The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Mba-i
semester

1
 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Applied Operations Research for Business and Economics

Course Code: MBA-15107-GE Cont. Assessment: 15
MBA 1st Semester Term End Exam: 60
Credits: 3 Min. Pass Marks: 40 %

Course Objectives: - The objective of the course is to make the students familiar with some basic operations
research techniques that have wide applications in business and economics. The main focus, however, is in their
applications in decision making.

Unit-I
Mathematical basis of Managerial decisions - An overview; Nature and Scope and Scientific approach
of Quantitative methods in management;
Decision theory: criteria for decisions under uncertain and probabilistic kinds of decision making
environments; EMV and EOL criterion and estimating EVPI;
Game Theory: Zero sum games – Pure and mixed strategies (matrices reducible to 2×2), Dominance
Rule

Unit-II
Linear Programming: Concept and formulation/ structuring of Linear programming problems;
Graphical Method to Linear programming problems (Maximization and Minimization cases), Simplex
method to linear programming problems, Big M method;
Transportation problem: Initial basic feasible solution methods, Modified approximation method for
finding optimal solutions to transportation problems; Assignment Problem: Introductory concepts,
Hungarian assignment method for optimal assignment;

Unit-III
Network analysis: Introductory concepts, Programme Evaluation and Review Technique (PERT)/
Critical Path Method (CPM) and their managerial applications; Computations in PERT networks-
finding earliest times, latest times and floats; Probability considerations in PERT networks; Elementary
PERT/ CPM – Cost Analysis, Time-cost tradeoff in network analysis; Queuing theory: Elementary
characteristics and simple situation applications

Suggested Reading:-
1. Basic Statistics for Business & Economics/Kazmier L.J & Pohl, NF/1988 McGrawHill, New York
2. Statistics for Management/Levin Richard I & RubinDavid S/1995 Prentice Hall Inc
3. Linear Programming and Decision Making/Narag, AS/1995 Sultan Chand, New Delhi
4. Fundamentals of Operations Research/Sharma JK/2001 Macmillian, New Delhi
5. Quantitative techniques in Management/Vohra, N.D., Tata McGrawHill, New Delhi

Name of Course Instructor: Prof. Iqbal Ahmad Hakim

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 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Strategic Value Creation for New Businesses

Course Code: MBA-15108-GE Cont. Assessment: 15

MBA 1st Semester Term End Exam: 60
Credits: 3 Min. Pass Marks: 40 %

Unit-I
Over view of new venture creation: Nature, and Significance of new ventures, small business vs
corporate entrepreneurship, creativity, innovation; Value, customer value, shareholder value, economic
value, other stakeholder value, societal and environmental value; New venture creation model, stages
and decisions in new venture creation, understanding business environment, environmental and cultural
impact of business, understanding future customer.

Unit-II
Capturing new markets, influence of competition, IT and globalization to foster innovation and agility
for both new and existing firms, New technologies, disruptive technologies, Induces and autonomous
strategic behaviors; promoting and managing innovation in start-ups and existing firms; risks and
barriers for introducing break-through products and services, business model innovation, design-driven
innovation.

Unit-III
Business strategies and value creation, competing through value creation- blue ocean strategy, value
chain framework, enterprise resource planning, resource based view and environmental perspectives to
competitive advantage, Core competencies, change management, organizational learning, data base
learning, performance measurement, Green business strategies, Integrating green perspectives with
vision, mission, objectives, strategy and tactics.

Suggested readings:
1. Blue Ocean Strategy, Mauborgne, René, Boston, Harvard Business School Press, 2005.
2. Unleashing Innovation, How Whirlpool Transformed an Industry, Snyder, Duarte, Jossey-Bass, 2008.
3. Entrepreneurship: New Venture Creation, David H. Holt, Prentice Hall India
4. Strategic Management, Alex Miller, Irwin McGraw Hill.

Name of Course Instructor: Dr. Ishtiaq Hussain Qureshi

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 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Leadership and Organization Dynamics

Course Code: MBA-15109-GE Cont. Assessment: 15

MBA 1st Semester Term End Exam: 60
Credits: 3 Min. Pass Marks: 40 %

Unit-I
Leadership, meaning, importance, types of leadership, leadership styles, and leadership theories.

Unit-II
Basis of Power, the process of Empowerment, elements of employee empowerment. Organization
structure, authority, and Delegation.

Unit-III
Organization Culture and Climate, Change management, Organization development Process and
techniques, social responsibilities of organizations, Organization ethics and values, process of learning
organizations.

Suggested readings:
1. Management of Organizational Behavior Hersey, Paul, Ken Blanchard, & Dewey E. Johnson: Leading
Human Resources (2008).
2. Culture, Leadership, and Organizations House, Robert J., Paul J. Hanges, Mansour Javidan, Peter
Dorfman, Vijay Gupta: The GLOBE Study of 62 Societies (2004).
3. Organizational Behavior (13th Edition) by Stephen P. Robbins Timothy A. Judge Seema Sanghi.

Name of Course Instructor: Dr. Aijaz Akbar Mir

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 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Personal Brand Management

Course Code: MBA-15110-GE Cont. Assessment: 10

MBA 1st Semester Term End Exam: 50
Credits: 2 Min. Pass Marks: 40 %

Course Objective: The course is designed to prepare students to successfully enter the job market. The course
aims to introduce admitted students to resume preparation, interviewing skills, and development of a personal
brand and marketing plan.
Relevance: Required for Post-graduating students of Management, Commerce, Economics, Media, Law,
Psychology, Home Science, and Social Works

Unit-I
Different types of Business Organisations in the Public and Private Sector; Sole-trader, Partnership,
Limited Liability Company, Co-Operative, Franchising; Public Corporations, Government
Departments, Local Councils, Public-private partnerships

Unit-II
Exposure to professional training in interviewing skills, Resume development, Professional
presentation, Personal branding strategy, and Personal marketing plan development.

Suggested Readings:
1. Bence, B., Master the Brand Called YOU, Global Insight Communications LLC
2. Brown, N., How to Brand Your Personal Profile? A story of personal branding, Lulu.com
3. Rampersad, H.K., Authentic Personal Branding, Information Age Publishing

Name of Course Instructor: Prof. M. A. Sahaf

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 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Fundamentals of Management
Course Code: MBA-15111-GE Cont. Assessment: 10
MBA 1st Semester Term End Exam: 50
Credits:2 Min. Pass Marks: 40 %

Course objective: - The objective of this course is to familiarize the students with the basic management
concepts and application.

Unit–I
Development of Management Thought; Classical, Behavioral and Management Science Approaches;
Hawthorne Studies; Systems and contingency approaches for understanding organizations.
Application of management thought to the current scenario. Contemporary cases/ Readings/ Exercises
and Role Play.

Unit–II
Managerial Process-;Functions of Management-Planning- Elements of Planning; understanding the
need for planning; Organizing- organization structure and decisions determining structure; Directing
and Controlling; managerial skills and roles in organizations; Contemporary cases/ Readings/
Exercises and Role Play.

Note: Case studies and other assignments will be provided by the concerned faculty in the class.

Suggested Readings:-
1. Fundamentals of Management- By Griffin; Houghton Mifflins Company Boston, USA
2. Management – By Stoner, Freeman and Gilbert; Pearson Education
3. Management – By Hitt Black Porter; Pearson Education
4. Management and Organizational Behavior-By Mullins; Pearson Education
5. Management: Principles and Function- By Ivancevich Donnely and Gibson; Richard D.Irwin,Inc
Homewood, Illinois,USA

Name of Course Instructor: Prof. Shabir A. Bhat

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 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Financial Statement Analysis

Course Code: MBA-15112-GE Cont. Assessment: 10
MBA 1st Semester Term End Exam: 50
Credits:2 Min. Pass Marks: 40 %

Course Objectives: - The purpose of this course is to acquaint the students with the broad framework of
analyzing financial statements of companies.

Unit-I
Financial Statements – concept. Financial Statements Analysis: Meaning, objectives and
process, Techniques of Analysis, Uses and preparation of Comparative financial statements,
Common size financial statement, Trend analysis.

Unit-II
Ratio Analysis: Advantages, significance and limitations - Liquidity Ratios; Solvency Ratios;
Profitability Ratios. Funds Flow Analysis – Concept, uses and preparation of funds flow
statement; Cash Flow Analysis - Concept, uses and preparation of cash flow statement.

