ALAGAPPA UNIVERSITY, KARAIKUDI REVISED SYLLABUS UNDER CBCS PATTERN (w.e.f. 2011-12) B.B.A.

PROGRAMME STRUCTURE
Course Sem Part I II Subject Code 1BBA111 1BBA121 1BBA1C1 I III 1BBA1A1 1BBA1A2 1NME1A/ 1NME1B/ 1NME1C Name Language Course I jkpo;r; nrk;nkhopAk; tzpf kly;fSk; English Language Course I Business English Core I Entrepreneurship and Banking Practices Allied I Financial Accounting Allied II Managerial Economics (1) Non-Major Elective I (a)jkpo; nkhopapd; mbg;gilfs;/ (b) ,f;fhy ,yf;fpak; / (c) Communicative English Total Language Course II mYtyf Nkyhz;ik English Language Course II Business Report Writing Core II Principles of Management Allied III Cost Accounting Allied IV Business Law (3) Environmental Studies Total Core III Environment of Business Core IV Organisational Behaviour Core V Computer Applications in Business I Allied V Business Statistics (1) Non-major Elective II (a),yf;fpaKk; nkhopg; gad;ghLk;/ (b) goe;jkpo; ,yf;fpaq;fSk; ,yf;fpatuyhWk; / (c) Employability Skills (2) Skill Based Subject I Hrs./ Marks Cr. Week Int. Ext. Total 6 6 4 3 3 2 6 6 6 6 5 1 25 25 25 25 25 40 75 75 75 75 75 60 100 100 100 100 100 100

IV

I II II III IV

1BBA211 1BBA221 1BBA2C1 1BBA2A1 1BBA2A2 1BES2 1BBA3C1 1BBA3C2

24 6 6 4 3 3 2 24 4 4 4 4 2

30 6 6 6 5 5 2 30 6 7 7 7 1

-25 25 25 25 25 25 -25 25 25 25 40

-75 75 75 75 75 75 -75 75 75 75 60

600 100 100 100 100 100 100 600 100 100 100 100 100

III 1BBA3C3 1BBA3A1 1NME3A/ 1NME3B/ 1NME3C IV 1SBS3A1/ 1SBS3A2

III

40

60

100

240

B.B.A.

1BEA3 1BBA4C1 1BBA4C2

Extension Activities Total Core VI Operations Management Core VII Marketing Management Core VIII Computer Applications in Business II Core IX Human Resource Management Allied VI Business Mathematics (2) Skill Based Subject II Value Education / Manavalakalai Yoga / Womens Studies

1 21 4 4 4 4 4 2 2

30 5 5 6 5 5 2 2

100 -25 25 25 25 25 40 40

-75 75 75 75 75 60 60

100 700 100 100 100 100 100 100 100

III IV

1BBA4C3 1BBA4C4 1BBA4A1 1SBS4B1/ 1SBS4B2 1BVE4/ 1BMY4/ 1BWS4 1BBA5C1 1BBA5C2

IV

III V

IV

Total Core X Marketing Research Core XI Management Accounting 1BBAE1A/ Elective I Service Marketing 1BBAE1B (or) Insurance Management 1BBAE2A/ Elective II Tourism 1BBAE2B Management (or) Rural Marketing 1SBS5A3/ (2) Skill Based Subject I 1SBS5A4/ (2) Skill Based Subject I 1SBS5A5 Total 1BBA6C1 Core XII Portfolio Management 1BBA6C2 Core XIII Financial Management 1BBA6C3

24 4 4 5 5

30 7 7 6 6

-25 25 25 25

-75 75 75 75

700 100 100 100 100

2 2 22 4 4

2 2 30 5 5

40 40 -25 25

60 60 -75 75

100 100 600 100 100

III VI

IV

NOTE:

Core XIV International 4 5 25 75 100 Marketing 1BBA6PR Core XV Project Report & 4 6 --100 Viva-Voce 1BBAE3A/ Elective III Retail 5 5 25 75 100 1BBAE3B Management (or) Customer Relationship Management 1SBS6B3/ (2) Skill Based Subject II 2 2 40 60 100 1SBS6B4/ (2) Skill Based Subject II 2 2 40 60 100 1SBS6B5 Total 25 30 --700 Grand Total 140 180 --3900 Part I and Part II subjects are to be handled and evaluated by the BBA staff only.

