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ERODE ARTS & SCIENCE COLLEGE (AUTONOMOUS), ERODE – 9 DEPARTMENT OF BUSINESS MANAGEMENT B.B.A DEGREE COURSE SYLLABUS (2017 ONWARDS)

Transcript of ERODE ARTS & SCIENCE COLLEGE (AUTONOMOUS), ERODE – 9 ... · ERODE ARTS AND SCIENCE COLLEGE...

ERODE ARTS & SCIENCE COLLEGE

(AUTONOMOUS), ERODE – 9

DEPARTMENT OF

BUSINESS MANAGEMENT

B.B.A DEGREE COURSE

SYLLABUS

(2017 ONWARDS)

ERODE ARTS AND SCIENCE COLLEGE (AUTONOMOUS), ERODE – 9COURSE: B.B.A BRANCH: BUSINESS ADMINISTRATION

EXAMINATIONS

SEM PART SUBJECTCODE

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1 I 16ULT-1 LANG 1 Tamil paper-I 6 3 3 25 75 1001 II 16ULE-1 LANG 2 English Paper-I 6 3 3 25 75 1001 III CUBM-1 CORE: 1 Core-1Principlesof

management6 3 5 25 75 100

1 III CUBM-2 CORE: 2 Core-2 CommercialCorrespondence

5 3 5 25 75 100

1 III AUBM-1 ALLIED 1 IDC–Allied-1Indian Economy 5 3 4 25 75 1001 IV UES-1 FC1 UGC Core Module in

Environmental Studies2 2 50 50

2 I 16ULT-2 LANG 1 Tamil paper-II 6 3 3 25 75 100

2 II 16ULE-2 LANG 2 English Paper-II 6 3 3 25 75 1002 III CUBM-3 CORE: 3 Core-3Financial Accounting 6 3 5 25 75 1002 III CUBM-4 CORE: 4 Core-4Marketing

Communication4 3 5 25 75 100

2 III AUBM-2 ALLIED 2 IDC–Allied-2 BusinessEconomics

6 3 4 25 75 100

2 IV VBE-1 FC2 Yoga for Human Excellence 2 3 2 50 50

3 III CUBM-5 CORE: 5 Core-5 Export Management 6 3 4 25 75 1003 III CUBM-6 CORE: 6 Core-6 Cost and Management

Accounting6 3 4 25 75 100

3 III CUBM-7 CORE: 7 Core-7 OrganizationalBehavior

5 3 4 25 75 100

3 III AUBM-3 ALLED 3 Allied -3 BusinessMathematics & Statistics

6 3 4 25 75 100

3 III SBSBM-1 SKILL BASED1 Advertising 5 3 3 25 75 1003 IV NME-1 FC3 Human Rights 2 2 50 50

4 III CUBM-8 CORE: 8 Marketing Management 6 3 4 25 75 1004 III CUBM-9 CORE: 9 Human Resource Management 6 3 5 25 75 1004 III CUBM-10 CORE: 10 Core-10 Business Law 6 3 4 25 75 1004 III AUBM-4 ALLED 4 Allied-4 Applied Operations

Research6 3 4 25 75 100

4 III SBSBM-2 SKILL BASED 2 Personal Selling andSalesmanship

4 3 3 25 75 100

4 IV NME-2 FC4 General Awareness 2 2 50 50

5 III CUBM-11 CORE:11 Core- 11 Production andMaterials Management

5 3 5 25 75 100

5 III CUBM-12 CORE:12 Core-12 Marketing Research 5 3 5 25 75 100

5 III CUBM-13 CORE:13 Core-13 Industrial Law 5 3 4 25 75 1005 III CUBM-14 CORE: 14 Core-14 Investment

Management5 3 4 25 75 100

5 III EUBM-1 ELECTIVE 1 Management of Sales Force 5 3 4 25 75 1005 III SBSBM-3 SKILL BASED 3 Retail Management 5 3 3 25 75 1005 III UBMIT-2 On the Job Training 100

6 III CUBM-15 CORE:15 Core- 15 FinancialManagement

5 3 5 25 75 100

6 III CUBM-16 CORE:16 Core-16 ManagementInformation System &Business Data Processing

5 3 5 25 75 100

6 III EUBM-2 ELECTIVE 2 EntrepreneurshipDevelopment and projectManagement

5 3 4 25 75 100

6 III EUBM-3 ELECTIVE 3 Sales Promotion and PublicRelation

5 3 4 25 75 100

6 III SBSBM-4 SKILL BASED 4 Customer RelationshipManagement

5 3 3 25 75 100

6 III CUBM-PV PROJECT Project Work 5 4 25 75 1006 IV EXTAC Extension Activities :

NCC/NSS/Physical Education1 100 100

TOTAL 180 96

140 900 2600 3600

I SEMESTER CUBM-1: PRINCIPLES OF MANAGEMENT

UNIT- I

Management definition - nature - function - scope and importance - levels ofmanagement - distinction between administration and management - management as art, scienceand profession.

Scientific management - elements - merits and demerits. Henry Fayol Principles ofmanagement. Characteristics of modern management thought.

UNIT-II

Planning definition - nature - importance steps and types, objectives - policies and rules.Decision making definition - characteristics -process and types of decision.

UNIT-III

Organizing meaning, nature and importance of organization - types of organization -organization structure - process of organization - key elements of organization.

UNIT-IV

Responsibility - authority - meaning of authority - nature and sources of authority-delegation of authority - process of delegation - principles of delegation - obstacles of delegation.

UNIT- V

Directing - nature - purpose and elements of direction - importance of effective direction- distinction between direction and supervision - responsibilities of supervisors.

Co-ordination - meaning - elements - importance of co-ordination - controlling - meaningimportance - steps in controlling - effective control and benefits of control.

