201: ORGANISATIONAL BEHAVIOUR AND BUSINESS COMMUNICATION

Workload: 5 hours per week

Examination: 3 hours 75 marks
Objectives: To familiarize the students with the behavioral patterns of human beings
at individual and group Levels in the context of an organization. Which in
turn is influenced by the environment enveloping it. This is aimed at
enhancing the ability or the students in the knowledge, prediction and
control or human behavior in an organization.

Pedagogy: Lectures, assignments, role-play & practical exercises, discussions,

Seminars

Part A: ORGANISATIONAL BEHAVIOUR

1.An overview of Organizational Behaviour - History of Organizational Behavior and

its emergence as a disciple-emerging perspective Organizational Behaviour.

2. Individual process in organisation – learning, perception and attribution- Individual

differences - Basic concepts of motivation - Advanced concepts of motivation:

3. Group process in Organisation - Group dynamics, leadership theories, Power,

politics and conflict - inter- personal communication
4. Enhancing individual and inter personnel process goal setting and reward: Job
design-performance appraisal – stress – decision-making and creativity.

5.Megrating individual Groups and organization-Organisational change and

development. Career Dynamics. International aspects of organization-managing diversity

PART- B: BUSINESS COMMUNICATION

1.Foundutions of Business Communication- communication, its functions. Forms and

process - barriers to Communication and to overcome them - Non verbal communications
Improving the skills of Communication understanding culture and cultural differences
overcoming intercultural differences in communication

2. Writing letters, memos, E-mail, and other brief messages- Routine requests and
positive messages -placing orders and acknowledging -routine requests for information
and action-directives and instruction-organizing bad news customers- communicating
negative answer and information-delivering bad news customers-handling bad news
about company operation- Planning developing and writing persuasive message.

3.Reports and oral presentations - Need for reports – information, analytical and
summary report Planning, organising and writing reports and proposals-formal reports
and proposal and their components.
4.Giving speeches and oral presentation - Communications of information through the
internet and other technologies - organising meetings and seminars etc. and recording the
minutes,

References:

I. Luthans Fred - Organization Behavior-McGraw Hill international adn

2. Arnold Hugh .J and Feldman Daniel C- Organization Behavior -McGraw Hill
International edn.
3. Robin Stephen P- Organization Behavior - 8th edn, Prentice Hall of India
4. New storms. John W and Davis Keith-Organization Behavior-10th TATA Mc Graw
Hill edn.
5. Kelly Joe-Organizational Behaviour- Surjert Publication.
6. Kreitne Robert and Kinichi Angela-Organization behavior-5th edn Mc Graw Hill
7. Hersey Poul. Blanchand Kenneth H and. Johnson Dewey E-Management and
Organizational Behavior-. Prentice Hall of' India.
8. Moorheuu Gregory and Griff - in Ricky W. - Organization Behavior- Jaico Publishing
House
9. Bovee Court land L and Thill John V -Business Communication Today- 6th edn.
Prentice Hall International
10. Guffey Ellen - Business Communication – 3rd edn South - Western Collage
Publishing
11. Doctor Apai and Doctor Rhoda - Principles und Practice of' Business Communication
Sheth Publishers. Mumbi.
12.Heller Roberts-I. Communicating Clearly. 2. Managing Meetings .3. Making
Presentations. Essential DK managers-Darling Kindershy, London.
13.Argenti Paul A-corporate Communication-Irwin McGraw Hill

202: MARKETING MANAGEMENT

Workload: Hours per Week

Examination: 3 Hours 75 Minutes
Objectives: This module is intended to offer a comprehensive introduction to the
Management of marketing function, structures and institution and their
role in the relationship to contemporary economic and social development
Pedagogy: Lectures, assignments, role-play & practical exercises, discussions, seminars

1.intoduction: Marketing Management and its evolution: the marketing concept:

marketing objectives, strategy, mix and organization. Marketing Environment:
Environmental importance: characteristics of marketing environment

2.Marketing analysis: market segmentation, target market, Positioning differentiation,

Marketing research and information systems, competition Analysis
3.Consumer Behavior: Introduction to consumer behavior and its importance: factors
influencing consumer behaviour-economic, social and psychological factors; comparing
industrial and consumer buying behaviour:
4.Product Deccision: Meaning and classification of products: new product development:
developing a product policy, product line and product mix decisions: branding decisions:
packing decisions: concept of product life cycle.

5.Pricing decisions: Role of pricing in marketing: pricing objectives: different

approaches to establish prices: new product pricing: psychological pricing,

6. Promotion Decisions: Marketing communication model; promotion mix; developing

promotion mix: introduction to elements or promotion mix-: advertising. Personal selling,
sales promotion and publicity: public relations and promotion strategy.

