Mba Syllabus

P.D.M.
COLLEGE OF ENGINEERING
Sarai Aurangabad
SYLLABUS
MASTER OF BUSINESS ADMINISTRATION
(MBA)
2
THE PROGRAMME
The Master of Business Administration (MBA) is a two-year full-time

programme. The course structure of the programme is given hereunder: -
FIRST YEAR
SEMESTER- I
Course Code Course Title Division of Marks Duration

Ext. Int. Total of Exams
CP-101 Management Process and 70 30 100 3 Hrs.
Organisational Behaviour
CP-102 Business Statistics 70 30 100 3 Hrs.
CP-103 Managerial Economics 70 30 100 3 Hrs.
CP-104 Business Environment 70 30 100 3 Hrs.
CP-105 Business Communication 70 30 100 3 Hrs.
CP-106 Accounting for Managers 70 30 100 3 Hrs.
CP-107 Computer Applications in T 50 - 100 3 Hrs.
Management P 50
CP-108 Seminar* - 50 50
T=Theory, P=Practical
* The Seminar will be presented by each student on any topic relating to
Indian Ethos and Values and current Socio-Economic context.
SEMESTER-II
CP-201 Management Science 70 30 100 3 Hrs.

CP-202 Marketing Management 70 30 100 3 Hrs.
CP-203 Human Resource Management 70 30 100 3 Hrs.
CP-204 Financial Management 70 30 100 3 Hrs.
CP-205 Business Research Methodology 70 30 100 3 Hrs.
CP-206 Production and Operations 70 30 100 3 Hrs.
Management
CP-207 E-Commerce 70 30 100 3 Hrs.
CP-208 Comprehensive Viva-Voce 50 - 50
SUMMER TRAINING
At the end of second semester, all students will have to undergo summer training
of 6-8 weeks with an industrial, business or service organisation by taking up a
project study. The condition of successfully completing the programmes shall not
be deemed to have been satisfied unless a students undergoes summer training
3
under the supervision of the department in the organisations as approved by the

Department/Faculty from time to time. Each student will be required to submit a
project report to the Department for the work undertaken during this period within
one month of the commencement of the third semester for the purpose of
evaluation in the third semester.
SECOND YEAR
During Second year, in addition to compulsory papers and project studies, a

students shall have to choose six optional papers in third and six in fourth semester
from the list of optional papers announced at the beginning of each semester. The
list of optional papers for third and fourth semesters shall confine to the
availability of teachers. A student will specialize in two areas by opting 3 papers
from each area in 3rd semester and three each in fourth semester.
SEMESTER- III
Course Code Course Title Division of Marks Duration

Ext. Int. Total of Exams
CP-301 Business Policy and Strategic 70 30 100 3 Hrs.
Management
CP-302 Business Legislation 70 30 100 3 Hrs.
CP-303 Summer Training Project 50 50* 100 -
(Plus 6 Optional Papers by selecting 3 papers each from two areas)
* Internal evaluation will be based on seminar presentation.
SEMESTER- IV
CP-401 Entrepreneurship Development 70 30 100 3 Hrs.

CP-402 Research Project 100 - 100 -
CP-403 Comprehensive Viva Voce 50 - 50 -
(including viva-voce on research
project)
(Plus 6 Optional Papers by selecting 3 papers each from two areas)
4
LIST OF OPTIONAL PAPERS OF VARIOUS SPECIALISATIONS
Finance
3rd Semester
FM-301 Financial Decisions Analysis

FM-302 Foreign Exchange Management
FM-303 International Accounting
FM-304 Corporate Taxation
FM-305 Working Capital Management
FM-306 Management of Financial Institutions
FM-307 Security Analysis and Investment Management
4th Semester
FM-401 Principles of Insurance and Banking
FM-402 International Financial Management
FM-403 Management Control System
FM-404 Financial Derivatives
FM-405 Management of Financial Services
FM-406 Project Management
FM-407 Portfolio Management
Marketing
3rd Semester
MM-301 Advertising Management
MM-302 Sales Management
MM-303 Product and Brand Management
MM-304 Consumer Behaviour
MM-305 Distribution and Logistics Management
MM-306 Retailing
MM-307 Marketing Research
4th Semester
MM-401 International Marketing
MM-402 Industrial Marketing
MM-403 Service Marketing
MM-404 Direct Marketing
MM-405 Rural and Agricultural Marketing
MM-406 Marketing Communication Strategy
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International Business
3rd Semester
IB-301 International Accounting
IB-302 Foreign Exchange Management
IB-303 Export-Import Procedures and Documentation
IB-304 India's Foreign Trade & Policy
IB-305 International Business Environment
IB-306 International Logistics
4th Semester
IB-401 International Financial Markets
IB-402 International Marketing
IB-403 International Financial Management
IB-404 International Strategic Management
IB-405 Cross Cultural and Global Management
IB-406 Regional Economic Blocks
HRM
3rd Semester
HRM-301 Management of Industrial Relations
HRM-302 Management of Comparative Industrial Relations
HRM-303 Manpower Development for Technological Change
HRM-304 Compensation Management
HRM-305 Managing Interpersonal and Group Processes
HRM-306 Human Resource Planning and Development
4th Semester
HRM-401 Counselling Skills for Managers
HRM-402 Legal Framework Governing Human Relations
HRM-403 Management Training and Development
HRM-404 Organisational Change and Intervention Strategies
HRM-405 Human Resource Development: Strategies and Systems
HRM-406 Global Human Resource Management
Production and Technology Management

3rd Semester
PTM-301 Purchasing and Materials Management
PTM-302 Total Quality Management
PTM-303 Production Planning & Control
PTM-304 Logistics Management
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PTM-305 Service Operations Management

PTM-306 Technology Acquisition and Diffusion
PTM-307 Technology Finance
PTM-308 Technology Transfer and Absorption
4th Semester
PTM-401 Applied Operations Research
PTM-402 Goal Programming in Management
PTM-403 Transportation Management
PTM-404 World Class Manufacturing
PTM-405 Technology Forecasting
PTM-406 R&D Management
PTM-407 Programme Management
Information Technology Management

3rd Semester
ITM-301 Internet and Web Designing
ITM-302 Relational Data Base Management Systems (RDBMS)
ITM-303 Practical based on ITM-301 and ITM-302
4th Semester
ITM-401 Data Ware Housing and Data Mining
ITM-402 eCRM
ITM-403 Practical based on ITM-401 and ITM-402
Rural and Urban Management
3rd Semester
RUM-301 Cooperative Management
RUM-302 Rural Credit Finance
RUM-303 Rural Resources and Development
RUM-304 Rural Industrialization
RUM-305 Participatory Development in Rural Areas
RUM-306 Rural and Agricultural Marketing
RUM-307 Non-Government and Voluntary Organisations
4th Semester
RUM-401 Waste Land Management
RUM-402 Urbanisation in India
RUM-403 Urban Organisation and Management
RUM-404 Urban Planning and Strategies for Development
RUM-405 Urban Development and Regional Planning
RUM-406 Management of Telecommunication Systems
RUM-407 Non-government Organisations and Voluntary Agencies
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Public System Management

3rd Semester
PSM-301 Public Enterprise Management
PSM-302 Financial Management in Public Systems
PSM-303 Development Administration
PSM-304 Marketing of Social Services
PSM-305 Planning and Management of Education Systems
PSM-306 Manpower Policy and Planning for Public Systems
4th Semester
PSM-401 Energy Management
PSM-402 Hotel Management
PSM-403 Tourism Management
PSM-404 Water Resource Management
PSM-405 Marketing for Non-Profit Organisations
PSM-406 Management Control in Non-Profit Organisations
PSM-407 Management of Telecommunication Systems
Health Care Administration

3rd Semester
HCA-301 Community Health, Epidemiology and Population Management
HCA-302 Health Care and Social Policy
HCA-303 Health Systems Management
HCA-304 Health Care Economics and Finance
4th Semester
HCA-401 Environmental Health Management and Safety Planning
HCA-402 Health and Hospital Information Systems
HCA-403 Health Communication: Development and Dissemination
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DETAILED SYLLABUS FOLLOWS...
CP-101: MANAGEMENT PROCESS AND ORGANIZATIONAL BEHAVIOUR
Objectives
The objectives of the paper are to familiarize the students with basic management concepts and
behavioural processes in the organization.
Course Contents
Evolution of management thought; Systems and contingency approach for understanding

organizations; Managerial processes, functions, skills and roles in an organization; Social
Responsibility of Business; Understanding and Managing individual behaviour; Personality;
Perceptions; Attitudes; Learning; Decision making; Management by Objectives; Understanding
and managing group processes- interpersonal and group dynamics; Applications of Emotional
Intelligence in organisations, Leadership and influence process; Work Motivation,
Understanding and Managing organizational system-Organizational design and structure, Work
stress, Organisational Change and development; Conflict Management; Stress Management.
Suggested Readings
1. Koontz, H and Wechrich, H. Management. 10th ed., New York, McGraw Hill, 1995.
2. Luthans, F. Organizational Behaviour. 7th ed., New York, McGraw Hill, 1995
3. Robbins, S.P.Management, 5th ed., New Jersey, Englewood Cliffs, Prentice Hall Ins.,
1996.
4. Robbins, S.P. Organizational Behaviour. 7th ed., New Delhi, Prentice Hall of India,
1996.
5. Staw, B.M. Psychological Dimensions of Organizational Behaviour, 2nd ed., Englowed
Cliffs. New Jersey, Prentice Hall inc., 1995.
6. Stoner, J etc. Management 6th ed., New Delhi, Prentice Hall of India, 1996.
7. Singh, Dalip Emotional Intelligence at Work, Response Books, Sage Publications, Delhi-
2001.
The list of cases and specific references including recent articles will be announced in the
class at the time of launching of the course.
Note: The examiner will set eight questions in all. Question No. 1, comprising of seven
short answer type questions, shall be compulsory. There would be one question in
the form of case study. In all, the students would be required to attempt five
questions. All Questions will carry equal marks.
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CP-102: BUSINESS STATISTICS
Objective
The objective of this course is to make the students learn about the application of
statistical tools and techniques for decision making.
Course Contents
Univariate Analysis: An overview of central tendency, dispersion, and skewness.

Probability Theory: Classical, relative and subjective probability; Addition and multiplication
probability models; Conditional probability and baye's theorem.
Probability Distributions: Binomial, Poisson, and normal distributions; Their characteristics and
applications.
Sampling and sampling methods; Sampling and non-sampling errors; Law of Large Number and
Central Limit Theorem; Sampling distributions and their characteristics.
Statistical Estimation and Testing: Point and interval estimation of population mean, proportion,
and variance; Statistical testing of hypotheses and errors; Large and small sampling tests - Z, t
and F tests.
Non Parametric Tests: Chi-square tests; Sign tests; Wilcoxon Signed - Rank tests; Kruskal-
Wallis test.
Correlation and Regression Analysis: Two variables case.
Index Numbers: Meaning and types; Weighted aggregative indices - Lasperyre's and Paasch's
indices; Laspeyre's and Paasch's indices compared; Indices of weighted average of (price and
quantity) relatives; Tests of adequacy; Special problems - shifting the base; splicing, overlapping
index series; Uses and problems of Index number; Time Series Analysis: Trend Analysis.
Statistical Quality Control: Causes of variations in quality characteristics, Quality control charts,
- purpose and logic; Constructing a control chart computing the control limits (X and R charts);
Process under control and out of control, Warning limits, Control charts for attributes - fraction
defectives and number of defects; Acceptance sampling.
Suggested Readings
1. Hooda, R.P: Statistics for Business and Economics, Macmillan, New Delhi.
2. Heinz, Kohler: Statistics for Business & Economics, Harper Collins, New York.
3. Hien, L.W. Quantitative Approach to Managerial Decisions, Prentice Hall, NJ.
4. Lawrence B. Morse: Statistics for Business & Economics, Harper Collins, NY.
5. Levin, Richard I and David S Rubin: Statistics for Management, Prentice Hall, Delhi.
6. Watsnam Terry J. and Keith Parramor: Quantitative Methods in Finance International,
Thompson Business Press, London.
short answer type questions, shall be compulsory. In all, the students would be
required to attempt five questions. All Questions will carry equal marks.
10
CP-103: MANAGERIAL ECONOMICS
Objectives
The objectives of this course is to acquaint the students with concepts and techniques used in
Micro-Economic Theory and to enable them to apply this knowledge in business decision-
making. Emphasis is given to changes in the nature of business firms in the context of
globalisation.
Course Contents
Nature and scope of Managerial Economics; Importance of Managerial decision-making;

Marginal analysis; Objective of a firm; Demand function, Elasticity of demand and its
significance in Managerial decision-making; Consumer equilibrium-utility and indifference
curve approach; Price, income and substitution effects; Fundamentals of demand estimation and
forecasting; Short-run and long-run production functions; Cost curves and economies of scale;
Price and output determination under perfect competition, monopoly, monopolistic, competition,
and oligopoly; Pricing strategies and tactics; National income-alternative concepts and
measurement of National Income; Inflation-type, measurement and control; Balance of
Payments; Monetary and Fiscal Policies.
Suggested Readings:
1. Peterson, Lewis, Managerial Economics, Prentice Hall of India, N. Delhi.

2. Salvatore, Manage;rial Economics in Global Economy, Thomson learning, Bombay.
3. E. F. Brigham And J. L. Pappas, Managerial Economics, Dryden Press, Illinois.
4. Dwivedi, D. N. Managerial Economics, Vikas Publishing House, New Delhi.
5. Mehta, P. L. Managerial Economics, Sultan Chan, New Delhi.
11
CP-104: BUSINESS ENVIRONMENT
Objectives
The primary objectives of this course are to acquaint the students to emerging global trends in
business environment.
Course Contents
Nature, components and determinants of business environment, dynamics of business

environment, key indicators; Risk in business environment, Assessing business environment -
country risk and political risk.
Current state of business environment in India; Economic reforms Liberlisation, privatisation,
globalisation, industrial policy and industrialisation trends, public enterprise reforms and
disinvestment programmes; competitive environment; financial environment.
India s current balance of payment position, globalisation trend, Trade reforms & trends, FDI
policy & trends, India s share in world economy.
Trends in global trade & investment; Nature & operations of multilateral economic institutions
World Bank, WTO & IMF and their impact on Indian business environment. Factors of global
competitiveness.
Suggested Readings
1. Daniel, John D and Radebangh, Lee H International Business. 5th ed., New York, Addision
Weley, 1989.
2. Charles W. Hill, International Business Fourth edition, Tata McGraw Hill, Publications
Companies.
3. A.K. Sundaram/J. Stemart Block, The International Business Environment, PHI
12
CP-105: BUSINESS COMMUNICATION
Objectives
The course is aimed at equipping the students with the necessary techniques and skills of
communication to inform others inspire them and enlist their activity and willing cooperation in
the performance of their jobs.
Course Contents
Importance and nature of business communication; Effective communication skills; process of

communication; Oral and Non-Verbal communication; Barriers and gateways in
communication; Do's and Don't of business writing: Commercial letters; Writing business and
academic reports; Presentations of reports; Public speaking, Listening and Negotiations;
Conducting and attending interview and meetings.
Suggested Readings
1. Petett & Lesikar, Business communication.

2. Petett & Lesikar, Essential of Business Communication.
3. Bowman, Joel and Branchaw, Bernadine P. "Business Communication: From Process to
Product". 1987. Dryden Press, Chicago.
4. Hatch, Richard, "Communicating in Business". 1977 Science Research Associates,
Chicago.
5. Murphy, Herta A and Peck, Charrles E. "Effective Business Communications". 2nd ed.
1976. Tata McGraw Hill, New Delhi.
6. Pearce, C Gienn etc. "Business Communications: Principles and Applications" 2nd ed.
1988. John Wiley, New York.
7. Treece, Maira, "Sucessful Business Communications" 3rd ed. 1987. Allyn and Bacon
Boston.
13
CP - 106: ACCOUNTING FOR MANAGERS
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.
Course Contents
Financial Accounting - Meaning, scope and importance; Accounting concepts and conventions;
Formation and importance of accounting Standards; Accounting process; Depreciation
accounting and policy, Preparation of final accounts of non-corporate entities, Proforma of
Balance Sheet of Joint-stock Companies Cost-accounting: nature and scope of costing; Cost
concepts and Classifications; Usefulness of Costing to Managers; Preparation of Cost-Sheet.
Management Accounting: nature, scope and tools of Management Accounting; Management
Accounting vs. Financial accounting; Financial analysis: Ratio analysis, Funds Flow Statement,
Cash Flow Statement.
Budgeting: Types of budgets and their preparation, Performance budgeting and Zero-base
budgeting.
Marginal costing: Break-even analysis, Decision involving alternative choices.
Standard Costing: An Overview.
Suggested Readings
1. Anthony R.N. and Reece J.S. Accounting Principles, 6th ed., Homewood, Illinois,
Richard D. Irwin, 1995.
2. Bhattacharya S.K. and Dearden J. Accounting for Management. Text and Cases, New
Delhi, Vikas, 1996.
3. Gupta, R.L. and Ramaswamy, Advanced Accountancy, Volume I& II, Sultan Chand &
Sons.
4. Hingorani, N.L. and Ramanathan, A.R., Management Accounting, 5th ed., New Delhi,
Sultan Chand, 1992.
5. Jawahar Lal, Cost Accounting, Vikas Publishing House, New Delhi.
6. Maheshwari, S.N, Advanced Accounting, Vikas Publishing House, New Delhi.
14
CP-107: COMPUTER APPLICATIONS IN MANAGEMENT
Objectives
The objectives of this course include developing an appreciation of different software and
hardware systems available in the industry among the students and build up the experience of
computer usage in business organizations with specific reference to commercial data processing
systems.
Course Contents
Computers: An introduction; Computers in business; Elements of computer system set-up;
Indian computing environment; Components of a computer system; Computer languages;
Number system; PC - Software Packages - An Introduction - Disk Operating System and
Windows; Introduction to Word Processor. Introduction to a spreadsheet software; Creation of
spreadsheet applications; Range, Formulas, Functions, Data Base Functions in spreadsheet;
Graphics on Spreadsheet; Data Files-Types/Organization; Master & Transaction File; Relevance
of Data Base Management Systems and Integration of Applications; Basics of Data Processing;
Data Hierarchy & Data File Structures. Network Fundamentals, Analog and Digital Signals,
Band width, Network Topology, Network Applications.
Suggested Readings
3. Gill, N.S. Computer Network, Krishna Publishing House, New Delhi.

4. V. Raja Raman, Fundamental of Computers, PHI, New Delhi.
5. White, Data Communications and Computer Network, Thomson Learning, Bombay.
6. B. Ram, Computer Fundamentals, New Age Int.
7. Leon & Leon, Introduction to computers, Vikas Publishing House, New Delhi.
8. Douglas, E. Comer, Computer Network and Internet, Pearson Education , New Delhi.
CP - 108 : SEMINAR
15
CP-201: MANAGEMENT SCIENCE
Objectives
The Objectives of this course is to develop an understanding of basic management science

techniques and their role in managerial decision making.
Course Contents
Management Science - Basic concepts and its role in decision-making: Linear programming:
meaning, scope & assumptions. Formulation of linear programming problem & solution by
graphical & Simplex methods. Some special cases like degeneracy, unboundedness, infeasibility
and multiple optimal solutions. Sensitivity analysis. Integer programming, goal programming,
dynamic programming and non linear programming. Transportation and Assignment models
including trans-shipment and routing problems; Some special cases like minimization,
unbalanced problems, degeneracy in transportation models; Queuing theory; Inventory
management techniques; PERT/CPM; Decision theory and decision trees; Game theory;
Simulation.
Suggested Reading
1. Budnik, Frank S. Dennis Mcleavey, Richard Principles of Operations Research. 2nd ed.,
Richard Irwin, Illinois - All India Traveller Bookseller, New Delhi, 1995.
2. Gould. F J. etc. Introduction to Management Science. Englewood Cliffs, New Jersey,
Prentice Hall Inc., 1993.
3. Mathur, K and Solow, D. Management Science. Englewood New Jersey, Prentice Hall
Inc., 1994.
4. Narang A S. Linear Programming and Decision Making. New Delhi, Sultan Chand,
1995.
5. Sharma, J K. Operations Research: Theory and Applications. New Delhil Macmillian
India Ltd., 1997.
6. Taha, H A. Operations Research - An Introduction. New York, Mc-Millan, 1989.
7. Theirouf, R J and Klekamp. R C. Decision Making Through Operations Research. New
York, John Wiley, 1989.
8. N.D. Vohra, Quantitative Techniques in Management, Tata McGraw Hill, 2001.
16
CP-202 MARKETING MANAGEMENT
Objectives
The purpose of this course is to develop an understanding of the underlying concepts, strategies
and issues involved in the marketing of products and services.
Course Contents
Nature, scope and concept of marketing, Corporate orientations towards the marketplace; The
Marketing environment and Environment scanning; Marketing information system and
Marketing research; Understanding consumer and Industrial markets; Market segmentation,
Targeting and positioning; Product decisions - product mix, product life cycle, new product
development, branding and packaging decisions; Pricing methods and strategies; Promotion
decisions - promotion mix, advertising, sales promotion, publicity and personal selling; Channel
management Types and functions, Selection, Co-operation and conflict management, vertical
marketing Implementation and systems, Marketing Logistics; Organising and implementing
marketing in the organisation; Evaluation and control of marketing efforts; Ethics in Marketing;
New issues in marketing - Globalisation, Consumerism, Green marketing, Direct Marketing,
Network Marketing, Event Marketing.
Suggested Readings
1. Kotler, Philip and Armstrong, G. Principles of Marketing. New Delhi, Prentice Hall of
India, 2002.
2. Kotler, Philip. Marketing Management: 11th Edition, New Delhi, Prentice Hall of India,
2002.
3. Perreault, William D. and McCarthy, Jr. E. Jerome, Basic Marketing; 14 edition, TMH,
2002.
4. Rajan Saxena, Marketing Management, 2nd edition, Tata McGraw Hill, 2002.
5. Czinkota & Kotabe; Marketing Management; Vikas Publishing, New Delhi.
6. Ramaswamy, V S and Namakumari, S. Marketing Management: Planning, Control, New
Delhi, MacMilian,, 1990.
7. Zikmund ; Marketing; 7th edition; Thomson Learing; Mumbai
17
CP-203: HUMAN RESOURCE MANAGEMENT
Objectives
In a complex world of industry and business, organisational efficiency is largely dependent on

the contribution made by the members of the organisation. The Objective of this course is to
sensitize students to the various facets of managing people and to create an understanding of the
various policies and practices of human resource management.
Course Contents
Concepts and Perspectives on Human Resource Management; Human Resources Management

in a changing environment; Corporate objectives and Human Resource Planning; Career and
succession planning; Job analysis; Methods of manpower search; Attracting, Selecting and
retaining human resources; Induction and socialisation; Manpower training and development;
Performance appraisal and potential evaluation; Job evaluation and compensation; Employee
welfare; Industrial relations & trade unions; Dispute resolution & grievance management;
Employee empowerment.
Suggested Readings.
1. Aswathappa, K. Human Resource and Personnel Management Tala Mc Graw Hill, New
Delhi, 1997.
2. De Cenzo, D A & Robbins S P. Human Resource Management. 5th ed., New York, John
Wiley, 1994.
3. Guy, V & Mattock J. The New International Manger, London, Kogan Page, 1993.
4. Holloway, J. Ed. Performance Measurement and Evaluation. New Delhi, Sage, 1995.
5. Monappa, A & Saiyadain M. Personnel Management. 2nd., New Delhi, Tata Mc-Graw-
Hill, 1966.
6. Stone, Lloyed and Leslie W. Rue, Human Resource and Personnel Management Richard
D. Trwin, Illinois, 1984.
18
CP-204: FINANCIAL MANAGEMENT
Objectives
The purpose of this course is to acquaint the students with the broad framework of financial
decision-making in a business unit.
Course Contents
Introduction to financial management, Objectives of financial management; Time value of

