 60 90 15 35 50 35 15 50 100
Legal Aspects of Retail Business and Franchise
MMK-505
Management C 3 1(Tu) 4 45 30 75 30 70 100 100
MBP-502 NSQF-OJT (Selling at Maruti) C 0 8 8 0 360 360 245 105 350 350
Skill Enhancement Component 8 12 20 120 480 600 60 140 200 315 135 450 650
Total 16 14 30 240 540 780 150 350 500 315 135 450 950

Semester-III
Subject Code Subjects C/O Credits Hours Theory (Marks) Practical Marks
Th P/Tu To Th P/Tu To I E To I E To Total

MMK602 Customer Relationship Management C 3 1(Tu) 4 45 30 75 30 70 100 100

MMK603 Rural Retailing C 3 1(Tu) 4 45 30 75 30 70 100 100

MMK604 Consumer Behaviour C 3 1(Tu) 4 45 30 75 30 70 100 100

General Education Component 9 3 12 135 90 225 90 210 300 300

MBP601 NSQF-OJT C 0 12 12 0 540 540 245 105 350 350

MBP602 Auto Finance and Auto Insurance- Project Based C 0 6 6 0 270 270 70 30 100 100

Skill Enhancement Component 0 18 18 0 810 810 315 135 450 450

Total 9 21 30 135 900 1035 90 210 300 315 135 450 750
 Semester-IV
C/O Credits Hours Theory (Marks) Practical (Marks) Total
Subject Code Subjects Th P/Tu To Th P/Tu To I E To I E To Total
Total
MMK605 Retail Branding C 3 1(Tu) 4 45 30 75 30 70 100 100
MMK606 E-Retailing C 3 1(Tu) 4 45 30 75 30 70 100 100
OAE101 Human Values and Professional Ethics C 3 1(Tu) 4 45 30 75 30 70 100 100
General Education Component 9 3 12 135 90 225 90 210 300 300
MBP603 NSQF-OJT C 0 12 12 0 540 540 245 105 350 350
MBP604 Institutional Sales & Accessories Sales-Project Based C 0 6 6 0 270 270 70 30 100 100
Skill Enhancement Component 0 18 18 0 810 810 315 135 450 450
Total 9 21 30 135 900 1035 90 210 300 315 135 450 750

Semester V
Subject Code Subjects C/O Credits Hours Theory (Marks) Practical (Marks) Total
Th P/Tu To Th P/Tu To I E To I E To
MHR702 Human Resource Management C 3 1(Tu) 4 45 30 75 30 70 100 100
MMK702 Retail Market Research C 3 1(Tu) 4 45 30 75 30 70 100 100
MGM707 Total Quality Management C 3 1(Tu) 4 45 30 75 30 70 100 100
General Education Component 9 3 12 135 90 225 90 210 300 300
MBP701 NSQF-OJT C 0 12 12 0 540 540 245 105 350 350
MBP702 Pre-owned vehicles sales- Project based C 0 6 6 0 270 270 70 30 100 100
Skill Enhancement Component 0 18 18 0 810 810 315 135 450 450
Total Quality Management 9 21 30 135 900 1035 90 210 300 315 135 450 750

Semester VI
Subject Code Subjects C/O Credits Hours Theory (Marks) Practical (Marks) Total
Th P/Tu To Th P/Tu To I E To I E To
OAE102 Environmental Studies C 3 1(Tu) 4 45 30 75 30 70 100 100
CSE702 Digital and Social Media in E- commerce C 3 1(Tu) 4 45 30 75 30 70 100 100
MMK703 Retail Data Analytics C 3 1(Tu) 4 45 30 75 30 70 100 100
General Education Component 9 3 12 135 90 225 90 210 300 300
MBP703 NSQF-OJT C 0 12 12 0 540 540 245 105 350 350
MBP704 Marketing and Social Media- Project based C 0 6 6 0 270 270 70 30 100 100
Skill Enhancement Component 0 18 18 0 810 810 315 135 450 450
Total 9 21 30 135 900 1035 90 210 300 315 135 450 750
 B.B.A. (Retail Management) – Syllabus

SEMESTER-I

FUNDAMENTALS OF MANAGEMENT & ORGANIZATIONAL BEHAVIOUR

Course Code: MGM-501

Course Credit: 04 (3-1-0)

Max. Marks: 100 (30I+70E)

Objectives
The purpose of the course is to provide fundamental knowledge and exposure to the concepts, theories
and practices in the field of management. It aims to understand individual and group behavior at the
workplace.

Learning Outcomes
LO1: Able to develop the processes of management related with the basic functions. (Theory)
LO2: Outline the notion of managerial skills and functions. (Theory)
LO3: Make Organisation Structure and identify the gaps. (Theory)
LO4: Understand individual and group behaviour at the workplace. (Theory)
LO5: Outline the process of conflict resolution processes in the organization (Theory)
LO6: Make students must be acquainted with leadership quality. (Theory)
LO7: Complete administrative duties accurately, systematically and within required timeframes
(Theory)
LO8: Obtain, evaluate and act upon feedback from clients and colleagues (Theory)
LO9: Perform tasks to the required workplace standard (Theory)
LO10: Demonstrate behaviours that promote professionalism in the learning environment (Theory)
LO11: Perform consistently in accordance with the organization’s goals and objectives and
organisational/professional codes of conduct (Theory)
Field Work regarding organisation structure and their working. (Field Work)

Unit Topic LOs

Concept, Nature, Process and Significance of

I Basic of management; Managerial levels, Skills, Functions and LO1,LO2
Management Roles; Management Vs. Administration; Contingency
Management theories by - F. W. Taylor, Henry Fayol
and Elton Mayo

Level of Management- Functions of Management;

II Centralization – decentralization Organization LO3,LO4
Managerial structures - Line & Staff – functions, Leading and
Skill and Staffing; Controlling – Definition, Nature,
Functions Importance, Steps, Techniques

Organisation Behaviour - Definition, Scope,

III Importance, Concepts of Organisation Behaviour; LO7, LO8, LO11
Introduction Motivation- Definition, Theories of motivation, Mc
to OB Gregor, A.H. Maslow, Herzberg Learning- Meaning
& Theories.
 IV Perception-process; Conflict – Definition, traditional LO5,LO9, LO10,
Perception & Vs Modern view of conflict – Types of conflict - intra
Conflict personal, interpersonal, organizational;
Management

Definition, Importance, qualities of leaders, types of

V leaders – autocratic, democratic, free – rein; LO6
Leadership Personality- Attributes of personality, Type, Ego state,
& Johari window.
Personality

Books Recommended

Text Books
1. SP Robbins and M. Coulter, Management, 8th ed. Prentice-hall of india.
2. Stoner, Freeman, and Gilbert, Jr., Management 7th.ed., Prentice-Hall of India.
3. Luthans, Fred, Organisational Behaviour, McGraw Hill, New York

Reference Books
1. Heinz, Weihrich, Mark V. Cannice, and Harold Koontz, Management: A Global and
Entrepreneurial perspective,13thed., Tata MacGraw-hill,2010.
2. Harold koontz and Heinz Weihrich, Essentials of Management, 9th ed., Tata McGraw –hill, New
Delhi, 2012.
3. Stephen P. Robbins David A. Decenzo, Sanghamitra Bhattacharya, and Madhushree Nanda
Agrawal, Fundamentals of Management: Essential concepts and applications, 6 th Ed., Pearson
Education.
4. Newman, Summer, and Gilbert, jr., Management, 6th ed. Prentice-Hall of India.
5. Nelson, Debra L and James C Quick, Organisational Behaviour, Thomson Learning, 2012
6. Newstorm, John, Organsiational Behaviour, Tata McGraw-Hill. Robbins, S.P., Organisational
Behaviour, Prentice Hall of India, New Delhi
7. Hellgiegel, D and J.W. Slocum, Organisational Behaviour, Thomson Learning
8. S.S. Khanka, Organisational Behaviour, S. Chand & Co. New Delhi.

The list of cases and specific references including recent articles will be announced in the class at the
time of launching of the course.
 ENGLISH LANGUAGE AND BUSINESS COMMUNICATION
Course Code: ENG-503
Course Credit: 04 (3-1-0)
Max. Marks: 100 (30I+70E)
Objective
To train students to enhance their skills in written as well as oral communication through practical
conduct of this course. This course will help students in understanding the principles and techniques of
business communication.

Learning Outcomes
LO 1. Students would be able to understand the nature, structure, types and process of various
dimensions of communication and apply them in communication.
LO 2. Students would be able to make effective presentations in various business situations
incorporating the ethics of good negotiations and assertive behavior.
LO 3. Students would develop competency to understand and perform the diversity of the globalized
multicultural world.
LO 4. Students would be able to draft various types of documents used inside the organization for
various types of communication.
LO 5. Students would develop interview skills and competency incorporating the use of different social
media platforms for networking.

Units Topics Los

Meaning, Process and Types of Communication;

I: Basics of Principles of Effective Communication; Verbal and Non-
Communication: verbal Communication; Process and types of listening,
deterrents to listening process, essentials of good LO1
listening.

Prerequisites of effective presentation, format of

II: Presentation presentation; team presentations, social media, LO2
Skills technology and presentation; Conversations and
negotiations: Negotiations-types, structures and basics of
negotiations; Assertive behavior.

Business Communication in a globalized and

III: Multicultural multicultural world; understanding cultural diversity and LO3
World and developing cultural competency and inter-cultural
Communication business communication skills; Barriers to cross-cultural
communication and strategies to overcome them;

Mechanics of writing, report writing, circulars, notices,

IV: Written memos, agenda and minutes; business correspondence – LO4
Communication business letter format, style of letter arrangement, types
of letters, electronic mail; Resume Writing
 Preparing for interviews- types of interviews, process of
V: Communication interview and group discussion; effective ways of LO5
in Practice performing well in interviews; Social media and
Networking, Social media profiles, Editing and Posting
on social media;

Books Recommended

Text Books
1. Bovee, L. Courtland, John V Thill, and Roshan Lal Raina. Business Communication Today. 14th
ed. Noida: Pearson, 2018. Print.
2. Mukherjee, Hory Sarkar. Business Communication: Communication at Work. 2nd ed. New
Delhi: OUP, 2016. Print.

Reference Books:
1. Sinha, K. K. Taxmann’s Business Communication.4th Revised ed. New Delhi: Taxmann’s
Pub., 2018. Print.
2. Lata, Pushp, and Sanjay Kumar. Communication Skills. 2nd ed. New Delhi: OUP, 2019. Print.
3. Monippally, Matthukutty, M. Business Communication: From Principles to Practice. New
Delhi: McGraw Hill Pub., 2018. Print.

MANAGERIAL ECONOMICS
Course Code: MGM-504

Course Credit: 04 (3-1-0)

Max. Marks: 100 (30I+70E)
Objective
The purpose of this course is to apply micro economic concepts and techniques in evaluating business
decisions taken by firms. The emphasis is on explaining how tools of standard price theory can be
employed to formulate a decision problem, evaluate alternative courses of action and finally choose
among alternatives. Simple geometry and basic concepts of mathematics will be used in the course of
teaching.
Learning outcomes
LO1: Explain the mechanics of supply and demand in allocating goods and services and resources.
LO2: Describe how changes in demand and supply affect markets.
LO3: Understand the choices made by a rational consumer.
LO4: Identify relationships between production and costs.
LO5: Define key characteristics and consequences of different forms of markets.