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I YEAR I SEMESTER COURSE CODE: 1BBA1C1 CORE COURSE I ENTREPRENEURSHIP AND BANKING PRACTICES
Unit I
Entrepreneurship: characteristics, functions and types Entrepreneurship Development Programmes Women Entrepreneurs Rural Entrepreneurs Institutional support to Entrepreneurship development.

Unit II
Forms of Business Ownership: Licensing, Franchising, etc. Project Identification Meaning Significance Formulation of a project report Contents Project Appraisal.

Unit III
Different types of Bank Account Pass Book Uses Effect of wrong entries Negotiable Instrument Definition Different types of Instruments used for depositing, withdrawal and transfer of funds Pay-in slip, withdrawal slip, cheque and draft.

Unit IV
Crossing of a cheque Endorsement Material alteration Right to set-off right to close an account Circumstances under which a cheque can be dishonoured.

Unit V
Loans and Advances Brief note on different types General Principles of lending Modern Banking Core Banking ATM Electronic Fund Transfer.

Text Books
1. 2. 3. 4. 5. Entrepreneurial Development Entrepreneurial Development Entrepreneurial Development Banking Law and Practice Banking Law and Practice S.S.Kanna Vasanth Desai Dr.L.Rengarajan Varshney Gorden and Natarajan

242

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I YEAR II SEMESTER COURSE CODE: 1BBA2C1 CORE COURSE II PRINCIPLES OF MANAGEMENT

Unit I
Nature and evolution of management Meaning and definition of management Contributions of Taylor, Fayol, Mayo and Drucker Functions of management management: Art, Science and Profession Administration Vs management Functional areas of management Managerial skills: Technical, Human, Conceptual and decision making. Levels of management.

Unit II
Planning: Definition, importance and characteristics Planning process types of plans Merits and demerits of planning concept of MBO Business Forecasting: Definition and methods of forecasting Decision Making: Nature, importance and steps in Decision making Decision making techniques.

Unit III
Organising: Meaning, definition and Principles, Formal and Informal Organisation Organisation structure Line and staff organization Types of Groups Formal and Informal Groups Merits and Demerits of the groups

Unit IV
Directing: Definition and principles of Directing Motivation: Meaning, nature and importance Maslow, Mc Gregor, Herzberg Mc Cleland, and Alderfer theories of motivation Delegation of Authority Centralization and decentralization Merits and Demerits. Staffing: meaning and importance of staffing Recruitment, selection, training of staff.

Unit V
Controlling: Meaning, definition and need Principles of controlling Controlling techniques. Co-ordination: Meaning, need and features Techniques Problems in coordination.

Text and Reference Books

Principles of Management Principles of Management Essentials of Management Management Management: Theory and practice L.M.Prasad Dr.G.Venkatesan, R.K.Sharma and Shashi, K.Gupta. Koontz and welhrich Tata Mc Graw Hill Freeman and Gilbert C.B.Gupta.

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II YEAR III SEMESTER COURSE CODE: 1BBA3C1 CORE COURSE III ENVIRONMENT OF BUSINESS
Unit I
Meaning and Introduction: Concept of Business Environment Nature and Significance Internal and External factors Impact of social, Economic, Political and Technological environments on business decisions.

Unit II
Socio-Cultural Environment: Social Attitudes Religious, caste and lingual groups Joint family system Social Responsibilities of Business Business Ethics Importance of Values in Business Nature of Culture Cultural Heritage Impact of Foreign Culture.