Reference:1. KOONTZ AND O’ DONNELL – MANAGEMENT2. L.M. PRASAD – PRINCIPLES OF MANAGEMENT3. LOUIS A.ALLEN – PROFESSIONAL MANAGEMENT4. CHATTERJEE – AN INDUCTION TO MANAGEMENT, ITS PRINCIPLES AND

TECHNIQUES5. T.RAMASAMY – PRINCIPLES OF MANAGEMENT

I SEMESTER

CUBM-2: COMMERCIAL CORRESPONDENCE (2009 - 2010 & Onwards)

UNIT – I

Meaning, need, importance of commercial correspondence Essential o effective businesscommunication - Principles of effective correspondence. Barriers of communication.

UNIT – II

Communication through letters - layout of letter - business enquiries - offer andquotations - order - execution of orders - cancellation of orders- claims - Adjustments andsettlement of accounts -letter of complaints - collection letters - status enquiries.

UNIT- III

Application for a situation - Reference letterBanking correspondence - with reference to opening of Accounts - investment and

withdrawals of funds - Granting of loans.

UNIT – IV

Correspondence of Company Secretary with shareholders and director - Agenda -minutes - preparation - correspondence with Govt. departments and public bodies.

UNIT- V

Communication through reports: Introduction -importance Features and typer of Reports- Reports by individuals - Committees - Board of directors and Auditors. Letters of editors andcomplaints to personnel.

Reference1. R.S.N. PILLAI AND BAGAVATHI : MODERN COMMERCIAL

CORRESPONDENCES2. RAMESH M.S AND PATTENSHETTY C.C : EFFECTIVE BUSINESS ENGLISH

AND CORRESPONDENCE.3. J.N. JAIN AND P.P.SINGH : MODERN BUSINESS COMMUNICATION.

SEMESTER – I

AUBM-1: INDIAN ECONOMY

IDC

Subject code

UNIT - I

Meaning of economic development and growth - general characteristics of underdeveloped countries with special reference to Indian Economy - colonial exploitation - forms andconsequences - causes of economic backwardness - main features of 11th five year plan.

UNIT - II

The place of agriculture in Indian Economy - Green Revolution - achievements of greenrevolution - agricultural finance - causes of rural indebtedness - measures to remove ruralindebtedness - role of co-operatives.

UNIT - III Agricultural Marketing - concepts and features of Agricultural Marketing - Main defects

of Agricultural marketing - regulated Markets - progress of co-operative marketing in India -Ware Housing in India -Public Distribution system - Revamping PDS.

UNIT- IV

Industrialization - role of industrialization - Pattern of industries - role of small scale andcottage industries in Indian Economy - Industrial Sickness - causes of industrial sickness -rehabilitation of sick units - New Industrial Policy 1991 - Economic Liberalization.

UNIT -VNational income -estimation -difficulties in the estimation of National Income in India -

balance of payments - India’s balance of payments position - disequilibrium in balance ofpayments - measures to correct disequilibrium.

TEXT BOOK1. S.SANKARAN - INDIAN ECONOMY

Reference

1. A.S.AGARWAL – INDIAN ECONOMY2. MISRA AND PURI – INDIAN ECONOMY3. DUTT AND SUNDARAM – INDIAN ECONOMY4. I.G. DINGRA – INDIAN ECONOMY

QUESTION PAPER PATTERN

Section- A (10×1=10 Marks) Section- B (5×3=15 Marks) Section C (5×10=50 Marks) Multiple Choices Either OR Either OR

SEMESTER - II

CUBM-3: FINANCIAL ACCOUNTING

UNIT - IAccounting - meaning - definition- need - scope- objective of financial accounting -

branches of accounting - nature of accounts -personal account - real account - nominal account-fundamentals of double entry book keeping - distinguish between book keeping and accounting -rules of double entry- journal: rules of debit and credit - compound journal entry - opening entry- ledger: ruling of ledger account - posting - balancing - debtors ledger - creditor’s ledger -general ledger.

UNIT - II

Trial balance : introduction - definition - specimen ruling - assets and liabilities - incomeand expenditure - trading account items - provision and reserves - objectives of drawing trailbalance - steps in constructing the trail balance - errors in accounts - classifications of errors -errors of omission - errors of commission - errors of principle - compensating errors - stepsinvolved in locating errors - methods of rectifying the errors - suspense accounts.

UNIT - III

Final account: trading and profit and loss account- trading account -specimen ruling of atrading account - trading account items - debit side - credit side- closing entries for tradingaccount - profit and loss account-specimen ruling of a profit and loss account - debit side grossloss - credit side - gross profit - closing entries for profit and loss account - balance sheet-balance sheet items - liabilities and assets.

UNIT - IV

Accounts of non- trading concern - receipts and payments accounts - specimen of areceipt and payments account income and expenditure account- specimen of an income andexpenditure account and balance sheet - specimen of balance sheet - items peculiar to non-trading concern - distinguish between receipt and payment and income and expenditure account.

UNIT - V

Consignment accounts - meaning - account sale - entries in the books of consignor andconsignee - outward and inward consignment - proforma invoice and account sale del creditorscommission - valuation of unsold stock - normal loss - abnormal loss.

References

1. GUPTA R.L. & RADASWAMY - ADVANCED ACCOUNTANCY2. GUPTA R.L - ADVANCED ACCOUNTANCY3. SHUKLA M.C & GREWAL T.S -ADVANCED ACCOUNTANCY4. AGARWAL BN - ADVANCED ACCOUNTANCY5. CHAKRABORTY - ADVANCED ACCOUNTANCY

SEMESTER-II

CUBM-4: MARKETING COMMUNICATION

UNIT - IMarketing Communication - Role and importance of Marketing Communication -process

of Marketing Communication - Media of Marketing Communication - Elements, Objectives ofMarketing Communication. Steps in developing effective Marketing Communication.

UNIT - IIMethods of Marketing Communication - product in Marketing Communication - Price in

Marketing Communication - place in Marketing Communication.

UNIT -III

Advertising, personal Selling, Public relation - Sales Promotion - Meaning, distinctcharacteristics - Setting up targets - policies, strategies and Methods of achievements.

UNIT -IV

Integrated MC - Concepts - tools -types -strategies and tactics - Impact of MC.

UNIT -V

Emerging trends in marketing Communication the future Medium of Marketingcommunication.

