SYLLABUS FOR SEMESTER I

QUANTITATIVE TECHNIQUES

UNIT 1 - LINEAR PROGRAMMING

• Business problems and their solution through linear programming:

Overview of LP; construction of a LP problem and model.
• Solution to a linear programming problem: Graphical method ( including
peculiar situations); Simplex method (for both unrestricted variable and negative
variables, included) in case of (a) maximization with less than/ equal to situation,
(b) minimization with greater than/ equal to case, (c) maximization with mixed
type, and (d) minimization with mixed type.
• Duality problem: Economic interpretation of duality; derivation of a dual
solution and vice-versa for a linear programming problem( of all kinds)
• Marketing problems and their solutions through linear programming
• HR problems and their solutions through L.P.
• Production and inventory issues and their resolution
• Financial allocations and L.P. solutions

UNIT 2 - CALCULUS
• Differential calculus: Rules of differentiation through formula (Algebraic,
exponential, and logarithmic)
• Applications in the field of demand analysis, elasticity of
demand, supply analysis, market equilibrium (calculation of price and equilibrium
quantity); cost analysis, and revenue analysis (including cases of cost
minimization and profit maximization)
• Partial differentiation: Rules of partial differentiation and their
application for estimating marginal utility, cross elasticities, and marginal
product.

UNIT 3 - MATRICES, DETERMINANTS AND MARKOV ANALYSIS

• Definition - operations
• Types of matrices
• Matrix operations – addition, subtraction, multiplication and division.
• Determinants
• Inverse method
• Input output analysis
• Prediction of market shares for future periods and at equilibrium.
• Evaluation of marketing strategies for improvement in market shares &
evaluation of repair & maintenance policies.
• Prediction of bad loans.

UNIT 4 - PROBABILITY
 • Basic probability concepts and probability rules – marginal/simple probability,
conditional and joint probability.
• Revising prior probability – Bayer’s theorem of posterior probability.
• The concept of probability distributions.
• Application of probability concepts in business/management.

UNIT 5 - PERT/CPM
• Construction of Network diagram
• Types of Floats: Total, Free &Interfering floats
• Crashing for determination of optimum duration of project.

RECOMMENDED BOOKS
• Introduction to Business Mathematics (by) V. K. Kapoor (Sultan Chand & Sons)
• Quantitative Techniques in Management (by) N. D Vohra (TMH).
• Quantitative Analysis for Management (by) Barry Render and Ralph Stair, Jr.
• An Introduction to Management Science (by) Anderson, Sweeney and Williams
• Quantitative Analysis for Management Applications by L N Aggarwal and Parag Diwan
(Global Business Press)

ASSESSMENT
Internal Assessments: 25% weightage
Attendance and Class Participation: 10 marks
Quizzes: 15 marks
 ORGANIZATION BEHAVIOR

UNIT 1. CONTEXT OF ORGANIZATIONAL BEHAVIOUR

• Meaning and significance of OB; contributing disciplines; basic assumptions &
characteristics
• New context of O.B.: Historical evolution
• Challenges and opportunities for O.B.: Emerging issues
• Framework for O.B.

UNIT 2. INDIVIDUAL PROCESSES – 1: PERSONALITY

• Meaning; person situation debate; psychological contracts; ability and aptitude
• Differences in personality; Heredity, learning, culture as determinants
• Personality traits and dimensions: Approaches to understanding the traits
• Psychological solving behaviours
• Personality traits

UNIT 3. INDIVIDUAL PROCESSES

• Perception
• Learning and reinforcement
• Attitudes and Values
• Work motivation

UNIT 4. INTERPERSONAL RELATIONS AND GROUP DYNAMICS

• Relationships at work
• Communication
• Groups in an organization

UNIT 5. LEADERSHIP
• Meaning; leadership and management
• Perspectives on leadership: Trait, behaviour, contingency factors
• Transformational vs. transactional vs. charismatic leadership
• Leaders as mentors
RECOMMENDED BOOKS
• Organizational Behaviour (by) Kavita Singh (Dorling Kinderlay – India: 2010
edition, released in 2009)

