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Management (including Business Administration Management / Marketing / Marketing Management /
Industrial Relations and Personnel Management., etc).

There will be two question papers, Paper ± II and Paper ± III (Part ± A & B). Paper ± II will cover 50 Objective
Type Questions (Multiple choice, Matching type, True / False, Assertion ± Reasoning type) carrying 100 marks.
Paper ± III will have two Parts ± A and B; Paper ± III (A) will have 10 short essay type questions (300 words)
carrying 16 marks each. In it there will be one question with internal choice from each unit (i.e. 10 question
from 10 units; Total marks will be 160).
Paper ± III (B) will be compulsory and there will be one question from each of the Electives. The candidate will
attempt only one question (one elective only in 800 words) carrying 40 marks. Total marks of Paper ± III will
be 200.
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÷Ê Managerial Economics ± Demand Analysis
÷Ê Production Function
÷Ê ost ± Output Relations
÷Ê Market Structures
÷Ê Pricing Theories
÷Ê Advertising
÷Ê Macro ± Economics
÷Ê ational Income oncepts
÷Ê Infrastructure ± Management and Policy
÷Ê Business Environment
÷Ê apital Budgeting
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÷Ê The concept and significance of organisational behaviour ± Skills and Roles in an organisation ±
lassical, eo ± lassical and Modern Theories of Organisational Structure ± Organisational Design ±
Understanding and Managing individual behaviour personality ± Perception ± Values ± Attitudes ±
Learning ± Motivation.
÷Ê Understanding and Managing Group Behaviour, Processes ± Inter ± personal and group dynamics ±
ommunication ± Leadership ± Managing change ± Managing conflicts.
÷Ê Organisational Development.
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÷Ê oncepts and perspectives in HRM; HRM in changing environment.
÷Ê Human Resource Plarming ± Objectives, Process and Techniques.
÷Ê ob analysis ± ob Description.
÷Ê Selecting Human Resources.
÷Ê Induction, Training and Development.
÷Ê Exit policy and Implications.
÷Ê Performance Appraisal and Evaluation.
÷Ê Potential Assessment.
÷Ê ob Evaluation.
÷Ê Aage Determination.
÷Ê Industrial Relations and Trade Unions.
÷Ê Dispute Resolution and Grievance Management.
÷Ê Labour Aelfare and Social Security Measures.
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÷Ê Financial Management ± ature and Scope.
÷Ê Valuation oncepts and Valuation of Securities.
÷Ê apital Budgeting Decisions ± Risk Analysis.
÷Ê apital Structure and ost of apital.
÷Ê Dividend Policy ± Determinants.
÷Ê Long ± Term and Short ± Term Financing Instruments.
÷Ê Mergers and Acquisitions.
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÷Ê Marketing Environment and Environment Scanning; Marketing Information Systems and Marketing
Research; Understanding onsumer and Industrial Markets; Demand Measurement and Forecasting;
Market Segmentation ± Targeting and Positioning; Product Decisions, Product mix, Product Life ycle;
ew Product Development; Branding and Packaging; Pricing Methods and Strategies.
÷Ê Promotion Decisions ± Promotion mix; Advertising; Personal Selling; hannel Management; Vertical
Marketing Systems; Evaluation and ontrol of Marketing Effort; Marketing of Services; ustomer
Relation Management;
÷Ê Uses of Internet as a Marketing Medium ± Other related issues like branding, market development,
Advertising and retailing on the net.
÷Ê ew issues in Marketing.
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÷Ê Role and Scope of Production Management; Faculty Location; Layout Planning and Analysis;
Production Planning and ontrol ± Production Process Analysis; Demand Forecasting for Operations;
Determinants of Product mix; Production Scheduling; Aork measurement; Time and Motion Study;
Statistical Quality ontrol.
÷Ê Role and Scope of Operations Research; Linear Programming; Sensitivity Analysis; Duality;
Transportation Model; Inventory ontrol; Queueing Theory; Decision Theory; Markov Analysis; PERT
/ PM.
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÷Ê Probability Theory; Probability distributions ± Binomial, Poisson, ormal and Exponential; orrelation
and Regression analysis; Sampling theory; Sampling distributions; Tests of Hypothesis; Large and small
samples; t z, F, hi ± square tests.
÷Ê Use of omputers in Managerial applications; Technology issues and Data processing in organizations;
Information systems; MIS and Decision making; System analysis and design; Trends in Information
Technology; Internet and Internet ± based applications.
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÷Ê oncept of orporate Strategy; omponents of Strategy Formulation; Ansoffs Growth Vector; BG
Model; Porter¶s Generic Strategies; ompetitor Analysis; Strategic Dimensions and Group Mapping;
Industry Analysis; Strategies in Industry Evolution, Fragmentation, Maturity, and decline.
÷Ê ompetitive strategy and orporate Strategy; Transnationalization of Aorld Economy; Managing
ultural Diversity; Global Entry Strategies; Globalisation of Financial System and Services; Managing
International Business; ompetitive Advantage of ations; RTP and ATO.
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÷Ê oncepts ± Types, haracteristics; Motivation; ompetencies and its development; Innovation and
Entrepreneurship; Small business ± oncepts Government policy for promotion of small and tiny
enterprises; Process of Business Opportunity Identification;
÷Ê Detailed business plan preparation; Managing small enterprises; Planning for growth; Sickness in Small
Enterprises; Rehabilitation of Sick Enterprises; Intrapreneurship (Organisational Entrepreneurship).
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÷Ê Ethics and Management System; Ethical issues and Analysis in Management; Value based
organisations; Personal framework for ethical choices;
÷Ê Ethical pressure on individual in organisations; Gender issues; Ecological consciousness; Environmental
ethics; Social responsibilities of business; orporate governance and ethics.
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÷Ê Human Resource Management (HRM) ± Significance; Objectives; Functions; A diagnostic model;
External and Internal environment;
÷Ê Forces and Influences; Organizing HRM function.
÷Ê Recruitment and Selection ± Sources of recruits; Recruiting methods; Selection procedure; Selection
tests; Placement and Follow-up.
÷Ê Performance Appraisal System ± Importance and Objectives; Techniques of appraisal system; ew
trends in appraisal system.
÷Ê Development of Personnel ± Objectives; Detennining eeds; Methods of Training & Development
programs; Evaluation.
÷Ê areer Planning and Development ± oncept of career; areer planning and development methods.
÷Ê ompensation and Benefits ± ob evaluation techniques; Aage and salary administration; Fringe
Benefits; Human resource records and audit.
÷Ê Employee Discipline ± importance; causes and forms; Disciplinary action; Domestic enquiry.
÷Ê Grievance Management ± Importance; Process and Practices; Employee Aelfare and Social Security
Measures.
÷Ê Industrial Relations ± Importance; Industrial conflicts; auses; Dispute settlement machinery.
÷Ê Trade Unions ± Importance of Unionism; Union leadership; ational Trade Union Movement.
÷Ê ollective Bargaining ± oncept; Process; Pre-requisites; ew trends in collective bargaining.
÷Ê Industrial Democracy and Employee Participation ± eed for industrial democracy; Pre ± requisites for
industrial democracy; Employee Participation ± Objectives; Forms of Employee Participation.
÷Ê Future of Human Resource Management.