money; sources of finance, Investment decisions: Importance, Difficulties determining cash
flows, methods of capital budgeting, Risk analysis; Cost of capital: Concept and importance,
Computations of cost of various sources of finance; Weighted Average Cost of Capital; Capital
Structure decisions: Theories of capital structure, Factors determining capital structure.
Optimum capital structure; Management of working capital - Cash, Receivables and Inventory
Management, Internal Financing and Dividend Policy; Financial Modeling.
Suggested Readings
1. Hampton, John. Financial Decision Making. Englewood Cliffs, New Jersey, Prentice
Hall Inc., 1997.
1. Khan, M.Y and Jain, P.K. Financial Management, McGraw Hill, 2001.
3. Prasanna Chandra, Financial Management, McGraw Hill, 2002.
4. Pandey, I.M. Financial Management, Vikas Publication House, 2000.
5. Van Home. James C. Financial Management and Policy. 10th. ed., New Delhi, Prentice
Hall of India, 1997.
6. Winger, Bernard and Mohan, Nancy. Principles of Financial Management. New York,
Macmillan Publishing Company, 1991.
7. Kishore, Ravi M., Financial Management, Taxmann Publishers, New Delhi.
19
CP-205: BUSINESS RESEARCH METHODOLOGY
Objectives
To equip the students with the basic understanding of the research methodology and to provide
an insight-into the application of modern analytical tools and techniques for the purpose of
management decision making.
Course Contents
Nature and Scope of Research Methodology; Problem Formulation and Statement of Research
Objectives; Value and Cost of Information; Bayesian Decision Theory; Research Process;
Research Designs - Exploratory, Descriptive and Experimental; Methods of Data Collection -
Observational and Survey Methods; Questionnaire and Interviews. Attitude Measurement
Techniques; Administration of Surveys; Sample Design; Selecting an Appropriate Statistical
Technique; Field Work and Tabulation of Data; Analysis of Data; Use of SPSS and other
Statistical Software Packages; Advanced Techniques for Data Analysis - ANOVA, Discriminant
Analysis, Factor Analysis, Conjoint Analysis and Clustering Methods.
Suggested Readings
1. Andrews, F M., and S.B. Withey Social Indicators of Well Being. Plenum Press, NY,
1976.
2. Cooper & Sindler, Business Research Methods, TMH, 6th edition.
3. Fowler, Floyd J. Jr., Survey Methods. 2nd ed., Sage Pub., 1993.
4. Fox, J A and P.E. Tracy: Randomized response : A Method of Sensitive surveys. Sate
Pub., 1986.
5. C.R. Kothari, Research Methodology, Wishawa Parkashan, 2nd edition .
6. Golden, Biddle, Koren and Maren D. Locke: Composing Qualitative Research. Sage
Pub., 1997.
7. Salkind, Neil., Exploring Research. 3rd ed., Prentice Hall, NJ, 1997
8. Bery G.C.. Marketing Research, Tata McGraw Hill, 2001.
20
CP-206: PRODUCTION AND OPERATIONS MANAGEMENT
Objectives
The Course is designed to acquaint the students with decision making in: Planning, scheduling
and control of Production and Operation functions in both manufacturing and services;
Productivity improvement in operations through layout engineering and quality management
etc.; Effective and efficient flow, replenishment and control of materials with reference to both
manufacturing and services organisations.
Course Contents
Nature and Scope of Production and Operations Management; Facility Location; Types of
Manufacturing Systems & layouts; Layout Planning and Analysis; Material Handling: Principles
& Equipments; Line Balancing; Production Planning and Control in Mass Production, in Batch
and Job Order manufacturing; Capacity Planning; Product Planning & Selection, Process
Planning, Aggregate Planning and Master Production Scheduling; maintenance Management,
Work Study: Method Study and Work Measurement, Material Management: An Overview of
Material Management, Material Requirement Planning and Inventory Control; JIT; Purchase
management; Stores Management; Quality Assurance: Acceptance Sampling, Statistical Quality
Control, Total Quality Management; ISO-9000.
Suggested Readings
1. Admn, E E & Ebert, RJ. Production and Operations Management. 6th ed., New Delhi,
Prentice Hall of India, 1995.
2. Buffa, E S & Sareen Modern Production Management. New York, John Wiley, 2002.
3. Chary, S N. Production and Operations Management. New Delhi, Tata McGraw Hill, 2nd
edition.
4. Dobler, Donald W and Lee, Lamar. Purchasing and Materials Management. New York,
McGraw Hill, 1984.
5. Norman Gaither, Production and Operations Management, Thomson Learning, Bombay,
2002.
6. Change, Aquilano & Jacobs, Operations Management for Competitive Advantage,
TMH, 9th edition.
7. Chunawalla & Patel, Production & Operations Management, HPH.
8. Nair, Production and Opertions Management, TMH.
21
CP-207: E-COMMERCE
Objectives
The objective of the course is to acquaint the students with the use of E-Commerce in competing
markets.
Course Contents
Introduction to Electronic Commerce: Framework, applications: network infrastructure
(including internet), internet commercialisation.
Electronic payment system, inter-organizational commerce & intra-organizational commerce,

EDI, value-added network; digital library;
Security; advertising & marketing on the internet, introduction to e CRM, consumer search &
resource discovery, computer based education & training, digital copyrights.
Fundamental of mobile computation and wireless computation, multimedia & digital video,
software agents; characteristics & properties, technology, tele-script, agent language, applets &
browsers.
Suggested Readings
1. Kienam, Managing Your E-Commerce Business, Prentice Hall of India, N. Delhi.

2. Kosiur, Understanding E-Commerce, Prentice Hall of India, N. Delhi.
3. Kalakota, Whinston, Frontiers of Electronic Commerce, Addison Wesley.
4. Schneider P. Grey, Perry T. James, E-Commerce, Thomson Learning, Bombay.
5. Shurety, E-business with Net Commerce (with CD), Addison Wesley.
6. Napier, Creating a winning E-business, Vikas Publishing House, New Delhi
7. Didar Singh, E Commerce for Manager, Vikas Publishing House, New Delhi
8. Whitely David, Electronic Commerce, TMH, N. Delhi
9. Efraim Turban, Jay Lee, David King & H. Michael Chang, Electronic Commerce; A
Managerial Perspective, Pearson Education, N. Delhi.
CP-208: COMPREHENSIVE VIVA-VOCE

22
CP-301: BUSINESS POLICY AND STRATEGIC MANAGEMENT
Objective
The course aims at imparting knowledge of formulation, implementation and evaluation of
Business Strategies.
Course Contents
An introduction to business policy - Nature, Objective and importance of business policy; An
overview of strategic management; Strategic decision making; Process of strategic decision
making.
Types of planning systems - corporate planning, strategic planning and long range planning;
Strategy Formulation, Company s mission, purpose and objectives; Corporate strategy
concept, significance and objectives; types of strategies; Environmental and organisational
appraisal (internal & external), techniques of business environment analysis; Strategic
alternatives and choice; Business ethics and corporate strategy, concept of value chair and
competitive advantage.
Strategy implementation - Designing organisational structure and activating strategies; Matching

structure and corporate strategy, Structural, Behavioural and Functional implementation;
concept of synergy.
Strategy Evaluation - Strategic evaluation and Control, Strategic and Operational Control;
techniques of evaluation and control, Role of organisational system in evaluation.
Suggested Readings
1. Jauch & Glueek, Business Policy and Strategic Management
2. Thampson A.A. and Stickland A.J, Strategic Management- Concept and cases
3. Michael Porter, Competitive Advantage of Nations.
4. Azhar Kazmi, Business Policy and Strategic Management
5. Kenneth, A. Andrews, Concepts of corporate Strategy
6. Melvin J. Stanford, Management Policy
7. John A. Pearce II and R.B.Robinson, Strategic Management Strategy
Formulation and Implementation.
23
CP-302: BUSINESS LEGISLATION
Objectives
The course is designed to assist the students in understanding basic laws affecting the operations
of a business enterprise.
Course Contents
The Indian Contract Act, 1872: Essentials of a Valid Contract, Void Agreements, Performance
of Contracts, Breach of Contract and its Remedies, Quasi-Contracts, The Sale of Goods Act,
1930: Formation of a Contract, Rights of an Unpaid Seller; The Negotiable Instruments Act,
1881: Nature and Types, Negotiation and Assignment, Holder-in-Due Course, Dishonour and
Discharge of a Negotiable Instrument, Arbitration; The Companies Act, 1956: Nature and types
of Companies, Formation, Memorandum and Articles of Association, Prospectus Allotment of
Shares, Share and Share Capital, Membership, Borrowing Powers, Management and Meetings,
Accounts and Audit, Prevention of Oppression and Mismanagement, Winding Up.; An
Overview of Consumer Protection Act and Cyber Laws.
Suggested Readings
1. Avtar Singh. Company Law. 11th ed. Lucknow, Eastern, 1996.

2. Khergamwala, JS. The Negotiable Instrument Acts. Bombay, N.M.Tripathi,1980.
3. Ramaiya, A.Guide to the Companies Act. Nagpur, Wadhwa, 1992.
4. Shah, S M. Lectures on Company Law. Bombay, N.M.Tripathi, 1990
5. Tuteja, S K Business Law For Managers, New Delhi, Sultan Chand, 1998.
CP-303: SUMMER TRAINING PROJECT
At the end of second semester, all students will have to undergo summer training of 6-8 weeks
with an industrial, business or service organization.
24
CP-401: ENTREPRENEURSHIP DEVELOPMENT
Objective
The objective of this course is to expose the students to the growth of entrepreneurship in
developing countries with special reference to India.
Course Contents
Significance of Entrepreneur in Economic Development; Economic, social and psychological

need for entrepreneurship; Characteristics, qualities and pre-requisites of entrepreneur; The
function of the entrepreneur in economic development of a Country; Methods and procedures to
start and expand one s own business; Life cycle of new business and relationship with large
enterprises; Achievement motivation; Environmental Factors affecting success of a new
business; Reasons for the failure and visible problems for business.
Feasibility Study - Preparation of Feasibility Reports: Selection of factory location, Demand
Analysis, Market potential measurement, Capital saving and project costing, Working capital
requirements, profit and tax Planning; Economic, Technical, Financial and Managerial
Feasibility of Project.
Govt. support to new enterprise; Incentives; source of Finance; Role of Govt. and Promotional
agencies in entrepreneurship development.
Entrepreneurship Development Programmes; Role of various institutions in developing
entrepreneurship in India (A brief description only).
Suggested Readings
1. Cliffton, Davis S and Fyfie, David E. "Project Feasibility Analysis". 1977 John Wiley,
New York.
2. Desai, A N. "Entrepreneur & Environment". 1990. Ashish, New Delhi.
3. Drucker, Peter. "Innovation and Entrepreileurship". 1985. Heinemann, London.
4. Jain Rajiv. "Planning a Small Scale Industry: A Guide to Entrepreneurs". 1984. S.S.
Books, Delhi.
5. Kumar, S A. "Entrepreneurship in Small Industry". 1990, Discovery, New Delhi.
6. McClelland, D C and Winter, W G. "Motivating Economic Achievement". 1969. Free
Press, New York.
7. Pareek, Udai and Venkateswara Rao, T. "Developing Entrepreneurship - A Handbook on
Learning Systems". 1978, Learning Systems, Delhi.
25
CP-402: RESEARCH PROJECT
The final project will be evaluated at the end of the fourth semester by the external
examiner. This would be equivalent to the marks of the one paper.
26
CP-403: COMPREHENSIVE VIVA-VOCE.

27
LIST OF OPTIONAL PAPERS OF VARIOUS SPECILISATIONS
FINANCE
FM-301: FINANCIAL DECISIONS ANALYSIS
Objectives
The basic objective of this course is to impart an intensive knowledge about the use of
quantitative techniques in specified financial decision-making areas.
Course Contents
Application of Linear Programming; Goal Programming; Regression analysis and Simulation

Technique in Financial Decision Making Areas; Corporate Debt Capacity Management
Decision; Business Failure and Reorganisation- Application of Multiple Discriminant analysis;
Decision Tree Analysis; Capital Expenditure Decision Under Conditions of Risk and
Uncertainly; Cost-Volume-profit Analysis under Conditions of Uncertainly; Sequencing of
Decisions; Replacement Decisions; Mergers and Acquisitions; Takeover code; Dividend
Valuation Model; Determination of the Exchange ratio; Legal and Procedural aspects of Merger
Decision; Estimation and Projection of Working Capital Decisions.
Suggested Readings.
1. Bierman, Harold. Lease Vs. Buy Decision. Englewood Cliffs, New Jersey, Prentice Hall
Ins., 1982.
2. Fogler, H and Ganpathy, Financial econometrics. Englewood Cliffs, New Jersey,
3. Levy. H. and Sarnat H. Capital investment and Financial Decision, Englewood Cliffs,
New Jersey, Prentice Hall Inc., 1982.
4. Van Horne, James C. Financial Management and Policy. Englewood Cliffs, New Jersey,
Prentice hall of India 1997.
5. Sapirio, Edverd, Financial Decision Analysis.
28
FM-302: FOREIGN EXCHANGE MANAGEMENT
Objectives
To acquaint the students with the mechanism of the foreign exchange markets, measurement of
the foreign exchange exposure, and hedging against exposure risk.
Course Contents
Types of Foreign Exchange Markets and Transactions, Quoting Foreign Exchange Rates,
Spread, Official and Free Market Rates, Cross Currency Rates, Foward Rates, Quoting Forward
Rates; Organisation of the Foreign Exchange Markets; Currency Futures; Currency Options;
Currency Swaps; Corporate Exposure Management: Foreign Exchange Risk, Alternative
Strategies for Exposure Management, Exposure Management Techniques, Organisation of the
Exposure Management Function; Parameters and constraints on Exposure Management:
Forecasting Exchange Rates: Economic Fundamentals, Financial and Socio-Political Factors,
Technical Analysis; Tax Treatment of Foreign Exchange Gains and Losses.
Suggested Readings
1. Sharan, International Financial Management, Prentice Hall of India, N. Delhi

2. Shapiro, Multinational Financial Management, Prentice Hall of India, N. Delhi
3. Paul Einzip, A Textbook on Foreign Exchange.
4. Maurice D. Levi, International Finance, Mcgraw Hill, NY
5. A. Buckley, Multinational Financial, Prentice Hall of India, New Delhi
6. Paul Roth, Mastering Foreign Exchange and Money Markets, Pitman, London.
29
FM-303 INTERNATIONAL ACCOUNTING
Objectives
The objective of this course is to acquaint the students with the accounting needs of international
financial markets and to analyse the accounting measurement and reporting issues unique to
multinational business transactions.
Course Contents
International dimensions of accounting; conceptual development and comparative development

patterns; foreign currency translation; international audit environment, international accounting
standards: concept and mechanism of setting international standards, disclosure requirements of
international accounting standards.
Managing international information systems; international perspective on inflation accounting;
international dimensions of financial reporting; harmonization of accounting practices.
Analyzing foreign financial statements; accounting for environmental protection measures.
Transfer pricing and international accounting; performance evaluation; foreign exchange risk
management.
Suggested Readings
1. Arpon, Jeffrey S and Radebaugh, Lee H. International Accounting and Multinational

Enterprises. New York, John Siley, 1985.
2. Choi, Frederick D S and Mueller Gerhard G. International Accounting. Englewood
Cliffs, New Jersey, Prentice Hall Inc., 1984.
3. Evans, Thomas G. International Accounting & Reporting London, MacMillan, 1985.
4. Gray, S J. International Accounting and Transnational Decisions. London, Butterworth,
1983.
5. Holzer, H Peter. International Accounting. New York, Harper & Row, 1984.
6. Prodhan, Bimal. Multinational Accounting. London, Croom-Helm, 1986.
7. Rathore, Shirin. International Accounting. Englewood Cliffs, New Jersey, Prentice Hall
Inc., 1996.
30
FM-304 CORPORATE TAXATION
Objectives
The objective of the course is to acquaint the participant with the implications of tax structure
and corporate tax planning in operational as well as strategic terms.
Course Contents
Basic Concepts of Income Tax; Residential status of a Company; Computation of Income under
Different Heads of Income, Set off and Carry forward of Losses, Deductions and Exemptions;
Additional Tax on Undistributed Profits; Companies Profit Surtax Act; Computation of Tax
Liability; Meaning and Scope of Tax Planning and Location of Undertaking, Tax Planning
regarding Dividends Policy, Inter Corporate Dividends and Transfers; Tax Considerations in
Respect of Specific Managerial Decision like Make or Buy, Own or Lease, Close or Continue,
Sale in Domestic Markets or Exports; Replacements and Capital Budgeting Decisions, etc; Tax
Planning in respect of Managerial Remuneration.
Suggested Readings
1. Ahuja, G K & Gupta Ravi, Systematic Approach to Income Tax. Allahabad, Bharat Law
House, 1999.
2. Iyengar, A C. Sampat Law of Income Tax. Allahabad, Bharat House, 1981.
3. Kanga, J B and Palkhivala, N A. Income Tax. Bombay, Vol. 1-3, N.M. Tripathi.
4. Ranina, H P. Corporate Taxation: A Handbook. 2nd ed., New Delhi, Oriental Law
House, 1985.
5. Singhania, V K. Direct Taxes: Law and Practice. Delhi, Taxman, 1991.
6. Srinivas, E A. Handbook of Corporate Tax Planning. New Delhi, Tata McGraw, Hill,
1986.
31
FM-305: WORKING CAPITAL MANAGEMENT
Objectives
The objective of the course is to acquaint the students with the importance of the working capital
and the techniques used for effective working capital management.
Course Contents
Concept of Working Capital Management, Importance of Working Capital, Kinds of Working

Capital, Factors Determining Working Capital, Estimating Working Capital Requirements;
Management of Cash - Motives for Holding Cash and marketable securities; Cash System,
Managing the Cash Flows, Types of Collection Systems, Cash Concentration Strategies,
Disbursement Tools, Investment in Marketable Securities; Forecasting Cash Flows; Managing
Corporate Liquidity and Financial Flexibility; Measures of Liquidity, Determining the Optimum
Level of Cash Balances - Baumol Model, Beranek Model, Miller-Orr Model, Stone Model;
Receivable Management -- Determining the Appropriate Receivable Policy, Marginal Analysis,
Credit Analysis and Decision, Heuristic Approach, Discriminant Analysis, Sequential Decision
Analysis; Inventory Management-Kinds of Inventories, Benefits and Costs of Holding
Inventories, Inventory Management and Valuation, Inventory Control Models; Short-term
financing; Programming Working Capital Management; Integrating Working Capital and
Capital Investment Processes.
Suggested Readings
1. Bhalla, V K. Working Capital Management: Text and Cases, 4th ed., Delhi, Anmol,
2001.
2. Hampton J J. and C.L. Wagner Working Capital Management. John Wiley & Sons,
1989.
3. Mannes, T.S. and J.T. Zietlow Short -term Financial Management. West Pub. Co., 1993.
4. Scherr, F.C. Modern Working Capital Management. Prentice Hall, 1989.
5. Smith, Keith V. and G.W. Gallinger Readings on Short-term Financial Management. 3rd
ed., West Pub. Co., 1988.
32
FM-306: MANAGEMENT OF FINANCIAL INSTITUTIONS
Objectives
The objective of this course is to discuss the specific financial management problems of
financial institutions including a detailed study of the working of the leading financial
institutions in India.
Course Contents
The Nature and Role of Financial System; Evaluating Risks and Returns of Assets and
Liabilities of Financial Institutions; Interest Rate Analysis; Interest Rates in the Financial
System; Yield Curve; Risk and Inflation; Provisions of RBI's Operations; Credit and Monetary
Planning; Insurance Companies; Thrift Institutions; Capital Adequacy and Capital Planning;
Strategy of Growth; Problems of Time and Cost Over Runs; Financial Planning of Financial
Institutions; Financial Goals and Performa Statements; Development Banks; Role of
Development Banking in Industrial Financing in India; Objectives and Functions of Different
Financial Institutions in India like IFCI, ICICI, IDBI, UTI, LIC, Mutual Funds, International
Aspects of Financial Institutions.
Suggested Readings
1. Rose, Peter S. and Fraser, Donald R. Financial Institutions. Ontario, Irwin Dorsey, 1985.
2. Vij, Madhu. Management of Financial Institutions in India. New Delhi, Anmol, 1991.
3. Yeager, Fred C. and Seitz, Nail E. Financial Institution Management: Text and Cases.
3rd ed. Englewood Cliffs, New Jersey, Prentice Hall Inc., 1989.
4. Bhole L.M., Management of Financial Institutions, Tata McGraw Hill, 2001.
5. Khan M.Y., Indian Financial System, Tata McGraw Hill, 2000.
33
FM-307: SECURITY ANALYSIS AND INVESTMENT MANAGEMENT
Objectives
The objective of this course is to impart knowledge to students regarding the theory and practice
of Security Analysis and Portfolio Management.
Course Contents
Investment-return and risk; Operations of Indian Stock Market; New Issue Market; Listing of
Securities, OTCEI.
Cost of investing in securities; mechanics of investing; markets and brokers; investment
companies; market indices and return.
Objectives of security analysis; investment alternatives; valuation theories of fixed and variable
income securities; government securities; non-security forms of investment; real estate
investment; investment instruments of the money market;
Fundamental and technical approach, efficient market theory; recent developments in the Indian
stock market.
Suggested Readings:
1. Pandian, Security Analysis and Portfolio Management, Vikas Publishing House, New
Delhi.
2. Raman, Investment: Principles and Techniques, Vikas Publishing House, New Delhi.
3. Fischer, Donald E. and Jordan, Ronald J. Security Analysis and Portfolio Management,
Prentice Hall of India, New Delhi.
4. Fuller, Russell J. and Farrell, James L. Modern Investment and Security Analysis. New
York, McGraw Hill.
5. Sharpe, William F. etc. Investment. New Delhi, Prentice Hall of India, 1997.
6. Alexander, Gorden J. and Bailey, Jeffery V., Investment analysis and Portfolio
Management, Dryden Press, Thomson Learning, Bombay.
7. Machiraju, H. R. Indian Financial System. Vikas Publishing House, N. Delhi.
34
FM - 401: PRINCIPLES OF INSURANCE AND BANKING
Objective
The objective of this course is to apprise the students with the banking law and practices and
develop an understanding of various laws affecting banks.
Course Contents
Introduction to insurance; various types of insurance; principles of insurance; important

insurance policies in life and non-life insurance; IRDA and its role in insurance sector in India;
privatization of insurance industry in India; insurance business operations; recent trends in
insurance around the globe, Concept and implications of bank assurance and universal banking
in India.
Insurance Environment: Internal, External, Legal and Commercial. Comparative Environment of
Insurance Business, Insurance procedure Settlement of Claims under life and non-life
insurance. Contemporary issues in insurance.
Evolution of Banking Law; Main provisions of Banking Regulation Act, 1949; and RBI Act,
1934 and Negotiable Instruments Act, 1881,
Securities for Bank Advances: Forms of securities and precautions taken by Banks in accepting
these securities.
Guarantees: Contract of Guarantee and contract of indemnity, Guarantee as Banker's Security.
Writing Reports on Bank visits; Prevailing practices in Banking - Case studies. Banker
Customer Relationship; Contemporary Issues in Banking: NPA and Capital Adequacy in Indian
Banks.
Suggested Readings
1. Gulshan, S.S., Law and Practices of Banking in India.

2. Davar, S.R., Law and Practice of Banking.
3. Tandon, H.L., Banking Law & Practice in India.
4. Varshney, P.N., Banking Law and Practice.
5. Cox, David., Elements of Banking ; John Murray, London.
6. Bodla, B.S., Garg, Mahesh and Karam Pal, Insurance Fundamentals, Procedures and
environment.
7. Mehta, R.R.S., Fundamental of Banking; Himalaya Publiching House Co., New Delhi.
8. Nigam, B.M.L., Banking Law and Practice, Konark Publishers, Delhi.
35
FM-402 : INTERNATIONAL FINANCIAL MANAGEMENT
Objectives
The objective of this paper is to give students an overall view of the international financial
system and how multinational corporations operate.
Course Contents
Finance function in multinational firm; Institutional structure of international financial markets;

cost and availability of international financial flows; international financial instruments.
International working capital Management: Aspects of international cash management;
investment criteria and borrowing decisions; centralised versus decentralised cash management;
international receivables management; securitisation of receivables.
International Investment: factors and benefits; direct and portfolio investment; international
CAPM; capital budgeting for foreign direct investment; assessing and managing political risk.
International aspects of raising capital; determining financial structure of foreign subsidiaries of
MNCs; financial choices for an MNC and its foreign affiliates; costs and risks of financing.
Suggested Readings:
1. Maurice D. Levi, International Finance, McGraw-Hill, NY.

