Download - Sylabi 4 Sem

8/2/2019 Sylabi 4 Sem

http://slidepdf.com/reader/full/sylabi-4-sem 1/7

ARNI UNIVERSITYMASTER OF BUSINESS ADMINISTRATION

( Sem. IV)

Business Policy and Strategic Management (BM-401)

Unit I Strategic Management Process: defining strategy, levels of approaches to strategicdecision making, process of strategic management, roles of strategies, mission andobjectives, strategic business unit, environment – concept, components and appraisal

Unit II Organization appraisal and strategy formulation: organizational dynamics and structuringorganizational appraisal, SWOT analysis formulation – corporate level strategies andbusiness strategies, strategy analysis and choice – the process, BCG matrix, GE matrix,

SPACE approach, QSP matrix and strategic plan

Unit III Strategy implementation: aspects, structures, design and change; behavioralimplementation – leadership, culture, value and ethics

Unit IV Functional implementation: functional strategies, plans and policies; marketing; financial,personal, operations, its plans and policies;

Unit VStrategic evaluation and control – an overview of strategic evaluation and control,techniques of strategic evaluation and control

REFERENCE BOOKS:

1. David, Fred R. Strategic Management – Concept and Cases, Pearson Education, Delhi

2. Hitt,M.A., Ireland R.D. and Hos Kisson R.D., Strategic Management Competitiveness and Globalization; Thomson Asia Pvt. Ltd.

3. Pearce II J A and Robinson Jr., R.B., Strategic Management – Strategy Formulation and Implementation, AITBS Publishers and Distributors, Delhi

4. Glirock, William, F., Business Policy and Strategic Management, McGraw Hill, New

York.



Project Management & Entrepreneurship Development(BM-402)

Unit I Phases and objectives of capital budgeting; generation and screening of projectideas; market, demand and situational analysis, technical analysis and financialanalysis. Special decision situations, analysis of project risk; appraisal criteria, firm riskand market risk.

Unit II Social cost benefit analysis, UNIDO approach, SCBA by financial institutions, projectfinancing in India- project appraisal by financial institutions, environmental appraisal ofProjects.

Unit III Project management: organization, planning, control, human aspects and pre-

requisites. Financing infrastructure projects: Concept, rational and financial instruments;Public finance for infrastructure projects; BOOT/ BOT system for infrastructure projects.

Unit IV Entrepreneurship: Concept, knowledge and skills requirement; characteristics ofsuccessful entrepreneurs; role of entrepreneurship in economic development;entrepreneurship process; factors impacting emergence of entrepreneurship;managerial vs. entrepreneurial approach and emergence of entrepreneurship. Startingthe venture: generating business idea – sources of new ideas, methods of generatingideas, creative problem solving, opportunity recognition; environmental scanning,competitor and industry analysis; feasibility study – market feasibility,technical/operational feasibility, financial feasibility: drawing business plan; preparingproject report; presenting business plan to investors

Unit VFunctional plans: marketing plan – marketing research for the new venture, steps inpreparing marketing plan, contingency planning; organizational plan – form ofownership, designing organization structure, job design, manpower planning; Financialplan – cash budget, working capital, Performa income statement, Performa cash flow,Performa balance sheet, break even analysis. Sources of finance: debt or equityfinancing, commercial banks, venture capital; financial institutions supportingentrepreneurs; legal issues – intellectual property rights patents, trade marks, copyrights, trade secrets, licensing; franchising

REFERENCE BOOKS:

1. Chandra, Prasanna, Projects : Planning Analysis, Selection, Implementation and Review, Tata McGraw Hill, New Delhi, 2002.

2. Bhavesh, M Patel, Project Management, Vikas Publishing House, New Delhi.

3. Machiraju, H. R., Project Finance, Vikas Publishing House, New Delhi.

4. Rao, P.C.K., Project Management and Control, Sultan Chand & Sons, N.Delhi.



Sales & Distribution Management (BM-603)

Unit I

Introduction to Sales Management: The Sales Management Function –

ScopeandImportance; Personal Selling Process and Approaches; The Evolving Face ofPersonal Selling; Sales Organization Structure; Sales Forecasting; Sales TerritoryDesign; Sales meetings; sales contests; sales quotas; evaluating and controllingthe sales personnel; analysis of sales, costs and profitability; size of sales force;social and ethical responsibilities in sales management; compensation andmotivation of sales force

Unit II Sales Force Management: Sales Force Job Analysis and Description; RecruitingandSelecting Sales Personnel; Training Sales Personnel; Motivating the Sales Force;

Sales ForceCompensation; Evaluating Sales Performance; Ethical and Legal Issues in SalesManagement.

Unit III Distribution Planning and Control: Role and Function of Intermediaries;Distribution management and marketing mix; Selection and Motivation ofIntermediaries; Distribution Analysis; Control and Management; Channel Dynamics – Vertical Marketing Systems; Horizontal Marketing Systems; MultichannelMarketing Systems; Channel Conflict and Management.