Suggested Readings:
1. J.R. Monga, Basic Corporate Accounting, Mayur Paperbacks (c/o K.L. Malik and Sons Pvt. Ltd, 23
– Darya Ganj, New Delhi.
2. Nirmal Gupta, Chhavi Sharma, Corporate Accounting, Theory and Practice, Ane Books Pvt Ltd,
New Delhi.
3. M.C., Shukla, T.S. Grewal and S.C. Gupta, Corporate Accounting, S. Chand and Co., New Delhi.
4. Ashok Sehgal and Deepak Sehgal, Advanced Accounting, Volume II, Taxmann, New Delhi.
5. S.N. Maheshwari, and S.K. Maheshwari, Corporate Accounting, Vikas Publication, New Delhi.
6. Shukla M.C. Grewal T.S. and Gupta, S.C.: Advanced Accounts; S.Chand & Co. New Delhi.
7. Compendium of Statement and Standards of Accounting: The Institute of Chartered Accountants of
India, New Delhi.
8. Agarwala A.N. Agarwala K.N.: Higher Sciences of Accountancy: Kitab Mahal, Allahabad

Name of Course Instructor:- Prof. Mushtaq A Darzi

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 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Leadership Development
Course Code: MBA-15113-OE Cont. Assessment: 15
MBA 1st Semester Term End Exam: 60
Credits: 3 Min. Pass Marks: 40 %
The purpose of Leadership Development is to enable students to prepare themselves to become leaders of
organizations and to embark on paths of personal leadership development. LD requires personal curiosity and
reflection from students as well as personal openness and sharing in class discussions, leadership development
groups, and one-on-one sessions. Leadership development concepts used in the course will be immediately applicable
for students and useful for the rest of their lives.
Course Objectives:-
1.To enable students to understand their leadership journeys and their crucibles by reflecting upon and framing their
life stories and experiences to date.
2.To participate fully in open, intimate small-group discussions about the reflective exercises they have completed on
their own.
3.To understand why leaders lose their way and the self-awareness needed to avoid derailment.
4.To gain clarity about their leadership principles, values, and ethical boundaries, and how they will respond under
pressure when challenged.
5.To understand what is motivating them, both extrinsically and intrinsically, and tofind leadership paths that will
enable them to utilize their motivated capabilities.
6.To explore how to build support teams and lead an integrated life.
7.To understand the purpose of their leadership and empower other leaders, while they are optimizing their
leadership effectiveness.
8.To create Personal Leadership Development Plans to guide them throughout their lives
Unit-I: Introduction
Nature and scope of Leadership, management and leadership, evolving theories of leadership. Leader as
an individual; personality and leadership, values and attitudes, cognitive differences, personality and
leadership style, transactional versus transformational leadership. Creating Vision and Strategic
Direction; strategic leadership, leadership vision, mission, strategy formulation, strategy in action, the
leader’s impact.
Unit-II: Research Perspectives on Leadership
Trait Approach, Behavior Approaches, Individualized Leadership. Contingency Approaches; The
Contingency Approach, Fiedler’s Contingency Model, Hersey and Blanchard’s Situational Theory,
Path-Goal Theory, The Vroom-Jago Contingency Models .
Unit-III: Strategic Leadership Development
Leadership and Motivation; Theories of Motivation. Leadership Communication; leading strategic
conversations, selecting rich communication channels. Leading Teams; team types and characteristics,
handling team conflict. Developing leadership diversity. Leadership power and influence. Leading
Change, strategies for leadership pipeline, resistance to change, the negative impact of change, leading
and managing for innovation
Note:- Cases Studies and other assignments will be provided by the concerned faculty in the class.
Suggesting Readings:
1. Leadership: Research Findings, Practice, and Skills, 8th Edition Andrew J. DuBrin, Cengage Ltd.
2. Leadership: Theory, Application, & Skill Development, 6th Edition Robert N. Lussier/ Christopher
F. Achua,Cengage Ltd.
3. The Leadership Experience, 6th Edition,Richard L. Daft,Cengage Ltd.
4. Principal, The: Creative Leadership for Excellence in Schools, 8/E Ubben, Hughes & Norris,
Pearson Ltd,New York.

Name of Course Instructor: Dr. Majid Hussain Qadri

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 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Technical Writing

Course Code: MBA-15114-OE Cont. Assessment: 15

MBA 1st Semester Term End Exam: 60
Credits: 3 Min. Pass Marks: 40 %

Course Objective: To familiarize students with the mechanics of writing and enable them to write precisely and
effectively. To express themselves in different genres of writing from creative to critical to factual writing and
take part in print and online media communication.

Unit-I
Personal & Social Communication:
Journal writing, mails/emails, SMS, greeting cards, situation based – accepting/declining invitations,
congratulating, and consoling, conveying information. Blogs, Reviews, posting comments, tweets,
cross-cultural communication, gender sensitivity in communication.

Unit-II
Workplace Communication: strategies for writing, e-mails, minutes, reports of different kinds –
annual report, status report, survey report, proposals, memorandums, presentations, interviews, profile
of institutions, speeches, responding to enquiries, complaints, resumes, applications, summarizing.

Unit-III
Media & Creative Writing: Techniques of writing, Features for publication (Newspapers, magazines,
newsletters, and notice-board), case studies, short stories, travelogues, writing for children. Research
Writing: Qualities of research writing, writing abstract, developing questionnaire, dissertation, data
(charts, tables) analysis, documentation, Articles for publication

Suggested readings:
E. H. McGrath, S.J. 2012. Basic Managerial Skills for All. 9th ed. Prentice-Hall of India, New Delhi

Name of Course Instructor: Ms. Sumaira

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 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Basic Econometrics
Course Code: MBA-15115-OE Cont. Assessment: 15
MBA 1st Semester Term End Exam: 60
Credits: 3 Min. Pass Marks: 40 %

Course Objective: The objective of this course is to equip the manager with the methodology of decision making
using the concepts of microeconomics. Starting out with an exposition of the theory of decision making by
households and firm. The participants will be made to comprehend the working out the markets, the
determination of prices and techniques of decision making that the players in the market can adopt to ensure
that sound decisions are made.

Unit-I
An overview of economics – Microeconomics. Nature and scope of business economics, Managerial
decision making mdg. The economy risk and its working and basic problems. What is econometrics?
Methodology of econometrics

Unit-II
Theory of demand: Utility law of diminishing marginal utility, law of equi-marginal utility,
indifference curve – Meaning and properties: Marginal rate of substitution. Elasticity of Demand –
Measurement of Elasticity of Demand.

Unit-III
Production function – Law of variable proportions and returns of scale, Iso-quants, Linear homogenous
production function, cob Douglas production function-cost-concepts and economists approach,
Revenue concepts- Market structure, perfect and imperfect competition, price output determination,
Monopoly, monopolistic competition and oligopoly.

Suggested Readings:-
1. Damodar N Gujarati
2. Sangeetha – Basic econometrics
3. D N Dwivedi Micro Economics – Theory and application
4. Business and Managerial Economics – Sampat Mukherjee
5. Managerial economics – Keats
6. Economic Theory – M L Seth
7. Economics theory – KK Devish

Name of Course Instructor: Prof. Farooq Ahmad Khan

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 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Internet And E-Commerce

Course Code: MBA-15116-OE Cont. Assessment: 10

MBA 1st Semester Term End Exam: 50
Credits: 2 Min. Pass Marks: 40 %

Unit-I
- Internet- introduction, evolution, Basic terms, Getting connected to Internet, Internet
Applications, data over Internet. Internet Phone, Internet Video, collaborative computing
Understanding URL; Domain name; IP Address; Using e-governance websites.
- Internet tools- Web Browser, Browsing web using Internet Explorer, E-Mail, Search
Engines, Instant Messaging, Chat, Uploading and Downloading, attachments.
- Introduction to E-Commerce, E-Commerce Business Models – Key elements of Business
Models, Business to consumer (B2C) Business model, Business-to-Business (B2B) Business
model, Consumer to Consumer Business model

Unit-II
- E-Commerce Security – Security threats, technology solutions to threats and protection.
Policies, procedures and Laws
- E-Commerce Payment Systems : Cash, Checking transfer, Credit card, stored value and
accumulating Balance, Limitations of Online payment systems
- Digital Payment Systems : Digital Wallets, Digital Cash, Smart Cards as stored value systems
- Ethical, Social and Political Issues in E-Commerce: Responsibility, Accountability and
Liability.
- Net Marketplaces – Characteristics of Net Marketplaces, Types of Net Marketplace, E-
Distributors, E-Procurement, Exchanges.

Note: Lab will be based on Units I and II

Suggested Readings:
1. Coleman, Pat and Peter Dyson, “Internet”, BPB Pub. Delhi, 1997
2. Keneth Laudon & Traver, “E-commerce”, Pearson Edu. New Delhi.
3. Cady, G.H. and Part McGreger, “The Internet” BPB Pub., Delhi,1999
4. Keen, Peter and Mark McDonald The e-Process Edge, Delhi, Tata McGraw Hill,2000

Name of Course Instructor: Mr. Tariq Ahmad Lone

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The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Mba-Ii
Semester

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 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

H R in Business Organizations

Course Code: MBA-15207-GE Cont. Assessment: 15

MBA 2nd semester Term End Exam: 60
Credits: 3 Min. Pass Marks: 40 %

Unit -I
Human Resource Management:- Nature, Philosophy, significance and core values of HRM, Functions of
HRM; Challenges facing HRM and impact of technology on HRM practices. Role of HR managers. The
qualities of good HR managers and determining personal effectiveness & sense of efficacy; Measurement of
sense of Efficacy, cases and exercises.