Text Book

MARKETING COMMUNICATION - NIRAJ KUMAN

Reference

1. PHILIP KOTLER : MARKETING2. WILLIAM J. STANTON AND CHARLES FUTNELL : FUNDAMENTALS OF

MARKETING (8TH EDITION)3. SUBROTO SEN GUPTA : CASES IN ADVERTISING AND COMMUNICATION

MANAGEMENT IN INDIA.

SEMESTER-II

AUBM-2: BUSINESS ECONOMICS

IDCSubject code

UNIT - I

Meaning - nature and scope of Business Economics - objectives of business firm - ProfitMaximization - Social responsibilities - demand analysis -Law of demand- Elasticity of demand- Demand Forecasting.

UNIT - II

Production function - Law of Diminishing Returns - Law of Variables proportions -Returns to scale - economies of scale - cost curves- revenues curves- Break- Even Analysis.

UNIT - III

Market structure - Pricing under Perfect competition, monopoly - price discrimination -pricing under Monopolistic Competition.

UNIT -IV

Pricing of factors of production - wages - marginal productivity theory of wages -Interest: loanable theory of interest - Liquidity preference theory of interest - profit - theories ofprofit - risk theory of profit - uncertainty theory - dynamic theory- modern theory.

UNIT -V

Government and Business - Performance of public enterprises in India - Pricing policy ofpublic utilities - MRTP Act- consumer protection - Trade cycle - Inflection - types - control ofinflation.

Text book

1. S.SANKARAN – BUSINESS ECONOMICS

Reference

1. K.P.M.SUNDARAM AND E.N.SUNDARAM - BUSINESS ECONOMICS2. DEWETT K.K - PRICE THERORY3. VARSHNAV AND MAHESWARI - MANAGERIAL ECONOMICS

Question Paper Pattern

Section A (10×1=10 Marks) Section B (5×3=15 Marks) Section C (5×10=50 Marks)

Multiple Choices Either OR Either OR

SEMESTER-III

CUBM-5: EXPORT MANAGEMENT

UNIT – I

Need and relevance -India’s trade - TRENDS - Composition - volume & direction -Traditional and Nontraditional products - Brief Background of India’s Import trade -liberalization - Globalization.

UNIT – II

Export policy promotion - Regulation - Policy features- Policy Measures - ExportPromotion Measures - Infrastructural set up and Aids - Export promotion council - commodityBoards -Board of trade - trade development Authority - FIEO, IIFT, Export inspection council,STC, Export house etc.,

UNIT – III

India’s EXIM policy -IMF -IBRD - Functions & Features WTO - Functions.

UNIT – IV

Export Financing - Procedure for granting packing credit, post shipment Finance - shortTerm, Medium & Long term finance - Negotiation of Documents under L/C - Advances againstclaims of export incentives Exchange control -ECGC - IDBI Schemes.

UNIT – V

Export procedures - offer and receipt of confirmed orders - producing the good -shipment and banking procedure -Negotiation of documents. Export incentives - Role of C & Fagencies.

Reference Books

1. EXPORT MANAGEMENT - T.A.S BALAGOPAL2. INTERNATIONAL TRADE AND EXPORT MANAGEMENT - FRANCIS

CHERUNILAM3. FOREIGN EXCHANGE AND FINANCING OF FOREIGN TRADE - KABADA DOP4. EXPORT MARKETING IN INDIAN - DR. CHABRATHI P.RAO

SEMESTER-III

CUBM-6: COST AND MANAGEMENT ACCOUNTING

(For those admitted during 2008-09 onwards)

UNIT - I (Theory questions only):

Meaning - definition - scope - objectives - functions - merits and demerits cost andmanagement accounting- distinction between cost, management and financial accounting -elements of cost - cost concepts and cost classification.

UNIT -II (Problems and Theory questions):

Cost sheet - meaning - preparation of cost sheet - objectives- advantages anddisadvantages - Elements of cost sheet - specimen form- problems and solutions.

UNIT - III (Problems only):

Meaning and concepts of financial analysis - types- external and internal analysis,horizontal and vertical analysis - procedure of financial statement analysis- comparativestatements - comparative balance sheet - comparative statements - common size balance sheet-common size income statement.

UNIT - IV (Problems only):

Meaning of ratios - classification of ratios - analysis of short- term financial position-liquidity, current ratio, absolute liquid ratio activity ratio- inventory turnover ratio, debtorsturnover ratio, creditors turnover ratio, working capital turnover ratio, debt collection ratio,creditors payable ratio, analysis of long term financial position or test of solvency - debt equityratio, proprietary ratio, analysis of profitability ratio - gross profit ratio, net profit ratio, operatingprofit ratio expenses ratios.

UNIT – V (Problems only):

Fund flow statement : meaning and concept of fund - meaning and definition of fundflow statement-income statement and balance sheet - procedure for preparing fund flowstatement - statement of schedule of changes in working capital - statement of sources andapplication funds - sources of funds , applications of funds and fund from operations or fund lostin operation.

Statement of cash flow statement- procedure for preparing a cash flow statement -sources of cash inflow - application of cash or cash outflow and cash from operation.

Reference

1. JAIN AND NARANG - COSTING2. R.S.N. PILLAI AND MRS. BAGAVATHI - COST ACCOUNTING3. R.K. SHARMA & K.GUPTA - MANAGEMENT ACCOUNTING4. S.N. MAHESWARI - MANAGEMENT ACCOUNTING5. DR.P.PERIYASAMY - CAST AND MANAGEMENT ACCOUNTING

SEMESTER – III

CUBM-7: ORGANISATIONAL BEHAVIOUR

UNIT - I

Organizational behavior: scope - importance - contributing disciplines to theorganizational behavior filed - Organizational Behavior models - the individual and individualbehavior, personality: concept - determinants - types - theories of personality. (17 hrs)

UNIT -II

Perception: meaning - perceptual process - factors affecting perception - improvingperception. Attitudes: formation - types of attitudes - measurement of attitudes - employeeattitude and behavior and their significance to employee productivity. Job satisfaction: meaning -factors of job satisfaction - effects of job satisfaction. (19 hrs)