Unit Topics LOs

I Individual demand, market demand, individual supply, market supply, LO1, LO2
market equilibrium; Elasticities of demand and supply; Price elasticity
of demand, income elasticity of demand, cross price elasticity of
demand, elasticity of supply
 Unit Topics LOs

II Cardinal utility theory; ordinal utility theory: indifference curves, LO3

budget line, consumer choice, price effect, substitution effect, income
effect for normal, inferior and giffen goods; applications of
indifference curve analysis: cash subsidy vs food stamps, consumer
surplus, benefits from exchange, backward bending supply curve of
labour.

III Optimizing behaviour in short run: product curves, law of diminishing LO3
margin productivity, stages of production; optimizing behaviour in
long run: isoquants, isocost line, optimal combination of resources;
traditional theory of cost: short run and long run; modern theory of
cost: short run and long run; economies of scale and scope.

IV Perfect competition: basic features, short run equilibrium of LO4, LO5

firm/industry, long run equilibrium of firm/industry, effect of changes
in demand, cost and imposition of taxes; monopoly: basic features,
short run equilibrium, long run equilibrium, effect of changes in
demand, cost and imposition of taxes, comparison with perfect
competition, welfare cost of monopoly; price discrimination;
multiplant monopoly ; monopolistic competition: basic features,
demand and cost, short run equilibrium, long run equilibrium.

V Oligopoly: Cournot’s model, kinked demand curve model, dominant LO5

price leadership model; Game Theory; Oligopolistic behavior:
dominant strategy, Nash equilibrium, business dilemma, pure
strategy, mixed strategy, pure strategy equilibrium, mixed strategy
equilibrium; National Income, inflation deflation stagflation, business
cycle.

Books Recommended

Text Books:
1. Dominick Salvatore (2009). Principles of Microeconomics (5th edition). Oxford University Press

2. Pindyck, Rubinfeld and Mehta. (2009). Micro Economics (7th edition). Pearson

Reference Books:
1. Lipsey and Chrystal. (2008). Economics (11th edition). Oxford University Press Note : Latest
edition of the readings to be used.
 BASIC AUTOMOBILE TECHNOLOGIES
Course Code: ME-506
Course Credit: 04 (3-0-1)
Max. Marks: 50 (15I+35E)

Course Objectives
The objective of the course is to provide basic knowledge about the chassis, power unit, suspension
system, steering system, transmission system, braking system etc. The other objective is to understand
emission system and government standards for any vehicle and also offers basic information about the
various safety features and Air conditioning system of vehicle.

Learning Outcomes
LO1: To understand the construction, function and working of individual component of a vehicle and
the system in which they function.
LO2: To understand the need of maintenance service to prevent or remove the defects that may come
up in running life of a vehicle.
LO3: To understand the working of safety features and assembly of air conditioning system of a vehicle.
LO4: To get basic understanding of necessary emission standards as per Bharat-IV and Bharat-VI.

Unit Course Contents Los

Introduction to automobiles, their utility and classification.

I. Introduction Main components of an automobile and their functions,
to Automobile Various mechanisms and systems in an automobile,
Scheduled and preventive maintenance, electrical system. LO1
Types of chassis layout with reference to power plant
locations and drive, Vehicle frames. Load acting on vehicle
frame due to different systems. Aerodynamic design and its
importance.

Engine System: Automobile engine, its main components,

II Engine construction and working. Types of engines – two stroke/ LO1
System and four, Introduction to Engine cooling system and lubrication
Front Axle & system. Introduction to types of engine present in market (e.g.
Steering V6, TDi, CRDI, etc.)
System
Front Axle & Steering System: Types of front axles, Front
wheel geometry viz. Castor, Camber, King pin inclination,
Toe. Wheel Alignment. Steering geometry. Ackerman and
Davis steering system. Need of alignment and wheel
balancing from customer’s perspective.

Suspension system: Need of suspension system, Types of

III Suspension suspension, Constructional details and characteristics of leaf,
system and coil and torsion bar springs, Independent suspension, Rubber
Transmission suspension, Pneumatic suspension, Shock absorbers.
& Braking
System Transmission & Braking System: Working of single and LO1,LO3
multi-plate clutches. Construction, function and working of a
gearbox. Introduction to Manual shifting and automatic
transmission. Function and principles of braking system,
 Unit Course Contents Los

working of various brakes (mechanical, hydraulic,

pneumatic, ABS System.

Introduction to various types of transmissions available in

market (e.g. AGS, AMT, CVT, IVT, MT, AT, etc.) and their
relevance to customer.

Wheels and Tires: Types of wheels (wire spoke, disc solid

IV. Wheels and split type, alloy type, offset etc), denomination of rim,
and Tires and types of tires, materials, structure, denomination and function
Air of tires, effects of tire pressure on tire performance. Tire LO1, LO3
conditioning wears patterns and their causes.
fundamentals
Air conditioning fundamentals: Basics of vehicle air
conditioning system, Schematic layout of air conditioning
component in a car (like compressor, condenser, fan blower,
expansion device evaporator. Automatic air conditioning in
automobiles and its benefits to customers

Introduction to Emission: Pollutants, sources, formation of

V. HC and CO in SI engines, NO formation in SI and CI engines,
Introduction to Particulate emission from SI and CI engines, Smoke
Emission, Emission in CI engines. Emission system and standards
Safety (Bharat IV and Bharat VI). Government Norms
Equipment
and Electrical Safety Equipment: Seat belt, regulations, automatic seat LO1,LO3,LO4
Systems belt tightener system, air bags, electronic system for
activating air bags, ABS with EBD, ESP, bumper design for
safety, hill assist control, ISO-Fix, child lock.

Electrical System: Headlamp (Projector/ LED), high level

adjustment, tail lamp, brake lights, anti-theft door alarm,
Electronic hand brake, central locking

Recommended Books

Text Books

1. Dr. Kripal Singh, Automobile engineering Vol.1 & Vol.2, Standard Publishers
2. Willard W. Pulkrabek, Engineering Fundamentals of the Internal Combustion Engine, 2003,
Pearson New International Edition.
Reference Books:
1. R.K Rajput, Internal Combustion Engines, 2005, Lakshmi Publishers.
2. S.K Gupta, A Textbook of Automobile Engineering, S. Chand Publishing.
3. K.K Jain and R.B Asthana, Automobile Engineering, Tata Mcgraw Hill Publishing
 BASIC AUTOMOBILE TECHNOLOGIES
Course Code: ME-506P
Max. Marks: 50 (35I+15E)
The following projects will be beneficial for students to understand the working and benefits:

1. Study of layout of different components in an IC Engine.

2. Study of air conditioning system and its component layout of a vehicle.

3. Study of layout of a chassis and its different components, of a vehicle.

4. Measurement of steering geometry angles – Wheel Alignment.

5. Study of different fuel injection system in four stroke engines.

6. Study of different types of wheels (rims) and tires and their defects.

7. Model preparation to represent ABS/ ESP

MARKETING MANAGEMENT
Course Code: MMK-502
Course Credit: 04 (3-1-0)
Max. Marks: 100 (30I+70E)
Objectives
The purpose of the course is to provide fundamental knowledge and exposure to the concepts, theories
and practices in the field of marketing management.

Learning Outcomes:
LO1: To appraise the students about marketing with its significance.
LO2: To establish the importance of marketing mix, its integration and applicability.
LO3: To evaluate the application of STP (Segmentation, Targeting and Positioning).
LO4: To familiarize students with the decisions involved in running a firm and the concepts and
principles for making those decisions.
LO5: To reiterate the importance of consumer behavior in decision making.
LO6: To enable incumbents to understand the application of consumer behavior regulating factors.
LO7: To familiarize students for the concept of distribution and promotion in marketing

Unit Topic Los

Introduction, Market and Marketing, the Exchange

I. Introduction LO1
to Marketing Process, Core Concepts of Marketing, Functions of
Marketing, Importance of Marketing
 Unit Topic Los

Introduction, Marketing Mix-The Traditional 4Ps, The

II. Marketing LO2,
Mix Modern Components of the Mix- The Additional 3Ps, LO4
Developing an Effective Marketing Mix

Introduction, Concept of Market Segmentation, Benefits

III. LO3
Segmentation, of Market Segmentation, Requisites of Effective Market
Targeting and Segmentation, The Process of Market Segmentation, Bases
Positioning for Segmenting Consumer Markets, Concept of Targeting
and Positioning

Introduction and characteristics of consumer behaviour,

IV Consumer LO6
Behavior Buyer Decision Process; Introduction and Levels of
Products, Classification of Products, Product Life Cycle
(PLC); Introduction of Brand and Branding, Advantages
and disadvantages of branding; Introduction of pricing,
Factors Affecting Price Decisions, Pricing Strategies

Introduction and Need for Marketing Channels, Decisions

V Distribution LO7
and Promotion Involved in Setting up the Channel, Introduction to
Retailing, Wholesaling, Promotion mix –Advertising,
Personal Selling, Publicity and sales promotion

Books Recommended

Text Books
1. Philip Kotler, Levin Lane Keller, Abraham Koshy and Mithleshwar Jha, Marketing
Management: South Asian Perspective, 13th ed.,Pearson education, New Delhi, 2009
2. Kotler Philip. Marketing Management, 11th Edition, New Delhi, Prentice Hall of India.

Reference Books
1. Perreault, William D. and McCarthy, Jr. E. Jerome, Basic Marketing, 14th ed., TMH.
2. Rajan Saxena, Marketing Management, 2nd edition, Tata McGraw Hill, 5. Czinkota & Kotabe,
Marketing Management, Vikas Publishing, New Delhi.
3. Ramaswamy, V S and Namakumari, S. Marketing Management: Planning, Control, New Delhi,
Macmilian,
4. Zikmund; Marketing, 7th edition, Thomson Learning, Mumbai.
5. Marketing Management: Indian Context Global Perspective by V S Ramaswamy and S
Namakumari, 2018, Sage Publications.
 RETAIL MANAGEMENT
Course code: MMK-503
Course Credit: 04 (3-1-0)
Max. Marks: 100 (30I+70E)

Objectives

This course provides the student with a comprehensive view of retailing, an analysis of the retail
environment and exposure to issues and developments in the industry. Retailing is changing today, and
the successful business will know how to identify, adapt, and plan with these changes.

Learning Outcomes

LO1: Become familiar with the fundamental concepts and how the retail industry works.

LO2: Able to understand the impact of retailing on the economy and its role in society.

LO3: Be able to apply the knowledge that how retailing fits within the broader disciplines of business.

LO4: To analyze the policies, methods, and procedures used by successful retailers in today’s global
economy.

LO5: To be able to make decisions involved in running a retail firm and the concepts and principles for
making those decisions.

LO6: Understand the areas of accountability for retail management.

LO7: Understand how the role of the manager impacts the success of a retail business

Unit Topic Los

I. Introduction Concept of retailing, Functions of retailing, Terms & LO1, LO6,

to Retailing and Definition, Introduction to Retailing and Retail types, LO7
Retail types Retailing Channels, Retail Industry in India,
Importance of retailing, Changing trends in retailing.