Unit-II
Human Resource Planning-Concept and process. Job Analysis, methods and purpose of job analysis- job
description, job specification and job evaluation. Recruitment Search-process, sources and methods of
recruitment. Selection Process. Placement, induction, internal mobility and separations.

Unit-III
Performance Appraisal System (PAS)-Concept, objectives and uses of PAS. PAS Methods and Sources of
PAS; Appraisal errors; Training and development (T&D); Significance stages of T&D; Methods of Training
and development.

Suggested Readings:
1. E. Schuster, “Human Resource Management ,Concept ,Cases And Readings”, Prentice Hall India;
2. Gary Dessler, “Human Resource Management”, Prentice Hall India
3. UdaiPareek , “Training Instruments In Hrd And Od”, Tata McGraw Hill.

Name of Course Instructor: Prof. S. Mufeed Ahmad

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 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Decision Support System

Course Code: MBA-15208-GE Cont. Assessment: 15
MBA 2nd Semester Term End Exam: 60
Credits: 3 Min. Pass Marks: 40 %

Course Objectives: -This course aims at making students conversant with the basic concepts of Decision
Making and Decision support systems (DSS), its characteristics and architecture, tools and techniques of DSS.

Unit-1
- Introduction to – Concepts of Data, Information, Information Systems & End Users.
- Systems Concepts: Open System, Closed System; Information Systems and Systems Concept.
- Building Information System: System Analysis and Design - Systems Development Cycle
(Identification of Requirements, Feasibility Study, System Analysis, Design And
Implementation)
Unit-II
- Management Information System – Basic Ideas, Concepts, Evolution of MIS, Information
Technology (IT) and MIS
- Managerial Decision Making – Decision Making Process, Types of Decisions, Group Decision
Making features of CBIS
- Decision Support Systems: An Overview Of DSS, Characteristics of DSS; Capabilities of DSS,
Classification of DSS, Relevance of Relational Database Design in Decision Making
Unit-III
- Components of Decision Support Systems: Model Base Management Subsystem, Database
Management Subsystem, Knowledge Management, User Interface (Dialog) Management
Subsystem.
- Constructing A DSS: Development Process (SDLC, Prototyping), DSS Generators,
Programming Languages and Software Tools used in DSS Development.
- Knowledge Base Management System: Knowledge, Knowledge Base

Note:- Practical work and other assignments will be provided by the concerned faculty in the class.

Suggested Readings:
1. Turban, Efrain : Decision Support & Intelligent Systems- Pearson Education
2. Marakas, George.M. : Decision Support Systems in the 21st century – Pearson Education
3. Laudon, “Managing A Digital Firm”, Pearson Publishing.

Name of Course Instructor: Dr. Rafi A. Khan

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 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Data Base Management Systems

Course Code: MBA-15209-GE Cont. Assessment: 15
MBA 2nd Semester Term End Exam: 60
Credits: 3 Min. Pass Marks: 40 %

Unit-I
- Basic concepts viz Entity, Attributes, Keys, Relationship, Association, Schema, Database,
DBMS, Data Independence, Three Level Architecture
- Relational Databases –ERDs, Codd’s Rules, Integrity Rules, Database Anomalies
- SQL-Date Definition (Create/Drop a Table, View, Index),Data Manipulation (Select,
Update, Delete, Insert).

Unit-II
- Relational Data Base Design - Full Functional Dependency, Partial Dependency, Transitive
Dependency
- Normalization - Unnormalized Relations, First, Second, Third, BCNF, Lossless Join and
Dependency Preserving Decomposition.
-
Unit-III
- Concurrency Control Techniques - Locking Techniques, Time Stamp Ordering, Deadlock
Detection, Recovery And Avoidance
- Recovery Techniques – Types Of Failures, Audit Trails, States Of Transaction, Recovery
Concepts(Logs, Checkpoints, Archive Database), Database Backup And Recovery From
Catastrophic Failures.

Note: Lab will be based on Unit-I.

Suggested Readings:
1. Desai, B., “An Introduction to Database Concepts”, Galgotia Publications.
2. Elmsari & Navathe, “Fundamentals Of Database Systems”,Pearson Edu. New Delhi.
3. Hoffer, “Modern Database management”, Pearson Edu. New Delhi.
4. Date, C. J., “An Introduction to Database Systems”, Addison Wesley.
5. Ullman, J. D., “Principals of Database Systems”, Galgotia Publications.

Name of Course Instructor: Mr. Tariq Ahmad Lone

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 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Strategy Formulation
Course Code: MBA-15210-GE Cont. Assessment: 10
MBA 2nd semester Term End Exam: 50
Credits: 2 Min. Pass Marks: 40 %

Unit-I: Strategic Analysis

Strategic Intent; Competitive advantage as focal point of strategy; Strategy and different forms of
Strategy; Incremental perspective; Rational planning perspective; Organizational learning perspective;
External environmental analysis; Internal analysis; SWOT Analysis.

Unit-II: Strategy Formulation

Strategy Formulation; Long-term objectives; Different types of strategies and levels of strategies;
Integration Strategies; Diversification Strategies; Defensive strategies; Michael Porter’s Generic
Strategies; Means for achieving Strategies.

Books Suggested:
1. Porter, Michael E(1985) “Competitive Advantage, New York, Free Press;
2. Alex Miller (1998) “Strategic Management, McGraw Hill, International Edition;
3. Thompson AA, Struikland A Y and Bamble J. E (2005) “Crafting and executing Strategy Tata McGraw-
Hill company ltd. New Delhi;
4. David F. R (2009) Strategic Management, Concept and Cases, “PHI-learning, New Delhi.

Name of Course Instructor: Prof. A. M. Shah

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 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Entrepreneurship Development
Course Code: MBA-15211-GE Cont. Assessment: 10
MBA 2nd semester Term End Exam: 50
Credits: 2 Min. Pass Marks: 40 %

Course Objectives: - The objective of this course is to introduce student to entrepreneurship and its role in
economic development and enable to learn and start and manage small enterprises. The course aims to ensure
the students acquire basic understanding about the concept, its growth and its scope and help students to
understand the importance of entrepreneurship for the economy.

Unit-I
Entrepreneur – Concept-Functions ad clarifications of entrepreneurs – characteristics of entrepreneur –
Nature and importance of entrepreneur – Entrepreneur vs. professional manager – Women
entrepreneurs. Concept of Entrepreneurship – Entrepreneurship and environment – Policies governing
entrepreneurs, entrepreneurial development programmes – Institutions for – entrepreneurship
development, Entrepreneurship.

Unit-II
Institutions for entrepreneurial development – Role of constancy organizations – Role of financial
institutions – Bank finance to entrepreneurs Entrepreneurship development: Role of financial
institutions for the development of entrepreneurship.

Suggested Readings:-
1. Vasant Desai: Dynamics of entrepreneurial development and management;
2. Vasant Desai: Entrepreneurial development
3. Peter F Drucker: Innovation and development;
4. M. V Deshpande: Entrepreneurship of small scale industries;
5. Balakrishnan, G. Financing of small scale industries

Name of Course Instructor: Prof. Farooq Ahmad Khan

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 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Marketing of Services
Course Code: MBA-15212-GE Cont. Assessment: 10
MBA 2nd semester Term End Exam: 50
Credits: 2 Min. Pass Marks: 40 %

Unit-I

Services marketing- concepts - scope and dimensions- Classification of services-distinctive features of

services – four Is of services: intangibility, inconsistency, inseparability and inventory - factors
contributing to the growth of service marketing in the Indian context. Expanded marketing mix for
services –Service quality –Introduction to gaps model and SERVQUAL dimensions.

Unit-II
Positioning Dimensions: Importance of positioning in Services Marketing – Steps in developing a
positioning strategy – Positioning Maps – Relationship Marketing: Creating and maintaining valued
relationship with Customers; Service recovery –role of internal marketing in service delivery.

Suggested Readings:
1. Christian Gronroos, Service Management and Marketing, John Wiley & Sons Ltd, 2000.
2. Valarie A. Zeithaml, et al, Service Marketing, Tata McGraw-Hill, 2000.
3. Christopher Love Lock, Service Marketing, Pearson Education Asia, 2001.
4. Kruise, Service Marketing, John Wiley & Sons Ltd, 2000.
5. Tom Powers, Marketing Hospitality, John Wiley & Sons Inc.2000.
6. Philip Kotler, Marketing of non-profit organization, Prentice Hall, 2000.
7. Helen Woodruffe, Services Marketing, Macmillan, 2001

Name of Course Instructor: Dr. Mushtaq A. Siddiqi

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 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Managing Relationships

Course Code: MBA-15213-GE Cont. Assessment: 10

MBA 2nd semester Term End Exam: 50
Credits: 2 Min. Pass Marks: 40 %

Course Objective: To understand principles & psychological dynamics of human relationships and application
of the psychoanalytic explorations as they are applicable to social and professional life.