• Robbins, Organizational Behaviour

• John W. NeVistrorr & Kieth Davis, Organizational Behaviour

• Fred Luthans, Organizational Behaviour

• K. Aswathappa, Organizational Behaviour

• M. Gangadhar. V.S.P.Rao and P.S.Narayan, Organizational Behaviour

 ASSESSMENT
Internal Assessments: 25% weightage
Attendance and Class Participation: 5 marks
Quizzes: 10 marks and Case analysis project and presentation: 10 marks

MARKETING ESSENTIALS

UNIT 1 - INTRODUCTION
• Nature, Scope, and Importance of Marketing
• Marketing Management Process
• Marketing Environment
• Marketing Probing
• Consumer Behaviour
• Segmentation and Targeting

UNIT 2 PRODUCT STRATEGY

• Product Planning
• New Product Development
• Branding
• Product / Brand Lifecycle

UNIT 3 PRICING
• Meaning; types (free market, administered controlled); significance
• Objectives dictating strategy: Target rate of return, meeting or preventing
competition, market share, profit maximization, survival, public image, product
image…
• Factors dictating pricing strategy: Internal and external (5 c’s: cost, customer,
competition, context, and control)
• Setting up of price: Bases (cost, customer, competition)
• New product pricing: Penetration pricing; skimming pricing; competitive pricing;
predatory pricing
• Geographical factor: Fob pricing; home delivered pricing; zone pricing; uniform
delivered pricing; base point pricing; freight absorption pricing
• Adopting the price: Fixed vs. variable; price range; psychological pricing; loss
leader pricing; follow the leader pricing; discriminating pricing; pricing over
stages of PLC; resale price maintenance
• Pricing in practice: Discounts; MRP; price higher than MRP.
• Initiating a price change: Reason (cost, demand, quality) and techniques
• Responding to a price change by the competitor: Ignore; react

UNIT 4 PROMOTING AN OFFER

 • Concept and relevance of marketing communication
• Process of marketing communication
• Objectives of promotion: Marketing, communication, operational
• Product mix: Types; features; advantages; disadvantages; selection of promotional
tool/mix.
• Advertising: Definition; nature; features; objectives; significance; types; process
of advertising; advertising media; message; testing of advertising
• Personal selling: Meaning; features; significance; process; sales force
management – recruitment to performance evaluation.
• Sales promotion: Meaning; significance; comparison with advertising; types
(consumer/sales force/dealer oriented)
• Sales promotional schemes: Samples; price offs; coupons; discounts; premium or
bonus offer; trading stamps; fairs and exhibitions; etc
• Public relations: Meaning of publics and PR; steps involved; tools & techniques
available.

UNIT 5 PLACEMENT
• Placement Strategy
• Marketing Middlemen
• Physical Distributions
• Selecting channel members
• Channel length, determinants of channel length
• Vertical Marketing Systems (VMS) and Horizontal Marketing Systems (HMS)

RECOMMENDED BOOKSS
• Marketing Management (by) Kotler, Keller, Koshy & Jha (12th Edition)
• Marketing Management (by) Arun Kumar & N. Meenakshi (Vikas: Latest
Edition)
• Adrian Palrrler Introduction to Marketing, Oxford
• Czinkota and Kotabe, Marketing Management, Thomson
• Ramaswarry and Namakumari, Marketing Management, McMillan

ASSESSMENT
Internal Assessments: 25% weightage
Attendance and Class Participation: 5 marks
Quizzes: 10 marks
Case analysis project and presentation: 10 marks
 MANAGEMENT PROCESS

UNIT 1 NATURE OF ORGANIZATION AND MANAGEMENT

• Nature of organization
• Nature of management
• Why organizations need managers
• Types of managers, their roles and responsibilities
• Variations in manager’s job