UNIT - III

Motivation : meaning - nature - process of motivation - need for motivation - theories ofmotivation - techniques of motivation - Transactional Analysis (TA) - Brainstorming.(18 hrs)

UNIT - IV

Hawthorne Experiments - importance - implication - Group Dynamics - types of groups-Group Norms - Group Cohesiveness - conflict and resolution - Occupational stress and stressManagement (18 hrs)

UNIT - V

Leadership - types – theories of leadership - Counseling - need - types - counseling andguidance - Organizational change and development. (18 hrs)

References

1. ROBBIN S.P - ORGANISATIONAL BEHAVIOUR. (PHI)2. LUTHANS .F - ORGANISATIONAL BEHAVIOUR (MCGRAW HILL)3. DAVIS. K AND NEWSTOM.J.W. - HUMAN BEHAVIOUR AT WORK (MCGRAW

HILL)4. CHANDAN. J.S. - ORGANISATIONAL BEHAVIOUR (VIKAS PUB)5. L.M. PRASAND - ORDANISATIONAL BEHAVIOUR (SULDAN CHAND)6. S.S. KHANKA - ORGANISATIONAL BEHAVIOUR (S.CHAND)

SEMESTER – III

AUBM-3: BUSINESS MATHEMATICS AND STATISTICS

(For those admitted during 2008-09 and onwards)

UNIT - I

Matrix algebra - addition subtraction multiplication of matrix - determinants - rank ofmatrix - inverse of matrix - solution of simultaneous linear equation (matrix of the order up to3×3 matrix).

Mathematic of finance simple- compound interest - annuities-discounts and presentvalues.

UNIT - II

Definition and scope of statistics - functions and limitation - collection of data -classification and tabulation of data - presentation of date by diagrammatic and graphical method-formulation of frequency distribution.

UNIT - III

Measure of Central tendency - mean, median, mode, measures of dispersion - quartiledeviation - mean deviation - standard deviation - coefficient variation.

UNIT -IV

Correlation -Karl Pearson’s coefficient of correlation.Concept of regression analysis - regression equations - weighted and un weighted index

number.

UNIT - V

Statistical data analysis - hypothesis - its sources - formulation and testing of Hypothesis- chi-square - Test.

Reference Books

1. SUNDARESAN AND JAYASEELAN - AN INTRODUCTION TO BUSINESSMATHEMATICS AND STATISTICAL METHODS

2. GUPTA S.P. - STATISTICAL METHODS3. NAVANEETHAN - BUSINESS MATHEMATICS4. R.S.N.PILLAI AND V.BHAGAVATHI - BUSINESS STATISTICS

SEMESTER – III

SBSBM-1: ADVERTISING

(For those admitted during 2008-09 and onwards)

UNIT - I

Advertising media - Types of media- Print Media - [Newspaper and Magazines,pamphlets, and Brochures] - Electronic Media [Radio, Television, Audio - Visuals, Cassettes] -other Media (Direct mail, Outdoor Media) - Their characteristics - Merits and Limitations -media scene in India - Problems of reaching Rural Markets - Exhibitions and Mela.

UNIT -II

Advertising Message and Lay out: Advertising copy - objectives- Types of advertisingcopy - components of advertising copy.

Advertising Layout- Functions, Design, Types and Principles of advertising Layout.

UNIT - III

Evaluation of Advertising effectiveness, Importance and Difficulties, Methods ofmeasuring advertising effectiveness - Pre testing Methods - concurrent testing methods – posttest methods.UNIT - IV

Regulation of advertising in India, Misleading and deceptive advertising and false claims- Government Regulations - self regulation and its position in India, Code of conduct of ASCIConsumer and Self Regulations.

UNIT - V

Advertising Agencies, Role and Importance in Advertising - Elements of AgencyServices - functions of Advertising Agencies - Organization of Advertising agencies -Departments - selection of an Advertising agency - agency Relations - Agency turn over -methods of paying agencies.

Text Book

1. ADVERTISING- C.N. SONTAKKI [KALAYNI PUBLISHERS]

Reference Books

1. DUNA & DARBAN - ADVERTISING : ITS ROLE IN MODERN MARKETING2. MAHENDRA MOHAN - ADVERTISING3. PHILIP KOTLER - MARKETING MANAGEMENT4. SUBROTO SEBGUPTA - CASES IN ADVERTISAING AND COMMUNICATION

MANAGEMENT IN INDIA.

SEMESTER - III

NON- MAJOR ELECTIVE – I

NME-1: HUMAN RIGHTSUNIT - I

Concept of Human values and value Education (pages 6-18)Aim of education and value education, Evolution of value oriented education:

Concepts of Human values, types of values, Components of values education.

UNIT - II

Self-analysis and introspection, sensitization towards gender equality, physicallychallenged, Respects to age, experience, maturity, family members, neighbors, co-worker,Truthfulness, Constructively, Sacrifice, Sincerity, self-control, altruism, tolerance, scientificvision.

UNIT - III

Value education towards National and Global Development National and InternationalValues: (Pages 28- 39)

Constitutional or national values - Democracy, Socialism, secularism, equality, justice,liberty, freedom and fraternity, Social Values - pity and Probity , self-control , universal brotherhood. Professional Values - Knowledge thirst, sincerity in profession, regularity, punctuality andfaith. Religious Values - Tolerance, wisdom, character, Aesthetic Values -Love and appreciationof literature and fine arts and respect for the same. National Integration and internationalunderstanding.

UNIT - IV

Concepts of Human Rights and its Classification (pages 96 onwards)a. Evaluation of Human Rightsb. Definition under Indian and International documents.

