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Annexure II – COURSE WISE DETAILED SYLLABUS

Semester I

Semester I 101 GC 01 – Managerial Accounting

3 Credits LTP: 2:1:1 Compulsory Generic Core Course

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
DESCRIBE the basic concepts related to Accounting, Financial Statements,
CO 101.1 REMEMBERING Cost Accounting, Marginal Costing, Budgetary Control and Standard
Costing
CO 101.2 UNDERSTANDING EXPLAIN in detail, all the theoretical concepts taught through the syllabus.
PERFORM all the necessary calculations through the relevant numerical
CO 101.3 APPLYING
problems.
ANALYSE the situation and decide the key financial as well as non-
CO 101.4 ANALYSING
financial elements involved in the situation.
CO 101.5 EVALUATING EVALUATE the financial impact of the decision.
CREATE the Financial Statement of Sole Proprietor, Cost Sheet and
CO 101.6 CREATING
Budgets

1 Basic Concepts: Forms of Business Organization. Meaning and Importance of Accounting in Business
Organization, Basic concepts and terms used in accounting, Capital & Revenue Expenditure, Capital & Revenue
Receipts, Users of Accounting Information. Accounting Concepts and Conventions, Fundamental Accounting
Equation, Ancient Indian / Mahajani Accounting System – history, Bahi – Khata, advantages & Limitations, Indian
Accounting System v/s Modern Accounting System, Journal, Ledger and Trial Balance. (4+2)
2. Financial Statements: Meaning of Financial Statements, Importance and Objectives of Financial Statements.
Preparation of Final Accounts of sole proprietary firm. (7 + 2)
3. Cost Accounting: Basic Concepts of Cost Accounting, Objectives, Importance and Advantages of Cost
Accounting, Cost Centre, Cost Unit, Types of Cost, Elements of Cost, Classification and Analysis of Costs,
Preparation of Cost Sheet. (8 + 2)
4. Marginal Costing: Meaning, Principles, Advantages and Limitations, Contribution, P/V Ratio, Break-Even Point
(BEP), Cost Volume Profit (CVP) Analysis (8 + 2)
5. Cost Control Techniques: Budgetary Control & Standard Costing: Budgetary Control: Meaning of Budget
and Budgeting, Importance, Advantages and Disadvantages, Cash Budget and Flexible Budget, Standard
Costing: Meaning, Importance, Advantages and Disadvantages, Cost Variance Analysis. Material Variances–
Material Cost Variance, Material Rate Variance, Material Usage Variance, Material Mix Variance and Material
Yield Variance. (8 + 2)

Note: Numerical Problems will be asked on the following –

1. Final Accounts of Sole Proprietary Firm
2. Preparation of Cost Sheet
3. Marginal Costing
4. Cash Budget, Flexible Budget
5. Material Variances

Suggested Books:
1. Management Accounting- Khan and Jain, Tata McGraw Hill
2. Fundamentals of Management Accounting - H. V. Jhamb
3. Managerial Accounting - Dr. Mahesh Abale and Dr. Shriprakash Soni
4. Management Accounting - Dr. Mahesh Kulkarni
5. Bahi – Khata: The Traditional Accounting System of India – A. N. Aggarwal
6. Ancient India Accountancy: A Study – Krishna Mohan Tummala

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Suggested Reference Books:
1. Financial Cost and Management Accounting, P. Periasamy
2. Financial Accounting for Management, Shankarnarayanan Ramanath, CENGAGE Learning
3. Accounting for Management, S. N. Maheshwari
4. Management Accounting, MadhuVij
5. Fundamentals of Management Accounting, H. V. Jhamb
6. Cost and Management Accounting, M. N. Arora
7. Financial Accounting for Managers, Sanjay Dhmija, Pearson Publications
8. Management Accounting, Mr. Anthony Atkinson, Robert Kaplan, Pearson
9. Accounting For Management, Jawarhar Lal
10. Accounting, Shukla Grewal
11. Management Accounting, Ravi Kishore
12. Accounting for Managers, Dearden and Bhattacharya
13. The Arthashastra: Selections from the Classic Indian Work on Statecraft – Kautilya ( Edited by Patrick Olivelle)
14. Kautilya’s Arthashastra – Translated into English by R. Shamasastry

Semester I 102 GC 02 - Organizational Behaviour

3 Credits LTP: 2:1:1 Compulsory Generic Core Course

Course Outcomes: On successful completion of the course the learner will be able to
CO# COGNITIVE COURSE OUTCOMES
ABILITIES
CO 102.1 REMEMBERING Describe complexities of individual and group behavior in the organizations
Explain the implications of organizational behavior from the perspectives of
CO 102.2 UNDERSTANDING
employees, managers, leaders and the organization.
APPLY Theories, Models, Principles and Frameworks of organizational
CO 102.3 APPLYING
behavior in specific organizational settings
ANALYZE human behavioural problems like conflict, low motivational
CO 102.4 ANALYSING levels, politics, attitudinal issues etc. and develop solutions to these
problems.
FORMULATE approaches to reorient individual, team, managerial and
CO 102.5 EVALUATING
leadership behavior in order to achieve organizational goals.
DEVELOP strategies for challenges faced during shaping organizational
CO 102.6 CREATING
behavior, organizational culture and organizational change.

1. Fundamentals of OB: Definition, scope and importance of OB, Relationship between OB and the individual,
Evolution of OB, Models of OB (Autocratic, Custodial, Supportive, Collegial & SOBC). Personality: Definition-
Personality, importance of personality in Performance, The Myers-Briggs Type Indicator and The Big Five
personality model, Johari Window. Relevant case studies on personality (7+2)
2. Perception: Meaning and concept of perception, Factors influencing perception, Perceptual process, social
perception (stereotyping and halo effect) Relevant case studies on Perception (7+2)
3. Motivation: Definition & Concept of Motive & Motivation, The Content Theories of Motivation (Maslow’s Need
Hierarchy & Herzberg’s Two Factor Model Theory), The Process Theories (Vroom’s expectancy Theory & Porter
Lawler model), Contemporary Theories- Equity Theory of Work Motivation. Relevant case studies on Motivation
(7+2)
4. Group and Team Dynamics: The Meaning of Group, Group behaviour & Group Dynamics, Types of Groups,
The Five -Stage Model of Group Development, Team Effectiveness & Team Building. Leadership: Introduction,
Managers V/s Leaders. Overview of Leadership- Traits and Types, leadership principles from Indian epics and
scriptures (e.q. Ramayana and Mahabharata), Managerial Grid Theory of Leadership, Path Goal Theory of
leadership and Situational Leadership (Hersey-Blanchard) Model. Relevant case studies on Group dynamics and
Leadership (8+2)
5. Stress at workplace: Work Stressors – Prevention and Management of stress – counselling, Importance of Yoga
in Stress Management, Balancing work and Life, causes of work stress. Organizational Change: Meaning,
definition & Nature of Organizational Change, Types of Organizational change, Forces that acts as stimulants to

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change. Kurt Lewin’s- Three step model, How to overcome the Resistance to Change, Methods of Implementing
Organizational Change. Relevant case studies on stress management and organizational change (6+2)

Suggested Text Books:

1. Organizational Behaviour, Robins.
2. Organizational Behaviour, Nelson & Quick.
3. Organizational Behaviour, Fred Luthans.
4. Organizational Behaviour, Stephen Robins, Timothy Judge, Neharika Vohra.
5. Organizational Behaviour, M N Mishra.
6. Organizational Behaviour, K Ashwathappa

Suggested Reference Books

1. Understanding OB, Uday Pareek.
2. Change & Knowledge Management, Janakiram, Ravindra and Shubha Murlidhar.
3. Human Resource Management, Nkomo, CENGAGE Learning

Semester I 103 GC 03 – Economic Analysis For Business Decisions

3 Credits LTP: 2:1:1 Compulsory Generic Core Course

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE COURSE OUTCOMES
CO#
ABILITIES
CO 103.1 REMEMBERING DEFINE the key terms in micro-economics.
CO 103.2 UNDERSTANDING EXPLAIN the key terms in micro-economics, from a managerial perspective.
IDENTIFY the various issues in an economics context and DEMONSTRATE
CO 103.3 APPLYING
their significance from the perspective of business decision making.
EXAMINE the inter-relationships between various facets of
CO 103.4 ANALYSING micro-economics from the perspective of a consumer, firm, industry, market,
competition and business cycles.
DEVELOP critical thinking based on principles of micro-economics for
CO 103.5 EVALUATING informed business decision making.
ANTICIPATE how other firms in an industry and consumers will respond to
CO 103.6 CREATING economic decisions made by a business, and how to incorporate these
responses into their own decisions.

1. Managerial Economics: Concept of Economy, Economics, Microeconomics, Macroeconomics. Nature and

Scope of Managerial Economics, Managerial Economics and decision-making. Concept of Firm, Market,
Objectives of Firm: Profit Maximization Model, Economist Theory of the Firm, Cyert and March’s Behavior
Theory, Marris’ Growth Maximisation Model, Baumol’s Static and Dynamic Models, Williamson’s Managerial
Discretionary Theory. (6+1)
2. Utility & Demand Analysis: Utility – Meaning, Utility analysis, Measurement of utility, Law of diminishing
marginal utility, Indifference curve, Consumer’s equilibrium - Budget line and Consumer surplus. Demand -
Concept of Demand, Types of Demand, Determinants of Demand, Law of Demand, Elasticity of Demand,
Exceptions to Law of Demand. Uses of the concept of elasticity. Forecasting: Introduction, Meaning and
Forecasting, Level of Demand Forecasting, Criteria for Good Demand Forecasting, Methods of Demand
Forecasting, Survey Methods, Statistical Methods, Qualitative Methods, Demand Forecasting for a New Products.
(Demand Forecasting methods - Conceptual treatment only numericals not expected) (8+1)
3. Supply & Market Equilibrium: Introduction, Meaning of Supply and Law of Supply, Exceptions to the Law of
Supply, Changes or Shifts in Supply. Elasticity of supply, Factors Determining Elasticity of Supply, Practical
Importance, Market Equilibrium and Changes in Market Equilibrium. Production Analysis: Introduction,
Meaning of Production and Production Function, Cost of Production. Cost Analysis: Private costs and Social
Costs, Accounting Costs and Economic costs, Short run and Long Run costs, Economies of scale, Cost-Output
Relationship - Cost Function, Cost-Output Relationships in the Short Run, and Cost-Output Relationships in the
Long Run. (8+1)
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4. Revenue Analysis and Pricing Policies: Introduction, Revenue: Meaning and Types, Relationship between
Revenues and Price Elasticity of Demand, Pricing Policies, Objectives of Pricing Policies, Cost plus pricing.
Marginal cost pricing. Cyclical pricing. Penetration Pricing. Price Leadership, Price Skimming. Transfer pricing.
Price Determination under Perfect Competition- Introduction, Market and Market Structure, Perfect Competition,
Price-Output Determination under Perfect Competition, Short-run Industry Equilibrium under Perfect
Competition, Short-run Firm Equilibrium under Perfect Competition, Long-run Industry Equilibrium under Perfect
Competition, Long-run Firm Equilibrium under Perfect Competition. Pricing Under Imperfect Competition-
Introduction, Monopoly, Price Discrimination under Monopoly, Bilateral Monopoly, Monopolistic Competition,
Oligopoly, Collusive Oligopoly and Price Leadership, Pricing Power, Duopoly, Industry Analysis. Profit Policy:
Break Even analysis. Profit Forecasting. Need for Government Intervention in Markets. Price Controls. Support
Price. Preventions and Control of Monopolies. System of Dual Price. (11+1)
5. Consumption Function and Investment Function: Introduction, Consumption Function, Investment Function,
Marginal efficiency of capital and business expectations, Multiplier, Accelerator. Business Cycle: Introduction,
Meaning and Features, Theories of Business Cycles, Measures to Control Business Cycles, Business Cycles and
Business Decisions. (7+1)

Suggested Text Books:

1. Managerial Economics, Peterson, Lewis, Sudhir Jain, Pearson, Prentice Hall
2. Managerial Economics, D. Salvatore, McGraw Hill, New Delhi.
3. Managerial Economics, Pearson and Lewis, Prentice Hall, New Delhi
4. Managerial Economics, G.S. Gupta, T M H, New Delhi.
5. Managerial Economics, Mote, Paul and Gupta, T M H, New Delhi.

Suggested Reference Books:

1. Managerial Economics, Homas and Maurice, Tata McGraw Hill
2. Managerial Economics - Analysis, Problems and Cases, P.L. Mehta, Sultan Chand Sons, New Delhi.
3. Managerial Economics, Varshney and Maheshwari, Sultan Chand and Sons, New Delhi.
4. Managerial Economics, D.M.Mithani
5. Managerial Economics, Joel Dean, Prentice Hall, USA.
6. Managerial Economics by H L Ahuja, S Chand & Co. New Delhi.

Semester I 104 GC 04 – Basics Of Marketing

3 Credits LTP: 2:0:2 Compulsory Generic Core Course

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
RECALL and REPRODUCE the various concepts, principles, frameworks
CO104.1 REMEMBERING
and terms related to the function and role of marketing.
DEMONSTRATE the relevance of marketing management concepts and
frameworks to a new or existing business across wide variety of sectors and
CO104.2 UNDERSTANDING ILLUSTRATE the role that marketing plays in the ‘tool kit’ of every
organizational leader and manager.
APPLY marketing principles and theories to the demands of marketing
CO104.3 APPLYING function and practice in contemporary real-world scenarios.
EXAMINE and LIST marketing issues pertaining to segmentation, targeting
and positioning, marketing environmental forces, consumer buying behavior,
CO104.4 ANALYSING marketing mix and Product Life Cycle in the context of real-world marketing
offering (commodities, goods, services, e-products/ e-services).
EXPLAIN the interrelationships between segmentation, targeting and
CO104.5 EVALUATING positioning, marketing environment, consumer buying behavior, marketing
mix and Product Life Cycle with real world examples.

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CO104.6 CREATING DISCUSS alternative approaches to segmentation, targeting and positioning,
the marketing environment, consumer buying behavior, marketing mix and
Product Life Cycle in the context of real-world marketing offering
(commodities, goods, services, e-products/ e-services.).

1. Introduction to Marketing: Evolution of marketing in India from ancient times to the present day. Definition &
Functions of Marketing- Scope of Marketing, Core concepts of marketing –Customer Delight, Customer loyalty,
Concepts of Markets, Marketing V/S Market, Competition, Key customer markets, Brick & Click Model,
Functions of Marketing Manager, Linkage of Marketing functions with all functions in the organization,
Company orientation towards market place: Production - Sales – Product-Marketing –Societal – Relational,
Holistic Marketing Orientation, Selling versus marketing, Marketing 1.0 to Marketing 6.0, Concept of Marketing
Myopia, Digital Natives, informed Vs Distracted customers, Integrating Traditional Marketing, digital Marketing
and Sustainable Marketing, Digital Transformation in Marketing: AI, big data, and machine learning
transforming marketing strategies, Customer Experience (CX), Sustainable Marketing (6+6)
2. Consumer Behavior: Meaning & importance of consumer behavior, Comparison between Organizational
Buying behavior and consumer buying behavior, Buying roles, Five steps consumer buyer decision process –
Problem Recognition, Information Search, Evaluation of Alternatives, Purchase Decision, Post Purchase
behavior. Moment of Truth, Zero Moment of Truth, ZMOT, Moderating effects on consumer behavior,
Neuromarketing, Omnichannel Consumer Behaviour, Behavioral Economics. How People buy Online, Adoption
process- Awareness to Advocacy –Aware, Appeal, Ask, Act, Advocate (5As) and The O Zone (O3) Own, Outer
and Other influence, Show rooming and Web rooming, Consumerization (6+6)
3. Marketing Environment: Concept of Environment, Macro Environment & Micro Environment – Components
and characteristics, Needs & Trends, Major forces impacting the Macro Environment & Micro Environment,
Need for analyzing the Marketing Environment. Analyzing the Political, Economic, Socio-cultural, Technical and
Legal Environment. Demographics, Environmental, Social, and Governance (ESG) Factors, Technological
Innovations, Regulatory Changes, role of joint families, community networks, and local influencers in marketing,
impact of Indian festivals (e.g., Diwali, Holi, Eid) and cultural events (e.g., Kumbh Mela, local fairs) on consumer
spending and marketing strategies (6+6)
4. Segmentation, Target Marketing & Positioning: Segmentation - Concept, Need & Benefits. Geographic,
Demographic, Psychographic, Behavioural bases of segmentation for consumer goods and services. Bases for
segmentation for business markets. Levels of segmentation, Criteria for effective segmentation. Market Potential
& Market Share. Target Market - Concept of Target Markets and criteria for selection. Segment Marketing, Niche
& Local Marketing, Mass marketing, Long Tail Marketing. Positioning - Concept of differentiation & positioning,
Value Proposition & Unique Selling Proposition, Influencer Marketing, Forrester’s Social Technographics
segmentation (6+6)
5. Marketing Mix: Origin & Concept of Marketing Mix, 7P’s - Product, Price, Place, Promotion, People, Process,
Physical evidence. Product Life Cycle: Concept & characteristics of Product Life Cycle (PLC), Relevance of
PLC, Types of PLC and Strategies across stages of the PLC. Digital Marketing Mix, Customer Journey Mapping,
Service-Dominant Logic, Connected Marketing Mix -four C’s (co-creation, currency, communal activation, and
Conversation). (6+6)
Note: Real world examples / cases are expected to be analyzed in the class as well as included in the examination

Suggested Text Books:

1. Marketing Management, Philip Kotler, Kevin Lane Keller, Abraham Koshy, Mithileshwar Jha, Pearson
2. Marketing Management, Rajan Saxena, TMGH
3. Marketing, Lamb Hair Sharma, Mc Daniel, Cengage Learning
Suggested Reference Books:

1. Principles of Marketing, Philip Kotler, Gary Armstrong, Prafulla Agnihotri, Ehasan Haque, Pearson
2. Marketing Management- Text and Cases, Tapan K Panda, Excel Books
3. Marketing Management, Ramaswamy & Namakumari, Macmillan.
4. Marketing Whitebook
5. "Indian Marketing: Cases and Concepts" by S. Neelamegham
6. "Marketing in India: Text and Cases" by S. Ramesh Kumar

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Semester I 105 GC 05 - Business Analytics
3 Credits LTP: 2:1:1 Compulsory Generic Core Course

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
CO 105.1 REMEMBERING Recall the fundamental concepts and terminologies in business analytics
Explain the differences between business analytics and related fields (e.g.,
business analysis, business intelligence, data science), as well as the ethical
CO 105.2 UNDERSTANDING
considerations and quality of data in business analytics and key applications
of business analytics.
Utilize basic tools of business analytics, such as data exploration and
CO 105.3 APPLYING visualization tools, to perform basic exploratory data analysis and data
cleaning tasks.
Break down business problems into key questions and analyze data to
derive meaningful insights for decision-making in various business
CO 105.4 ANALYSING
domains like marketing, finance, HR, operations, health care, and agri-
business
Assess the effectiveness of different data-driven strategies and analytical
CO 105.5 EVALUATING techniques in improving business performance across different sectors
through case studies
Design and propose data-driven solutions and strategies to address complex
CO 105.6 CREATING business challenges, integrating knowledge from marketing, finance, HR,
operations, health care, and agri-business analytics.