PHILOSOPHIES AND APPROACHES TO MANAGEMENT PRACTICES

• Classical school
• Hawthorne studies
• Behavioural school
• Other management perspectives

UNIT 2 - FUNCTIONAL ASPECTS OF MANAGEMENT

• Administrative function: Suitable form
• Operations: Size, location, layout, productivity, quality, logistics
• Finance: Arranging, management, risk cover, insurance
• HRM: Recruitment, selection, compensation, motivation, training
• Marketing: Demand & consumer behaviour, marketing mix decisions

PROCESS OF MANAGEMENT: PLANNING, ORGANIZING, STAFFING

• Planning: Definition, objective setting, strategy and other premises, decision
making
• Organizing: Fundamentals, organizational design, line and staff authority,
decentralization, culture
• Staffing: HRM and staffing, performance appraisal, organizational change & O.D.

UNIT 3 - PROCESS OF MANAGEMENT: LEADING, FOUNDATIONS & NEW

INSIGHTS
• Self competency
• Ethics competency
• Communication competency
• Change competency

PROCESS OF MANAGEMENT: COMMUNICATION & CONTROL

• Communicating: Definition & significance, communication process, flows,
barriers
• Controlling: Fundamentals, types
• Financial and budgetary controls
• Directive vs. preventive controls
UNIT 4 - MANAGING IN SPECIFIC CONTEXT: LEARNING AND
KNOWLEDGE ORGANIZATION
• Meaning and details
• Dynamic capabilities and organizational learning
• Knowledge management & knowledge organization
• Model of knowledge organization

MANAGING IN SPECIFIC CONTEXT: FAMILY BUSINESS

• Meaning
• Family business as a system
• Managerial concerns of the family business
• Strategy in family business

UNIT 5 MANAGING IN SPECIFIC CONTEXT: INTERNETWORKING AND E-

BUSINESS
• Basics of networks and e-business
• Internetworking business model
• Environment for internetworking
• Internetworking performance

MANAGING IN SPECIFIC CONTEXT: INTERNATIONAL MANAGEMENT

• Reasons for going international
• Japanese management and theory Z
• Japanese vs. U.S. management practices
• Management in multinational corporations in India
• Indian ways vs. Japanese and American ways of managing

RECOMMEDED BOOKS
• Sherlekar & Sherlekar: Modern Business Organization & Management
(HPH:2008)
• Meenakshi Gupta: Principles of Management (PHI:2009)
• Principles and practice of management by P C Shejwalkar
• General management by C B Gupta
• Process of management by Newman, William and others
• Management: history functions behaviour by Pitamber
• Business organization and management by P N Reddy
 ECONOMICS FOR MANAGERIAL DECISION MAKING-1

UNIT 1. ESSENCE OF ECONOMICS

Problems of an economy; solutions of these problems; alternative system to tackle the

problems; economics, micro – economics & macro – economics; basis building blocks of
microeconomics – rationality, marginalism, opportunity cost, general & partial
equilibrium.

UNIT 2. FALLACIES AND PITFALLS

Economics is about decision making, fallacies in decision making, fallacy of assumption,

fallacy of composition, fallacy of subjectivity, fallacy of post hoc proctor hoc, fallacy of
syllogism, fallacy of black & white or gray; fallacy of broken window, lessons for firm.

UNIT 3. DEMAND ANALYSIS AND ELASTICITY OF DEMAND

• DEMAND ANALYSIS
Concept of demand & demand functions; demand schedule & demand curve; types of
demand; kinds of demand; factors influencing demand; expansion / contraction of
demand vs. increase / decrease in demand, significance of demand analysis for the
firm.