Unit III
Political Environment: Role of Government policies in business development in India State control on Business and Liberal Policies. Technological Environment: Concept and Types of Technology Import of technology: Merits and Demerits Appropriate technology Impact of technology on Business, Economy and Society.

Unit IV
Economic Environment: Economic Systems and their impact on Business Population Per capita income Standard of living Role of Public sector units in Indian economy FDI Globalisation Multi National Corporations Merits and demerits Fiscal Policy.

Unit V
Legal Environment: Industries (Development and Regulations) Act, 1951 Consumer Protection Act, 1986 Foreign Exchange Management Act, 1951 Patents Act, 1970 Trade Marks Act, 1999 Right to Information Act.

Text Books
1. 2. 3. 4. 5. Business Environment C.B.Gupta Business Environment Francis Cherunilam Business Environment K.Chidambaram & V.Alagappan Indian Economy Ruddar Dutt & K.P.M.Sundaram Government of India Guidelines & Industries Annual.

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II YEAR III SEMESTER COURSE CODE: 1BBA3C2 CORE COURSE IV ORGANISATIONAL BEHAVIOUR
Unit I
Organisational Behaviour: Meaning and Scope of Organisational Behaviour Features of Organisational Behaviour Individual behaviour and Group behaviour.

Unit II
Personality: Meaning Determinants Personality Traits Personality attributes influencing OB. Perception: Meaning and Importance Factors influencing perception Perception in individual decision making Meaning and techniques of Group Decision Making.

Unit III
Communication: Meaning, functions and process of Communication Barriers to effective communication and methods of overcoming Leadership: Meaning and types Importance Trait theories Behavioural theories Managerial Grid.

Unit IV
Conflict: Meaning and types of conflict Negotiation process. Stress: Stress and behavior Sources of stress General Stress syndrome Effects of job stress Individual and Organisational strategies in managing stress.

Unit V
Organisational Change: Meaning, need and significance External and internal forces Resistance to change Steps in managing change. Organisational Development: Objectives of OD program Basic OD assumptions OD interventions.

Text Books
Organisational Behaviour Stephen P. Robbins: Pearson Education Organisational Behaviour Jit.S. Chandan: Vikas Publishing House Organisational Behaviour L.M. Prasad: Sultan Chand & Sons

245

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II YEAR III SEMESTER COURSE CODE: 1BBA3C3 CORE COURSE V COMPUTER APPLICATION PACKAGE I
Unit I
Introduction to Computers Computers Software Languages flow charting Programming concepts Assembly language High level language Operating system Compilers Assemblers Packages.

Unit II
MS PowerPoint Creation Insert Picture Animation Creating Multimedia Presentations Insert tables and Graphs.

Unit III
MS Word Introduction to Word Creating Word Document Formatting Spell check Grammar check Working with Tables Saving, Opening and closing Document Mail Merge.

Unit IV
MS Excel Introduction Spread sheet Entering data in Working Sheets Editing and Formatting Work sheets Charts Functions like Saving, Opening and closing Work book.

Unit V
Introduction to internet Browsers Search Engine WWW Internet Protocols FTP TELNET HTTP Email How to create Email Internet Vs Intranet Webpage URL.

Reference Books
Complete Reference on MS Office Deitel & Deitel

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II YEAR IV SEMESTER COURSE CODE: 1BBA4C1 CORE COURSE VI OPERATIONS MANAGEMENT

Unit I
Operations management definition, objectives and functions Types and characteristics of manufacturing systems Plant location factors influencing plant location urban and rural sites multiple location.

Unit II
Plant layout objectives, principles, different types of layout their merits and demerits and suitability Maintenance types of maintenance Good maintenance policy.

Unit III
Material handling principles criteria for selecting material handling equipments various types of material handling equipments Production planning and control need, functions planning, routing, loading, scheduling, Gantt chart, dispatching and follow up.

Unit IV
Purchasing objectives of purchasing principles of purchasing (Right quantity, Right source, Right price, etc.) Purchasing procedure differrent purchasing methods centralized purchasing advantages and disadvantages source selection vendor rating.