1. Business Analytics Basics: Definition of analytics, Evolution of analytics, The Growing Role of Business
Analytics, Business analytics vs business analysis, Business intelligence vs Data Science, Data Analyst Vs
Business Analyst, Types of Analytics - Descriptive, Diagnostic, Predictive, Prescriptive, Concept of insights.
Importance of data in business analytics, Differences between data, information and knowledge, Quality of data,
5Vs of Big Data, Big Data Collection and Ethics, Data sources and collection methods, Data privacy, security, and
ethical considerations. (7+2)
2. Analytical decision-making: Analytical decision-making process, characteristics of the analytical decision-
making process. Breaking down a business problem into key questions that can be answered through analytics,
Characteristics of good questions, Skills of a good business analyst, The Basic Tools of Business Analytics - Data
exploration and visualization (using tools like Excel, Tableau, or Power BI), Concept of Statistical analysis and
hypothesis testing (Hypothesis testing numerical / tests not expected) Data Visualization: Concept of Data
Visualization, Popular Data Visualization tools, Exploratory Data Analysis(EDA), Data Cleaning, Data Inspection.
(7+2)
3. Business Analytics in Marketing and Finance: Marketing Analytics, Customer segmentation, targeting, and
positioning, Campaign management and ROI measurement, Data-driven marketing strategies. Financial Analytics
- Risk management and credit scoring, Financial forecasting and planning, Case studies: Financial performance
improvement through analytics (Non-Statistical - Conceptual Treatment only). (7+2)
4. Business Analytics in HR and Operations: HR Analytics, Workforce planning and talent management,
Employee engagement and performance measurement, Case studies: Enhancing HR practices with analytics.
Operations Analytics - Process optimization and efficiency improvement, Supply chain analytics and logistics
management, Case studies: Operational excellence through analytics Non-Statistical - Conceptual Treatment
only).
(7+2)
5. Business Analytics in Health Care and Agri Business: Health Care Analytics - Patient care optimization and
resource management, Predictive analytics for health outcomes, Case studies: Improving health care delivery with
analytics. Agri Business Management Analytics - Crop yield prediction and supply chain management, Market
analysis and risk management in agriculture, Case studies: Enhancing agricultural productivity with analytics Non-
Statistical - Conceptual Treatment only). (7+2)

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Suggested Text Books:
1. Davenport, T. H., & Harris, J. G. (2007). “Competing on analytics: The new science of winning”. Harvard
Business School Press.
2. Provost, F., & Fawcett, T. (2013). “Data science for business: What you need to know about data mining
and data-analytic thinking”. O'Reilly Media.
3. Sharda, R., Delen, D., & Turban, E. (2019). “Business intelligence, analytics, and data science: A
managerial perspective” (4th ed.). Pearson.
4. Hastie, T., Tibshirani, R., & Friedman, J. (2009). “The elements of statistical learning: Data mining,
inference, and prediction” (2nd ed.). Springer.
5. Knaflic, C. N. (2015). “Storytelling with data: A data visualization guide for business professionals”.
Wiley.
6. Pearl, J., & Mackenzie, D. (2018). “The book of why: The new science of cause and effect”. Basic Books.
7. Lewis, M. (2016). “Marketing data science: Modeling techniques in predictive analytics with R and
Python”. Pearson FT Press.
8. Siegel, E. (2016). “Predictive analytics: The power to predict who will click, buy, lie, or die”. Wiley.
9. Winston, W. L. (2014). “Marketing analytics: Data-driven techniques with Microsoft Excel”. Wiley.
10. Narayanan, A., & Bhattacharya, A. (2023). “Big data in finance: Data analytics in financial services and
banking”. Wiley.
11. Fitz-enz, J. (2010). “The new HR analytics: Predicting the economic value of your company's human
capital investments”. AMACOM.
12. Raghupathi, W., & Raghupathi, V. (2014). “Big data analytics in healthcare: Promise and potential”. Health
Information Science and Systems, 2(1), 1-10.
13. Simchi-Levi, D., Kaminsky, P., & Simchi-Levi, E. (2007). “Designing and managing the supply chain:
Concepts, strategies, and case studies” (3rd ed.). McGraw-Hill/Irwin.

Semester I 106 GC 06 – Decision Science

3 Credits LTP: 2:1:1 Compulsory Generic Core Course

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES

CO 106.1 REMEMBERING DESCRIBE the concepts and models associated with Decision Science.

UNDERSTAND the different decision-making tools required to achieve

CO 106.2 UNDERSTANDING
optimization in business processes.
APPLY appropriate decision-making approach and tools to be used in
CO 106.3 APPLYING
business environment.
ANALYSE real life situation with constraints and examine the problems
CO 106.4 ANALYSING
using different decision-making tools
EVALUATE the various facets of a business problem and develop problem
CO 106.5 EVALUATING
solving ability
DISCUSS & propose the various applications of decision tools in the
CO 106.6 CREATING
present business scenario.

1. Introduction: Importance of Decision Sciences & role of quantitative techniques in decision making. Linear
Programming: Concept, Formulation & Graphical Solution. Applications related to management functional
areas, Formulation of L.P. Problems, Graphical Solutions (Special cases: Multiple optimal solution,
infeasibility, unbounded solution). (7+2)
2. Transportation Problems: Concept, formulation, Basic initial solution using North West Corner rule, Least
Cost method & Vogel’s Approximation Method (VAM), Optimal solution using Modified Distribution
Method (Special cases: balanced, unbalanced, restriction, prohibited routes and maximization). Concept of
degeneracy. (7+2)

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3. Assignment Problems: Concept, Flood’s Technique/ Hungarian method, (Special cases: multiple solutions,
maximization case, unbalanced case, restrictions on assignment) (7+2)
4. Decision Theory: Concept, Decision making under uncertainty (Maximin, Maximax, Minimax regret,
Hurwicz & Laplace principles), Decision making under risk (EMV, EVPI) for items with and without
salvage value. Game Theory: Concept, two-person Zero-Sum games, Maximin Minimax Principle, Games
without Saddle point- Mixed strategy, Dominance Rule- Reduction of m x n game and solution of 2×2. (7+2)
5. PERT & CPM: Concept, Drawing network diagram, identifying critical path, Network calculations-
calculating EST, LST, EFT, LFT, Slack, floats. Programme evaluation and review technique (PERT). (7+2)

Note:
1. In each unit caselet related to management situation in various functional domains shall be discussed by the
subject teacher.
2. Numerical based on functional areas of business are expected on each unit

Suggested Text Books:

1. Quantitative Techniques in Management by N.D. Vohra Tata, McGraw Hill Publications (latest Edition)
2. Operations Research by Hamdy A. Taha, Pearson Publication (latest edition)
3. Operations research by Hira Gupta, S. Chand Publication (latest Edition)
4. Operations Research Theory & Applications by J K Sharma- MacMillan Publishers India Ltd. (latest
Edition)
5. Statistical Methods by S.C. Gupta S. Chand Publication (latest edition)
6. Comprehensive Statistical Methods by P.N. Arora, Sumeet Arora, S. Arora S. Chand Publication

Suggested Reference Books:

1. Quantitative techniques & statistics By K L Sehgal Himalaya Publications (latest edition)
2. An introduction to management science: Quantititave approcach for decision making- Cengage Learning-
Anderson (latest edition)
3. Introduction to Operations Research by Billey E. Gilett, TMGH (latest edition)
4. Operations Research by Nita Shah, Ravi Gor, Hardik Soni, PHI (latest Edition).
5. Operations Research by R. Pannerselvam, Prentice Hall India

Semester I 107 GC 07 – Management Fundamentals

2 Credits LTP: 1:1:1 Compulsory Generic Core Course

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
ENUMERATE various managerial competencies and approaches to
CO 107.1 REMEMBERING
management.
EXPLAIN the role and need of Planning, Organizing, Decision Making and
CO 107.2 UNDERSTANDING
Controlling.
MAKE USE OF the principles of goal setting and planning for simple as well
CO 107.3 APPLYING
as complex tasks and small projects.
COMPARE and CONTRAST various organizational structures of variety of
CO 107.4 ANALYSING
business and not-for-profit entities in a real-world context.
BUILD a list of the decision-making criteria used by practicing managers,
CO 107.5 EVALUATING leaders and entrepreneurs in routine and non-routine decision-making
situations and EVALUATE and EXPLAIN the same.
FORMULATE and DISCUSS a basic controlling model in a real life
CO 107.6 CREATING
business, start-up and not-for-profit organizational context.

1. Basic Concepts: Manager, Managing, Workplace, Organization, Management Functions, Mintzberg’s Managerial
Roles, The Universality of Management, Approaches to Management - Early Management, Classical Approach,
Behavioral Approach, Quantitative Approach, Contemporary Approaches. Managerial Competencies:
Communication, team work, planning and administrative, strategic and global competencies; Managerial Skills;
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How Is the Manager’s Job Changing? Importance of Customers to the Manager’s Job, Importance of Innovation
to the Manager’s Job, Importance of Sustainability to the Manager’s Job. (6)
2. Planning: Concept, need, nature, Management By Objectives (MBO) - Process of MBO - Benefits of MBO,
Planning and Performance, Goals and Plans, Types of Goals, Types of Plans, Setting Goals and Developing Plans,
Approaches to Setting Goals, Developing Plans, Approaches to Planning, Planning Effectively in Dynamic
Environments. (6)
3. Organizing: Organization, Organizing, Organizational Structures, Principles of Work Specialization,
Departmentalization, Chain of Command, Span of Control, Centralization and Decentralization, Formalization.
Mechanistic and Organic Structures, Factors Affecting Structural Choice - Strategy, Size, Technology,
Environmental Uncertainty. Traditional Organizational Designs - Simple Structure, Functional Structure,
Divisional Structure, Matrix Structure, Team Structures, Project Structure, Adaptive Organizations – Boundary
less Organization, Virtual Organizations, Learning Organization, Flexi Work, Tele-working, Global
Organizations. (6)
4. Decision Making: The Decision-Making Process - Identifying a Problem - Identifying Decision Criteria -
Allocating Weights to the Criteria - Developing Alternatives - Analyzing Alternatives - Selecting an Alternative -
Implementing the Alternative - Evaluating Decision Effectiveness. Making Decisions: Rationality, Bounded
Rationality, The Role of Intuition, The Role of Evidence-Based Management. Types of Decisions & Decision-
Making Conditions. Decision-Making approaches - Quantitative approach, Environmental Approach, System
Approach, Ethical Approach, Intuitive Approach, Case Study Approach Decision-Making Styles - Linear–
Nonlinear Thinking Style Profile, Decision-Making Biases and Errors. Effective Decision Making in Today’s
World - Correctness of decision, Decision environment, Timing of decision, Effective communication of Decision,
Participation in decision Making-Implementation of decision. (7)
5. Controlling: Controlling, Definition, need and Importance, The Control Process, Managerial Decisions in
Controlling, Feed-forward / Concurrent / Feedback Controls. Financial Controls, Information Controls,
Benchmarking of Best Practices. (5)

Suggested Text Books:

1. Fundamentals of Management by Robbins, S.P. and Decenzo, D.A., Pearson Education Asia, New Delhi.
2. Management, Koontz and Wechrich, TMGH
3. Management, Stoner, et. al., Prentice Hall of India, New Delhi.

Suggested Reference Books:

1. Management, Hellregel, Thomson Learning, Bombay
2. Management, Robbins & Coulter, Prentice Hall of Hall of India, New Delhi.
3. Management - Text & Cases, Satya Raju, PHI, New Delhi.
4. Management, Richard L. Draft, Thomson South-Western
1.

Semester I 108 GC 08 – Indian Knowledge Systems

2 Credits LTP: 2:0:0 Compulsory Generic Core Course

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
RECALL key teachings and themes from the Bhagavad Gita, and identify
CO 108.1 REMEMBERING
significant events and principles from the life of Shivaji Maharaj.
EXPLAIN the role of values, ethics, and spirituality in leadership and
CO 108.2 UNDERSTANDING organizational culture as taught in the Bhagavad Gita, and summarize Shivaji
Maharaj's leadership qualities.
APPLY principles of self-awareness, self-management, and emotional
CO 108.3 APPLYING
intelligence from the Bhagavad Gita to real-world leadership scenarios.
COMPARE and contrast Indian Knowledge Systems (IKS) with Western
CO 108.4 ANALYSING Management Theories (WMT), particularly in terms of leadership styles,
decision-making frameworks, and ethical considerations

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EVALUATE the effectiveness of Jugaad innovations in various sectors and
CO 108.5 EVALUATING
assess the impact of family and community roles in Indian business practices
DESIGN strategic leadership plans that integrate the principles of the
CO 108.6 CREATING Bhagavad Gita and Shivaji Maharaj’s governance strategies to address
contemporary organizational challenges

1. Leadership and Organizational Behavior from Bhagavad Gita: Overview of the Bhagavad Gita, Historical
and cultural context, Key themes and teachings, Role of values, ethics and spirituality in leadership and
organizational culture, Motivation, Self-awareness and self-management principles, Developing resilience and
emotional intelligence, Inspiring and motivating teams, Team dynamics and conflict resolution in Indian traditions,
Gita-based decision-making frameworks, Conflict resolution strategies, Servant leadership principles, Building
high-performance teams, Ethical dilemmas and decision-making, Reflection and personal growth exercises (5+1)
2. Insights and Lessons from the life of Shivaji Maharaj: Overview of Shivaji Maharaj's life, historical context,
Dharma, Raj Dharma, and Artha, Leadership qualities of Shivaji Maharaj - Leadership in adversity, Leadership
styles and effectiveness in different contexts, Shivaji Maharaj's strategic vision and planning, Innovative strategies
in warfare and governance, Principles of governance in Shivaji's kingdom, Administration structures and decision-
making processes, Efficient and ethical governance, Shivaji Maharaj as an entrepreneur and nation-builder,
Economic policies and trade strategies, Cultural values in Shivaji's leadership, Balancing tradition with modernity
in leadership, Relevance of Shivaji Maharaj's leadership in contemporary management and leadership. (5+1)
3. Comparative Analysis of Indian Knowledge Systems and Western Management Theories: Overview of IKS:
Vedas, Upanishads, Darshanas, Overview of Western management theories (WMT), Philosophical foundations
and cultural contexts; Individualism (IKS) vs. Collectivism (WMT), Hierarchical structures (IKS) vs.
egalitarianism (WMT) , Holistic decision-making (IKS) vs. analytical approaches (WMT), Intuition and gut
feelings (IKS) vs. data-driven decision-making (WNT), Work-life balance: Concepts of Karma and Dharma vs.
Western work ethic, IKS emphasis on sustainability vs. Western focus on short-term gains, Strategic alignment
with societal goals: IKS principles vs. shareholder value maximization in the West, Synergies and integration of
IKS and Western management practices. (5+1)
4. Indigenous Management Practices and Frameworks – Jugaad: Jugaad - Definition and Principles, Key
principles of frugal innovation, Historical context and cultural significance in India; The Jugaad Mindset,
Characteristics of a Jugaad innovator, Comparison with conventional innovation models, Importance of
resourcefulness and creativity, Case Studies of Jugaad Innovation, Analysis of successful Jugaad innovations in
India, impact on communities and industries, Sector-Specific Case Studies – Healthcare, Agriculture,
Automobiles, Education, etc., Scaling Jugaad Innovations, Sustaining Jugaad Innovations, Frugal innovation in
other countries, Emerging trends and technologies in frugal innovation. (5+1)
5. Indigenous Management Practices and Frameworks - The role of family and community in Indian business:
Historical context of family and community roles in Indian business, Joint family systems, Community Networks,
Characteristics of family-owned businesses, Leadership styles, Cooperative movements in India, Social enterprises
and their impact on local communities, Role of community support in business sustainability, Cultural values and
their influence on business ethics, Role of traditional values in contemporary business practices, Ethical decision-
making influenced by family and community, Corporate Social Responsibility in the Indian context, Community
engagement strategies, Challenges faced by family and community businesses, Succession planning, leadership
transition, Conflict resolution, Opportunities for growth and innovation, Adapting traditional practices to modern
business environments, Emerging trends and their impact on family and community roles, Technology and
globalization’s influence on traditional practices. (5+1)

Suggested Text Books:

1. "The Bhagavad Gita: A New Translation" by Stephen Mitchell
2. "The Essence of the Bhagavad Gita: Explained by Paramhansa Yogananda" by Swami Kriyananda
3. "The Bhagavad Gita: A New Commentary" by Swami Sivananda
4. "Bhagavad Gita: A New Translation" by Swami Satchidananda
5. "The Bhagavad Gita for Executives" by Swami Parthasarathy
6. "Bhagavad Gita: A New Interpretation for Modern Times" by Stephen Cope
7. "Shivaji: The Great Maratha" by Ranjit Desai
8. "Shivaji and His Times" by Jadunath Sarkar
9. "The Life and Times of Shivaji Maharaj" by Kalpana Roy
10. "Chhatrapati Shivaji Maharaj" by A.K. Priolkar
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11. "Leadership Lessons from the Life of Shivaji Maharaj" by Shubhada Joshi
12. "Management Insights from Indian Spirituality" by A.V. Narasimha Murthy
13. "Western and Indian Management: Exploring Synergies" by Vipin Gupta
14. "Ancient Indian Wisdom for Self-Development" by Pradip N. Khandwalla
15. "Indian Ethos and Values in Management" by Sankar
16. "East Meets West: Asian Management Approaches" by Kimio Kase
17. "Comparative Management: A Cultural Perspective" by Malcolm Warner
18. "Jugaad Innovation: Think Frugal, Be Flexible, Generate Breakthrough Growth" by Navi Radjou, Jaideep
Prabhu, and Simone Ahuja
19. "Frugal Innovation: How to Do More with Less" by Navi Radjou and Jaideep Prabhu
20. "Reverse Innovation in Healthcare: How to Make Value-Based Delivery Work" by Vijay Govindarajan and
Ravi Ramamurti
21. "The Innovator's Dilemma: When New Technologies Cause Great Firms to Fail" by Clayton Christensen
22. "Frugal Innovation: How to Do More with Less" by Navi Radjou and Jaideep Prabhu
23. "Jugaad: A New Growth Formula for Corporate India" by Sangeeta Talwar
24. "Family Business in India" by R.G. Verma
25. "Business Maharajas" by Gita Piramal
26. "The Indian Family Business Mantra" by D.N. Ghosh
27. "The Spirit of Indian Business" by Elst W. Koenraad
28. "Family Business in India: A Historical and Socio-cultural Perspective" by Dev Nathan
29. "The Indian Family Business" by Frank K. Gunderson and Bruce R. Kunkel
30. "The Tata Group: From Torchbearers to Trailblazers" by Shashank Shah
31. "The Z Factor: My Journey as the Wrong Man at the Right Time" by Subhash Chandra
32. "Dabbawalas: Lessons for Building Lasting Success Based on Values" by Shrinivas Pandit

Indicative Case Studies

1. Amul: The Cooperative Movement - Focus: Cooperative model, rural empowerment, supply chain
management.
2. The Dabbawalas of Mumbai - Focus: Operational excellence, Six Sigma, traditional logistics systems,
Supply chain efficiency, customer satisfaction.
3. Fabindia: Crafting Success- Focus: Handicrafts, sustainable sourcing, social entrepreneurship.
4. Tata Group: Pioneering Corporate Social Responsibility- Focus: CSR practices, ethical business,
community development.
5. Jaipur Foot: Affordable Prosthetics - Focus: Social innovation, frugal engineering, inclusive growth.
6. Patanjali: Revolutionizing FMCG - Focus: Ayurvedic products, brand positioning, market disruption.
7. SEWA (Self-Employed Women's Association): Empowering Women - Focus: Women empowerment,
microfinance, cooperative movement.
8. ITC’s e-Choupal: Digitizing Rural India - Focus: E-commerce, rural development, supply chain integration.
9. Lijjat Papad: Women’s Cooperative - Focus: Women entrepreneurship, cooperative model, business
sustainability.
10. Haldiram’s: Traditional Snacks, Modern Business - Focus: Brand evolution, quality management, market
expansion.
11. Reliance Jio: Disrupting Telecom - Focus: Market disruption, technology adoption, customer acquisition.
12. Tata Nano: The World's Cheapest Car - Focus: Frugal innovation, product development, market challenges.
13. Biocon: Building a Global Biotech Company - Focus: Research and development, strategic alliances,
global expansion.
14. Shahnaz Husain: Globalizing Ayurveda - Focus: Brand building, international marketing, traditional
knowledge.
15. Cafe Coffee Day: Creating a Coffee Culture - Focus: Brand positioning, customer experience, market
expansion.
16. Mahindra & Mahindra: Driving Innovation - Focus: Product diversification, innovation strategies, global
expansion.
17. Godrej: From Locks to Consumer Goods - Focus: Diversification, brand evolution, sustainability practices.
18. Infosys: Leadership and Growth - Focus: Corporate governance, employee empowerment, innovation.