II. Retail Retail consumer behaviour, Factors influencing the LO2. LO3,
Consumer Retail consumer, Retail Customer Buying Behaviour, LO4
Customer decision making process, Market research
for understanding retail consumer, Responding and
Targeting Consumers

III. Retail Importance of Retail locations, Types of retail LO4,LO5,

Locations locations, Factors determining the location decision, LO7
Steps involved in choosing a Retail Site Location,
Measurement of success of location, Store Layout and
Design, Merchandising and Assortment Planning
 Unit Topic Los

IV. Meaning of Merchandising, Factors influencing LO4,LO5,

Merchandising Merchandising, Merchandise planning, Merchandise LO6
buying, Pricing Decisions, Retail Communication
Mix, and International Aspects of Retailing.

Store administration, Premises and Inventory

V. Operations Management, Store Management, Receipt LO4, LO3,
Pricing and Management, Customer service, Retail Pricing, LO7
Space Factors influencing retail prices, Retail Information
Management System, Operations Management in Retail.
Definition of Space Management, Store layout and
Design, Visual Merchandising, Retail Communication
Mix, POP Displays

Recommended Books

Text Books

1. Swapna. P (2011) Retailing Management: Text and Cases, ISBN-007015256X, Tata McGraw Hill

Reference Books

1.Michael. L, Barton. W & Watson. D. (2014) Retailing Management, Tata McGraw Hill
2.Berman, B, Joel R. Evans & Chatterjee, P (2017) Retail Management: A strategic Approach Pearson
Education Asia, ISBN-0133796841
3.Hammond, R (2013) Modern Retail Management: Practical Retail Fundamentals in the Connected
Age, Kogan Page, ISBN-0749465867
 ACCOUNTING AND FINANCIAL MANAGEMENT
Course Code: MFM-512

Course Credit: 04 (3-1-0)

Max. Marks: 100 (30I+70E)

Objectives

The basic purpose of this course is to develop an insight of postulates, principles and techniques of
accounting and application of financial and accounting information for planning decision-making
and control. It acquaints students to the conventions and concepts of accounting and financial
management for managerial decision making.

Learning Outcomes

LO1: To examine, learn, and understand fundamental principles of Business Finance.

LO2: To examine, learn, and understand the role of Balance Sheet Analysis as well as various methods
used to establish and maintain it.

LO3: To study, examine, learn, and understand report writing methods, techniques, and skills.

LO4: To examine, learn, and understand the basic concept of financial management.

Unit Topic LOs

Meaning of Accounting, Book Keeping and Record

Maintenance, The concept of double entry, types of
I. Introduction Assets & their list, Types of Liabilities & their list, LO1,LO2
to Accounting list of direct expenses & losses, list of indirect
expenses & losses and list of Direct income &
indirect income & gains, Accounting Process;
Journal, Ledger, Trial Balance.

LO1,LO2
II. Accounting Accounting Principles, Significant Accounting
Standards & Policies, Accounting Standards and physical
Valuation of verification & Valuation of Closing Stock as per A.S
Stock -2.

LOI, LO2,LO3
III. Bank Bank Reconciliation Statement, Cash Reconciliation
Reconciliation Statement, Debtor Reconciliation Statement,
Statement Creditor Reconciliation Statement, Inter Unit
Reconciliation Statement, Reconciliation Statement
of expenses - power, water, internet & telephone,
salary and other government dues like TDS, GST &
Income tax etc.
 Unit Topic LOs

IV.Profit & loss – Format of Trading Account, Profit & loss A/c and
A/c & Balance Balance Sheet (for sole proprietor & company as
Sheet well) and it’s Practical Applicability with Numerical. LOI, LO2,LO3

V. Basics of Nature, Scope, Objectives of Financial Management;

Financial Capital Budgeting Decisions - Nature and kinds of
Management Capital Budgeting Decisions, Evaluation LO4
Techniques, Time value of Money; Cost of Capital:
Valuation & Measurement; Capital Structure and
determinants of Capital Structure.

Recommended Books

Text Books
1. Anthony, R. N., David F. Hawkins and Kenneth A. Merchant, Accounting: Text and Cases.
11th edition. Richard D. Irwin, Inc.
2. Shukla, M. C. T.S. Grewal and S. C. Gupta, Advanced Accounts, S. Chand & Co., New
Delhi.
3. Khan, M.Y and Jain, P.K. Financial Management, Tata McGraw Hill, 2012.

Reference Books
1. N. Ramachandaran and Ram Kumar Kakani, Financial Accounting for Management, Tata
McGraw-Hill Publishing Co., New Delhi.
2. Bhattacharya, Ashish K., Essentials of Financial Accounting, PHI, New Delhi.
3. Financial Accounting by P. C. Tulsian, Pearson Publications, New Delhi
4. Pandey, l.M. Financial Management, Vikas Publication House Pvt. Ltd., New Delhi.
5. Prasanna Chandra, Fundamentals of Financial Management, Tata McGraw Hill.
6. Van Horne. James C. Financial Management Policy. 12th. ed., New Delhi, Prentice Hall of
India.
7. Winger, Bernard and Mohan, Nancy. Principles of Financial Management. New York.
Macmillan Publishing Company.
8. Kishore, Ravi M., Financial Management, Taxman Publishers, New Delhi.
9. Brigham, Ehrhardt, Financial Management Theory and Practice, 11th edition, Cengage Learning.
 SEMESTER-II

ENTREPRENEURSHIP
Course code: OMS-502
Course Credit: 2 (2-0-0)
Max. Marks: 100 (30I+70E)
Objectives
The objective of this course is to expose the students to the subject of entrepreneurship so as to prepare
them to establish and a new enterprise and effectively manage the same.

Learning Outcome
LO1: Build skills needed to start new ventures.
LO2: Student will be able to develop Business Plans
LO3: To identify the risk and develop strategies to mitigate the risk.
LO4: To develop understanding of various sources through which funds can be arranged.
LO5: To develop Leadership and team spirit and also focus on societal aspect of Entrepreneurship.
LO6: To develop critical thinking and problem solving ability leading to better decision making.
LO7: Understand the importance of feasibility report
LO8: To able to explore the potential institutes for starting new business/venture
LO9: To understand the Sources of funding and Regulatory requirement and other legal procedure
required in the process of Entrepreneurship.

Units Topics LOs

Introduction to Entrepreneurship, ,
Introduction to Entrepreneurial Mindset, Characteristic
Entrepreneurship of an Entrepreneur, Advantages and
disadvantages of Entrepreneurship
Purpose of all businesses, Types of
Entrepreneurial organizations, Types of
Recognise Opportunity Enterprises
Marketing, 4Ps of Marketing, Process of
Marketing, Marketing Mix, 7Ps of
Unit-1 Creativity & Innovation Marketing
Business Plan and its elements,
Conception & Ideation Application of Business Plan
Entrepreneurs, types of Entrepreneurs, LO1,LO2,LO7,LO8
Roles and Responsibilities of
Entrepreneurs, Qualities of an
Are you a risk taker? Entrepreneur
Customer segmentation, Criteria for
selling customer value proposition,
Identify Your Customer Customer Lifecycle
4 Ps of Entrepreneurship, Qualities of LO1,LO3,LO4
successful entrepreneur, Self-
confidence, Positive attitude,
Self Confidence and Overcoming the fears, Recover from
Unit-2
Resilience Failure
Success and Failure
Stories of Famous Steve Jobs Success Story, Mumbai
Entrepreneurs – 1 Dabbawala delivery success Story
Units Topics LOs
Importance of Focusing energy on
Business, Importance of Business
Never Give Up Networking and its advantages
Competition Analysis, Factors affecting
competition strategies, Prerequisites of
Competition Analysis successful enterprise
Risks – Identification Business Risk, Types of Business Risks,
and Mitigation Risk Identification, Risk Mitigation,
Getting Money for Concept Of Funding, Basics terms of
Business Accounting, Types of Funding,
Vision, Mission and Goals, Business
Ethics, SMART goals, entrepreneurial
Dream and Achieve work ethics
Lead by example, Importance of
Leadership and Team Embracing diversity, Role of Emotional
Spirit Intelligence to be a leader.
Success and Failure
Stories of Famous LO1,LO5
Unit-3
Entrepreneurs – 2
Roles of Entrepreneurs in society,
Serving the Society Selfless Entrepreneurship,
Taking complete ownership, taking
Taking Ownership control over the business
Porters competition strategies, Factors
Adapt to Change affecting business,
Discover Yourself Qualities of the successful entrepreneur
Problem Solving: Critical Thinking, Applying critical LO1,LO6
Introduction to Critical thinking, REASON Model of Critical
Thinking Thinking
Problem Solving: Creative thinking, Importance and
Unit-4 Introduction to Creative benefits of Creative thinking, Creative
Thinking thinking in problem solving
Problem Solving:
Introduction to Decision making, Effective decision
Decision Making making process
4Ps- Product, Place, Price, Promotion,
Apply 4Ps to marketing Strategy into
4Ps of Marketing - PDF action
Cost, types of Costs, Introduction to
Accounting Basics, main methods of LO1,LO4,LO9
Costs in Accounting, Financial Documents, P&L
Entrepreneurship - PDF statements, Working capital
Unit-5
Applicable Sources of Regulatory and statutory rules for an
funding and Regulatory Entrepreneur, Business Loans for
and Statutory rules - startups and MSMEs by Indian
PDF Government
Analysis of success and failure stories,
Analysis of success and Key skills involved in the successes of
failure stories - PDF entrepreneurs
 Units Topics LOs
Identify various skills and
characteristics o be an entrepreneur,
Identification of one's Effective Ways to Build Entrepreneurial
entrepreneurial skills Skills, Develop or Improve your
and knowledge - PDF Entrepreneurial Skills ,
Intellectual Property Rights, patents,
trademarks, copyrights, trade secrets,
Legal Issues licensing, franchising

Books Recommended

Text Books:
1. NVR Naidu and T.Krishna Rao, Management and Entrepreneurship, JK Int Pub House, New Delhi
2. S Anil Kumar, Small Business and Entrepreneurship, IK Int Pub House, New Delhi
3. Balraj Singh, Entrepreneurship Development, Wisdom, New Delhi
4. Timmons and Spinelli, New Venture Creation:Entrepreneurship for 21st Century,Tata McGRaw Hill
Publishing Company New Delhi
5. C.V. Bakshi, Entrepreneurship Development, Excel Publications.
6. Vasant Desai, Dynamics of Entrepreneurial Development and Management,Himalaya Publishing
House, Mumbai.
7. Arora M., Natarajan K. and Gordan E., Entrepreneurship Development, 1st ed; Himalaya Publishing
House Pvt Ltd, 2009.

