Professional Documents
Culture Documents
SYLLABUS
MASTER OF BUSINESS ADMINISTRATION
Department Of Management
www.achariya.in
MASTER OF BUSINESS ADMINISTRATION
Table of Contents
1. Semester I 2
1.1 Core – Management Theory and Organizational Behavior 3
1.2 Core – Management Accounting 5
1.3 Core – Business Environment 6
1.4 Core – Managerial Economics 8
1.5 Core – Quantitative Methods 10
2. Semester II 12
2.1 Core Marketing Management 14
2.2 Core Human Resources Management 16
2.3 Core Entrepreneurship 18
2.4 Core Production and Materials Management 19
2.5 Core Financial Management 21
2.6 Elective (Major/Non Major) Management Information System 23
3. Semester III 24
3.1 Core Research Methodology 25
3.2 Core Operations Research 27
3.3 Specialization Stress Management 28
3.4 Specialization Insurance Management 29
3.5 Specialization Advertising & Sales Management 30
3.6 Elective – Managerial Skill Development 32
3.7 In plant Training/Organization Study
4. Semester IV 34
4.1 Core Business Policy and Strategic Management 35
4.2 Core International Business Management 37
4.3 Specialization Training and Development 39
4.4 Specialization Strategic Financial Management 41
4.5 Specialization Sales Management 43
4.6 Project Work
ACHARIYA\ASBT\SYLLABUS-MBA 2
MASTER OF BUSINESS ADMINISTRATION
SEMESTER I
ACHARIYA\ASBT\SYLLABUS-MBA 3
MASTER OF BUSINESS ADMINISTRATION
Unit: III Introduction to OB- Individual Level Concepts – Values – Beliefs – Attitudes –
Personality – Perception – Motivation – Group Behaviour – Power – Politics – Conflict – System
Level Concepts – Different Structures – Components of work – Design – Policies –Culture –
Leadership in Organization – Nature of Leadership – Leadership traits – Autocratic Vs
Democratic leaders – Leadership theories.
ACHARIYA\ASBT\SYLLABUS-MBA 4
MASTER OF BUSINESS ADMINISTRATION
REFERENCES:
1. Tim Hannagan, Management Concepts and Practices, Macmillan India Ltd., 1977
3. Stewart Black and Lyman W. Porter, Management – Meeting New Challenges, Prentice Hall,
2000
ACHARIYA\ASBT\SYLLABUS-MBA 5
MASTER OF BUSINESS ADMINISTRATION
MANAGEMENT ACCOUNTING
Unit II: Costing – Purpose – Utility – Elements of cost sheet – Cost Determination – Cost
Accounting Systems (Job Costing, Process Costing) – Allocation of overheads – Absorption
costing – Marginal Costing – Application
Unit III: Budgeting and Budgetary Control – Definition – Purpose – Types – Procedure –
Advantages – Capital Budgeting – Definition – Purpose – Methods – Applicability – Flexible
Budgeting – Zero Base Budgeting
Unit IV: Standard Costing and Variance Analysis – Materials – Labor – Overhead – Sales –
Profit – Analysis and Reporting of variances – cost of production
REFERENCES:
ACHARIYA\ASBT\SYLLABUS-MBA 6
MASTER OF BUSINESS ADMINISTRATION
BUSINESS ENVIRONMENT
Business Ethics and Corporate Governance – Unemployment and Manpower Policy – Planning
for Poverty Alleviation
ACHARIYA\ASBT\SYLLABUS-MBA 7
MASTER OF BUSINESS ADMINISTRATION
REFERENCES:
ACHARIYA\ASBT\SYLLABUS-MBA 8
MASTER OF BUSINESS ADMINISTRATION
MANAGERIAL ECONOMICS
Demand Theory and Analysis: Individual and market demand, Elasticity, Advertising, Utility,
Indifference curves and Maps, the consumers‟ budget constraints, Utility maximization Demand
Forecasting, Supply concepts, Market Equilibrium
Unit II: Production and Costs: Basic concepts in production theory – The Production Function,
Economies of Scale and scope – Production in short run, short run cost relationships, Production
Isoquants, Isocost curves, Returns to scale, Relationship between short run and long run costs,
Cost of capital
ACHARIYA\ASBT\SYLLABUS-MBA 9
MASTER OF BUSINESS ADMINISTRATION
Profit Management: Meaning, Forms, Profit Theories – Profit Policies: Profit Maximization,
Alternative Profit Policies – Profit Planning and Forecasting through Break Even Analysis: Uses,
Limitations
REFERENCE BOOKS:
1. P.L. Mehra – Managerial Economics, Analysis, Problems and Cases, Sultan Chand & Co.
Ltd., 2001
2. Peterson and Lewin: Managerial Economics, 4th Edition, Prentice Hall, 2004
3. Dholakia and Oza: Microeconomics for Management Students, 2nd Edition, Oxford
University Press.
4. Gregory Mankiw: Principles of Microeconomics, Have court Asia, Publishers, 2001
5. Mote and Paul – Managerial Economics, Tata McGraw Hill, 2001
6. Varshney R and Maheshwari K L – Managerial Economics, Sultan Chand, 2000
7. G.S. Gupta – Managerial Economics, Tata McGraw Hill, 1990
8. Dholakia and Oza: Microeconomics for Management Students, 2nd Edition, Oxford
University Press.
9. Gregory Mankiw: Principles of Microeconomics, Havcourt Asia publishers, 2001
10. Mote and Paul – Managerial Economics, Tata Mc Graw Hill. 2001
11. Varshney R and Maheshwari K L – Managerial Economics, Sultan Chand 2000
12. G.S. Gupta – Managerial Economics, Tat McGraw Hill, 1990
ACHARIYA\ASBT\SYLLABUS-MBA 10
MASTER OF BUSINESS ADMINISTRATION
QUANTITATIVE METHODS
Unit: I Set Theory – Set Operations through Venn Diagrams – Relations – Functions – Linear
and Non Linear – Graphical Representations of Functions – Series – Arithmetic and Geometric –
Concepts of Interest/Annuities – Materials – its Applications
Unit: III Introduction to Statistics: Meaning – Use of Statistics in Business and Industries –
Classification and Tabulation of Data – Statistical Series – Frequency Distribution – Rules for
Tabulation – Types of Tabulation – Measures of Central tendency – Measures of Dispersion –
Skewness – Kurtosis – Moments
Unit: V Basic Concept of Index Number – Simple and weighted index number – concept of
weights – Types of Index Numbers – Business Index Number – Time Series Variations in time
trend, cyclical, seasonal and random – use of time series of business and forecasting
ACHARIYA\ASBT\SYLLABUS-MBA 11
MASTER OF BUSINESS ADMINISTRATION
REFERENCE BOOKS
ACHARIYA\ASBT\SYLLABUS-MBA 12
MASTER OF BUSINESS ADMINISTRATION
SEMESTER II
3 Core – Entrepreneurship 5 4
ACHARIYA\ASBT\SYLLABUS-MBA 13
MASTER OF BUSINESS ADMINISTRATION
MARKETING MANAGEMENT
UNIT – I
Introduction, core concepts of Marketing – Needs, wants & Demands, Product, Value and
Satisfaction, Marketing & Markets – Production Concept, Product Concept, Selling Concept ,
Selling Concept, Marketing Concept etc. Macro actors in the marketing environment, Macro
Features like demography, economic features, socio-technological environments etc. Micro
features like suppliers competitions etc.
UNIT – II
Demand Estimation – Segmentation – Product Planning, New Product Developments & Product
Cycle. Demand Estimation; How to measure market demand – Estimating market size, share and
potential, Estimating current and future demands. Segmentation: Approach , Patterns &
Segmentation Procedures, basis for Segmenting consumer & Industrial market product
positioning – Market planning process – Stages – The Nature & the contents of marketing plan
( Introductory Aspects) Strategic marketing planning (Introductory Aspects) New Product
Development – Idea generation, Idea Screening concept development and using, Product
Development Market Testing etc., Marketing Strategies in the various stages of the PLC
(Product Life Cycles) Strategies to be followed in the Introduction, Growth, Maturity and
Decline stages, Concept of Market evaluation.