2. A. Buckley, Multinational Finance, Prentice-Hall of India, New Delhi
3. A.C. Shapro, Multinational Financial Management, Prentice-Hall, N. Delhi
4. P. G. Apte, International Financial Management, TATA McGraw-Hills, N. Delhi.
36
FM-403: MANAGEMENT CONTROL SYSTEM
Objectives
The Main objective of the course is to appraise the students the about the concepts of
management control system as well as its role in efficient management of public system
organizations.
Course Contents
Management Control Concept, Nature and Scope; Organization Goals, Strategic Planning and
Implementations, Organisation Structure, Contingency Theory, Organizational Climate, Position
of Controller in the Organisation Structure of an Organization; Management Control Process;
Programming, Budgetary Planning and Procedures. Budgetary Control: Flexible Budgeting,
Zero-base Begetting, Performance Budgeting; Accounting Aspects of Control including Internal
Audit and Control, Analysis and Reporting, Variance Reporting; Management Control
Structure: Responsibility Centre, Responsibility Accounting, Cost Centre, Profit Centre, Inter-
divisional Transfer Pricing, Measurement of Divisional Performance including Performance
Evaluation - Qualitative and Quantitative, Investment Centre; Behavioural Aspects of
Management Control: Motivation and Morale, Goal Congruence, Management Control in
Specialised Organisation: Selected Case Studies on Non-profit and Public Service
Organisations.
Suggested Readings
1. Suggested, R N and Govindrajan V Management Control Systems, 8th ed., Taraporevala,

Chicago, Irwin, 1995.
2. Emmanuel, C and Otley, D., Accounting for Management Control. London, Nostrand
Reinhold, 1985.
3. Ghosh, P K and Gupta, G S., Cost Analysis and Control. New Delhi, Vision 1985.
4. Glynn, JJ. Value for Money: Auditing in Public Sector. London, Prentice Hall Inc., 1985.
5. Hersey, P and Blanchard, H B. Management of Organisation Behaviour: Utilising
Human Resources. New Delhi, Prentic Hall of India. 1988.
6. Maciariello. J A and Kirby C J., Management Control System. Englewood Cliffs. New
Jersey, Prentice Hall Inc., 1994.
37
FM-404: FINANCIAL DERIVATIVES
Objectives
The objective of this course is to give an in depth knowledge of the functioning of derivative
securities market.
Course Contents
Financial Derivatives An Introduction. Forward Contracts; Future Contracts; Other Derivative

Securities; Types of Traders; Futures Markets and the use of Futures for Hedging; Forward and
Futures Prices; Interest Rate Futures; Swaps; Options Markets; Properties of Stock Option
Prices; Trading Strategies Involving Options; Black-Scholes Option Model; Binomial Model;
Options on Stock indices; Currencies Futures Contracts; General Approach to Pricing
Derivatives Securities; Derivatives Market in India.
Suggested Readings
1. Bhalla, V K. Investment Management: Security Analysis and Portfolio Management,

New Delhi, S. Chand, 2001.
2. Financial Derivatives. Delhi, S. Chand, 2001.
3. Brennet, M. Option Pricing: Theory & Applications. Toronto, Lexington Books, 1993.
4. Cox, John C and Rubinstein, Mark Options Markets. Englewood Cliffs, New Jersey,
5. Huang. Stanley S C and Randall, Maury R. Investment Analysis and Management.
London, Allyn and Bacon, 1987.
6. Hull, John C. Options, Futures and Other Derivative Securities. 2nd ed., New Delhi,
7. Sharpe, William F. etc. Investment. New Delhi, Prentice Hall of India, 1997.
38
FM-405: MANAGEMENT OF FINANCIAL SERVICES
Objectives
The main objective of this course is to help students to learn the various financial services and
their role in the overall financial system.
Course Contents
Financial Services: Meaning, Nature and Types.
Leasing: Concept, Classification, Accounting, Legal and Tax Aspects of Leasing; Financial
Evaluation of Leasing.
Factoring: Meaning, Characteristics and Types of Factoring arrangements, Factoring in India,
Factoring vs. Forfaiting.
Hire Purchase Finance and Consumer Credit: Conceptual Frame Work; Legal Aspects;
Taxation; Accounting and Reporting; Financial Evaluation of Hire Purchase Finance, Features
of consumer Credit.
Housing Finance: Introduction, NHB s Housing Finance Companies Directions, Prudential
Norms, Housing Finance Schemes.
Credit Rating: Meaning and Types; Benefits of Credit rating to investors and companies. Credit
Rating Agencies; Objectives and Functions.
Credit Cards: Concept and Significance; Types of credit Cards, Credit Card business in India.
Book Building: Concept and Mechanism of Book Building; Significance and Benefits of Book
Building.
Bought Out Deals: Meaning and Nature; Mechanisms of Bought out Deals; Advantages; The
Present Scenario.
Securitisation: Concept, Mode, Mechanism and Beneficiaries of Securitisation; Securitisation in
India.
Depository: Concept, Depository participants; Functions of depository system; Benefits of
depository; Depository system in India.
Venture Capital: Meaning, Modes of Financing.
Role and Functions of Merchant Bankers.
Suggested Readings
1. Khan, M.Y., Management of Financial Services, McGraw Hill, 2001.
2. Gordan, E and K. Natrajan Emerging Scenario of Financial Services. Himalaya
Publishing House, 1997.
3. Meidan, Arthur Brennet, M. Option Pricing: Theory & Applications. Toronto,
Lexington Books, 1983.
4. Kim, Suk and Kim, Seung, Global Corporate Finance. Text and Cases. 2nd ed., Miami
Florida, Kotb, 1993.
39
FM-406: PROJECT MANAGEMENT
Objectives
The basic purpose of this course is to understand the framework for evaluating capital
expenditure proposals, their planning and management in the review of the projects undertaken.
Course Contents
Generation and Screening of Project Idea; Capital Expenditure; Importance and Difficulties;
Market Demand and Situational Analysis; Technical Analysis; Financial Analysis; Analysis of
Project Risk; Firm Risk and Market Risk; Social Cost and Benefit Analysis; Multiple Projects
and Constraints; Network Techniques for Project Management; Project Review and
Administrative Aspects; Project Financing in India; Problem of Time and Cost Overrun in
Public Sector Enterprises in India; Assessment of the Tax Burden; Environment Appraisal of
Projects.
Suggested Readings
1. Ahuja, G K & Gupta Ravi. Systematic Approach to Income Tax. Allahabad, Bharat
Law House, 1997.
2. Bhalla V K. Financial Management and Policy. 2nd ed. New Delhi, Anmol, 1998.
3. Chandra, Prasanna. Projects: Preparation, Appraisal, Budgeting and Implementation. 3rd
ed., New Delhi, Tata McGraw Hill, 1987.
4. Dhankar, Raj S. Financial Management of Public Sector Undertakings. New Delhi,
Westville, 1995.
40
FM-407 PORTFOLIO MANAGEMENT
Objectives
The objective of this course is to give the students an in-depth knowledge of the theory and
practice of Portfolio Management.
Course Contents
Introduction-Meaning, need, risk & return determination of a portfolio, Markowitz portfolio

theory, sharpe simple index model and APT; Optimal portfolio: selection & problems; Efficient
Frontier: Meaning & Construction and investors utility; Efficient frontier (i) risk-free and (ii)
risky lending and borrowing, leveraged portfolio; market portfolio; capital market line; CAPM;
security market line; characteristic line; Portfolio revision meaning, need and constraints;
formula plan; constant-dollar-value plan, constant ratio plan, variable ratio plan. Bond portfolio
management strategies passive portfolio strategies, active portfolio strategies; portfolio
performance evaluation, risk adjusted performance measures.
Suggested Readings:
1. Alexander, Gordon J. and Sharpe, William F. Fundamentals of Investment. Englewood

Clifs, New Njersey, Prentice Hall Inc.
2. Kevin, Portfolio Management, Prentice Hall of India, New Delhi
3. Sharpe, Investments, Prentice Hall of India, N. Delhi
4. Strong, Portfolio Management, Thomson Learning, Bombay
5. Elton, Edwin J and Gruber, Martin J. Modern Portfolio Theory and Investment Analysis,
New York, John Wiley.
6. Reily, Frank K., Investment Analysis and Portfolio Management, Dryden Press.
7. Fischer Donand E. and Jordan, Renold J., Security Analysis and Portfolio Management.
41
MARKETING
MM-301: ADVERTISING MANAGEMENT
Objectives
The aim of the paper is to acquaint the students with concepts, techniques and give experience in
the application of concepts for developing an effective advertising programme.
Course Contents
Advertising: Concepts, Types, forms and Importance. Role of advertising in the Marketing
Process: Legal Ethical and Social Aspects of Advertising; Process of Communication - Wilbur
Schramm's Model, Two Step Flow of Communication, Theory of Cognitive Dissonance and
Clues for Advertising Strategists: Stimulation of Primary and Selective Demand - Advertising
Planing and Objective Setting: Dagmar Approach. Determination of Target Audience; Building
of Advertising Programme - Message, Headlines, Copy, Logo, Illustration, Appeal, Layout;
Campaign Planning; Media Planning; Budgeting; Evaluation - Rationale of Testing Opinion and
Aptitude Tests, Measurement of Advertising Effectiveness; Advertising Organisation - Selection
Compensation and Appraisal of an Agency; Electronic Media Buying. Advertising and
Consumer behaviour; Role of Creativity in Advertising.
Suggested Readings
1. Belch, George E and Belch, Michael A. Introduction to Advertising and Promotion. 3rd
ed. Chicago, Irwin, 2002.
2. Arens and Bovee, Contemporary Advertising, Irwin, 1995.
3. Sandage and Fryberger, Advertising, AITBS, Delhi, 2000.
4. Batra, Rajeev, Myers, Johan G. and Aaker, David A. Advertising Management. 4th ed.
New Delhi, Prentice Hall of India, 2002.
5. O Guinn, Advertising & Integrated Brand Production; Vikas Publishing House, New
Delhi.
6. Kleppner, Otto. Advertising Procedure. Englewood Cliffs, New Jersey, Prentice Hall
Inc., 1986.
7. Wells, William, Burnett, John & Moriarty Sandara, PHI, 2002.
42
MM-302: SALES MANAGEMENT
Objectives
The purpose of this paper is to acquaint the students with the concepts which are helpful in
developing a sound sales and distribution policy and in organising and managing sales force and
marketing channels.
Course Contents
Nature Scope and objectives of Sales Management; Theories of selling; Functions of Sales
Manager; Selling Operations; Personal selling, Salesmanship; Sales forecasting; Determination
of size of sales force; Sales organisation; Recruitment and conducting sales training
programmes; Designing and Administring Compensation plan; Motivating and supervising
salespersonnel; Sales Meetings and Contests; Designing Territories and allocating sales efforts;
Sales Quota, Sales evaluation Programme, Sales budgeting and Control; International Sales
Management.
Suggested Readings
1. Anderson, R. & Hair Professional Sales Management Tata McGraw Hill; New Delhi,
2000.
2. Manning & Reece, Selling Today, Pearson Education Asia, 8th Edition.
3. Dalrymple, D J. Sales Management : Concepts and Cases. New York, John Wiley, 1989.
4. Still, R & Govoni Sales Management, Prentice Hall Inc., 1988.
5. Lancaster & Jobber, Selling and Sales Management, Macmillan India, 3rd edition.
6. Calvin; Sales Management; Tata McGraw Hill, New Delhi.
7. Futrell, Charles; Sales Management; Thomson Learning; Mumbai.
43
MM-303: PRODUCT AND BRAND MANAGEMENT
Objectives
The objective of this course is to impart in-depth knowledge to the students regarding the theory
and practice of Product and Brand Management.
Course Contents
Product Planning and Management: Product concepts and levels; Product line and mix
decisions; Product life cycle and marketing strategy implications.
New Product Development Process: Developing Product Strategy; Financial Analysis of Product
Management.
Branding Strategies: Importance of branding; Branding terminology; Basic branding concepts -
brand awareness, brand personality, brand image, brand identity, brand loyalty, brand equity;
Product verses corporate branding.
Major Branding Decisions: Selecting a brand name; Brand extension decision; Family versus
individual brand names; Multiple branding; Private versus national branding, Handling brand
name changes.
Brand Positioning and Re-launch: Brand building and communication.
Branding in Specific Sectors: Customer, industrial, retail, service brands, E-branding, Branding
for international marketing.
Brand Equity Sources & Benefits, Designing Marketing Programme to built Brand Equity,
Measurement of Brand Equity.
Suggested Readings
1. Lehmann, Donald R. and Winer, Russel S., Product Management, Tata McGraw Hill, 3rd
edition, 2002.
2. Aaker, David, A. Managing Brand Equity. New York, Free Press, 1991.
3. Cowley, Don. Understanding Brands, London, Kogan Page, 1991.
4. Czerniawskd, Richard D. & Michael W. Maloney Creating Brand Loyalty, AMACOM,
NY, 1999.
5. Kapferer, J N. Strategic Brand Management. New York, Free Press, 1992.
6. Upshaw, Lyhh B. Building Brand Identity: A Strategy for success in a hostile market
place. New York, John, Wiley, 1995.
7. Keller, Kevin Lana. Strategic Brand Management, Prentice Hall, 1998.
44
MM-304: CONSUMER BEHAVIOUR
Objectives
The basic objective of this course is to develop an understanding about the consumer decision-
making process and its applications in marketing function of firms.
Course Contents
Introduction to Consumer Behaviour; Consumer Behaviour and Marketing Strategy; Consumer

Involvement and Decision Making; Information Search Process; Evaluative Criteria and
Decision Rules; Consumer Motivation, Information Processing and Consumer Perception;
Consumer Attitudes and Attitude Change; Influence of Personality and Self Concept on Buying
Behaviour; Psychographics and Lifestyle; Influence of Culture, Subculture and social class;
Reference Group Influence; Diffusion of Innovation and Opinion Leadership; Family Decision
Making; Industrial Buying Behaviour; Models of Consumer Behaviour; Consumer Behaviour
Audit.
Suggested Readings
1. Assael, H. Consumer Behaviour and Marketing Action, Asian Books Pvt. Ltd., New
Delhi, 2001.
2. Engle, J F. etc. Consumer Behaviour. Chicago, Dryden Press, 1993.
3. Hawkins, D I. etc. Consumer Behaviour: Implications for Marketing Strategy. TMH,
2002.
4. Schiffman. L G and Kanuk, L L. Consumer Behavior. New Delhi, Prentice Hall of India,
1994.
5. Loudon & Loudon; Consumer Behavior; TMH; New Delhi
6. Soloman, Michael E.; Consumer Behaviour; Buying; Having, Being; PHI/Pearson Edu.;
New Delhi.
45
MM-305: DISTRIBUTION AND LOGISTICS MANAGEMENT
Objective
The objective of this course is to enable students understand the importance and dynamics of a
firm's physical distribution functions and management of its supply chain.
Course Contents
Distribution Channels: Role of Marketing Channels, Channel Structure, Factors affecting choice
of Distribution; Channel behaviour and Organisation; Channel Cooperation and Channel
Conflict; Distribution Intensity
Introduction to Distribution Logistics: Nature, importance and scope of logistic decisions;

Integrated logistics; Total cost concept; Supply chain management - nature, importance and
interface with logistics; Concept of customer service.
Transportation and Physical Distribution: Importance and modes of transportation; Selection of
transportation modes; Multi-modal transportation; Documentation and carrier liabilities; Inter-
state good movement and problems; Transportation management.
Inventory Control: Economic order quantity under conditions of certainty and uncertainty;
Inventory requirements as function of number of stock locations; Techniques of inventory
control.
Warehousing: Role and modern concept of warehousing; Private v/s public warehousing;
Planning warehousing operations; Site selection, warehouse layout, material handling;
Management of receipts and issues; Computers and warehouse management.
Order Processing: Importance to customers service; Packaging and utilisation.
Distribution Control and Performance Evaluation.
Suggested Readings
1. Bowersox and Others: Physical Distribution Management, Tata McGraw Hill, New
Delhi.
2. Stern, Louis W. Adel, I.E.L. - Ansary, Anne T. Coughlan: Marketing Channels, Prentice
Hall, New Delhi.
3. Glaskowsky N.A. Business Logistics, Dryden Press, Ohio.
4. Khanna, K.K. Physical Distribution Management, Himalaya Publishing House, New
Delhi.
5. Lambert, D. et. al.: Strategic Logistics Management, Tata McGraw Hill, New Delhi.
6. Ballu, Ronald H.; Business Logistics Management, Englewood Cliffs, New York,
7. Martin, Christopher and Gordon Wills: Marketing Logistics and Distribution
Management.
46
MM-306: RETAILING
Objectives
The Course will focus on manufactures, perspective on retailers and understanding of the retail
business.
Course Contents
An introduction to the Retailing System. Retailing mix - Social forces, Economic forces,
Technological forces, Competitive forces; Retailing definition, Structure, Different formats;
marketing Concepts in Retailing - Consumer purchase behaviour, Cultural and Social group
influence on consumer Purchase Behaviour; Retail store location - Traffic flow and analysis,
population and its mobility, exteriors and layout, Customer traffic flows and pattern, Creative
display; Merchandise Planning - Stock turns, Credit Management, Retail Pricing, Return on per
sq. feet of space; Retail promotions - Staying ahead of competition; Supply Chain Management,
Warehousing; Role of IT in Supply chain management; Franchising, Direct Marketing/Direct
Selling, Exclusive shops, Destination stores, Chain Stores, Discount Stores and other current and
emerging formats - Issues and options; Retail Equity; Technology in Retailing; Retailing
through the Internet.
Suggested Readings
1. Berman, Berry & Evans, Joel R.; Retail Management; A Strategic Approach;
PHI/Pearson Education; New Delhi.
2. Levy Michael & Weitz Barten W.; Retailing Management; Tata McGraw Hill, New
Delhi.
3. Newman, Andrew J. & Cullen, Peter; Retailing: Environment & Operations; Vikas
Publishing House; New Delhi.
4. Duane; Retailing; Thomson Learning; Mumbai
5. Gilber, David; Retail Marketing Management; Pearson Education; New Delhi.
6. Diamond, Jay and Gerald Pintel Retailing. Prentice-Hall, NJ, 1996.
7. Morgenstein, Melvin and Harriat Strong in Modern Retailing, Prentivce-Hall, NJ, 1992.
47
MM-307: MARKETING RESEARCH
Objective
The purpose of this course is to enable students learn the process, tools and techniques of
marketing research.
Course Contents
Introduction to Marketing Research: Importance, nature and scope of marketing research;

Marketing information system and marketing research: Marketing research process,
Organization of MR Department, Ethical issues in MR, MR in India, Role of MR Agencies.
Problem Identification and Research Design: Problem identification and definition:
Development of a research proposal; Types of research designs.
Data Resources: Secondary data sources and usage; Online data sources; Primary data collection
methods - questioning techniques, online surveys, observation method; Questionnaire
preparation.
Aptitude measurement and scaling techniques - elementary introduction to measurement scales.
Sampling Plan: Universe, sample frame and sampling unit; Sampling techniques; Sample size
determination.
Data Collection: Organisation of field work and survey errors - Sampling and non-sampling
errors.
Data Analysis: Hypothesis testing, tests of significance (Parametric & non-parametric)
Univariate, bivariate and multivariate data analysis; Report preparation and presentation.
Market Research Applications: Product research; Advertising research; Sales and market
research; International marketing research.
Suggested Readings
1. Boyd. H.W. Ralph Westfall and S.F. Starsh: Marketing Research: Text and Cases,
Richard D. Irwin, Boston.
2. Chisnall, Peter M: The Essence of Marketing Research, Prentice Hall, New Delhi.
3. Churchill, gilbert A: Basic Marketing Research, Dryden Press, Boston.
4. Green Paul E. Donald S. Tull and Gerald Albaum: Research for Marketing Decision,
Prentice Hall, New Delhi.
5. Luck, D.J.: Marketing Research, Prentice Hall, New Delhi.
6. Tull, Donald and Hawkin, Del : Marketing Research: Measurement and Method,
Prentice Hall, New Delhi.
7. Beri, G.C. : Marketing Research, Tata McGraw Hill, New Delhi.
48
MM-401: INTERNATIONAL MARKETING
Objectives
The basic objective of this course is to acquaint the students with environmental, procedural,
institutional and decisional aspects of international marketing.
Course Contents
International Marketing: Definitions, nature, scope and benefits; reasons and motivations
underlying International Trade and International Business; basic modes for entry; process of
International Marketing; Domestic Marketing versus International Marketing
International Marketing Environment, WTO Framework and International Marketing; Factors
influencing International market selection and segmentation, Selection strategies. International
Marketing Planning and control.
International Marketing Mix : International product policy and planning International Product
mix, Branding, labeling, packaging and organisation of product warranties and services.
International Pricing policies strategies, the process of price setting, pricing decisions,
information for pricing decisions.
International Advertising: International advertising strategy, elements of advertising strategy,
media strategy. International Distribution Management: International Distribution Channels,
International distribution policy, selecting distribution channels.
Suggested Readings:
1. Vern Terpestra and Ravi Sarathy: International Marketing: Thomson
2. Simon Majaro: International Marketing
3. John, Fayerweather: International Marketing
4. R. L. Varshney and B. Bhattacharya: International Marketing: Sultan Chand
Publications, N. Delhi
5. Sak Onkvisit and John Shaw: International Marketing (analysis and Strategy), PHI, N.
Delhi
6. Warren, J. Keegan: Global Marketing Management: Pearson Edu/PHI, New Delhi
7. Phillip R. Cateora: International Marketing: Tata McGraw Hill, New Delhi.
49
MM-402: INDUSTRIAL MARKETING
Objectives
The objective of this course is to lay a foundation for an understanding of the complex
dimensions of the industrial marketing.
Course Contents
Nature and Scope of Industrial Marketing: Differences between Industrial Marketing and
Consumer Marketing; Understanding Industrial Markets: Organisational Customers; Classifying
industrial Products; Nature of Demand in Industrial Markets; Industrial Buyer Behaviour;
Industrial Purchasing system; Industrial Marketing Research; Industrial Marketing Strategy:
Strategic Planning, Assessing Marketing Opportunities, Segmentation of Industrial Markets,
Product Positioning; Product Decisions and Strategies; Industrial Services; Industrial Pricing:
Price Determinants, Pricing Policies, Pricing decisions; Formulating Channel Strategy; Logistics
Management; Industrial Marketing Communication: Sales Force Management, Advertising and
Sales Promotion.
Suggested Readings
1. Reeder, Robert R. Industrial Marketing: Analysis, Planning and Control. Englewood

2. Vitale; Business to Business Marketing; Thomson Learning, Mumbai.
3. Havalder, Krishna K.; Industrial Marketing, TMH, New Delhi.
4. Corey, E Raymond. Industrial Marketing: cases and concepts. 3rd ed. Englewood Cliffs,
New Jersey, Prentice Hall Inc., 1983.
5. Gross, A C. Business Marketing Boston, Houghton Mifflin, 1993.
6. Hill, Richard, etc. Industrial Marketing. Homewood Illinois, Richard D. Irwin, 1975.
7. Webster, F E. Industrial Marketing Strategy. 2nd ed. New York, John Wiley, 1979.
50
MM-403: SERVICE MARKETING
Objectives
The objective of this course is to develop insights into emerging trends in the service in a
developing economy and tackle issues involved in the management of services on national basis.
Course Contents
The Emergence of Service Economy; Nature of Services; Difference in Goods and Services
Marketing; Marketing Challenges in Service Businesses; Marketing Framework for Service
Businesses; The service Classification; Service Product Development; The Service Consumer
Behaviour; Service Management Trinity; Service Vision and Service Strategy; Quality Issues
and Quality Models; Managing Productivity and Differentiation in Service Organizations;
Demand-supply Management; Advertising; Branding and Packaging of Services; Recovery
Management; Relationship Marketing; Employee Empowerment, Customer Involvement in
services.
Suggested Readings
1. Zeithaml, V A and Bitner, M J. Services Marketing; 3rd edition; McGraw Hill, New
Delhi, 2002.
2. Lovelock, Christopher H. Service Marketing: Peopl, Technology Strategy; 4th edition;
Pearson Education; New Delhi.
3. Hoffman & Bateson; Essentials of Service Marketing; Thomson Learning; Mumbai.
4. Shankar, Ravi, Service Marketing, Excel, 2002.
5. Rampal M.K. & Gupta S.C.; Service Marketing; Galgotia Publishing Company; New
Delhi.
6. Rust, Zahorik and Kenningham, Service Marketing.
7. Mcdonald, Malcom and Payne, A. Marketing Planning for Services. Butterworth,
Heinemann, 1996.
51
MM-404: DIRECT MARKETING
Objective
This course acquaints students with the need, significance, and operations of direct marketing.
Course Contents
Direct Marketing: Definition, scope and importance of direct marketing; Direct Marketing
Modes Tele Marketing, Catalogue Marketing, Network Marketing, Data-Base Marketing,
Changing face of direct marketing.
Elements of Direct Marketing: Planning a direct marketing programme; Direct Marketing and
developing new business; Guidelines for effective direct marketing - likely pitfalls, rules for
success.
Institutional Direct Marketing: Industrial Direct Marketing; Retail direct marketing; Dealer -
identified direct marketing.
Segmentation and Target Marketing; Marketing Mix for Direct Marketing: Product, price, place
and promotion strategies.
Direct Marketing Operations: Planning direct marketing campaign; Communication for direct
marketing; Media planning; Fulfillment and customer service - receiving and processing orders,
inventory and warehousing decisions, and customer service.
Tools and Techniques: Role of information technology in direct marketing; Developing
customer databases; Cost analysis and cost control of direct marketing; Evaluating effectiveness
of direct marketing.
Applications of Direct Marketing: Financial services marketing; Fund raising; Customer loyalty
programmes.
Suggested Readings
1. McDonald, William J. Direct Marketing, TMH, New Delhi, 1998.

