MBA(Retail Management) SYLLABUS I to IV SEMESTER … · 2020. 11. 16. · Nature Area Semester Core MBA Retail Management I Course Code: MBARM103 Course Name: BUSINESS ECONOMICS Credit

JSS Science and Technology University MBARM 2020-2022

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MBA(Retail Management) SYLLABUS I to IV SEMESTER

ADMISSION BATCH 2020 -2022

JSS MAHAVIDYAPEETHA

JSS Science and Technology University Sri Jayachamarajendra College of Engineering,

JSS Centre for Management Studies, JSS Technical Institutions Campus, Mysore – 570 006


1

COURSE STRUCTURE SEMESTER - I

Sl. No Course Code Course Name L P T Total

1 MBARM101 Principles of Management and Organizational Behavior

4 0 0 4

2 MBARM102 Accounting for Managers 3 0 0 3

3 MBARM103 Business Economics 3 0 0 3

4 MBARM104 Quantitative Techniques I 3 0 0 3

5 MBARM105 Marketing Management 3 0 0 3

6 MBARM106 Retail Business Environment 3 0 0 3

7 MBARM107 Business Communication 3 0 0 3

Laboratory - 1

MBARM1LB1 Excel lab for Business 0 2 0 2

Total Semester Credit 22 2 0 24


2

II Semester


1 MBARM201 Financial Management 4 0 0 3

2 MBARM202 Retail Concepts Management 3 0 0 3

3 MBARM203 Human Resource Management 3 0 0 3

4 MBARM204 Quantitative Techniques II 3 0 0 3

5 MBARM205 Consumer Behavior 3 0 0 3

6 MBARM206 Operations Management 3 0 0 3

7 MBARM207 Retail Product and Brand Management 3 0 0 3

Workshop - 1 MBARM2WS

1 Business Research Methods

0 2 0 2

Laboratory - 1

MBARM2LB1 SPSS / Software Lab 0 2 0 2



3

III Semester


1 MBARM301 Retail Promotion Management 3 0 0 3

2 MBARM302 Supply Chain Management 3 0 0 3

3 MBARM303 Retail Store Management 3 0 0 3

4 MBARM304 Customer Handling with CRM 3 0 0 3

5 MBARM305 E – Commerce and E -Retailing 3 0 0 3

6 MBARM306 Services Management 3 0 0 3


1 Sensory Marketing

0 2 0 2


2 Retail Entrepreneurship Development

0 2 0 2

MBARM3PW

1 Internship

0 3 0 3

Training - 1 MBARM3PT1 Placement Training 0 1 0 1



4

IV Semester


1 MBARM401 Category Management and Private Label 3 0 0 3

2 MBARM402 Retail Analytics 3 0 0 3

3 MBARM403 International Retailing 3 0 0 3

4 MBARM404 Rural Retailing 3 0 0 3

5 MBARM405 Retail Strategy and Franchising Management 3 0 0 3

6 MBARM406 Buying and Merchandising Management 3 0 0 3

Workshop - 1 MBARM4WS1 Visual Merchandising 0 2 0 2

MBARM4PW1 Project Work 0 3 0 3

Training - 1 MBARM4PT1 Placement Training 0 1 0 1



5

I SEMESTER


6

Module 1: Management theory and practice 4 Hrs

Nature, purpose and functions; evolution of management thoughts; Mintzberg’s interpersonal,

informational and decisional roles; Management theories-scientific management and work of

F.W Taylor, administrative management and Fayol; Max Weber’s ideal bureaucracy; the

Hawthorne studies; McGregor’s Theory X and Y; and Systems approach, Contributions to

Management thought-Peter F Ducker; Levels of management; current trends in management.

Module 2: Planning and Organising 6 Hrs

Nature; Types; Steps; Process; Objectives; MBO; Strategies; Policies; Planning premises; Decision

making under-certainty, uncertainty, risk ; Techniques that enhance quality in decision making;

Search for alternatives-Evaluation of alternatives- Selection of an alternative; Programmed and

non-programmed decisions. Nature of organizing and entrepreneuring - formal and informal

organizations- Structure and departmentation - line, line and staff, functional, divisional and

matrix; span of control-decentralization-delegation of authority - the art of delegation-Power and

responsibility

Module 3: Staffing 6 Hrs

Overview of all staffing functions; systems approach to human resource management

Module 4: Leading and Controlling 6 Hrs

Leader centered Approaches; Trait, Behavior ,Power focus; Follower centered approaches –self

–leadership, Leadership substitutes focus ; Interactive approaches- situational, empowerment,

and transformational leadership. Process of control for diverse organizations; Setting standard

for performance ; Measuring actual performance; Responding to deviations.

Nature Area Semester

Core MBA Retail Management I

Course Code:

MBARM101

Course Name:

PRINCIPLES OF MANAGEMENT AND ORGANIZATIONAL BEHAVIOR

Credit Distribution

L-4 T-0 P-0

CIE 50

SEE 50


7

Module 5: Introduction to Organizational Behavior& Foundations of individual behavior 10 Hrs

Understanding Organizational Behavior (OB), Features of OB, Disciplines that contribute to the

field of OB, Challenges and opportunities for OB, Developing an OB model: An overview, the

dependable variables, independent variables, contingency OB model, learning about

organizational behavior. The importance of interpersonal skills, Complementing Intuition with

Systematic Study.Ability: Intellectual ability, Physical ability, Biographical Characteristics: Age,

gender, race, other characteristics: tenure, and gender identity, learning: theories, Shaping: A

Managerial Tool, Behavioral Modification.

Module 6: Attitudes and Job Satisfaction 8 Hrs

Attitudes: The ABC Model, Attitude formation, Major Job attitudes, Job satisfaction: measuring

job satisfaction, causes of job satisfaction, the impact of satisfied and dissatisfied employees on

the workplace,Cognitive dissonance theory

Module 7: Personality and Values 6 Hrs

Personality: Factors that shape personality, The Myers – Briggs Type Indicator, The Big Five

Personality Model, and other personality traits relevant to OB, Application of personality theory

in organizations; Values: Importance of values, terminal versus instrumental values, generational

values, Linking an individual’s personality and values to the workplace: Person – job fit, Person _

organization fit Global implications.