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19. Tata Steel: Global Expansion and CSR - Focus: Globalization, corporate social responsibility, sustainable
practices.
20. Zomato: Revolutionizing Food Delivery in India - Focus: Technology integration, customer engagement,
market expansion.

Semester I 109 GE 01 – Business Communication -I

2 Credits LTP: 0:2:2 Generic Elective

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
RECOGNIZE the various elements of communication, channels of
CO 109.1 REMEMBERING
communication and barriers to effective communication.
EXPRESS themselves effectively in routine and special real world business
CO 109.2 UNDERSTANDING
interactions.
CO 109.3 APPLYING DEMONSTRATE appropriate use of body language.
TAKE PART IN professional meetings, group discussions, telephonic calls,
CO 109.4 ANALYSING
elementary interviews and public speaking activities.
APPRAISE the pros and cons of sample recorded verbal communications in a
CO 109.5 EVALUATING
business context.
CREATE and DELIVER effective business presentations, using appropriate
CO 109.6 CREATING
technology tools, for common business situations.

1. Basics of Communication: Communication elements and process, Need of Communication Skills for Managers,
Channels, forms and dimensions of communication, Verbal and non‐verbal communication, Principles of
nonverbal communication - through clothes and body language, Persuasive communication: the process of
persuasion, formal and informal persuasion, Barriers to communication and how to overcome the barriers,
Principles of effective communication. (5)
2. Speaking: Characteristics of effective speech, voice quality, rate of speaking, clear articulation, eye contact, use
of expressions, and gestures and posture; Types of managerial speeches: speech of introduction, speech of vote of
thanks, occasional speech, theme speech, formal speeches during meetings. (5)
3. Soft skills: How communication skills and soft skills are inter‐related, Body language-posture, eye-contact,
handling hand movements, gait - Voice and tone, Meeting and Boardroom Protocol - Guidelines for planning a
meeting, Before the meeting, On the day of the Meeting, Guidelines for Attending the meeting, For the
Chairperson, For attendees, For Presenters, Telephone Etiquette, Cell phone etiquette, Telephone etiquette
guidelines, Mastering the telephone courtesy, Active listening, Putting callers on hold, Transferring a call,
Screening calls, Taking a message, Voice Mail, Closing the call, When Making calls, Closing the call, Handling
rude or impatient clients, Cross‐cultural communication, cultural sensitivity, Cross‐cultural issues which affect
Communication across different Cultures, Culture and non‐verbal communication, Effective intercultural
communication, Business and social etiquette. (7)
4. Presentation skills: Principles of Effective Presentations, Planning, Structure and Delivery, Principles governing
the use of audiovisual media, Time management - Slide design and transition: representation of textual information
into visuals for effectiveness of communication - Style and persuasiveness of the message - Adherence to the
number of slides, Dynamics of group presentation and individual presentation. (5)
5. Interviews: Essentials of placement interviews, web /video conferencing, tele-meeting. Impression Formation,
Tactics, The Self-presentational Motive, The Compass Qualities; First and Lasting Impressions; Magic Pills; Toxic
Traits; The Social Context: Norms and Roles, The Target’s Values, Physical Appearance; Communication Style;
Content of Communication; Actions; The Environment; Success; Changing from the Outside-in, Current Social
Image, The Private Self, Worrying about Impressions. (5)

Note:
1. The entire course should be delivered with a skills development focus.

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2. Video recordings of student’s performances (speaking tasks) should be carried out and used for intensive reviews
for performance improvement.

Suggested Text Books:

1. Business Communication Today, Bovee C L et. al., Pearson Education
2. Business Communication, P.D. Chaturvedi, Pearson Education
3. Business Communication, T N Chhabra, Bhanu Ranjan, Sun India
4. Verbal and Non-Verbal Reasoning, Prakash, P, Macmillan India Ltd., New Delhi
5. Objective English, Thorpe, E, and Thorpe, S, Pearson Education, New Delhi

Suggested Reference Books:

1. Communication Skills for Effective Management, Hargie et. al., Palgrave
2. Communication for Business, Tayler Shinley, Pearson Education
3. Technical Communication, Anderson, P.V, Thomson Wadsworth, New Delhi
4. The Oxford Guide to Writing and Speaking, John Seely, Oxford University Press, New Delhi
5. Dictionary of Common Errors, Turton, N.D and Heaton, J.B, Addision Wesley Longman Ltd.

Semester I 110 GE 02 – Technology Tools in Business Management-I

2 Credits LTP: 0:0:4 Generic Elective

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
Recall the basic functions and features of MS Word, MS PowerPoint, and
CO 110.1 REMEMBERING
MS Excel.
Explain the purpose and use of different tools and functions in MS Word,
CO 110.2 UNDERSTANDING
MS PowerPoint, and MS Excel.
Utilize the basic features of these tools to create business documents,
CO 110.3 APPLYING
presentations, and spreadsheets.
Examine the interrelationships between different tools and their applications
CO 110.4 ANALYSING
in business scenarios
Assess the effectiveness of various formatting and data management
CO 110.5 EVALUATING
techniques in real-world tasks.
Develop comprehensive business reports, presentations, and data analysis
CO 110.6 CREATING projects using the integrated features of MS Word, MS PowerPoint, and MS
Excel.

1. MS-Word & MS PowerPoint: MS Word: Interface and navigation, creating and saving documents, formatting
text and paragraphs, page layout and sections, headers, footers, and page numbering, border, watermark, adding
fonts, line spacing, page break, table splits, references, use of AI, spell checks, mail merge, track changes and
comments, creating tables and charts.
MS PowerPoint: Interface and navigation, creating and saving presentations, slide design and layout, adding text,
images, and videos, using SmartArt and charts, designing custom animations and transitions, presenter view and
notes, creating interactive presentations, exporting and sharing presentations, converting PPT into JPEG/PDF,
slide master, free templates, corporate presentations.
2. Basics of Excel (Part 1): Introduction to spreadsheets, understanding Microsoft Excel, Excel workbook windows,
basic spreadsheet skills, Excel help system, opening and closing workbooks, understanding workbook file formats,
creating new workbooks, selecting cells, auto sum and auto fill function, cell referencing and request, formatting
cells, formatting numbers, placing cell alignment, cell, rows, and columns, understanding worksheets, editing,
copying, and moving cells, page layouts in Excel, proofing workbooks, basic options, ribbons, and toolbar.
3. Basics of Excel (Part 2): Defining names in Excel, sorting data, using Excel tables, filtering data in Excel,
understanding charts, chart design options and tools, chart format tools, combo charts, functions within Excel,
understanding date function, information functions, logical functions, find and replace, headers and footers, adding
comments, conditional formatting.

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4. Customer Relationship Management (CRM) and Communication Tools: Salesforce: Introduction to
Salesforce CRM, managing customer relationships, sales tracking, automation of sales processes, customer
service, creating dashboards, generating reports, using Salesforce Trailhead for hands-on practice. HubSpot:
Overview of HubSpot CRM, inbound marketing strategies, managing contacts and deals, email marketing, sales
automation, analytics and reporting, utilizing HubSpot Academy for practical knowledge. Slack: Understanding
Slack interface, creating channels, managing teams, integrating apps and services, communication best practices,
using Slack for project collaboration, exploring Slack resources. Microsoft Teams: Navigating Microsoft Teams,
creating teams and channels, managing conversations and meetings, file sharing and collaboration, integrating
Office 365 applications, using Microsoft Teams for remote work.
5. Artificial Intelligence, Project Management and Marketing Tools
AI Tools: Introduction to AI and Chat GPT, Applications in Business, Saving work time through AI Tools, setting
up and using Chat GPT, Paid Chat GPT Features, How to input the information for better results, integrating Chat
GPT with business processes, introduction to machine learning tools, natural language processing applications,
AI-driven business insights, ethical considerations
Asana: Project and task management fundamentals, creating and managing projects, assigning tasks, setting
deadlines, tracking progress, using Asana boards and timelines, collaboration features, Asana Academy resources.
Trello: Visual project management with Trello, creating boards, lists, and cards, managing workflows,
collaboration and team management, integrating power-ups and automation, using Trello for personal and
professional projects.
Hootsuite: Social media management basics, connecting social media accounts, scheduling and publishing posts,
monitoring social media engagement, analyzing performance metrics, using Hootsuite for social media campaigns,
Hootsuite Academy resources.

Suggested Book References

1. "Microsoft Office 365 For Dummies" by Wallace Wang
2. "MOS Study Guide for Microsoft Word Exam MO-100" by Joan Lambert
3. "MOS Study Guide for Microsoft PowerPoint Exam MO-300" by Joan Lambert
4. "Excel 2019 Bible" by Michael Alexander, Richard Kusleika, and John Walkenbach
5. "Microsoft Excel 2019 Step by Step" by Curtis Frye
Online Free Courses
1. Microsoft Office Training Center: Free training resources for Microsoft Word, PowerPoint, and Excel.
https://support.microsoft.com/en-us/training
2. GCF Global - Microsoft Office Tutorials: Free tutorials for Word, PowerPoint, and Excel.
https://edu.gcfglobal.org/en/subjects/office/
3. Coursera - AI For Everyone by Andrew Ng: Free trial and financial aid options available.
https://www.coursera.org/learn/ai-for-everyone
4. DeepLearning.AI - Introduction to TensorFlow for Artificial Intelligence, Machine Learning, and Deep
Learning: Free trial and financial aid options available.
https://www.coursera.org/learn/introduction-tensorflow

Semester I 111 GE 03 - Environmental, Social, and Governance (ESG)

2 Credits LTP: 2:0:0 Generic Elective

Course Outcomes: Upon successful completion of the course, learners will be able to:
Cognitive
CO# Course Outcomes
Abilities
Identify key concepts and terminology related to Environmental, Social, and
CO 111.1 Remembering
Governance (ESG) principles.
CO 111.2 Understanding Explain the importance and impact of ESG factors on business and society.
CO 111.3 Applying Apply ESG criteria in assessing business practices and strategies.
CO 111.4 Analyzing Analyze the role of ESG in risk management and value creation.
CO 111.5 Evaluating Evaluate the effectiveness of ESG practices in different industries.
CO 111.6 Creating Develop strategies to improve ESG performance in organizations.

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1. Introduction to ESG: Definition and scope of ESG, Historical development of ESG principles, Importance of
ESG in modern business, Key stakeholders and their roles in ESG, Overview of global ESG standards and
frameworks (e.g., UN SDGs, GRI, SASB), Case studies on the impact of ESG on business performance. (6)
2. Environmental Sustainability: Environmental issues and challenges, Corporate environmental responsibility,
Strategies for reducing environmental impact, Environmental risk management, Sustainability reporting and
metrics, Case studies on successful environmental sustainability initiatives. (6)
3. Social Responsibility: Definition and scope of social responsibility, Corporate social responsibility (CSR)
practices, Human rights and labor standards, Diversity, equity, and inclusion (DEI) in the workplace, Community
engagement and philanthropy, Case studies on effective social responsibility programs (6)
4. Governance and Ethical Practices: Principles of good corporate governance, Board structure and
responsibilities, Executive compensation and incentives, Transparency and accountability, Ethical decision-
making in business, Case studies on governance failures and successes (6)
5. ESG Integration and Reporting: Integrating ESG into business strategy, ESG risk assessment and management,
ESG performance measurement and reporting, Role of technology in ESG data management, Investor
perspectives on ESG, Case studies on comprehensive ESG integration (6)

Suggested Book References:

1. "Sustainable Investing: Revolutions in Theory and Practice" by Cary Krosinsky and Nick Robins
2. "Principles for Responsible Investment: An ESG Framework for Decision Making" by Gero Jung
3. "Corporate Governance and Ethics: An Aristotelian Perspective" by Alejo G. Sison
4. "The Sustainable MBA: A Business Guide to Sustainability" by Giselle Weybrecht
5. "Environmental, Social, and Governance (ESG) Investing: A Balanced Analysis of the Theory and Practice
of a Sustainable Portfolio" by John Hill
Online Free Courses and Resources:
1. Coursera - "Introduction to ESG: Environmental, Social and Governance"
Link: https://www.coursera.org/learn/esg-investing
2. edX - "Sustainable Development: The Post-Capitalist Order"
Link: https://www.edx.org/course/sustainable-development-the-post-capitalist-order
3. FutureLearn - "Sustainable Business: Big Issues, Big Changes"
Link: https://www.futurelearn.com/courses/sustainable-business
4. UNPRI - Principles for Responsible Investment Academy
Link: https://www.unpri.org/pri-academy
5. GRI - Global Reporting Initiative Training and Resources
Link: https://www.globalreporting.org/standards/training-and-resources/

Semester I 112 GE 04 – Demand Analysis And Forecasting

2 Credits LTP: 2:0:0 Generic Elective

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
DESCRIBE the key terms associated with demand analysis, demand
CO 112.1 REMEMBERING
estimation and demand forecasting.
SUMMARIZE the use of demand forecasting in various functions of
CO 112.2 UNDERSTANDING
management.
CO 112.3 APPLYING IDENTIFY the pros and cons of various forecasting methods
CO 112.4 ANALYSING DECONSTRUCT a forecast into its various components
CO 112.5 EVALUATING BUILD a forecast for common products and services using time-series data.

1. Demand Analysis: An Overview, Significance of Demand Analysis and Forecasting, How Predictable Is the
Future? Some Causes of Forecast Error, Myths versus Reality of Forecasting, Data Collection, Storage, and
Processing Reality, Art-of-Forecasting, Reality of Judgmental Overrides, Reality of Unconstrained Forecasts,
Constrained Forecasts, and Plans, Accuracy of Forecast, Short Run Forecast, Long Term Forecast. Applications
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of Forecasting – Forecasting economic trends, Sales Forecasts, Staffing forecasts, budgeting, revenue and tax
planning, cash flows forecasting, raw material planning, inventory planning, etc. (5+1)
2. Estimation of Demand - Marketing Research Techniques - Consumer Surveys, Consumer Clinics and Focus
Groups, Market Experiments in Test Stores. Statistical Estimation, Variable Identification, Time Series and Cross-
Sectional Data Collection, Specification of the Model, Estimation of the Parameters, Interpretation of Regression
Statistics. (5+1)
3. Forecasting Demand: Overview of Forecasting Methods, Selecting a Forecasting Technique, Purpose of Forecast,
Type of Users, Patterns in the Data Series, Lead Time, Minimum Data Requirement, Desired Accuracy, Cost of
forecasting, Qualitative Forecasting Techniques - Survey and Opinion Polling Techniques, Delphi Method, Cross
Impact Analysis, Historical Analogy. (5+1)
4. Quantitative Forecasting Methods Using Time Series Data: Time Series Analysis - Trend Analysis, Cyclical
Variations, Seasonal Effects, Random Fluctuations, Smoothing Techniques, Moving Averages, Exponential
Smoothing, Single Exponential Smoothing, Holt’s Two-Parameter Method, Holt’s-Winters’ Method, Winters’
Additive Seasonality Standard Statistical Error Terms, Specific Measures of Forecast Error, Out-of-Sample
Measurement, Forecast Value Added. Barometric Techniques - Leading, Lagging and Coincident Economic
Indicators, Diffusion and Composite Indexes, Choose the Appropriate Forecasting Method Use of Software
Packages for Forecasting such as EXCEL. (5+1)
5. New Product Forecasting: Using Structured Judgment, Differences between Evolutionary and Revolutionary
New Products, General Feeling about New Product Forecasting, New Product Forecasting Overview, What Is a
Candidate Product? New Product Forecasting Process, Structured Judgment Analysis, Structured Process Steps,
Statistical Filter Step, Model Step, Forecast Step. (5+1)

Suggested Text Books:

1. Demand-Driven Forecasting: A Structured Approach to Forecasting, Charles W. Chase
2. Demand Forecasting for Managers, Stephan Kolassa
3. Forecasting: Principles and Practice, George Athanasopoulos and Rob J. Hyndman

Suggested Reference Books:

1. Fundamentals of Demand Planning and Forecasting - Forecasting & Planning , Chaman L. Jain and Jack
Malheron

Semester I 113 GE 05- Geopolitics & World Economic Systems

2 Credits LTP: 2:0:0 Generic Elective

Course Outcomes: At the end of this course, the learner shall be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
CO 113.1 REMEMBERING ENUMERATE the various elements of global economic system.
EXPLAIN the role of key trade organizations in the global economic
CO 113.2 UNDERSTANDING
system.
CO 113.3 APPLYING INDENTIFY the crucial elements of international trade laws.
CO 113.4 ANALYSING ANALYSE the forces that work for and against globalization.
ASSESS the impact of the elements of the Global Economic System on the
CO 113.5 EVALUATING
India Economy.

1. Introduction to Global Economic & political Systems: Meaning of Global Economy and its History Structure
and Components of Global Economy, Theory of Hegemonic Stability, Differences among National Economies,
Market Oriented Capitalism, Developmental Capitalism, Social Market Capitalism, Comparative Analysis, Effects
of Globalization on Indian Economy. (6)
2. The Trading System: Debate over Free Trade – Functions of GATT and WTO, The Uruguay Round and World
Trade Organization, Trade Blocs – EU, OECD, OPEC, SAARC, ASEAN, NAFTA, Threats to Open Trading
System, Developments in International Trade Theory, Bi-lateral, Multilateral Trade Agreements, Impact of Trade
wars in liberalized economy. (6)
3. International Trade Laws: International Contracts of Sale of Goods Transactions, International Trade Insurance,
Patents, Trademarks, Copyright and Neighboring Rights. Intellectual property Rights, Dispute settlement
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Procedures under GATT & WTO, Payment systems in International Trade, International Labour Organization and
International Labour Laws. (6)
4. International Monetary System: The International Financial System - Reform of International Monetary Affairs
- The Bretton Wood System and the International Monetary Fund, Controversy over Regulation of International
Finance, Developing Countries' Concerns, Exchange Rate Policy of Developing Economies. (6)
5. Contemporary issues and Challenges in Global Economic Environment - Indian perspective: Globalization
and its Advocacy, Globalization and its Impact on India, Fair Globalization and the Need for Policy Framework,
Globalization in Reverse Gear-The Threatened Re-emergence of Protectionism. Euro zone Crisis and its impact
on India, Issues in Brexit, World recession, inflationary trends, impact of fluctuating prices of crude oil, gold etc.
(6)

Suggested Text Books:

1. Global Political Economy, Robert Gilpin, Princeton University Press
2. International Trade Law An Interdisciplinary, Raj Bhala, Non-Western Textbook
3. International Trade Law, Indira Carr and Peter Stone
4. Development and Sustainability: India in a Global Perspective edited by Sarmila Banerjee, Anjan
Chakrabarty

Suggested Reference Books:

1. International Economics, Paul Krugman, Maurice Obstfeld and Marc Melitz, Pearson, Global Edition
2. Globalizing Capital, A history of the International Monetary system, Barry Eichengreen, Princeton
University Press.

Semester I 114 GE 06 – Contemporary Frameworks in Management

2 Credits LTP: 1:1:1 Generic Elective

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
DEFINE Emotional Intelligence (EQ), IDENTIFY the benefits of
CO 114.1 REMEMBERING emotional intelligence and RELATE the 5 Dimensions of Trait EI
Model to the practice of emotional intelligence.
DESCRIBE how companies achieve transition from being good
CO 114.2 UNDERSTANDING companies to great companies, and DISCUSS why and how most
companies fail to make the transition.
APPLY the 21 laws that make leadership work succesfully to improve
CO 114.3 APPLYING your leadership ability and ILLUSTRATE its positive impact on the
whole organization.
EXAMINE the fundamental causes of organizational politics and team
CO 114.4 ANALYSING
failure.
EXPLAIN the approach to being effective in attaining goals by aligning
CO 114.5 EVALUATING oneself to the "true north" principles based on a universal and timeless
character ethic.