Unit V
Materials management meaning need functions of materials management Integrated materials management organization for materials management. Functions of store keeper types of material Material issue procedure Inventory control importance Stock levels EOQ, ABC analysis.

Books Recommended
1. Production / operation management Elwood Buffa 2. Production / operation management S.N.Chary 3. Materails management an integrated approach P.Gopalakrishnan and M.Sunderesan 4. Purchasing and material Management Text and cases Lamar Lee Jr. and Doanald W.Dobler. 5. Materials Management M.M.Varma.

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II YEAR IV SEMESTER COURSE CODE: 1BBA4C2 CORE COURSE VII MARKETING MANAGEMENT
Unit I
Marketing Management meaning functions distinction between marketing and selling marketing environment organization of marketing department.

Unit II
Market classification of market bases of segmentation buyer decision behaviour types determinants of consumer behavior Marketing Mix elements.

Unit III
Product Planning meaning product features classification of products product line and product mix decision new product development product life cycle Branding brand name, brand mark, trade mark and labeling Packaging types.

Unit IV
Pricing meaning and objectives strategies price leader resale price maintenance methods of pricing. Distribution planning structure, types and levels of channels wholesaling retailing functions.

Unit V
Sales Promotion techniques Sales forecasting Personal selling sales quotas AIDA model of selling procedure in effective selling.

Books Recommended
1. 2. 3. 4. Marketing Management Philip Kotler Fundamentals of Marketing William J. Standon Principles and Practice of Marketing I India C.B.Memoria Marketing Management: Text and Cases an Indian Perspective Dr.R.K.Varshney and Dr.S.L.Gupta 5. Sales Management Richard R.Still, Edward W. Cundiff & Norman AP Gowani.

248

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II YEAR IV SEMESTER COURSE CODE: 1BBA4C3 CORE COURSE VIII COMPUTER APPLICATIONS IN BUSINESS II
Unit I
Introduction Role of Computer in Accounting Extended Enterprise Features Accounting and Inventory features sales and purchase order processing To start Tally menus and options Accounting with Tally Pre define groups of accounts Golden rules of accounts Double entry systems Ledger creation.

Unit II
Gateway of Tally Accounts Information Primary groups of capital nature revenue nature To create groups using single mode multiple modes types of Budget types of vouchers Restart numbering Foreign Exchange Transactions Gateway of Tally Inventory Information single stock group creation multiple stock group creation create stock category using single mode multiple mode configuration settings for inventory costing methods FIFO LIFO create stock items in multiple mode Trading Business.

Unit III
Gateway of Tally Voucher entry Types of voucher Inventory allocations Purchase and sales order vouchers entry Invoice entry optional and regular vouchers Balance sheet Gateway of Tally Profit and loss Account.

Unit IV
Gateway of Tally Display Trial Balance Accounting Books and Statements Inventory Reports and statements cash flow / funds flow statement Gateway of Tally Multi Accounting Printing types of printing configuration options.

Unit V
Reconciliation of bank accounts and other Miscellaneous option Stock summary ratio analysis Import and Export of data backup and restore of data loading of company creating a group company Reconciliation of bank accounts security control user and passwords types of security case study for manufacturing Accounts (minimum 3 problems) case study of trading Business (minimum 3 problems) Tally ODBC Exchange and Merge data.

Text Books
Tally software Package Manaual.

249

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II YEAR IV SEMESTER COURSE CODE: 1BBA4C4 CORE COURSE IX HUMAN RESOURCE MANAGEMENT
Unit I
HRM: Definition and meaning Difference between Human Resource Management and personnel management HRM: Objectives Scope functions Future of HRM Human Resource planning: Definition, meaning Objectives Need Importance of HRP, HRP process.

Unit II
Recruitment: Meaning sources Recruitment process factors influencing Selection: Meaning, procedure Types of tests Advantages and disadvantages Interview: Types placement and introduction Job analysis definition, objectives, uses, process, and techniques. Job description: Definition, contents and characteristics Job specification job design.