Module 8: Perception and Individual decision making 8 Hrs

Perception: factors influencing perception; Perceptual Process, Person Perception: attribution

theory, frequently used shortcuts in judging others, specific application of shortcuts in

organization, The link between perception and individual decision making: Decision making in

organizations; Influences on decision making and organizational constraints; ethics in decision

making.

Module 9: Motivation 10 Hrs

Early theories of motivation: Hierarchy of Needs Theory, Theory X and Theory Y, Two factors

Theory, McClelland’s Theory of Needs, Contemporary theories of Motivation: Cognitive

evaluation theory, Goal Setting Theory, Self-Efficacy Theory, Reinforcement Theory, Equity

Theory, Expectancy Theory, from concepts to Application, Motivating by Job design: The Job

Characteristics Model; Employee Involvement; using rewards to motivate employees.


8

Recommended Books:

Management –Challenges for tomorrow’s leaders-Pamela S. Lewis ; Stephen H.Good ; Patricia

M.Fanc, 4th edition

Management- Stoner ,Freeman , Gilbert

Management Principles and guidelines –Duening ;Ivancevich

Jon L.Pierce& Donald G. Gardner with Dunham.2006 Management & Organizational Behavior

–An Integrated Perspective.

Heinz Weihrich& Harold Koontz 2006 11Th edition Management – A Global Perspective

Stephen P Robbins & Timothy A Judge; Organizational Behavior; Prentice- Hall Inc, Upper

Saddle River, New Jersey; 13th Edition.

Organizational Behavior, Human Behavior at Work – John W. Newstrom, Keith Davis, TATA

Mc GRAW-HILL, 11th Edition.

Behavior in Organizations – Jerald Greenberg, Robert A. Baron – 8th Edition

Michael Butler and Edward Rose – Introduction to Organizational Behavior – Jaico Publications


9

Module 1: Basics of Accounting 4 Hrs

Accounting Conventions and Concepts, Accounting Principles, and Accounting disclosures, GAAP

and Users of Accounting. Introduction to IFRS.

Module 2: Basics accounting mechanics 10 Hrs

Capital vs. Revenue Expenditure, Journal – Ledgers – Cash books -- Trial Balance – Income

statement – Balance Sheet- (Students are required to understand the flow in recording

transactions. Case studies should be adopted as teaching methodology), Accounting Equation.

Module 3 6Hrs

Revenue recognition and measurement (As per Accounting Standard 9): Introduction-

Recognition of revenue in the course of ordinary activities of an enterprise; Inventory valuation

(As per Accounting Standard 2) Historic cost and market price valuation concepts (LIFO, FIFO and

Weighted averages) - Implications of changes in method of valuation of Inventory; Depreciation

Accounting (As per Accounting Standard 6): Accounting for depreciation and depreciation

methods- straight line and WDV method. Disposal of depreciable assets Implications of changes

in method of depreciation.

Module 4: Exposure to reading income statements of companies and firms 6Hrs

Profit and loss related concepts – reporting methods (vertical and horizontal), Measuring Income,

Adjustment process, various heads in income statements, evaluating incomes and expenses to

measure performances (Cost effectiveness – various cost component as a percent of sales).

Module 5: Preparation and Presentation of Balance sheet of companies 6Hrs

Balance sheet related concepts – Reporting of Assets of liabilities under Companies Act –

Auditors’ Report. Common-size Financial Statement – Concept of Window dressing.



Course Code:

MBARM102

Course Name:

ACCOUNTING FOR MANAGERS

Credit Distribution

L-3 T-0 P-0

CIE 50

SEE 50


10

Module 6 : Analytical review of Financial Statements 6 Hrs

Profitability Statements - COGS, EBDIT, EBIT, Operating profit/loss, PBT, PAT; Ratio Analysis- An

Introduction- Measurement of Overall Performance of a Firm/companies – Profitability Ratios-

GP, Ratio, NP Ratio, P/E ratio, ROCE, RONW, EPS, DPS; Liquidity Ratios- Current ratio, Acid Test

Ratio, Quick Ratio; Turnover Ratio- Debtors Turnover, Creditors Turnover, Stock Turnover;

Solvency, Ratios- Debt Equity Ratio, Debt Service Coverage Ratio, Fixed Assets to Net worth; Uses

of Ratios for Internal Management; An Introduction to Financial Gearing-Effect of Financial

Leverage and Spread;

Module 7: Fund Flow and Cash Flow Statements 6Hrs

Fund flow statement - Determining the sources and uses of working capital. Preparation of Cash

Flow Statement (as per AS-3); ¨ Presentation of Cash Flow Statement; Operating, Activities;

Investing Activities; Financing Activities; Foreign Currency Cash Flows; and Analysis-¨; Accounting

Standard on Cash Flow Statement. Difference between Fund Flow and Cash Flow Statements.

Module 8: 4 Hrs

Accounts of Non trading organizations- receipts and payments account, Income and expenditure

account, balance sheet

Recommended Books

R. Narayanaswamy; Financial accounting a managerial perspective; PHI; 3rd Edition

S.K. Bhattacharyya and John Dearden; Accounting for Management text and cases; Vikas

publishing house

N. Ramachandran and Ram Kumar Kakani - Financial Accounting for Management-TMH

Publications


11

Module-1 Introduction to Economics: 6 Hrs Micro economic analysis – Scarcity and choice – Trade Offs – Prices and Markets – Theories and Models – Managerial Applications of Micro Economic Theory – Managerial Decision Making –Theory of the Firm - Goals of Microeconomic policy: Efficiency and Equity – Managerial Economics and Economic Theory – Maximizing the value of firm Marginal Analysis for Optimal Decisions - Objective Function –Constrained and unconstrained optimization – Optimal level of activity – Marginal Benefit and Marginal Cost Module-2 8 Hrs Market Equilibrium/Basics of Demand and supply Demand analysis: Concept of demand, different demand concepts -Determinants of demand change in quantity demanded and change in demand-elasticity of demand and, measurement –Demand forecasting. Supply Analysis: Concept of supply -Determinants of supply -Change in quantity supplied and change in supply-elasticity of supply-market equilibrium and government intervention. Short run Vs Long run Elasticity – Demand and Supply The seller’s view: Total Revenues , Average Revenues, Marginal Revenues – Relationship between Elasticity of demand, Price (AR), TR and MR Applications of the elasticity concepts Module-3: Theory of Production 6 Hrs Production Decision of a Firm – Technology of Production - Production function-laws of production relating to short-run and long run- Production with a single variable input: TP,AP, MP – Profit maximization and input choice – Two variable inputs: Production Isoquants - Marginal Rate of Substitution and Elasticity of substitution – Expansion path and returns to scale