1. Emotional Intelligence : What is Emotional Intelligence, Benefits of EI, Understand the difference between Trait
EI and Ability EI, 5 Dimensions of Trait EI Model - Self Awareness (SA), Managing Emotions (ME), Motivation
(M), Empathy (E), Social Skills (SS) - Self awareness (SA) - Self Awareness, Seeing the other side, Giving in
without giving up, Life Positions – you and only you can choose your mindset, Managing Emotions (ME) - Self-
Regulation, Managing Emotions, The ‘EQ brain’ and how it works, The science of emotions, Understanding
Emotions, Find your self-control, Using Coping Thoughts, Using Relaxation Techniques, Self-Motivation (M) –
Optimism, Pessimism, The balance between optimism and pessimism, The power of re-framing, Empathy (E) –
Empathy, Barriers to empathy, Developing your empathy, Social Skills (SS) - Social skills, Making an impact,

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Creating a powerful first impression, Assessing a situation, Being zealous without being offensive, Traits of a
person with high social skills. Determine your EQ
2. The 7 habits of highly effective people: Paradigms and principles, Inside-out, The seven habits - an overview -
Private victory Habit 1. Be proactive: principles of personal vision, Habit 2. Begin with the end in mind: principles
of personal leadership, Habit 3. Put first things first: principles of personal management, Public victory. Paradigms
of interdependence. Habit 4. Think win/win: principles of interpersonal leadership, Habit 5: Seek first to
understand, then to be understood: principles of empathetic communication, Habit 6. Synergize: principles of
creative cooperation, Renewal. Habit 7. Sharpen the sword: principles of balanced self-renewal
3. Five dysfunctions of a team: Absence of trust—unwilling to be vulnerable within the group, Fear of conflict—
seeking artificial harmony over constructive passionate debate, Lack of commitment—feigning buy-in for group
decisions creates ambiguity throughout the organization, Avoidance of accountability—ducking the responsibility
to call peers on counterproductive behavior which sets low standards, Inattention to results—focusing on personal
success, status and ego before team success
4. The 21 irrefutable laws of leadership: The law of the lid, The law of influence, The law of process, The law
of navigation, The law of addition, The law of solid ground, The law of respect, The law of intuition, The law
of magnetism, The law of connection, The law of the inner circle, The law of empowerment, The law of the
picture, The law of buy-in, The law of victory, The law of the big mo, The law of priorities, The law of
sacrifice, The law of timing, The law of explosive growth, The law of legacy.
5. Good to Great: Level 5 Leadership - Leaders who are humble, but driven to do what's best for the company, First
Who, Then What: Get the right people on the bus, then figure out where to go. Find the right people and try them
out in different seats on the bus (different positions in the company), Confront the Brutal Facts: The Stockdale
paradox, Hedgehog Concept: Three overlapping circles: What lights your fire ("passion")? What could you be best
in the world at ("best at")? What makes you money ("driving resource")? Culture of Discipline: Rinsing the cottage
cheese, Technology Accelerators: Using technology to accelerate growth, within the three circles of the hedgehog
concept, The Flywheel: The additive effect of many small initiatives.

Suggested Reference Books:

1. Emotional Intelligence, Daniel Goleman
2. The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change, Stephen R. Covey
3. The Five Dysfunctions of a Team: A Leadership Fable , Patrick M. Lencioni
4. The 21 Irrefutable Law of Leadership-John C. Maxwell
5. Good to Great, Jim Collins

Semester I 115 GE 07 – Essentials Of Psychology for Managers

2 Credits LTP: 1:1:1 Generic Elective

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
CO 115.1 REMEMBERING DEFINE the basic concepts of psychology.
CO 115.2 UNDERSTANDING EXPLAIN the sensing and perceiving processes.
CO 115.3 APPLYING APPLY principles of learning and conditioning to human behavior.
ILLUSTRATE the linkages between learning, memory and information
CO 115.4 ANALYSING
processing.
CO 115.5 EVALUATING EXPLAIN the basic intrapersonal processes that influence social perception.

1. Basic Concepts: Introduction to Psychology, Definitions of Psychology, Goals of Psychology, History of

Psychology, Modern Psychology, Psychology: Its Grand Issues and Key Perspectives, Psychology - Trends for
the New Millennium. Biological Bases of Behavior: Neurons - Building Blocks of the Nervous System, The
Nervous System - its Basic Structure and Functions, The Brain and Consciousness – states of consciousness,
dreams, hallucinations, The Brain and Human Behavior, Heredity and Behavior - Genetics and Evolutionary
Psychology. (6)
2. Sensation and Perception: Sensing and perceiving, Sensory Thresholds, Sensory Adaptation, The Senses -
Hearing, Vision, Perceptual Processes, Information Processing – Bottom Up Processing, Top Down processing,

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Bottom Up and Top Down (together) processing, Culture, Experience & Perception, Perceptual Constancy,
Perceptual Expectations, Perceptual illusions, Gestalt Theory, Perceptual Development and Learning. (6)
3. Learning and Conditioning: A Definition of Learning, Classical Conditioning, Instrumental Conditioning,
Classical and Instrumental Conditioning Compared: Biofeedback and Reinforcement, Verbal Learning, Basic
Conditioning and Learning Phenomena, Reinforcement, Schedules of reinforcement, role of reinforcement in
developing subordinate Social Behavior, Transfer of Training, Learning by Observing Models, Biological Limits.
(6)
4. Memory: Learning and Memory as Intertwined Processes, Kinds of Information Stored in Memory, Measures of
Retention, The Three Components of Memory – Encoding, Storage, Retrieval, Interference Theory, Decay Theory,
Information Processing I: Separate-Store Models, Information Processing II: Levels of Processing, Issues in
Memory. (6)
5. Cognition: Thinking - Mental Imagery, Problem Solving, Decision Making. Concept Formation, Language
development. Relationship between language and thinking. Emotion: Definition of Emotion, the Physiology of
Emotion, Emotional Expression - Verbal & Non Verbal, Labelling Emotions, Theories of Emotion – Common
sense theory of emotion, James Lang theory of emotion, Cannnon Bard Theory of Emotion, Cognitive Arousal
Theory of Emotion (6)

Suggested Text Books:

1. Psychology Ciccarelli, S. K & Meyer, G.E Pearson Education Ltd.
2. Introduction to Psychology, Clifford T. Morgan, Richard A King, John R Weisz and John Schopler, Indian
Edition

Suggested Reference Books:

1. Essentials of understanding psychology, Feldman. S. R, Tata Mc Graw Hill.
2. Psychology, Baron, R.A and Misra, G. Pearson Education Ltd.

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SEMESTER II
Sem Code Course Code Course Credits FA SA Marks
Mandatory 201 GC – 09 Marketing Management 3 50 50 100
Mandatory 202 GC – 10 Financial Management 3 50 50 100
Mandatory 203 GC – 11 Human Resources Management 3 50 50 100
Mandatory 204 GC – 12 Operations & Supply Chain Management 3 50 50 100
Mandatory 205 GC - 13 Legal Aspects of Business 2 0 50 50
CORE TOTAL 5 14 200 250 450
Mandatory 206 RM - 01 Business Research Methods 2 - 50 50
Mandatory 207 RM - 02 Desk Research 2 50 0 50
Mandatory 208 RM - 03 Field Project 4 50 100 150
RESEARCH TOTAL 3 8 100 150 250
Semester II Generic Electives - Any 2 Courses to be Opted from the respective elective list
Elective 209 GE 08 Business Communication-II 2 50 0 50
Elective 210 GE 09 Technology Tools in Business Management -II 2 50 0 50
Elective 211 GE 10 Sustainable Development Goals
Elective 212 GE 11 Selling & Negotiation Skills Lab
Elective 213 GE 12 Indian Economy
Elective 214 GE 13 International Business Environment
Elective 215 GE 14 Business Ethics
ELECTIVE TOTAL 2 4 100 0 100
SEMESTER TOTAL 10 26 400 400 800

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Semester II

Semester II 201 GC 09– Marketing Management

3 Credits LTP: 2:1:1 Compulsory Generic Core Course

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
DESCRIBE the key terms associated with the 4 Ps of marketing and
CO 201.1 REMEMBERING Marketing Planning & Control for a real world marketing
offering(commodities, goods, services, e-products/ e-services.)
DEMONSTRATE the relevance of marketing mix concepts and Planning
CO 201.2 UNDERSTANDING & Control frameworks for a real-world marketing offering (commodities,
goods, services, e-products/ e-services.)
APPLY marketing Mix and Planning & Control decisions for a real world
CO 201.3 APPLYING marketing offering (commodities, goods, services, e-products/ e-
Services.)
EXAMINE marketing issues pertaining to Marketing Mix and Marketing
CO 201.4 ANALYSING Plan in the context of real-world marketing offering (commodities, goods,
services, e-products/ e-services
EXPLAIN the interrelationships between various elements of Marketing
CO 201.5 EVALUATING mix and Planning & Control in the context of real-world marketing
offering (commodities, goods, services, e-products/ e-services)
DESIGN a Marketing Mix and Marketing Plan for a real-world marketing
CO 201.6 CREATING
offering (commodities, goods, services, e-products/ e-services.)

1. Product: Meaning, The Role of Product as a market offering, Goods & Services Continuum Classification of
Consumer products- convenience, shopping, shopping, unsought goods. Classification of industrial products
materials and parts, capital items, supplies and services. Product Levels: The Product Hierarchy, Product Systems
and Mixes, Product Line Analysis, Product Line Length, the Customer Value Hierarchy. New Product
Development - Need, Booz Allen & Hamilton Classification Scheme for New Products, New Product
Development Process – Idea Generation to commercialization. Sustainable practices in Product Design, Go-to-
market strategy, Branding: Concept, Definition and Commodity vs. Brand, Product Vs Brand, and And Concept
of Brand equity. Packaging & Labeling: Meaning & role, Types of Packaging, Sustainable practices in packaging
and Labeling, (7 + 2)
2. Pricing: Meaning, The Role of Pricing, Importance and Factors influencing pricing decisions. Setting the Price:
Setting pricing objectives, determining demand, estimating costs, analyzing competitors’ pricing, Selecting Pricing
method, selecting final price. Adapting the Price: Geographical pricing, Price discounts & allowances, Promotional
pricing, Differentiated pricing, concept of transfer pricing, Dynamic pricing (surge pricing, auction Pricing),
Pricing in online marketing (free, premium, freemium). Token based pricing. Price Change: Initiating &
responding to price Changes. Use of Big Data and Generative AI in pricing decisions (7 + 2)
3. Place: Meaning, The Role of Marketing Channels, Channel functions & flows, Channel Levels, Channel Design
Decisions - Analyzing customers’ desired service output levels, establishing objectives & constraints, Identifying
& evaluating major channel alternatives. Channel Options - Introduction to Wholesaling, Retailing, Franchising,
Direct marketing, Introduction to Channels in international Market, Online Interaction versus Offline Interaction
-Introduction to Omni channel & hybrid channel options, Phygital Channels. Show rooming and Web rooming,
Market Logistics Decisions – Order Processing, Warehousing, Customer Fulfilment Center, Dark stores,
Inventory, and Logistics. Last-mile logistics, Role of IOT and Block chains in Market Logistics decisions (7 + 2)
4. Promotion: Meaning, The role of marketing communications in marketing effort. Communication Mix Elements,
Introduction to Advertising, 5Ms of Advertising, Sales Promotion, Personal Selling, Public Relations, Word of
Mouth (WOM), Direct Marketing, Traditional to Digital Promotion =Contextual Marketing, Permission
Marketing, Data driven marketing ,Attention, Interest, Desire, Action (AIDA) to 5A (Aware, Appeal, Ask, Act,
and Advocate), Concept of Integrated Marketing Communications (IMC), Developing Effective Communication
-Communication Process, Steps in developing effective marketing communication - identifying target audience,
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Determining communication objectives, designing a message, choosing media, Selecting message source,
Collecting feedback. Shaping the overall promotion mix: promotional mix strategy, push-pull strategies. Role of
Generative AI in Promotion decisions (7 + 2)
5. Product Level Planning: Preparation & evaluation of a product level marketing plan, Nature & contents of
Marketing Plans - Executive Summary, Situation Analysis, Marketing Strategy, Financials, and Control.Marketing
Evaluation & Control - Concept, Process & types of control - Annual Plan Control, Profitability Control, Efficiency
Control, Strategic Control, Marketing Audit, Impact of Technology on Marketing Planning and Control =
Connected Marketing Mix -four C’s (co-creation, currency, communal activation, and Conversation). Application
of Agile marketing Practices in Marketing Planning and control, Use of Immersive Marketing for Marketing
Planning and control decisions. (7 + 2)

Note: Real world examples / cases in domestic and international context for commodities, goods, services, e-products/
e-services in terms of Traditional as well as contemporary Marketing Practices are expected to be analyzed in the class
as well as included in the Examination.

Suggested Text Books:

1. Marketing Management: A South Asian Perspective Kotler, Keller, Koshy& Jha, 14 th edition, Pearson
Education,2018.
2. Marketing Management, Rajan Saxena, TMGH,6th Edition ,2019
3. Marketing, Lamb Hair Sharma, Mc Daniel, Cengage Learning,1st Edition ,2016
4. Marketing Management - RamaswamyV. S. &Namakumar S, 4/e, Macmillan Publishers, 2014.
5. Marketing Management -Arun Kumar& Meenakshi N, 2/e, Vikas publications, 2013
6. Marketing Management- Text and Cases, Tapan K Panda, Excel Books, 2008
7. Marketing 4.0: Moving from Traditional to Digital, Philip Kotler, Hermawan Kartajaya, Iwan Seiwan, 2017
8.Marketing 5.0: Technology for Humanity by Philip Kotler, Hermawan Kartajaya, Wiley .2021
9.Marketing 6.0: The Future Is Immersive : Philip Kotler, Hermawan Kartajaya,2023

Suggested References:
1. Marketing Grewal, Levy, Tata McGraw-Hill,7th Edition,2021
2. Marketing, Asian Edition, Paul Bainer, Chris Fill, Kelly Page, Oxford University Press.2013
3. Principles of Marketing, Philip Kotler, Gary Armstrong, Prafulla Agnihotri, Ehasan Haque, Pearson,13th Edition
4.Brand Equity Supplement of the Economic Times
5. Brand Wagon Supplement of the Financial Express
6 Strategist Supplement of Business Standard
7 Marketing White book, latest edition
8. https://www.togai.com/blog/generative-ai-pricing-strategies/,accessed on 20th June 2024,at 12 .02 am.
9. Generative AI: The Insights You Need from Harvard Business Review (HBR Insights Series), Harvard Business
Review, Randye Kaye, et al., on 20th June 2024,at 12 .02 am.
10.https://revenueml.com/insights/articles/potential-generative-artificial-intelligence-pricing, accessed on 20th June
2024, at 12 .02 am.
11.https://www.forbes.com/sites/derekrucker/2021/06/16/the-evolution-of-marketing-a-candid-
conversation-with-the-father-of-modern-marketing/, accessed on 20th June 2024,at 12 .02 am

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Semester II 202 GC 10– Financial Management

3 Credits LTP: 2:1:1 Compulsory Generic Core Course

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
DESCRIBE the basic concepts related to Financial Management, Various
CO 202.1 REMEMBERING techniques of Financial Statement Analysis, Working Capital, Capital
Structure, Leverages and Capital Budgeting.
CO 202.2 UNDERSTANDING EXPLAIN in detail all theoretical concepts throughout the syllabus
PERFORM all the required calculations through relevant numerical
CO 202.3 APPLYING
problems
ANALYZE the situation and
• comment on financial position of the firm
CO 202.4 ANALYSING • estimate working capital required
• decide ideal capital structure
• evaluate various project proposals
EVALUATE impact of business decisions on Financial Statements,
CO 202.5 EVALUATING
Working Capital, Capital Structure and Capital Budgeting of the firm
CREATE Common Size Comparative Statements, Comparative Financial
CO 202.6 CREATING Statements using Ratio Analysis (Year-wise, Industry – wise), Comparative
Proposals using Capital Budgeting Techniques

1. Introduction: Introduction to Finance, Meaning and Definition of Financial Management, Objectives of Financial
Management- (Profit Maximization and Wealth Maximization), Modern Approach to Financial Management-
(Investment Decision, Financing Decision, Dividend Policy Decision), Finance and its relation with other
disciplines, Functions of Finance Manager (3 + 2)
2. Techniques of Financial Statement Analysis: Introduction, Objectives of financial statement analysis, various
techniques of analysis viz Common Size Statements, Comparative Statements, Trend Analysis, Ratio Analysis
(10 + 2)
3. Working Capital Management: Meaning of Working Capital, its components & types, Operating Cycle, Factors
affecting working capital, Estimation of working capital requirement. (Total Cost Method & Cash Cost Method)
(8 + 2)
4. Capital Structure: Meaning and Factors affecting Capital Structure, Different sources of finance. Concept and
measurement of Cost of Capital (measurement of Specific Cost and WACC), Trading on Equity, Concept of
Leverages and its types. (7 + 2)
5. Capital Budgeting: Meaning, Definition of Capital Budgeting, Time value of money. Tools of evaluation of the
project based on traditional techniques and modern techniques - ARR, Payback Period, Discounted Payback
Period, NPV, PI & IRR (7 + 2)

Note: Numerical Problems will be asked on following topics only—

1. Common Size Statements
2. Comparative Statements
3. Ratio Analysis (Calculation of ratios plus its interpretation)
4. Estimation of working capital requirement (Total Cost Method & Cash Cost Method)
5. Measurement of Specific Cost (Cost of Equity, Preference, Retained Earnings and Debt) and WACC
6. Capital Structure
7. Leverages
8. Capital Budgeting (ARR, Payback Period, Discounted Payback Period, NPV, PI & IRR)

Suggested Books:
1. Financial Management, Shashi K. Gupta and R.K. Sharma (Kalyani Publication)
2. Basics of Financial Management, V.K. Saxena and C. D. Vashist (Sultan Chand & Sons)
3. Financial Management, A Contemporary Approach, Rajesh Kothari (SAGE)
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4. Financial Management, Dr. Mahesh Abale & Dr. Shriprakash Soni (Himalaya Publishing House Pvt. Ltd.)
5. Working Capital Management, Theory and Practice, Dr. P. Periasamy (Himalaya Publishing House)
6. Financial Management, I M Pandey (Vikas Publishing House Pvt. Ltd)
7. Fundamentals of Financial Management, A. P. Rao (Everest Publishing House)
8. Advanced Financial management, N.M. Vechalekar

Suggested Reference Books:

1. Financial Management, Rajiv Srivastava and Anil Misra (OXFORD University Press)
2. Financial Management, Ravi Kishore (Taxmann)
3. Financial management, V.K. Bhalla (S. Chand)
4. Financial Management, Jonathan Berk, Peter DeMarzo and Ashok Thampy (Pearson Publication)

** Note: The Financial Management syllabus focuses on the techniques used for financial decision making at
the organisational level. The origin of the same is observed to be seen in the 20 th century. Hence, the IKS
element seems to be difficult to be included in the Financial Management syllabus.