2. Bird, Dryayton: Common Sense Direct Marketing, Kogan Page, London.
3. Bob Stone: Successful Direct Marketing Methods, NTC, Chicago.
4. Edward, Nash: The Direct Marketing Handbook, Tata McGraw Hill, New Delhi.
5. Edwarn, Nash: Direct Marketing, TMH, New Delhi, 1992.
6. Roberts, M.L. And P.D. Berger: Direct Marketing Management, Prentice Hall, New
Jersey.
7. Stone, Mertin, Derek Davies and Alison Bond: Direct Hit, Macmilian, New Delhi.
52
MM-405: RURAL AND AGRICULTURAL MARKETING
Objectives
The objective of the course is to explore the students to the rural market environment and the
emerging challenges in the globlisation of the economies.
Course Contents
Nature, characteristics and the potential of rural markets in India, Socia-cultural, economic &
other environmental factors affecting rural marketing; Attitudes and behaviour of the rural
consumers and farmers; Marketing of consumer durables and non-durable goods and services in
the rural markets with special reference to product planning; Media Planning; planning of
distribution channels and organising personal selling in rural markets in India. Marketing of
agricultural inputs with special reference to fertilizers, seeds, Farm input & Pesticides:
Organisation and functions of agricultural marketing in India. Classification of agricultural
products with particular reference to seasonality and perishability; Marketing structure and
performance; Processing facilities for different agricultural products. Role of warehousing;
Determination of agricultural prices and marketing margins; Role of agricultural price
commission. Role of central and state governments. Institutions and organisations in
agricultural marketing; Unique features of commodity markets in India; Problems of agricultural
marketing; Nature, scope and role of co-operative marketing in India.
Suggested Readings
1. Arora, R C. Integrated Rural Development. 1979, Scharnd, New Delhi.

2. Desao. Vasat. Rural Development. 1988, Himalaya, Bomabay.
3. Mishar, S. N. Politics and Society in Rural India. 1980, Inter India, Delhi.
4. Porter, Michael, E. Competitive Strategy. 1980. Free Press, New York.
5. Rudra, Ashok. Indian Agricultural Economics. Myths and Realities. 1982. Allied, New
Delhi.
6. Stalk, George. Competing Against Time. 1990, Free Press, New Delhi.
7. Gopalaswamy T.P. Rural Marketing, Wheeler Pub., New Delhi.
53
MM-406: MARKETING COMMUNICATION STRATEGY
Objectives
The objective of this course is to make the students understand the intricate process of marketing
communication, and how each tool of communication contribute to the overall communication
strategy.
Course Contents
The communication Process the nature of communication, A Basic Model of communication-
source Encoding, Message, Channel, Receiver/Decoding, Noise, Response/Feedback. Analysing
the Receiver, the Response Process, Cognitive Processing of Communications-the cognitive
Response Approach, the Elaboration Likelihood Model.
Establishing objectives for integrated Marketing communication programms-The value of
objectives- communications, planning & decision making, Determining Promotional objectives-
Marketing Versus communication objectives, Sales Versus Communication objectives-sales-
oriented objectives, communication objectives.
Creative Strategy, Planning and Development, The importance of Creativity in Advertising,
Advertising Creativity, Planning creative Strategy-The creative challenge, Taking creative
Risks, creative Personnel, the Creative Process, creative strategy Development.
Creative Strategy: Implementation and evaluation: Appeals and Execution styles, creative tactics
creative tactics for print advertising, creative tactics for Television.
The internet and integrated marketing communications-advertising, Sales Promotion on the
Internet, Personal Selling on the internet, Public Relations on the Internet, Direct Marketing on
the Internet.
The process of Public Relations-Developing & Executing the PR Programme, Publicity.
Suggested Readings:
1. George E. Belch & Michael A. Belch: Advertising & Promotion-An integrated
Marketing communications Perspective.
2. Kotler Philip-Analysis, Planning, implementation & control-Pearson Education, Delhi.
3. Blythe, Marketing Communication, Pearson Education, New Delhi
4. Tom Duncan, Integrated Marketing Communication, TMH, New Delhi
5. O Guinn; Advertising; Vikas Publishing House; New Delhi.
54
INTERNATIONAL BUSINESS
IB-301: INTERNATIONAL ACCOUNTING
Objectives
The objective of this course is to acquaint the students with the accounting needs of international
financial markets and to analyse the accounting measurement and reporting issues unique to
multinational business transactions.
Course Contents
International dimensions of accounting; conceptual development and comparative development

patterns; foreign currency translation; international audit environment, international accounting
standards: concept and mechanism of setting international standards, disclosure requirements of
international accounting standards.
Managing international information systems; international perspective on inflation accounting;
international dimensions of financial reporting; harmonization of accounting practices.
Analyzing foreign financial statements; accounting for environmental protection measures.
Transfer pricing and international accounting; performance evaluation; foreign exchange risk
management.
Suggested Readings
1. Arpon, Jeffrey S and Radebaugh, Lee H. International Accounting and Multinational

Enterprises. New York, John Siley, 1985.
2. Choi, Frederick D S and Mueller Gerhard G. International Accounting. Englewood
3. Evans, Thomas G. International Accounting & Reporting London, MacMillan, 1985.
4. Gray, S J. International Accounting and Transnational Decisions. London, Butterworth,
1983.
5. Holzer, H Peter. International Accounting. New York, Harper & Row, 1984.
6. Prodhan, Bimal. Multinational Accounting. London, Croom-Helm, 1986.
7. Rathore, Shirin. International Accounting. Englewood Cliffs, New Jersey, Prentice Hall
Inc., 1996.
55
IB-302: FOREIGN EXCHANGE MANAGEMENT
Objectives
To acquaint the students with the mechanism of the foreign exchange markets, measurement of
the foreign exchange exposure, and hedging against exposure risk.
Course Contents
Types of Foreign Exchange Markets and Transactions, Quoting Foreign Exchange Rates,
Spread, Official and Free Market Rates, Cross Currency Rates, Foward Rates, Quoting Forward
Rates; Organisation of the Foreign Exchange Markets; Currency Futures; Currency Options;
Currency Swaps; Corporate Exposure Management: Foreign Exchange Risk, Alternative
Strategies for Exposure Management, Exposure Management Techniques, Organisation of the
Exposure Management Function; Parameters and constraints on Exposure Management:
Forecasting Exchange Rates: Economic Fundamentals, Financial and Socio-Political Factors,
Technical Analysis; Tax Treatment of Foreign Exchange Gains and Losses.
Selected Readings
1. Aliber, R.Z. Exchange Risk and Corporate International Finance. London, Macmillan,
1978.
2. Bhalla, V.K. International Financial Management. 2nd ed., New Delhi, Anmol, 2001.
3. Luca Cornelius Trading in the Global Currency Markets, N.J. Prentice Hall, 1995.
4. Shapiro, A.C. International Financial Management, Boston, Allyn and Bacon, 1979.
5. Sutton, W.H. Trading in Currency Options, New York Institute of Finance, 1987.
56
IB-303: EXPORT-IMPORT PROCEDURES AND DOCUMENTATION
Objectives
The aim of the course is to acquaint the students with the export-import procedures,
documentation and logistics.
Course Contents
Significance of procedures and documentation in international trade; procedures and

documentation as trade barriers; WTO provisions; Aligned Documentation System (ADS);
official machinery for trade procedures and documentation; ITC(HS) classification System; Role
of ICC; INCOTERMS; nature of export/trading houses.
Export order processing; export contract; export price quotations; shipping and custom clearance
of export and import cargo; central excise clearance; main export and import documents; Role of
forwarding agents; cargo insurance and claim procedure.
Methods of payment in international trade; documentary collection of export bills; UCPDC
guidelines; realisation of export proceeds provisions of RBI s Exchange Control Manual; pre-
shipment and post-shipment finance; role of EXIM bank and ECGC in India.
Major export promotion schemes in India-EPCG, duty exemption scheme; DPEB scheme; SIL;
facility for deemed exports; Export promoting institution's-role of export promotion councils,
commodity boards and ITPO.
Suggested Readings:
1. M. D. Jitendra, Export Procedures and Documentation, Rajat Publications, Delhi.

2. Pervin Wadia, Export Markets and Foreign Trade Management, Manishka Publications,
New Delhi.
3. Paras Ram Export: What, Where and How. Delhi, Anupam, Pub., 1995.
4. Government of India Handbook of Import - Export Procedures.
5. Nabhi s Exporters Manual and Documentation.
6. Nabhi s New Import-Export Policy Procedures.
57
IB-304: INDIA'S FOREIGN TRADE AND POLICY
Objectives
To acquaint the students with recent trends in India's foreign trade, and management and policy
related issues in foreign trade in the global context.
Course Contents
India's Foreign Trade in the Global Context, Structure and Equilibrium of India's Balance of
Payments, Recent Trends in India's foreign trade; Directional Pattern: Major export commodities
- Thrust area commodities - their trend, problems and prospects; Major Import commodity
Groups; Trade Regulation in India; Foreign Trade (Development and Regulation) Act, Foreign
Exchange Management; Present Export Import Policy; Export Promotion Policies; EPCG;
DEPB; Duty Draw Back Scheme; Export incentives: Financial and Fiscal; the Role of EXIM
Bank of India; ECGC; Infrastructure support for Export Promotion; Export Promotion Councils;
Commodity Boards/Product Export Development Authorities; Specific Service Institutions;
Role of State Trading Organisations, Export Processing Zones; Special Economic Zones;
Agriculture Export zones; Clusters; Export Oriented Units and Export Trading House Schemes;
Impact of WTO on India s Trade Policy.
Suggested Readings
1. Bhalla, V.K. International Business Environment and Management. 8th ed., Delhi,
Anmol, 2001.
2. Jain, S.K. Export Performance and Export Marketing Strategies, Commonwealth Pub.,
Delhi, 1988.
3. Export-Import Policy, Naleh Publications.
4 Paras Ram, Export: What, Where & How; Delhi, Anupam Publications.
5. Bhattacharya B., International Marketing Management, Subhash Chand & Sons.
58
IB-305: INTERNATIONAL BUSIENSS ENVIRONMENT
Objectives
The primary objective of this course are to acquaint the students to emerging global trends.
Course Contents
Types of International Business, the external environment; the economic & political
environment; the human cultural environment; recent world trade and foreign investment;
country risk.
Balance of payment structure; basic trade theories-absolute advantage theory; comparative cost
theory; Hecksher-Ohlin theory; gains from trade; free trade zones; export promotion strategies;
trade fairs & exhibitions; Tariff and non-tariff barriers; Forex market mechanisms; Exchange
rate determination; Euro currency market; Multilateral economic institutions- IMF; World bank;
W.T.O.; UNCTAD.
Regional economic integration and trading agreements; global competitiveness world economic
growth & physical environment; Basic nature and determinents of Foreign Direct investment;
MNCs & International production; B.O.P. effects of MNCs on home & host countries.
Suggested Readings
1. Charles W.Hill, International Business, 4th edition, Tata McGraw Hill, New Delhi.
2. Black & Sundram, International Business Environment.
3. John. D. Daniel & Redebaugh, Lee H., International Business: Environment &
Operations, 5th edition.
4. Adhikary, Manab, Global Business Management, MacMillan, New Delhi.
5. Bhalla, V.K. & S. Shivaramu, International Business Environment & Business, new
Delhi.
6. Salvatore D., International Economics.
7. John. D. Daniels, Lee. H. Race baught & Deniel P. Sullivan, Globalisation & Business,
PHI, New Delhi, 2002.
59
IB-306: INTERNATIONAL LOGISTICS
Objective
This course exposes students to the fundamentals of logistics as applied to international

business.
Course Contents
Marketing Logistics: Concept, objectives and scope; System elements; Relevance of logistics in
international marketing; International supply chain management and logistics; Transportation
activity - internal transportation, inter-state goods movement; Concepts of customer service.
General Structure of Shipping: Characteristics, liner and tramp operations; Code of conduct for
liner conferences; Freight structure and practices; Chartering principles and practices; UN
convention on shipping.
Developments in Ocean Transportation: Containerization: CFS and inland container depots; Dry
ports; Multi-modal transportation and CONCOR; Role of intermediaries including freight
booking, shipping agents, C&F agents; Shipowner and shipper consultation arrangements.
Air Transport: Air transportation - total cost concept, advantages, freight structure and
operations; Carrier consignee liabilities.
Port System and Sub-systems: Port organization and management; Responsibilities of Port
Trust: Growth and Status of ports in India; Carriage of goods-legal aspects.
Inventory Control and Warehousing: Inventory management - concepts and application of
international marketing; Significance and types of warehousing facilities; Total cost approach to
logistics.
Suggested Reading
1. Annual Reports, INSA.

2. Annual Reports, CONCOR.
3. Asopa, V.N.: V.N. Shipping Management: Cases and Concepts, MacMillan, New Delhi.
4. Desai, H.P. Indian Shipping Perspectives, Anupam Publications, Delhi.
5. Khanna, K.K.: Physical Distribution, Himalaya Publishing, Delhi.
6. Lambert, D et al: Strategic Logistic Management, Tata MacGraw Hill, New Delhi.
7. Shipping Documents and Reports, UNCTAD.
60
IB-401: INTERNATIONAL FINANCIAL MARKETS
Objectives
The objective of this course is to give students an in-depth knowledge of the working of
international financial markets.
Course Contents
Globalisation and the Growth of Derivatives, Euro-currency Market, Eurobanking and Euro-
currency Centres, Term Structure of Euro-currency Rates, Euro-currency Futures and Options,
Syndicated Euro-credits.
International Bond Markets - Introduction, New Issue Procedures in the Eurobond Markets,
Eurobond Valuation and Hedging, Interest Rates and Currency Swaps, Pricing Option, Features
of International Bonds, The European Monetary System, New Instruments in International
Capital Markets, International Banking and Country Risk, International Portfolio
Diversification.
Suggested Readings
1. Buckley, Adrian. Multinational Finance. 3rd ed., Englewood Cliffs, Prentice Hall Inc.,
1996.
2. Eiteman, David K and Stonehill, Arthur I. Multinational Business Finance. California,
Addison-Wesley, 1988.
3. Johnson and Giaccott. Options and Futures. St. Paul, West, 1995.
4. Kim, Suk and Kim, Seung. Global Corporate Finance: Text and Cases. 2nd ed. Miami,
Florida, 1993.
5. Shapiro, Alan C. Multinational Financial Management. New Delhi, Prentice Hall of
India. 1995.
61
IB-402: INTERNATIONAL MARKETING
Objectives
The basic objective of this course is to acquaint the students with environmental, procedural,
institutional and decisional aspects of international marketing.
Course Contents
International Marketing: Definitions, nature scope of benefits reasons and motivations

underlying International Trade and International Business; basic modes for entry; process of
International Marketing, Domestic Marketing versus International Marketing
International Marketing Environment, WTO Framework and International Marketing. Factors
influencing International market selection and segmentation,. Selection strategies. International
Marketing Planning and control.
International Marketing Mix : International product policy and planning in the International
Product mix. Branding, labeling, packaging and organisation of product warranties and services.
International Pricing policies strategies, the process of price setting, pricing decisions,
information for pricing decisions.
International Advertising: International advertising strategy, elements of advertising strategy,
media strategy. International Distribution Management: International Distribution Channels,
International distribution policy, selecting distribution channels.
Suggested Readings:
1. Vern Terpestra and Ravi Sarathy: International Marketing: Thomson
2. Simon Majaro: International Marketing
3. John, Fayerweather: International Marketing
4. R. L. Varshney and B. Bhattacharya: International Marketing: Sultan Chand
Publications, N. Delhi
5. Sak Onkvisit and John Shaw: International Marketing (analysis and Strategy), PHI, N.
Delhi
6. Warren, J. Keegan: Global Marketing Management: Pearson Edu/PHI, New Delhi
7. Phillip R. Cateora: International Marketing: Tata McGraw Hill, New Delhi.
62
IB-403: INTERNATIONAL FINANCIAL MANAGEMENT
Objectives
The objective of this paper is to give students an overall view of the international financial
system and how multinational corporations operate.
Course Contents
Finance function in multinational firm; Institutional structure of international financial markets;

cost and availability of international financial flows; international financial instruments.
International working capital Management: Aspects of international cash management;
Investment criteria and borrowing decisions; centralised versus decentralised cash management;
international receivables management; securitisation of receivables.
International Investment: factors and benefits; direct and portfolio investment; international
CAPM; capital budgeting for foreign direct investment; assessing and managing political risk.
International aspects of raising capital; determining financial structure of foreign subsidiaries of
MNCs; financial choices for an MNC and its foreign affiliates; costs and risks of financing.
Suggested Readings:
1. Maurice D. Levi, International Finance, McGraw-Hill, NY.

2. Buckley, Multinational Finance, Prentice-Hall of India, New Delhi
3. A.C. Shapro, Multinational Financial Management, Prentice-Hall, N. Delhi
4. P. G. Apte, International Financial Management, TATA McGraw-Hills, N. Delhi.
63
IB-404: INTERNATIONAL STRATEGIC MANAGEMENT
Objectives
The course aims at imparting knowledge of Formulation, Implementation and Evaluation of

Strategies in International Business.
Course Contents
Identifying Strategic Alternative: Nature and dimensions of international strategic management;

domestic versus international strategic management; function of international strategic planning;
pre-requisites and complexities of international business strategy.
Strategies for foreign market entry and penetration; growth strategy; international business
integration; strategy for risk and stability; revival strategies; restructuring and divestment.
Approaches to Strategy formulation: The traditional approach, modern approaches-Gap

Analysis, Capital Investment Theory, ANSOFF Adaptive Search Approach; Portfolio
approaches Boston s Model, GE McKinsey Model, Hofer s Model and Shell s Directional
Policy Model; Competitive Strategy Vis-à-vis domestic firms.
Strategy Implementation: Role and responsibility of the corporate leader; impact of competition,
corporate cultures and personal values; Organisational structure for strategy formulation; factors
of successful implementation of multinational strategy.
Suggested Readings:
1. Dunning, JH (1988) Explaining International Production, Harper Collins, London.

2. Garpand, J. and Farmer, R. N., International Permissions of Business Policy and
Strategy, Kent Publishing Co., Boston Massachusetts.
3. Ansoff, H. I., Corporate Strategy, McGraw Hill, London
4. Porter, M. E., Competitive Strategy, Free Press, NY.
64
IB-405: CROSS CULTURAL AND GLOBAL MANAGEMENT
Objectives
The objective of this course is to develop a diagnostic and conceptual understanding of the
cultural and related behavioural variables in the management of global organisations.
Course Contents
Human and Cultural Variables in Global Organisations; Cross Cultural Differences and
Managerial Implications; Cross Cultural Research Methodologies and Hofstede's Study;
Structural Evolution of Global Organisations; Cross Cultural Leadership and Decision Making;
Cross Cultural Communication and Negotiation; Human Resource Management in Global
Organisations; Ethics in International Business; Western and Eastern Management Thoughts in
the Indian Context.
Suggested Readings
1. Adler, N J. International Dimensions of Organizational Behaviour. Boston, Kent

Publishing, 1991.
2. Bartlett, C and Ghoshal, S. Transnational Management: Text, Cases and Readings in
Cross Border Management. Chicago, Irwin, 1995.
3. Dowling. P J. etc. International Dimensions of Human Resource Management. 2nd ed.
California, Wadsworth, 1994.
4. Hofstede, G. Cultures Consequence: International Differences in Work Related Values,
2nd edition, London, Sage, 2001.
5. Marcic, D and Puffer, S M. Management International: Cases, Exercises and Readings.
St. Paul, West Publishing, 1994.
6. Mead, r. International Management: Cross Cultural Dimensions. Blackwell, Camb.,
Mass., 1994.
7. Mendenhall, M. etc., Global Management. Cambridge Massachusetts., Blackwell, 1995.
65
IB-406: REGIONAL ECONOMIC BLOCKS
Objectives
The objective of the course to familiarise the students with the theoretical framework of the
theory of economic integration, and its impact on trade and investment flows among the region
and on the global economy.
Course Contents
Theory of Economic Integration, Economic Integration and endogenous growth; Selected

Regional Blocks - NAFTA, EU, ASEAN, SAARC; Globalisation Vs. Regionalisation; Regional
Blocks, Building Blocks or Stumbling Blocks: Ongoing challenges - Environment Volatility,
Rise of Global Mania; Regional Alternatives; Regional Competition; New Organisational
Challenges.
Selected Readings
1. Balassa, Bela. Theory of Economic Integration, London, George Allen & Unwin Ltd.,
1961.
2. Bhalla, V.K. World Economy in '90s: A Portfolio Approach. Delhi, Anmol Pub.. Pvt.
Ltd., 1990.
3. Dreze, Jean and Sen, Aamrtya Indian Development: Selected Regional Perspective,
Delhi, Oxford University Press, 1997.
4. Jackson, J. The World Trading System, Cambridge, Mass: MIT Press, 1994.
5. Krugman, Paul R. and Obstfeld, M. International Economics. 3rd ed., USA, Harper
Collins Pub., 1994.
6. Machlup, F. A History of Thought on Economic Integration, London, Macmillan, 1977.
66
HUMAN RESOURCE MANAGEMENT

HRM-301: MANAGEMENT OF INDUSTRIAL RELATIONS
Objectives
Organisational efficiency and performance are intricately interlinked with industrial relations.
This course is an attempt to appreciate the conceptual and practical aspects of industrial relations
at the macro and micro levels.
Course Contents
Industrial Relations Perspectives; Industrial Relations and the emerging socio-economic

scenario; Industrial Relations and the State; Legal Framework of Industrial Relations; Role of
trade unions; Trade union and the employees; Trade union and the management; Discipline and
grievance management; Negotiation and collective settlements; Participative management and
co-ownership; Productive bargaining; Employee empowerment and quality management;
Industrial relations and technological change; ILO and industrial relations.
Suggested Readings
1. Kochan, T.A. & Katz Henry. Collective Bargaining and Industrial Relations. 2nd ed.
Homewood, Illinois, Richard D Irish, 1988.
2. Mamkoottam, K Trade Unionism, Myth and Reality, Oxford University Press, New
Delhi, 1982.
3. Niland, J R. etc., The Future of Industrial Relations, Sage, New Delhi, 1994.
4. Papola, T S & Rodgers, G. Labour Institutions and Economic Development in India,
ILO, Geneva, 1992.
5. Ramaswamy, E A. The Rayon Spinners The Strategic Management of Industrial
Relations, Oxford University Press, New Delhi, 1994.
6. Virmani, B R. Participative Management vs. Collective Bargaining. New Delhi, Vision
Books, 1988. Webb, Sidney & Webb, Beatrice. Industrial Democracy. Longman,
Melbourne, 1987.
67
HRM -302: MANAGEMENT OF COMPARATIVE INDUSTRIAL RELATIONS
Objectives
Recent years have witnessed an increasing degree of globlization of economies. Appreciation of

industrial relations policies and practices of major economies would be necessary to perform
efficiently in the liberlized environment. This course aims to familiarize students in the major
industrial relations systems operating in different economic, political and cultural contexts.
Course Contents
Industrial relations and globalization; Emerging Trends in industrial relations; Trade union
strategies towards liberalization and technological change; Employee response to industrial re-
structuring and organisational re-engineering; Emerging trends in collective bargaining and
negaotiations; Productivity bargaining and wage negotiations; Employee empowerment and
participative decision making; Changing role of the State and industrial relations in the
developed, newly developed and developing economies.
Suggested Readings
1. Adams, R J & Meltz N M. ed. Industrial Relations Theory; Its Nature, Scope &
Pedagogy. LMR Press/Rutgers University, 1993.
2. Bamber, G J & Lansbury R D.ed. International and Comparative industrial Relations: A
Study of Industrialized Market Economies, Routlege, London, 1993.
3. Davis, E M & Lansbury, R D ed. Managing Together Consultation and Participation in
the Workplace, Longman, Melbourne, 1996.
4. Frankel, S & Harrod. J. Industrialization and Labour Relations: Contemporary Research
in Seven Countries. ILR Press, Ithaca, 1995.
5. Gardner, M & Palmer, G. Employment Relations. Industrial Relations and Human
Resource Management in Australia. ILR Press, Ithaca, 1995.
6. Jacoby, S M. The Workers of Nations: Industrial Relations in Globalize Economy,
Oxford University Press, Oxford, 1994.
7. Locke, R. etc. Employment Relations in a Changing World Economy. MIT Press,
Cambridge, 1995.
68
HRM -303: MANPOWER DEVELOPMENT FOR TECHNOLOGICAL CHANGE
Objectives
Recent years have witnessed rapid technological changes affecting industry and business in
different ways. This course aims to discuss the major aspects of technological change and the
kind of human resource management strategies and steps which may equip the organization and
its human resources to adequately cope with such changes.
Course Contents
Manpower management in the 21st Century; Environmental context of human resource

management; The emerging profile of human resources; Changing technology; Concept and
process of technological innovation; Organisational implications of technological change;
Transformation; Human resource implications of technological change; Performance / potential
evaluation in the context of new technology; Technology transfer with human face; New issues
in manpower training and career development.
Suggested Readings
1. Clark, Jon, Managing Innovation and Change, University of Southampton, 1995.