Broad Classification of Human Rights and Relevant Constitutional Provisions.a. Right of Life, Liberty and Dignityb. Right to Equalityc. Right against Exploitationd. Cultural and educational rightse. Economic Rightsf. Political Rights g. Social Rights

UNIT - V

Human Rights of Woman and Children (Pages 100 onwards)Social Practice and Constitutional Safeguards

i. Female Foeticide and infanticideii. Physical assault and harassment

iii. Domestic violenceiv. Conditions of Working Women

Institutions for implementation a. Human Rights Commission

b. JudiciaryViolations and Redressel

a. Violation by stateb. Violation by individualsc. Nuclear Weapons and terrorism d. Safeguards

Question Paper Pattern Total Marks: 50

Answer any FIVE Questions out of TEN questionsEach Question carries 10 marks

SEMESTER - IV

CUBM-8: MARKETING MANAGEMENT

UNIT - I

Definition of marketing - marketing management - marketing concept - meaning-importance - importance of marketing in developing countries - consumer concept -differencebetween agricultural, industrial and consumer goods - functions of marketing - marketingenvironment - various environmental factors effecting the marketing functions.

UNIT - II

Buyer behavior - buying motivation - explanation of motivation - market - segmentationof difference bases - marketing strategy - market structure - definition and types of channel -channel policy : selection criteria -wholesalers retailers, and middlemen and their functions.

UNIT - III

The product - marketing characteristics - product policy - product planning anddevelopment - product development - product life cycle - product mix and product line -dimensions of product mix - factors determining product mix - product modification andelimination -branding and packaging.

UNIT -IV

Pricing: meaning to buyer and seller - pricing policies - objective -factors influencingpricing decision - competitor’s reactions to price changes - kings of pricing - basic pricingpolicies - pricing of new product - pricing strategies - new product pricing strategies - productmix pricing strategies.

UNIT - V

Marketing of services: definition of services - characteristics of services - problems inservices marketing - difference between product marketing and service marketing - pricing ofservices - classification of services - the marketing concepts and services marketing - growth ofservices markets - services marketing strategies channels of distribution for services - methods ofprice determination.

Reference:

1. PHILIP KOTLER – MARKETING MANAGEMENT2. RAJAN NAIR – MARKETING MANAGEMENT3. GUNDIFF AND STILL – FUNDAMENTALS OF MODERN MARKETING4. RAMASAMY AND NAMAKUMARI – MARKETING MANAGEMENT.

SEMESTER - IV

CUBM-9: HUMAN RESOURCE MANAGEMENT

(For students admitted during 2008-09 & onwards)UNIT -I

Human Resource Management: Meaning, Nature, Scope, Objectives and Functions ofHRM. The Role and Qualities of a Human Resource Manager - Organization of HR Department- HR Policies and Procedures.

UNIT - II

Manpower planning: Meaning, Objectives and Process. Job Analysis - Job Description -Job Specification. Recruitment - Selection placement and Induction.

UNIT - III

Training and Development: Objectives and Methods - Evaluating the training effort.Performance Appraisal: uses and methods -Merit Rating - Promotion - Transfer - Demotion.

UNIT -IV

Wage and Salary Administration: Job Evaluation - Objectives, principles and methods ofjob evaluation - Employee Benefits and Services (including labor Welfare and Social Security).

UNIT - V

Industrial Relations - Trade Unionism - Grievance Handling - Collective bargaining -Discipline Administration.

Reference

1. GARY DESSLER – HUMAN RESOURCE MANAGEMENT PERSON EDUCATIONPVT, LTD

2. P.SUBBA RAO – ESSENTIAL OF HRM AND INDUSTRIAL RELATIONS,HIMALAYA PUBLISHING HOUSE

3. C.B.GUPTA – HUMAN RESOURCE MANAGEMENT, SULTAN CHAND4. S.S.KHANKA – HUMAN RESOURCE MANAGEMENT – S.CHAND & CO.5. MAMORIA & GANKAR – PERSONAL MANAGEMENT – HIMALAYA

PUBLISHING HOUSE.

SEMESTER -IVCUBM-10: BUSINESS LAW

UNIT - I

Formation and Essentials of Contract - Types of Contract and Agreements - offer,Acceptance, Consideration - Capacity to Contract - Lawful object and free Consent - Agreementsopposed to Public Policy - Void Agreements.

UNIT - II

Performance of Contact - Offer to Perform - Who should perform - Devolution of jointRights and liabilities - Discharges of Contact - Breach of Contract and Remedies - QuasiContract.

UNIT - III

Indemnity and Guarantee - Features and Distinction - extent of Surety’s liability - rightsand Discharge of Surety - Bailment and pledge - Duties and Rights of Bailor and Bailee - Lawrelating to Line and Finder of Lost Goods - Rights and Duties of Pawnor and Pawnee - pledge bynon –owner - Contact of Agency - Creation - kinds of Agent - Ratification and Requisites -Rights and Duties of Principal and Agent - Relation of Principal with Third Parties - PersonalLiability of Agent - Termination of Agency - Irrevocable Agency.

UNIT - IV

Sale of Goods Act, 1930 - Definition of sale - Difference between Sale and an agreementto Sell - Subject Matter - Express and Implied Conditions and Warranties - Caveat Emptor -Exceptions - Transfer of Property - Sale by non-owner - Performance of Contract - Auction Sale.

UNIT - V

Law of partnership - Definition and Nature - Registration of Firms and Effects of Non-registration - Formation and Duration - kinds of partners - Rights and Duties - Implied Authorityof Partners - Reconstitution and Dissolution of Firm.

Reference

1. HANDBOOK OF MERCANTILE LAW – VENKATESAN.E2. COMMERCIAL LAW – KAPOOR N.D3. MERCANTILE LAW – MAHESWARI

SEMESTER - IV

AUBM-4: APPLIED OPERATION RESEARCHUNIT - I

Introduction to operational research - meaning - scope - models - limitations - generalmethods of models.

UNIT - II

General linear programming problem - mathematical formulation of LPP - by graphicalmethod - simple problems of simple x method.

UNIT -IIITransportation problems - obtaining initial basic feasible solution - various methods of

solving problems - solving of assignment problem.

UNIT - IV

Game theory - concept of pure and mixed strategies - solving 2×2 matrix with andwithout saddle point - n×2, 2×m matrix problems solving queuing theory - simple problemsolving.