Reference Books:
1. Hisrich, Robert D., Michael Peters and Dean Shephered, Entrepreneurship, Tata McGraw Hill,
New Delhi
2. Barringer, Brace R., and R. Duane Ireland, Entrepreneurship, Pearson Prentice Hall, New Jersy
(USA)
3. Lall, Madhurima, and Shikha Sahai, Entrepreneurship, Excel Books, New Delhi
4. Charantimath, Poornima, Entrepreneurship Development and Small Business Entreprises,
Pearson Education, New Delhi.
5. Forbat John, “Entrepreneurship” 1st Edition, New Age International, 2008.
6. Havinal, Veerbhadrappa, “Management and Entrepreneurship”, 1st Edition, New Age
International Publishers, 2008.
7. John S.M., rural women Entrepreneurship, 6th ed; Discovery Publishing House, 2004.
8. Janakiram B., Management & Entrepreneurship, Excel Books India, 2009.
9. Prahlad, CK., Fortune at the Bottom of the Pyramid: Eradicating Poverty Through Profits, Ist
Edition; Dorling Kindersley Ltd, 2006.
 GROOMING AND BEHAVIOURAL SKILLS
Course code: ENG-504
Course Credit: 4 (3-1-0)
Max. Marks: 100 (30I+70E)

Objectives
To develop knowledge of Grooming, Etiquette and Personality Development and also to build
self-confidence, enhance self-esteem and improve overall personality of the students. The course
aims at grooming the participants through sensitizing them about proper behaviour, socially and
professionally, in formal and informal circumstances.

Learning Outcomes
LO1: Understanding the importance of Grooming and Behavioural skills.
LO2: Projecting the Right First Impression.
LO3: Polishing manners to behave appropriately in social and professional circles.
LO4: Enhancing the ability to carry oneself with poise and dignity.
LO5: Developing and maintaining a positive attitude and appropriate Body language.

Unit Topics LOs

I Introduction to Grooming and Behavioral skills, Importance of LO1
these skills in corporate world. Developing Your Professional
and Personal Image.

II Making a Great First Impression: LO2,

LO5
How to present yourself to people, Greetings, How to make
proper introductions, Paying & Receiving Compliments, Small
Talk & Networking, Managing Different Personalities. Body
Language, Poise, and Eye Contact
III Personality Development: LO3,
Time management, Goal setting, Positive attitude, Self- LO5
confidence, Leadership skills and Body language
IV Etiquettes in dressing LO4
The Do’s and Don’ts in dressing, Understand various dress
codes for different occasions, Personal Hygiene, Clothes and
Corporate Culture
V Behavioural and Communication etiquette LO3
Email etiquette, Telephone/ Cell phone etiquette, Business card
etiquette, The Do’s and Don’ts in Conversation, Starting and
sustaining conversations that are engaging.

Books Recommended

Text Books:
1. Bhatnagar. N (2011) Effective communication and soft skills New Delhi: Pearson
Education India.
2. Dent, F, E (2006), Influencing Skills and Techniques for Business Success, Palgrave
Macmillian.
Reference Boks:

1. Drew, P and Hentyre, J (eds) (1992), Talk at Work: Interaction in Institutional Settings,
New York: Cambridge University Press
2. Lesikar, Raymond V. and Marie E. Flatley. Basic Business Communication. New Delhi:
Tata McGraw-Hill, 2005.
3. Mitra K. B. (2011) Personality Development and soft skills New Delhi: Oxford University
Press.
4. Ramesh, G.(2013) The Ace of Soft Skills: Attitude, Communication and Etiquette for
Success New Delhi: Pearson Education India.

BUSINESS STATISTICS
Course code: MGM-505

Course Credit: 04 (3-1-0)

Max. Marks: 100 (30I+70E)

Objectives
To familiarize the students with various Statistical Data Analysis tools that can be used for
effective decision making. Emphasis will be on the application of the concepts learnt to various
managerial situations.

Learning Outcomes
LO1: Summarize data sets using Descriptive statistics·
LO2: Analyze the relationship between two variables of various managerial situations
LO3: Geometrically Interpret Correlation and Regression
LO4: Develop managerial decision problems using Probability Density Functions
LO5: Able to perform and interpret hypothesis testing for various problems and develop decision
making for the same.

Unit Course Contents LOs

I Data: quantitative and qualitative, attributes, variables, Scales of LO1

measurement: nominal, ordinal, interval and ratio, Organising and
presenting data, Measures of Central Value: Meaning, Need for
measuring central value. Characteristics of an ideal measure of central
value. Types of averages - mean, median, mode, harmonic mean and
geometric mean. Merits, Limitations and Suitability of averages.
Relationship between averages.

II Measures of Dispersion: Meaning and Significance. Absolute and LO1, LO2

Relative measures of dispersion - Range, Quartile Deviation, Mean
Deviation, Standard Deviation, Moments, Skewness, Kurtosis, z-score,
Chebyshev and empirical rule. Graphical Analysis of Ordered Data:
Histograms, Stem and Leaf Plots, Box-and-Whisker Plots
 Unit Course Contents LOs

III Correlation Analysis: Meaning and significance. Correlation and LO2, LO3
Causation, Types of correlation, Methods of studying simple correlation
- Scatter diagram, Karl Pearson’s coefficient of correlation, Spearman’s
Rank correlation coefficient. Regression Analysis: Meaning and
significance, Regression vs. Correlation, Simple Regression model:
Linear Regression, Conditions for simple linear regression, Standard
error of estimate, Geometric Interpretation of Regression

IV Probability: Meaning and need; Probability Distribution: Meaning, LO4

characteristics (Expectation and variance) of Binomial, Poisson,
exponential and Normal distribution, Central limit theorem, Index
number, Time series Forecasting

V Estimation of population mean, Confidence intervals for the parameters LO5

of a normal distribution (one sample only), Introduction to testing of
Hypothesis: Concept; Level of Significance; Process of testing; Type I
and Type II error, Test of hypothesis concerning Mean: z test & t test
(One Sample), Proportion Z test, Non parametric tests: One-Sample
Wilcoxon Signed Rank Test, Paired-Sample Wilcoxon Signed Rank
Test, Kolmogorov-Smirnov Test.

Recommended Books:

Text Books:
1. Gupta S.P. (2017) : Statistical Methods, Sultan Chand & Sons, 45th Revised Edition
2. Levin, R. and Rubin, D. (2017). Statistics for Management. 8thed. New Delhi: Pearson.
3. Keller, G. (2009). Statistics for Management, Indian Edition, New Delhi: Cengage Learning.

Additional Readings:
1. Stine, R. and Foster. (2014). Statistics for Business (Decision making and Analysis). 2nd Edition,
New Delhi: Pearson.
2. Vohra, N.D. (latest edition) Business Statistics, New Delhi, Mcgraw Hills.
3. Richard L, Levin and Rubin, Statistics for Management, 9th edition, Pearson Education, 2012.
4. T. N. Srivastava and Shelja Rego, Statistics for Management, Tata Mcgraw Hill, Delhi, 2008.
5. Mark L. Berenson and David M. Levine, Basic Business Statistics: Concepts and application,
Prentice hall of India
 RETAIL STORE OPERATIONS
Course code: MMK-504
Course Credit: 04 (3-0-1)
Max. Marks: 50 (15I+35E)

Objectives
To develop understanding of Retail Enterprise Management Systems among students of the second
semester of BBA Retail Management course.

Learning Outcomes
LO1: Develop skills to understand in detail, the processes in retail business.
LO2: Provide the students with the understanding of the concepts and the components of Modern
Retail Store Operation and as the modules proceed further the student will understand the different
activities centered in the store operation.
LO3: To know the process store layout and get practical orientation of merchandize management.
To get familiarized with space management in the retail store.
LO4: The students will further learn about Visual Merchandising.
LO5: Able to find out the role of Visual merchandising in Operational Activities, Revenue
Generation Activities, and Customer Service Activities

Unit Topic Learning Outcome

I - Introduction to Introduction; the Logistics Chain; Store

Stores operations & Operations; Objectives of the Store Function;
Type of Retail Store Managing the Store.

Retail Store Organization; Centralized and LO1

Decentralized Retail Stores; Types of Retail
Stores; Location of Retail Store; Site Selection
of Retail Store; Merchandise Management in
Retail Store; Merchandise Handling in Retail
Store.

II - Store Store Management and its Operations Retail

Management and its Store Operation Store Management
Operations Responsibilities; Motivating Retail Store LO2
Employees; Retail Store Operation
Management; Store Format, Size and Space
Organization; Retail Store Security; Retail
Store Environment and Brand Building

III – Store Layout Objective of Store Layout Design; Selecting a

and Merchandise Layout; Division of Merchandise by
Management Department; Locating Departments Within the LO3
Store; Merchandise Management and Principles
of Merchandise Management. Space
Management, Retail Store; Layout; Layout
Planning; Layout as an Indicator of
Competitiveness; Layout Types;.
 Unit Topic Learning Outcome

IV – Visual Meaning and Strategy Meaning of Visual LO4, LO5

Merchandising Merchandising; Create Your Retail Store for
Target Customers; Retail Strategy for Visual
Merchandise; Fixtures and Presentation
Techniques.

V - Atmospherics Lighting; Address the Senses; Housekeeping LO4, LO5

Standards; Store Windows; Creative Displays;
Signage and Graphics ; Color; Music; Scent.
Interactive Windows.

Books Recommended

Text Books
1. Retail Store Operation, by Paul H Nystrom, Publisher: Ronald Press, New York
2. Basics of Design: Layout and Typography for Beginner by Lisa Graham, Publisher: Cengage
Learning
3. Visual Merchandising: The Business of Merchandise Presentation by Rober Colborne,
Publisher: Cengage Learning.

RETAIL STORE OPERATIONS

Course code: MMK-504P
Max. Marks: 50 (35I+15E)

The Practical will focus on Mystery Shopping and the following contents will be included:

a. Field visit to garments shop, supermarket and mobile stores

b. Field visit to watch and electronic stores
c. Field visit to 2 wheeler and 4 wheeler showrooms
d. 2 days visit to MSIL Dealers & Dealer team interaction
e. Report submission of learnings
 BASICS OF COMPUTER AND SPREADSHEET MODELING
Course code: CSE-503

Course Credit: 4 (2-0-2)

Max. Marks: 50 (15I+35E)
Objectives
The aim of the course is to make student aware about basics of computer system and to handle volume
of data in effective manner, improve their analytical skills and make them understand about the role of
data in a business

Learning Outcomes
LO1. To understand basic computer operations and ICT applications.
LO2. To differentiate between different types of operating system.
LO3. To summarize the basic features of spreadsheet.
LO4. To make Use of different functions in spreadsheets.
LO5. To make analysis of given data collected from survey or feedback.