Course Code:

MBARM103

Course Name:

BUSINESS ECONOMICS

Credit Distribution

L-3 T-0 P-0

CIE 50

SEE 50


12

Production with two outputs – Economies of scope - Production Transformation Curves – Economies and diseconomies of scope – the degree of economies of scope Module-4: Cost of Production analysis 6 Hrs Measuring Cost – Economic Vs Accounting costs-opportunity cost – sunk cost – Fixed cost Vs variable cost - Fixed cost Vs sunk cost – Marginal and Variable Cost – Four important decision pit falls Cost in the Short Run – Determinants of short-run cost – shapes of the cost curves - Cost in the Long Run – user cost of capital – cost-minimizing input choice – Isocost Line – choosing inputs – cost minimization with varying output levels – Expansion path and Long run costs Long Run Vs Short Run Cost curves – inflexibility of short run production – Long Run and Short Run average cost curves – Long Run and Short Run Marginal cost curves – Returns to scale ,Economies and Diseconomies of scale – relationship between Long Run and Short Run Cost Dynamic changes in costs – Learning Curve - Graphing the learning curves – learning Curve Vs economies of scale Module-5: Market structure and Managerial Decisions 8 Hrs Managerial Decisions in Competitive Markets - Characteristics of Perfect Competition – Demand curve facing the firm – Profit maximization in the short run – shut down price - Profit maximization in the Long run Managerial Decisions with market power - Monopoly – characteristics – Determinants of market power – Profit maximization under Monopoly; output and pricing decisions – short run profit maximization and loss minimization under monopoly- Long run profit maximization under monopoly – Price Discrimination- Social costs and benefits of monopoly – monopoly regulation Managerial Decisions under Monopolistic Competition - characteristics – short run equilibrium – Long run equilibrium – Excess capacity under monopolistic competition - Monopolistic competition and Advertisement Managerial Decisions under Oligopoly – Oligopoly –Features – Kinked Demand Curve - Price Leadership – Cartels - Game Theory– Concepts ;Prisoner’s Dilemma, Nash Equilibrium – First Mover Advantage Vs Second Mover Advantage – Pricing practices facilitating cooperation - Strategic Decision Making in Oligopoly Markets Module-6 Pricing Practices 6 Hrs Pricing Rules –of thumb – Mark up pricing and Profit maximization –MR, MC, and Profit maximization -Two part Pricing – Multiple Product Pricing – Transfer Pricing - Managerial Implications Module-7 Long Term Investment Decisions 6 Hrs Concepts of Risk and Uncertainty – Demand for Risky Assets – Assets – Risky and Riskless Assets – Asset Returns – Tradeoffs between risk and return - Measuring risks with Probability


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Distributions – Dispersion of Probability Distributions - variance – standard deviation – co-efficient of variation – Manager’s utility function for profit – risk averse – risk loving – risk neutral - Managerial implications Model -8 Decision under Uncertainty 4 Hrs Maximization of Expected utility – Different preferences towards risk - Reducing Risk – Diversification – Probability Matrix - Maximax Criterion - Maximin Criterion – Maximax Regret Criterion – Equal Probability criterion

Reference Books

1. Thomas ,Christopher R and S Maurice ,Charles ;Managerial Economics – Concepts and Applications

2. New Delhi: Tata McGraw-Hill Irwin, 2008. 3. Hershey, Mark; Managerial Economics- An Integrative Approach Cengage Learning India

Pvt. Ltd., Publications 2009 4. Maddala ,G S and Miller, Ellen; Micro Economics – Theory and Applications, Tata McGraw

Hill Publications 5. Dominick Salvatore; Managerial Economics, Oxford University Press 6. Mankiw, Gregory; Principles of Economics, Thomson South-Western 7. Pindyck andRubinfeld ; Microeconomics, Pearson 5th edition 8. G. S. Gupta, Managerial Economics, Tata Mc Graw Hill Latest Edition 9. Dwivedi , Managerial Economics, Vikas Pub., House Pvt., Ltd., 2002 10. Das, Satya P, Micro Economics for Business, Sage Publishers, 2007 11. Mulhearn, Chris , Howard R Vane , Economics for business, James Eden , New York,

Palgrave ,2011 12. W Bruce Allen, Managerial economics theory application and cases, Viva Books, New

Delhi,2010


14

Module 1: Introduction 6 Hrs

Definition of Statistics – Importance and Scope of Statistics – Functions of Statistics - Statistical

Investigation - Limitations of Statistics. Distrust of Statistics. Descriptive Statists – Tabular and

graphical presentation–Statistical Data: Primary and Secondary data – Sources of Data – Types of

Classification of data - Frequency Distribution: Discrete or Ungrouped Frequency Distribution,

Grouped Frequency Distribution, Continuous Frequency Distribution. – Diagrammatic and

Graphic Representation; Frequency Polygon, Cumulative Frequency Curves or Ogives –

Advantages and Limitations of Diagrams and Graphs. Tabulation: - Types of Tables- Construction

of one way and two way tables.

Module 2: Descriptive Statistics 6 Hrs

Numerical Measure: Measures of Location- the Weighted and working with Grouped Data-

Measures of Variability - Measures of Distribution shape- Relative Location and detecting outliers

-Exploratory Data Analysis

Module 3: Introduction to Probability 8 Hrs

Basic definition Events, Sample space and probabilities, Basic rules of probability, Conditional

probability, independence of Events, Combinatorial concepts, laws of total probability-Bay’s

theory, Joint probability table. Expectancy theory and problems.