UNIT -V

CPM - principles - construction of network for projects critical path .PERT - time scaleanalysis - critical path - crash programmed.

Note:

1. Theory carries 15 marks and problems carries 60 marks.2. Proofs theorems and derivations are excluded.

Reference:

1. QUANTITAIVE TECHNIQUE - KOTHRI2. OPERATIONS RESEARCH - KANTHI SWARUP , GUPTA PK, AAND

MANMOHAN3. OPERATION RESEARCH PRINCIPLE AND PRACTICE - PHILIP

RAJASWKARAN4. OPERATIONS RESEARCH METHODS AND PROBLEMS -SASIENI, FRIEDMAN

AND VASPAN5. PERT AND CPM PRINCIPLE - SRINATH.L.S

SEMESTER - IV

SBSBM-2: PERSONAL SELLING AND SALESMANSHIP

UNIT - I

Nature and important of personal selling - door - to door selling where personal selling ismore effective than advertising cost of advertising v/s cost of personal selling types of sellingsituations. Types of sales persons - AIDA model or selling.

UNIT - II

Buying motives - types of markets - consumer and industrial markets, their characteristicsand implications for selling functions.

UNIT - III

Process of effective selling - prospecting, pre approach, approach, presentation anddemonstration, handling the objections. Closing the sales and post-sales activities qualities of asuccessful salesperson with particular reference to consumer services.

UNIT - IV

Selling as a career, advantages and difficulties - measures of making selling an attractivecareer - distribution - importance and methods.

UNIT -V

Selection of salesman - training of salesman - allocation of territories and salesconferences - remuneration - reports and documents.

Reference

1. STILL, CUNDIFF AND GOVENI – SALES MANAGEMENT2. RUSTON S DAVAR, SOHRAB R DAVAR, NULSI R DAVAR – SALESMANSHIP

AND PUBLICITY3. J.S.K.PATEL – SALESMANSHIP AND PUBLICITY4. CA.KIRKPATRIK – SALESMANSHIP5. RUSSEL, BEACH AND BRSKIRIK - SELLING

SEMESTER - V

ERODE ARTS AND SCIENCE COLLEGE (AUTONOMOUS), ERODE -638009

DEPARTMENT OF BUSINESS ADMINISTRATION

UBMIT -2: ON THE JOB TRAINNING: LEARNING AREAS OF MANAGEMENT

1. PRODUCTION: Study of various manufacturing processes - production details.Maintenances procedures - Quality control procedure - plant location and plant lay-out.Material Handling - inspection - inventory control- production planning & control (PPC)– EOQ

2. MARKETING: Mode of sales - pricing - sales turnover - sales forecasting - Salespromotion techniques - competition - sales administration - Management of sales force -distribution system - advertising.

3. FINANCE: Accounting system - cost centers - Profit centers - Budgetary control -Capital investment - Policy - Financial Management - Government influence on financepolicy.

4. PURCHASE: Purchasing procedures - vendor rating - stores Management - inventorycontrol - techniques used.

5. PERSONNEL: Selection Procedures - Training methods - Welfare schemes - Grievanceprocedures - Wages and Salary Administration - Human Relations - Union - ManagementRelationship.

6. GENERAL INFORMATION: a. Brief history of the Company. b. Products of the Company

c. Distribution & strength of labor force. d. Organization Charts e. Workers Participation in Management. f. Management Information System.

SEMESTER - V

CUBM -11: PRODUCTION AND MATERIALS MANGEMENT(2008-2011 onwards)

UNIT - I

Production management - definition, function and scope of production management -plant location - factors affecting - site location - rural, city, plant Layout - principle - line,process and fixed layout.

UNIT -II

Material Handling - importance - Objective of material handling- consideration forselection of material handling equipment, Production Planning and control - Production controltechniques - entity, scheduling, dispatch and follow up.

UNIT - III

Production Order charts - Process chart - master schedule - quality control- statisticalquality control -control chart - X, R and P charts - inspection - types of inspection.

UNIT - IV

Material Management - definition functions and objectives of materials management -integrated materials management - purchasing - procedure - purchase department.

UNIT - V

Functions of Inventory - Importance - tools, ABC, VED, FSN analysis - EOQ - reorderpoint - safety stock.

Store keeping -objectives- function - duties of store keeper - responsibilities.

Reference

1. BANGA AND SHARMA - PRODUCTION MANAGEMENT2. O.P KANNA -INDUSTRIAL ENGINEERING AND MANAGEMENT3. VARMA M.M - MATERIAL MANAGEMENT4. GOPALAKRISHNA AND SUNDARESAN - MATERIAL MANAGEMENT5. GOEL AND GUPTHA - PRODUCTION MANAGEMENT.

SEMESTER - V CUBM-12: MARKETING RESEARCH

(2008-2011 onwards)

UNIT - I

Introduction: definition of marketing Research - nature and scope - marketing research:an aid to national decision making marketing research technology.

UNIT -II

Sampling technique - random stratified area quota - observation - questionnaires-interview techniques - interviewing skills on the part of investigator.

UNIT - III

Product Research: new product research - generation ideas - ideas screening - conceptdeveloping and testing - business analysis- product development - test marketing -commercialization - product life cycle research product - mix research.

UNIT -IV

Consumer survey - sales control research: sales forecasting - sales analysis - salespotential - methods for developing market potentials - direct data method - corollary data method- use of surveys to determine potentials.

UNIT - V

Presentation of Research project - Research proposal - written reports - factors onorganizing written Reports - suggestion for Graphic presentation - verbal reports.

References

1. BOYD & WEATFALL - MARKETING RESEARCH2. GOWN MC - MARKETING RESEARCH3. GREEN PAUL AND TULL - MARKETING RESEARCH4. LUCK, WALE, ROBIN & TAYLOR - MARKETING RESEARCH5. D.D SHARMA - MARKETING RESEARCH

SEMESTER - V

CUBM-13: INDUSTRIAL LAW(2008-2011 onwards)

UNIT - I

The factories Act1948: Definition – Approval, Licensing and Registration of Factories-Health safety and welfare - Employment of women and children - Annual leave with wages -Working hours.