Unit-I
Psychoanalysis of Human Relationships: Basic Concepts, Psychoanalysis of relationships within the
Indian Context, Applications to the Organizational relationships: Oedipus in the Office, Leadership,
Subordinacy, Interpersonal conflicts.

Unit-II
Applications to Family Relations: Partnership, Parenting, Emotional Spillover, deviant Relations,
Psychoanalysis of Social Life in India, Role of women, psychoanalysis and Culture.

Name of Course Instructor: Ms. Sumaira

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 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Principles of Marketing & Sales

Course Code: MBA-15214-OE Cont. Assessment: 15
MBA 2nd Semester Term End Exam: 60
Credits: 3 Min. Pass Marks: 40 %

Course Objectives: - The purpose of this course is to develop understanding of the underlying concepts,
strategies and issues involved in the marketing of products and services.

Unit-I
Marketing –Nature, scope and tasks; Marketing concepts; Marketing Tasks; Customer Satisfaction and
value; Marketing plan and planning; Marketing Information System and Marketing Research,
Marketing Environment analysis; Marketing Mix. Building a company wide Marketing Orientation; An
overview of sales management and nature of selling.

Unit-II
Consumer Buying Behavior; Market segmentation, Targeting and Positioning; New Product planning
and development; Product life cycle; Pricing objectives, Factors affecting pricing Decisions, Pricing
Methods; Setting the Final price; Branding –concept and Decisions; Designing and managing
Marketing Channels; Overview of Sales Process, Prospecting for customers, Selling Theories.

Unit-III
Marketing Communication; Developing Effective Marketing Communications; Promotional Tools
Managing Advertising, Sales Promotions, Public Relations and Direct Marketing; Designing and
delivering of sales presentation; Modes of sales presentation, Recruitment & selection and Training of
Sales personnel

Suggested Readings:
1. Kotler, Phillip and Armstrong, G. Principles of Marketing , New Delhi, Prentice Hall of India.
2. Kotler, Phllip, Marketing Management; Prentice Hall of India.
3. Ramaswamy, V.S. and Namakumari , S. Marketing Management Planning , control .. New Delhi, Macmillan
4. Stanton, William, J. Fundamentals of Marketing New York, Mc Graw Hill.
5. Neelamegham, S. Marketing in India; Cases and Reading. New Delhi, Vikas.
6. Tanner, J; HoneycuttED; Erffmeyer Robert C.; Sales management: Pearson Education, 2009
7. Buskirk, R H and Stanton, W J. Management of Sales Force. Homewood Illonois, Richard D Irwin,
8. Dalrymple, D J. Sales Management: Concepts and cases. New York, John Wiley, 1989.
9. Still, R R. & Cundiff; Sales Management, Englewood C

Name of Course Instructor: Prof. Iqbal Ahmad Hakim

20
 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Service Science and Network Marketing

Course Code: MBA-15215-OE Cont. Assessment: 15
MBA 2nd Semester Term End Exam: 60
Credits: 3 Min. Pass Marks: 40 %
Course Objectives: - Global markets are increasingly service-based economies and therefore future employment
growth will be concentrated in the service sectors of the global economy. Innovations in Service design, development,
marketing and delivery are required to make service businesses more efficient and scalable. Service science is a new
emerging multidisciplinary research area and academic discipline, integrating aspects of information systems,
computer science, operations research, engineering, management sciences, business strategy, social and cognitive
sciences, and legal sciences. The course has been in addition designed to incorporate the following objectives
• Equip students with service science fundamentals
• Enable students to be proficient in the understanding, analysis, design and development of service innovation
solutions

Unit-I: Service-Dominant Logic and Service Economy

Emerging New Dominant Logic for Marketing. Schools of Thought and Their Influence on Marketing
Theory and Practice. Contrasting the goods and service -dominant logics. Operand and Operant
Resources. Fundamental premises of service dominant logic. Value co-creation and production. Co-
creation of value as distinguished from co-production. Role of networks and interaction in value
creation and exchange

Unit-II: Service Systems and Networks

Definition, nature and scope of service science .service science in the emerging service economy.
Emerging framework’s for understanding SSMED. Interdisciplinary and multidisciplinary
characteristics of service science.T-Shaped Professional human resource development. Role of
Technology as operant-resource. Nature scope and significance of emerging Service ecosystems.
Service (Eco) Systems Perspective on Value Creation. Social media marketing. Nature scope and
characteristics of networks. Marketing as Complex Networks: Many-to-Many Marketing. Customer
behavior in networked environment, service social network and models Organizational relationship,
alignment, and culture.

Unit-III: Service innovation and Service Leadership Development

Definition, nature and scope of service innovation. Market-creating Service Innovations. Drivers of
Successful Service Innovations. Govinrajan’s Strategic Innovation rules and application.
Service Oriented Technologies---Exploring the use and application of advanced analytic technologies
to address the information service and business intelligence challenges faced by enterprises.
Nature scope and relevance of service leadership. Service leadership pipeline. Service-profit Chain
relevance in network marketing.

Note: - Cases Studies and other assignments will be provided by the concerned faculty in the class.
Suggested Readings:-
1. LUSCH, R.F. & VARGO, S.L., eds.,The Service-Dominant Logic of Marketing Armonk, NY:M.E.Sharpe, 2006
2. Martin, R. (2009) The Design of Business: Why Design Thinking is the Next Competitive Advantage. Harvard
Business School Press, Boston, MA.
3. Martin, R., &Euchner, J. (2012). Design Thinking. Research Technology Management.
4.MelissaArchpru Akaka and Stephen L. Vargo (2013), “Technology as an Operant Resource in Service
(Eco)Systems,” Information Systems and e-Business Management,
Note: Further readings will be communicated by the course instructor at the time of classes

Name of Course Instructor: Dr. Majid Hussain Qadri

21
 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Introduction to Data Analysis for Research

Course Code: MBA-15216-OE Cont. Assessment: 10

MBA 2nd semester Term End Exam: 50
Credits: 2 Min. Pass Marks: 40 %

Unit-I
Over view of Business Analytics: Introduction and significance of analytics, sources of data,
Importance of data quality, Data Classification- nominal, ordinal, interval, ration, Concept and types of
variables, Measurement of variables, Dealing with missing or incomplete data, Descriptive and
Analytical statistics, Introduction to different analytical tools and softwares.

Unit-II
Introduction to business modeling, descriptive and predictive models; concepts and applications of
regression, model fit statistics, logistic regression, correlation, factor analysis, cluster analysis,
structural equation modeling; Related Softwares.

Suggested readings:
1. Research design and statistical analysis, Myers, J.L., & Well, A.D., & Lorch, R.F.,Jr. (3rd Edition)(2010).
Mahwah, NJ: Erlbaum.
2. Statistics in Plain English, Urdan, T. 3rd Edition (2010). New York: Routledge Psychology Press.
3. Statistics for Management, Gerald Keller, Cengage Learning
4. Statistics for Management, Richard I. Levin, David S. Rubin, Prentice Hall India

Name of Course Instructor: Dr. Ishtiaq Hussain Qureshi

22
The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Mba-Iii
semester

23
 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Understanding Global Consumer

Course Code: MBA-15327-GE Cont. Assessment: 15
MBA 3rd Semester Term End Exam: 60
Credits: 3 Min. Pass Marks: 40 %

Course Objective: - The basic objective of the course is to acquaint students with the dynamics of consumer
decision-making.

Unit– I: Nature and Scope

Consumer behavior: Scope, importance and interdisciplinary nature, Micro Economic ,Macro
Economic Howard-Sheth, Engell, Blackwell-Miniard and Nicosia models of consumer decision-
making, Relationship marketing.

Unit-II: Consumer Decision-Making

Consumer decision-making process: Routinised response, limited and extensive problem solving
behavior. Consumer search Behavior, Consumers Evaluation rules, consumer’s choice criteria,
Information Processing and Involvement.

Unit-III: Internal Behavioral Determinants

Consumer perception: Absolute and differential threshold, subliminal perception. Perceptual selection,
organization and interpretation. Memory, Consumer learning: Motivation, cues, response and
reinforcement. Behavioral learning and cognitive learning theories. Attitude formation and change:
attitude and its formation. Cognitive dissonance theory and attribution theory, Emotions and beliefs.
Personality and consumer behavior: Role of lifestyle in understanding consumer diversity. Self
Concept.

Note: Case studies and other assignment will be provided by the concerned faculty in the class.

Suggested Readings:
1. Leon G.Schiffman & Leslie Lazar Kannk, Consumer Behaviour, Prentice-Hall of India
2. Reynolds & Wells: Consumer Behaviour - McGraw Hill, International.
3. James F.Ingel Roger.D. & Blackwell - Consumer Behaviour - Dryden Press
4. S.C.Mehta - Indian Consumers - Tata McGraw Hill

Name of Course Instructor: Dr.Farzana

24
 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Green Marketing
Course Code: MBA-15328-GE Cont. Assessment: 15
MBA 3rd Semester Term End Exam: 60
Credits: 3 Min. Pass Marks: 40 %

Unit-I
Over view of Green Marketing: Nature, Significance and emergence of green marketing, green
marketing stakeholders, Ethics and Social responsibility for green marketing, Human influence on
climate, resources and biodiversity, consumption and environment, Green marketing adoption.