UNIT – III
Product and Price Strategies product, Product classification schemes, Brand, Packaging, Product
– Mix Decisions, Product Line Decisions, Service product decisions etc: - Managing Product
Lines, Pricing – Setting and Modifying the Price, Initiating Price Units, Price Increase,
responding to Price changes
UNIT - IV
ACHARIYA\ASBT\SYLLABUS-MBA 14
MASTER OF BUSINESS ADMINISTRATION
Channel and Promotion strategies Channel Decisions – Nature of Marketing channels, Functions,
Types of Retailer‟s – Steps in the, promotion mix, Measuring results, Advertising Decisions –
Setting Advertising Objectives, Advertising Budget, Deciding on the message, media, media
mix, evaluating and effectiveness – Use of Internet as a Marketing Medium.
UNIT - V
Marketing Organizations - Marketing Strategies – For Leaders, for followers, Market strategies
of Niche Makers; for challengers, marketing strategy for global markets- Marketing relations
with other department – Marketing Implementation.
References
1. Philip Kotler, Marketing Management – Analysis Planning and Control, Prentice Hall, 9 th
Edn., New Delhi, 1996
2. Ramaswamy V.S, and Namakumari S., Marketing Management Planning,
Implementation Control, Prentice Hall, New Delhi, 1996
ACHARIYA\ASBT\SYLLABUS-MBA 15
MASTER OF BUSINESS ADMINISTRATION
UNIT - II
Training and development – assessment of training needs and training methodologies –
evaluation of training schemes – management development programs and career planning –
performance appraisal – concept and purpose – methods and techniques – employee counseling
UNIT - III
Compensation - Wage and salary administration - executive compensation packages - job
evaluation - incentive schemes and bonus - welfare administration - employee welfare and benefit
schemes - quality circles and quality of work life - employees morale and job satisfaction
UNIT - IV
Industrial Relations – Introduction to IR – Concept and Approaches – Role of Govt., employees
and trade unions in IR – Employer employee relation – union management relations – industrial
disputes – cause and effects – IR Machinery – Collective Bargaining – Conciliation – Arbitration
and Adjudication – Modern trends in IR
UNIT - V
Employee Grievance handling and redressal – complaint and grievance – grievance handling
machinery and procedure – employee discipline – standing orders – suspension, retrenchment
and dismissal – participative management – works committee – joint management council –
computerization – human resources information system
ACHARIYA\ASBT\SYLLABUS-MBA 16
MASTER OF BUSINESS ADMINISTRATION
Reference:
1. Michael Armstrong, A Handbook of Human Resource Management Practice,
Kogan Page Ltd.
2. Monappa Arun & Salyadain Misra S,. Personnel Management, Tata McGraw Hill
(2nd Edition)
3. Flippo Edwin B., Principles of Personnel Management, McGraw Hill, Kogak.
4. Strauss George & Sayless Leonard R., Personnel – The Human Problems of
Management, Prentice Hall of India.
ACHARIYA\ASBT\SYLLABUS-MBA 17
MASTER OF BUSINESS ADMINISTRATION
CORE: ENTREPRENEURSHIP
UNIT - I
UNIT- II
UNIT – III
Institutional Finance : Commercial Banks – IDBI – IFCI – ICICI – SIDBI –EXIM Bank – SFCs
– SIDCs Institutional support : NSIC –SIDCO- SISI – DIC – TCOs –KVIC Subsidies and
incentives.
UNIT- IV
UNIT - V
Reference
Entrepreneurial Development – S.S. Khanaka, S. Chand & Co. Ltd., New Delhi.
ACHARIYA\ASBT\SYLLABUS-MBA 18
MASTER OF BUSINESS ADMINISTRATION
UNIT – I
UNIT – II
Facility locations – cost competition and hidden factors – steps in location selection – Types of
manufacturing systems & lay out- Facility layouts – layouts by products& Process – Line
balancing – Design of operations systems – Capacity planning models, Estimation of capacity
requirements – application of CVP analysis – Materials handling: Principles equipments reduced
cost of materials handling.
UNIT - III
Work study, time & Method study: Definition – Importance – aims & procedures – implication
of productivity – work measurement – work sampling – work environment – industrial safety –
value analysis.