Unit IV Distribution System and Logistics: Physical Distribution System – Decision

Areas; Different Modes of Transport in India; Their Characteristics; LogisticsIntroduction – Functional Areas of Logistics; Logistics Integration for CustomerSatisfaction; Distribution Costs; Control and Customer Service;

Unit VSupply Chain Management (SCM): Meaning, scope; Integration of Sales andDistribution Strategy; channel information system; international sales management.

Suggested Readings:

1. Havaldar, Krishna K. & Cavale, Vasant M.; Sales and Distribution

Management ; Tata McGraw Hill, New Delhi.

2. Khan, Mateen; Sales and Distribution Management; Excel Books; New Delhi.

3. Still, Richard R., Cundiff, Edward W. & Govoni, Norman; Sales Management – Decision, Strategies and Cases; Pearson Education/Prentice Hall of India; NewDelhi.



Marketing Research (BM-607)

Unit-IMarketing Research: meaning, nature and scope for marketing decisionmaking. Process of Marketing research. Organisation for marketing research,Marketing Information Systems.

Unit-IIMarketing research scenario in the Indian and International corporate sector.Causal Research Designs: Basic designs – After only design, Before-Afterdesign, After only with control group design, Before-After with control groupdesign, Time series design. Statistical designs – Latin Square and Factorialdesigns.

Unit-III Qualitative TechniquesPrimary data collection: Depth interview, Focus group, Delphi, and Projectivemethods.Secondary data in marketing: Commercial (Syndicated) and Non-commercialsources.

Unit-IV Measurement errors in marketing: Concepts of Reliability and Validity.Techniques for analysing data: Covariance analysis; Multidimensional scaling(MDS); Cluster analysis; Conjoint analysis; Logistic Regression.

Unit-V

Conventional Applications of Marketing Research: An Overview.Modern Applications of Marketing Research: Competitive Advantage, BrandEquity, Customer Satisfaction and Total Quality Management.Softwares for marketing research: SPSS.

Suggested Readings:

1. Malhotra Naresh.K., Marketing Research, Pearson Education, New Delhi.

2. Churchill Gilbert A and Iacobucci Dawn: Marketing Research: Methodological Foundations, Thomson.

3. Nargundkar R, Marketing Research, TMH.

4. Donald R. Cooper and Pamela S. Schindler, Marketing Research: Concepts and Cases, TMH.

5. Thomas C. Kinnear and James R. Taylor – Marketing Research – AnApplied Approach, McGraw Hill.



ADVANCED INDUSTRIAL PSYCHOLOGY (BM-701)

UNIT-1 Introduction: Nature, Scope, and Problems & Objectives. Individual Differences andtheir Evaluation, Role of Heredity, Environment, Types of Individual Differences.Psychological tests in industries, their Utility, Reliability and Validly.

UNIT-2 Attitudes: Meaning, Characteristics, Factors that Influence Development ofAttitudes, Implication for organization.

UNIT-3 Industrial Morale: Meaning, Characteristics, Factors that Influence Morale,Measures of Improving Morale.Monotony: Fatigue and Stress: Meaning, Impact, Causative Factors.

UNIT-4 Motivation: Meaning, Types, Applications in industry - MBO, Job design.Work Environment: The Arousal Hypothesis - Noise, Illumination, Color.

Suggested Readings: 1. R.S.Davar”, Personnal Management, Vikas,2007.

2. Prof.M.V.Pylee”, Industrial Relations & Personnal Management, Vikas, 2007.

3. B.D.Singh”, Labour Laws for Managers, Excel Books, 2007.



Performance Management & Retention Strategies (BM-707)

UNIT-I PERFORMANCE MANAGEMENT: Introduction; Role of performance inorganization; Dimensions; Role of appraisals in Performance Management;Performance management process; Relevance of objectives in organizations;Organizational & individual performance; Process; Performance management &human resources management.

UNIT-II PERFORMANCE PLANNING & ANALYSIS: Performance planning; Performanceanalysis; KPAs; Components of Performance planning; Objectives of performanceanalysis; Process of Performance analysis.

UNIT-III PERFORMANCE REVIEW & DISCUSSION: Significance of review; Process ofperformance review; Performance rating; Performance appraisal factors; Methods& errors; Reducing raters bias; Performance review discussions; Objectives;Requisites; Process; Role of mentoring; Coaching in performance reviewdiscussions.

UNIT-IV IMPLEMENTING PERFORMANCE MANAGEMENT SYSTEM: Operationalizingchange; Implementing process; Factors affecting implementation; Pitfalls inimplementation.EXPERIENCES IN PERFORMANCE MANAGEMENT: Traditional practices;Recent approaches; Case studies in performance management in selectorganization.

UNIT-V APPRAISAL SYSTEMS: Introduction, purpose of Appraisal; Pros & Cons ofAppraising; Methods of Appraising; Who can Appraise; Appraisals & HRDecisions; Reward systems, legal, issues and team performance management;Reward systems & legal issues; Managing team performance.

REFERENCE BOOKS: 1. Prem Chadha, Performance Management, Macmillan.

2. T.V.Rao, Performance Management & Appraisal Systems, Response Books.

3. Herman Aguinis, Performance Management, Pearson education.

4. Peter Ward”, 360 Degree Feedback, Jaico publishing house.

5. Dewakar Goel, Performance Appraisal & Compensations Management, Prentice Hall of India.