Module 4: Discrete Probability distribution 6 Hrs

Random Variable -Discrete Probability Distributions -Expected Value and Variance -Binomial

Probability Distribution-Poisson Probability Distribution-. Continuous Probability Distribution

Uniform Probability Distribution - Normal Probability Distribution - Normal Approximation of

Binomial Probabilities - Exponential Probability Distribution.



Course Code:

MBARM104

Course Name:

QUANTITATIVE TECHNIQUES - 1

Credit Distribution

L-3 T-0 P-0

CIE 50

SEE 50


15

Module 5: Correlation and Simple Linear Regression 6 Hrs

Correlation – concept, types, measures of correlations – Karl Pearson and Spearman’s correlation

coefficient- Simple Linear Regression Model-Least Squares Method-Coefficient of Determination-

Model Assumptions.

Module 6: Samples and Sampling 6 Hrs

The Associates of Sampling, Problem-Simple Random Sampling -Points Estimation-Introduction to Sampling Distributions-Sampling Distribution of mean - Sampling Distribution of Proposition-Properties of point estimators-Other Sampling Methods.

Module 7: Population and Sample Mean 4 Hrs

Known-Population mean: Unknown-Determining the sample size-Population Proportion.

Module 8: Hypothesis Testing 6 Hrs

Developing Null and Alternative Hypotheses -Type 1 and Type II Errors-Population Mean: Known

standard deviations, population mean: Unknown standard deviations - Population proportion -

Hypothesis Testing and Decision Making - Calculating the Probability OF Type II errors-

Determining the Sample Size for Hypothesis Test about a population mean.

Recommended Reading:

1. J.K.Sharma, Business Statistics, Pearson Education, Third, 2010. 2. Statistics for Management, Levin and Rubin 3. Fundamentals of Statistics, S. C. Gupta, Himalaya Publishing House, 7/e, 4. Aczel and Sounderpandian Complete Business Statistics 6/e, , Tata-McGraw Hill, 2006 5. Anderson, Sweeney, William, Statistics for Business and Economics”, Thomson Publishing,

9/e, 2007


16

Module 1: Defining Marketing and Value creation process 5hrs

Introduction to Marketing, offerings and marketing environment, to understand marketing as a process of creating value, value delivery process,

Module 2: Market Demand 5hrs

Concept of Market Potential and Market Demand, Understand information goods in context of digital market place, Introduction to Social Media Marketing and constituents.

Module 3: Understanding market place and Designing Customer Driven Marketing Process 7hrs

Consumer Markets and consumer buying behavior, choosing your customers through segmentation and targeting, Bases for market segmentation. Targeting customers and positioning the products/services, creating Value Proposition.

Module 4: Product and Services 5hrs

Product/Services, New-Product/Service Development and strategies, Product Mix strategies, Product Life Cycle, Product diffusion curve, Characteristics of Service and Service marketing.

Module 5: Pricing and Distribution Channel 8hrs

Pricing Considerations, approaches and pricing strategies, Pricing to Capture Value, identifying true economic value a key role in pricing strategy and tactics. Retailing and wholesaling, distribution decisions, channel alternatives, channel choice, channel design and channel management decisions, channel conflicts.

Module 6: Marketing Communications and Branding 6hrs

Concept of communication mix, communication objectives, steps in developing effective communication, Stages in designing message, response models, AIDA, Advertising Agency Decisions Sales Promotion, and Direct Marketing, Event and Sponsorships and Personal Selling; branding.



Course Code:

MBARM105

Course Name:

MARKETING MANAGEMENT

Credit Distribution

L-3 T-0 P-0

CIE 50

SEE 50


17

Module 7: 9 hrs Strategic Planning, Implementation and Control. International Vs Domestic Marketing Management Business Markets and business buying behavior.

Module 8: Managing Customer Relationships 3hrs

Transactional marketing versus relationship marketing, characteristics of relationship, Customer

life cycle – attracting – retaining and growing customers, difference between customer retention

and acquisition.

Recommended Books:

1. Marketing Management, 13th edition, 2009, Pearson, Kotler, Kevin Keller, Koshy, Jha

2. Principles of Marketing 13th edition, 2010, Pearson, Kotler, Armstrong, Agnihotri,

Haque

3. Marketing Management 4th Edition, Rajan Saxena, Mc Graw-Hill Publication

4. Marketing Matrices, 2nd edition, Perason, Farris, Bendle, Pfeifer, Reibstein

5. Marketing Management , 4th edition, V.S.Ramaswamy Mammillan Publishers

6. Digital marketing: The essential guide to New Media and Digital Marketing, Kent

Wertime, Ian Fenwick, Wiley


18

Module1: Introduction to Retail Environment 8 Hrs

The functions of retailing, Retail formats, Successful Retailing. Structural change in retail

environment: Various types of changes, Socio-demographic change, Technology and

economic change, socio-economic changes, Impact of changes on retail industry.

Module 2: Retailing Structure 6 Hrs

Environment & competition, Competitive Environment in different Retail Sectors, Govt.

Policies in Retail Sectors, Retail Development and Competition.

Module 3: Managing retailing in good times and bad 8Hrs

Changes in consumer spending, Impact of economic fluctuation on Retailing industry,

maintaining the balance in the economy, Govt. macroeconomics policy in retail industry,

Managing Fluctuations in Retail Industry, Dealing with recession in retail industry

Module 4: Retail planning and environment 6 Hrs

Strategic planning process, SWOT analyses of retail sector

Module 5: Retail Sector 6 Hrs

Unorganised retailing, Emergence of organized Retailing- importance, Differences between

the two sectors.

Module 6: Retail Strategy 6 Hrs

Retail Strategy with respect to specific product categories l ike Food Products, Restaurants,

Health and Beauty, Home Furniture, and Household Goods, Clothing and Foot Wear, Durable

Goods, Petro Retailing, and Retail Banking.

Module 7: Retail Functions 4 Hrs

Functions relating to standardisation and grading, financing, risk-taking and market

information.



Course Code:

MBARM106

Course Name:

RETAIL BUSINESS ENVIRONMENT

Credit Distribution

L-3 T-0 P-0

CIE 50

SEE 50


19

Module 8: Ethical and legal issues in Retailing 4 Hrs

Dealing with ethical issues, social responsibility, environmental orientation, waste reduction at

retail stores.

.