Unit Topic Los

I. Basic Applications of Computer; Computer Memory,
Introduction to Concepts of Hardware and Software, Data and
Computer System Information; Applications of IECT, Introduction to
LO1
number system; Computer Virus: Definition, Types of
viruses, Characteristics of viruses, Anti-virus
software.
II.
Operating System Overview of operating system: Definition, Functions
of operating system, Need and its services, Types of
operating system: Batch Processing, Multiprocessing,
LO2
Multiprogramming, Time-Sharing, On-Line
Processing, Real-Time Processing,
Features of OS: DOS, Window, Linux OS, and their
basic difference.
III. Introduction to Electronic Spreadsheets, Feature of
Introduction to MS- MS-Excel, Entering Data, Entering Series, Editing
Excel: Data, Cell Referencing and its type: Absolute, LO3
Relative and hybrid; Ranges, Naming cells,
Formatting Data, Conditional formatting
IV. Date and time Functions, Auto sum, Copying
Functions & Formulae, Statistical functions: countif, countblank,
Formulae rank, correlation, standard deviation, variance;

Text functions: left, right, mid, trim, upper, lower,

concatenate; Financial functions: pv, fv, pmt;
LO3, LO4, LO5
Lookup functions: hlookup, vlookup; Date and time
functions; Logical functions: AND, OR, NOT,
FALSE, TRUE, IF, IFS, SWITCH, IFNA,
IFERROR;
Two level nested functions.
V. Charts, plotting the data using various charts;
Analysis formatting charts, Pivot Table, Pivot Chart; Using
Tables, Create, Modify a pivot table/data pilot, Use
one-input, two-input data tables/multiple operations LO3, LO4, LO5
tables;
Sorting and filtering: Filter, Sort data in a pivot
table/data pilot Sort data by multiple columns at same
 time, Create a customized list and perform a custom
sort, macros, Analysis of Survey, and customer
feedback analysis

Recommended Books

Text Books
1. “Computers and Beginners” by Jain, V.K.;
2. “Computer Fundamentals” by Anita Goel, Pearson.
3. “Microsoft Excel 2016 Step by Step” by Curtis Frye, Microsoft Press.

Reference Books
1. “Foundations of Computing”, BPB Publication by Sinha, Kr. Pradeep and Preeti Sinha;
2. “Managerial Statistics”, Cengage Learning, by Gerald Keller. “
3. “Spreadsheet Modeling & Decision Analysis: A Practical Introduction to Management
Science”, by Cliff T. Ragsdale, Thomson South-Western, Fifth Edition.

BASICS OF COMPUTER AND SPREADSHEET MODELING

Course Code: CSE-503P
Max. Marks: 50 (35I+15E)

List of Practical
1. Troubleshooting
2. Practical based on to be exposed/shown various components and supposed how to switch on a
computer.
3. Handling Boot Setup, Installation of Operating System, Connecting your client to server, User
and Workgroup Handling, General Operating system handling and related topics.
4. Wordpad, Notepad, Sticky Note, Snipping tool, Paint
5. Ms Word
6. MS-Excel- Creating charts, Creating tables
7. MS-PowerPoint
8. MS-Outlook
9. Case study on Operating systems (Windows/ Ubantu/ Android/IoS)
10. Networking
11. Software: Preparatory and open domain
Books Recommended
Text Books
1. Computers and Beginners by Jain, V.K.;
2. Computer Fundamentals by Anita Goel, Pearson.

Reference Books
1. Introduction to Information Technology, Leon Tech World by Leon and Leon
2. Foundations of Computing, BPB Publiction by Sinha, Kr. Pradeep and Preeti Sinha;
3. Word Processing and Typing by Sharon Spencer, Heinemann.
4. MS Office by S.S. Srivastava, Firewall Media.
5. Microsoft Office 2010 by Bittu Kumar, V & S Publications
6. Data Communication and Networking by Behrouz.A. Forouzan, McGraw Hill
 LEGAL ASPECTS OF RETAIL BUSINESS & FRANCHISE MANAGEMENT
Course code: MMK-505

Course Credit: 04 (3-1-0)

Max. Marks: 100 (30I+70E)
Objectives
To purpose of the course is to provide fundamental knowledge and exposure to the concepts, theories
and practices in the field of business management. It aims to understand legal aspects of setting and
running the business.

Learning Outcomes
LO1: To explain the legal scenario of doing business in India.
LO2: To identify laws, conditions, regulations in Indian business environment. (focusing on the Retail
Sector).
LO3: To define the concept and pros & cons of franchise option.
LO4: To Identify legal formalities & process of franchisee.
LO5: To develop relationships between Franchisor & franchisee.
LO6: To resolve the conflict between franchisor & franchisee.

Unit Topic LOs

Introduction: Overview of the legal system in India.

I. Introduction to Difference between Civil and Criminal Law.Indian LO1
Business Law Judiciary System. Kinds of Law
·

Definition, Nature of the Act, Classification of

II. Indian Contracts. Essentials of valid contract, Classification of
Contract Act1872 contract.Types of Offers, Legal rules as to offer.Capacity
to Contract.Free Consent. Consideration.Legality and
Objects of consideration.Void Agreements and LO2
Agreements opposed to public policy.Contingent
Contracts. Performance of Contract, Discharge of a
Contract.Remedies for Breach of a contract.

Introduction to the Act. History, definition and

III Negotiable characteristic of Negotiable Instruments.Kinds of LO3
Instrument Act negotiable Instruments.Bouncing of a cheque and its
1881 (Overview) redressal process.

Different forms of Retail business organizations-

IV. Legal aspect of Proprietorship, Partnership firm, Private company, LO4
Retailing (Shop Public company, Limited Liability Partnership, HUF
and Establishment Firm, Joint ventures etc.Process of Opening a Retail
Act State Law) Store. Legal formalities to be taken into consideration
(Shop and Establishment Acts):Introduction,
Registration of Establishment,Classification of
 Unit Topic LOs

establishment as per local act of state. Operational Rules

- opening,closing, working hours, working
condition,holidays as per act. Rules relating to
employment of child, young person and working
women, Health and safety. Enforcement & Inspection,
offences and penalties.

The franchise agreement, Sales of franchise right

V. Legal Aspects General obligation of both parties, Confidentiality & LO5,LO6
of Franchise non competition restriction.Franchise dispute.Forms of
Business Resolution.Arbitration.Disclosure Document.Franchise
Argument Draft·

Books Recommended

Text Books

1. Kuchhal, M.C. and Deepa Parkash, Business Legislation for Management, Vikas Publishing House
Pvt. Ltd.
2. Khergamwala, J.S., The Negotiable Instrument Acts, N.M. Tripathi, Bombay.
3. For Shop and Establishment Act - Bare act along with relevant cases Punjab shops and commercial
establishments act, 1958 alongwith Punjab shops and commercial establishments rules, 1958 [as
applicable in the state of Punjab & Haryana] [amended up-to-date] paperback – 1 January 2016

Reference Books

1. Avtar Singh, Principles of Mercantile Law, Eastern Book Company, Lucknow.

2. Ravindera Kumar, Legal Aspects of Business, Cengage Learning, New Delhi.
3. Ramaiyam, A., Guide to the Companies Act, Wadhwa, Nagpur.
4. Shah, S.M., Business Law for Managers, Sultan Chand, New Delhi.
5. Tulisian P.C., Busienss Law, TMH, New Delhi.
 NSQF – OJT (Selling at Maruti and Mystery Shopping)
Course Code: MBP-502
Course Credit: 08 (0-0-8)
Max. Marks: 350 (245I+105E)
Training shall consist of:
a) Product details and competition comparison for MSIL Arena models (Alto, S Presso, Wagon R,
Celerio, Celerio X, Eeco, Swift, Dzire and Ertiga)
b) Maruti Finance and Maruti Insurance
c) Maruti Extended Warranty & Loyalty program
d) Maruti Genuine Accessories & i-create
e) True Value
f) Maruti Driving School
g) Maruti Suzuki Sales Process
h) Maruti in-house mobile application for Dealer Sales Consultant

Note:
1. The subject will consist of MSIL product demonstration, product comparison, Value Added Services
by Maruti and Maruti Suzuki Sales Process.
2. There will be regular interactions of MSIL & Dealer Management with students (as mentioned in
our proposal).
3. The subject delivery shall be done by MSIL Trainer.
 Semester III

Course Title: Customer Relationship Management

Course code: MMK602 Course Credit: 04 (3-1-0)
Max. Marks: 100 (30I+70E)

Objective
This course examines customer relationship management (CRM) and its application in
marketing, sales, and service.
Learning Outcomes
LO1: Recognize the basics of Customer Relationship Management
LO2: Perceive Relationship Marketing and CRM
LO3: Anticipate and Visualize Sales Force Automation and enterprise marketing automation
LO4: Recognize analytical aspect of CRM and Database Management
LO5: Analyze and present implementation and evaluation of CRM Project
Unit Topics
I LO1 Customer Relationship Management: Definition, Scope and
significance of
CRM, Origin and Evolution of CRM, Types of CRM, Types of customers,
Attracting and Retaining Customers, Building loyalty, Customer Lifecycle
and management of customer value, Types of Relationship Marketing.
II LO2 Understanding Relationship: Types of relationship, CRM and
Relationship Marketing, Principles of managing relationship, CRM
Strategy, Importance of Customer Divisibility in CRM, Customer Mental
Process , Customer retention, Customer Satisfaction Index
III LO3 IT and CRM: CRM strategy & Technology, Steps for preparing the IT
system for CRM, Using IT system for better CRM, CRM tool selection –
functionality, performance & Security. Tools for CRM – Migration
management, connectivity, Back-end integration, mobile technology etc.
IV LO 4 Analytical Aspect of CRM: Data v/s information, Developing of customer
database, Tools for capturing customer Information, Data Integration,
Data warehousing and data mining, Role of business intelligence,
Management and sharing of database- ethical and legalities of data use,
Different types of data analysis (click stream analysis, collaborative
filtering and online analytical processing)
V LO5 Implementation of CRM: Develop CRM Strategy, Preparing CRM Project
foundations, justification and process, Project Implementation, Evaluate
Performance (Performance monitoring, CRM readiness assessment,
system, CRM audit, CRM project management), CRM and customer
service in Automobile sector.
Recommended Books
1. Kumar V. & Werner J. Customer relationship management, Willey India, Latest Edition
2. Mukherjee Kaushik, Customer relationship management, Prentice Hall of India
Private Limted, New Delhi, Latest Edition
 3. Bhat, Govind K., Customer Relationship Management, Himalaya Publication House,
New Delhi, Latest Edition
4. Singh, Samsher, Customer Relationship Management, Himalaya Publication House,
New Delhi, Latest Edition
5. Peelen, Customer Relationship Management, Pearson, New Delhi, Latest Edition 6.
Kumar, Alok; Sinha, Chhabi and Sharma, Rakesh, Customer Relationship Management:
Concept and Application, Biztantra, New Delhi, Latest Edition
7. Buttle, Francis, Customer Relationship Management – Concept and Tools, Elsevier
Butterworth – Heinemann, Oxford, UK, Latest Edition
8. Alok Kumar Rai, CUSTOMER RELATIONSHIP MANAGEMENT CONCEPT &
CASES, Prentice Hall of India Private Limited, New Delhi, Latest Edition
9. S. Shanmugasundaram, CUSTOMER RELA TIONSHIP MANAGEMENT, Prentice
Hall of India Private Limited, New Delhi, Latest Edition

Course Title: Rural Retailing

Course code: MMK603 Course Credit: 04 (3-1-0)

Max. Marks: 100 (30I+70E)

Objectives
The aim of the course is to build the insight for the retail business and can relate it to
emerging trends and opportunities.
Learning Outcomes
LO1: Analyze and Visualize the rural marketing in India. LO2:
Elaborate the concept of rural retailing in India.
LO3: Enumerate and define about functioning of major retailer in rural retailing.
LO4: Derive knowledge about 4 P’s of rural retailing market.
LO5: Elaborate the future prospects of rural retailing in India.