Semester II 203 GC 11 – Human Resource Management

3 Credits LTP: 2:1:1 Compulsory Generic Core Course

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
CO 203.1 REMEMBERING DEFINE the role of Human Resource Functions in an Organization
CO 203.2 UNDERSTANDING UNDERSTAND the emerging trends and practices in HRM.
CO 203.3 APPLYING UTILIZE the different methods of HRM in an organization
CO 203.4 ANALYSING EXAMINE the use of different HRM Practices in an organization.
CO 203.5 EVALUATING ASSESS the outcome of different HRM functions in an organization.
CO 203.6 CREATING DESIGN the HR manual and compensation policy of the organization

1. Human Resource Management: Concept and Challenges - Introduction, Objectives, Scope, Features of HRM,
Role of HRM, Importance of HRM, Policies and Practices of HRM, Functions of HRM, Challenges of HRM. (6+2)
2. Human Resource Planning: Human Resource Planning: Definition, Objectives, Need and Importance, HRP
Process, Barriers to HRP. Job Analysis Process – Contents of Job Description & Job Specification, Job design,
Factors affecting Job design, Job enrichment Vs job enlargement. (7+2)
3. Recruitment and Retention: Recruitment Introduction, Sources of Recruitment, Difference between recruitment
and selection. Applying IKS principles to recruitment, Process- Recruitment and Selection, concept- Induction and
Orientation. Career Planning-Process of career planning, Succession Planning- Process of succession planning,
Transfer and Promotion. Retention of Employees: Importance of retention, strategies of retention. (7+2)
4. Managing Employee Performance and Training: Performance Appraisal & Performance Management –
Definition, Objectives, Importance, Applying IKS principles to Performance and rewards, Appraisal Process and
Appraisal Methods. Training and Development - Definition – Scope, Role of Training in an Organizations,
Objectives, Applying IKS principles to Training, Training and Development Process, Training Need Assessment,
Types of training, Difference between training and development, E-Learning. Benefits of training, Evaluation of
Training Effectiveness: Kirkpatrick model. (8+2)
5. Compensation Management: Concept, Objectives, Importance of Compensation Management, Process, Current
Trends in Compensation. Components of salary. Incentives and Benefits – Financial & Nonfinancial Incentive,
Fringe Benefits. Employees Separation - Retirement, Termination, VRS, Suspension. Concept- Grievance and
grievance redressal procedure. (7+2)

Suggested Text Books:

1. Human Resource Management, Dr. S.S. Khanka, Sultan Chanda, Delhi.
2. Human Resource Management, Deepak Bhattacharya, Sage Publishing Ltd.
3. Human Resource Management, Arun Monppa, Tata McGraw Hill Publishing Company
4. Human Resource Management, Mirza & Zaiyaddin
5. Human Resource Management, Dr. P. C. Pardeshi, Niramli Publication.

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6. Human Resource Management, R.S. Dwiwedi, Vikas Publishing House.
7. Human Resource Management, C.B. Mamoria, Himalaya Publishing House
8. Human Resource Management, Gary Dessler Dorling Kindersley Pvt Ltd.
9. Human Resource Management: Text and Cases, K Aswathappa, Tata McGraw Hill Publishing Compnay.
10. Performance Appraisal and Management, Himalaya Publishing House.

Suggested Reference Books:

1. Human Resource Management in Organizations, Izabela Robinson, Jaico Publishing House.
2. Armstrong’s Essential Human Resource Management Practice - A guide to people management, Michael
Armstrong, Koganpage.
3. Applied Psychology in Human Resource Management, Cascio & Aguins, PHI.

Semester II 204 GC 12 – Operations & Supply Chain Management

3 Credits LTP: 2:1:1 Compulsory Generic Core Course

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
DEFINE basic terms and concepts related to Production, Operations,
CO 204.1 REMEMBERING
Services, Supply Chain and Quality Management.
EXPLAIN the process characteristics and their linkages with process-
CO 204.2 UNDERSTANDING
product matrix in a real-world context.
DESCRIBE the various dimensions of production planning and control and
CO 204.3 APPLYING
their inter-linkages with forecasting.
CALCULATE inventory levels and order quantities and MAKE USE OF
CO 204.4 ANALYSING
various inventory classification methods.
OUTLINE a typical Supply Chain Model for a product / service and
CO 204.5 EVALUATING ILLUSTRATE the linkages with Customer Issues, Logistic and Business
Issues in a real-world context.
ELABORATE upon different operational issues in manufacturing and
CO 204.6 CREATING
services organisations where the decision-making element is emphasized.

1. Introduction to Operations and Supply Chain Management: Definition, Concept, Significance and Functions
of Operations and SCM. Evolution from manufacturing to operations management, Physical distribution to
Logistics to SCM, Physical Goods and Services Perspectives. Quality: Definitions from various Perspectives,
Customers view and Manufacturer's view, Concept of Internal Customer, Overview of TQM and LEAN
Management, Impact of Global Competition, Technological Change, Ethical and Environmental Issues on
Operations and Supply Chain functions. (7+2)
2. Operations Processes: Process Characteristics in Operations: Volume Variety and Flow. Types of Processes
and Operations Systems - Continuous Flow system and intermittent flow systems. Process Product Matrix: Job
Production, Batch Production, Assembly line and Continuous Flow, Process and Product Layout. Service System
Design Matrix: Design of Service Systems, Service Blueprinting. (6+2)
3. Production Planning & Control (PPC): Role and Functions of PPC Demand Forecasting: Forecasting as a
Planning Tool, Forecasting Time Horizon, Sources of Data for forecasting, Accuracy of Forecast, Capacity
Planning. Production Planning: Aggregate production Planning, Alternatives for Managing Demand and Supply,
Master Production Schedule, Capacity Planning - Overview of MRP, CRP, DRP, MRP II. Production Control:
Scheduling, Loading, Scheduling of Job Shops and Floor Shops, Gantt Charts. (8+2)
4. Inventory Planning and Control: Continuous and intermittent demand system, concept of inventory, need for
inventory, types of inventory - seasonal, decoupling, and cyclic, pipeline, safety - Implications for Inventory
Control Methods. Inventory Costs - Concept and behavior of ordering cost, carrying cost, and shortage cost. EOQ
– definition, basic EOQ Model, EOQ with discounts. Inventory control - Classification of material - ABC Analysis
-VED, HML, FSN, GOLF, SOS. (Numericals expected on Basic EOQ, EOQ with discounts & ABC), Inventory
turns ratios, Fixed Order quantity Model - Periodic Review and Re-order Point. (8+2)

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5. Supply Chain Management: Supply chain concept, Generalized Supply Chain Management Model - Key Issues
in SCM – Collaboration, Enterprise Extension, responsiveness, Cash-to-Cash Conversion. Customer Service:
Supply Chain Management and customer service linkages, Availability service reliability perfect order, customer
satisfaction. Enablers of SCM - Facilities, Inventory, Transportation, Information, sourcing, Pricing. (6+2)

Suggested Text Books:

1. Operations Management Theory & Practice, B. Mahadevan, Pearson.
2. Operations Now - Supply Chain Profitability & Performance, Byron J. Finch, McGraw Hill.
3. Production and Operations Management, R B Khanna, PHI, New Delhi.
4. Production & Operations Management, S N Chary, McGraw Hill.
5. Supply Chain Management - Strategy, Planning & Operation, Sunil Chopra, Peter Meindl, D. V. Kalra,
Pearson Education.
6. Decoding Success – Indian Business Management Cases -Kelkar Girish, Ed. Kulkarni Abhay, Orange Books

Suggested Reference Books:

1. Supply Chain Logistics Management, Donald Bowersox, David Closs, M Bixby Cooper, Tata McGraw Hill.
2. Operations Management, William J. Stevenson, TMGH.
3. Operations Management, Lee Krajewski, Larry Ritzman, Manoj Malhotra, Pearson Education.
4. Introduction to Materials Management, J.R. Tony Arnold, Stephen Chapman, Ramakrishnan, Pearson.

Semester II 205 GC 13- Legal Aspects Of Business

2 Credits LTP: 2:0:0 Compulsory Generic Core Course

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
CO 205.1 REMEMBERING DESCRIBE the key terms involved in each Act.
CO 205.2 UNDERSTANDING SUMMARIZE the key legal provisions of each Act.
CO 205.3 APPLYING ILLUSTRATE the use of the Acts in common business situations.
OUTLINE the various facets of basic case laws of each Act from a legal and
CO 205.4 ANALYSING
managerial perspective.
DEVELOP critical thinking by making judgments related to use of various
CO 205.5 EVALUATING
provisions of the Acts in business situations

1. The Indian Contract Act 1872: Meaning and Essentials of contract; Kinds of contract based on validity, formation
of contract- law relating to offer and acceptance, consideration, competency to contract, free consent, void
agreements, Wagering Agreement and Its Essentials, Exceptions to wager, performance of contracts, Contingent
Contract, Quasi Contract, Discharge of contract, Breach of contract-Meaning & remedies; Special contracts-
contract of indemnity and guarantee, Contract of Agency - Creation of Agency – Agent and Principal
(Relationship/rights). (5+1)
2. Sale of Goods Act, 1930: Contract of sale of goods, Sale and agreement to sell, Caveat emptor, Conditions &
warranties, Transfer of property or ownership, Performance of the Contract of Sale-delivery of goods by seller and
acceptance of delivery of goods and payment for the same by buyer, Unpaid Seller-Rights of unpaid seller, Sale
by Auction. (5+1)
3. The Negotiable Instrument Act, 1881: Negotiable Instruments – Meaning, Characteristics, Types. Parties, Holder
and holder in due course, Negotiation and Types of Endorsements, Dishonor of Negotiable Instrument – Noting
and Protest. (5+1)
4. The Companies (Amendment) Act, 2015: Company – Definition, Meaning, Features and Types- Private, public,
One Person Company, Incorporation of Company – Memorandum of Association (MOA), Articles of Association
(AOA), Prospectus, share capital and types of shares & Debentures, buy back of shares, Acceptance of deposits,
Appointment of director including woman Director. (5+1)

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5. The Consumer Protection Act, 2019: Definition of Consumer w.r.t goods & services, Dispute Redressal Forums
– District, State & National Forum, Composition, Jurisdiction, Powers, Appellate Authority, Unfair & Restrictive
Trade Practices, (5+1)

Suggested Text books:

1. Business Legislations for Management, M.C. Kuchhal
2. Elements of Mercantile Law, N. D. Kapoor
3. Business and Corporate Laws, Dr. P.C. Tulsian

Suggested Reference Books:

1. Legal Aspects of Business, Ravinder Kumar
2. Business Laws, S. D. Geet
3. Business Laws, S.S. Gulshan
4. Legal Aspects of Business, Akhileshwar Pathak

Semester II 206 RM 01- Business Research Methods

2 Credits LTP: 1:1:1 Compulsory Generic Core Course

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
DEFINE various concepts & terms associated with scientific business
CO 206.1 REMEMBERING
research.
EXPLAIN the terms and concepts used in all aspects of scientific business
CO 206.2 UNDERSTANDING
research.
MAKE USE OF scientific principles of research to SOLVE contemporary
CO 206.3 APPLYING
business research problems.
EXAMINE the various facets of a research problem and ILLUSTRATE the
CO 206.4 ANALYSING relevant aspects of the research process from a data driven decision
perspective.
JUDGE the suitability of alternative research designs, sampling designs,
data collection instruments and data analysis options in the context of a
CO 206.5 EVALUATING
given real-life business research problem from a data driven decision
perspective.
FORMULATE alternative research designs, sampling designs, data
CO 206.6 CREATING collection instruments, testable hypotheses, data analysis strategies and
research reports to address real-life business research problems.

1. Foundations of Research: Definition of Research, Need of business research, Characteristics of scientific research
method, Typical Research applications in business and management. Questions in Research: Formulation of
Research Problem – Management Question – Research Question – Investigation Question. The process of business
research: Literature review - Concepts and theories - Research questions - Sampling - Data Collection - Data
analysis - Writing up - The iterative nature of business research process, Elements of a Research Proposal. Practical
considerations: Values – researcher & organization. Ethical principles - Harm to participants, Lack of informed
consent, Invasion of privacy, Deception, Reciprocity and trust, Affiliation and conflicts of interest. Legal
considerations - Data management, Copyright. (3+6)
2. Research Design: Concept, Features of a robust research design. Exploratory, Descriptive, Quasi Experimental,
Experimental research designs, Concept of Cause and Effect, Difference between Correlation and causation. Types
of Variables – Independent, Dependent, concomitant, mediating, moderating, extraneous variables, Basic knowledge
of Treatment & Control group, Case study design. Cross-sectional and Longitudinal designs, Qualitative and
Quantitative research approaches, Pros and Cons of various designs, choice of a research design. Hypothesis:
Definition, research Hypothesis, Statistical hypothesis, Null hypothesis, Alternative Hypothesis, Directional
Hypothesis, Non-directional hypothesis. Qualities of a good Hypothesis, Framing Null Hypothesis & Alternative
Hypothesis. Concept of Hypothesis Testing - Logic & Importance. (3+6)

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3. Data & Measurement: Meaning of data, Need for data. Secondary Data: Definition, Sources, Characteristics,
Advantages and disadvantages over primary data, Quality of secondary data - Sufficiency, adequacy, reliability and
consistency. Primary Data: Definition, Advantages and disadvantages over secondary data. Measurement:
Concept of measurement, What is measured? Problems in measurement in management research - Validity and
Reliability, Levels of measurement - Nominal, Ordinal, Interval, Ratio. Attitude Scaling Techniques: Concept of
Scale – Rating Scales viz. Likert Scales, Semantic Differential Scales, Constant Sum Scales, Graphic Rating Scales
– Ranking Scales – Paired Comparison & Forced Ranking - Concept and Application. Questionnaire: Questionnaire
Construction - Personal Interviews, Telephonic survey Interviewing, Online questionnaire tools. (3+6)
4. Sampling: Basic Concepts: Defining the Universe, Concepts of Statistical Population, Sample, Characteristics of
a good sample. Sampling Frame, determining the sample frame, Sampling errors, Non-Sampling errors, Methods to
reduce the errors, Sample Size constraints, Non-Response. Probability Sample: Simple Random Sample,
Systematic Sample, Stratified Random Sample, Area Sampling & Cluster Sampling. Non-Probability Sample:
Judgment Sampling, Convenience Sampling, Purposive Sampling, Quota Sampling & Snowballing Sampling
methods. Determining size of the sample: Practical considerations in sampling and sample size, (sample size
determination formulae and numericals not expected) (3+6)
5. Data Analysis & Report Writing: Data Analysis: Cleaning of Data, Editing, Coding, Tabular representation of
data, frequency tables, Univariate analysis - Interpretation of Mean, Median Mode; Standard deviation, Coefficient
of Variation. Graphical Representation of Data: Appropriate Usage of Bar charts, Pie charts, Line charts,
Histograms. Bivariate Analysis: Cross tabulations, Bivariate Correlation Analysis - meaning & types of correlation,
Karl Person’s coefficient of correlation and spearman’s rank correlation. Chi-square test including testing hypothesis
of association, association of attributes. Linear Regression Analysis: Meaning of regression, Purpose and use,
Linear regression; Interpretation of regression co-efficient, Applications in business scenarios. Test of Significance:
Small sample tests: t (Mean, proportion) and F tests, Z test. Non‐parametric tests: Binomial test of proportion,
Randomness test. Analysis of Variance: One way and two‐way Classifications. Research Reports: Structure of
Research report, Report writing and Presentation. (3+6)
Note:
1. It is desirable to use MS Excel / SPSS / Systat for delivery of unit 5.
2. For unit 5, Formulae and calculations are not expected. Interpretation of the given data/test outcomes is expected
for appropriate managerial decisions / inferences.

Suggested Text Books:

1. Business Research Methods, Donald Cooper & Pamela Schindler, TMGH.
2. Business Research Methods, Alan Bryman & Emma Bell, Oxford University Press
3. Research Methods for Social Work, Allen, Earl R. Babbie, Cengage
4. Research Methods in Business Studies: A Practical Guide, Pervez Ghauri, Dr Kjell Gronhaug, FT Prentice Hall

Suggested Reference Books:

1. Business Research Methods, William G. Zikmund, Barry J. Babin, Jon C. Carr, Mitch Griffin, Cengage Learning
2. Approaches to social research, Royce Singleton, Bruce C. Straits, Margaret Miller Straits, Oxford University
Press
3. Research Methods: The Basics, Nicholas S. R. Walliman, Nicholas Walliman, Routledge,
4. Research Methodology In Management, Dr.V.P. Michael

Semester II 207 RM 02- Desk Research (DR)

2 Credits LTP: 0:1:3 Subject Core Course – Research (Specialization Specific)

Course Outcomes: On successful completion of the course the learner will be able to
CO# COGNITIVE COURSE OUTCOMES
ABILITIES
CO207.1 REMEMBERING DESCRIBE the key historical, organizational, market related, financial,
governance, leadership and social responsibility dimensions of a real-world
business organization and the relevant industry
CO207.2 UNDERSTANDING SUMMARIZE the regional, national and global footprint of a real-world
business organization and the relevant industry

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CO207.3 APPLYING DEMONSTRATE an understanding of the regulatory forces acting on a real-
world business organization and the relevant industry
CO207.4 ANALYSING COMPARE and CONTRAST, using tables and charts, the market and financial
performance of a real-world business organization and the players in an
industry
CO207.5 EVALUATING COMPOSE a succinct summary of future plans of a real-world business
organization and the relevant industry the company website, shareholders
reports and other information available in the public domain.
CO207.6 CREATING IMAGINE the key challenges and opportunities for a real-world business
organization and the relevant industry in the immediate future (1 to 3 years).

1. Industry Analysis – the Basics: Nature of the Industry, Players in the industry, Nature of competition, Market
shares of top 5 & bottom 5 players, Possible Classification of players into Leaders, Challengers, Followers,
Nichers, Positioning & Differentiation strategies of key players. Branding strategies, Pricing Policies, Cartelization
if any and comments thereon, Capacity analysis – total capacity of the industry and break up capacity amongst key
players, Current Capacity Utilization rates, Planned future capacity additions, Geographical spread of
plants/facilities/ capacities (Domestics as well as Global), Demand Supply balance in the industry – at global,
national and regional level, Key factors affecting demand, Key supply side constraints, Professional Trade bodies
of the Industry, Business Functions carried out Online by the key players. Online presence of the players,
Incremental Innovations in the industry, Disruptive Innovations in the industry. (5)
2. Promoters & Management Ethos: Background of promoter groups of top 5 and bottom 5 players in the industry,
Management ethos and philosophy, Brief profiles of CMDs, CEOs, and key top management personnel with their
career highlights, Detailed profile of one distinguished top management personnel each from any two players in
the Industry, CSR policy, Corporate Governance Initiatives, Initiatives towards social inclusion, Initiatives towards
environment conservation. (5)
3. External Environment: Controlling ministry and / or regulator if any for the Industry, Regulatory Policies at the
state, national and global level and their impact on the industry as a whole with analysis of impact on top 5 players
and bottom 5 players, Key National and Global issues affecting the industry, Key initiatives by the Government
to promote the industry, Environmental issues, CSR initiatives, Regulatory actions against the players for e.g.
Action by SEBI, Competition Commission of India, MTRP Commission, FDA, etc. against irregularities , legal
violations if any. (5)
4. Financials: Profitability, Revenues, Margins of top 5 & bottom 5 players over the last 5 years and trends/changes
therein, Sick players if any and their turnaround strategies, if any, Key factors contributing to costs, Ratio analysis
of financial data for last 5 years for top 5 and bottom 5 companies in the industry. (5)
5. Recent Developments: Impact of key relevant provisions of the latest Fiscal policy on the industry and various
players therein, Analysis of Key relevant provisions of latest Exim Policy in case of industries that are focused on
Global Markets for exports or industries that have significant import components, Key Alliances in the past 5 years
and their performance & impact on other players in the industry, Mergers & Acquisitions, if any. Technological
developments, Labour unrest if any – reasons thereof and impact on the particular player and the industry as a
whole, emerging first generation entrepreneurs, if any, in the industry, Corporate wars & feuds in the industry, if
any. (5)

Note:
1. Students working in groups of 3 to 5 each shall select of any TWO industries of their choice, under the guidance
of a faculty.
2. The indepth analysis of the industry shall be carried out jointly by the students
3. Every student shall study one company within this industry independently.
4. Industries selected should be distinct from each other.
5. Students shall submit a structured detailed report.

Suggested Text Books:

1. No text books are prescribed.
2. The course has to be taught using the company annual reports and other publications, company website, social
media feeds, business newspapers and business data bases such as ACE equity, CRISIL / CMIE / ACE Equity /
Money Control / ET / BS database, etc.