Recommended text Book

1. Chetan banaj, Rajnish Tuli and N.V. Srivaslava, Retail Management, Oxford University Press.

2. David Gilbert, Retail Marketing Management, Pearson Education. 3. Francis Cherunilm International Business - Text and cases, Himalaya

Publishers Ltd. 4. S.K. Mishra & V.K. Ruri, Economic Environment of Business, Himalaya

Publishers Ltd. 5. Pandey G.N., Environmental Management, Vikas Publishing House.

6. Sundaram & Black, International Business Environment – The Text and Cases, Prentice

Hall of India.


20

Module 1:

Basics of Communication 4 Hrs

Process of communication, components of communication, factors of communication, types of communication, barriers to communication

Module 2

Introduction to the Writing Process 8 Hrs

Formats of letter writing, Basics of Business Writing – 3 x 3 : Writing Process: Pre-writing, Writing and Revising; Pre- writing: Analyze –Anticipate –Adapt , Organizing And Writing Business Messages – Researching Data and Gathering Ideas, Organizing Data , Composing the First Draft, Revising, Proofreading; Evaluating Business Message

Module 3 12 Hrs

Business Correspondence

Routine Letters and Goodwill Messages: Direct and Indirect Pattern, Types of Routine Letters - Request Letters, Reply Letters, Recommendation Letter, Claims and Adjustment Letters, Complaint letters, sales letters, Kinds of Memos – Procedure and Information Memos, Request and Reply Memos, Confirmation Memos. Employment Communication – Preparing Resumes; Types of Resumes – Chronological, Functional and Combination; Application Letters – AIDA Approach; Reference Request Letter; Job Inquiry Letter; Resume Follow up Letter; Interview Follow Up Letter; Rejection Letter; Interviewing for Employment.

Module 4

Oral, Non Verbal Communication, Negotiation skills 8 Hrs

Oral communication skills and effectiveness principles, applications of conversational control, non-verbal communication, characteristics, classification, advantages, nature of negotiation, need to negotiate, factors affecting negotiation, negotiation process, negotiation strategies, business etiquette, communication across culture



Course Code:

MBARM107

Course Name:

BUSINESS COMMUNICATION

Credit Distribution

L-3 T-0 P-0

CIE 50

SEE 50


21

Module 5: 6 Hrs

Listening Skills

Purpose of listening, cognitive process of listening, barriers to listening, overcoming listening barriers Module 6 4 Hrs

Presentation Skills

Presentation, elements of presentation, designing of presentation, audio visuals: types, use, placement, tables, graphs, figures

Module 7 3 Hrs

Meetings

Meeting – Preparing for Meeting: Purpose, Participants, Location, Agenda – Conducting: Time, Procedure, Participation, Closure and Follow-up – Minutes of the Meeting - Using Groupware to Facilitate Meeting: Videoconferencing and Teleconferencing, Email Meetings, Electronic Meetings.

Module 8 3Hrs

Writing for the Web

Social networking sites – Blogs - Business forums; Technology- enabled communication: Tools for Constructing, presenting, transmitting and collaborating messages.

Text Books: 1. Business Communication Process and Product, Mary Ellen Guffy, 3rd Edition, Thomson South Western.

2. Business Communication Today – Bovee Thill Schatzman – Seventh Edition.

3. Business Communication – Connecting in a Digital World, Lesikar, Flately, Rentz, Lentz, Pande,13th Edition, Mc Graw Hill.

4. Technical Communication, Raman Sharma, Oxford

5. The creative Writing , John Singleton and Mary Luckhurst, Mac Millan

6. Basic Business Communication-Skills for Empowering The Internet Generation, Lesikar,Flatley, 9th Edition, Tata Mc Graw Hill.

7. Business Communication- Concepts, Cases And Application, P D Chaturvedi and Chaturvedi, Pearson Education


22

Part – 1:- Microsoft Excel

Lesson 1: Microsoft Excel 2007 Fundamentals

A. Exploring Microsoft Excel

I. Starting and Exiting the Application

II. Examining Microsoft Excel’s Interface

B. Creating Workbook Files

I. Opening and Closing Files

II. Creating and Saving a New Workbook

III. Creating a New Workbook from a Template

IV. Microsoft Excel File Types

V. Entering Data

VI. Entering Data into a Selected Range

C. Getting Help While You Work

I. Using Microsoft Excel’s Built In Help

Chapter 2: Viewing Navigating and Managing Worksheets and Workbooks

A. Viewing Worksheets

I. Displaying or Hiding Gridlines and Headers

II. Zooming the Display

III. Changing Views

IV. Splitting a Window

V. Freezing and Unfreezing Panes

VI. Hiding Rows, Columns, and Sheets

VII. Viewing and Arranging Multiple Sheets

VIII. Saving a Workspace

IX. Saving a Custom View

B. Navigating Worksheets and Workbooks

I. Navigating in a Worksheet and Workbook

II. Workbook


Laboratory MBA Retail Management I

Course Code:

MBARM1LB1

Course Name:

EXCEL LAB FOR BUSINESS

Credit Distribution

L-0 T-0 P-2

CIE 100


23

III. Using Find

IV. Using Go To

V. Working with Multiple Workbooks

C. Managing Worksheets and Workbook Files

I. Managing Worksheets

II. Managing Workbook Files

Chapter 3: Editing Worksheets

A. Creating Basic Formulas

I. What is a Formula?

II. Creating a Basic Formula

III. Reference Data from other Worksheets

IV. Using Auto Calculate

B. Editing Text and Values

I. Editing and Replacing Cell Content

II. Using Undo, Redo, and Repeat

III. Using Smart Tags

C. Clearing, Moving, and Copying Cell Content

I. Clearing Cell Content

II. Moving Cell Content

III. Copying Cell Content

IV. Collecting and Pasting Multiple Items

V. Using the Paste Special Command

D. Modifying Worksheet Structure

I. Inserting and Deleting Cells

II. Merging and Splitting Cells

III. Inserting and Deleting Rows

IV. Inserting and Deleting Columns

V. Changing Row Height

VI. Changing Column Width

Chapter 4: Using Functions in Formulas

A. Understanding Functions

I. What is a Function?

II. Structure of a Function

III. Categories of Functions

IV. Inserting Functions

B. Using Functions


24

I. The SUM Function

II. Using AutoSum

III. The SUMIF and SUMIFS Functions

C. Using Statistical Functions

I. What are Statistical Functions?

II. The AVERAGE function

III. The AVERAGEIF and AVERAGEIFS Functions

IV. The COUNT Function

V. The COUNTA Function

VI. The COUNTIF and COUNTIFS Functions

VII. The MAX Function

VIII. The MIN Function

IX. The MEDIAN Function

X. The MODE Function

D. Using Date and Time Functions

I. What are Date and Time Functions?

II. The DATE Function

III. The NOW Function

IV. The TIME Function

V. The DATEVALUE Function

Chapter 5: Formatting Worksheets

A. Formatting Cells and Cell Content

I. Formatting Cells

II. Formatting Text

III. Formatting Values

B. Formatting Worksheets

I. Using Themes to Format a Worksheet or Workbook

II. Changing Sheet Tab Colors

III. Changing Sheet Background

Chapter 6: Preparing and Printing Worksheets

A. Preparing Worksheets for Printing

I. Using the Spell Checker

II. Setting the Print Area

III. Adjusting Page Setup Options

B. Using Find and Replace

I. Using the Find and Replace Dialog Box

II. Finding and Replacing Cell Content


25

III. Finding and Replacing Cell Formats

C. Previewing and Printing Worksheets

I. Using Print Preview

II. Using Page Break Preview

III. Using the Print Dialog Box

IV. Using Quick Print

V. Displaying and Printing Formulas

Part – 2:- Microsoft Word

Chapter 1: Microsoft Word Fundamentals

A. Exploring Microsoft Word

I. Starting and Exiting the Application

II. Examining Microsoft Word’s Interface

III. Understanding the Ribbon

B. Creating Documents

I. Saving a New Document

II. Opening Existing Documents

III. Microsoft Word Document File Formats

IV. Opening Microsoft Word 2007 Files with Older Versions of Microsoft Word

C. Entering Text

I. Understanding Word Wrap and Pagination

II. Inserting the Date and/or Time III. Inserting Symbols and Special Characters IV. Using Text Entry Shortcuts V. Using Undo, Redo, and Repeat

VI. Using Smart Tags

D. Getting Help While You Work I. Using Microsoft Word’s Built‐In Help

II. Using the Table of Contents III. Searching

Chapter 2: Viewing Navigating and Managing Documents

A. Viewing a Document I. Changing Views

II. Zooming the Display III. Showing or Hiding the Ruler IV. Splitting the Document Window V. Working with Multiple Documents