UNIT – IV
ACHARIYA\ASBT\SYLLABUS-MBA 19
MASTER OF BUSINESS ADMINISTRATION
UNIT – V
References
ACHARIYA\ASBT\SYLLABUS-MBA 20
MASTER OF BUSINESS ADMINISTRATION
FINANCIAL MANAGEMENT
UNIT - I
Nature and Scope of Financial Management – Objectives of Corporate Financial Decisions,
Investment Decisions: Cost of Capital: Cost of Debt, Cost of Preference shares, Cost of Equity,
Weighted average cost of capital, Average and marginal cost of capital, Long term investment
decisions and Capital Budgeting Techniques – Risk analysis in capital budgeting – Capital
Budgeting under conditions of capital rationing and inflationary conditions
UNIT - II
Short Term Investment Decision: Working Capital Decisions – Working capital Policy – size of
current assets and Financing of current assets – Management of Cash – Management of
Receivables – Management of Inventory – Short Term Financing
UNIT - III
Financing Decisions: Capitalization and capital structure – Long term Finance Shares,
Debentures and Loans
UNIT – IV
Dividend Decisions: Relevance of Dividend payment – Stability of Dividend payment – Forms
of Dividend Payment – Dividend policy in Indian corporate sector
UNIT - V
Financial Analysis and Planning: Financial Statements, Financial Ratio Analysis, Operating and
Financial Leverage, Break even analysis
ACHARIYA\ASBT\SYLLABUS-MBA 21
MASTER OF BUSINESS ADMINISTRATION
References:
5. Prasanna Chandra, Financial Management
6. I.M.Pandey, Financial Management
7. M.Y.Khan & P.K.Jain, Financial Management
ACHARIYA\ASBT\SYLLABUS-MBA 22
MASTER OF BUSINESS ADMINISTRATION
Unit - I
Concepts of data, Information & system – Defining Information system and system approach –
Management process and information needs – Categorization of Information systems for
competitive advantage.
Unit - II
Unit - III
Features of different types of information system – office automation systems – Intranet &
Groupware – Decision support systems – Expert systems – Enterprise Resource Planning –
Customer Relationship management – Supply chain management.
Unit - IV
Applications of information systems in functional areas like HR, Finance, Manufacturing and
Marketing – Applications in various industries like banking, Financial services.
Unit – V
Information flows in the networked world – World Wide Web – E- Commerce, EDI, EFT –
Security concerns in Information systems – regulation for network IS security.
References:
ACHARIYA\ASBT\SYLLABUS-MBA 23
MASTER OF BUSINESS ADMINISTRATION
SEMESTER III
Specialization
3 6 4
Stress Management
Specialization
4 6 4
Insurance Management
Specialization
5 5 4
Advertising & Sales Management
7 2 4
In plant Training/Organization Study
ACHARIYA\ASBT\SYLLABUS-MBA 24
MASTER OF BUSINESS ADMINISTRATION
ACHARIYA\ASBT\SYLLABUS-MBA 25
MASTER OF BUSINESS ADMINISTRATION
TEXTBOOK:
Kothari, C.R. – Research Methodology & techniques, New Age International Publishers, New
Delhi – 110 002. 2007
REFERENCES:
Rao, K.V. – Research Methods for Management and Commerce, Sterling publishers, New Delhi,
2001
RichardI. Levin & David S. Rubin – Statistics for Management, Prentice Hall Inia, 2002
Wilkinson Bhadarkar – Methodology and Techniques of Social Research, Himalaya Publishing
House 2002.
Dwivedi R.S. – Research Methods in Behavioral Sciences. New Delhi: Macmillan India Ltd.,
1999.
Cooper D.R. and Schndler P.S. Business Research Method: McGraw Hill International Editions.
Singapore 1998.
ACHARIYA\ASBT\SYLLABUS-MBA 26
MASTER OF BUSINESS ADMINISTRATION
Unit: II Transportation model – Initial basic feasible solutions – Optimum solution (only for
non degeneracy) – simple problems – Transshipment model – Simple Problems – Assignment
model – Traveling Sales man – Simple Problems.
Unit: III Network Model - Networking - CPM & PERT – Crashing –Time estimates –
Waiting line models – Structure of model –M/M/I for infinite population – simple problems for
business decisions.