7. Distribution decisions: Major types of Distribution channels for consumers and

Industrial products: channel design and channel modification decisions, physical
distribution and distribution cost analysis.

8.Rural marketing in India: insight into Indian Rural Market Environment and
segmentation of Indian rural market, emergence of rural market, Importance of rural
market. Structure of the rural market, potent ional of the rural market, factors influencing
the rural market, structure-rural demand and rural market index, Simple market model
and price determination with respect to rural market. Characteristic difference between
rural markets and urban markets-market research/information pertaining to rural market,
imperfections in rural market

9.Marketing Control: the marketing control: features of an effective control system:

methods of Marketing control, Marketing audit

10.Expanding role of marketing and contemporary issues: Social Marketing,

Marketing and non-business organizations; marketing of services, consumer protection;
marketing ethics; remarketing; social responsibility of marketing, Marketing trends-
online marketing, relationship marketing, Global marketing-Retro marketing

References
1.Philip Kotler-Marketing Management-analysis, planning and Control
2.William J Stanton-Fundamentals of Marketing-McGraw Hill.
3.Nikilesh Dholakia and Others-Marketing Management-Cases and Concepts-TMH
4.Cundiff EW, Still RR and Govani NAP-Fundamentals of Marketing
5.JC Gandhi-Marketing
6.Zikmund & D’Amico-Marketing
7.Goplakrishnan-Rural Marketing.
8.Tha and Sen-marketing of Agricultural Input.-HPH, India
9.Bilgami, S.A..R-Marketingof dairy Products in Western U P-HPH, India.
10.S.S Acharya, N.L agricultural Marketing In India. (3rd edn)
11.Dr.Goplaswamy.T.P-RuralMarketing problems and strategies-wheeler Publishing
 203: PRODUCTION AND OPERATIONS MANAGEMENT

Workload: 5 hours per weak

Examination: 3 hours 75 marks
Objectives: The course aims at familiarizing the students with the production process
and related issues in industrial Units. It introduces the students to aspects
like quality, inventory, maintenance and materials management: and Method
analysis.
Pedagogy: Lectures, assignments. Industrial visits and practical exercises. Discussions,
seminars.

1. Production Function: An introduction. Historical background of Modern Industry.

definition and types of Production systems. Organisational structure and its interaction
with other functional departments. The role of operations manager, an introduction to
Production planning and control.

2. Forecasting methods: Basic concepts. methods and applications. Aggregate planning

concepts and methods.

3. Facilities, locution and arrangements: Factors in consideration for site selection and
plant layout. Material handling systems in shops, Disposal of waste and scrap.

4. Product Process and capacity design: Types of processes. Choosing the service
Processes. Capacity planning

5.Methods, analysis and control: Introduction to time and motion study, work
measurements, incentive schemes in workshops, definition of standard times. And Gantt
charts, an overview to network analysis.

6. Quality Management: Quality control concept, quality circles & the emerging
concepts of total quality control. Control charts X and R charts. P control charts, Control
charts.

7.Maintenance Management: Maintenance concept. Preventive maintenance.

Maintaining System reliability.

8. Inventory management of Materials: ABC analysis. EOQ. Safety stock and ROL.
Quality discounts. Stock out policies and service level policies. . JIT and other emerging
Concepts.

9. Value Analysis: Importanance in cost reduction-basic concepts and procedures.

10. Material requirement planning. Dependent inventory models, MRP structure.
Benefits of MRP
11. Short term Scheduling: Job shop scheduling. Sequencing and applications.
12.Use of CAD. CAM and Automation. Use of computers in production Management
References:
1. Gopalakrishnan and Sundareshan- Material Management - An integrated approach.
PHI
2. Adam and Erbert-production and Operations Management. PHI
3. Chase.Aquilano and Jacob-Productions and Operations Management.
4. Krajewski and Ritz man, Addison Wesley-Operations Management. Strategy and
Analysis
5. Chary-Theory and Problems in POM. Tata Megrw hill
6. P.B Mahapatra-Computer aided production Management
7. Render and Heizer-Production and Operations Management. PHI
8. Buffa. John Wiley-Modern Production Management.
9. Donald. Bowersox & David.J.Closs. Logistical Management tata McGraw Hill
10.K Nagarjan. Project Management: New Age International Pvt. Ltd.
McGraw Hill

204:MANAGEMENT INFORMATION SYSTEM & COMPUTER APPLICATION

Workload: 5 hours per weak

Examination: 3 hours 75 marks
Objective: This module intends to equip the students with the tools and techniques
of information systems and computers to manage organisations with
effectiveness and efficiency.
Pedagogy: Lectures. Assignments. Practical exercises. Discussions. Seminars.