• ELASTICITY OF DEMAND
Concept of elasticity, price elasticity of demand; meaning, values, determinants,
measurement & implications; slope vs. elasticity; TR, TE & eDP, AR, MR & eDP,
strategies to maximize total revenues, cross elasticity of demand; income elasticity of
demand: meaning values & measurement; income elasticity vs. income sensitivity;
advertising elasticity of demand; significance of the concept of elasticity of demand
for the firm.

• UTILITY ANALYSIS
Consumer behaviour, choice & utility; concept of TU, MU & AU; LDMU; LEMU;
equilibrium of a consumer; explanation of falling demand; income, substitution, &
price effects & consumer choices; paradox of value; consumer surplus; significance
for a seller.
 • INDIFFERENCE CURVE ANALYSIS
Meaning; kinds; properties; inference map; budget line; equilibrium; applications of
ICA.

UNIT 4. SUPPLY ANALYSIS & PRICE FORMATION

• SUPPLY ANALYSIS
Concept; types; factors dictating supply; supply curve & supply schedule; law of
supply; expansion / contraction of supply vs. increase / decrease in supply

• ELASTICITY OF SUPPLY
Concept; values; measurement; determinants; implications for the suppliers

• EQUILIBRIUM AND PRICE MAKING

Concept of equilibrium; shifts in demand & supply & impact on price & quantity;
price as allocating device for resources through surplus & scarcities; alternative nodes
of price fixation.

• PRODUCTION ANALYSIS
Concept of production & production function; LR & VR; LVP; relationship between
TP, MP, and AP, stages of production, concept of returns to scale & laws of returns,
impact of technological change on return, concept of Isoquant, isocost lines &
equilibrium; equilibrium under cost constraint & for a given output; economic region
of production; expansion path.

• COST ANALYSIS AND FIRM’S EQUILIBRIUM

Concept of cost; linkage between production & cost; cost classification. TC, AC, &
MC and their relationship; cost curve under SR & LR; Economies of scale;
economies of scope; implications for a firm; existence of small firms; engineering
cost curves.

• REVENUE CURVES AND FIRM’S EQUILIBRIUM

Concepts of TR, AR and MR; cost, revenue and equilibrium of a firm; equilibrium
under alternative assumptions about firm’s objective functions.

UNIT 5. MARKET MODELS

• PERFECT COMPETITION
Meaning and characteristics; SR equilibrium, break – even analysis and shut down
point, long run equilibrium; supply curve for a competitive firm – LR (horizontal,
rising or falling) and short run; efficiency of competitive markets; advantages of
perfect competition; disadvantages of a competitive firm.

• MONOPOLY
Concepts; source of monopoly power; measure of monopoly power; cost, revenue and
equilibrium under monopoly; supply curve of a monopolist; shifts in demand and
 impact on monopoly firm; advantages and disadvantages of monopoly; monopoly vs.
perfect competition.
Price discrimination: meaning, conditions; types; equilibrium
Monopsony
Bilateral monopoly

• MONOPOLISTIC COMPETITION
Meaning and characteristics; equilibrium of a firm in short run and in long run;
sources of differentiation; promotional costs and equilibrium.

• OLIGOPOLY
Meaning; characteristics; Cournot’s model; kinked demand curve model; price
leadership model; cartels; game theory treatment of oligopoly.

RECOMMENDED BOOKS

• Paul Samuelson: Economics (TMH: Latest edition)

• Microeconomics by Misra and V K Puri

• Micro Economics by O M Agarwal

• Micro Economics by KPM Sundhram

• Principles of Economics by Karl E Case

ASSESSMENT
Internal Assessments: 25% weightage
Attendance and Class Participation: 10 marks
Quizzes: 15 marks
 ACCOUNTING FOR MANAGERIAL DECISION MAKING

UNIT 1. INTRODUCTION
• Meaning of accounting and financial statements
• Accounting standards
• Accounting Mechanics