Unit: IV Inventory models Deterministic – EOQ – EOQ with Price breaks – Simple problems
– probabilistic – inventory models – probabilistic EOQ model – Game theory – Pure and mixed
Strategy – Dominance.
Unit: V Simulation – Types of Simulation –Decision theory – pay off tables – Decision
criteria – Decision trees – simple problems – Sensitivity Techniques.
REFERENCES:
1. Operations Research – An introduction – Handy A. Taha
2. Operations Research – Kanti Swarup, Gupta and Man Mohan
3. Operations Research – Dharani Venkitakrishnan
4. Operations Research – Dr. J. Sharma, Macmillan India Ltd.
ACHARIYA\ASBT\SYLLABUS-MBA 27
MASTER OF BUSINESS ADMINISTRATION
STRESS MANAGEMENT
Unit: I Understanding Stress Meaning – Symptoms – Work Related Stress – Individual Stress
– Reducing Stress – Burnout
Unit: III Career plateau: Career plateauing – Identifying Career plateaus – Structural and
content Plateauing – Making a fresh start – Importance of Sabbaticals – Counseling out –
Executive leasing – Sustaining a marketable Career.
REFERENCES
1. Bhatia R.L., The Executive Track: An Action Plan for Self Development Wheeler Publishing,
New Delhi 196
2. Charavathy, S.K., Human Values for Manager, McGraw Hill/Henely Management Series
1996
3. Jeffr Davison, Managing Stress, Prentice Hall of India, New Delhi, 1998
4. Swami Ranganathananda, Eternal values for changing society, Bharatia Vidya Bhavan, 1998.
ACHARIYA\ASBT\SYLLABUS-MBA 28
MASTER OF BUSINESS ADMINISTRATION
SPECIALIZATION – FINANCE
INSURANCE MANAGEMENT
Unit: II Life Insurance – Law relating to Life Insurance, general principles, proposals and
policy –titles and claims, concepts of trust in life policy – General Insurance – Law, different
types – nature of fire insurance, types of fire policy, double insurance – claims and recovery.
Unit: III General Insurance – Accident and motor insurance – nature, terms and conditions,
claims and recovery, accident insurance – compulsory motor vehicle insurance. Deposit and
credit insurance – nature, terms and conditions, claims and recovery – Marine Insurance – nature
and scope, law and types of policy.
TEXT BOOKS:
1. Kenneth S. Abraham, Insurance Laws & Regulation Case & Materials Foundation Press.
REFERENCE BOOKS:
C. Arthur Williams Jr., Michael L Smith & Peter C Young, Risk Management & Insurance, 6 th
Edition, Tata McGraw Hill publications 1989.
ACHARIYA\ASBT\SYLLABUS-MBA 29
MASTER OF BUSINESS ADMINISTRATION
SPECIALIZATION – MARKETING
Unit: III MEDIA DECISIONS – Media Planning and Selection – Concepts of Reach,
Frequency, Continuity and Selectivity – Measures of Media Cost Efficiency – Media
(Readership/viewership) Research. The Internet as an Advertising medium.
Unit: V SALES PROMOTION – Rationale, Types – Consumer and Trade Promotions – Sales
promotion Strategies and Practices, Cross Promotions, Surrogate Selling, Bait and Switch
advertising issues – Outsourcing sales promotion – National and International Promotion
strategies – Integrated promotion – Co-ordination with a various promotion techniques.
ACHARIYA\ASBT\SYLLABUS-MBA 30
MASTER OF BUSINESS ADMINISTRATION
REFERENCES:
1. Wells, Burnett & Moriarty: ADVERTISING PRINCIPLES AND PRACTICES,
Prentice-Hall
2. June Valladares: THE CRAFT OF COPYWRITING, Sage Publications.
3. J.V. Vilanilam & A K Varghese: ADVERTISING BASICS! A RESOURCE GUIDE
FOR BEGINNERS, Response books, Sage Publications.