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Semester II 208 RM 03 - Field Project (FP)
4 Credits LTP: 0:0:4 Subject Core Course – Research (Specialization Specific)

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
Recall and list key management concepts and frameworks relevant to their
CO 208.1 REMEMBERING
specialization specific field project.
Demonstrate an understanding of the specific management theories and
CO 208.2 UNDERSTANDING
frameworks to real-world business issues.
Apply theoretical knowledge to practical situations in their chosen field of
CO 208.3 APPLYING
specialization and demonstrate data driven decision making approach.
Analyze quantitative and qualitative data collected from the field to identify
CO 208.4 ANALYSING
patterns, trends, and insights relevant to their specialization.
Evaluate the effectiveness of different management strategies and
CO 208.5 EVALUATING approaches by comparing their field project findings with existing literature
and industry practices from the respective specialization / domain.
Create a comprehensive field project report and presentation that integrates
CO 208.6 CREATING their findings, analysis, and recommendations, demonstrating a professional
and result-oriented approach.

A] Preamble:
1. To integrate theory and practice by providing students with the opportunity to work on real-world issues.
2. To provide experiential learning opportunities that go beyond traditional textbooks and classroom learning.
3. To provide a platform to explore the functional aspects of each specialization.
4. To deepen students' understanding of management concepts and frameworks.
5. To develop application-oriented approach by bridging the gap between theory and practice.
6. To foster the development of critical skills, a professional mindset, and a result-oriented approach.
7. To highlight the insights from the business environment of the geographical region.

B] Guidelines for the Field Projects

B - 1] Nature of the Field Project:
1. Field project must be related to the intended specialization of the student.
2. Field projects must be done individually. Group projects are not permitted.
3. The project should involve fieldwork; online projects are not permitted.
4. Primary data collection is mandatory.
5. Field projects can be quantitative / qualitative in nature or even use mixed approaches.
6. Field projects can involve surveys, interviews, case studies, visits or observation studies.
7. For surveys, the sample size should be between more than or equal to100 participants.
8. For in-depth interviews (lasting at least 45-60 minutes), the sample size should be a minimum of 25
participants.
9. Total Hours of Effort Expected: 160 Hours, (This can be completed during the Semster, Saturdays,
Sundays, Public holidyas, Winter vacation in between Sem-I and Sem-II)

B - 2] Permissible Partner Organizations:

Students have the flexibility to conduct their field projects with any of the following organizations:
a) Companies listed on either NSE or BSE in India /abroad
b) Unlisted subsidiaries of Listed Companies.
c) Government / Semi-Government Undertaking / PSU
d) Government Offices
e) Consultancy Firms
f) Start Ups with an existence of 3 years or more and manpower more than 25.
g) Family managed businesses with an existence of 5 years or more and manpower more than 25.
h) Cooperative Societies
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NOTE: Students can also carry out the Field Work without being associated to a specific organization. Such
projects may involve quantitative / qualitative fieldwork related to
a) Contemporary issues of businesses
b) Specialization specific concepts
c) Local or regional concerns
d) Matters of national importance.

B - 3] Linkage with specialization: The field project topic must be aligned with the specialization chosen and
specialization electives offered in Semester II.
It can address local, national, or global issues relevant to the specialization, as guided by the faculty guide / mentor.

B – 4 ] Selecting a Relevant Topic: Consider current trends, issues, or challenges within the domain / specialization
across various business (industry) sectors when conducting their project.

B – 5 ] Identifying the Scope: Define the project's scope to ensure it is manageable within the given timeframe and
resources. Set realistic expectations regarding the project's depth and breadth.

B – 6] Project Objectives - Clearly outline the objectives of your field project.

B – 7] Project Planning and Proposal: Students shall define the scope and objectives of the specialization-specific
field project, develop a project proposal, and gain approval from the institute.

B –8] Reporting and Presentation: Prepare a professional report & presentation that outlines your project,
methodology, findings, and recommendations as per the outline given below. Your report should be clear, well-
structured, visually appealing & the presentation must be delivered professionally.

Presentation could be through any of the enlisted formats: (this is an indicative list and innovative formats if any
beyond this list may be adopted) -
1. Traditional Slide Deck Presentation
2. Infographics
3. Video presentation
4. Paper presentation
5. Poster presentation
6. Webinar or online presentation
7. TED-style presentation
8. Storytelling Presentation etc.

B – 10] Indicative break up of hours (160 hours)

1. 120 hours - On fieldwork (The field project shall be spread throughout the second semester, can be start
immediatly after Sem-I exam Winter vacation)
2. 40 hours – Pre and post-field work including proposal making, analysis, report writing, etc.

C] Field Project Proposal Outline

The Field Project proposal, ranging from three to five pages, outlines the development plan for the project. It includes
one or two paragraphs for each of the following components:
1. Field Project Introduction: Provide an overview of the project, including its context and scope.
2. Statement of the Problem: Clearly define the problem the project aims to address.
3. Purpose of the Project: Explain the main objectives and goals of the project.
4. Significance of the Project: Discuss the importance and potential impact of the project.
5. Plan for Developing / Executing the Project: Describe the approach and steps to be taken in developing /
executing the project.
6. Review of the Literature: Include an initial literature review of one or two pages.

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D] Field Project Report Outline
The field project report includes the components mentioned below.
1. Title Page
2. Declaration by student
3. Acknowledgement by student
4. Certificate by the Guide on Institutional Letter Head
5. Certificate by the Partner Organization on Letter Head (if applicable)
6. Table of Contents
7. List of Tables (if needed)
8. List of Figures (if needed)
9. Abstract

D – 1 ] Chapter I - Introduction:
1. Statement of the Problem
2. Purpose /Objectives of the Project
3. Theoretical Framework
4. Significance of the Project
5. Definition of Terms (optional)

D-2] Chapter II - Review of the Literature:

1. Review the existing body of knowledge available on the problem or topic.

D -3 ] Chapter III Method:

1. Describes how the study was completed / conducted, including a specific description of subjects, procedures,
equipment, materials, and other information pertinent to the study,

D-4] Chapter IV – Data Collection and Analysis:

1. Collecting relevant data from primary and secondary sources.
2. Analyzing data using appropriate analytical tools and techniques.

D – 5] Chapter V – Results / Findings & Suggestions:

1. Identifying key issues, opportunities, trends etc. based on data analysis.
2. Develop / propose feasible solutions or recommendations.
3. Reflect on the experience, lessons learned, and scope for further work / improvement.

D - 6] Annexures
1. Questionnaires
2. Observation Sheets
3. Field Maps
4. Exhibits
5. Geo Tagged Photos with Sample respondents
6. Any other relevant documents

E] Evaluation Pattern:
Total Marks: 150
Formative Assessment: 50 Marks
Summative Assessment: 100 Marks

E – 1] Formative Assessment Weightage (50 marks):

1. Project Proposal - 5 marks
2. Interim Progress review I / Report I - 5 marks
3. Final Project Report - 10 marks
4. Final Presentation (30 marks with break up as indicated below)
a) Project Objectives - 5 marks
b) Quality of Analysis and Research - 5 marks
c) Problem Solving and Decision Making - 5 marks
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d) Innovation and Impact - 5 marks
e) Documentation and Reporting - 5 marks
f) Reflection - 5 marks

E – 2] Summative Assessment Weightage (100 marks):

1. There shall be a panel of 2 examiners for the Final Viva-Voce
2. University shall nominate External Examiners
3. Director shall nominate Internal Examiner
4. Presentation by each student along with a spiral bound report is mandatory
5. Students will deliver a 15 minutes presentation about their field project.
6. The panel will evaluate the presentation for 50 marks and the viva-voce shall have a weightage of 50 marks.
7. The presentation & the External viva voce shall evaluate the Field Project on:
a) Project Objectives
b) Quality of Analysis and Research
c) Problem Solving and Decision Making
d) Innovation and Impact
e) Documentation and Reporting
f) Reflection

Semester II 209 GE 08 - Business Communication

2 Credits LTP: 0:2:2 Generic Elective

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
DESCRIBE stages in a typical communication cycle and the barriers to
CO 209.1 REMEMBERING
effective communication.
CO 209.2 UNDERSTANDING SUMMARIZE long essays and reports into précis and executive summaries.
USE Dictionary and Thesaurus to draft and edit a variety of business written
CO 209.3 APPLYING
communication.
EXAMINE sample internal communications in a business environment for
CO 209.4 ANALYSING
potential refinements.
CO 209.5 EVALUATING COMPOSE variety of letters, notices, memos and circulars.

1. Written Communication: Different types of communication like letters, memos, reports, fax, email, presentations
and multimedia, choosing the means of communication, stages in communication cycle, Barriers to effective
communication, communication systems. (5)
2. Writing Techniques: Rules of good writing, adaptation and selection of words, masculine words, writing with
style- choosing words with right strength and vigor, using a thesaurus, writing effective sentences, developing
logical paragraphs, Précis writing, Developing coherent paragraphs, overall tone, drafting, editing and finalizing
the business letters. Planning the persuasive message, common types of persuasive requests, principles of
persuasive communication. Reformulating and summarizing - What is a summary? Using synonyms & antonyms,
reducing phrases, guidelines for writing summaries, business summaries Comprehension: using a dictionary,
grammatical precision, (phonetics), contextual clues, guidelines for comprehension. (7)
3. Recruitment and employment correspondence: Application letter, curriculum vitae, interview, references, offer
of employment, job description, letter of acceptance, letter of resignation, writing routine and persuasive letters.(6)
4. Internal Communications: Memoranda, meetings - agenda and minutes, Writing memos, circulars, notices and
emails. Positive and negative messages such as Letter of Appreciation, Letter of Congratulations, Warning Letter,
Show Case Notice. Writing Follow up letters and reminders, Writing Sales letters, collection letters, Poster
Making. Report writing - What is a report, Objectives of report, types of report, Report Planning, Types of Reports,
Process, Structure and Layout, planning, Nature of Headings, Ordering of Points, Logical Sequencing, Graphs,
Charts, Writing an Executive Summary, List of Illustration, Technique of writing a report, characteristics of
business reports. (6)

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5. External Communications: Public notices, invitations to tender bid, auction, notices, etc. Writing business
proposals, Preparing Press Release and Press Notes. (6)

Note:
1. The entire course should be delivered in a workshop and application-oriented manner. It is expected that not more
than 10 to 15% of the time should be devoted to the theoretical aspect.
2. Workbooks should be prepared that comprehensively cover major situations of managerial communication and
should be handed over to the students right at the beginning of the course.
3. Students should be asked to submit the completed workbooks at the end of the term.

Suggested Text Books:

1. Business Communication Today, Bovee C L et. al., Pearson Education
2. Business Communication, P.D. Chaturvedi, Pearson Education
3. Business Communication, T N Chhabra, Bhanu Ranjan, Sun India
4. Verbal and Non-Verbal Reasoning, Prakash, P, Macmillan India Ltd., New Delhi
5. Objective English, Thorpe, E, and Thorpe, S, Pearson Education, New Delhi

Suggested Reference Books:

1. Communication Skills for Effective Management, Hargie et. al., Palgrave
2. Communication for Business, Tayler Shinley, Pearson Education
3. Technical Communication, Anderson, P.V, Thomson Wadsworth, New Delhi
4. The Oxford Guide to Writing and Speaking, John Seely, Oxford University Press, New Delhi
5. Dictionary of Common Errors, Turton, N.D and Heaton, J.B, Addision Wesley Longman Ltd.

Semester II 210 GE 09 – Technology Tools in Business Management-II

2 Credits LTP: 0:0:4 Generic Elective

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
Recall advanced functions and features of Excel, Power BI, Tableau, Chat
CO 210.1 REMEMBERING
GPT, and other emerging tools.
Explain the advanced functionalities and applications of these tools in
CO 210.2 UNDERSTANDING
business contexts.
Utilize advanced features to perform complex data analysis, create
CO 210.3 APPLYING
interactive dashboards, and develop AI-driven solutions.
Examine the integration and application of advanced tools in real-world
CO 210.4 ANALYSING
business scenarios
Assess the effectiveness and efficiency of using advanced tools for business
CO 210.5 EVALUATING
intelligence and decision-making.
Develop sophisticated business intelligence projects, interactive dashboards,
CO 210.6 CREATING
and AI-driven solutions using advanced tools.

1. Advanced Excel (Part 1): Using text to columns, the paste special function, data validation, subtotals and
grouping, consolidating data, scenario analysis, data tables in scenario analysis, what-if analysis, math and trig
functions, text functions in Excel, lookup functions (Vlookups, HLookups, Match), statistical functions, database
functions, financial functions, formula auditing and error tracing, hyperlinks in Excel, linking data, understanding
pivot tables, using pivot charts, workbook properties, protecting and sharing worksheets, data encrypting and
finalizing workbooks. (12)
2. Advanced Excel (Part 2): Custom number formats in Excel, using custom lists, working with templates, tracking
changes in Excel, merging and comparing Excel workbooks, using pivot tables and slicers, report filters for basic
analytics, contact management and marketing with Excel, managing customers, vendors, and employees, gaining
product and service insights, sales reports using Excel, supervising sales with Excel, preparing invoices, assessing

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account aging, analyzing demographics, creating scheduling and marketing calendars, creating standard Excel
templates for routine business data management and analysis activities. (12)
3. Power BI and Tableau: Power BI: Interface and navigation, connecting to data sources, basic data modeling,
creating interactive dashboards, using DAX for calculations, sharing and publishing reports, advanced data
transformations, custom visuals, integration with other Microsoft tools. Tableau: Interface and navigation,
connecting to data sources, basic data visualization, creating interactive dashboards, using calculations and
parameters, sharing and publishing dashboards, advanced data manipulation, custom geocoding, integration with
other tools. (12)
4. Google Analytics & Financial Tools: Google Analytics: Setting up Google Analytics accounts, tracking website
traffic, understanding key metrics and reports, audience, acquisition, and behavior analysis, conversion tracking,
using Google Analytics Academy for hands-on learning, QuickBooks: Introduction to QuickBooks, managing
financial transactions, creating and sending invoices, tracking expenses and income, generating financial reports,
understanding QuickBooks Online vs Desktop, QuickBooks support resources. (12)
5. SAP and Cloud Computing Tools: SAP: Overview of SAP ERP, modules and functionalities, managing business
operations, integrating SAP with other business systems, hands-on practice with SAP training modules, using SAP
Learning Hub for skill enhancement., Amazon Web Services (AWS): Cloud computing fundamentals, key AWS
services (EC2, S3, RDS), setting up AWS accounts, managing cloud resources, understanding AWS pricing
models, AWS security best practices, AWS Training and Certification resources., Google Cloud Platform (GCP):
Introduction to GCP, key services and tools (Compute Engine, Cloud Storage, Big Query), managing GCP
resources, setting up projects and billing, GCP security features, learning resources for GCP, Microsoft Azure:
Overview of Microsoft Azure, key services (Virtual Machines, Azure Storage, Azure SQL Database), creating and
managing Azure resources, understanding Azure pricing, Azure security best practices, Azure Training and
Certification resources. (12)

Suggested Books
1. "Excel 2019 Power Programming with VBA" by Michael Alexander and Dick Kusleika
2. "Advanced Excel Essentials" by Jordan Goldmeier
3. "Microsoft Excel Data Analysis and Business Modeling" by Wayne Winston
4. "Excel 2019 for Business Statistics: A Guide to Solving Practical Business Problems" by Thomas J.
Quirk
5. "Introducing Microsoft Power BI" by Alberto Ferrari and Marco Russo
6. "Microsoft Power BI Cookbook" by Greg Deckler and Brett Powell
7. "Mastering Microsoft Power BI: Expert techniques for effective data analytics and business
intelligence" by Brett Powell
8. "Learning Tableau 2020: Create effective data visualizations, build interactive visual analytics, and
transform your organization" by Joshua N. Milligan
9. "Tableau Your Data!”: Fast and Easy Visual Analysis with Tableau Online Free Courses

Online Resources
MS Word, MS PowerPoint, and Basic Excel:
1. Microsoft Office Training Center: Free training resources for Microsoft Word, PowerPoint, and Excel.
https://support.microsoft.com/en-us/training
2. GCF Global - Microsoft Office Tutorials: Free tutorials for Word, PowerPoint, and Excel.
https://edu.gcfglobal.org/en/subjects/office/
Advanced Excel:
1. Coursera - Excel Skills for Business Specialization: Offers a free trial and financial aid options.
https://www.coursera.org/specializations/excel
2. edX - Analyzing and Visualizing Data with Excel: Free access with optional paid certificate.
https://www.edx.org/course/analyzing-and-visualizing-data-with-excel
Power BI:
1. Microsoft Learn - Get Started with Power BI: Free, self-paced learning path.
https://docs.microsoft.com/en-us/learn/paths/get-started-power-bi/
2. Coursera - Getting Started with Power BI: Free trial available.
https://www.coursera.org/learn/getting-started-with-power-bi

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Tableau:
1. Tableau Public - Free Training Videos: Free training videos provided by Tableau.
https://www.tableau.com/learn/training/20201
2. Coursera - Data Visualization with Tableau: Free trial and financial aid options available.
https://www.coursera.org/learn/visualization-with-tableau

Semester -II 211 GE 10 - Sustainable Development Goals (SDG)

2 Credits LTP: 2:0:0 Generic Elective

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
Recall the 17 Sustainable Development Goals (SDGs) set by the United
CO 211.1 REMEMBERING
Nations.
CO 211.2 UNDERSTANDING Explain the significance and objectives of each SDG.
CO 211.3 APPLYING Apply the concepts of sustainable development to real-world scenarios.
Analyse the interconnections and interdependencies among different
CO 211.4 ANALYSING
SDGs.
Evaluate the progress and challenges in achieving the SDGs at local,
CO 211.5 EVALUATING
national, and global levels.
Develop strategies and action plans to contribute to the achievement of the
CO 211.6 CREATING
SDGs.
Unit 1: Introduction to Sustainable Development Goals: Overview of the 17 Sustainable Development Goals
(SDGs) established by the United Nations in 2015, purpose and significance of the SDGs, global commitment to
achieving the SDGs by 2030, historical background leading to the SDGs including the Millennium Development
Goals (MDGs), fundamental principles of sustainable development, importance of integrating economic growth,
social inclusion, and environmental protection. (6)
Unit 2: Detailed Study of Selected SDGs: Focus on specific goals such as No Poverty (SDG 1), Zero Hunger (SDG
2), Good Health and Well-being (SDG 3), and Quality Education (SDG 4), targets and indicators associated with each
goal, initiatives and strategies implemented globally and locally, success stories and best practices, challenges and
barriers faced, role of governments, NGOs, and other stakeholders. (6)
Unit 3: Interlinkages and Synergies among SDGs: Analysis of the interconnections between different SDGs,
concept of policy coherence for sustainable development, benefits of integrated approaches, case studies and examples
of successful synergies, benefits of coordinated efforts and collaborative actions among various sectors and
stakeholders. (6)
Unit 4: Monitoring and Evaluation of SDGs: Frameworks and methodologies for monitoring and evaluating
progress towards the SDGs, role of data, indicators, and statistical tools, challenges of data collection and reporting,
importance of accountability and transparency, role of national and international institutions in monitoring and
evaluation. (6)
Unit 5: Strategies and Action Plans for Achieving SDGs: Development of practical strategies and action plans,
approaches and tools for planning, implementing, and scaling up sustainable development initiatives, focus on
innovation, partnership, and community engagement, designing projects and action plans to address specific SDG-
related challenges in communities or professional fields. (6)

Suggested Book References:

1. "Transforming Our World: The 2030 Agenda for Sustainable Development" by United Nations.
2. "The Age of Sustainable Development" by Jeffrey D. Sachs.
3. "Sustainable Development Goals: Harnessing Business to Achieve the SDGs through Finance, Technology and
Law Reform" by Julia Walker, Alma Pekmezovic, and Gordon Walker.
4. "Sustainable Development Goals: Understanding the United Nations' 2030 Agenda for Sustainable Development"
by Wendy Steele.