Unit III
Job evaluation: Objectives methods of job evaluation Training and development: meaning, need, importance types of training. Executive development: meaning, objective and importance of executive development Methods of executive development.

Unit IV
Wage and Salary Administration: Objectives and principles of wages and salary administration Components of and methods of wage payment promotion, transfer, demotion and separation. Performance Appraisal: Meaning, methods of performance appraisal. Industrial Relations: meaning, objective and importance of IR Causes for poor industrial relations.

Unit V
Workers participation in management concept need and forms of workers participation in management reasons for the failure of industrial democracy Collective Bargaining definition, features, essentials and role of collective bargaining Collective Bargaining in India. Grievance Handling meaning Why grievance handling? Essentials grievance handling procedure.

Books Recommended
Human Resource Management Human Resource Management Human Resource Management Personnel Management and Industrial Relations Shashi K. Gupta C.B.Memoria S.S. Khanka Tripathi and Reddy.

250

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III YEAR V SEMESTER COURSE CODE: 1BBA5C1 CORE COURSE X MARKETING RESEARCH
Unit I
Marketing Research Definition Nature, scope and importance of Marketing Research Applications, uses and limitations Position of Marketing Research in India Role of Marketing Research Agencies.

Unit II
Marketing Research procedure Scientific methods in Marketing Research Difficulties in applying scientific methods Research Design Exploratory and Conclusive research methods such as descriptive research and experimental research.

Unit III
Collection of data Primary data methods of collection observation and interview Methods of interview merits and demerits Secondary data advantages and limitations evaluating secondary data sources of secondary data Questionnaire steps in drafting questionnaire Types of errors in information from respondents.

Unit IV
Census Vs. Sampling Reasons for sampling Types of sampling Probability sampling and non-probability sampling sampling methods merits and demerits Attitude measurement Scaling Techniques Classification and tabulation of data presentation of data Report writing.

Unit V
Motivation Research techniques and limitations Product Research Test Marketing Advertising Research Sales analysis research Consumer Research.

Reference Books
1. 2. 3. 4. 5. Marketing Research: Principles, Applications and cases D.D.Sharma Marketing Research Harper Boyd & Ralph Westfall Marketing Research Kinnear & Taylor Modern Marketing Research Kulkarni Modern Marketing Research M.N.Mishra

251

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III YEAR V SEMESTER COURSE CODE: 1BBA5C2 CORE COURSE XI MANAGEMENT ACCOUNTING
Unit I
Management Accounting Meaning Nature, scope, functions, advantages and disadvantages Management Accounting Vs Financial Accounting and Cost Accounting Financial statement analysis comparative, common size and trend analysis.

Unit II
Ratio analysis merits and demerits classification of ratios Dupont control chart.

Unit III
Fund flow statement and cash flow statement meaning, merits and demerits preparation of fund flow and cash flow statements.

Unit IV
Marginal costing meaning, merits and demerits cost volume profit analysis break even analysis application of marginal costing make or buy decision, shut down or continue decision and selection of sales mix.

Unit V
Standard costing and variance analysis meaning, advantages and disadvantages steps involved in standard costing variance material variances labour variances. (Note: Questions must be 60% on problems and 40% on theory parts)

Text Books
Management Accounting S.P.Gupta Management Accounting RSN Pillai and Mrs Bagavathi Management Accounting Dr.S.N.Maheswari Management Accounting T.S.Reddy and A.Murthy

252

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III YEAR V SEMESTER COURSE CODE: 1BBAE1A ELECTIVE COURSE I (A) SERVICES MARKETING
Unit I
Meaning and definition of service services marketing evolution and growth of service sector classification of service difference between goods and service significance impact of social environment on the growth of services marketing in India.

Unit II
Service design factors to be considered in designing service process blueprinting types of service layout service benchmarking.

Unit III
Meaning of service marketing mix characteristics process of service mix service product concept pricing in service service promotion.