UNIT - II

The workmen’s Compensation Act 1923: Definition- Partial and total disablement -arising out of and in the course of employment - occupational disease - rules regardingcompensation.

The Employees State Insurances Act 1948: definition-Benefits-Contribution-Administration.

UNIT - III

The Payment of Wages Act 1936: Definition - rules regarding deductionsThe minimum wages Act 1948: Definition - fixation and Revision of rates of wages.

UNIT - IV

The payment of Bonus Act 1965: Definition - determination of available and allocablesurplus - minimum and maximum bonus.

The payment of Gratuity Act 1972: Definition - Payment and protection at gratuity-nomination - determination and recovery.

UNIT - V

The Industrial Disputes Act 1947: Definition - Strike, Lockout, Layoff, Retrenchment -Authorities under the Act.

The Trade Union Act 1926: Definition - Registration - cancellation of registration oftrade union- right, duties and liabilities.

References

1. N.D KAPOOR - INDUSTRIAL LAW2. R.C. CHAWLA - INDUSTRIAL AND COMMERCIAL LAW

SEMESTER - V

CUBM -14: INVESTMENT MANAGEMENT(2008-2011 onwards)

UNIT - I

Capital markets trends in India - primary market - secondary market - investmentobjectives - investment process and principles of investments.

UNIT - II

SEBI - OTCEI - NATIONAL EXCHANGE – Flotation of new issues.

UNIT - III

Alternative forms of investments, LIC schemes, Bank Deposits - mutual fund schemes -post office schemes. Risks - Kinds of Risk.

UNIT - IV

Security analysis - Fundamental analysis: Economic, Industry and company analysis-Technical analysis: Dow Theory -types of shares and debentures.

UNIT - V

Efficient market theory - random walk theory - weak form semi - strong form -Markowitz theory.

Reference

1. PREETHI SINGH - INVESTMENT MANAGEMENT2. BHALLA G.S - INVESTMENT MANAGEMENT3. DR.AVADHANI - STOCKMARKET MANAGEMENT4. BAMA, REGANATHAN VARMA - PORTFOLIO MANAGEMENT

SEMESTER - V

EUBM -1: MANAGEMENT OF SALES FORCE(2008-2011 onwards)

UNIT - I

Importance of the sales force and its management - functions of sales manager-recruitment and selection.

UNIT - II

Training and Direction - Motivation and Compensation.

UNIT - III

Sales force size, organization of the sales department, geographic, product wise, marketbased.

UNIT -IV

Sales Budge - importance process of sales, budget uses of sales budget, sales territory:considerations in allocation of sales territory.

UNIT - V

Sales Quota: objectives principles of selling sales quota, administration of sales quota,uses of sales quota.

Reference

1. STANTEN AND BUSTICK – MANAGEMENT OF THE SALES2. PHILP KOTLER – MARKETING MANAGEMENT 7TH EDITION.

SEMESTER – VSBSBM-3: RETAIL MANAGEMENT

(2008-2011 onwards)

UNIT - I

Retailing: An introduction: Definition, Function, types of Retailing - Retailing in India -Essential requisites for an effective retailer - current scenario - consumerism and ethics inretailing.

UNIT -II

Retail planning - purpose, method, structure and monitoring the plan. Retail brandpositioning, type of brand, brand and life style.

UNIT - III

Merchandise management - meaning, methods, assortment and inventory, purchasenegotiation, supply channel and relationship, SCM principles and retail logistics.

UNIT - IV

Retail location decision - trading area analysis, types of location, site evaluation, storedesign- layout and space management.

UNIT – V

Retail pricing - approaches, influencing factors - retail promotion strategies - customerservices management - impact of information technology in retailing - social and green issues -retail audit.

Reference

1. BERMAN AND EVENS, RETAIL MANAGEMNT, PHI2. GIPSON VEDAMANI, RETAIL MANAGEMENT, JAICO BOOKS3. SUJA NAIR , RETAIL MANAGEMENT, HIMALAYA PUBLIC HOUSE4. LEVY & WEITZ, RETAIL MANAGEMENT, TATA ME GRAW HILL

SEMESTER - VICUBM-15: FINANCIAL MANAGEMENT

(For students admitted during 2008-2009 and onwards)UNIT - I (Theory)

Meaning and significance of financial management - scope and Objectives - functions offinancial manager - Finance and other related disciplines - Organization of financial management- Financial planning - Key strategies of financial management - Time value of money.

UNIT – II (Theory and Problem)

Capital and Capitalization - meaning - Over Capitalization and under Capitalization-Causes Effects and remedies. Compare and Contrast between over capitalization andundercapitalization. Concept of leverage - Operating and Financial leverage - Combinedleverage.

UNIT - III (Theory)

Working Capital Management - Meaning and Concept of Working Capital Importance-Components and types of Working Capital - Determinates of Working Capital requirements -management of cash, accounts receivable and inventory management (Basic).

UNIT - IV (Theory)

Sources of Finance : Financial needs and Sources - long term finance - shares-Debentures - term loans - loan financing from financial institutions - national and international -short term Sources of finance - internal sources and external sources of finance - Other sourcesof finance - New instruments.

UNIT - V (Theory)

Financial decisions - the cost of capital - meaning and importance of cost of capitalclassification - Methods of computation of cost capital - Capital Structure - meaning factorsinfluencing capital structure - optimal capital structure.

Reference Books

1. FINANCIAL MANAGEMENT – I.M. PANDEY2. FINANCIAL MANAGEMENT – KAHN & JAIN3. FINANCIAL MANAGEMENT – S.N.MAHESWARI4. FINANCIAL MANAGEMENT – DR.P. PERIASAMY

Note: 80% for theory and 20 % for problems.

SEMESTER – VI

CUBM-16: MANAGEMENT INFORMATION SYSTEM AND BUSINESS DATEPROCESSING

UNIT - I

Management information system - definitions - concepts value of information - decision -making - structure of MIS - database - database management system - planning of MIS - types ofMIS.