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÷Ê Marketing ± oncept; ature and Scope; Marketing myopia; Marketing mix; Different environments
and their influences on marketing; Understanding the customer and competition.
÷Ê Role and Relevance of Segmentation and Positioning; Static and Dynamic understanding of BG
Matrix and Product Life ycle; Brands ± Meaning and Role; Brand building strategies; Share increasing
strategies.
÷Ê Pricing objectives; Pricing concepts; Pricing methods.
÷Ê Product ± Basic and Augmented stages in ew Product Developments
÷Ê Test Marketing oncepts.
÷Ê Promotion mix ± Role and Relevance of advertising Sales promotion ± media planning and
management.
÷Ê Advertising ± Planning, execution and evaluation.
÷Ê Different tools used in sales promotion and their specific advantages and limitations.
÷Ê Public Relations ± oncept and Relevance.
÷Ê Distribution channel hierarchy; Role of each member in the channel; Analysis of business potential and
evaluation of performance of the channel members.
÷Ê Aholesaling and Retailing ± Different types and the strengths of each one; Emerging issues in different
kinds of retailing in India.
÷Ê Marketing Research ± Sources of Information; Data ollection; Basic Tools used in Data Analysis;
Structuring a Research Report.
÷Ê Marketing to Organisations ± Segmentation Models; Buyer behaviour models; Organisational, buying
process.
÷Ê onsumer Behaviour theories and models and their specific relevance to marketing managers.
÷Ê Sales Function ± Role of technology in automation of sales function ustomer relationship management
including the concept of µRelationship Marketing¶.
÷Ê Use of internet as a medium of marketing; Managerial issues in reaching consumers / organisation
through internet.
÷Ê Structuring and managing marketing organisations.
÷Ê Export Marketing ± Indian and global context.






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÷Ê ature and Scope of Financial Management.
÷Ê Valuation oncepts ± Risk and Return; Valuation of Securities; Pricing Theories ± apital asset pricing
model and Arbitrage pricing theory ± Understanding financial statements and analysis thereof.
÷Ê apital budgeting decisions; Risk analysis in capital budgeting and Long ± Term sources of finance.
÷Ê apital Structure ± Theories and Factors; ost of capital.
÷Ê Dividend Policies ± Theories and Determinants.
÷Ê Aorking apital Management ± Determinants and Financing; ash management; Inventory
management; Receivables management.
÷Ê Elements of Derivatives.
÷Ê orporate risk management.
÷Ê Mergers and Acquitions.
÷Ê International Financial Management.

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÷Ê India¶s Foreign Trade and Policy; Export promotion policies; Trade agreements with other countries;
Policy and performance of Export zones and Export ± oriented units; Export incentives.
÷Ê International marketing logistics; International logistical structures; Export Documentation framework;
Organization of shipping services; hartering practices; Marine cargo insurance.
÷Ê International financial environment; Foreign exchange markets; Deterrnination of exchange rates;
Exchange risk measurement; International investment; International capital markets; International redit
Rating Agencies and Implications of their ratings.
÷Ê ATO and Multilateral trade agreements pertaining to trade in goods; trade in services and TRIPS;
Multilateral Environmental Agreements (MEAs); International Trade Blocks ± AFTA, ASEA,
SAAR, EU, ATO and Dispute Settlement Mechanism.
÷Ê Technology monitoring; Emerging Opportunities for Global Business.