Unit Topic
I LO1 Introduction of Rural Marketing: Definition, Concept and Scope of rural
marketing, Importance of rural marketing, Challenges and opportunities
available in Indian rural marketing, Rural market v/s urban market, Rural
marketing environment-economic, social, technological, political
environment and innovations, Development initiatives of rural market
II LO 2 Introduction of Rural Retailing: Meaning, concept and scenario of
Indian rural retailing, Characteristics of rural retailing, Role of rural
retailing in India, Challenges and prospects of rural retail industry in India
III LO3 Retailers in Rural India: Concept, objectives and functions of major
rural retailers in India: Rural Mall ITC -E-choupalSagar, DCM Shriram
Hariyali Kisaan Bazaar, Tata Chemicals limited- Tata KisanSansar, TE&IL-
Triveni Khushali Bazaar, Future Group Goderej-Aadhar, HUL-Project
Shakti, IOCl-Kisan Seva Kendra, Dabur- Swavalamban, Reliance- Rural
Business Hub, HPCL-Apna Pump, Mahindra and Mahindra- ShubhLabh
IV LO 4 Strategies of Rural Retail Marketing: 4 P’s of Rural Retailing: Product
strategy of rural retail, Price Strategy of Rural Retail, Place Strategy of
Rural Retail, Promotion Strategy of Rural Retail
 V LO 5 Future of Rural Retailing: Rural Development, Growth of rural retail
market, Government Initiatives, ICT and rural retailing
Recommended Books
1. Suja Nair, ‘Retail Management’ Himalaya Publishing House Mumbai, Latest Edition
2. M A Shewan, ‘Retail Management’ Sonali Publications New Delhi, Latest Edition
3. C. S. G. Krishnamacharyulu, LalithaRamakrishnan, Rural Marketing: Text and Cases,
Pearson Education, New Delhi, Latest Edition
4. PradeepKashyap, Rural Marketing, Pearson Education, New Delhi, Latest Edition

Course Title: Consumer Behaviour

Course code: MMK604 Course Credit: 04 (3-1-0)
Max. Marks: 100 (30I+70E)

Objective
The main objective of this paper is to help students develop basic understanding of the
concepts and theories of consumer behavior and will also be exposed to Indian consumer
markets and different dimensions of consumer.
Learning Outcomes
LO1: Understand the concept of consumer behavior and evaluate various Consumer
Behavior Models
LO2: Determine conceptual foundations of consumer buying decisions and associate it
with real life buying decisions
LO3: Infer the influence of perception and motivation of consumer behavior on consumer
lifestyle.
LO4: Design different type of purchase situations which determine success and failure of
retail business and identify the significance of communication and consumer satisfaction.
LO5: List the different factors from family, culture, social class and values system that
influence consumer behavior.
Unit Topics
I LO1 Introduction: Concept, Nature, Scope and importance of Consumer
Behavior, Evolution and study of different methods of Consumer
Behavior, Difference between customer and consumer, Consumer
Trends for the future, Rights and Responsibilities of Consumers,
Consumer Movement in India
II LO 2 Consumer Buying Decision Process: Consumer decision process
model; variables affecting the decision process; types of decision
process- Complex decision making, loyalty, variety seeking, impulse
buying and degree of involvement in buying; Problem Recognition and
factors influencing the extent of problem solving; pre-purchase
processes; internal and external search; pre-purchase evaluation, Post
Purchase Action.
III LO3 Consumer Perception and Motivation: Marketing Stimuli, Consumer
perception - meaning, nature, Importance and limitation of perception,
Barriers to accurate perception, Sensation, perception of values,
perception of process; Learning and Attitude, Motivation of Consumer-
lifestyle, motivational conflict and need priorities; motivational
intensity; motivating consumer.
IV LO 4 Connecting with Consumer: Different types of purchase situations;
retailing and the purchase process; determinants of retail success or
 failure; point -of-purchase materials; consumer logistics; location
based retailing; direct marketing consumption Behaviors;
consumption experiences; importance of customer satisfaction;
different factors affecting satisfaction level
V LO 5 Influence on Consumer Behavior: Family; Group- Reference Group;
Culture, Sub-Culture and Social Class- Nature of Culture, cultural
values, types of subculture and their influence on behavior, Changing
Indian Core Values, Nature of Social Class and Social Stratification

Recommended Books
1. Schiffman, Leon G. and S. Ramesh Kumar, Consumer Behavior; Pearson Education,
Latest Edition
2. Soloman, Michael R.; Consumer Behavior – Buying, Having and Being; Pearson
Education, New Delhi, Latest Edition
3. Nair, Suja R.; Consumer Behavior in Indian Perspective; Himalaya Publishing House;
New Delhi, Latest Edition
4. RamanujMajumdar, Consumer Behavior, Prentice Hall of India, New Delhi, Latest
Edition Blackwell; Consumer Behaviour, Cengage Learning, New Delhi, Latest Edition
 Semester IV

Course Title: Retail Branding

Course code: MMK605 Course Credit: 04 (3-1-0)
Max. Marks: 100 (30I+70E)

Objective:
To develop an understanding of the concepts, issues and strategies in Retail franchising and
Brand management
Learning Outcomes:
LO1: Enable the students to learn the basics of Retail, Branding, and Retail Branding LO2:
Analyze the role of retail branding in modern business environment of digital world. LO3:
Enumerate and define about the process and key challenges in retail branding.
LO4: Apprehend the designing and implementing branding strategies. LO5:
Elaborate the different retail formats in an International context.

Units Topics
I LO 1 Concept of Retail and Retailing; Brand, Branding, and Brand Management. An
overview of Retail Branding and its importance. Difference between Brand
and Product. Scope of retail Branding, Challenges and Opportunities of Retail
Branding. Brand Equity – Strategic Brand Management, Retail Branding:
Process. Retail Brand v/s Corporate Brand.

II LO 2 Emergence of Retail Branding in pre and post digitalized world. Retail Brand
Positioning: Meaning, Importance. Basics of Brand Elements: Meaning, Criteria
for selecting Brand Elements, Methods of Brand Elements. Private Label in
Retail: Importance, Growth and Strategies. Designing marketing programs to
build brand equity: Definition, Brand image Constellation and Dimensions.

III LO 3 Retail Branding in The New Digital Age, Key Challenges in Retail Branding.
Brand hierarchy, Brand extension and brand transfer, managing brand over time
in retail scenario. Brand Reinforcement, Brand Revitalization, and Brand Crisis.
Brand Building Exercise–Brand Building in Retail scenario; process and
methods.
IV LO 4 Designing and implementing Retail Branding strategies, Brand-Product matrix,
concept of brand extensions, measurement of sources of brand equity –
Capturing customer mindset: Qualitative and quantitative research techniques;
measuring outcomes of brand equity, capturing market performance.

V LO 5 Managing Retail Brands within different Retail Formats in an International

Context. Contribution of Retail Brands in Manufacturer’s International strategy,
managing Retail Brand across different Consumer Perception Level,
interrelationship of Corporate Reputation and Store Equity of Retailers, Best
Practices for successful Retail Branding, Stories of successful Retail Brands with
special reference to India.
Recommended Books:
1. Keller, Kevin Lane; Strategic Brand Management; Pearson Education; New Delhi, Latest
Edition
2. JeskoPerrey and Dennis Spillecke, Retail Marketing and Branding, Latest Edition
3. Kapferer, Jean Noel; Strategic Brand Management; Kogan Page; NewDelhi, Latest
Edition
4. Kumar, S. Ramesh; Marketing and Branding – The Indian Scenario; Pearson Education;
NewDelhi, Latest Edition
5. Kapoor, Jagdeep; Brand Mantras; Sage Publications; NewDelhi, Latest Edition
6. Senguptasubrot; Brand Positioning: Strategies for competitive advantage; Tata
McGraw Hill; New Delhi, Latest Edition
7. Tongeren, M. V. The Essence of Retail Branding and Design. Netherlands: Laurence King
Publishing, Latest Edition
8. Retail Branding and Store Loyalty: Analysis in the Context of Reciprocity, Store
Accessibility, and Retail Formats. Germany: Springer Fachmedien Wiesbaden, Latest
Edition
9. Winters, P. F., Winters, A. A., Paul, C. (2005). The Power of Retail Branding. United
Kingdom: HarperCollins, Latest Edition

Course Title: E-Retailing

Course code: MMK606 Course Credit: 04 (3-1-0)

Max. Marks: 100 (30I+70E)

Objective:
To introduce basic E-Commerce concepts and its applications in retailing process
and explain techniques of E-Commerce.

Learning Outcomes:
LO1: Enumerate and define the foundation and application domain of e-Retailing.
LO2: Explain procedure and methods of e-commerce through different models and
associate them with real life examples in e-retailing.
LO3: Summarize e-retailing marketing mix and develop strategies for online pricing. LO4:
Application of CRM and ERP in e-retailing and acquaint about challenges faced in its
designing and implementation.
LO5: Demonstrate the computer networking part of e-retailing and utilize in real life
projects.
Units Topics

I LO 1 Foundation of e-retailing:Introduction,Meaning, Definition of e-

retailing, Traditional Marketing to e- Marketing, Segmenting and
Targeting, Adaptability and Closed-Loop Marketing (CLM), Challenges
of e- Retailing.
The Application Domain of e-retailing: Practices, Application
Perspective, Online Merchandising Techniques, Online Store Front:
Creating Look & Feel, Online Brand Management and Online
Purchasing Behaviour.
 II LO 2 Analytical Measures of e-retailing: Current Trend Analysis and
Measures of e-retailing, Current Status of Online Retailing, e- Retailing
Statistics.
E- Commerce Procedures and Methods: Meaning and usage, B2B
Model, B2C Model, C2C Model, B2G Model, P2P Model, M- Commerce,
e- Commerce Payment Systems, E- Payment Security Challenges, E-
Payment Business Risks, E- Commerce Security Solutions.

III LO 3 e- retailing Marketing Mix: The Role of Cyber Intermediaries; Supply

Chain Management System in e-retailing, Concept of Online Pricing;
Factors affecting; Different Methods/Strategies of Online Pricing;
Price Discrimination in e- retailing; Dynamic Pricing for e- retailing;
Promotional Strategies of e- retail Business.

IV LO 4 e-CRM: Customer Loyalty in the Age of e- retailing; Role of e–CRM;

Third Party Assurance in e-retailing; Element of Trust in e–retailing.
ERP and e-retailing:Design and Implementation; Challenges
in Successful Implementation of ERP in e-retailing;

V LO 5 e-fulfilment: Meaning, Scope and Process; Impact of e- retailing on

Traditional Transportation System- Issues and Opportunities.
Computer Networking in e-retailing: Concepts and Application;
Data Warehousing: Basic Technology and Utilisation; RFID: New Era
Technology and Domain.
Recommended Books:
1. Sharma D. P. e-Retailing Principles and Practice, Himalaya Publishing House, New
Delhi, Latest Edition
2. Dennis Charles, FenechTino and Merrileesbill. e-Retailing, Routledge Ebusiness (Taylor
and Francis Group), London and New York, Latest Edition

Course Title: Human Values & Professional Ethics

Course code: OAE101 Course Credit: 04 (3-1-0)

Max. Marks: 100 (30I+70E)

Objectives
It is practice to introduce this topic with western perspective. The normal practice is to
define as Human values are the virtues that guide us to take into account the human
element when we interact with other human beings. Human values are, for example,
respect, acceptance, consideration, appreciation, listening, openness, affection, empathy
and love towards other human beings.