UNIT - II

Introduction to computers - classification of computers - analog, digital, hybrid, mini,micro, mainframe, basic principles of operation of digital computer. History of development ofcomputers - computer generations -hardware, software and human ware.

UNIT - III

Data Processing concepts -Objectives -data processing operation - data generation -recording data storage and retrieval - data bank concept.

UNIT -IV

Concept of Programming - need for programming languages - algorithm - flow charting -types of flow chartings - examples for programme flow charts and system flow charts.

UNIT – V

MS- office - MS word - formation of text, Excel basics - entering data - simplecalculation - data display. Power Point basics - preparation of slides- adding graphs - addingorganization charts - access basics - creating table - creating a tables.

Reference

1. LAWRENCE S.ORILLA – INTRODUCTION TO BUSINESS DATA PROCESSING 2. DAVIS – COMPUTER DATA PROCESSING3. ANDERSON – BUSINESS DATA PROCESSING4. R.PARAMESWARAN- COMPUTER APPLICATIONS IN BUSINESS 5. STEPHEN L. NELSON – OFFICE 2000

SEMESTER - VI

EUBM-2: ENTERPRENEURSHIP DEVELOPMENT AND PROJECT MANAGEMENT

UNIT - I

Meaning of Entrepreneurship - characteristics, functions and types of Entrepreneurship-entrepreneur - role of entrepreneurship in economic development -women entrepreneurs.

UNIT - II

Factors affecting entrepreneur growth - economic - non economic Entrepreneurshipdevelopment programs - need - objectives - course contents - phases - evaluation - institutionalsupport to entrepreneurs.

UNIT -III

Entrepreneurial Growth - role of government & non-governmental agencies inentrepreneurial growth - roles of various agencies in promoting Entrepreneurship - role offinancial institutions.

UNIT - IV

Project Management: meaning of Project - concepts - categories - project life cyclephases - characteristics of a project.

UNIT - V

Project Identification - selection - project formulation - contents of a project report -planning commission’s guidelines for formulating a project - specimen of project report.

Reference

1. C.B. GUPTHA & N.P. SRINIVASAN - ENTERPRENEURIAL DEVELOPMENT2. JAYASHREE SURESH - ENTERPRENEURSHIP DEVELOPMENT3. S.S KHANKA - ENTERPRENEURSHIP DEVELOPMENT4. S.CHOUDHURY - PROJECT MANAGEMENT5. DENNIS LOCK - PROJECT MANAGEMENT

SEMESTER - VI

EUBM-3: SALES PROMOTION & PUBLIC RELATIONUNIT - I

Nature and importance of sales promotion. Its role in Marketing - forms of salespromotion: Consumer oriented sales promotion. Trade – oriented sales promotion and sales force- oriented sales promotion.

UNIT - II

Major tools of sales promotion: Samples, point of purchase, displays and demonstrations.Exhibitions and fashion shows, sales contents and games of chance and skill. Lotteries, giftsoffers, premium and free goods. Prince packs, rabates, patronage, rewards.

UNIT -III

Conventions, conference and trade shows, specialties and novelties. Developing andsales promotion programmes, pre-testing implementing, evaluation the result and marksnecessary modifications

UNIT - IV

Public relations: meaning features, growing importance, role in marketing, similarities ofpublicity and public relations.

UNIT - V

Major tools of public relations, news speeches, special events, Handouts and leaflets,Audio- Visual, public service activities miscellaneous tools. Ethical and Local aspects of salespromotion and public relations.

Reference1. PHILIP KOTLER – MARKETING MANAGEMENT, 7TH EDN, (PRENTIC HALL

INDIA) CHAP.23,2. STANTON & FUTRELL FUNDAMENTALS OF MARKETING - 7TH ED.(MCGREW

HILL) CHAP. 203. JSK PATEL - SALESMANSHIP AND PUBLICITY (SULTAN CHAND & SONS,

NEW DELHI)

SEMESTER - VI

SBSBM-4: CUSTOMER RELATIONSHIP MANAGEMENT

(For students admitted during 2017-18 onwards)

Objective:

The objective of this course is to enable the students to understand the importance ofsatisfying the customer in today’s competitive world by utilization of technology and strategy.

UNIT -I

CRM - introduction - definition - Need for CRM - complementary layers of CRM -Customer satisfaction - Customer Loyalty - Product Marketing - Direct Marketing.

UNIT - II

Customer Learning Relationship - Key Stages of CRM - Forces Driving CRM – Benefitsof CRM - Growth of CRM Market in India - Key Principles of CRM.

UNIT - III

CRM Program - Groundwork for effective use of CRM - Information Requirement for aneffective use of CRM - Components of CEM- Types of CRM.

UNIT - IV

CRM Process Framework - Governance Process -Performance Evaluation Process - salesforce automation - contact management Enterprise marketing Management.

UNIT - V

Use of technology in CRM - Call Center Process - CRM Technology tools-Implementation Requirements Analysis - Selection of CRM Package - Reasons and Failure ofCRM.

Text Books

1. CUSTOMER RELATIONSHIP MANAGEMENT , K.BALASUNRAMANIYAN,GIGO PUBLICATION, 2005

2. THE ESSENTIAL GUIDE TO KNOWLEDGE MANAGEMENT – E- BUSINESS ANDCRM APPLICATION, AMRIT TIWANA, PEASON EDUCATION, 2001

3. CUSTOMER RELATIONSHIP MANAGEMENT: A STRATEGIC APPROACH TOMARKETING PAPERBACK – 2007 BY MUKERJEE K (AUTHOR).

Reference Books

1. E-BUSINESS - ROADMAP FOR SUCCESS, DR.RAVI KALAKOTA, PEARSONEDUCATION ASIA, 2000

2. BUSINESS - THE DELL WAY, REBECCA SAUNDERS, INDIA BOOKDISTRIBUTION, 2000

3. CUSTOMER RELATIONSHIP MANAGEMENT: CONCEPT, STRATEGY, ANDTOOLS 2ND ED. 2012 EDITION BY V.KUMAR (AUTHOR), WERNER REINARTZ(AUTHOR)