1. Introduction to MIS. Its nature and functions. Use of MIS at various at various levels
of Management. A framework for information system for each levels or Management and
Operations. Types of Information systems - Operating Support Systems. Management
support systems. Expert System.

2. Structure of Information System and Strategic use of information system.

3. Planning for information systems. Risks in information system.
4.Information System Resources-Computer basics (H/w & S/w) DBMS.
Communication Systems. Internet and office automation. .
5. Decision making process and information concepts
6. Systems Approach in developing MIS
7. Forms Design- principles and control.
8. Charting techniques- charts to projects management, performance indices, flow
charting definition and uses. Flow charting symbols for system and programming,
information oriented system flow chart & processes oriented system. Flowchart data flow
diagrams.
9. Systems analysis and design - conceptual and detailed design, approaches to
application Development.
10. Application of MIS in functional areas
11. Implementation, Evalution & Maintenance of MIS. Pitfalls in MIS development
12. Emerging concepts and issues in Information System.
13. MS DOS and its usage - basic commands-advance commands-installalion-batch
Programming.
14. Word processing-documentation-creating mailing lists- mail and merge concepts
or spread sheet.

References:

1. Laudon Kenneth & Laudon Jane-Management Information System-A Contemporary

perspective. PHI
2. O’Brien James-Management Information System-Tata Mcgraw Hill
3. Gorden Davis & Olson- Management Information System-Conceptual Foundation-
McGraw Hill
4. Robert Schulthies & Marry Summer- Management Information System- Managers
View-Tata McGraw Hill.
5. Ashok Arora & Bhatia - Information System for Managers- Excel Books
6. Meleod - Management Information System, PHI
7. Robert Murdick. Joel Rose & James Claggett- Information Systems. for Modern
Management. PHI.
8. Kumar Mumesh -Business Information System- Vikas Publishing.
9. Murdick and Rose-.information system s for modern mf1llgcmcnt
10. Gorden B.Davis – Management information Conceptual Foundation.
11. Martin.J..-Principles of Database Management

205: RESEARCH AND QUANTITATIVE METHODS

Workload: 5 hours per week

Examination: 3 hours 75 marks
Objectives: To acquaint the students about the tools used for analysing data. To teach
estimation techniques and to give an overview of report writing.
Pedagogy: Lectures, assignments, practical exercises, discussions. Seminars.

1.An overview of research process - problem formulation - research methods –

exploratory and conclusive research - Descriptive and experimental research.

2. Research Design: The need and Features of Research Design and Concepts relating to
Research Design

3. Sampling Design and Sample Theory- Census and Sample. Steps in Sample Design.
Selecting a Sample, Types of sampling - scope and limitations of sampling -sampling
&non-sampling

4. Probability Theory and its Applications: Relevance of Probability to Management

Decisions, Definitions, Basic rules Addition and Multiplication. Bayes theorem and its
Applications, Random variables - probability distribution, expected value and variance.

5. Theoretical Probability Distribution: Binomial and Poisson probability distributions

and their relevance. Normal distribution and Standard Normal variate and its
applications. Use of statistical tables.

6. Probability and Probability distributions: Binomial and Poisson distribution and

their Applications - Standard and Normal distribution.

7. Estimation - point and interval estimates.

8.Hypotheses Testing - types of hypotheses - formulation or hypothesis - procedure for

testing hypothesis – testing for mean. Difference between means. proportion testing and
variance testing.

9. Chi square test and Goodness of fit scope and limitations of application.

10. Analysis of Variance - its applications. One-way and Two-way ANOV A.

11. Multiple regression and correlation analysis involving three variables only.

12. Scaling techniques-Nominal. Ordinal, interval and ratio scales.

13. Research Report writing - planning and organizing - format - writing styles
-documentation.
.
References:
I. U.K Srivastava & Others - Quantitative Techniques for Managerial Decisions.
2. Levin & Ruhin - Statistics for Management
3. Sanehethi & Kapoor - Statistics
4. S.P Gupta - Statistical Methods
5. I3arcnson & Levene - Basic Business Statistics
6. Willinson & Bhandarkar - Methodology and Techniques of Social Research.
7. CR. Kothari - Research Methodology. Methods and Techniques,
8. D. C. Cooper & C. W Emory - Business Research Methods
9. John B. Kervin - Methods for Business Research.