Learning Outcomes
LO1: Understanding of Human values for self (NiYama), and for interaction with outer
world (Yama).
LO2: Ability to exhibit Professional Ethics in performing a professional task with
excellence – योग: कर्मसु कौशलर् ्
LO3: Understanding of Professional Ethics that demands to see the unseen with emphasis
on Sustainable development / eco-friendly implementation of the task.
LO4: Ability to work in team with human values and professional ethics.
 Unit Topics
I LO1 Human Value-1: Morals, Values (Niyam): -Understanding values,
Types of values, Role of tracking values for individual & social
wellbeing. And Ethics (Yama): Integrity: - Understanding integrity and
role of integrity in social harmony –Trustworthiness Work Ethics –
Service-Learning – Civic Virtue – Respect for others – Living Peacefully
–Caring – Sharing.
Honesty: -Understanding honesty and its role in personal and social –
Courage – Value Time. Cooperation: -Understanding cooperation and
significance of cooperation its family, work team and social
cohesiveness, wellbeing and development – Commitment. Tutorial
Module: Rational Behaviour versus Ethical Behaviour: Case Studies
(from Yoga-Sutra, BhagwatGeeta, Panchatantra, Autobiography of
Mahatma Gandhi) or any other literatures.
II LO 1 Human Value-2: Empathy: Basic Concept on Empathy– Self-
confidence – Spirituality- Character. Truthfulness: - Understanding
truthfulness, need for truthfulness and role of truthfulness in
relationship, social interaction, integrity, faiths & dependence –
Customs and Traditions -Value Education – Human Dignity – Human
Rights – Fundamental Duties – Aspirations and Harmony (I, We &
Nature) – Gender Bias – Emotional Intelligence– Emotional
Competencies – Conscientiousness. Being, body, brain & mind: -
Effective & efficient use of body, brain and mind is personal and social
well being Value Judgments, Facts & Values, how values are justified,
Aesthetics, Selection of Values, Universal Values, Human Values, Value
Education Tutorial Module: Empathy and its types: Case Studies from
Yoga-Sutra, BhagwatGeeta, Panchatantra, Autobiography of Mahatma
Gandhi or any other literature.
III LO2 Professional Ethics aiming at excellence and Harmony: Value Based
LO3 Life and Profession, Professional Ethics and Right Understanding,
Competence in Professional Ethics, Issues in Professional Ethics – The
Current scenario. Positive and constructive dynamism of power,
politics and leadership. Tutorial Module: Ethical decision making: Case
Studies (from Yoga-Sutra, BhagwatGeeta, Panchatantra, Autobiography
of Mahatma Gandhi or any other literature)
IV LO 4 Professional Ethics: Global Prospective. Globalization and MNCs –
Cross Culture Issues – Business Ethics – Media Ethics – Environmental
Ethics – Endangering Lives – Bio Ethics – Computer Ethics – War Ethics
Tutorial Module: Ethics and Social Networks: Case Studies (from Yoga-
Sutra, BhagwatGeeta, Panchatantra, Autobiography of Mahatma
Gandhi or any other literature)
V LO4 Duties and Rights in Profession Concept of Duty – Professional Duties
– Collegiality – Techniques for Achieving Collegiality – Senses of Loyalty
Consensus and Controversy – Professional and Individual Rights –
Confidential and Proprietary Information – Conflict of Interest-Ethical
egoism – Collective Bargaining – Confidentiality – Gifts and Bribes,
Plagiarism Tutorial Module: Ethics in Corporate: Case Studies (from
Yoga-Sutra, BhagwatGeeta, Panchatantra, Autobiography of Mahatma
Gandhi or any other literature)
References:
1. New Approaches in Ethics for the Caring Professions: Taking Account of Change for
Caring Professions 2005 Edition, by Richard Hugman Publisher: Red Globe Press; 2005
edition (9 July 2018) 2. Rethinking Values and Ethics in Social Work 1st ed. 2017
Edition, Kindle Edition by Richard Hugman (Author), Jan Carter (Author) Publisher:
Red Globe Press; 1st ed. 2017 edition (16 September 2017)
2. Professional Ethics and Human Values Paperback – 2015 by A. Alavudeen (Author), R.
KalilRahman (Author), M. Jayakumaran (Author) Publisher: Laxmi Publications; First
edition (2015)
3. A Foundation Course in Human Values and Professional Ethics Paperback – 30 Apr
2010 by R.R. Gaur (Author), R. Sangal (Author), G.P. Bagaria (Author) Publisher: Excel
Books (30 April 2010)
4. Living Issues in Philosophy (9th Edition) (1995) By: Titus, Smith and Nolan Publisher:
Oxford University Press, New York
5. Foundation of Ethics and Management By: B P Banerjee Publisher: Excel Books, 2005

Assessment Methodology
 Self Assessment
 Peer Learning
 Assessment
 Rubries for Behavioral Skills
 Pedagogy:
 Case study based & Group Discussion.

Recommended reading:
1. Case Study: https://whitneyhess.com/blog/2012/08/21/on-empathy-and-apathy-
two-casestudies/Book: De Gruyter - Speaking of Emotions: Conceptualisation and
Expression (edited by AngelikiAthanasiadou, ElzbietaTabakowska)
2. Book: To Kill a Mockingbird - Lee Harper
3. Book: Take A Walk In Someone Else's Shoes by Bethany Morlan
4. A paper on ‘University Students’ Value Priorities and Emotional Empathy’:
file:///C:/Users/Dell/Desktop/University_Students_Value_Priorities_and_Emotiona.pdf
5. Research paper on ‘Empathy as Added Value in Predicting Donation Behavior’:
file:///C:/Users/Dell/Desktop/wp_10_692.pdf
6. Decety J and Jackson PL. 2004. The functional architecture of human
empathy.Behavioral and cognitive neuroscience reviews 3(2):71-100.
7. Klimecki OM1, Leiberg S2, Ricard M2, Singer T3. Differential pattern of functional
brain plasticity after compassion and empathy training.SocCogn Affect Neurosci. 2014
Jun; 9 (6): 873-9.
8. A paper on ‘The Science of Empathy’ -
https://www.ncbi.nlm.nih.gov/pmc/articles/PMC5513638/ 9. A paper on ‘The
Psychology of Emotional and Cognitive Empathy’ - https://lesley.edu/article/the-
psychology-of-emotional-and-cognitive-empathy
10. Links on the latest research and reviews on articles related to empathy -
https://www.nature.com/subjects/empathy
Suggested videos/movies (English/Hindi)
1. The Boy in the Striped Pyjamas (an English movie based on the novel by the
same name by John Boyne)
2. Chhapaak (an Indian movie about how a young woman tries to rebuild her life after a
man throws acid in her face on a public street in New Delhi in 2005)
3. George Lucas Educational Foundation – Edutopia – 3 videos on the importance of
empathy - https://www.edutopia.org/blog/3-videos-importance-empathy
4. The actor, Mark Ruffalo, and Murray (from Sesame Street) talk about the word
"Empathy" - https://www.youtube.com/watch?v=9_1Rt1R4xbM
5. http://theconversation.com/understanding-others-feelings-what-is-empathy-
and- why-do-weneed-it-68494
6. https://www.verywellmind.com/what-is-empathy-2795562
“The Present” is a thesis short from the Institute of Animation, Visual Effects and Digital
Postproduction at the Filmakademie Baden-Wuerttemberg in Ludwigsburg, Germany. -
https://www.youtube.com/watch?v=96kI8Mp1uOU
 Semester V

Course Title: Human Resource Management

Course code: MHR702 Course Credit: 04 (3-1-0)
Max. Marks: 100 (30I+70E)

Objective
To introduce the concepts, theoretical frameworks, issues in HRM and make participants
understand the role of HRM in organisations.

Learning Outcomes:
LO1: Understand and learn the various concepts & practices of HRM followed in
Organizations and apply the theoretical knowledge of HRM functions for improvement of
organizational productivity.
LO2: Outline the recruitment and selection process and apply it for effectiveness of
organization.
LO3: Evaluate the Performance of employee / Manpower in relation with the
effectiveness of organization
LO4: Able to elaborate the remuneration and benefits received by employees working in
the organization
LO5: To remember the basic application of Job evaluation and ethical issue in HRM while
working in organization.
Unit Topics
I LO 1 Introduction: Understanding the nature and scope of Human resource
management, Functions and objectives of HRM, Role of HR, HR
department structure & HR strategy
II LO 2 HRP, Recruitment & Selection: Nature and importance of Human
resource planning, Recruitment & Selection process in BPS, Meaning
and importance placement and induction.
III LO 3 Training, Development & Job Analysis: Training & human resource
development, Performance appraisal, career development and planning,
Job analysis, job description and job design, job specification, job
simplification and quality of work life (QWL)
IV LO 4 Remunerations & Benefits: Managing basic remunerations, Basic
concepts & Importance of compensation plan, fringe benefits, incentives,
and social security schemes.

V LO 5 Job Evaluation & Ethical Issues: Significance of Job evaluation, Methods

of Job evaluation (BPS Specific), managing ethical issues in human
resource management

Recommended Books:
1. Human Resource Management, Latest Edition, by Stephen Robins
2. Human Resource Management, TATA McGrawhill by K.Aswathappa, Latest Edition
3. Human Resource Management, Person Publication, by Dessler and Varkkey, Latest
Edition
4. Human Resource Management- Text and Cases, Excel Publication, by Rao, VSP,
Latest Edition
5. Managing Human Resources by Ramaswamy, E., Publisher: Oxford University
Press, New Delhi, Latest Edition

Course Title: Retail Market Research

Course Code: MMK702 Course Credit: 04(3-1-0)

Max Marks: 100(30I +70E)

Objective
The objective of the course is to addresses the use of marketing research as an aid to
making marketing decisions;

Learning Outcome
LO1: Enumerate and define various concepts & terms associated with marketing research
and formulate research designs for a real-life business research problem
LO2: Explain the various types of measurement scales & attitude scaling techniques and
their application in the context of business research
LO3: Design a variety of data collection instruments for contemporary business research
issues and apply the principles of sampling to contemporary business research problems.
LO4: Analyse and present quantitative data and derive actionable inferences from the
same from a decision making perspective.
LO5: Construct different types of testable hypotheses and interpret the statistical test
outcomes.
Unit Topics
I LO1 Introduction: Role of Research in Marketing, Retail Marketing
Research Industry, Retail Marketing Research Process: An
Overview, Research Design: An Overview
II LO1, LO2 Scaling: Surveys and Interviews, Measurement, Measurement
Scales, Questionnaires and Instruments, Competitive research,
Market research tools, Customer targeting tools
III LO1, LO3 Data Collection: Clarifying the Research Question through
Secondary Data and Exploration, Qualitative Research,
Observational Studies, Social Media Monitoring, Consumer
Analysis, Sampling and Types of Sampling
IV LO1, LO4 Data Analysis: Establishing and Maintaining a Retail Image,
Financial Merchandise Management, Sampling, Sample Size
determination, Ethics in Retail Marketing research, data
preparation and description, Data analysis
V LO1, LO5 Hypothesis Testing & report Writing: Hypothesis testing, measure
of association, Introduction to multivariate statistics, Report
writing

Recommended Books
 1. Exploring Marketing Research, 8th edition, by William G.
Zikmund, Thomson/South-Western, latest edition.
2. Marketing Research: An Applied Orientation, Prentice Hall, Naresh K. Malhotra
3. Mail and Internet Surveys: The Tailored Design Method, 2nd edition, by Don
A. Dillman, Wiley, Latest Edition.