4. Wright, Winter & Zeigler: ADVERTISING; Tata McGraw Hill.
5. Sandage, Fryburger & Rotzoll: ADVERTISING; Irwin.
6. Aaker, Batra & Myers: ADVERTISING MANAGEMENT; Prentice Hall, India.
7. Subroto Sengupta: BRAND POSITIONING; Tata McGraw Hill
8. David Ogilvy: OGILVY ON ADVERTISING
9. J.T. Russel & Ronald Lane: KLEPPNER‟S ADVERTISING PROCEEDURE; PH
10. Don E. Schultz: STRATEGIC ADVERTISING CAMPAIGNS; NTC Business Books.
11. Pran Nath Chowdhury: SUCCESSFUL SALES PROMOTION.
ACHARIYA\ASBT\SYLLABUS-MBA 31
MASTER OF BUSINESS ADMINISTRATION
Unit: III Windows XP: Working with Windows – File and Folder Management in Windows –
MS Office: MS Word: Creating a New Document – Inserting Files, Pictures, Tables, etc., -
Formatting – Using Tools – Spell Check, Grammar, etc., - MS Excel: Opening and Creating
Work sheets – Inserting and Deleting Rows – Columns and Cells – Auto Calculations – Using
Formula – Sorting Data – Creating and Editing Charts – MS Power Point: Creating and Editing
presentations – Inserting Slide number, Date, Time. Pictures, Movies, Sounds – Slide Design and
Layout – Slide Show – Slide Transition, Timing, Animation
ACHARIYA\ASBT\SYLLABUS-MBA 32
MASTER OF BUSINESS ADMINISTRATION
Unit: V Skill Development – Aptitude Tests – Communication Skill Exercises – Body Language
Exercises – Personality Development Exercises (Self Awareness) – Attitude
– Practical Session on Seminar, Group Discussion, Case Study, Paper presentations, marketing
warfare – Debate and Role Play.
References:
Rajendra Pal & J.S. Korlahalli – Essentials of Business Communications, Sultan Chand & Sons,.
2000
Krishna Mohan & Meera Banerji – Developing Communication Skills, Mcmillan, 2000
Raymond V. Lesikar – Basic Business Communications, Tata McGraw Hill, 2001
Krishna Mohan – Effective Business Communications, Tata McGraw Hill, 2000
Urmila rai and S.M. Rai – Business Correspondence and Report Writing, Himalaya Publishing
House, 1998
Stephen L. Nelson – Office 2000 Complete Reference, BPB, 2000
R.K. Taxali – PC Software for Windows made simple, Tata McGraw Hill, 2002
Joyce Cox & Polly Urban – Quick Course in Microsoft Office, Galgotia Publications, 2001
Gini Courter & Annette Maquis – Mastering Office 2000, BPB, 2000 Windows SP Completer
Reference
Stephen P, Robbins – Organizational Behaviour- Prentice Hall of India, 2001
New Storm and David – Organizational Behaviour, Tata McGraw Hill, 2001
Fred Luthans - Organizational Behaviour, Tata McGraw Hill, 2001.
ACHARIYA\ASBT\SYLLABUS-MBA 33
MASTER OF BUSINESS ADMINISTRATION
IV SEMESTER
3 Specialization 7 4
6 Project Work 3 4
ACHARIYA\ASBT\SYLLABUS-MBA 34
MASTER OF BUSINESS ADMINISTRATION
UNIT- I
Firm environment: Environmental analysis – macro, micro and relevant environment models for
environmental analysis – SWOT analysis, BCG Matrix, GE‟s Stoplight Matrix.
UNIT – II
Strategy and resources: Strategy, tactics – strategic planning, review of concepts of vision,
mission, goal, objectives, policy, procedures, standard operating plans, rules etc.
UNIT – III
Types of strategic growth strategies, dependency, reduction strategies horizontal and vertical
integrations – backward integration, forward integration – generic strategies – entrepreneurial
turnaround strategies efficiency turnaround strategies.
Generation of strategic alternative – brain storming, consultancy, Delphi technique, strategic gap
analysis, strategic information systems.
UNIT – IV
UNIT – V
ACHARIYA\ASBT\SYLLABUS-MBA 35
MASTER OF BUSINESS ADMINISTRATION
References:
1. Jauch Lawrance R. Et. Glueck William F., “ Business Policy and Strategic Management”,
McGraw Hill Co. ( 5th Edition).
2. Johnson Gerry Et Scholes Kevan, “ Exploring corporate Strategy V”, Prentice hall of
India ( 4th Edition).