B. Navigating in a Document I. Basic Navigation Techniques


26

II. Using the Scroll Bars III. Using Find IV. Using Go To V. Using the Browse Buttons

VI. Using the Document Map VII. Using Thumbnails

VIII. Using the Keyboard C. Organizing a Document in Outline View

I. Working in Outline View II. Expanding and Collapsing Headings

III. Promoting and Demoting Headings IV. Reorganizing Content

D. Managing Documents I. Organizing Documents Using File Folders

II. Modifying Document Properties III. Using Auto Recover and Background Saves IV. Creating Automatic Backups

Chapter 3: Editing and Formatting Text

A. Editing and Manipulating Text

I. Selecting Text

II. Selecting Text Using the Mouse

III. Selecting Text Using the Keyboard

IV. Inserting and Deleting Text

V. Moving and Copying Text

VI. Using the Office Clipboard

B. Formatting Characters and Paragraphs

I. Using Quick Styles

II. Changing Font, Size, Style, and Case

III. Changing Character Spacing

IV. Using Repeat Formatting and the Format Painter

V. Features

VI. Changing Paragraph Alignment and Spacing

VII. Options 3‐41

VIII. Formatting Quoted Material

IX. Using the Text Highlight Color Tool

X. Adding Borders and Shading

XI. Revealing Formatting

C. Working with Lists, Tabs, and Indents

I. Creating Effective Lists


27

II. Creating and Modifying Numbered Lists

III. Creating and Modifying Bulleted Lists

IV. Sorting List Items

V. Task C‐1: Creating and Sorting Bulleted Lists

VI. Setting and Clearing Tabs

VII. Setting and Clearing Indents

VIII. Using the Click and Type Feature

D. Using Special Text Effects and Building Blocks

I. Using Superscript and Subscript

II. Using Hidden Text

III. Adding a Drop Cap

IV. Using Building Blocks

Chapter 4: Controlling Page and Text Layout

A. Controlling Page Options

I. Adding Page Numbers

II. Adding Line Numbers

III. Changing Margins

IV. Changing Orientation and Paper Size

V. Inserting a Cover Page and a Blank Page

VI. Adding Headers and Footers

VII. Adding a Watermark

VIII. Adding a Page Background and Color

B. Using Themes to Format a Document

I. Applying a Document Theme

II. Parts of a Theme

III. Customizing a Document Theme

IV. Restoring Template Themes

C. Controlling Text Flow

I. Inserting and Removing Page Breaks

II. Inserting and Removing Section Breaks

III. Adjusting Paragraph Options

IV. Breaks

D. Working With Columns

I. Creating Columns

II. Adjusting Column Width and Spacing

III. Adding a Line Between Columns

IV. Controlling Text Flow in Columns


28

Chapter 5: Working with Tables

A. Creating a Table

I. Identifying Parts of a Table

II. Inserting a Table Using the Table Menu

III. Inserting a Table Using the Insert Table Dialog Box

IV. Inserting a Table Using the Drawing Tool

V. Converting Text to a Table

VI. Converting a Table to Text

VII. Navigating in a Table

VIII. Entering Text in a Table

IX. Selecting in a Table

B. Modifying a Table

I. Inserting, Deleting, and Moving Rows or Columns

II. Resizing Tables 5‐23

III. Changing Row Height and Column Width

IV. Merging and Splitting Cells

V. Splitting a Table

VI. Performing Calculations in a Table

VII. Sorting in a Table

C. Formatting a Table

I. Applying Quick Styles to a Table Using Quick Tables

II. Using Table Styles

III. Table Styles

IV. Aligning Text in Cells

V. Adding Borders

VI. Adding Shading and Patterns

VII. Repeating Table Headings

VIII. Controlling Page Breaks in a Table

Chapter 6: Finalizing and Printing a Document

A. Using the Proofing and Language Tools

I. Checking Spelling and Grammar

II. Using Word Count

III. Using the Translate Feature

IV. Setting the Language

V. Using the Dictionary and Thesaurus

VI. Using Automatic and Manual Hyphenation

B. Using Find and Replace


29

I. Finding and Replacing Text

II. Finding and Replacing Formats

III. Finding and Replacing Special Items

C. Using Hyperlinks and Cross‐References

I. Creating a Hyperlink

II. Modifying and Removing a Hyperlink

III. Referencing External Data

IV. Creating a Cross‐Reference

V. Modifying and Removing a Cross‐Reference

D. Previewing and Printing a Document

I. Using Print Preview

II. Using the Print Dialog Box

III. Printing Documents Without Opening Them

IV. Printing an Envelope

V. Printing a Labels

Part – 3:- MS Power Point

Chapter 1: Introduction

a) Opening new Presentation

b) Different presentation templates

c) Setting backgrounds

d) Selecting presentation layouts

Chapter 2: Creating a presentation

a) Setting presentation style

b) Adding Text to the presentation

Chapter 3: Formatting a presentation

a) Adding style

b) Color, gradient fills

c) Arranging objects

d) Adding Header and Footer

e) Slide Background

f) Slide layout

Chapter 4: Adding Graphics to the presentation

a) Inserting pictures, movies, tables, etc into the presentation

b) Drawing Pictures using Draw


30

Chapter 5: Adding effects to the presentation

a) Setting Animation and transition effect

b) Adding audio and video

Chapter 6: Printing Handouts and generating standalone presentation viewer


31

II SEMESTER


32

Module 1: Introduction to finance function 7 Hrs Financial Management – Introduction to finance, objectives of financial management – Firm Value and equity value– profit maximization and wealth maximization. Changing role of finance managers. Organization of finance function. Agency model; problem and agency cost – Stockholders and Managers; bondholders and society - Disciplining management through corporate governance - Sustainability model. Limits of corporate finance. Introduction to Indian Financial System. Module 2: Compounding and discounting principle 8 Hrs Time value of money – Time Lines and notation, Future value of single cash flow and annuity, present value of single cash flow, annuityand perpetuity, Capital recovery factor and loan amortization schedule. Module 3 8 Hrs Concepts of Risk and Return – Diversifiable and Non-Diversifiable risk - Risk and return of single asset, risk and Return of a portfolio, Measurement of market risk for single asset and portfolio. Module 4: Financing decision 8 Hrs Sources of long term funds: Cost of capital – basic concepts. Cost of debenture capital, cost of preferential capital, cost of term loans, cost of equity capital (Dividend discounting and CAPM model). Cost of retained earnings. Determination of Weighted average cost of capital (WACC) and Marginal cost of capital. Module 5: Investment decisions 10 Hrs Basis of project cash flow estimation; hurdle rates for projects and firm. Estimating cash flow for new project, Cash flows of replacement projects Investment evaluation techniques – Net present value, Internal rate of return, Modified internal rate of return, Profitability index, Payback period, discounted payback period, Accounting rate of return.


Core MBA Retail Management II

Course Code:

MBARM201

Course Name:

FINANCIAL MANAGEMENT

Credit Distribution

L-4 T-0 P-0

CIE 50

SEE 50


33

Module 6: Capital budgeting under uncertainty 7 Hrs Basic of constructing a decision tree. Simple problem on EMV and Decision making. Module 7: Working capital management 8 Hrs Factors influencing working capital requirements. Current asset policy and current asset finance policy. Determination of operating cycle and cash cycle. Estimation of working capital requirements of a firm. (Does not include Cash and Inventory Management) Module 8: Capital Structure 8 Hrs Capital structure decisions – Overview of financing choices –The financing process; internal and external financing - Planning the capital structure: EBIT and EPS analysis. ROI and ROE analysis. Capital structure policy (No capital structure theories to be covered) Dividend policy – Factors affecting the dividend policy - dividend policies- stable dividend, stable playout.

Reference Books:

1. Prasannachandra; Financial Management Theory and Practice; Tata McGraw Hill; 7th

Edition

2. I.M. Pandey – Financial Management (Vikas), 9/e,

3. Brigham and Houston – Fundamentals of Financial Management, Thomson Cengage

Learning, 1/e,

4. M.Y. Khan and P.K. Jain – Financial Management (TMH), 5/e

5. Damodaran, Corporate Finance – John wiley and Co., 2/e, 2004

6. Vanhorne, Financial Management and Policy, Pearson / PHI, 11/e, 2002


34

MODULE 1: Introduction to Retailing 10 Hrs

Functions and special characteristics of a Retailer – Reasons for studying. Retailing –

Marketing-Retailer Equation – Marketing concepts applied to retailing – Retailing as a career

– Trends in Retailing.

Retail Model and Theories of Retail Development – Life cycle and phase in growth of retail

markets – Business models in retail – other Retail models.

Module 2: Retail in India 10 Hrs

Evolution and Size of retail in India – Drivers of retail change in India–Foreign Direct

Investment in retail – Challenges to retail developments in India. Emerging trends in retailing:

Changing nature of retailing, Organized retailing, Modern retail formats, E-tailing, Challenges

faced by the retail sector

Module 3 Retail Institution and Types of Retailers 10 Hrs

Non store-based retail strategy mix and Non-traditional retailing, Direct Marketing, Direct

Selling, Vending Machine, World Wide Web

Module 4 : Retail Customers and Consumers 8 Hrs

Value chain, Relationship retailing, Customer Base analysis (based on demographics,

consumer lifestyle, consumer needs and desire, consumer decision process, customer

service, satisfaction and loyalty).