Unit IV
Location of service and channel of distribution classification of location factors governing location role of service intermediaries Franchising Agent Brokers Quality of service.

Unit V
Marketing of service financial services: Banking, insurance health services Education Tourism professional or consultancy Telecommunication services.

Text Books
Services Marketing Dr.L.Natarajan: Margham Publications Services Marketing Balaji: Himalya Publications Services Marketing S.M.Jha: Himalaya Publications Services Marketing Thomson, Hoffman: South Western Publications

253

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III YEAR V SEMESTER COURSE CODE: 1BBAE1B ELECTIVE COURSE I (B) INSURANCE MANAGEMENT
Unit I
Concept of Insurance nature role and importance of insurance management principles and functions role of an insurance company manager.

Unit II
Nature of Life Insurance classification of policies selection of risk measurement of risk surrender value valuation and surplus management of LIC of India.

Unit III
Nature of Marine Insurance contracts classification of policies policy conditions premium calculations marine losses payment claims management of marine insurance role of manager in marine insurance business recent trends in marine insurance business.

Unit IV
Nature and uses of Fire Insurance fire insurance contract kinds of policies policy conditions rate fixation in fire insurance payment of claim management of fire insurance role of a manager in fire insurance recent trends in fire insurance business.

Unit V
Motor Insurance Burglary Insurance Personal Accident Insurance Rural Insurance in India role of a manager of these insurance Privatisation of Insurance Industry and its impacts.

Recommended Books
Insurance Principles and Practice M.N.Mishra.

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III YEAR V SEMESTER COURSE CODE: 1BBAE2A ELECTIVE COURSE II (A) TOURISM MANAGEMENT
Unit I
History of travel and tourism ancient, medieval and contemporary periods Tourism definition forms Motivation for travel barriers to travel tourism product travel industry network.

Unit II
International tourism top tourism promoting countries major destinations spending and earnings by different countries and other details Domestic tourism Indian tourism Tourist attractions preferred places historical past culture seasonality foreign exchange earnings profile of visitors factors influencing tourism development Social, Economic and Environmental impact on tourism.

Unit III
Tourism and the State National Tourism Administration (NTA) Comparative study of NTAs of various countries activities of Department of Tourism India Tourism Development Corporation (ITDC) State Tourism Development Corporations (STDCs) Tourism planning need for planning process of planning,

Unit IV
Surface transport Airline industry Travel Agents functions automation in travel industry Computerised Reservation System Importance of CRS for travel agents World Tourism Organisation International Air Transport Association.

Unit V
Hotel Industry types of tourist accommodation management system of hotels franchise, management contracts, referral systems hotel industry in India finance, concessions and incentives given by government major hotel chains of India Tourism promotion role and importance advertising and publicity.

Books Recommended
1. 2. 3. 4. Successful Tourism Management (Vol.: I) Fundamentals of Tourism Pran Seth Successful Tourism Management (Vol.: II) Tourism Practices Pran Seth International Tourism Management A.K.Bhatia Tourism Marketing S.M.Jha.

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III YEAR V SEMESTER COURSE CODE: 1BBAE2B ELECTIVE COURSE II (B) RURAL MARKETING
Unit I
Profile of Rural Marketing Nature, classification and the potential of rural markets in India social, cultural and economic and other environmental factors affecting rural marketing.

Unit II
Profile of Consumer Attitudes and behaviour of the rural consumer and farmers Motivating the rural consumer developing sales force of rural markets mass communication rural media.

Unit III
Physical distribution in rural markets State trading in rural market, Primary retail, wholesale market, secondary wholesale markets, terminal market, methods of sale and rural production.

Unit IV
Agricultural Non Agricultural products classification of Agricultural products functions of Agricultural marketing processing facilities determinates of Agricultural prices and marketing margins Role of Agricultural price commission.

Unit V
Problem of marketing Role of Co-operative agencies in marketing Marketing finance role of supply chain management Nature, scope and role of co-operative marketing Development of co-operative marketing in India.