Unit-II
Green marketing value creation: Market Analysis-segmentation, targeting and positioning from green
perspective, consumer behavior, sustainable market development, Product and process innovation,
sustainable product lines, sustainable consumption, sustainable supply cycle, sustainable logistics, ISO
14000.

Unit-III
Strategic Green Marketing: Green Marketing Strategies, Integrating green perspectives with vision,
mission, objectives, strategy and tactics, green marketing strategy formulation, Product, price,
promotion and distribution strategies from green perspective, and implementation of green strategies,
performance measurement, feedback and control.

Suggested Readings:
1. Green to gold: How smart companies use environmental strategy to innovate, creates value, and build
competitive advantage. Esty, D. C., & Winston, A.S. New Haven: Yale University Press (2006). .
2. Green Marketing Manifesto. Gant, John: John Willy & Sons New Jersy (2007)
3. Sustainable marketing: Managerial-ecological issues. Fuller, D. A. Thousand Oaks, CA: Sage. (1999).
4. Green marketing: Opportunity for innovation, Ottman, J. A. 2ndedition, Booksurge(1998).

Name of Course Instructor: Dr. Ishtiyaq H. Qureshi

25
 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Crisis Management

Course Code: MBA-15329-GE Cont. Assessment: 15

MBA 3rd Semester Term End Exam: 60
Credits: 3 Min. Pass Marks: 40 %

Course Objective: To create and teach course in crisis and risk management to know different crisis situations,
to understand crisis impacts and assessing & improving the disaster, emergency, and crisis management plans,
actions and decisions of various stakeholders.

Unit-I
Introduction, Nature and Types of crisis, Stages of crisis-Pre crisis, acute crisis and post crisis stage,
Assessing and managing risk, Impact of a crisis, Crisis Leadership, impact of globalization on crisis
and mass disasters.

Unit-II
Models & theories associated with crisis management, crisis communication plan-policy and process,
role of crisis manager, crisis team command center, organizing media interfaces, action plan,
mechanism of passing information, crisis log, effect of crisis situations on humans-psychological
effects.

Unit-III
Crisis management strategy-Crisis audit, Crisis trigger point, developing crisis management
infrastructure, formation and role of crisis management team, exercising crisis management plan,
evaluation crisis management, managing the media and popular conscience, discuss selected case
studies to analyze the successful and unsuccessful crisis management strategies, lessons learned in
crisis management (psychology recovery).

Suggested readings:
Mutchopadhyaya, A.K., 2005, Crisis and disaster management turbulence and aftermath, New age International
Publications, New Delhi.

Name of Course Instructor: Ms. Sumaira

26
 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Strategic Leadership
Course Code: MBA-15330-GE Cont. Assessment: 10
MBA 3rd semester Term End Exam: 50
Credits: 2 Min. Pass Marks: 40 %

Unit-I: Management and leadership

Management and leadership; Strategic Intent; Leadership Challenges; Strategy and Leadership;
Strategic Planning; Strategic thinking; Strategic innovation; Change Management.

Unit-II: Strategic Leadership

Approaches to Leadership; Strategic Leadership; Embracing change; clarifying strategic intent;
Building an organization; Developing better competencies and capabilities; Shaping organizational
culture; Recruiting and deploying talented operational leadership; strategic control

Books Suggested:
1. Robinson S P and Coulter M (2005) “ Management, Prentic Hall of India, New Delhi;
2. Mike Freedman (2004), “The Art and Discipline of Stragegic Leadership”, Mc Graw Hill;
3. Bert Cannella, Sydney Fenkelstein and Donald C. Hambreela (2008), “ Strategic Leadership: Theory
and Research on Executives Top Management Teams and Boards; Oxford University Press;
4. Edward A Mettir (2008) “Strategic Leadership, Essential Concepts” Aventine Press;
5. John Adair (2010), “Strategic Leadership: How to think and plan strategically and provide direction”,
Kogan Page.

Name of Course Instructor: Prof. A. M. Shah

27
 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Manpower Development
Course Code: MBA-15331-GE Cont. Assessment: 10
MBA 3rd Semester Term End Exam: 50
Credits: 2 Min. Pass Marks: 40 %

Unit-I
Human Resource Development: – Concept, Goals and Challenges of HRD; Need for Personality
Development; Human Resource Development climate and elements of HRD climate; Contributing
factors of HRD climate practices in India; Measurement of HRD Climate; Human Resource
Development for line mangers-Concept; issues and Significance; the role of line managers in HRD;
Cases, exercises and feedback sessions.

Unit-II
Motivational aspects of HRD and role efficacy; Human Resource Development for workers-concept;
Issues and significance; rationale and objectives of HRD for workers; HRD mechanism for workers;
HRD mechanisms for managers; Performance Appraisal System Practices in organizations; Training
and Development Cases, exercises and feedback sessions.

Suggested Readings:
1. Rao,T.V. Reading in Human Resource Development, Oxford and IBH Publishing Company Pvt. Ltd.;
2. Singh, Rao, Nair. Selected Readings in HRD. Tata McGraw Hill Publishing Co.;
3. Srinivasan R. Kandula, “Strategic Human Resource Development” Prentice Hall India;

Name of Course Instructor: Prof. S. Mufeed Ahmad

28
 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Decision Accounting and Business Analysis

Course Code: MBA-15332-GE Cont. Assessment: 10
MBA 3rd semester Term End Exam: 50
Credits: 2 Min. Pass Marks: 40 %

Course Objective: This course is aimed at students who at some point in their careers expect to start business
and are interested to evaluate the prospects of new business ventures and value of any business concern using
financial analysis.

Unit-I
Business Analysis: Meaning, Framework and role of financial statements in financial analysis, analysis
of potential sources of competition, sources of competitive advantage, achieving and sustaining
competitive advantage, application of competitive advantage, strategy analysis; Decision Accounting
Analysis- Meaning , determination of marginal costs, profit determination under marginal costing, use
of marginal costing in profit target, level of activity, repair and renewal, sales mix and market
expansion analysis.

Unit-II
Accounting Analysis:-Meaning and Overview of accounting analysis, steps involved in accounting
analysis, analysis of accounting pitfalls; Variance Analysis- Features and meaning of standard costing,
analysis of cost and labour variances; Control and disposition of variances; Prospective Analysis-
computation and use of liquidity, profitability and solvency ratios for analyzing the prospects of any
business concern.

Note: - This paper shall have 60% numerical and 40% theoretical questions.

Suggested Readings:-
1. Colin, Drury, Management and Cost Accounting, Thomson, New Delhi.
2. Shashi K. Gupta and Sharma, R.K., Management Accounting, Kalyani Publishers, New Delhi.
3. Earl, K. Stice and James D. Stice, Financial Accounting: Reporting and Analysis, Thomson, New Delhi.
4. Sheridan, T., Jhon D. Martin and Anshuman, V.R., Valuation : Analysing Global Investment
Opportunities, Pearson Education, New Delhi;
5. Narang, K. L and Jain, S. P, Cost Accounting, Kaliyani Publishers, New Delhi

Name of Course Instructor: Dr. Bashir Ahmad Joo

29
 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Data Warehousing And Knowledge Discovery In Databases

Course Code: MBA-15333-GE Cont. Assessment: 10
MBA 3rd semester Term End Exam: 50
Credits: 2 Min. Pass Marks: 40 %

Course Objectives: -This course aims at making students conversant with the basic concepts of data warehouse,
its characteristics and architecture, concept of data mining, tools and techniques of data mining.

Unit-I
Data Warehouse Concepts: Definitions, Characteristics, Data Warehouse Architecture, Data pre-
processing: Data cleaning, Data integration and Transformation, Warehouse Schema Design and
Metadata, Future Trends.

Unit-II
OLAP Concepts: Definitions, characteristics and its types, OLAP applications in Business, Future
Trends. Knowledge Discovery In Databases (KDD)
Data Mining Concepts: Definitions, Process and Applications in business and future trends.
Difference between Data mining and OLAP

Note:- Cases Studies and other assignments will be provided by the concerned faculty in the class.

Suggested Readings:
1. S. Nagabhushana, Data Warehousing OLAP and Data Mining,New Age International Pvt Ltd Publishers,
India
2. Jiawei Han, MichelineKamber, Data Mining – Concepts and Techniques, Morgan Kaufmann Publishers,
First Edition, 2003. ISBN: 81-8147-049-4.
3. Michael J A Berry, Gordon S Linoff, Data Mining Techniques, Wiley Publishing inc, Second Edition, 2004.
ISBN: 81-265 -0517-6.
4. Alex Berson, Stephen J.Smith, Data warehousing , data mining & OLAP, Tata McGraw Hill
Publications,2004
5. W H Inmon, Building the data warehouse, Wiley Computer Publishing, Third edition, 2002. ISBN: 0-471-
08130-2.