2. Clark, Jon, Human Resource Management and Technology Change, Sage, London,
1993.
3. Gampbell, A and Warner, M. New Technology, Skills, and Management. Routledge,
London, 1992.
4. Rastogi, P N. Management of Technology and Innovation. Sage, New Delhi, 1995.
5. Warner, M. New Technology and Manufacturing Management, Wiley, London, 1990.
6. Womack, J P. etc. The Machine That Changed the World, Maxwell Macmillan, New
York, 1990.
7. Shittaker, D H. Managing Innovation. Cambridge University Press, Cambridge, 1990.
69
HRM -304: COMPENSATION MANAGEMENT
Objectives
The course is designed to promote understanding of issues related to the compensation or

rewarding human resources in the corporate sector, public services and other forms of
organisations and to impart skills in designing, analyzing and restructuring reward management
systems, policies and strategies.
Course Contents
Understanding of economic theory related to reward management; Competitive imperatives:

productivity, quality, service, speed, learning; Planning for improved competitiveness;
Determination of inter and intra-industry compensation differentials; Internal and external equity
in compensation systems; Understanding and compensation packages; compensation of chief
executives, senior managers, R & D Staff, etc.; Understanding different components of
compensation packages; compensation practices of multinational corporations and strategic
compensation systems; Statutory provisions governing different components of reward systems;
Working of different institutions related to reward system like wage boards, pay commissions.
Suggested Readings
1. Armstrong, Michel and Murlis, Helen. Reward Management: A Handbook of Salary

Administration. London, Kegan Paul, 1988.
2. Bergess, Lenard R. Wage and Salary Administration. London, Charles E-Merril, 1984.
3. Capeman, George, Employees Share Ownership. New York, Kogan Page, 1991.
4. Hart, Robert A. Economics of Non-Wage Labour Costs. London, George Aller and
Unwin, 1984.
5. Hendorson, Richard I. Compensation Management: Rewording Performance. 6th ed.
Englewood Cliffs. Prentice Hall Inc., 1994.
6. Micton, Rock. Handbook of Wage and Salary Administration. 1984.
70
HRM -305: MANAGING INTERPERSONAL AND GROUP PROCESSES
Objectives
The purpose of this course is to advance understanding regarding interpersonal and group
processes and help the students to examine and develop process facilitation skills mainly
through laboratory and other experience based methods of learning.
Course Contents
Group as a medium of learning: Developing and change; Group cohesiveness; Influence

processes; Interpersonal communication; Interpersonal awareness and feedback process;
Interpersonal trust; Group decision making; Group synergy; Team building; Fundamental
interpersonal relations orientation(FIRO-B); Carrier roles and identity; Competition and
cooperation.
Suggested Readings
1. Bennis, W G. Essay in Interpersonal Dynamics. U.S.A., Dorsey Press, 1979.

2. Kolb, D. etc. Organizational Behaviour: An Experiential Approach. 5th ed. Englewood
3. Kolb, D. etc. Organizational Behaviour: Practical Readings for Management. 5th ed.
Englewood Cliffs, New Jersey, Prentice Hall Inc., 1991.
4. Mainiero, L A & Tromley C L. Developing Mangerial Skills in OB. New Delhi,
5. Moore, M D. etc. Inside Organizations: Understanding the Human Dimensions.
London, Sage, 1988.
71
HRM -306: HUMAN RESOURCE PLANNING AND DEVELOPMENT
Objectives
The objective of this paper is to develop a conceptual as well as a practical understanding of

Human Resource Planning, Deployment and Development in organisations.
Course Contents
Macro level manpower planning and labour market analysis; Organisational human resource
planning; Work force flow mapping; Age and grade distribution mapping; Models and
techniques of manpower demand and supply forecasting; Behavioural factors in human resource
planning - Wastage analysis; Retention; Redeployment and exit strategies; Career management
and career planning; Performance planning; Potentials appraisal and career development; HRD
Climate; Culture; QWL; HRD strategies; HRD in strategic organisations; Human resource
information system; Human resource valuation and accounting.
Suggested Readings
1. Arthur, M. Career Theory Handbook. Englewood Cliff, Prentice Hall Inc., 1991.
2. Belkaoui, A R and Belkaoui, J M. Human Resource Valuation: A Guide to Strategies
and Techniques. Greenwood. Quorum Books, 1995.
3. Dale, B. Total quality and Human Resources: An Executive Guide. Oxford, Blackwell.
1992.
4. Greenhaus, J H. Career Management. New York, Dryden, 1987.
5. Kavanagh, M J. etc. Human Resource Information System: Development and
Applications. Boston, PWS-Kent. 1993.
6. Mabey, C and Salama, G. Strategic Human Resource Management. Oxford, Blackwell,
1995.
7. Thomson, R and Mabey, C. Developing Human Resource. Oxford, Butterworth-
Heinemann, 1994.
72
HRM -401: COUNSELING SKILLS FOR MANAGERS
Objectives
To develop basic skills among students to independently handle a wide range of employee
counseling and performance counseling.
Course Contents
Emergence and growth of counseling services; Approaches to counseling; Counseling process -

beginning, developing and terminating a counseling relationship and follow up counselor's
attitude and skills of counseling; cooping with occupational stress in the organisations;
Assessing client's problems; Selection counseling strategies and interventions - changing
behaviour through counseling; Special problems in counseling; Application of counseling to
organizational situations with a focus on performance counseling.
Suggested Readings
1. Cormer, L S. and hackney, H. The Professional Counselor's Process Guide Helping.

Englewood Cliffs New Jersey, Prentice Hall Inc., 1987.
2. Maclennan, Nigel. Councelling for Managers. Aldershot, Grover, 1996.
3. Moursund. J. The Process of counseling and Therapy. 2nd ed. Englewood Cliffs,
Prentice Hall Inc., New Jersey, 1990.
4. Munro, C A., etc. Counseling: A Skills Approach. Methuen, 1980.
5. Reddy, Michael. Counseling at Work. British Psychological Society and Methuen,
London and New York, 1987.
73
HRM - 402: LEGAL FRAMEWORK GOVERNING HUMAN RELATIONS
Objectives
Understanding of the legal framework is important for the efficient decision making relating to
human resource management and industrial relations. The course aims to provide an
understanding, application and interpretation of the various labour laws and their implications
for industrial relations and labour issues.
Course Contents
Emergence and objectives of labour laws and their socio-economic environment; Laws relating
to industrial disputes, trade unions; Social security laws- laws relating to workmen's
compensation, Employees' state insurance, wages and bonus laws - the law of minimum wages,
payment of wages, laws relating to working conditions - the laws relating to factories,
interpretations of labour laws, their working, and implications for management, union workmen;
The economy and the industry.
Suggested Readings
1. Ghaiye, B R. Law and Procedure of Department Enquiry in Private and Public Sector,
Eastern Law Compay, Lucknow, 1994.
2. Malhotra, O P. The Law of Industrial Disputes, Vol. 1 and 2. N M Tripathi, Bombay,
1985.
3. Malik, P L. Handbook of Industrial Law, Eastern Book, Lucknow, 1995.
4. Saini, Debi S. Labour Judiciary, Adjudication and Industrial Justice. Oxford, University
Press, New Delhi, 1995.
5. Saini, Debi S. Redressal of Labour Grievances. Claims and Disputes. Oxford & IBH,
New Delhi, 1994.
6. Seth, D D. Industrial Dispute Act, 1947. Vol. I & II. N M. Tripathi, Bombay, 1995.
7. Srivastava S C. Industrial Relations and Labour Law, Vikas, New Delhi, 1994.
8. Kapoor, N.D. Mercantile Law, Sultan Chand and Sons, New Delhi, 2001
74
HRM -403: MANAGEMENT TRAINING AND DEVELOPMENT
Objectives
The purpose of this paper is to provide an in-depth understanding of the role of Training in the
HRD, and to enable the course students to manage the Training systems and processes.
Course Contents
Training process - an overview; Role, responsibilities and challenges to training manager;

Organization and management of training function; Training needs assessment and action
research; Instructional objectives and lesson planning; Learning process; Training climate and
pedagogy; Training methods and techniques; Training aids; Training communication; Training
evaluation; Training and development in India.
Suggested Readings
1. Beunet, Roger ed. Improving Training Effectiveness. Aldershot, 1988.

2. Buckley R & Caple, Jim. The Theory & Practice of Training. London, Kogan & Page.
1995.
3. Lynton, R Pareek, U. Training for Development. 2nd ed. Vistaar, New Delhi, 1990.
4. Pepper, Allan D. Managing the Training and Development Function. Aldershot, Gower,
1984.
5. Rae, L. How to Measure Training Effectiveness. Aldershot, Gower, 1986.
6. Reid, M A etc. Training Interventions: Managing Employee Development. 3rd ed. IPM,
London, 1992.
7. Senge, P. The Fifth Discipline: The Art and Practice of the Learning Organization,
Century, London, 1992.
75
HRM -404: ORGANIZATIONAL CHANGE AND INTERVENTION STRATEGIES
Objectives
The objective of this paper is to make the students learn about the organizational change and
prepare them as change facilitators using the knowledge and techniques of behavioural science.
Course Contents
Organizational change - an overview; Approaches to problem diagnosis; some major Techniques

of planned change; Steps in OD, General OD competencies, OD skills, designing interventions -
interpersonal, team, intergroup and system; Evaluation of OD; Ethics of OD professional; Future
of OD; Internal and external consultant; Excellence of management by chief executives.
Suggested Readings
1. Abad, Ahmad. etc. Developing Effective Organization. Sri Ram Center for Industrial
Relations, New Delhi, 1980.
2. De Nitish. Alternative Designs of Human Organizations. Sage, Lodon, 1988.
3. French, W H. and Bell, CH. Organisation Development. Prentice Hall of India, New
Delhi, 1991.
4. French, W L. etc. Organization Development Theory, Practice and Research. 3rd ed.
Unive Book Stall, New Delhi, 1990.
5. Harvey, D F. and Brown, D R. An Experiential Approach to Organization Development.
Prentice Hall Inc., Jersey, 1990.
6. Huse, F E. and cummings, T G. Organization, Development and Change. 3rd ed. New
York, West, 1985.
7. Sinha, Dharani, P. etc., Consultants and Consulting Styles. Vision, New Delhi, 1982.
76
HRM -405: HUMAN RESOURCE DEVELOPMENT: STRATEGIES AND SYSTEMS
Objectives
The purpose of this course is to facilitate an understanding of the concepts, methods and
strategies for HRD.
Course Contents
Field of HRD - concepts, goals, challenges; HRD climate and practices in India; Staffing HRD
function; Developing HR strategies; HRD system design principles; Design & administration of
select HRD systems; HRD for workers; HRD intervention; HRD approaches for coping with
organisational changes.
Suggested Readings
1. Dayal, Ishwar. Successful Applications of HRD. New Concepts, New Delhi,1996.

2. Dayal, Ishwar. Designing HRD Systems. Concept, New Delhi, 1993.
3. Kohli, Uddesh & Sinha, Dharni P. HRD - Global Challenges & Strategies in 2000 A.D.
ISTD, New Delhil, 1995.
4. Maheshwari, B L. & Sinha, Dharni P. Management of Change Through HRD. Tata
McGraw Hill, New Delhi, 1991.
5. Pareek, U. etc. Managing Transitions: The HRD Response. Tata McGraw Hill, New
Delhi, 1992.
6. Rao, T V. etc. Alternative Approaches & Strategies of Human Resource Development.
Rawat, Jaipur, 1988.
7. Silvera, D N. HRD: The Indian Experience. India, New Delhi, 1991.
77
HRM -406: GLOBAL HUMAN RESOURCE MANAGEMENT
Objectives
The objective of this course is to develop a diagnostic and conceptual undertaking of the cultural
and related behavioural variables in the Human Resource Management of global organisations.
Course Contents
Human and cultural variables in global organisations; Cross cultural differences and managerial
implications; Cultures in organisations and Hofstede's study; Structural evolution of global
organisations; Cross cultural leadership, motivation and decision making; Cross cultural
communication and negotiation; Human resource management in global organisations;
selection, source criteria for international assignment; Compensation and appraisal system.
Suggested Readings
1. Adler, N.J. International Dimensions of Organizational Behaviour. Kent Pub., Boston,

1991.
2. Bartiett, C and Ghoshal, S. Transnational Management: Text, Cases and Readings in
Cross Border Management, Irwin, Chicago, 1995.
3. Dowling, P.J., etc., International Dimensions of Human Resource Management. 2nd ed.,
Wadsworth, California, 1994.
4. Hofstede, G. Cultures Consequence: International Differences in Work Related Values.
2nd edition Sage, London, 2001.
5. Marcis, D and Puffer, S.M. Management International: Cases, Exercises and Readings.
West Publishing, St. Paul, 1994.
6. Mead, R. International Management : Cross Cultural Dimensions. Blackwell,
Cambridge, 1994.
7. Ronen, S. Comparative and Multinational Management. John Wiley, New York, 1986.
78
PRODUCTION AND TECHNOLOGY MANAGEMENT

PTM-301: PURCHASING AND MATERIALS MANAGEMENT
Objectives
The key objective of this course is to acquaint the students with Decision-making for effective
and efficient purchase, storage and flow of materials in manufacturing and service organisations;
Cost-reduction techniques in Pre-Purchase, Purchase and Post-Purchase systems; Modern
material planning and delivery systems like MRP and JIT and Material handling and logistics
systems.
Course Contents
Role of Purchasing and Materials Management - Objectives, Organisation and Inter-

relationships, Determination and Description of Material Quantity, Material Planning in Push
and Pull System, MRP and JIT; Determination and Description of Material Quality - Receiving
and Incoming Quality Inspection, Acceptance Sampling Plans, Vendor-Process Capability;
Cost-Reduction Techniques - Standardisation, Simplification & Variety Reduction; Value
Analysis and Engineering, Make or Buy Decisions, Purchasing Research, Source of Supply,
Price Determination and Negotiation, Vendor Rating, Selection and Development, Legal
Aspects of Purchasing, Public Purchasing and Tendering; International Purchasing - Procedures
and Documentation; Purchasing of Capital Equipment - Appraisal Methods, Evaluating
Suppliers' Efficiency, Stores Layout, Classification and Codification; Material Logistics -
Warehousing Management, Material Handling, Traffic and Transportation, disposal of Scrap,
Surplus and Obsolete Materials; Inventory Control of Spare Parts, Materials Information
System.
Suggested Readings
1. Ansari A and Murderess B. JIT Purchasing. New York, Free Press, 1990.
2. Baily P. etc. Purchasing Principles and Management. London, Pitman, 1994.
3. Burt, David N. Proactive Procurement. Englewood Cliffs, New Jersey, Prentice Hall
Inc., 1994.
4. Dobler, D W. etc. Purchasing and Materials Management. New York, McGraw Hill,
1990.
5. Dutta, A K. Integrated Materials Management. New Delhi, PHI, 1986.
6. Farrington B and Waters, Derek W. Managing Purchasing. London, Chapman & Hall,
1994.
7. Gopalakrishnan P and Sunderashan M. Handbook of Materials Management. New
Delhi, Prentice Hall of India, 1994.
79
PTM-302: TOTAL QUALITY MANAGEMENT
Objectives
The objective of this course is to acquaint the students with to make clear to candidates the basic
concept of Total Quality (TQ) from design assurance to service assurance; to give emphasis on
International Quality Certification Systems - ISO 9000 and other standards and their
applicability in design manufacturing quality control and services, to closely interlink
management of quality, reliability and maintainability for total product assurance; to focus on
quality of services in contemporary environment.
Course Contents
Introduction: Concepts of Quality, Total Quality, and Total Quality Management. Approaches to
Total quality. Cost of Quality, Designing Organisations for quality, quality Policy, Contribution
of TQM Gurus: W.E, Deming, Joseph M. Juran, Philip Crosby and Kaoru Ishikawa; Quality
Planning: Understanding Customers and their Needs; Quality of purchased Materials:
Determinations and Description. Quality of Manufacturing Process. Quality Control: Statistical
Process Control; Inspection, Test and Measurement. Control charts, Control Chart of Attributes,
Test of significance; Business Process Reengineering; Total Productivity Management; JIT and
ISO 9000; Quality Audit.
Suggested Readings
1. Bharat Wakhlu, Total Quality-Excellence Through Organisation wide Transformation,

Wheeler Publishing, New Delhi.
2. Bagchit, T.I.P. ISO, ISO 9000 Concepts, Methods and Implementation, Wheeler
Publishing, New Delhi.
3. Samuel, Kho, tqm Intergrated Approach, Kogan Page Limited, London.
4. Evans, James R. and Dean, James W., Total Quality Management, Organisation and
strategy, Thomson Asian Pvt. Ltd.
5. Besterfield, Dole H. Michna, Carol Besterfield, Besterfield, Glen H Sacre, Marg
Besterfield, total Quality Management, Pearson Education, New Delhi.
80
PTM-303: PRODUCTION PLANNING AND CONTROL
Objectives
To develop a broad conceptual framework based on the research which has been done in the
recent past and to bridge the gap between the theoretical solutions on one hand and the real
world problems on the other in production planning and control.
Course Contents
Production Planning and Control Function; Material Requirement Planning; Production-

Inventory Systems; Forecasting for Inventory and Production Control; Aggregate Planning; Job
Shop Planning; Scheduling and Control; Just-in-Time Production; Line Balancing; Planning for
High Volume Standardized Products; Procedures and Documentation in Production Planning
and Control; Application of Computers; ERP.
Suggested Readings
1. Burbidge, John L. Principles of Production Control; London, Donald and Evans, 1981.
2. Caubang. Teg C. Readings on Production Planning and Control. Geneva, ILO.
3. Greene, James H. Production and Inventory Control Handbook. New York, McGraw,
Hill, 1987.
4. Mc Leavey, Dennis W and Narasimhan, S.L. Production and Inventory Control.
Boston, Allyn and Bacon, 1985.
5. Peterson, R and Silver, E A. Decision Systems for Inventory Management and
Production Planning. New York, John Wiley, 1979.
6. Vollmann, T E etc. Manufacturing Planning and Control. Homewood, Illinois. Richard
D Irwin, 1988.
81
PTM-304: LOGISTICS MANAGEMENT
Objectives
The Course is designed to explain basic theory and techniques of logistics to examine the issues
and problems associated with logistics in a changing business environment, and to show how
logistics can improve an enterprises effectiveness and competitiveness. Students would be
encouraged to use computer software packages for problem solving.
Course Contents
Introduction to logistics and its Interface with Production and Marketing; Measurement of
Logistics; Physical Distribution and Logistics; Logistics System Analysis and Design;
Warehousing and Distributing Centres; Location; Transportation Systems; Facilities and
Services; Dispatch and Routing Decisions and Models; Inventory Management Decisions;
Logistics Audit and Control; Packing and Materials Handling; International Logistics
Management; Logistics Future Directions.
Suggested Readings
1. Ballu, Renaid H. Business Logistics Management. Englewood Cliffs, New York,

2. Beal K. A Management Guide to Logistics Engineering. U.S.A., Institute of Production
Engineering. 1990.
3. Benjamin S B. Logistics Engineering and Management. Englewood Cliffs, New York,
4. Bowersox, D J and Closs, D J. Logistics Management: A System Integration of Physical
Distribution. New York, MacMillan, 1986.
5. Chrispopher, M. Logistics and Supply Chain Management: Strategies for Reducing
Costs and Improving Services. London, Pitsman. 1992.
6. James, C J. and Wood, Donald F. Contemporary Logistics. New York, Macmillan,
1990.
7. Shapiro, R. Logistics Strategy: Cases and Concepts. St. Paul, West, 1995.
82
PTM-305: SERVICE OPERATIONS MANAGEMENT
Objectives
The key objective of this course is to acquaint the students with decision making in planning,
design, delivery, quality and scheduling of service operations. The candidates are also expected
to appreciate the role of service quality and operations in emerging services economy of India.
Course Contents
Matrix of Service Characteristics; Challenges in Operations Management of Services; Aggregate

Capacity Planning for Services; Facility Location and layout for Services; Job Design - Safety
and Physical Environment; Effect of Automation; Operations Standards and Work
Measurement; Measurement and Control of Quality of Services; Dynamics of Service Delivery
System; Scheduling for Services Personnel and Vehicles; Waiting - Line analysis; Distribution
of Services; Product-Support Services; Maintenance of Services; Inventory Control for Services;
Case Studies on Professional Services.
Suggested Readings
1. Bowmen David E. etc. Service Management Effectiveness: Balancing Strategy,

Organization and Human Resources, Operations and Marketing. San Francisco, Jossey
Bass, 1990.
2. Collier David A. Service Management Operating Decisions. Englewood Cliffs, New
3. Fitzsimmons, James A and Sullivan, Robert S. Service Operations Management. New
Your, McGraw Hill, 1982.
4. Heskett, James L. etc. Service Breakthroughs - Changing the Rules of the Game. New
York, Free Press, 1990.
5. Murdiek, R G. etc. Service Operations Management. Boston, Allyn and Bacon, 1990.
6. Sharma, J K. Service Operations Management. Delhi, Anmol, 2001.
7. Voss, C. etc. Operations Management in Service Industries and the Public Sector.
Chichester, Wiley, 1985.
83
PTM-306: TECHNOLOGY ACQUISITION AND DIFFUSION
Objectives
This course will highlight at the indicators of Technology and Market survey for Technology
with a point of view of diffusion, also the parameters on which Technology is assessed and
evaluate and the key words for the success of an effective diffusion strategy will be discussed.
Course Contents
Technological Indicators; Make vs. Buy Decisions; Technomarket Survey; Assessment &
Evaluation of Technology (TA & TE); Methodology of TA; TA Imperatives; Organisation &
Management of TA; TE Parameters; Financing the Technology: Government Funding: CSIR,
IDBI, ICICI, CII and UNDP, etc.; Venture Capital; Identification of Core Competence;
Technology Absorption and Diffusion; Terminology and Concepts; Constraints in Technology
Absorption; Technology Absorption Efforts-Case Studies DRDO; Management of Technology
Absorption; Benefits of Technology absorption; Future Thrust for Technology Absorption;
Importance of Diffusion; Diffusion Strategies; Case Studies-Indian Experiences; Technology
Marketing Issues, Strategies - Internal transfers, export etc.
Suggested Readings
1. Coates, VT: A Handbllm of Technology Assessment. U.S. Department of Energy,

Washingtton, D.C. 1978.
2. Hwthorne, Edward P; Management of Technology,. London, McGraw-Hill, 1978.
3. Fransman, Matrin & Kenneth King. Technological Capabilities in the Third World,
Macmillan, 1984.
4. Jain, Ashok, S. Pruthi, K.C. Garg, S. Anabi: Indictors of Indian Science & Technology,
Segment Books Bub. 1996.
5. Twiss, Brain & Goodridge, Managing Technology for Competitive Advantage, Pitman,
1989.
6. Wad, A. Randnor M. Technology Assessment. Review & Implications for Developing
Countries. UNESCO, Science Policy Studies No. 16, 1984.
84
PTM-307: TECHNOLOGY FINANCE
Objectives
To render a conceptual background of finance, audit and accounting and to enable the managers
in R&D establishments to take effective financial decisions.
Course Contents
Accounting aspects specific to R&D organisation, to understand Accounting treatment of

Technology related payments; Costing for R&D activities: Costing of Technologies, Activity
based costing, Target costing and life cycle costing; Financing of Technology payments;
Venture capital; Hire purchase and leasing; Project financing aspects; Financial appraisal of new
technology; Technology obsolescence.
Suggested Readings
1. Bhalla, V.K. Financial Management and Policy 2nd, New Delhi, Anmol, 1998.
2. S. Shivaramu International Business Environment and Management, 5th ed., New Delhi,
Anmol, 2001.
3. Chandra, Prasanna, Projects: Planning, Analysis, Selection, Implementation and Review,
Tata McGraw Hill, New Delhi, 1998.
4. Naisbitt, John, High Tech High Touch: Broadways Books, New York, 1998.
5. Shtub, A. J.F. Bard and S. Globerson Project Management Prentice Hall, New Jersey,
1994.
85
PTM-308: TECHNOLOGY TRANSFER AND ABSORPTION
Objectives
To share awareness and experiences in the field of Transfer of Technology through mutual
interaction by sharing views and experiences of some professionals in the field of Technology
Transfer, and to provide field purchase solution to these issues through better managerial
techniques and organisation changes.
Course Contents
Aim and Objectives of Technology Transfer; Model of Technology Transfer, Technology

Transfer Modes; Technology Search Strategy; Dimensions of Technology Transfer; Features of
Technology package; Routes of Technology Transfer; Technology Absorption capabilities of
recipient enterprise; Competence of know - how supplier, Pricing of technology; Technology
Transfer Agreements; Code of conduct for Technology Transfer; Government initiative and
Technology Transfer; Indian Experiences and case studies.
Suggested Readings
1. Mann. T.S. Transfer Technology, Bombay, Himalaya Pub., House, 1982.