UNIT 2. ACCOUNTING FOR INVENTORIES AND FIXED ASSETS

• Introduction
• Cost of inventory
• Methods of inventory costing
• Inventory control techniques
• Determination of the cost of various types of fixed assets
• Concept and methods of providing depreciation
• Implications on changing the method of depreciation

UNIT 3. PREPARATION OF FINANCIAL STATEMENTS: TRIAL BALANCE

AND ADJUSTMENTS
• Preparation of trial balance from general ledger balances
• Detecting errors revealed and concealed by a trial balance
• Passing of different adjustments entries

UNIT 4. PREPARATION OF FINANCIAL STATEMENTS: PROFIT AND LOSS

ACCOUNT
• Preparation of P&L a/c from a given trial balance
• Distinction between capital and revenue expenditure

UNIT 5. PREPARATION OF FINANCIAL STATEMENTS: BALANCE SHEET

• Preparation of balance sheet
• Limitation of balance sheet
• Vertical form of financial statement
• Analysis of balance sheet

RECOMMENDED BOOKSS
 • Financial Accounting – A Managerial Perspective (by) R. Narayanaswamy (PHI:
Latest Edition)
• Financial Accounting for Management (by) Dr. Ambrish Gupta (Pearson
Education)
• Dr. Jawaharlal, Accounting for Management, HPH
• Khan and Jain, Management Accounting, TMH
• Louderback and Holmgren, Managerial Accounting, Thomson

ASSESSMENT
Internal Assessments: 25% weightage
Attendance and Class Participation: 5 marks
Quizzes: 10 marks
Comparative balance sheet analysis project and presentation: 10 marks
LEGAL SYSTEM ( BUSINESS & COMPANY LAW )
 A. BUSINESS LAWS

1. LAW AND BUSINESS

Need for, and overview of, legal aspects of business; sources of business law

2. INDIAN CONTRACT ACT, 1872

Introduction; offer and acceptance; essentials of a valid contract; performance of
contract;
breach of contracts and remedies available; quasi contracts.

3. SALE OF GOODS ACT, 1930

Sale and agreement to sell; conditions and warranties; doctrine of Caveat Emptor;
unpaid
seller rights; auction sales.

4. NEGOTIABLE INSTRUMENT ACT, 1881

Meaning of negotiability; types of negotiable instruments; bills of exchange, cheques,
promissory notes; holder and holder in due course.

5. OTHER AREAS OF BUSINESS LEGISLATIONS

Cyber laws; IPRs; Environmental laws; RTI; Consumer Protection Act

B. COMPANY LAW

1. COMPANY AND ITS FORMATION

• Corporate veil; types of companies and associations, including illegal ones.

• Promoters and their legal position; pre incorporation contact; provisional
contracts.
• Documents: Memorandum of association; articles of association; doctrine of
constructive notice and indoor management; prospects and book building.

2. SHARE CAPITAL AND SHARE HOLDERS

• Share capital: Issue, allotment and forfeiture; demat; transmission; dividend and
bonus shares.
• Rights and duties of members and shareholders
• Meetings: convening and conduct of shareholders’ meetings.
3. MANAGEMENT OF THE COMPANY

• Directors: Qualification, appointment and disqualification: Legal provisions;

powers and duties; board meetings; removal of directors; other managerial
personnel.

4. INVESTIGATIONS

• Inquiries and investigations into matters pertaining to formation and

functioning of a company.

5. WINDING UP

Meeting, situations, modes and procedure for winding up of a company

Reference books
• P.K.Goel: Business Law for Managers ( Biztantra: Latest edition): Relevant
chapters
• Kuchhal & Deepa Prakash: Business Legislation for Management ( Vikas: Latest
edition): Relevant chapters
• Akhileshwar Pathak: Legal Aspects of Business (TMH: Latest edition): Relevant
chapters

VERY IMPORTANT NOTE:

All the readings listed above are essential read; these should not be
substituted by other titles. However, the concerned faculty members are
welcome to supplement these books with other text/ references/ reading
material.