3. Charles W.L. Hill Et Garrett Johns, “ Strategic Management”, Houghton Miffin
company, New York.
4. Thomas L.Wheeter Et. J. David Hunger, “ Strategic Management Et Business Policy”,
Prentice Hall.
5. Azhar Kazmi, “ Business Policy and Strategic Management”, Tata Mc Graw Hill
Publishing Company, New delhi.
ACHARIYA\ASBT\SYLLABUS-MBA 36
MASTER OF BUSINESS ADMINISTRATION
UNIT – I
UNIT – II
UNIT- III
UNIT – IV
ACHARIYA\ASBT\SYLLABUS-MBA 37
MASTER OF BUSINESS ADMINISTRATION
UNIT – V
Conflict in International Business & Negotiations – factors causing conflict – conflict resolutions
actions – the role of negotiations in International Business – the role of International Agencies in
Conflict Resolution.
Text Books
1. John D. Daniels and Lee H.Radebaugh, International Business, Pearson Education Asia,
New Delhi,2000
2. Richard M. Hodgetts and Fred Luthans , International Management, Tata McGraw Hill,
New Delhi, 2003
3. Charles W. L. Hills, International Business, Tata McGraw, New Delhi, 2005.
4. Francis Cherunilam, International Business, Wheeler Publications.
References:
ACHARIYA\ASBT\SYLLABUS-MBA 38
MASTER OF BUSINESS ADMINISTRATION
UNIT - I
Training and Development: Meaning – differences between Training and Development – Need
for Training – Steps in Training Programme – Training for different employees – Training
Methods: Features, Merits and Demerits.
UNIT – II
UNIT – III
UNIT – IV
Employee Morale: Meaning – Individual and Group morale – Factors affecting morale –
measurement of morale – Measures for improving morale.
UNIT – V
ACHARIYA\ASBT\SYLLABUS-MBA 39
MASTER OF BUSINESS ADMINISTRATION
ACHARIYA\ASBT\SYLLABUS-MBA 40
MASTER OF BUSINESS ADMINISTRATION
UNIT – I
Financial Policy and Strategic Planning: Components of financial strategy; Objectives and goals;
Strategic planning process.
UNIT – II
Investments Decisions under risk and uncertainty: Techniques of investment decision – risk
adjusted discount rate, certainty equivalent factor, statistical method, sensitivity analysis and
simulation method; corporate strategy and high technology investments.
UNIT – III
UNIT - IV
UNIT – V
Financing Strategy: Hybrid securities namely convertible and non-convertible debentures, deep
discount bonds, Secured premium notes, convertibles Preference shares; Option financing,
Warrants, convertibles and exchangeable.
ACHARIYA\ASBT\SYLLABUS-MBA 41
MASTER OF BUSINESS ADMINISTRATION
References:
ACHARIYA\ASBT\SYLLABUS-MBA 42
MASTER OF BUSINESS ADMINISTRATION
SALES MANAGEMENT
UNIT – I
UNIT – II
UNIT - III
Sales Volume and Territory Management – Objectives of sales Forecasting – Methods and
Procedures of Sales Forecasting – Sales Budgets, Designing Sales Territories and Quotas –
Assigning Territories – Reasons for selling and using quotas – types of quotas and quota selling
procedures – Administering the quota system.
UNIT – IV
ACHARIYA\ASBT\SYLLABUS-MBA 43
MASTER OF BUSINESS ADMINISTRATION
UNIT – V
Industrial Selling – Concepts of Industrial selling – nature and characteristics of Industrial goods
– concepts of Industrial goods – Role of Service in Industrial Selling – Sales policies and
procedures – Terms and conditions of sales – Handling complaints.
Text Books
References
1. Fundamentals of sales Management, Ramneek Kapoor, Mac Millan India, Pvt. Ltd.
2. Salesmanship & Sales Management, P.K. Sahu, K.C. Raut, Vikas Publications, Third
Revised Edition.
3. Sales Management: A Global Perspsective, Earl D. Honeycutt, John B. Ford, Antonis C.
Sirminitras, Routledge Publisher.
4. Market & Sales Forecasting, Gordon Bolt, crest Publishing House.
ACHARIYA\ASBT\SYLLABUS-MBA 44