2. Menon, KSV, Technology Transfer: Concept Modalities and Case Studies, Delhi, Gold
Line, 1990.
3. Mogavexco, L.N. and R.S. Shane, 1982, Technology Transfer and Innovation, Marcel
Dekker, New York.
4. Nath, NCB and Misra, L (ed.): Transfer of Technology in Indian Industry: Case Studies
on Utilisation Indigenous R & D. Delhi, Indus. Pub. Co., 1994.
5. Singer, Hans; Hatti, Neelamber; Tandon, Rameshwar (ed): Technology Transfer by
Multi-nationals. Delhi, Ashish Pub. House, 1988.
86
PTM-401: APPLIED OPERATIONS RESEARCH
Objectives
The Course is designed to introduce the students to the principles of operations research
techniques and their applications in decision making Students will also be required to use
computer packages for data processing purposes.
Course Contents
Parametric and Sensitivity Analysis; Inventory Control Models Under Uncertainty; Applied
Queuing Models; Networks Models; Non-linear optimization Techniques-Quadratic
Programming; Portfolio Management Problem; Replacement Models and Policies; Dynamic
Programming; Reliability Models.
Suggested Readings
1. Ahuja A K. etc. Network Flows. Englewood Cliffs New Jersey, Prentice Hall Inc.,
1993.
2. Gould, F J. etc. Introduction to management Science; Englewood Cliffs New Jersey,
3. Gupta, M P. and Sharma J K. Operations Research for Management. New Delhi,
National, 1997.
4. Taha Harnby A. Operations Research: An Introductions. Macmillian, New York, 1992.
5. Mathur, K and Solow D. Management Science. Englewood Cliffs, New Jersey, Prentice
Hall Inc., 1994.
6. Sharma, S. J K. Operations Research: Theory and Applications, New Delhi, Macmillian
India, 2001.
7. Srinath, L S. Operations Research for Executive. New Delhi, Affiliated East West Press,
1994.
87
PTM-402: GOAL PROGRAMMING IN MANAGEMENT
Objectives
The objective of this course is to acquaint the students with the concepts, solution methods and
applications of goal programming to real-world problems.
Course Contents
Goal Programming - Basic Concept Model Formulation, Graphical and Simplex Method;
Integer Goal Programming, Post-Optimal Sensitivity Analysis; Parametric Goal Programming;
Goal Programming under Uncertainty; Application of Goal Programming in Functional Areas of
Management; Implementation of Goal Programming. Introduction to some Application
Software such as - QSB, Micro Manager and LIGO.
Suggested Readings
1. Cook, Thomas M and Rursell, Robert A. Introduction to management Science. 3rd ed.
2. Eppen, G D. etc. Quantitative Concepts for Management Englewood Cliffs, New Jersey,
3. Ignizio, J P. Goal Programming and Extensions. Lexington, Lexington Books, 1976.
4. Liier, Y. Management Goals and Accounting for Control. Amsterdam, North Holland,
1965.
5. Lee S M. Goal Programming for Decision Analysis. Philadelphia, Auerbach, 1971.
88
PTM-403: TRANSPORTATION MANAGEMENT
Objectives
The objective of the course is to acquaint the students with the problem faced in planning policy
and executing the transportation system.
Course Contents
Growth of Urbanisation and Problems of Transportation; Transport-Challenges and Limitations;

Government Activities in Transportation; Transportation Systems - Planning, Operation and
Management; Trip Generation and Distribution; Load Planning; Transportation Modes and their
Selection; Sequential Travel Demand Forecasting Models; Future Developments in
Transportation; Motor Vehicle Act 1988 and its Impact on Urban Transport System; Emission
Norms.
Suggested Readings
1. Baerwal, J E. Transportation and Traffic engineering Handbook. Englewood Cliffs, New

2. Bell, G. etc. The Business of Transport. Plymouth, McDonald and Evans, 1984.
3. Dickey, J W. Metropolitan Transportation Planning. New Delhi, Tata McGraw Hill,
1980.
4. Grey, G E. and Hole, L A. Public Transportation Planning: Operations and Management;
5. Gupta, M P. Metropolitan Transportation System. New Delhi, National, 1983.
6. Papacostas, C S. Fundamentals of Transportation Engineering. Englewood Cliffs, New
89
PTM-404: WORLD CLASS MANUFACTURING
Objectives
To acquaint the students with the world class manufacturing environment and optimised
production principles.
Course Contents
World Class Manufacturing Environment: Imperatives for success - Technology, Systems

approach and change in the mindset; Strategic decisions in, Manufacturing Management: Choice
of Technology, Capacity, Layout/Automation in Material handling systems; Aggregate Planning
and Master Production Scheduling-Materials Requirement Planning (MRP) - Software in Use,
Manufacturing Resources Planning (MRP-11) Software in Use, Implementation
Problems/Indian experience; Optimized Production; Technology Principles advocated by
Eliyahu Goldtratt; Just - in - Time System: JIT Manufacturing System, JIT Pull system Chain
Management/Bench Marketing; Total Quality Management - TQM Philosophy, TQM
Principles, TQM tools including Circles, SQC / Acceptance Samplings, Quality through design,
QFD - Quality House, Failure Mode effect analysis, Fault - tree analysis, Concurrent
Engineering Principles Taguchis' quality loss function and Robust Design concept, Designing
products through 'Fuzzy' Logic, Quality Management Systems and ISO-9000 Standards; Total
Productive Maintenance, Objective of TPM - Total System effectiveness, Break - down
Maintenance, Preventive, Maintenance, Predictive. Maintenance, Condition Monitoring
Systems Maintenance Prevention, Maintainability improvement, Reliability improvement, Total
employee Involvement and Small Group Activities; Customer - Driven Project Management
(Integration of TQM, Project Management Systems with customer - driven team structure);
Automation in Design and Manufacturing: Automated Material Handling equipments, Role of
IT in World Class Manufacturing, Flexible Manufacturing Systems (FMS), Group
Technology/Cellular Manufacturing Systems; Six Sigma.
Selected Readings
1. Buffa, Elwood, and et. al. Programmed learning at for Production and Operations
Management - Illinois, Learning System Co., 1981.
2. Dervitsiotis, Kostas N: Operations Management. Auckland. McGraw, Hill, 1981
3. Hughes, Chris: Productions and Operations Management. London, Pan Books, 1985.
4. Schonberger, Richard J: Japanese Manufacturing Techniques NY, Free Press, 1982.
90
PTM-405: TECHNOLOGY FORECASTING
Objectives
To study various qualitative and quantitative technology forecasting methods with their relative
merits and demerits.
Course Contents
Exploratory Methods of TF; Delphi Technique; Cross Impact Matrix; Curve Fitting;
Morphological Methods. Trends Extrapolation; Regression Analysis; Econometric Models;
Normative Methods of TF; OR Models and Simulation; Networks Techniques; Relevance Trees;
System Dynamics; Qualitative Methods; Futurology; Activities of TIFAC - Case Studies.
Suggested Readings
1. Ayres, Robert U: Technology Forecasting and Long Range Planning.

2. Bowonder, B and Miyake, T., 1990. Technological Forecasting: Methodologies and
Case Studies (Report III) TIFAC, New Delhi, 1990.
3. Bright, James R, Schoeman, Milton, E.F., 1973, A Guide to Practical Technological
Forecasting, Prentice Hall.
4. Jones, H and Twiss, BC., 1979. Forecasting Technology for Planning Decisions. Mac
Milan, London.
5. Makridakis, Spyros G and et. al; Forecasting, Methods and Applications.Wiley, 1983.
6. Makridakis, Sprogs G. Forecasting Planning and Strategy for the 21st Century, N.Y.
Free Press, 1990.
7. Martino, Joseph Paul: Technological Forecasting for Decision Making, N.Y. McGraw-
Hill. 1993.
91
PTM-406: R&D MANAGEMENT
Objectives
To develop middle level scientists in the modern concepts of R & D management with a view to
make them effective project managers and to enhance their human and behaviour skills to make
them effective member of a large multi-disciplinary projects.
Course Contents
Survey of Emerging Technologies; Environment Analysis; Project Proposals; R & D

Management: Management of knowledge workers, R & D environment; Management of High
value Instruments Test Facilities, Workshops etc., Identification of partners/contractors for R&
D Projects; R & D Budget; Technology Scanning: Procurement Procedure; Material
Management Policy; Discard Policies and Procedure; Contract Management; Vendor
Development ; Procurement and Utilization of Capital Equipment; Test Equipment; Test
Facilities; Sharing of resources with other Institution - Sponsored Resources; Development
Tools; Design Methodologies; CAD / CAM / CIM; Design for Manufacturing; Design for
Maintenance.
Suggested Readings
1. Cetron, Marvin J and Goldhar, Joel D (ed.): The Science of Managing Organised
Technology. NY. Gordon & Research, Science Pub., 1970.
2. Jain, R K. and Triandis, H C. Management of Research and Development Organisations;
Managing the Unmanageable. N.Y., Wiley, 1990.
3. McLeod, Tom: The Management of Research, Development and Design in Industry.
England, Gower, 1988.
4. Meredith, Jack R and Mantel, Samuel, J: Project Management a Managerial Approach.
N.Y., Wiley, 1985.
5. NTIS: The Management of Government R & D Projects; the effects of the contractual
requirement to use specific management techniques. Texas, University, of Texas at
Austin, 1972.
92
PTM-407: PROGRAMME MANAGEMENT
Objectives
To train the scientist and managers in the practical application and modern tools and techniques
of planning, scheduling, monitoring and control of multiple projects.
Course Contents
Project Feasibility Study: Programme Management Concepts - Society Model ADA, IGMDP
Model. Deemed University Model. MOUs etc. PMBOK ISO standards; Project Appraisal;
Project Selection; Networks Models and their applications - PERT, CPM, GERT, Precedence
Network; Resource Allocation and Scheduling; Project Costing-Zero base Budgeting,
Budgetary Control, CAG Report; Project Monitoring and Control - CASM (DRDL Model):
Time and Cost Over run; Concurrent Engineering; Project Closure-Cube Model; IEEE Models;
Project Management Software; Major Projects in DRDO / DAE / CSIR / HAL etc.
SARVATRA; IGMDP; MBT; FALCON; SAMYUKTA; INSAS; LCA.
Suggested Readings
1. Chaoudhury, Sadhan: Project Scheduling and Monitoring in Practice. Delhi, South Asian
Pub., 1986.
2. Harriosn, F L. Advanced Project Management. London, Gower, 1985.
3. Lockyer, K.G. An Introduction to Critical Path Analysis. London, Ptiman Books, 1982.
4. Martino, R.L.: Project Management and Control; Finding the Critical Path; Applied
Operational Planning : Allocating and Scheduling Resources; N.Y., American
Management Association, 1965.
5. Meredith, Jack R and Mantel, Samuel, J: Project Management: A Managerial Approach.
N.Y. Wiley, 1985.
6. Srinath, L.S. PERT and CPM; Principles and Applications. Delhi, East-West Press,
1975.
7. United Nations Industrial Development Organisation: Guide to Practical Project
Appraisal; Social Benefit - cost analysis in developing countries. Delhi, Oxfore and IBH
PUB. Co., 1978
93
INFORMATION TECHNOLOGY MANAGEMENT

ITM-301: INTERNET AND WEB DESIGNING
Objective
This course exposes students to environment for web-publishing and developing programming
skills for the same.
Course Contents
Introduction to WWW: Evolution and basic features of WWW, the concept of web-site and
browsers, introduction to WWW servers.
File Transfer Protocol: Introduction to FTP, Business applications of FTP, public domain
software, types of FTP servers (including anonymous) FTP clients, common FTP commands.
Web-Browsers: Basic features, bookmarks, history progress indicators, customising browsers,
saving and printing web-pages and forms, saving web pages; Searching and downloading
information from web-sites; Netscape communicator; Internet Explorer.
Introduction to Web-Publishing technologies, Components of a web-site, applications of each
components in business, Features of a smart web-site, process of planning for development of an
effective web-site. Domain name selection; Selecting host for web-site, maintaining a web-site,
web-publishing tools.
Internet: ISP, Search Engine, URL, DNS, Security, E-Mail, HTTP, HTML, Building a simple
HTML document, Tables, Frames, Links, adding Multi-Media documents, Home Page.
Suggested Readings
1. Corner, Douglas: The Internet Book - Prentice Hall.

2. Leon, Alexis and Mathews Leon: Internet for Everyone - Leon, TECH World, Chennai.
3. Xavier: World Wide Web Design with HTML, Prentice Hall, Delhi.
4. Molly, Using HTML 4, PHI, N. Delhi.
5. Douglas E. Comer, Computer Network and Internet, Pearson Education, new Delhi.
94
ITM-302: RELATIONAL DATA BASE MANAGEMENT SYSTEM (RDBMS)
Objective
The students are to be provided basic understanding of the RDBMS & SQL and the skills to
make use of these in business organisations.
Course Contents
RDBMS: Introduction - Database and DBMS Software, Three Layered Architecture,

Advantages and Disadvantages of a Database, History Data Modeling - Object Oriented and
Record Based models, E-R Model and E-R diagram Examples and Exercises, Hierarchical
Model, Network Model and Relational Model; Normalisation techniques - First Normal Form,
Second Normal Form and the Third normal Form, Examples and Exercises, E.F. Codd's 12
Rules for a relational Database; Database concepts - Transaction Management, Properties of a
Transaction, Commit and Rollback, Concurrency, Locking, Access Control, Data Integrity,
Integrity Constraints, Auditing, Backup and Recovery; Data Dictionary - System Catalogue,
Distributed Database and Distributed Data Access, Introduction to Client - Server and ODBC
connectivity. SQL: SQL Language - DML commands - Select, Insert, Update, Delete -
retrieving data, summarising data, adding data to the database, updating data to the database and
deleting data. Simple queries - use of WHERE, Arithmetic, comparison and logical operators,
ORDER BY, GROUP BY and Group Functions. Multi table queries, Sub-queries, Views; DDL
Commands - Table and View Create, Alter, Drop Integrity Constraints; Transaction Processing -
Commit, Rollback, Savepoint. LAB : SQL & MS Access.
Suggested Readings
1. Coleman, Pat and Peter Dyson Intemets BSP Pub., Delhi, 1997.
2. Keen, Pter and Mark McDonal The e-Process Edge, Delhi, Tata McGraw - Hill, 2000.
3. Oberoi, Sundeep e-Security and You, Delhi, Tata McGraw - Hill, 2001.
4. Richart, Alberto Manual and Stephen Asbury Active Server Pages 3, IDG Books, Delhi,
2000.
5. Rich, Jason R. Starting an E-Commerce Business, IDG Books, 2000.
6. Samantha Shurety, "E-business with Net Commerce", Addition Wesley, Singapore,
2001.
7. Schneider, Robert D. & J .R. Garbus Optimizing SQL Server 7, N J., Prentice - Hall,
1999.
ITM-303: PRACTICAL BASED ON ITM-301 AND ITM-302.

95
ITM-401: DATA WAREHOUSING AND DATA MINING
Objectives:
Helps in making business decisions, and to this end, it provides business intelligence to the
decision maker. And it is this analysis, which when performed on the warehouse database, help
companies get that edge over its competitors.
Course Contents
Introduction: The Evolution of Data Warehousing(The Historical Context), the Data Warehouse-
A Brief History, Today s Development Environment. Principles of Data Warehousing
(Architecture and Design Techniques): Types of Data and Their Uses, Conceptual Data
Architecture. Design Techniques, Introduction to the Logical Architecture.
Creating the Data Asset: Business Data Warehouse Design, Populating the Data Warehouse.
Unlocking the Data Asset for End Users (The Use of Business Information): Designing Business
Information Warehouse, Populating Business Information Warehouse, User Access to
Information, Information-Data in Context.
Data Mining
Introduction: Motivation, Importance, data mining, Kind of data, Functionalities, Interesting
Patterns, Classification of data mining systems, Major issues.
Data Warehouse and OLAP Technology for Data Mining: Data warehouse, operational database
systems and data warehouses, Architecture, Implementation, development of data cube
technology, data warehousing to data mining, Data warehouse usage.
Data Preparation: Preprocess, Data cleaning, Data integration and transformation, Data
reduction, Discrete and concept hierarchy generation.
Data Mining Primitives: Languages, and System Architecture, graphical user interfaces.
Concept Description: Characterization and Comparison, Data generalization and summarization-
based characterization, Analytical characterization: analysis of attribute relevance, Mining class
comparisons, Mining descriptive statistical measures in large database.
Mining Association Rules in Large Database: Mining single-dimensional Boolean association
rules from transaction database, Mining multidimensional association rules from database and
data warehouses, from association mining to correlation analysis, Constraint-based association
mining.
Classification and Prediction: Issues, Classification by decision tree induction, Bayesian

classification, Classification by back propagation. Classification based on concepts from
association rule mining. Other classification methods.
Suggested Reading
1. Barry Devlin; Data Ware House: From Architecture to Implementation, Addission

Weslay.
2. Alex Berson, Stephen Smith, Kurt Threarling; Building Data Mining Applications for
CRM, Tata McGraw Hill, New Delhi, 2000.
3. Alex Berson, Stephen Smith; Data Warehousing, Data Mining, and OLAP, Tata
McGraw Hill, New Delhi.
4. Michael J.A. Berry; Data Mining Techniques: For Marketing, Sales, and Customer
Support, Gordon Linoff/1997.
5. Han, Jiawei; Data mining: Concepts and techniques, Harcourt, New Delhi, 2001.
6. Pujari, Arun K.; Data Mining Techniques, Hyderabad University Press, 2001.
96
6. Michael J.A. Berry and Gordon Linoff; Mastering Data Mining: The Art and Science of
Customer Relationship Management, John Wiley, 2001.
97
ITM-402 eCRM
Objectives:
Customer Relationship Management (CRM), Generates competency in transforming
organisations into customer-centric enterprises. This course is intended to educate, at a high
level, about CRM, and eliminate some of the mystery around CRM.
Contents:
Introduction : Knowledge Management, e-Business, and CRM. The New Economy s New Face,
How We Got Here. The Long-Winded Road. The New-New Imperatives.
Understanding E-Business : CRM and KM, The New Digital Landscape, Getting Down to e-
Business, Customer Relationship Management, Knowledge Management, Knowledge-Enabled
Customer Relationship Management.
A Roadmap for Success : The Knowledge-Enabled Customer Relationship Management
Roadmap. Phase I : Evaluation and Strategic Alignment Phase II: Infrastructural Development
and Development Phase III : Leadership, Change Management, Measurement and Refinement.
Aligning Strategy and Technology Choices : Getting Past the Innovator s Dilemma. The KCRM
Strategic Framework. Analyzing the Business Environment. Understanding the Context
Strategic Technology.
Audit and Analysis : Why Audit Customer Knowledge? Initiating the Audit. Reference
Measures and Methodological Choices. The Audit Method. Documenting Customer Knowledge
Assets Using the Audit Results to Drive KCRM.
Building an Implementation Team: Tasks and Expertise, Team Composition. Leadership, Risk
Assessment and Common Pitfalls.
Blueprinting the Technology Infrastructure : Design Challenges. The Customer Lifecycle.

Customer Knowledge Management : Technology Framework. The KCRM Architecture.
Integration. Long-Term Considerations.
Results-Driven Development and Deployment : Hidden Costs and other Surprises. An overview
of Big-Bang, Systems Development Methods. Looking Beyond the Waterfall. Results Driven
Incremental.
Suggesting Readings
1. Alex Berson, Stephen Smith, Kurt Threarling; Building Data Mining Applications for
CRM, Tata McGraw Hill, New Delhi, 2000.
2. Michael J.A. Berry; Data Mining Techniques: For Marketing, Sales, and Customer
Support, Gordon Linoff/1997.
3. Michael J.A. Berry and Gordon Linoff; Mastering Data Mining: The Art and Science of
Customer Relationship Management, John Wiley, 2001.
ITM-403: PRACTICAL BASED ON ITM-401 AND ITM-402.

98
RURAL AND URBAN MANAGEMENT

RUM-301: CO-OPERATIVE MANAGEMENT
Objectives
The objective of the course is to expose the students to the functional problems of co-operative
organisations in view of the compulsions of technology and the changing market structure with
the globalisation of markets.
Course Contents
Co-operative Administration: A Global Perspective; the Co-operative Sector & Economic

Development; Cooperative Management: Nature & Functions; Professionalised Management
for cooperatives; Role of Leadership in Cooperative Management; Placement and the Role of
the Board of Directors in Cooperative Management; The State and the Cooperative Movement;
Effects of Cooperative Law on Management; Long Range Planning for Cooperative Expansion;
Policy Making; Executive Direction; Human Resource Management; Organisational Structure;
Project Formulation, Implementation and Evaluation; Financial Management; Marketing
Management; Procurement and Distribution Management; Coordination between Trading
Cooperative & Public Sector Trading Agencies: Problems & Prospects.
Suggested Readings
1. Ansari, A.A. "Cooperative Management Patterns", Anmol, Pub., Delhi, 1990.

2. Akmat, J.S., "New Dimensions of Cooperative Management. Himalaya Pub., House,
1978.
3. Goel, B.B. "Co-operative Management and Administration" Deep & Deep Pub., 1984.
4. Kamra, Pawan, Kr. "Co-operative Management" Deep & Deep Pub., 1987.
5. Sah, A.K. "Professional Management for the Cooperatives", Vikas Pub., House P. Ltd.,
1984.
6. Taimni, K.K., "Managing the cooperative enterprise ed., Minarva Associates P. Ltd.,
1978.
99
RUM-302: RURAL CREDIT AND FINANCE
Objectives
To provide a conceptual framework and understanding of financial management practices and

methods for rural development agencies.
Course Contents
Rural Indebtedness: Factors, Analysis and Implications: System of Rural and Agricultural
Credits in India: Short term, Medium term and Long term Credit Systems. Rural Credit:
Needs, Objectives, Sources (Institutional, Non-institutional) and Types. Role of Central, State
and Local Bodies. Role of Cooperatives and Commercial Banks. Integrated Agricultural Credit
Services. Multi agency approach to Rural Credit and Agricultural Finance. Structure and
responsibilities of Credit agencies, Loans Overdues and Recovery, Farm Credit and
Modernization: District and Block level Credit Planning: Refinance Guidelines, Terms and
Conditions: Credit Facilities and Support Services.
Suggested Readings
1. Ajit Singh, "Rural development and Banking in India theory and Practice", 1985 Deep &
Deep, New Delhi.
2. Dandekar, V M. "Financing Small and Marginal Farmers Through Co-operative Credit
Structure", 1976 Allied, Bomaby.
3. Desai, Vasant, "Rural Development: Organisation, and Management", vol-3, 1988.
Himalaya, Bombay.
4. Jain, S C. "Management in Agricultural Finance" 1970. Vora., Bombay.
5. Naiqu, L.K. "Bank Finance and Rural Development", 1986, Ashish, New Delhi.
6. Tokbi, M R. and Sharma, D.P. ed. "Rural Banking in India", 1975. Oxford, Delhi.
100
RUM-303: RURAL RESOURCES AND DEVELOPMENT
Objectives
To provide an in-depth understanding of the problems and processes of rural development,

ecology, resources and other major developmental issues.
Course Contents
Rural economy, Income, resource distribution and gaps: Rural ecology, Irrigation, Water supply
and habitation; Land holdings, assets distribution and Land reforms; Land Utilisation and
cropping patterns; Agricultural productivity: Technology inputs-Water, Electrification,
Fertilisers, Seeds, Implements, Plant protection and subsidies; Manpower: Employment,
Migration; Rural Women: Status, Role and participation; Forest Resources and Social Forestry:
Special area Development programmes; Wasteland development; Public and Extension
services.
Suggested Readings
1. Arora, R.C. "Integrated rural Development". 1979, S. Chand, New Delhi.