Name of Course Instructor: Dr. Rafi A. Khan

30
 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Micro Economics
Course Code: MBA-15334-OE Cont. Assessment: 15
MBA 3rd Semester Term End Exam: 60
Credits: 3 Min. Pass Marks: 40 %

Unit-I
Nature and scope of economics, Microeconomics-Concepts; scarcity and choice; questions of what,
how and for whom to produce and how to distribute output; law of demand and supply; interaction of
demand and supply; Cardinal utility Assumptions and consumer's equilibrium; Ordinal utility-
Assumptions, Laws of utility.

Unit-II
Theory of Costs and Production Costs----concepts, Cost curves - short run and Long run, Relation
between Average, Marginal and Total Costs, Production function- Properties; Law of variable
proportions; Returns to Scale, Marginal rate of technical substitution, Iso-cost curves.

Unit-III
Inflation- Concept and types; Causes and consequences; Business cycle- Concept and phases, Ricardian
Theory of Rent, Modern theory of Wages, Classical and Keynesian Theories of interest, Innovation and
dynamic theories of Profit.

Suggested Readings:
1. A. Koutsoyiannis (2006), Modern Microeconomics, Macmillan Press Ltd, London.
2. D.N. Dwivedi (2007), Microeconomics, Tata McGraw Hill, New Delhi.
3. H.L.Ahuja (2007)ldvanced Economic Theory- Microeconomic Analysis, S. Chand & Company, New Delhi.
4. Edward Shapiro (2008), Macroeconomic Analysis, Galgotia Publications, New Delhi.
5. D.N. Dwivedi (2007), Macroeconomics- Theory and Policy, Tata McGraw Hill, New Delhi.
6. H.L. Ahuja (2006), Macroeconomics- Theory and Policy, S. Chand & Company, New Delhi. 7.
Dornbusch, Fisher, Macroeconomics, McGraw Hills.

Name of Course Instructor: Dr. Mushtaq A. Siddiqi

31
 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Conflict Management and Negotiation Skills

Course Code: MBA-15335-OE Cont. Assessment: 10
MBA 3rd semester Term End Exam: 50
Credits: 2 Min. Pass Marks: 40 %

Course objective: - The objective of this course is to familiarize the students with the basic concept of conflict
management and negotiation process.

Unit–I
Concept; Process of conflict; Conflict levels; Reactions to conflict; Management of conflict;
Resolution strategies; PRAM model; Pondey’s model of organizational conflict; Negotiation skills.
Contemporary cases/ Readings/ Exercises and Role Play.

Unit–II
Leadership and Negotiation; Leading Negotiation Process; leadership and Diversity; Leadership
skills; styles and theories of leadership; Trait theory; Situation theory; Path goal leadership;
Transactional and Transformational leadership; Contemporary cases/ Readings/ Exercises and Role
Play.

Note: Case studies and other assignments will be provided by the concerned faculty in the class.

Suggested Readings:
1. Organizational Behavior- By Fred Luthans; Irwin/ McGraw Hill
2. Fundamentals of organizational behavior- Griffin and Moorhead ; Houghton Mifflin Company,
Boston
3. Getting to YES Negotiation Agreement without Giving In-By Roger, Ury and Patton
4. Leadership-By Richard L.Daft,; Cengage Learning
5. Seven Hobbits of Highly Effective people-By Stephen R.Covey; Simon and Schuster New York

Name of Course Instructor: Prof. Shabir A. Bhat

32
 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Managerial Skill Development

Course Code: MBA-15336-OE Cont. Assessment: 10
MBA 3rd Semester Term End Exam: 50
Credits: 2 Min. Pass Marks: 40 %

Course Objective: - The objective of this paper is to equip the students with the managerial Skills to enable
them to effectively communicate and enhance their leadership and motivational powers.

Unit-I
Communication in Business, the process of communication, principles of communication, barriers of
communication, Strategies for overcoming Barriers. Essentials of non verbal communication, types:
kinesics, proxemics, paralanguage, time language, color.

Unit-II
Personality development and improving public interaction. Self confidence, how to develop self
confidence, good attitude, time management, stress management, delegation and persuasion.
Motivation, types: intrinsic and extrinsic motivation, Maslow’s need hierarchy, Herzberg’s theory, why
motivation, Negotiation, effective leadership. Perception and improving listening skills.

Note: Case studies and other assignment will be provided by the concerned faculty in the class.

Suggested Readings:
1. Lesikar, Petit & Lesikar’s, Basic Business, Tata McGraw
2. Poe & Fruchling, Basic Communication, AITBS
3. Diwan & Aggarwal Business Communication Excel
Baugh, Frayer & Thomas, How to write first class Business Correspondence, Viva Books

Name of Course Instructor: Dr.Farzana

33
The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Mba-iv
semester

34
 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Financial Appraisal of Projects

Course Code: MBA-15429-GE Cont. Assessment: 15
MBA 4th Semester Term End Exam: 60
Credits: 3 Min. Pass Marks: 40 %

Course Objectives: - The purpose of this course is to acquaint the students with the procedure and practice of
financial appraisal of projects.

Unit-I
Financial Appraisal – Concept. Estimation of project cost. Means of financing and capital
structure. Working capital requirements and its estimation. Financing of working capital.

Unit-II
Estimation of working results. Cost of Production and Profitability Estimates. Cash flow
Estimates. Projected Balance sheets. Term Loan Repayment Schedules. Analyzing Financial
Projections- Ratio Analysis, Break Even analysis.

Unit-III
Project Appraisal Techniques - Payback period, Average rate of return, Net present value and
Internal rate of return. Risk Analysis for Projects. Sensitivity analysis, Decision tree analysis.

Suggested Reading:-
1. Arnold G. “Corporate Finance”, Pearson Education, New Delhi.
2. Chandra Prasanna. Project; Planning, Analysis, Financing, Implementation and Control, New Delhi,
Tata McGraw Hill.
3. Chitale V P. Project Viability in Inflationary Conditions – A Study of Capital Cost and Project Viability,
New Delhi, Vikas Publishing House.
4. Pandey I.M., “Financial Management” New Delhi, Vikas Publishing House.
5. Patel B M. Project Management – Strategic Financial Planning, Evaluation and Control. New Delhi,
Vikas Publishing House.

Name of Course Instructor:- Prof. Mushtaq A Darzi

35
 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Organizational Psychology

Course Code: MBA-15430-GE Cont. Assessment: 15

MBA 4th Semester Term End Exam: 60
Credits: 3 Min. Pass Marks: 40 %

Unit-I
Introduction to organizational Psychology – Definitions & Scope. Major influences on industrial
Psychology- Scientific management and human relations schools Hawthorne Experiments

Unit-II
Individual in Workplace Motivation and Job satisfaction. Organizational culture, Leadership & group
dynamics.

Unit-III
Work Environment industrial accidents and safety measures. Performance Management: Training &
Development.

Suggested readings:

1. Miner J.B. (1992) Industrial/Organizational Psychology. N Y: McGraw Hill.

2. Blum & Naylor (1982) Industrial Psychology. Its Theoretical & Social Foundations CBS Publication.
3. Aamodt, M.G. (2007) Industrial/Organizational Psychology: An Applied Approach (5th edition)
Wadsworth/Thompson: Belmont, C.A.
4. Aswathappa K. (2008). Human Resource Management (fifth edition) New Delhi: Tata McGraw Hill.

Name of Course Instructor: Dr. Aijaz Akbar Mir

36
 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Marketing Finance

Course Code: MBA-15431-GE Cont. Assessment: 10

MBA 4th semester Term End Exam: 50
Credits: 2 Min. Pass Marks: 40 %

Course Objective: - The basic purpose of this course is to develop understanding of the conceptual framework of
financial analysis and it applications in marketing decision making.

Unit-I: Sales and Marketing Investment

Sales Revenue as an Integral Elements of Cost and revenue; Investment Framework by ROI;
Management of Sales Revenue Analysis, of Revenue by Products, Territories, Channel, Customers
Orders etc.; Analysis of Marketing Costs in terms of Engineered Costs, Capacity (fixed) Costs and
Managed Costs; Classification of Marketing Costs by Function; Marketing
Cost allocations and its limitations for Managerial Decisions.
Evaluating Return on Marketing Investment; Developing and Launching New Products and the Concept
of Investment in Life Cycle of Product; Application of DCF to Evaluations of Investment in Product
Development Marketing Product Mix and Linear Programming.