References
1. 2. 3. 4. 5. Arora.Rc, Integrated rural development, 1979 Desao, Vast Rural development Porter, Michael E. Competitive Strategy Rudia, Ashok Indian Agricultural Economics T.P.Gopalasamy Rural marketing: LIM, Bangalore.

256

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III YEAR VI SEMESTER COURSE CODE: 1BBA6C1 CORE COURSE XII PORTFOLIO MANAGEMENT
Unit I
Investment Management meaning nature scope Investment process gambling speculation securities equity shares preference shares sweat equity right shares bonus shares debentures bonds warants.

Unit II
Security Market Mew Issue Market (NIM) parties involved in NIM role of NIM function of NIM Secondary market functions listing of securities methods of trading BSE, NSE, ISE,OTCEI, NSDL, DEMATE REMATE SEBI and its role in NIM and stock market recent trends in stock market and NIM.

Unit III
Risk types of risk risk and return analysis Fundamental analysis technical analysis Efficient Market Theory.

Unit IV
Portfolio Management meaning portfolio construction objectives of portfolio selection of portfolio Markowitz model Sharpe model Capital asset pricing model Arbitrage pricing theory assumptions, significances and limitations of each theory.

Unit V
Portfolio Evaluation meaning needs Sharpes performance measures Reynars Performance Index Jensens Performance Index their significance and limitations Portfolio revision formula plans, constant rupee value plan constant ratio and variable ratio plan.

Reference Books
1. 2. 3. 4. Investment Analysis and Portfolio Management Investment Management Investment Management Security Analysis and Portfolio Management R.P.Rustogi V.K.Balla Preethi Singh Punithavathi Pandian.

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III YEAR VI SEMESTER COURSE CODE: 1BBA6C2 CORE COURSE XIII FINANCIAL MANAGEMENT
Unit I
Financial Management: meaning, objectives, functions and limitations Responsibilities of financial manager Capital Structure: meaning essentials and principles of capital structure Factors determining capital structure (Theory only).

Unit II
Source of Finance: Long term, medium term and short term Types of securities Debt, Equity and Preference stock Working Capital Management: techniques of forecasting working capital Simple problems.

Unit III
Cost of capital concept importance classification Determination of cost of capital Simple problems.

Unit IV
Budget and Budgetary control meaning, characteristics Advantages, limitations and essentials of a successful budgetary control classification of budgets preparation of production, sales and cash budgets flexible budget Simple problems.

Unit V
Capital Budgeting meaning, importance factors affecting capital investment proposals capital budgeting appraisal methods payback ARR NPV IRR methods Simple problems. (Note: Questions must be 40% on problems and 60% on theory parts) Books Recommended 1. 2. 3. 4. Principles of Financial Management Financial Management Financial Management Financial Management S.N. Maheswari M.Y. Khan & P.K. Jain Dr.S.P.Gupta I.M.Pandey

258

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III YEAR VI SEMESTER COURSE CODE: 1BBA6C3 CORE COURSE XIV INTERNATIONAL MARKETING
Unit I
Introduction to International Marketing: Definition and scope of International Marketing Difference between Domestic Marketing and International Marketing Different modes of International Marketing Problems in International Marketing Trends in Indias foreign trade.

Unit II
Export Policy and Procedure: Indias Export Import Policy Export documents Statutory and operational documents Procedure for exporting.

Unit III
Modes of export payment: Brief outline on modes of payment Letter of Credit Definition and importance Parties to L/C types of L/C Modus Operandi of L/C Institutional support to promote exports Incentives available for exporters.

Unit IV
International Market Research: Consumer behaviour and competition in foreign markets Issues in market research Standardisation and adaptation.

Unit V
International Marketing Strategies: Pricing policy for exports Distribution channel decisions Promotion strategies Globalisation and foreign trade Role of MNCs.

Reference Books
1) 2) 3) 4) International Marketing Export Management International Marketing International Marketing Management by Francis Cherunilam by TAS Balagopal Kanar and Mittal by RL Varshney and Battacharya.