2. Bansil P.C. "Agricultural Statistics in India"., 1974, Arnold Heinemann, New Delhi.
3. Gupta, A. "Ecology and Development in the Third World"., 1988. Routledge, London.
4. Hanumantha Rao, C. "Agricultural Production Functions Costs and Returns in India",
1965, Asia, Delhi.
5. Joshi, P C. "Land Reforms in India", 1975, Institute of Economic Growth, Delhi.
6. Joshi, Ved. "Migrant. Labour and Related Issues." 1987. Oxford and IBH, New Delhi.
7. Khusro, A M. "The Economics of Land Reforms and Farm Size in India", Institute of
Economic Growth, Delhi.
101
RUM-304: RURAL INDUSTRIALIZATION
Objectives
To provide a comprehensive understanding of the linkages between Rural Industrialization,

Agro-based industries and Rural Development.
Course Contents
Rural-Urban organisational and Industrial patterns; Decentralised Industries: Small and

Medium Scale Industries; Choice of Rural, Agro based industries; Issues in the size and
Location of Industries; Appropriate technology and issues in the transfer of technology; Rural
labour employment and rural industries; Policy and Development of Cottage Industries;
Organisation and administration of KVIC: Promotional measures - Subsidies, Incentives and
financial input; Issues in product development, Pricing, Quality marketing and supporting
organisations; Role of Co-operatives, Financial institutions, Central, State and Local
Governments; Socio-economic impacts of rural industrialisation; Sectoral Systems Approach to
Rural Industrialization; Problems and Prospects of rural industrialisation.
Suggested Readings
1. Acharya, S S. and Agarwal, N L. "Agricultural Marketing in India", 1987, Oxford &

IBH, New Delhi.
2. Dasgupta, S. "Diffusion of Agricultural Innovation in Village India", 1989, John Wiley,
New York.
3. Desai, Vasant. "Rural Development" 1988, Himalaya, Bombay.
4. Dholakia, R.H. and lyenger 5. "Planning for Rural Development: Issues and Case
Studies". 1988, Himalaya, Bombay.
5. Hanumantha, rao, C.H., "Technology Change and Distribution of Gains in Indian
Agriculture", 1975, Macmillan, Delhi.
6. Papola, T.S. "Rural Industrialization", 1982, Himalaya, Bombay.
7. Thakur, S.Y., "Rural Industrialization in India: Strategy and approach", 1986. Sterling,
New Delhi.
102
RUM-305: PARTICIPATORY DEVELOPMENT IN RURAL AREAS
Objectives
To provide a comprehensive understanding of the Organisation, and Administration of Rual

institutions, Decentralisation, Participation in decision making processes and the Co-operatives.
Course Contents
Concepts of community development; Traditional Village Organisation and Rural Institutions;

Panchayati Raj/Local self Government; Organisation and Administration, Decision making
processes, Committees and recommendations; Rural development: Review of Five Year Plans.
Centre-State control; Agararian Reforms, Conflicts; Public Utilities and Access. Design and
Evaluation of Community Development Projects; Participation and Involvement. Co-operatives
Evolution, Development, Organisation, Administration; Role of State in Cooperatives
Development; Role of Financial Institutions; Role of NGOs in Participatory Development.
Suggested Readings
1. Desai, Vasant. "Rural Development", 1988. Himalaya, Bombay.

2. Kamat, G.S. "Managing Co-operative Mnagement", 1986, Himalaya, Bombay.
3. Laxami, T,K. and Naraya, B .K., "Rural Development in Idia: A Multidimesional
Analaysis"., 1984, Vikas, New Delhi.
4. Maddick, H. "Panchayati Raj: A Study of Rural Local Government in India", 1970,
Longaman, London.
5. Mathur, T. "Rural Development in India", 1984, Agricole, New Delhi.
6. Ommen, T.K. Social Transformation in Rural India: Moblization and State Intervention",
1984, Vikas, New Delhi.
7. UNAPEI, Local Level Planning and Rural Development. Alternative Strageties", 1986,
Concept, New Delhi.
103
RUM-306: RURAL AND AGRICULTURAL MARKETING
Objectives
The objective of the course is to explore the students to the rural market environment and the
emerging challenges in the globlisation of the economies.
Course Contents
Nature, characteristics and the potential of rural markets in India, Socia-cultural, economic &
other environmental factors affecting rural marketing. Attitudes and behaviour of the rural
consumers and farmers; Marketing of consumer durables and nondurable goods and services in
the rural markets with special reference to product planning, Media Planning, planning of
distribution channels and organising personal selling in rural markets in India. Marketing of
agricultural inputs with special reference to fertilizers, seeds and tractors: Organisation and
functions of agricultural marketing in India. Classification of agricultural products with
particular reference to seasonality and perishability. Marketing structure and performance.
Processing facilities for different agricultural products. Role of warehousing: Determination of
agricultural prices and marketing margins. Role of agricultural price commission. Role of
central and state governments. Institutions and organisations in agricultural marketing. Unique
features of commodity markets in India. Problems of agricultural marketing; Nature, scope and
role of co-operative marketing in India.
Suggested Readings
1. Arora, R C. Integrated Rural Development. 1979, Scharnd, New Delhi.

2. Desao. Vasat. Rural Development. 1988, Himalaya, Bomabay.
3. Mishar, S. N. Politics and Society in Rural India. 1980, Inter India, Delhi.
4. Porter, Michael, E. Competitive Strategy. 1980. Free Press, New York.
5. Rudra, Ashok. Indian Agricultural Economics. Myths and Realities. 1982. Allied, New
Delhi.
6. Stalk, George. Competing Against Time. 1990, Free Press, New Delhi.
104
RUM-401: WASTE LAND MANAGEMENT
Objective
The objective of the course is to familiarise the students with the issues concerning wasteland
and the optimal use of wastleland.
Course Contents
Identification of wasteland, Typology and distribution of wasteland, Factors affecting

wastelands, Spatial analysis of waste land, Spread of waste lands, Geomorphic processes and
hazards, Morphometry and terrain evaluation-Wasteland terrain evaluation, Wastelands capacity
classification, Reclamation of waste lands-remedies for reclamation of wasteland, Management
of waste land, Wasteland conservation and planning, Economics of wasteland, Reclamation,
Problems during development, Selection of crops, Package and of practices for fruits,
vegetables, ornamental plants and other trees of commercial value.
Suggested Readings
1. Anil Kumar and R.N., Pandey: Waste land Management in India, Ashish Publishing
House, New Delhi, 1989.
2. Hridai Ram Yadav, Genesis and Utilisation of Waste Lands - A Case Study of Sultanpur
District. Concept Publishing Co., New Delhi, 1986.
3. Sharma, V.K., Waste Land, Horticulture, A.P.H. Pub., Corporation, New Delhi, 1997.
105
RUM-402: URBANISATION IN INDIA
Objectives
To provide a comprehensive understanding of the problems associated with the processes of

Urbanisation and Industrialization in India.
Course Contents
The Dimensions and processes of Urbanisation; Features of Urban economy; Industrialization

and Urban Growth; Socio-economics implications; Urbanisation trends in India; Regional
disparities: Growth of Urban settlements; Distribution patterns; Problems of Housing and space;
Slums and Unauthorised settlements: Urban land policy and utilisation. Urban employment and
the Informal sector: City-hinteriana relationships; Rural-Urban continuum: Migration:
Infrastructural and service needs.
Suggested Reading
1. Abdul Aziz. "Urban Poor and Urban Informal Sector", 1984. Ashish, N.Delhi.
2. Bose, Ashish, "Indian Urbanisation, 1901-2001, 2nd ed. 1980,
3. DeSouza, A. "Urban Growth and Urban Planning: Political Context of Peoples'
Priorities". 1983. Indian Statistical Institute, N. Delhi.
4. Dube, K. and Singh, A.K. ed., "Urban Environment in India", 1978, Abbinay, New
Delhi.
5. Ghosh, P.K. ed. "Urban Development in the Third World", 1984. Green-wood, west,
Port.
6. Palankikr, P.G., "Urban Mobility in the Developing Countries, 1978. Popular, Bombay.
7. Satyaraj, R. "Urban Unoranised Sector in India", 1989, Mittal Publishing, New Delhi.
106
RUM-403: URBAN ORGANISATION AND MANAGEMENT
Objectives
To review the functions of the Urban Institutions, organisation, and administration and the role
of the local government in the management of Urban community development services.
Course Contents
Urban community development: Concepts and strategies; Municipal and Urban administration:
Evolution, functions, finances, personnel: Urban and Metropolitan growth: Central, State and
Local organisations. functions and systems in India; Public utilities and services, Water Supply,
Transport, Energy, Housing, Health Sanitation and Social welfare, Employment, Unorganised
labour, Customer and commercial services, Law and Order, and other social services / utilities.
Organisation and administration of public utilities - in Slums / Unauthorised settlements.
Applied Urban analysis: Land Policy, settlement control, tenant and rent control. Financing of
public utilities and control.
Suggested Readings
1. Bahl, Roy ed. Urban Government Finance: Emerging Trends. 1981, Sage, Baverly Hills.
2. Bent, Alan E and Rossum, Ralph A. Urban Administration: Management, Politics and
Chance. 1976, National University, Press.
3. Bertuglia, C C etc. ed. urban Systems: Contemporary Approaches to Modeling. 1987,
Croom Heim, London.
4. Bhattachary, M., Management of Urban Government in India. 1976, Uppal Books, New
Delhi.
5. Cullen, Ian. Applied Urban Analysis: A Critique and Synthesis. 1984, Methuen,
London.
6. Datta, A., Urban Government Finance and Development. 1970, World Press, Calcutta.
7. Gupta, R.P., Planning and Development of Towns. 1983, Oxford and OBH, New Delhi.
107
RUM-404: URBAN PLANNING AND STRATEGIES FOR DEVELOPMENT
Objectives
To provide comprehensive knowledge on methodologies and techniques of Urban Planning and

Management Strategies.
Course Contents
Urban policies in Indian cities: Urban planning in India: Review and analysis: Multi criterion
evaluation of Urban planning: Urban programme; The Master Plans: Housing and resettlements:
Public infrastructure planning and management: Need assessment and access: Community
participation in planning and development of sites and services projects: Spatial, Locational
analysis and distribution strategies.
Suggested Readings
1. Bourne, L.A. ed Urbanisationa and Settlement Systems: International Perspective., 1984,

Oxford University Press, Oxford.
2. Foot, David. Operational Urban Models: All Introduction. 1981.
3. Goldstein, S and Sly, D F. ed. Measurement of Urbanisation, and Projection of Urban
Population. 1985, International Union for the Scientific Study of Population.
4. India, Ministry of Works and Housing, Town and Country Planning Organisation.
Towards, Human Settlement Policy in India, 2001 A.D. 1978, New Delhi.
5. Kruechber, D A and Silvers, A L. "Urban Planning and Analysis: Methods and Models".
1974, John Wiley, New York.
6. Lee, C. "Model in Planning: An Introduction to the Use of Quantitative Models in
Planning", 1974. Pergamon Press, Oxford.
7. Masser, Ian. "Evaluating Urban Planning Effort: Approaches to Policy Analysi", 1983,
Gower, Hampshire.
108
RUM-405: URBAN DEVELOPMENT AND REGIONAL PLANNING
Objectives
To provide a comprehensive understanding of the importance of regional planning and micro

level planning in Urbanisation and Urban development.
Course Contents
Regional disparities-Urbanisation: Indices and structural characteristics: Systems Approach to

Regional Urbanisation: Role of small towns and Institutions in Urbanisation: Micro level
planning: Concepts, Strategies and Factors: Regional planning strategies: Information needs,
networking: Generation and Utilisation for planning, evaluating and monitoring.
Suggested Readings
1. Clavel, P. Urban and Regional Planning in an Age of Austerity, Pergamon Press, New
York.
2. India, Ministry of Works and Housing, Report of the task Force on Planning and
Development of Small and Medium Towns and Cities, V.1 1977, New Delhi.
3. Mandal, R S and Peter G S ed. Urbanisation and Regional Development. 1982, Concept,
New Delhi.
4. Shukla, V. Urban Development and Regional Policy in India: an Iconometric Analysis.
1988, Himalaya, Bombay.
5. United Nations. Department of International Economics and Social Affairs. Patterns of
Urban and Rural Population Growth. 1980, New York.
6. Wishwa Karma, R K. Urban and Regional Planning Policy in India, 1981, Uppal Books,
New Delhi.
109
RUM-406: MANAGEMENT OF TELECOMMUNICATION SYSTEMS
Objectives
The objective of this course is to facilitate the understanding about the role of
telecommunications and its management in India.
Course Contents
Role of Telecommunications: Effect of technology and scale on cost of service, Organisation,

management and financing in Telecommunications; Global and domestic competition in
Telecommunication; Telephone access and use; characterstics of telephone subscribers, use of
business and residential telephones, use of public call office telephones, Telecommunication
tariff policy, Mobilising resources for expansion, Impact of Telecommunications on rural
development, organisational studies on BEL, C-DOT, and Telecom Commission. Cell, Phones.
Suggested Readings
1. Dickenson, C.R. "Telecommunications in Developing Countries : The Relation to the

Economy and the Soeiety", 1978 (Report No. PUN 32B), World Bank, Washington DC.
2. India, Ministry of Communications. Posts and Telegraph Board, Economics Study Cell.
Cost Return Analysis and Economics of Scale in Telephone Network Expansion in India.
1980, New Delhi.
3. India's Rural Telephone Network., 1981, New Delhi.
4. International Telecommunication Union. "Economic Studies at National level in field of
Telecommunications" 1968, Geneva.
5. Uaunders, R.J. Warford J J. and Wellenius B. Telecommunication and Economic
Development. 1983, World Bank, Washington DC.
6. Wasserman, Neil. From Invention to Innovation: Long Distance Telephone Transmission
at the turn of the century. 1985. John Hopkins University Press, Baltimore.
RUM-407 Non Government Organizations and Voluntary Agencies

110
PUBLIC SYSTEM MANAGEMENT

PSM-301: PUBLIC ENTERPRISE MANAGEMENT
Objectives
The objective of this course is to expose the students to the managerial aspects of public
enterprise and to help them to understand the working of these enterprises and to measure and
evaluate their performance and efficiency.
Course Contents
Genesis, Rationale and Objectives and Roles of Public Enterprise, Organizational Forms and
Working of the Board of Management, Public Enterprise Policy and Reform Measures,
Institutional Arrangement for Designing and Implementing Memorandum of Understanding
(MoU); Project Management methodologies in Public Enterprises; Problems with Regard to
Choice, Transfer and Management of Technologies in Public Enterprises; Pricing Policy and
Price Controls in Developing Countries, Marketing Problems of Public Enterprises; The
Concept of Administered Prices; Institutional Mechanism for Price Fixation Process: Budgetary
Techniques and Financial Control System in Public Enterprises; Expenditure Control, Zero Base
Budgeting and Performance Budgeting; Personnel Administration in India; Training and
Development Facilities; Problems of Job Satisfaction, Absenteeism, System of Reward and
Punishment; Stress and Executive Behaviour, Problems of Industrial Relations and Trade
Unionism in Public Enterprises; Problems of Evaluation of Performance Autonomy vs.
Accountability in Public Enterprises; Human Resource Development in Public Enterprises.
Suggested Readings
1. Bhattacharya C C. Public Sector Enterprises in India. Allahabad, Kitab Mahal, 1990.

2. Bureau of Public Enterprises. Public Enterprises Survey, 1994-95, New Delhi, 1996.
3. Khandwall, Pradip N. Excellent Management in the Public Sector: Cases and Models.
New Delhi, Vision Books, 1990.
4. Laxmi Narain. Principles and Practices of Public Enterprise Management. Delhi, Sultan
Chand , 1991.
5. Mishra, R.K. and Ravishnker, O S. Current Perspectives in Public Enterprises, Delhi,
Ajanta, 1985.
6. Niga, Raj K. Towards a Viable and Vibrant Public Sector in India. New Delhi,
Documentation Center for Corporate and Business Policy Research, 1986.
7. Patil, S.M. and Nigam R.K. We and the Public Sector, Documentation Center for
Corporate and Business Policy Research. New Delhi.
111
PSM-302: FINANCIAL MANAGEMENT IN PUBLIC SYSTEMS
Objectives
The basic objective of this Course is to appraise the students about the Financing and Investment
decision-making process in Public Systems organisations.
Course Contents
Finance functions in Public enterprises; Role of Financial Adviser, Major sources of Finance of
Public enterprises; Capital markets for raising funds, Government grants and subsidies, Public
deposits; Cost control, Profit Planning and executions; Capital Structure, Investment decisions in
Public enterprises; Problems of Pricing; identifying and solving Financial problems of Non-
Profit organisations with attention to funds, accounting, budgeting and control, Investment
decision-making when market valuation cannot be used as a criterion; Sources of funds for non-
profit organisations.
Suggested Readings
1. Glynn J J. Value for Auditing in Public Sector. 1985., Prentice Hall, Englewood Cliffs,
N.J.
2. Gross, M J and Warshayer, W. Financial and Accounting Guide for Non Profit
Organisation. 3rd ed., 1979. ronal Press, New York.
3. Gupta, G.S. Budgetary Control in Electricity Undertaking. 1984, National, New Delhi,
4. Henke, Emerson O. Accounting for Non Profit Organisations. 2nd ed. 1977.
Wordsworth, Belmont (California).
5. Livingstone, J L. and Gunn, S.C. Accounting for social Goals: Budgeting and Analysis
of Nonmarket Projects. 1974. Harper and Row, New York.
6. Lynn, ES and Freeman, Robert F Fund. Accounting Theory and Practice. 1974, Prentice
Hall, Englewood Cliffs, N.J.
7. Ramanathan, V.V. ed. Financial Organisations in Public Enterprises.1983. Institute of
Public Administration, Hyderabad.
112
PSM-303: DEVELOPMENT ADMINISTRATION
Objectives
The basic objective of this course is to examine the functioning of the administrative system in
India, to identify its structural and peripheral deficiencies so as to streamline its functioning.
Course Contents
Public Service Orientation: Issues and Dilemmas; Ethics and public service; Neutrality,
Responsibility and Morality; Deficiencies in the functioning of Administrative services in India;
Reforms in terms of structure procedure and personnel; District Administration: Inter-
Organisational Relations between different government agencies functioning at the district level,
the role of the District Magistrate; Village Administration: Evolution of village administration in
India; The changing structure of public administration in different countries like Japn, Australia,
Chaina, United States, India etc.; Training and Professionalisation in different services;
Innovative and performance oriented work culture, Relation of an environment for Excellence;
New administrative reforms measures; Performance and Accountability in Public Services;
Zero-base budgeting; Productivity in government Organisations; The role of the Cabinet
Secretariat in Development Administration.
Suggested Readings
1. Chatuverdi, T.N. (ed.), Training in Public Administration: The changing perspectives;

1989. The Indian Institute of Public Administration, New Delhi.
2. Misra, R R (ed.) District Planning, 1990; Concept, New Delhi.
3. Ramchandran, Padma and Oommen MA (ed.) Some Issues in Development
Administration. 1987, Oxford & IBH, New Delhi.
4. Sharma, R D. ed. District Administration in India - Problems and Prospects. 1990, Deep
and Deep, Delhi.
5. Singh, R.Y. and Singh A.K. ed. Planning in Integrated Rural Environment. 1988. Deep
and Deep, New Delhi.
6. Vepa, Rani, K. Change and Challenge in Indian Administration. 1978, Manohar, New
Delhi.
7. Vijay, C.M. Rural Development Administration in India, 1989, Akashdeep, Delhi.
113
PSM-304: MARKETING OF SOCIAL SERVICES
Objectives
The course is designed to give an opportunity to acquire knowledge about the application of
Marketing tool and techniques in the marketing socially desirable courses specially in the
context of developing countries like India.
Course Contents
Relevance of social services in a developing economy; applications of marketing in social, e.g.

health and family welfare, adult literacy programme, environment protection, social forestry,
etc.; socio-economic-cultural influences on benficiary system; organising for marketing social
services; beneficiary research and measurement of their perceptions and attitudes; planning and
implementation of mass campaigns; beneficiary contact programme; use of print and electronic
media in mass communication; diffusion of innovative ideas; geographical expansion strategies
in mass contact programme; review and monitoring of marketing strategies of socially relevant
programmes.
Suggested Readings
1. Besty, D Gel and Ben, M. Marketing is Everybody's Business 1972, Goodyear, Santa
Monica (California).
2. Gather, A and Warren, M.D. Management and Health Services, 1977. Pergamon, Press,
Oxford.
3. Hyenion, K.E. Ecological Marketing, 1976. Columbus, Ohio.
4. Jena B and Pati R. Health and Family Services in India, 1986. Ashish, New Delhi.
5. Kotler, Philip and Roberto, Eduado L. Social Marketing: Strategies for Changing Public
Behaviour, 1989. Free Press, New York.
6. Maitra, T. Public Services in India, 1985. Mittal, New Delhi.
7. Pena, J.J. and Posen B. ed. Hospital Quality Assurance, 1984, Aspen, Maryiand.
114
PAM-305: PLANNING AND MANAGEMENT OF EDUCATION SYSTEMS
Objectives
To equip the students to apply the knowledge of management to education systems and to
familiarise them with education systems in India.
Course Contents
Education as Development Priority: Education and Economic growth: International

Comparisons; Strategies of Development of Education Systems; Concept of Investment in Man;
Relationship between Education and Earning; Strategies of Planning of Education Systems; Cost
Benefit analysis of Education Systems; Understanding of Education systems as Organisations.
Personnel and Administrative Problems of Education Systems; Financing of Education Systems;
Systems of Education in India: Formal, Informal, Primary, Secondary and Higher Education;
Policies of Development of Education in India since Independence; Hierarchy in the System of
Education and its implications; The New Education Policy.
Suggested Readings
1. Bowman, M.J. ed. al. Readings in Economics of Education. 1968, UNESCO, Paris.
2. Gray, H.L. PD. The Management of Education Institutions: Theory and Practice, 1982,
Falffier Press, Sussex (U.K.).
3. Harbinson, F. and Myers, Charles A. Education Manpower and Economic Growth:
Strategy of Human Resources Development. 1970, Oxford & IBH, New Delhi.
4. Harbinson F. and Myers, Charies, A. Manpower and Education: Country Studies in
Economic Development. 1965. McGraw Hill, New York.
5. Schultz, T.W. Investment in Education: the Equity, Efficiency and Quandary. 1972.
University of Chicago Press, Chicago.
6. Tilak, J B G. The Economic of Inequality in Education. 1987, Sage, New Delhi.
115
PSM-306: MANPOWER POLICY AND PLANNING FOR PUBLIC SYSTEMS
Objectives
To impart knowledge on the scientific approaches to the manpower planning at the macro as
well as micro levels.
Course Contents
Manpower policy: Macro, Micro approaches - Socio-Economic implications: Manpower

Planning: Goals and objectives; Stages and approaches. Techniques for Macro level Manpower
Planning: Manpower audit, Labour Market, Manpower information. Data requirements and
accuracy of Forecasting: Forecasting the demand and Supply requirements: Employment
planning: Monitoring and Implementation: Institutional Machinery for Manpower Planning and
Employment - Sectoral Manpower Planning: Education and Training: Technology,
Environment and Manpower planning: Planning the employment of the disadvantaged.
Suggested Readings
1. Aggarwal, S.P. Manpower Demand, Concepts & Methodology, 1970, Meenakshi, Delhi.
2. Aggarwal, S.P. Manpower Supply. 1969, Delhi, Meenakshi, Prakashan, Delhi.
3. Amjad, Rashided. Human Resource Planning: The Asian Experience. 1987. ILO, New
Delhi.
4. Barthalomew, D. J. Manpower and Management Science, 1970, The English University
Press, London.
5. Blaug, M. and Ahmed, B. Manpower Forecasting: Select Case Studies. 1973. Jossey
Bass, San Francisco.
6. Casson, J and Bannison, M. Manpower Planning Handbook. McGraw Hill, London,
1984.
7. Gautam, Vinayshil. Comparative Manpower Planning Practices: Select Indian
Experiences; 1986, Vikas, New Delhi.
116
PSM-401: ENERGY MANAGEMENT
Objectives
This course would equip the students with knowledge and skills needed in managing energy
crisis, developing non-conventional sources of energy and using conservation and conversion
technologies for organisational use at a macro level. Techno-economic aspects of various
operating decisions taken by organisations and policy decisions fixed by the Government are to
be reviewed.
Course Contents
Organisation for Energy Management: Goal setting in Energy Management; Energy crisis,
energy use Patterns and scope for Conservation; Energy Audit, Energy Pricing, Review of and
conversion technologies; Incentives for conservation in thermal and electrical Systems in the
organisation; Non conventional sources of energy; Utilisation of solar energy; Biomass as a
source of energy; The option of Nuclear energy in the developing countries.
Suggested Readings
1. Donglass, C. Energy Technogy Handbook. McGraw Hill, New York, 1977.