Unit-II: Policy Decisions and Marketing Finance

Pricing of New Products under ROI Concept; Bayesian Decision Theory and Pricing; The Concept of
Marketing Cost & Value-Measuring Marketing Value; Cost Analysis for Distribution alternatives
Financial Analysis for switching over form; Impact of marketing strategies on organization structure
design and consequent financial implications.
Target pricing; Pricing of Turn Key Project; Notional Pricing; Brand Valuation; Financial Aspects of
Brand Management; Impact of Transfer Pricing; Mechanism on Marketing Performance; Value Chain
Analysis & relevant decisions about Marketing Costs & Marketing Investments.

Books Suggested:
1. Ward, K., Marketing Finance, Rutledge
2. Wlater, D and Halliday, M., Marketing and Finance Management, Palgrave Macmillan
3. Sahaf, M.A., Management Accounting: Principles and Practice, Vikas Publishing House

Name of Course Instructor: Prof. M. A. Sahaf

37
 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Organizational Effectiveness and Change

Course Code: MBA-15432-GE Cont. Assessment: 10

MBA 4th semester Term End Exam: 50
Credits: 2 Min. Pass Marks: 40 %

Course objective: - The objective of this course is to familiarize the students with the basic organizational
processes to bring about organizational effectiveness and change.

Unit-I
Organizational Effectiveness; Critical issues of organizational effectiveness, Various approaches to
measuring effectiveness; Value creation process by organizations; Organizational change- Change
process; types and forms of organizational change; Contemporary cases/ Readings/ Exercises and Role
Play.

Unit-II
Lewin’s three step model of Change; Force’s field theory of change; Forces for change and Resistance
to change. Power and Politics-Concept; Bases of Power; Authority and Influence; Political implications
of power. . Contemporary Cases / Readings / Exercises and Role Play.

Note: Case studies and other assignments will be provided by the concerned faculty in the class.

Suggested Readings:
1. Organizational Change-By Barbara Senior and Jocelyne Fleming; Pearson Education
2. Theory of Organizational Development and Change- By Cummings and Worley;Cengage Learning
India Pvt ltd
3. Organizational Development- By French and Bell, Prentice Hall India ,New Delhi
4. Organization Theory, Change and Design-By Richard L.Daft, Cengage learning India Pvt Ltd.
5. Organizationl Behaviour- By Fred Luthans; Irwin/ McGraw Hill.

Name of Course Instructor: Prof. Shabir A. Bhat

38
 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Economic Environment of Business

Course Code: MBA-15433-GE Cont. Assessment: 10
MBA 4th semester Term End Exam: 50
Credits: 2 Min. Pass Marks: 40 %

Course Objective:- The objective of this course is to provide the students an understanding and scanning
business environment in order to analyze opportunities and take decisions under uncertainty.

Unit-I
Introduction to Economic Environment of Business. Growth, inflation, balance of payment-circular flow
of income-national income concepts – measurement of national income. Keynesian perspective
multiplier – accelerator – Business Cycle – the role of fiscal policy – Indian fiscal policy and
Experience.

Unit-II
Demand and supply of money – equilibrium of money market – the role of monetary policy – Indian
perspectives. Analysis of Inflation and unemployment – the role of economic policies – Indian
experience. International trade – trade multiplier – linkage model – the role of trade policy.

Suggested Readings:-
1. Sloman, John, Economics, Prentice –Hall of India Pvt. Ltd, New Delhi, 1998
2. Paul A. Samuelson & William D. Nordhans, Economics, Tata Mc Graw – Hill publishing Co. ltd, New
Delhi, 1998.
3. Dwivedi D N, Macroeconomics- Theory and Policy, Tata Mc Graw – Hill publishing Co. ltd, New Delhi,
2001.
4. Ruddar Dutt and KPM Sundaram, Indian Economy, S Chand and Co., ltd New Delhi, 2002
5. Irvin B. Tucker, Macroeconomics for Today, Thomson Learning, 2001.

Name of Course Instructor: Prof. Farooq Ahmad Khan

39
 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Global Brand Management

Course Code: MBA-15434-GE Cont. Assessment: 10

MBA 4th semester Term End Exam: 50
Credits: 2 Min. Pass Marks: 40 %

Unit-I
Branding: The Conceptual Framework: Introduction, Brand Types, Brand Management, Process Of
Brand-Led Marketing, What Can Be Branded, How To Brand, Elements Of Effective Branding.
Functions of A Brand, Challenges Of Building A Brand, Magic Of Four Wheels.

Unit-II
Branding Failures, Classification Of Brand Failures, Factors Of Brand Failures, Brand Failures In
Emerging Market, Myths About Brands, Branding Alternatives, Brand Line Extension Brand
Leveraging Brand Positioning Brand Rejuvenation And Re-Launch, Brand Life Cycle Brand Image
Building.

Note: Case studies and other assignment will be provided by the concerned faculty in the class.

Suggested Readings:
1. Aaker, D. (1991), Managing brand equity: Capitalizing on the value of a brand name. New York: The Free
Press.
2. Aaker, D. (1996), Building Strong Brands. New York: The Free Press.
3. Abrams, Bill. The Observational Research Handbook: Understanding How Consumers Live with Our
Product. New York: McGraw-Hill ( formerly NTC Business Books), 2000
4. Kevin Lane Keller (1998), Strategic Brand Management-"Building, Measuring and Managing Brand
Equity”. Prentice Hall.
5. Kotler, P. (1997), Marketing Management. Ninth Edition. Upper-Saddle River, NJ: Prentice-Hall.

Name of Course Instructor: Dr.Farzana

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 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Data Analysis Using Excel

Course Code: MBA-15435-GE Cont. Assessment: 10

MBA 4th semester Term End Exam: 50
Credits: 2 Min. Pass Marks: 40 %

Unit- I

 Basic Excel environment, workbook, worksheet, worksheet components and their functions,
Menus especially Formulas & Data menus
 Creating a worksheets, using basic formulas and formatting, using functions, inserting charts,
importing data, pivot tables and charts
 Printing in Excel

Unit- II

 Analysing data- preparing data for analysis

 Parametric tests: Linear Regression and Correlation, t-test, z-test, ANOVA
 Non-parametric tests: sign test, Wilcoxon and Mann-Whitney tests

Note: Lab will be based on Units I and II

Suggested Readings:
1. Gerald Keller, “Statistics for Management”, Cengage LearningPHI.
2. Gordon S.Linoff,”Data Analysis using SQL & Excel”, Wiley Publishing.
3. Albright, Winston & Zappe, “Decision Making using Excel”, Cengage LearningPHI.

Name of Course Instructor: Mr. Tariq Ahmad Lone

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 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Business Taxation Law and Practice

Course Code: MBA-15436-OE Cont. Assessment: 15

MBA 4th semester Term End Exam: 60
Credits: 3 Min. Pass Marks: 40 %

Course Objectives: -This course aims at making students conversant with the basic concepts of Income Tax Law
and Practice applicable to business concerns, so that same are later on used in direct tax planning.

Unit-I
Introduction: Introduction to Income Tax Law; Important concepts necessary for understanding the
frame work of the Income Tax Act,1961; Concept of Income; Exempted and partially exempted
incomes. Scope of Total Income and Residential Status: Concept of Total Income; Incidence of Tax;
Residential Status of an Individual, a Firm/Association of Persons and a Company; Deduction from
Gross Total Income.

Unit-II
Income under the Head Profits and Gains of Business and Profession: Chargeability; Treatment of
Business Incomes: Deduction and Allowances for Expenses, Expenditures and Losses; Provisions for
Depreciation on Assets; Computation of Taxable Business and Profession Income.Income from Capital
Gains: Chargeability; Meaning and Types of Capital Assets; Concept of Transfer of Capital Asset; Cost
of Acquisition; Computation of Capital Gain/Loss; Exemptions.

Unit-III
Income from other Sources: Chargeability; Meaning, Types and Taxability of Specific and General
Incomes; Computation of Income from Other Sources. Assessment of Partnership Firms and
companies: Computation of Total Income and Tax Liability of Firms and Companies. Provisions
regarding Set-off and Carry Forward of Losses used while making Assessment of Partnership Firms and
Companies.
Note:-
 Cases Studies and other assignments will be provided by the concerned faculty in the class.
 This paper shall have 60% numerical and 40% theoretical questions.

Suggested Readings:
1. Income Tax Act, BARE Act, Taxman Publications, New Delhi.
2. Singhania, V. K., “Direct Tax Law and Practice”, Taxman Publications, New Delhi.
3. Singhania V.K., “Students Guide to Income Tax”, Taxman Publications, New Delhi.
4. Gaur,V.P. et.al., “Income Tax Law and Practice” Kalyani Publishers, New Delhi
5. ArvindTuli and NeeruChadha, “Income Tax and Wealth Tax” Kalyani Publishers, New Delhi

Name of Course Instructor: Dr. Bashir Ahmad Joo

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 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Managing Across Cultures

Course Code: MBA-15437-OE Cont. Assessment: 15
MBA 4th semester Term End Exam: 60
Credits: 3 Min. Pass Marks: 40 %

Unit-I
Managing Across Cultures-concept and managerial implications. Types of cultures .Creating and
maintaining organizational culture, Hofested’s cultural dimensions, The GLOBE project and its major
findings; Communicating across cultures: Barriers to effective communication in global organizations.