Online Free Courses and Resources:

1. Coursera - "The Sustainable Development Goals – A global, transdisciplinary vision for the future"

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https://www.coursera.org/learn/sustainable-development
2. edX - "Transforming Our World: Achieving the Sustainable Development Goals"
https://www.edx.org/course/transforming-our-world-achieving-the-sustainable-development-goals
3. United Nations - Sustainable Development Goals Knowledge Platform
https://sustainabledevelopment.un.org/sdgs

Semester -II 212 GE 11 - Selling & Negotiations Skills Lab

2 Credits LTP: 1:1:1 Generic Elective

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
CO 212.1 REMEMBERING DESCRIBE the various selling situations and selling types.
CO 212.2 UNDERSTANDING OUTLINE the pre-sales work to be carried out by a professional salesperson.
IDENTIFY the key individuals involved in a real-world sales process for a
CO 212.3 APPLYING
real-world product/ service / e-product / e-service.
FORMULATE a sales script for a real-world sales call for a product/ service
CO 212.4 ANALYSING
/ e-product / e-service.
DECONSTRUCT the pros and cons of sample real world sales calls for a
CO 212.5 EVALUATING
product/ service / e-product / e-service.
DEVELOP a sales proposal for a real-world product/ service / e-product / e-
CO 212.6 CREATING
service and for a real-world selling situation.

1. Basics of Selling: Importance of Selling. Role in the context of organization – survival and growth. Types of
Selling - Different in selling situations, New business versus service selling, Newton’s classification of sales types,
McMurry & Arnold’s classification of selling types, Consumer indirect selling, Industrial selling, Missionary,
Sales Team/group selling Merchandising, Telesales, Franchise selling, International selling. (5)
2. Pre-Selling Work: Attributes of a Good Salesperson - Personality & physical characteristics, Enthusiasm,
Confidence, Intelligence, Self-worth, Knowledge- product, Competition, organization, market, customer, territory;
People Buy From People, Communication skills, Persuasive skills, Personal Diary, Time management, Managing
Sales Documents and collaterals management. Fear Factor in Sales. Maximising Productivity in a Sales Role,
Meetings and Your Time, The Telephone - Social Media & Online Data Bases as a Sales Tools, Developing Your
Script, Mailers, Pre-Call Planning, Generating Appointments. (7)
3. Selling in Action: Identifying Key Individuals – Prospecting, Influencers and Decision Makers, Talking to the
Right Individuals, Making that Good First Impression, How to Win Friends and Influence People, Dale Carnegies
Six Principles of Relationship, What’s In It For Me? Honesty and Integrity. (5)
4. Objection handling: Analyzing the Reasons for Objections, Seeing What We Can Do, Listen - Probe - Advise
(L-P-A), Exercise: Objection Handling, Uncovering Objections, Seven Types of Objections, Turning Objections
into Selling Opportunities. Selling Techniques: Cross Selling, Up Selling, Value Added (Suggestive) Selling,
Advancing Opportunity, Exceeding Customer Expectations, Giving Recognition. (6)
5. Sales Conversation, Negotiation & Closure: Starting a Quality Prospecting Conversation, Listeners Control
Conversations, Trial Closing, Creating an Opportunity: Situation vs Problem Questions, Difficulty Questions,
Negative and Positive Answer Questions, Directive Questions, Rhetorical Questions. Problems with Positional
Bargaining, Opening Up the Negotiation, Approaches to Better Negotiation, You Have Alternatives, Reverse
Psychology in Negotiation. Sales Proposals: How to Construct a Sales Proposal, Important Factors to Consider,
Putting It All Together. (7)

Note:
1. The course should be delivered from a skills building perspective.
2. Principles should be supplemented by live exercises on personal selling

Suggested Text Books:

1. Selling & Sales Management, Geoffrey Lancaster & David Jobber, Macmillan India Ltd.

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2. Negotiation: Communication for diverse settings, Michael L Spangle and Myra Isenhart, Sage South Asia
Edition.
3. The Sales Bible: The Ultimate Sales Resource, Jeffrey Gitomer, Wiley India
4. How to win friends and influence People, Dale Carnegie
5. The Art of Closing the Sale, Brian Tracy, Pearson Education.

Suggested Reference Books:

1. Sales Management, Bill Donaldson, Palgrave Publications
2. You can negotiate anything, Herb Cohen
3. Managing Sales Leads, Crocker and Obermayer, American Marketing Association

Semester II 213 GE 12 – Indian Economy

2 Credits LTP: 2:0:0 Generic Elective

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
DESCRIBE the present state of Indian Economy and LIST major economic
CO 213.1 REMEMBERING
policy issues in the current context.
EXPLAIN the economic development strategy since Independence and
CO 213.2 UNDERSTANDING
DISCUSS the priorities in the current context.
ILLUSTRATE the economic impact of Monetary policy and Fiscal Policy,
CO 213.3 APPLYING Economic Reforms, Demographic Transition in India, Changing profile of
GDP, Growth and Inequality and Trade Policy in the Indian context.
EXAMINE the changing profile of human capital, employment,
CO 213.4 ANALYSING productivity and ILLUSTRATE the linkages with Soft Infrastructure,
growth of Start-ups, GDP composition of India.
DETERMINE the key priority areas, across various dimensions, for the
CO 213.5 EVALUATING
Indian Economy in the context of current economic environment.
BUILD a case for co-existence of MNCs, Indian Public Sector, Indian
CO 213.6 CREATING
Private Sector, SMEs, MSMEs and Start Ups in the Indian Economy.

1. Perspective of Indian Economy: Indian Economy as a Developing Economy, Basic Characteristics Overview of
Economic Planning, Role of Monetary policy and Fiscal Policy, Budget terminology, Economic Growth, GDP and
GDP Trends, Money Supply & Inflation, Inflation trends, RBI – overview of role and functions, Capital Markets
– overview of role and functions, Concept of Poverty, Estimates of Poverty, Poverty Line, Economic Reforms and
Reduction of Poverty, Concept of Inclusion, Need of inclusive growth, Financial inclusion. Concept of Hard &
Soft Infrastructure. Hard Infrastructure - Transport Infrastructure, Energy Infrastructure, Water management
infrastructure, Communication Infrastructure, Solid waste management, Earth monitoring and measuring
networks. Soft Infrastructure - Governance Infrastructure, Economic infrastructure, Social infrastructure, Critical
Infrastructure, Urban infrastructure, Green infrastructure, Education Infrastructure, Health Infrastructure. (6)
2. Human Resources and Economic Development : The Theory of Demographic Transition, Size and Growth Rate
of Population in India, Quantitative Population Growth Differentials in Different Countries, The Sex Composition
of Population, Age Composition of Population, Density of Population, Urbanization and Economic Growth in
India, The Quality of Population, Population Projections (2001-2026), Demographic Dividend. Human
Development in India - The Concept and Measures of Human Development, Human development Index for
Various States in India, National Human Development Report, Changing profile of GDP and employment in India,
GDP, Employment and Productivity per Worker in India, Relative Shift in the Shares of NSDP and Employment
in Agriculture, Industry and Services in Different States. (6)
3. Sectoral composition of Indian Economy: Primary, Secondary, Tertiary Sectors, Issues in Agriculture sector in
India, land reforms, Green Revolution and agriculture policies of India, Industrial development, small scale and
cottage industries, Industrial Policy, Public sector in India, Services sector in India. Areas of Market Failure and
Need for State Intervention, Redefining the Role of the State, Liberalization, Privatization and Globalization (LPG)

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Model of Development, Planning commission v/s NITI Aayog, Public Versus Private Sector Debate, Unorganised
Sector and India's Informal Economy. (6)
4. Inequality and Economic Power in India: FDI, Angel Investors and Start-ups, Unicorns, M&A, Investment
Models, Role of State, PPP (Public-Private Partnership), Savings and Investment Trends. Growth of Large
Industrial Houses Since Independence, Growth of Monopolies and Concentration of Economic Power in India,
Competition Policy and Competition Law, Growth and Inequality, India as an Economic Superpower, Growth of
the Indian Middle Class, Indian MNCs : Mergers and Acquisitions, Outsourcing, Nationalism and Globalization,
Small-scale and Cottage Enterprises, The Role of Small-scale Industries in Indian Economy, Poverty,
Vulnerability and Unorganized Sector Employment-The High Degree of Correlation, Estimate of Organized and
Unorganized Workers. (6)
5. The Foreign Trade of India: Importance of Foreign Trade for a Developing Economy, Overview of Foreign
Trade Since Independence, Composition of India's Foreign Trade, Direction of India's Foreign Trade, India's
Balance of Payments on Current Account, Balance of Payments Crisis, Balance of Payments Since the New
Economic Reforms of 1991, India's Trade Policy, India's Foreign Trade Policy, An Analysis of Trends in Exports
and Imports, Special Economic Zones (SEZs)-An Overview. (6)

Suggested Text Books:

1. Indian Economy, Dutt R and Sundharam K. P. M, S. Chand, Delhi
2. Indian Economy, Agarwal A. N., Vikas Publishing House, Delhi
3. Indian Economy, Misra S.K. and Pury V.K., Himalaya Publishing House, New Delhi
4. Business Environment, Bedi S K, Excel Books
5. Economic Reforms in India - A Critique, Dutt Ruddar, S. Chand, New Delhi.

Suggested Reference Books:

1. Economic Environment of Business, Adhikary, Sultan Chand and Sons
2. Business, Government and Society, George A and Steiner G A, Macmillan
3. Economic Environment of Business, Ghosh, Vikas
4. Business Environment, Francis Cherunilam, Himalaya Publishing House, Bombay
5. Industrial Economy of India, Kuchhal S.C., Chaitanya Publishing House, Allahabad

Semester II 214 GE 13 – International Business Environment

2 Credits LTP: 2:0:0 Generic Elective

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
Recall and Describe the key concepts of international Business
CO 214 .1 Remembering
Environment
Understand the relevance of Multinational Corporations (MNCs) in global
CO 214.2 Understanding
trade
Demonstrate the significance of FDI and FPI in respect of developing
CO 214.3 Applying
economy
Analyze the issues related to Labor, Environmental and Global Value
CO 214.4 Analysing
chain
Formulate and discuss the case related to various Agreements under WTO
CO 214.5 Evaluating
and contemporary global business environment.

1. Introduction to International Business: Importance, nature and scope of International business; modes of entry
into International Business, internationalization process. Globalization: Meaning, Implications, Globalization as
a driver of International Business. The Multinational Corporations (MNCs) – evolution, features and dynamics
of the Global Enterprises. Consequences of Economic Globalization, Brexit, Reverse globalization. (5+1)
2. International Business Environment: Political Economy of International Business, Economic and Political
Systems, Legal Environment, Cultural Environment, Ethics and CSR in International Business. (5+1)

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3. International Financial Environment: Foreign Investments - Pattern, Structure and effects. Theories of Foreign
Direct Investment, Traditional and Modern theories of FDI, Modes of FDI - Greenfield, Brownfield Investments,
Mergers and Acquisitions, Motives of FDI, FDI contrasted with FPI. Basics of Forex Market. (5+1)
4. International Economic Institutions and Agreements: WTO, IMF, World Bank, UNCTAD Tariff and Non-
tariff Barriers. Balance of Payment Account: Concept and significance of balance of payments, Current and
capital account components. Introduction to Basic Concept of IFRS. (5+1)
5. Emerging Issues in International Business Environment: Growing concern for ecology, Digitalisation;
Outsourcing and Global Value chains. Labor and other Environmental Issues, Impact of Pandemic COVID-19
on international trade. (5+1)

Suggested Text Books:

1. Global Business Management by Adhikary, Manab, Macmillan Publishers, New Delhi.
2. International Business Environment by Black and Sundaram, Prentice Hall of India, New Delhi
3. Economic Environment Of Business by Gosh, Biswanath, South Asia Book, New Delhi.
4. International Business by Aswathappa Tata Mc Graw Hill publications, New Delhi.
5. International Business by P. Subha Rao

Suggested Reference Books:

1. Going International Response Strategies For Indian Sector by Bhattacharya.B, Wheeler Publishing Co, New
Delhi.
2. International Economies by D.N. Krithani.
3. International Business by Roger Bennett
4. Business Environment by C.B. Gupta
5. International Business by Francis Cherunillam

Semester II 215 GE 14 – Business Ethics

2 Credits LTP: 2:0:0 Generic Elective

On successful completion of the course the learner will be able to

COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
CO 215.1 REMEMBERING Recall the fundamental concepts and principles of business ethics.
Explain the importance of ethical behavior in business and its impact on
CO 215.2 UNDERSTANDING
stakeholders.
CO 215.3 APPLYING Apply ethical theories and frameworks to real-world business situations.
CO 215.4 ANALYSING Analyse ethical dilemmas and conflicts of interest in business practices.
Evaluate the role of corporate governance and corporate social
CO 215.5 EVALUATING
responsibility in promoting ethical business practices.
CO 215.6 CREATING Develop strategies to foster an ethical culture within an organization.

1. Introduction to Business Ethics: Definition and scope of business ethics, importance of ethics in business,
historical development of business ethics, key ethical theories and philosophies (utilitarianism, deontology, virtue
ethics), distinction between ethics, morals, and values, relevance of ethics in contemporary business environments.
2. Ethical Decision Making in Business: Frameworks for ethical decision making, stages of moral development
(Kohlberg's theory), factors influencing ethical decision making (individual, organizational, societal), tools and
techniques for ethical analysis, role of ethical leadership, ethical issues in various business functions (marketing,
finance, HR, operations).
3. Corporate Governance and Corporate Social Responsibility (CSR): Concepts and principles of corporate
governance, role of boards of directors and executives, importance of transparency and accountability, codes of
conduct and ethical guidelines, definition and significance of CSR, approaches to CSR (philanthropy,
sustainability, shared value), impact of CSR on business performance and society.
4. Ethical Issues in Global Business: Cross-cultural ethical issues and challenges, ethical implications of
globalization, international business ethics standards (e.g., UN Global Compact, OECD Guidelines), ethical

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practices in international trade and investment, role of multinational corporations in promoting ethical practices,
case studies of global business ethics issues.
5. Promoting Ethical Culture in Organizations: Strategies for fostering an ethical culture, role of ethical training
and development, importance of ethical codes and policies, whistleblowing and protection for whistleblowers,
methods for monitoring and enforcing ethical standards, case studies of organizations with strong ethical cultures,
benefits of maintaining high ethical standards.

Suggested Book References:

1. "Business Ethics: Concepts and Cases" by Manuel G. Velasquez.
2. "Business Ethics: A Textbook with Cases" by William H. Shaw.
3. "The Essentials of Business Ethics" by Denis Collins.
4. "Corporate Governance and Business Ethics" by Alexander Brink.

Online Free Courses and Resources:

1. Coursera - "Business Ethics for the Real World"
https://www.coursera.org/learn/business-ethics
2. edX - "Corporate Social Responsibility (CSR): A Strategic Approach"
https://www.edx.org/course/corporate-social-responsibility-csr-a-strategic-approach
3. MIT OpenCourseWare - "Business Ethics"
https://ocw.mit.edu/courses/sloan-school-of-management/15-270-ethical-practice-professionalism-social-
responsibility-in-business-spring-2010/index.htm

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Savitribai Phule Pune University, Pune

Curriculum 2024 Pattern

Master of Business Administration
(MBA) 2nd Year
Applicable to
The students who have completed MBA first year 2024 NEP
pattern (54 Credits)
or
PG Diploma in Management (56 Credits)
as per MBA NEP 2024 pattern
OR
Direct Second Year Lateral Entry
after Four Years of Graduation

With effect from Academic AY 2025 - 26

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Course Structure
SEMESTER III
Type Sem Code Course Code Course Credits FA SA Marks
Mandatory 301 GC – 14 Strategic Management 3 50 50 100
Mandatory 302 SC - 01 3 50 50 100
CORE TOTAL 2 6 100 100 200
Mandatory 303 OJT (SC) On the Job Training 8 100 100 200
SIP TOTAL 1 8 100 100 200
Semester III Specialization Electives - Any 4 Courses to be Opted from the respective elective list
Elective 304 SE 01 3 50 50 100
Elective 305 SE 02 3 50 50 100
Elective 306 SE 03 3 50 50 100
Elective 307 SE 04 3 50 50 100
Elective 308 SE 05 3 50 50 100
Elective 309 SE 06 3 50 50 100
Elective 310 SE 07 3 50 50 100
Elective 311 SE 08 3 50 50 100
ELECTIVE TOTAL 4 12 200 200 400
SEMESTER TOTAL 7 26 400 400 800
SEMESTER IV
Type Sem Code Course Code Course Credits FA SA Marks
Entrepreneurship, Innovation and
Mandatory 401 GC – 15 3 50 50 100
Design Thinking
Mandatory 402 GC - 16 Enterprise Performance Management 2 0 50 50
Mandatory 403 SC - 02 3 50 50 100
CORE TOTAL 3 8 100 150 250
Mandatory 404 RP Research Project 6 100 50 150
RESEARCH PROJECT
1 6 100 50 150
TOTAL
Semester IV Specialization Electives - Any 4 Courses to be Opted from the following list
Elective 405 SE 09 3 50 50 100
Elective 406 SE 10 3 50 50 100
Elective 407 SE 11 3 50 50 100
Elective 408 SE 12 3 50 50 100
Elective 409 SE 13 3 50 50 100
Elective 410 SE 14 3 50 50 100
Elective 411 SE 15 3 50 50 100
Elective 412 SE 16 3 50 50 100
ELECTIVE TOTAL 4 12 200 200 400
SEMESTER TOTAL 8 26 400 400 800
MBA 2nd Year
15 54 800 800 1600
Lateral Entry
2 Years MBA
35 104 1600 1600 3200
PROGRAMME TOTAL
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Speciializations Offered and course list of Each Specialization
1. Marketing Management (MKT) 5. Business Analytics (BA)
2. Financial Management (FIN) 6. Agri -Business Management (ABM)
3. Human Resources Management (HRM) 7. Pharma & Healthcare Management (PHM
4. Operations & Supply Chain Management
(OSCM)

MARKETING MANAGEMENT
Specialization Core Courses
Total
Sem Code Course Course Semester Credits FA SA
Marks
Code
302 SC MKT- 01 Services Marketing III 3 50 50 100
403 SC MKT- 02 Marketing Strategy IV 3 50 50 100
6 100 100 200
Specialization Elective Courses - Semester III (Any 4 to be opted for)
304 SE MKT- 01 Consumer Behaviour III 3 50 50 100
305 SE MKT- 02 Product & Brand Management III 3 50 50 100
306 SE MKT- 03 Sales & Distribution Management III 3 50 50 100
307 SE MKT- 04 Digital Marketing-I III 3 50 50 100
308 SE MKT- 05 International Marketing III 3 50 50 100
309 SE MKT- 06 Business to Business Marketing III 3 50 50 100
310 SE MKT- 07 Marketing Analytics III 3 50 50 100
311 SE MKT- 08 Marketing 5.0 III 3 50 50 100
12 200 200 400
Specialization Elective Courses - Semester IV (Any 4 to be opted for)
405 SE MKT- 09 Integrated Marketing Communication IV 3 50 50 100
406 SE MKT- 10 Rural & Agriculture Marketing IV 3 50 50 100
407 SE MKT- 11 Tourism & Hospitality Marketing IV 3 50 50 100
408 SE MKT- 12 Digital Marketing-II IV 3 50 50 100
409 SE MKT- 13 Retail Marketing IV 3 50 50 100
410 SE MKT- 14 Marketing of Financial Services IV 3 50 50 100
411 SE MKT- 15 Recent trends in Marketing IV 3 50 50 100
412 SE MKT- 16 Marketing 6.0 IV 3 50 50 100
12 200 200 400
30 500 500 1000
8.