2. Ghosh, P K. and Gupta, G S. Cost of Power Generation, Transmission and Distribution.
National, New Delhi.
3. Kreith, F. and Kreide, J.F. Principles of Solar Engineering, N.Y. McGraw Hill, 1978.
4. Penner, S S. and Learman, L. Energy: Non Nuclear Technology, Vol.II. Addison
Wesley, New York, 1975.
5. Prakash, I K. Energy Systems and Development. Oxford University Press, New Delhi.
1980.
6. Thorndike, E H. Energy and Environment. Addison Wesley, New York, 1976.
7. Venkateshwaralu, D. Chemical Technology, 1, Chapter. 9-10. Indian Institute of
Technology, Madras, 1975.
117
PSM-402: HOTEL MANAGEMENT
Objectives
The basic objective of this Course is to acquaint the students with the working of the hospitality
industry.
Course Contents
Hotel Industry- Introduction and evolution - classification of hotels - types of accommodation -

Intermediary accommodation and grouping of accommodation; Development of Hotel Industry
in India - Industry defined - Early history of Hotel Management - Hotel Industry Vs Tourism
Industry: Characteristics of Hotels - Activities of Hotels - Accommodation Management - Front
office - House keeping - Bar and Restaurant - Supporting services - Working of Hotels -
Maintenance of equipments - Maintenance of accounts. Room occupancy rate management -
estimation of demand, seasonal pattern of guest occupancy - Factors affecting the determination
of room rates during season and off season; Marketing functions and its relevance to the hotel
industry - sales - purchasing - storage systems - inventory levels - Licences - permission from
statutory authorities - labour department - city corporation - police - state excise - customs -
department of tourism - employee state insurance - food and beverage services - problems and
prospects of Hotel Industry.
Suggested Readings
1. Anand, M.M. Tourism and Hotel Management in India, Prentice-Hall, Delhi, 1976.
2. Doswell, Roger Approach to Hotel Planning, New University Education, London, 1970.
3. Medlik, S. The British Hotel and Catering Industry, Sir Issac Pitman and Sons Ltd.,
London, 1961.
4. Negi, Jagmohan, Hotel for Tourism Development. Metropolitan Books, Delhi, 1983.
5. Paige, G. and D.K. Paige The Hotel Receptionist, Cassell, London, 1979.
6. Sutton, Donald F. Financial Management in Hotel and Catering Operation, Heinemann,
1979.
118
PSM-403: TOURISM MANAGEMENT
Objectives
The basic objective of this course is to acquaint the students with the tourism.
Course Contents
Definition of Tourism and the need for Tourism - The birth, growth and development of
Tourism - Factors influencing growth of Tourism - Tourism in India and abroad; Tourism
Planning - Need for planning - Government's Role in planning - Tourism under Five Year Plans;
Tourism and culture: Tourism and people -Tourism and economic development - Tourism and
growth of related industries - Tourism and employment - Tourism and related developments
such as social, political, educational etc., Tourism marketing: Concepts and importance -
Marketing functions in Tourism - Tourism marketing mix; Tourism pricing: Methods of pricing
- Tourism promotion Advertising costs - Steps in planning an advertising campaign - Tourist
publicity; Tourism and Government administrative systems: Ministry of Tourism - Department
of Tourism - Indian Tourism Development Corporation - World Tourism Organisation- Travel
agents in India.
Suggested Readings
1. Elliot, James Tourism, Routledge, London, 1997.

2. Hall, Derak R. (ed.) Tourism and Economic Development, Belhaven Press, London,
1991.
3. Mazanec, Josef A. (ed.), International City Tourism, Pinter, London, 1997.
4. Lea, J. Tourism and Development in the Third World, Routledge, London, 1988.
5. Mowforth, Martin and Ian Munt Tourism and Sustainability, Routledge, London, 1988.
119
PSM-404: WATER RESOURCE MANAGEMENT
Objectives
This course focuses on the effective water resources planning, development and utilisation. The
economic aspects of development planning related to water resources are to be emphasised. It
also aims to acquaint the students to the problem solving aspects of conservation of water
resources, water crisis and latest scientific techniques for tapping water resources.
Course Contents
Objectives and organisation of water resource Management; Optimisation techniques for water
resources projects; Scientific utilisation of Agriculture water; Irrigation projects; Treatment of
waste water, recycling, and implementation; Remote sensing in water resources evaluation;
Water crisis management floods and droughts; Water harvesting; Problems relating to supply
and timely use of water in cities and towns.
Suggested Readings
1. Arthur, Mass. Design of Water Resource Systems. Macmillan, New York, 1962.
2. Chaturvedi, M.C. and Rogers P. Water Resources Systems Planning: Some Case Studies
for India. Indian Academy of Sciences, Bangalore, 1995.
3. Campbell, T H and Sylvester, R D. Water Resource Management and Public Policy.
Univ. of Washington Press, Washington, 1968.
4. Goodmad, a.S. Principles of Water Resources Planning. Prentice Hall, Engle Wood
Cliffs, N.J., 1984.
5. Hali, Y.M. Water Resources Systems Engineering. McGraw Hill, New York, 1970.
6. Institution of Engineers, Roorkee. Proceeding of the Seminar on Irrigation Water
Management, 1985.
7. Nobe, Kenneth and Sampat, R.L. Irrigation Management in Development Countries.
West View Press, Calarado, 1986.
120
PSM-405: MARKETING FOR NON-PROFIT ORGANIZATIONS
Objectives
This course is designed to acquaint students with the application of Marketing Principles, Tools
and Techniques in the Non-Profit organisations specifically in the context of developing
countries like India.
Course Contents
Scope and Applications of Marketing in the Context of Non-Profit Organisation; Non-profit

Institutions in Indian Market Context e.g. Police, Public Service, Hospitals etc; Setting
Marketing Objectives; Analyzing Socio-cultural Environment Affecting Non-profit
Oraganisations; Analyzing Beneficiary Behaviour; Market Segmentation and Customer
Targeting: Planning of Marketing Strategy in a Non-profit Organisations; Concept of Product
Service Life Cycle; Marker Segmentation and Related Issues; Elements of Marketing Mix;
Product and Service Decisions; Pricing Decisions; Distribution and Delivery Strategy;
Promotional and Public Relations Strategy; Role of Institutional Image; Monitoring and Review
of Marketing Programme.
Suggested Readings
1. Kotler, Philip and Andreasen Alan R. Strategic Marketing for non-profit organisations.
2. Kotler, Philip and Roberto, Eduardo L. Social Marketing. New York, The Free Press,
1989.
3. Kotler, Philip, etc.,. Cases and Readings for Marketing for Non-profit organizations.
4. Lauffer, Armand, Strategic Marketing for Non-for-profit organisations. New York, Free
Press, 1984.
121
PSM-406: MANAGEMENT CONTROL IN NON-PROFIT ORANISATIONS
Objectives
The main objective of the course is to appraise the students the concepts of management control
and the mechanism of management control in non-profit organisations. Efforts would also be
made to provide deeper understanding and systematic analysis of the implementation of
management control in non-profit organisations.
Course Contents
Management Control in General: Management control systems-Nature, Structure and processes;

Characteristics of Non-profit organisations; The Management - control process - programming,
Budgeting, Operating and measurement. Reporting and analysis; The control structure - The
responsibility structure financial reporting in non-profit organisations - fund accounting, Capital
funds expenditure reporting, budgetary accounting, Measurement on revenue and expenses -
Operating Capital maintenance, full costs versus direct cost, Controllable and uncontrollable
costs; Output measurements - measurement categories, selection of output measures, strategic
planning and management control; programming - nature, programming and budgeting,
Technical analysis quantifying the value of human beings, risk and inflation, Budget preparation
approach to budgeting; Pricing mechanism, control of operations; Monitoring and evaluation of
performance.
Suggested Readings
1. Anthony, R.N. Planning and Control Systems: A Framework for Analysis. Harvard
University Division of Research, Boston.
2. Anthony, R.N. and Herzlinger, R.E. Management Control in Non-profit Organisations.
1980, Richard D. Irwin, Homewood (Illinois).
3. Bowen, Howard R. Evaluating Institutions for Accountability. 1974, Jossey Bass, San
Fransisco.
4. Glynn, J.J. Value for Money Auditing in Public Sector. 1985, Prefitice Hall, London.
5. Gross, M.J. and Warshover, W. Financial and Accounting Guide for Non Profit
Organisations. 3rd ed., 1979.
6. Gupta, G.S. Budgetary Control in Electricity Undertaking. 1984, National, New Delhi.
7. Hary, Loon B. Government Accounting. 1980, Richard, D. Irwin, Homewood, (Illinois).
122
PSM-407: MANAGEMENT OF TELECOMMUNICATION SYSTEMS
Objectives
The objective of this course is to facilitate the understanding about the role of
telecommunications and its management in India.
Course Contents
Role of Telecommunications; Effects of technology and scale on cost of service, Organisation

management and financing in Telecommunications; Global and domestic competition in
Telecommunication; telephone access and use; characteristics of telephone subscribers, use of
business and residential telephones, use of public call office telephones, Telecommunications
tariff policy, Mobilising resources for expansion, Impact of Telecommunications on rural
development, organisational studies on BEL, C-DOT, and Telecom Commission.
Suggested Readings
1. Dickension, C.R. Telecommunications in Developing Countries: The Relation to the

Economy and the Society. 1978 (Report NO. PUN. 32B). World Bank, Washington DC.
2. India, Ministry of Communications. Posts and Telegraph Board, Economics Study Cell.
Cost Return Analysis and Economics of Scale in Telephone Network Expansion in India.
1980, New Delhi.
3. India's Rural Telephone Network. 1981, New Delhi.
4. International Telecommunication Union. Economic Studies at National level in field of
Telecommunications. 1968, Geneva.
5. Saunders, R.J. Warford J.J. and Wellenius B. Telecommunication @ and Economic
Development. 1983, World Bank, Washington DC.
6. Wasserman, Neil. From Invention to Innovation: Long Distance Telephone Transmission
at the turn of the centry. 1985, John Hopkins University Press, Baltimore.
123
HEALTH CARE ADMINISTRATION

HCA-301: COMMUNITY HEALTH, EPIDIMEOLOGY AND POPULATION
MANAGEMENT
Objectives
To impart knowledge on the concepts of community health, community participation, Vital

health indicators and demographic data and the uses of these Health Information for a better
approach to policy making and planning in the health sector.
Course Contents
Meaning and scope of epidemeology: Models and factors associated with health and diseases:
Health statistics and health indicator: Morbidity, Mortality: Data sources, collection, analysis
and uses; Health Information System: Use of Computers; Primary health care and community
participation; Organisational aspects of community health: Clinical care; Physical aspects of
community health; Psychological aspects of community health; Special aspects of community
health; Drugs, Alocholism etc.; Preventive and promotive health care; Population policy,
Planning and management.
Suggested Readings
1. Abelin, T. Brzenski, Z J and Carstairs. V.D. "Measurement in Health Promotion and

Protection" 19987, WHO, Copenhegan.
2. Alderson, M. An Introduction to Epidemeology. 2nd ed. 19986. Times Mirror Mosby, St.
Luios.
3. Green, LW and Anderson, CL. "Community Health" 5th ed. 1986. Time Mirror Mosby,
St. Luios.
4. Hill, A.B. "A short textbooks of Medical Statistics". 1984. UNI Books.
5. Jolly, K.G. "Family Planning in India 1969-84: A District Level Study". 1986.
Hindustan, Delhi.
6. McGarthy, Mark. "Epidemiology and Policies for Health Planning" , 1983.
7. Pollard, A.H. etc. "Demographic Techniques". 1981, Pergamon, Oxford.
124
HCA-302: HEALTH CARE AND SOCIAL POLICY
Objectives
Designed to impart knowledge on the a) Health and Social welfare policies, b) Factors related to
health policy formulation. c) Tools of analysis needed for the study of health policies d) The
dynamics of policy making.
Coourse Contents
Social Welfare, Social policy, Health care and Social development; Public and Social policy:
Approaches to analysis, resources, Structure and Organisations; Factors in Social Policy;
Situational, Structural, Ideological and Environmental; Health Policy formulation: Factors,
determinants and other sectoral issues; National Health Policy: Review of different committees;
Distribution of health services in India: Disparities; Health Policy: Input, Output and
Performance; Role of Private and Voluntary Groups; Role of national and international
agencies; Health and Social Policy: International Perspective; Health policy the disadvantaged.
Suggested Readings
1. Chatterice, Meera. Implementing Health Policy, 1988, Manohar, New Delhi.

2. Christianson, J.B. and Mamor, T.R. Health Care Policy: A political Economy Approach,
1982 Sage, London.
3. Djunkanovic, V and Mach, E.P. ed Alternative Approaches to Meeting Basic
Health Needs in Developing Countries, 1975, W.H.O., Geneva.
4. Lee, Kenneth and Mills. Anne. Policy making and Planning in Health Sector, 1987,
Oxford University Press, Oxford.
5. Leicter, HM. A comparative approach to Policy Analysis: Health Care Policies in Four
Nations. 1979 Cambridge University Press, Cambridge.
6. Parsten. G. Planners. Politics and Health Services, 1980, Croom Helm, London.
7. Roemer, M.I. Comparative National Policies on Health Care. 1977, Mareel Dekker, New
York.
125
HCA-303 HEALTH SYSTEMS MANAGEMENT
Objectives
The course is designed to appraise the students on the uses of systems management concepts for
the purpose of efficient health sector decision-making, control and evaluation.
Course Contents
Systems analysis and systems dynamics in health care; Health systems: Characteristics, Planning
methodologies, Goals and functions; Strategic management in health care; Quantitative
foundations of health services management; Health Systems research: Uses and applications;
Evaluation methodologies for monitoring the performance and needs in health services.
Operational planning and management issues in health care; Health care decision making for
mega problems: Approaches; Contemporary trends in health care; Health Manpower policy,
Planning and Management; Project Management in Health Care.
Suggested Readings
1. Ferrer, H.P. ed. The Health Services Administration Research and Management, 1972,
Butterworths, London.
2. Hodgetts R M and Cascio, D.M. Modern Health Care Administration, 1983 Academic
Press, New York.
3. Hornby, P. etc. Guidelines for Health Manpower Planning, 1981, WHO, Geneva.
4. Hyman, Herbert H. Health Planning: A systems Approach, 2nd ed. 1982, Aspen,
Rockville.
5. Indian Council of Medical Research, National Conference on Evaluation of Primary
Health Care Programmes, 1980, ICMR, New Delhi.
6. Ramaiah, J.J. Health Programme Management Through PERT, 1979, Abhinav, New
Delhi.
7. Wortman, P.M. ed. Methods for Evaluating Health Services, 1981, Sage, London.
126
HCA-304: HEALTH CARE ECONOMICS AND FINANCE
Objectives
Designed to explore the range of financing and economic techniques which can be used to aid a
resource decision making and resource allocation in the health sector.
Course Contents
Assessment of causes of poor health in the developing countries; Health services, economic
development and national development planning; Economic appraisal of health service: Needs
vs Demand vs Supply model; Health sector financing and expenditure surveys; Primary care:
Costs, resource availability and allocation; Methods and models in the analysis and evaluation of
health sector financing; Financial management in health services: Budgeting, control, pricing
and efficiency; Economics Non-Governmental health care; Economics of various National,
health programmes.
Suggested Readings
1. Carrin, G. Economic Evaluation of Health in Developing Countries, 1983 Oxford

University Press, New York.
2. Cleverley, W.D. ed. Financial Management of Health Care Facilities, 1976, Aspen,
Maryland.
3. Conyers. D and Hills, P. An Introduction to Development Planning in the Third World,
1984. John Wiley, New York.
4. Drummond, M.F. Principles of Economics Appraisal in Health Care, 1985. Oxford
University Press, New York.
5. Ferror, H.P. ed. Health Services: Administration, Research and Management, 1972.
Butterworths, London.
6. Ferrnati, D. Strategies for paying for for Health Services in Developing Countries, 1984,
World Bank, Washington D.C.
7. Fieldstein, P.J. Health Care Economics, 1979, John Wiley, New York.
127
HCA-401: ENVIRONMENTAL HEALTH MANAGEMENT AND SAFTEY

PLANNING
Objectives
The aim of this paper is to expose the students about the possible health hazards faced in the
health care delivery process through the waste generated. It talks about the environmental health
and safety management leading to quality health.
Course Contents
Concepts of Health Care Planning, Health Expenditure, Hospitals as a Health care Delivery
system; Management of Health Care Systems: Dimensions of Health Care Management;
Management of Quality; Concepts of Environmental Health Care; Microbiological
considerations; Laundries, CSSD, Insect, Rodent Control, Emergency and Disaster Planning;
Safety Management; Patients and Personnel Safety, Fire Safety, General Sanitation; Hazardous
Waste Management; Solid Waste Handling & Disposal; Liquid Waste Handling, Collection &
Disposal; Water Treatment and Distribution, Planning and Organising for Safety and Waste
Management; Legal and Social Aspects of Waste Management; Trends and Practices;
Management of Costs; Health care Budgeting; Cost Containment; Management of Conflicts;
Organising for better Health Care Management; Collective Employee Participation; Bargaining;
Rewards and Punishments.
Suggested Readings
1. Ferry, Ted Safety & Health Management Planning. Van Nostrand Reinhold, ` New
York, 1990.
2. Bond, Richard G. G.S. Michaelsen and Roger L DeRoos Environmental Health & Safety
in Health Care Facilities, Macmillan Pub. Co. Inc., 1973.
3. Journal of Hazardous Waste Management, USA.
4. Zweife, Peter I and Friedrich Breyer Health Economics, Oxford University Press, New
York, 1997.
5. Kurt, Darr & Jonathan S.R. Hospital Organisation and Management: Text and Readings,
CBS Publishers & Distributors, 1992.
6. Goyal, R.C. Handbook of Hospital Personnel Management, Prentice Hall of India, New
York, 1993.
128
HCA-402: HEALTH AND HOSPITAL INFORMATION SYSTEMS
Objectives
The Purpose of this paper is to inculcate awareness about the need for a systems approach to
decision-making process in hospitals. It stresses the need for building effective information
system in health and hospital environment using computer as a tool. This develops
understanding about the concepts involved in computers, communication and MIS.
Contents
Concept of Health; Health Care and Hospitals, Indian Health Care System, Government -
Health Care Interface; Hospital as a Subsystem of Health Care System; Hospital functions;
Hospital Organisation, Classification of Hospitals; Components of a Hospital System; Changing
Role of Hospital Administration; Need for Managerial Function Specialists; Decision making in
Hospitals, Understanding Decision making Process; Drawbacks of Hospital Communication
System; Need for Systems approach to Hospital; Concepts of Computers and Communication
Technology, Database Concepts, Networks and Communication; Types of Networks, Network
Topologies, Information Technology in Hospitals; Information System Concepts, types of
Information Systems; Hospital Information System; Systems Analysis and Design of Hospital
Information Systems; Design Considerations; Development Approaches; Implementation
Strategies; Functionality of Computerised Hospital Information Systems, Merits and Demerits of
CHIS, Trends in HIS; HIS as a Control system; Resource Utilisation & Control in Hospitals,
Issues and Challenges of Hospital Management.
Suggested Readings
1. Lele, R. S. Computers in Medicine, Tata McGraw Hill Publishing Co.Ltd., New Delhi,
1988.
2. Saini, anil Mukar Management Information System (MIS) in Hospitals, Deep & Deep
Pub. 1993.
3. Panko, raymond r. Business Data Communications, Prentice Hall Inc., London, 1997.
4. Hospital Information systems. The next Generation, Velde, Rudi Van de Springer
Verlag, 1992.
5. Awad, Elias M., Systems Analysis & Design, Prentice Hall of India, New Delhi, 1990.
129
HCA-403: HEALTH COMMUNICATION: DEVELOPMENT AND DISSEMINATION
Objectives
Health communication is an emerging in the field of communication. It is the crafting and

delivery of messages & strategies based on consumer research to promote the health of
individuals & community. Health communication researches are primarily concerned with
better understanding the health promotion & disease prevention and treatment within the context
of human interaction.
Course Contents
An overview of many substantive areas study within health communication like interpersonal
communication, inter-cultural communication, mass media health images, communication
campaigns, alternative medicine, health ethics. Use of least three artifacts (such as pamphlets,
print ads, video, etc.) analysis the rhetoric of a successful or an unsuccessful health
communication campaign such as AIDS awareness, smoking cessation. Students learn to plan,
deliver & evaluate health information & disease prevention campaign, advocate for health policy
initiatives & manages health care delivery systems or produce the written material for a healthy
campaign or develop a television programme/Health literacy & strategies dissemination in areas
of public health emerging from research in hearing, balance, smell, taste, voice, speech or
language and materials that make complex disease issues more understandable to public e.g.
materials to accompany genetic counselling in areas of inherited disorders.
Suggested Readings
1. Payers, Lynn, Medicine & Culture - New York: Henry Holt & Company 1996.
2. Du Pre, Athena, Communicating about Health: Current Issues & Perspective. Mountain
view LA: May field publishing Company, 2000.
3. Health Communication. New Jersey School of Public Health, 1998.
4. Role of Mass Media in Parenting Education, 1997. Harvard School of Public Health
Center for Health Communication.
5. Text Book of Preventive & Social Medicine, 2000.
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P.D.M.

The Master of Business Administration (MBA) is a two-year full-time

Course Code Course Title Division of Marks Duration

CP-201 Management Science 70 30 100 3 Hrs.

under the supervision of the department in the organisations as approved by the

During Second year, in addition to compulsory papers and project studies, a

Course Code Course Title Division of Marks Duration

CP-401 Entrepreneurship Development 70 30 100 3 Hrs.

LIST OF OPTIONAL PAPERS OF VARIOUS SPECIALISATIONS

FM-301 Financial Decisions Analysis

Production and Technology Management

PTM-305 Service Operations Management

Information Technology Management

Public System Management

Health Care Administration

DETAILED SYLLABUS FOLLOWS...

CP-101: MANAGEMENT PROCESS AND ORGANIZATIONAL BEHAVIOUR

Evolution of management thought; Systems and contingency approach for understanding

CP-102: BUSINESS STATISTICS

Univariate Analysis: An overview of central tendency, dispersion, and skewness.

CP-103: MANAGERIAL ECONOMICS

Nature and scope of Managerial Economics; Importance of Managerial decision-making;

1. Peterson, Lewis, Managerial Economics, Prentice Hall of India, N. Delhi.

CP-104: BUSINESS ENVIRONMENT

Nature, components and determinants of business environment, dynamics of business

CP-105: BUSINESS COMMUNICATION

Importance and nature of business communication; Effective communication skills; process of

1. Petett & Lesikar, Business communication.

CP - 106: ACCOUNTING FOR MANAGERS

CP-107: COMPUTER APPLICATIONS IN MANAGEMENT

3. Gill, N.S. Computer Network, Krishna Publishing House, New Delhi.

CP-201: MANAGEMENT SCIENCE

The Objectives of this course is to develop an understanding of basic management science

CP-202 MARKETING MANAGEMENT

CP-203: HUMAN RESOURCE MANAGEMENT

In a complex world of industry and business, organisational efficiency is largely dependent on

Concepts and Perspectives on Human Resource Management; Human Resources Management

CP-204: FINANCIAL MANAGEMENT

Introduction to financial management, Objectives of financial management; Time value of

CP-205: BUSINESS RESEARCH METHODOLOGY

CP-206: PRODUCTION AND OPERATIONS MANAGEMENT

Electronic payment system, inter-organizational commerce & intra-organizational commerce,

1. Kienam, Managing Your E-Commerce Business, Prentice Hall of India, N. Delhi.

CP-208: COMPREHENSIVE VIVA-VOCE

CP-301: BUSINESS POLICY AND STRATEGIC MANAGEMENT

Strategy implementation - Designing organisational structure and activating strategies; Matching

CP-302: BUSINESS LEGISLATION

1. Avtar Singh. Company Law. 11th ed. Lucknow, Eastern, 1996.

CP-303: SUMMER TRAINING PROJECT

CP-401: ENTREPRENEURSHIP DEVELOPMENT

Significance of Entrepreneur in Economic Development; Economic, social and psychological

CP-402: RESEARCH PROJECT

CP-403: COMPREHENSIVE VIVA-VOCE.

LIST OF OPTIONAL PAPERS OF VARIOUS SPECILISATIONS

Application of Linear Programming; Goal Programming; Regression analysis and Simulation

FM-302: FOREIGN EXCHANGE MANAGEMENT

1. Sharan, International Financial Management, Prentice Hall of India, N. Delhi

FM-303 INTERNATIONAL ACCOUNTING

International dimensions of accounting; conceptual development and comparative development

1. Arpon, Jeffrey S and Radebaugh, Lee H. International Accounting and Multinational

FM-304 CORPORATE TAXATION

FM-305: WORKING CAPITAL MANAGEMENT