Unit-II
Cross culture negotiation and decision making: Stages in negotiation in global organizations; cultural,
national and organizational influences on the process of negotiation; Effective strategies for international
negotiations: Steps in decision making process and impact of culture on decision making in global
organizations.

Unit-III
HRM in global organizations: Staffing policies- the ethnocentric, polycentric, geocentric and region-centric
approaches; selection criteria used by MNC’s to select expatriates for international assignments; Sources of
staffing (PCNs, TCNs, and HCNs.); Factors influencing performance of TCNs and PCNs, appraisal of
HCNs; Cultural adjustment-phases during expatriation, cultural shock.

Suggested Readings:-
1. International Management: Cross-Cultural Dimensions, Author: Richard Mead; Publisher: Wiley
2. Blackwell
3. Essentials of International Management: A Cross-Cultural Perspective Author: David C Thomas;
Publisher: Sage Publications, Inc
4. International management: Managing in a diverse & dynamic global environment, Autors :Arvind V Phatak
Rabi S Bhagat/Roger J.Kashlak. Mc Graw Hill, special Indian edition.
5. International Management, Author – Helen Deresky, Imprint -Pearson Education
6. The Cultural Dimensions of International Business, Author-Gary Ferraro , Imprint- Pearson Education
7. International Human Resource Management, Author- Sengupta Nilanjan, Bhattacharya Mousumi S
Publisher – Excel Books.

Name of Course Instructor: Dr. Mushtaq A. Siddiqi

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 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Strategic Management and Innovations

Course Code: MBA-15438-OE Cont. Assessment: 15
MBA 4th semester Term End Exam: 60
Credits: 3 Min. Pass Marks: 40 %
Course Objectives:-
 Developing and reinforcing a general management perspective
 Understand the nature of strategic competitiveness and develop the ability to analyze the
competitive environment facing a firm, assess the attractiveness of the industry and isolate
potential sources of competitive advantage and disadvantage.
 Develop business level strategies by defining the type of advantage sought, scope of operations
and activities required to deliver the chosen strategy. Assess the likely sustainability of firm
strategies and competitive positions.
 Assess differing styles of management and leadership and consider the essential role of personal
values in leading an organization.
Unit- I: CORE CONCEPTS
Definition, nature, scope, and relevance of strategic management; Strategic decision-making. Historical
perspective of Strategy. Process of strategic management and levels at which strategy operates. Role of
strategists, Building Company’s vision, core purpose and core vale of an organization, Porras’s BHAG
framework, Pralad’s concept of Strategic intent. Hamel’s framework of Core-competence.
Unit-II: ENVIRONMENTAL ANALYSIS
Environmental Appraisal—Concept of environment, components of environment (Economic, legal, social,
political and technological). Environmental scanning techniques SWOT. Industry level analysis: Porter’s
five forces model. Methods and techniques used for organizational appraisal: Porter’s Value chain analysis.
Blue ocean strategy concepts and application.
Unit-III: STRATEGY FORMULATION AND INNOVATION
Identification, of resources and capabilities in strategy formulation. Role of resources and capabilities in
strategy formulation. Appraising resources and capabilities in strategy formulation. Corporate level
strategies-- Stability, Expansion, Retrenchment and Combination strategies. Corporate. Corporate level
analysis (BCG, GE Nine-cell). Business level strategies—Porter’s framework of competitive strategies;
Conditions, risks and benefits of Cost leadership, Differentiation and Focus strategies. Strategic innovation
concepts and application. Clayton’s framework of disruptive innovations. Game theory application in
Strategy formulation and analysis. Current Trends in Strategic Management (strategy in networks).
Note:- Cases Studies and other assignments will be provided by the concerned faculty in the class.
Suggested Readings:
1. Besanko, Dranove, Shanley, and Schaefer, Economics of Strategy, 4th Edition, Wiley,
2. Strategy and the Business Landscape, by PankajGhemawat, 3rd Edition, Prentice Hall.
3. R. M. Grant. Contemporary Strategy Analysis, 8th edition, Oxford.
4. Porter, Michael: Competitive Strategy, The Free Press, 1980.
5. Porter, Michael: Competitive Advantage, The Free Press, 1985.
6. Govindarajan: Ten Rules for Strategic Innovators: From Idea to Execution Hardcover –Harvard
Business Review Press,2005
7. GovindarajanThe Other Side of Innovation Harvard Business Review Press ,2010
8. Effrey Dyer, Hal Gregersen, and Clayton Christensen, The Innovator's DNA, Harvard Business Review
Press, 2011

Name of Course Instructor: Dr. Majid Hussain Qadri

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 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Research Design and Methodology

Course Code: MBA-15439-OE Cont. Assessment: 10
MBA 4th semester Term End Exam: 50
Credits: 2 Min. Pass Marks: 40 %

Course Objectives: The objective of this course are to acquire students with the basic concept and techniques
research design and methodology for social sciences and to enable them to apply this knowledge in the business
decisions and other research pursuits.

Unit-I
Nature and scope of research, types and methods of research, Problem(s) Selection and formulation,
statement of research questions and research objectives; Hypothesis – Concept , types and source;
Methods of Data collection: Primary and Secondary sources; Data gathering instruments-observation,
interviewing and other techniques, Survey Instrument:- Questionnaire Design Process; Census and
sampling methods, theoretical basis of sampling, techniques-Probability and Non probability sampling;

Unit-II
Sample Design and choice of sampling techniques,-Precision and confidence in determining sample
size; Measurement of variables: Primary scales of measurement, Comparative and Non-Comparative
Scales of measurement of variables; Statistical Analysis of Data:- Correlation and Regression Analysis
(Basic Concepts), Testing of Hypothesis-Chi Square and testing; Data interpretation: Application of
SPSS (statistical package) for analysis and interpretation of data.

Suggested Readings:
1. Donald R. Cooper and Ramela S. Schindler, “” Business Research Methods” Tata McGraw Hills Publishing
Company Ltd. New Delhi 2000.
2. Uma Sekaran, “ Research Methods for Business John Wiley and Sons, New York 2000
3. Richard Levin & S. Rubin, “ Statistics for Management” PHI
4. Naresh Malohtra, “Marketing Research”, Tata McGraw Hill Publishing Company Ltd. New Delhi

Name of Course Instructor: Prof. Iqbal Ahmad Hakim

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 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Knowledge Management
Course Code: MBA-15440-OE Cont. Assessment: 10
MBA 4th semester Term End Exam: 50
Credits: 2 Min. Pass Marks: 40 %

Course Objectives: -This course aims at making students conversant with the basic concepts of KM, its
characteristics and architecture, tools and techniques of KM.

Unit-I
Concepts of Data, Information, Knowledge, Experience, Commonsense and Intelligence. KM Myths –
KM Life Cycle – Types of Knowledge – ExpertKnowledge – Human Thinking and Learning.
Challenges in Building KM Systems – Conventional Vs KM System Life Cycle (KMSLS)

Unit-II
Knowledge Creation and Knowledge Architecture – Nonaka’s Model of Knowledge Creation and
Transformation, Knowledge Architecture Knowledge Capture- Tools and techniques of capture of Tacit
Knowledge, Delphi Method, Balack boarding, Repository Grid

Note:- Cases Studies and other assignments will be provided by the concerned faculty in the class.

Suggested Readings:
1. Elias.M. Award & Hassan M. Ghaziri – “Knowledge Management” Pearson Education
2. Guus Schreiber, Hans Akkermans, AnjoAnjewierden, Robert de Hoog, NigelShadbolt, Walter Van de
Velde and Bob Wielinga, “Knowledge Engineering andManagement”, Universities Press, 2001.
3. C.W. Holsapple, “Handbooks on Knowledge Management”, International Handbooks on Information
Systems, Vol 1 and 2, 2003

Name of Course Instructor: Dr. Rafi A. Khan

46
 The Business School, University of Kashmir MBA Choice Based Credit System Syllabus Effective from July, 2015

Stress Management
Course Code: MBA-15441-OE Cont. Assessment: 10
MBA 4th semester Term End Exam: 50
Credits: 2 Min. Pass Marks: 40 %

Unit-I
Work stress, Concept, Nature and Dimensions of Stress, Sources of stress, symptoms, and
Consequences of stress, types of Stress.

Unit-II
Stress Effects, Causes and Ways of Coping. Stress and individual performance. Stress and conflict,
Managing stress at workplaces.

Suggested readings:
1. Robbins S.R; Judge.T.A; Sanghi.S., “Organizational Behaviour”, 13th Edition , Pearson Education ,2009.
2. Luthans F. “Organizational Behaviour”. 7th Edition. New York McGraw Hill – 1995.
3. Stress Management by Dr Satish Pai, & Dr S Ravishankar, Publisher: Himalaya

Name of Course Instructor: Dr. Aijaz Akbar Mir

47