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III YEAR VI SEMESTER COURSE CODE: 1BBA6PR CORE COURSE XV PROJECT WORK
(REPORT AND VIVA-VOCE)

Maximum Marks 100 60% for Report Evaluation 40% for Viva-Voce (Note: Both are jointly evaluated by External and Internal Examiners)

260

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III YEAR VI SEMESTER COURSE CODE: 1BBAE3A ELECTIVE COURSE III (A) RETAIL MANAGEMENT
Unit I
Retailing: Meaning, Nature, Classification Importance Factors Influencing Retailing Functions of Retailing Retail as a career Trends in Retailing.

Unit II
Developing and applying Retail Strategy: Strategic Retail Planning Process Retail Organization Classification of Retail Units Corporate chains, Departmental Stores, Discount Stores, Super Markets, and Warehouse Clubs.

Unit III
Setting up Retail organization: Size and space allocation, location strategy, factors affecting the location of Retail Objectives of Good store Design. Types of Layouts Visual Merchandising Techniques Controlling Costs and Reducing Inventories Loss Exteriors, Interiors.

Unit IV
Retail in India: Evolution and Size of retail in India Drivers of retail change in India Environment and Legislation for Retailing Foreign Direct Investment in retail Challenges to retail developments in India Use of Internet and Related Technology to Improve Retail Business Electronic Data Interchange, Database Management, Data warehousing

Unit V
Global retail markets: Strategic planning process for global retailing Challenges facing global retailers Challenges and Threats in global retailing Factors affecting the success of a global retailing strategy U.S. retailers and foreign markets Foreign retailers and U.S.markets.

Text and Reference Books

1. S.Shajahan Relationship Marketing McGraw Hill 2. Barry Berman and Joel R Evans Retail Management A strategic Approach 3. Philip Kotler, Marketing Management, Prentice Hall 4. Swapana Pradhan Retailing Management 5. Dravid Gilbert Retail Marketing 6. J. Lamba The Art of Retailing 7. Gibson G Vedamani Retail management functional principles and Practice, Jaico

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III YEAR VI SEMESTER COURSE CODE: 1BBAE3B ELECTIVE COURSE III CUSTOMER RELATIONSHIP MANAGEMENT
Unit I
Introduction: Overview of Relationship Marketing CRM and Relationship Marketing Definition of CRM Elements and History of CRM Consumer Attitudes Formation and Change; Consumer Values and Lifestyles Customer Life Cycle Using Customer touch points Deciding who should lead the CRM Functions.

Unit II
Strategy and Organization of CRM: CRM processes and systems Dynamics of Customer Supplier Relationships CRM strategy The relationship oriented organization Customer knowledge Relationship policy Importance of Customer Divisibility in CRM.

Unit III
Analytical CRM: Relationship data management Prospect Database Data analysis, Data Warehouse and data mining Segmentation and selection Analysis of Customer Relationship Technologies Reporting results setting evaluation criteria for the appropriate CRM package

Unit IV
CRM Subsystems: Contact Management, Campaign Management, Sales Force Automation Value Chain Concept Integration Business Process Management Benchmarks and Metrics Culture Change Customer Ecosystem Vendor Selection Implementation Strategy.

Unit V
Operational CRM: CRM Planning Infrastructure, Information Process, Technology, People Managing quality information, Quality systems, Customer privacy Call centre management, Internet and website, Direct mail Applications in various industries in manufacturing, banking hospitality and telecom sectors Best Practices in Marketing Technology Indian Scenario.

Reference Books
1. 2. 3. 4. 5. 6. Customer Relationship Management Peelen, Ed. Pearson The CRM Handbook D. Jill Pearson CRM, A strategic Imperative in the World of eBusiness Brown, Stanley CRM (Emerging Concepts, Tools & Applications) Sheth, Jagdish N. Marketing Research Harper Boyd & Ralph Westfall Consumer Behaviour Schifman

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