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FINANCIAL MANAGEMENT
Specialization Core Courses
Total
Sem Code Course Course Semester Credits FA SA
Marks
Code
302 SC FIN- 01 Advanced Financial Management III 3 50 50 100
403 SC FIN - 02 Financial Markets and Banking
IV 3 50 50 100
Operations
6 100 100 200
Specialization Elective Courses - Semester III (Any 4 to be opted for)
304 SE FIN - 01 Financial Statement & Analysis III 3 50 50 100
305 SE FIN - 02 Personal Financial Planning III 3 50 50 100
Security Analysis and Portfolio
306 SE FIN - 03 III 3 50 50 100
Management
307 SE FIN - 04 Fundamentals of Life Insurance -
III 3 50 50 100
Products and Underwriting
308 SE FIN - 05 Digital Banking III 3 50 50 100
309 SE FIN - 06 Direct Taxation III 3 50 50 100
310 SE FIN - 07 Financial Reporting III 3 50 50 100
311 SE FIN - 08 International Finance III 3 50 50 100
12 200 200 400
Specialization Elective Courses - Semester IV (Any 4 to be opted for)
405 SE FIN - 09 Corporate Financial Restructuring IV 3 50 50 100
406 SE FIN - 10 Business Valuation IV 3 50 50 100
Technical Analysis of Financial
407 SE FIN - 11 IV 3 50 50 100
Markets
408 SE FIN - 12 Risk Management IV 3 50 50 100
409 SE FIN - 13 Rural and Micro Finance IV 3 50 50 100
410 SE FIN - 14 Indirect Taxation IV 3 50 50 100
411 SE FIN - 15 Corporate Financial Restructuring IV 3 50 50 100
412 SE FIN - 16 Commodities Market IV 3 50 50 100
12 200 200 400
30 500 500 1000

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HUMAN RESOURCE MANAGEMENT

Specialization Core Courses
Total
Sem Code Course Code Course Semester Credits FA SA
Marks
302 SC HRM- 01 Strategic Human Resource
Management III 3 50 50 100
403 SC HRM - 02 Employee Relations & Labour
IV 3 50 50 100
Legislation
6 100 100 200
Specialization Elective Courses - Semester III (Any 4 to be opted for)
304 SE HRM - 01 Competency Based HRM III 3 50 50 100
305 SE HRM - 02 Conflict management and
III 3 50 50 100
Negotiation Skills
306 SE HRM - 03 HR Analytics III 3 50 50 100
307 SE HRM - 04 Diversity & Inclusion III 3 50 50 100
308 SE HRM - 05 HR Perspective in Merger &
III 3 50 50 100
Acquisition
309 SE HRM - 06 Labour Economics &
III 3 50 50 100
Costing
310 SE HRM - 07 Organization Diagnosis and
III 3 50 50 100
Development
311 SE HRM - 08 HR Operations III 3 50 50 100
12 200 200 400
Specialization Elective Courses - Semester IV (Any 4 to be opted for)
405 SE HRM - 09 Compensation & Reward
IV 3 50 50 100
Management
406 SE HRM - 10 Employee Engagement IV 3 50 50 100
407 SE HRM - 11 Designing HR Policies IV 3 50 50 100
408 SE HRM - 12 Performance Management System IV 3 50 50 100
409 SE HRM - 13 Change Management & New IV 3 50 50 100
Technologiesin HRM
410 SE HRM - 14 Global HR Practices IV 3 50 50 100
411 SE HRM - 15 Mentoring & Coaching IV 3 50 50 100
412 SE HRM - 16 Labour Welfare IV 3 50 50 100
12 200 200 400
30 500 500 1000

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OPERATIONS & SUPPLY CHAIN MANAGEMENT

Specialization Core Courses
Total
Sem Code Course Code Course Semester Credits FA SA
Marks
302 SC OSCM- 01 Services Operations Management III 3 50 50 100
403 SC OSCM- 02 Supply Chain Management IV 3 50 50 100
6 100 100 200
Specialization Elective Courses - Semester III (Any 4 to be opted for)
304 SE OSCM- 01 Planning & Control of Operations III 3 50 50 100
305 SE OSCM- 02 Productivity Management III 3 50 50 100
306 SE OSCM- 03 Theory of Constraints III 3 50 50 100
307 SE OSCM- 04 Manufacturing Resource Planning III 3 50 50 100
308 SE OSCM- 05 Quality Management Standards III 3 50 50 100
309 SE OSCM- 06 Strategic Supply Chain Management III 3 50 50 100
310 SE OSCM- 07 Business Excellence III 3 50 50 100
311 SE OSCM- 08 Service Value Chain Management III 3 50 50 100
12 200 200 400
Specialization Elective Courses - Semester IV (Any 4 to be opted for)
405 SE OSCM- 09 Industry 4.0 IV 3 50 50 100
406 SE OSCM- 10 Six Sigma for Operations IV 3 50 50 100
407 SE OSCM- 11 Toyota Production System IV 3 50 50 100
408 SE OSCM- 12 World Class Manufacturing IV 3 50 50 100
409 SE OSCM- 13 Supply Chain Strategy IV 3 50 50 100
410 SE OSCM- 14 Financial Perspectives in Operations Management IV 3 50 50 100
411 SE OSCM- 15 Facilities Planning IV 3 50 50 100
412 SE OSCM- 16 Sustainable Supply Chains IV 3 50 50 100
12 200 200 400
30 500 500 1000

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BUSINESS ANALYTICS
Specialization Core Courses
Total
Sem Code Course Course Semester Credits FA SA
Marks
Code
302 SC BA - 01 Python III 3 50 50 100
403 SC BA- 02 Data Mining IV 3 50 50 100
6 100 100 200
Specialization Elective Courses - Semester III (Any 4 to be opted for)
304 SE BA- 01 Advanced Statistical Methods III 3 50 50 100
305 SE BA- 02 Data Visualization and storytelling III 3 50 50 100
306 SE BA- 03 Marketing Analytics III 3 50 50 100
307 SE BA- 04 Financial Analytics III 3 50 50 100
308 SE BA- 05 Workforce Analytics III 3 50 50 100
309 SE BA- 06 Big Data Analytics III 3 50 50 100
310 SE BA- 07 Supply & Operation Chain Analytics III 3 50 50 100
311 SE BA- 08 Digital marketing III 3 50 50 100
12 200 200 400
Specialization Elective Courses - Semester IV (Any 4 to be opted for)
405 SE BA- 09 Time Series Analysis and
IV 3 50 50 100
Forecasting
406 SE BA - 10 Strategic Management and Business
IV 3 50 50 100
Analytics
407 SE BA - 11 Retail and E-Commerce Analytics IV 3 50 50 100
408 SE BA - 12 Generative AI for Business
IV 3 50 50 100
Applications
409 SE BA - 13 Healthcare Analytics IV 3 50 50 100
410 SE BA - 14 Predictive Analytics and Machine
IV 3 50 50 100
learning using Python
411 SE BA - 15 Sports Analytics IV 3 50 50 100
412 SE BA - 16 Business applications of Blockchain
IV 3 50 50 100
technologies
12 200 200 400
30 500 500 1000

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AGRI BUSINESS MANAGEMENT

Specialization Core Courses
Total
Sem Code Course Course Semester Credits FA SA
Marks
Code
302 SC ABM- 01 Agriculture and Indian Economy III 3 50 50 100
403 SC ABM- 02 ICT for Agriculture IV 3 50 50 100
6 100 100 200
Specialization Elective Courses - Semester III (Any 4 to be opted for)
304 SE ABM- 01 Agricultural Marketing Management III 3 50 50 100
305 SE ABM- 02 Rural Marketing III 3 50 50 100
306 SE ABM- 03 Rural Banking III 3 50 50 100
307 SE ABM- 04 Agri- Insurance III 3 50 50 100
308 SE ABM- 05 Agri- Supply Chain Management III 3 50 50 100
309 SE ABM- 06 Agricultural Import Export III 3 50 50 100
310 SE ABM- 07 Current trends in Agriculture III 3 50 50 100
Agri- Entrepreneurship & Startup
311 SE ABM- 08 III 3 50 50 100
Management
12 200 200 400
Specialization Elective Courses - Semester IV (Any 4 to be opted for)
405 SE ABM- 09 Food Retail management IV 3 50 50 100
406 SE ABM- 10 Agri- Input Marketing IV 3 50 50 100
407 SE ABM- 11 Microfinance IV 3 50 50 100
408 SE ABM- 12 Commodity derivatives and Risk
IV 3 50 50 100
Management
409 SE ABM- 13 Procurement Management IV 3 50 50 100
Agri- Production, Planning and
410 SE ABM- 14 IV 3 50 50 100
Control
Management of Allied Agro
411 SE ABM- 15 IV 3 50 50 100
Industries
412 SE ABM- 16 Agri- Cooperative Management IV 3 50 50 100
12 200 200 400
30 500 500 1000

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PHARMA & HEALTHCARE MANAGEMENT

Specialization Core Courses
Total
Sem Course Code Course Semester Credits FA SA
Marks
Code
302 SCPHM-01 Fundamentals of Pharma and Healthcare
III 3 50 50 100
Management
403 SCPHM-02 Regulatory laws in Indian Pharmaceutical &
IV 3 50 50 100
healthcare Industry
6 100 100 200
Specialization Elective Courses-Semester III(Any4 to be opted for)
304 SEPHM-01 Healthcare management III 3 50 50 100
305 SEPHM-02 Pharmaceutical Marketing Management III 3 50 50 100
306 SEPHM-03 Digital marketing in Pharma & Healthcare III 3 50 50 100
307 SEPHM-04 Supply Chain Management in
III 3 50 50 100
Pharmaceutical Sector
308 SEPHM-05 Pharmaceutical Production Management III 3 50 50 100
Compensation Management and
309 SEPHM- 06 Performance Appraisal in Pharma and III 3 50 50 100
healthcare
310 SEPHM- 07 Health Insurance III 3 50 50 100
311 SEPHM- 08 Entrepreneurship in Pharma and Healthcare III 3 50 50 100
12 200 200 400
Specialization Elective Courses-Semester IV(Any 4 to be opted for)
405 SEPHM- 09 Ethics and Legal aspects of Pharmaceutical
IV 3 50 50 100
and Healthcare Business
406 SEPHM- 10 Clinical Data Management IV 3 50 50 100
407 SEPHM- 11 Regulatory affairs in pharmaceuticals IV 3 50 50 100
408 SEPHM- 12 International Pharma marketing IV 3 50 50 100
Marketing of Medical Devices and
409 SEPHM- 13 IV 3 50 50 100
Diagnostics
Quality Assurance and Control
410 SEPHM- 14 IV 3 50 50 100
Management in Pharma
Pharmaceutical advanced Human Resource
411 SEPHM-15 IV 3 50 50 100
Management
412 SEPHM-16 Healthcare Analytics IV 3 50 50 100
12 200 200 400
30 500 500 1000

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Semester III

Semester III 303 On The Job Training (OJT)

8 Credits LTP: 0:2:14 Subject Core Course – Specialization Specific

Course Outcomes: On successful completion of the course the learner will be able to
COGNITIVE
CO# COURSE OUTCOMES
ABILITIES
IDENTIFY and DESCRIBE the fundamental aspects of the organization
CO 303.1 REMEMBERING and industry where the OJT is conducted, including the company's profile,
core business activities, and organizational structure.
EXPLAIN the relevance and application of theoretical concepts learned in
CO 303.2 UNDERSTANDING the classroom to real-world business practices observed during the OJT

UTILIZE relevant theoretical knowledge and technical skills in real-world

CO 303.3 APPLYING
tasks and projects during the OJT in a professional setting
EXAMINE and break down the problems or tasks undertaken during the
CO 303.4 ANALYSING
OJT, identifying the key issues, underlying causes, and possible solutions.
ASSESS the effectiveness of the strategies and solutions implemented
CO 303.5 EVALUATING during the OJT, from the standpoint of utility to the host organization, the
feedback from the industry mentor.
DEVELOP a comprehensive OJT report and presentation that integrates the
learning experiences, data collected, analysis, and outcomes of the project,
CO 303.6 CREATING
demonstrating a clear connection between academic knowledge and
practical application.

A] Preamble:
On Job Training (OJT) is an integral component of the MBA program that provides students with a unique opportunity
to bridge the gap between theoretical knowledge gained in the classroom and practical application in a real-world
environment. This training aims to equip students with both technical and non-technical skills that are essential for
success in the industry.

Each student shall undertake an On-the-Job Training (OJT) at the end of Second Semester and complete the
same before the commencement of the Third Semester.

B] Guidelines for the On-Job Training (OJT)

B - 1] Nature of the OJT:

1. The On-the-Job Training (OJT) program shall be of 12 weeks (3 months).
2. 8 weeks of training in the organization (industry / bank etc.) with 30 hours of work per week.
3. 4 Weeks of pre and post training work including proposal making, analysis, report preparation and etc.
4. OJT must be conducted outside the academic institution to expose students to real-world work
environments.
5. OJT must be related to the intended specialization of the student.
6. OJT must be done individually. Group projects are not permitted.
7. OJT may involve actual tasks relevant to the area of specialization of the student and as per the demands of
the industry / organization where the student is carrying out the OJT.
8. OJT should involve fieldwork / desk work in the organisation; online OJT is not permitted.
9. Primary data collection is mandatory for Research based OJT.
10. Research based OJT can be quantitative / qualitative in nature or even use mixed approaches.
11. Research based OJT can involve surveys, interviews, case studies or observation studies.
12. It is mandatory for the student to seek advance written approval from the faculty mentor and the Director of
the Institute about the type of work and organization before commencing the OJT.

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B-2] Permissible Partner Organizations:

Students have the flexibility to conduct the OJT with any of the following organizations:
1. Companies listed on either NSE or BSE in India /abroad
2. Unlisted subsidiaries of Listed Companies.
3. Government / Semi-Government Undertaking / PSU
4. Government Offices
5. Start Ups with an existence of 5 years or more and manpower more than 50.
6. Family managed businesses with an existence of 10 years or more and manpower more than 100.
7. Large Cooperative Societies / NGOs with an existence of 5 years or more operating in areas such as
agriculture, food processing, health care, retail, banking, etc.

B-3] OJT mentors:

a) Each student shall be assigned two mentors
i. a faculty mentor from the institution
ii. an industry mentor from the host organization where the student understakes the OJT.
b) Industry Mentor Role: The industry mentor plays a crucial role in guiding the student during the internship.
They ensure that the internee fulfils the requirements of the organization and successfully meets the demands
of the assigned project. Through their expertise and experience, industry mentors provide valuable insights
into real-world practices and industry expectations.
c) Faculty Mentor Role: The faculty mentor serves as the overall coordinator of the OJT program of the
assigned / allotted students. They oversee the entire internship process and evaluate the quality of the OJT in
a consistent manner across all the assigned students. The faculty mentor ensures that the OJT aligns with the
MBA program's objectives and provides valuable learning opportunities. They also facilitate communication
between the institution, industry mentor, and student to ensure a fruitful OJT experience.
B-4] Submission of documentation for OJT:
a) OJT Progress diary: Each student shall maintain an OJT Progress Diary detailing the work carried out and
the progress achieved on a daily basis. Daily entry can be of 3- 4 sentences giving a very brief account of the
learning/activities/ tasks / interaction taken place. The faculty mentor will be monitoring the entries in the
diary regularly. The student shall submit the duly signed and stamped OJT Progress Diary along with the
OJT Report. Soft copy diaries (with time stamp) are also permitted.
b) Formal Evaluation from the industry mentor: The students shall also seek a formal evaluation cum
feedback of their OJT from the industry mentor. The formal evaluation cum feedback by the industry mentor
shall comment on the nature and quantum of work undertaken by the student, the effectiveness and overall
professionalism. The learning outcomes of the OJT and utility of the OJT to the host organization must be
specifically highlighted in the formal evaluation cum feedback by the industry mentor. The OJT evaluation
sheet duly signed and stamped by the industry mentor shall be included in the final OJT report.
c) OJT report: A student is expected to make a report based on the OJT he or she has done in an organization.
The student shall submit TWO hard copies & soft copy of the OJT report to the institute. One hard copy of
the OJT report is to be returned to the student by the Institute after the External Viva-Voce. In the interest of
environmental considerations, students are encouraged to print their OJT reports on both faces of the paper.
Spiral bound copies may be accepted.

B-5] OJT report should contain the following:

The OJT report should be well documented and supported by –
1. Institute’s Certificate
2. Certificate by the Company
3. Formal feedback from the company guide
4. Executive Summary
5. Organization profile
6. Outline of the problem/task undertaken
7. Research methodology & data analysis (in case of research projects only)
8. Relevant activity charts, tables, graphs, diagrams, pictures, screenshots, AV material, etc.
9. Learning of the student through the OJT

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10. Consideration to factors such as environment, safety, ethics, cost, professional (national & international)
standards
11. Contribution to the host organization
12. References in appropriate referencing styles. (APA, MLA, Harvard, Chicago Style etc.)

B-6] Interaction between mentors:

It is suggested that a meet-up involving the intern, industry mentor, and the faculty mentor should be done as a mid-
term review to ensure the smooth conduct of the OJT. The meeting can preferably be online to save time and
resources. The meeting ensures the synergy between all stakeholders of the OJT. A typical meeting can be of around
15 minutes where at the initial stage the intern briefs about the work and interaction goes for about 10 minutes. This
can be followed by the interaction of the mentors in the absence of the intern. This ensures that issues between the
intern and the organization, if any, are resolved amicably.

B-7] OJT workload for the faculty: Every student is provided with a faculty member as a mentor. So, a faculty
mentor will have a few students under him/her. A faculty mentor is the overall in-charge of the OJT of the allocated
students. He/she constantly monitors the progress of the OJT by regularly overseeing the diary, interacting with the
industry mentor, and guiding on the report writing etc.

B-8] Evaluation Pattern:

Total Marks: 200
Formative Assessment: 100 Marks
Summative Assessment: 100 Marks

1] Formative Assessment Weightage (100 marks):

1. Executive Summary - 05 marks
2. Organization profile - 05 marks
3. Outline of the problem/task undertaken - 10 marks
4. Research methodology & data analysis (in case of research projects only) - 10 marks
OR
Relevant activity charts, tables, graphs, diagrams, pictures, screenshots, AV material, etc. - 10 marks
5. Learning of the student through the OJT - 10 marks
6. Consideration to factors such as environment, safety, ethics, cost, professional (national & international)
standards - 10 marks
7. Contribution to the host organization - 10 marks
8. References in appropriate referencing styles. (APA, MLA, Harvard, Chicago Style etc.) - 10 marks
9. Formal feedback from the company guide - 05 marks
10. Regularity of interaction with the faculty mentor - 05 marks
11. Overall quality of the OJT report - 05 marks
12. Internal Viva-Voce - 15 marks

2] Summative Assessment Weightage (100 marks):

1. There shall be a panel of 2 examiners for the Final Viva-Voce
2. University shall nominate External Examiners
3. Director shall nominate Internal Examiners
4. Presentation by each student along with a spiral bound report is mandatory
5. Students will deliver a presentation of 15 minutes about their OJT project.
6. Weightages for summative assessment shall be as follows
a) Presentation – 20 marks
b) Viva-Voce – 30 marks
c) Report – 30 marks
d) Ability to connect with the theoretical & conceptual frame work – 20 marks

The Internal & the External viva-voce shall evaluate the candidate based on:
1. Adequacy of work undertaken by the student
2. Application of concepts learned in Sem I and II
3. Understanding of the organization and business environment
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4. Analytical capabilities
5. Technical Writing & Documentation Skills
6. Outcome of the project – sense of purpose
7. Utility of the project to the organization
8. Variety and relevance of learning experience

Presentation could be through any of the enlisted formats (this is an indicative list and innovative formats if any
beyond this list may be adopted) -
1. Traditional Slide Deck Presentation
2. Infographics
3. Video presentation
4. Paper presentation
5. Poster presentation
6. Webinar or online presentation
7. TED-style presentation
8. Storytelling Presentation etc.

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