Web links
https://business.nmsu.edu/~mhyman/m310syl_f06_inclass.htm

Course Title: Total Quality Management

Course code: MGM707 Course Credit: 04 (3-1-0)

Max. Marks: 100 (30I+70E)

Objectives
The aim of the course is to acquitted the students with the application of Quality
management system that serves to control Quality in the critical activities of an
organization by bringing together resources, equipment, people and procedures.

Learning Outcomes
LO1: Grasp the concept of Quality and Quality management
LO2: To appreciate the role of leadership in TQM and understand various practices of
TQM.
LO3: Learn to be acquainted with traditional tools of TQM.
LO4: Analyze the TQM practices in Japanese organizations.
LO5: To develop and recognize the systems perspective of TQM.
Unit Topic
I LO1 Introduction - Need for quality - Evolution of quality - Definitions of
quality - Dimensions of product and service quality - Basic concepts of
TQM - TQM Framework - Contributions of Deming, Juran and Crosby -
Barriers to TQM - Quality statements - Customer focus - Customer
orientation, Customer satisfaction, Customer complaints, Customer
retention - Costs of quality.
II LO 2 Leadership - Strategic quality planning, Quality Councils - Employee
involvement - Motivation, Empowerment, Team and Teamwork, Quality
circles Recognition and Reward, Leadership – quality council, employee
involvement
III LO3 The seven traditional tools of quality - New management tools - Six sigma:
Concepts, Methodology, applications to manufacturing, service sector
including IT - Bench marking - Reason to bench mark, Bench marking
process - FMEA - Stages, Types.
 IV LO 4 Ishikawa’s Quality Framework; Control Charts - Process Capability -
Concepts of Six Sigma - Quality Function Development (QFD) - Taguchi
quality loss function - TPM - Concepts, improvement needs - Performance
measures. Performance appraisal - 5S, Kaizen - Supplier partnership -
V LO 5 Partnering,
Need Supplier
for ISO 9000selection, Supplier Rating.POKA-YOKE
- ISO 9001-2008 Quality System - Elements,
Documentation, Quality Auditing - QS 9000 - ISO 14000 - Concepts,
Requirements and Benefits - TQM Implementation in manufacturing and
service sectors.
Recommended Books
1. N.V.R Naidu, G. Rajendra, Total Quality Management, New Age international,
Latest Edition
2. ShridharaBhat K, Total Quality Management – Text and Cases,
Himalaya Publishing House, New Delhi, Latest Edition
3. Charantimath, Poornima M., Total Quality Management, Pearson Publication,
New Delhi, Latest Edition
4. R.S Naagarazan, Total Quality Management, New Age international, Latest Edition
5. B. L. Hanson & P. M. Ghare,Quality Control & Application, Prentice Hall
of India, Latest Edition
6. Dale H.Besterfield et al, Total Quality Management, Third edition,
Pearson Education, Latest Edition
 Semester VI

Course Title- Environmental Studies

Course code: OAE102 Course Credit: 04 (3-1-0)
Max. Marks: 100 (30I+70E)

Objective:
To create awareness between the students about our ecosystem, related problems and
our role in that. The course also aims to encourage students to solve the environment
related problems

Learning Outcomes
LO1: Recognize the need for learning the topic and develop foundational knowledge on
the environmental studies.
LO2: Think on ecosystem and environment problems; makeher people aware about
environment problems
LO3: Appreciate the need of biodiversity conservation in the context of various
developmental pathways.
LO4: Suggests ways for hygiene, health, managing waste, disaster/emergency situations
and protecting/saving resources
LO5: Understand the Environmental Pollution and identifying hazards and assessing risk

Units Topics
I LO 1 Multidisciplinary nature of environmental studies: Natural Resources,
Natural resources and associated problems; Forest, Water, Mineral,
Food, Energy, Land resources; soil erosion and desertification; Role of
an individual in conservation of natural resources.
II LO 2 Ecosystems: Ecosystem: Structure and function of ecosystem; Energy
flow in an ecosystem: food chains, food webs and ecological succession;
Forest ecosystem, Grassland ecosystem, Desert ecosystem, Aquatic
ecosystem.
III LO 3 Biodiversity and its conservation: Ecosystem diversity; Biogeographical
classification of India; Value of biodiversity; Biodiversity at global,
National and local levels; India as a mega-diversity nation; Threats to
biodiversity; Conservation of biodiversity.
IV LO 4 Environmental pollution: Types, causes, effects and controls; Air, water,
soil and noise pollution, Nuclear hazards and human health risks; Swach
Bharat Abhiyan, Solid waste management.
V LO 5 Fundamentals: Global warming, Environment Protection Act; Air
(Prevention & Control of Pollution) Act; Water (Prevention and control of
Pollution) Act; Wildlife Protection Act.
Field work
1. Visit to a local area to document environmental
assets river/forest/grassland/hill/mountain
2. Visit to a local polluted Site-Urban/Rural/Industrial/Agricultural
3. Study of common plants, insects, birds.
 4. Study of simple ecosystems-pond, river, hill slopes, etc.

Recommended Books:
1. E- book:https://ugc.ac.in/oldpdf/modelcurriculum/env.pdf
2. Industrial Safety and Health management” Pearson Prentice Hall,2003 by C. Ray, Asfahl
3. National Safety Council, “Accident Prevention Manual for Industrial Operations”, N. S.
C. Chicago, 1988.
4. Industrial Accident Prevention” McGraw-Hill Company, New York,1980 by Heinrich

Course Title: Digital and Social Media in E-Commerce

Course code: CSE702 Course Credit: 04 (3-1-0)
Max. Marks: 100 (30I+70E)

Objectives
To familiarize participants with the growing role of electronic commerce and its
application in business

Learning Outcomes
LO1. Understand the conceptual framework of Digital Marketing and its strategies to
make use of various web presence options
LO2: Recognize different social media platforms and Develop profile on various social
media platforms for campaigning
LO3: Analyze and Apply diverse tools for digital marketing so as to make presence in the
market.
LO4. Able to make social media campaigns by using various online analytical platforms
for brand building
LO5. To understand the challenges and practices in Digital Marketing with practical
applications of social media strategy’s to solve business problems.
Unit Topic
I LO1 Introduction to digital marketing: Digital Marketing - Overview,
Conceptual framework, Digital Marketing Platforms, Digital Marketing
& Marketing Strategy, Goals of Digital Marketing, Digital Marketing
Strategies.
II LO 2 Customer Engagement in Digital Marketing: Identifying target
Audience, Big Data in target Audience, Practices of audience
engagement, Social Media Platform and networking websites.
III LO3 Tools for Digital Marketing: Search Engine Optimization – Concept,
Growth traffic Management through SEO, OPO- Conceptual framework,
Google Tools -Google Webmaster Tools -Site Map Creators, Browser-
based analysis tools, Page Rank tools, Pinging & indexing tools, Dead
links identification tools, Open site explorer, Domain
information/whois tools
Quicksprout.
 IV LO 4 Digital Marketing and Brand Building: Social Media & Brand
Building, Tools- Micro blogging, streaming, Podcast; Mobile Marketing,
Social Media marketing, Search Engine Marketing.

V LO 5 Challenges and Practices in Digital Marketing: Threats in Digital

Marketing, Cyber security tools and Practices; Adoption in Digital
Marketing. Case Studies.

Recommended Books
1. Digital Marketing: Strategy, Implementation and Practice by Dave Chaffey
& Fiona Ellis-Chadwick
2. E-Marketing, Judy Strauss and Raymond Frost, Prentice Hall, 6th Edition, 2013
3. The Big Data-Driven Business by Russell Glass & Sean Callahan
4. Digital Branding by Daniel Rowles

Course Title: Retail Data Analytics

Course code: MMK703 Course Credit: 04 (3-1-0)

Max. Marks: 100 (30I+70E)

Objectives
This course is designed to introduce students to retail data analytics for taking business
decisions related to production schedules, inventory management, store layout and
planning and customer engagement for enhanced profitability

Learning Outcomes
LO1: Develop simple knowledge of different basic concept / fundamentals of retail data
analytics.
LO2: Understand the practical application of retail data analytics concepts.
LO3: Able to apply retail data analytics to new situations or a required context
LO4: Analyse retail data analytics essential tools and identify the connections between
them
LO5: Ability to evaluate retail data analytics tools into Decision making and applying the
Concept of Analytics

Unit Topic
I LO 1 Introduction to Retail Data Management, Importance of Decision
making and Problems encountered in retail management

II LO 1,2 Data Analysis in retail Management including slicing, dicing and

summarizing marketing data, Basics of Forecasting , Inventory
Management, Store Layout planning
III LO 2, 3,4 Forecasting using simple Regression Model in Excel, Quantifying the
accuracy of regression ,models, F - statistic, Interpretation of regression
model results, Sales forecasting,
 IV LO 4 Market basket analysis to maximize sales using layout and inventory
management, discounting pricing
V To understand the basics of business data analytics and its life cycle
LO 3, 4, 5 Data Visualization: Tables, Charts, Line Charts, Bar and Column Chart,
Bubble Chart, Heat Map – Data Dashboards, Predictive Analytics:
Regression, K Nearest Neighbours Regression &
Classification Decision Tree, Neural Networks - Descriptive Analytics:
Association Rules, Sequence Rules
Recommended Books
2. Marketing Analytics: Data-Driven Techniques with Microsoft Excel, by Wayne
L Winston, Wiley, Latest Edition
3. Marketing Analytics: A Practical Guide to Improving Consumer Insights Using
Data Techniques, Mike Grigsby, Latest Edition

PROJECTS

Semester III
Auto Finance and Auto Insurance- Project Based
 Documentation & procedure for financing a car
 Comparative study of car loans (NBFC vs Private bank vs PSU)
 Customer profiling
 EMI Calculation
 Detailed descriptions of finance terms
 Features, Advantages & Benefits (FAB) of Maruti Suzuki Smart Finance
 Features, Advantages & Benefits (FAB) of Maruti Insurance
 Types of Insurance (Comprehensive & Third Party Insurance)
 Insurance terminologies, IDV calculation & add ons
 Insurance claim process

Semester IV
Institutional Sales & Accessories Sales-Project Based
 Networking for Institutional Sales
 Targeting Special & Niche segment
 Ways to improve corporate sales
 BTL Activities required for Institutional sales
 Accessories marketing
 Benefits of MSGA
 Timeline for accessories fitment before car delivery

Semester V
Pre-owned vehicles sales- Project based
 Evaluation of a used car
 Documentation & procedure for sale of a used car
 Analysis of pre-owned car market
 Comparative study of True Value vs Hpromise vs First Choice
Semester VI
Marketing and Social Media- Project based
 Sales through digital medium
 Customer feedback management on social networks
 Facebook analytics of targeted marketing
 Email marketing