Module 5: Retail Communication Mix 8 Hrs

Importance, Elements, Integration of Mix Elements, Creating and maintaining a retail image,

Atmosphere of the store, Store Layout, Non-store based retailing perspective, Elements of

retail promotion: advertising, public relations, personal selling, and sales promotion,

Promotion strategy



Course Code:

MBARM202

Course Name:

RETAIL CONCEPTS AND MANAGEMENT

Credit Distribution

L-4 T-0 P-0

CIE 50

SEE 50


35

Module 6: Retail Mix 4 Hrs

Product, Place, Price, Promotion, Physical evidence, Process, People

Module 7: Retail Location and Site Selection 6 Hrs

Types of location, Location evaluation, Trading area analysis, Characteristics of trading area

Module 8: Human Resource Practices in Retail- Shift in the role of HR Objectives 8 Hrs

Steps in managing employees (Recruitment and selection, Training, motivating and

controlling, Evaluation and compensation), HR considerations faced by retailers, Building

employee commitment Some contemporary issues on HR in retail.

References:

Text Books: Levy, M and B Weitz. Retailing Management. 6th ed. New York: McGraw-Hill

Irwin, 2007 Berman and Evans, Retail Management : A Strategic Approach (11th Edition) ,

Prentice Hall.

Other readings:

• Dunne, Lusch and Gable, Retailing, South Western

• Berman and Evans, Retail Management, Prentice Hall

• Davis and Ward, Managing Retail Consumption, John Wiley & Sons


36

Module 1: Introduction to Managing Human Resource 5 Hrs

Nature and scope, features, functions, objectives, policies, procedures and Programs, practices,

Line and staff responsibility, Roles and Responsibilities of managers.

Module 2: HR Planning and Acquisition 10 Hrs

Human Resource Planning, Objectives, integration of strategic planning and HRP, benefits of HRP,

factors affecting HRP, process, problems of HRP, Job design, Need, Approaches, Options, Process,

Job Description, Job analysis process, benefits of job analysis. Recruitment - Objectives,

Recruitment Policy – formulation, responsibilities, Policy design, factors influencing policy,

Recruitment Process in detail, their importance and implications, Selection Process.

Module 3: Training and Development 6 Hrs

Need, Forms and types, Training need analysis, Delivery Methodology, Evaluation. Capacity

Building.

Module 4: Performance Appraisal and Management 5 Hrs

Purpose, objectives, appraisers and different methods of appraisal, Potential Appraisals,

limitations and problems of performance appraisal, Post Appraisal Analysis, 360 degree

appraisal.

Module 5: Compensation and Benefits Administration 7 Hrs

Compensation Management: need for sound salary administration, factors affecting wages/

salary levels, job evaluation, wage salary survey, salary structure, salary fixation, incentives,

bonus concepts, ESOPs, pay for performance, Benefits administration, employee welfare and

working conditions-statutory and voluntary measures.



Course Code:

MBARM203

Course Name:

HUMAN RESOURCE MANAGEMENT

Credit Distribution

L-3 T-0 P-0

CIE 50

SEE 50


37

Module 6 Career Planning and Development 5 Hrs

Career – Stages in career Planning and Career development – Process.

Module 7: Employee Separations, Downsizing and Outplacement 5 Hrs

Employee separation, types, costs of employee separation, benefits of employee separation,

managing early retirements, managing layoffs, outplacement goals and services

MODULE 8: HR Accounting, Records, Audit, Research and Information 5 Hrs

Human Resource accounting, HR Records, HR Audit– Objectives, Needs, Process. HR Information

System

Recommended Books:

1. Essentials of Human Resource Management and Industrial Relations, Himalaya

Publication - Subba Rao –3rd Revised ,

2. Internal Audit – Roy Chowdhary Course Title Human Resource Management

3. Human Resource Management, Principles and Practice – Aquinas, Vikas Publication,

4. Managing Human Resources - Wayne F Cascio, TATA McGRAW-HILL- 7th , , 10th Chapter

5. Managing Human Resource - Luis R. Gomez-Mejia – Fourth , , Pearson Publication, 6th

Chapter


38

Module 1: Statistical Inferences 8 Hrs

Statistical Inferences about means and proportions with two samples - Inferences about the

difference between two populations means when standard deviations known - Inferences about

the difference between two populations means when standard deviations unknown. Inferences

about the difference between two population means with matched samples - Inferences about

the difference between two population proportions. Inferences about population variance -

Inferences about two population variances, Chi test, ANOVA, one way and two way.

Module 2: Decision theory 7 Hrs

Decision theory – decision under uncertainty- Maxmin and Minmax, decision under Risk-

Expected Value, decision tree problems.

Module 3: Introduction to OR 8 Hrs

Applications, Shortcomings, Models, Methodology, LP Model formulation, solution to LP model

by graphical methods - Duality in linear programming.

Module 4: Transportation and Assignment 8 Hrs

Transportation problem, General structure of transportation problem, methods of finding initial

basic feasible solution (NWCM, LCM and VAM), test for optimality (MODI Method), degeneracy

(theory only), Assignment problems, Introduction, General structure, problems on minimization

and maximization

Module 5: Theory of Games 5Hrs

Terminology; Two person zero sum game; Solution to games: Saddle point, dominance rule,

Value of the game, mixed strategy, Graphical method of solving a game – (2 x n) and (m x 2)

games.



Course Code:

MBARM204

Course Name:

QUANTITATIVE TECHNIQUES – 2

Credit Distribution

L-3 T-0 P-0

CIE 50

SEE 50


39

Module 6: Queuing Models 6 Hrs

Introduction; Characteristics of Queuing models, Models for Arrival and Service Times; Single

Poisson arrival with Exponential Service Rate; Applications of Queuing models.

Module 7: Simulation of Management Systems 6 Hrs

Terminology, Process of Simulation, Monte Carlo Method, Waiting Line Simulation Method,

Inventory Management Simulation, Marketing Management Simulation, Financial Management

Simulation.

Recommended Books:

1. J.K. Sharma, “Operations Research”, McMillan India

2. N. D. Vohra, “ Quantitative Techniques in Management”, Tata McGraw Hill

Publications, 3/e, 4th reprint 2007

3. S. D. Sharma, “Operations Research”, Kedar Nath and Ram Nath and Co. Ltd.

4. Gupta and Khanna, Quantitative Techniques for Decision Making, PHI Publication,

2005

5. Natarajan, Balasubramani, Tamilarasi, “Operations Research”, Pearson Education,

1/e, 2002

6. C. R. Kothari, “Quantitative Techniques”, Vikas Publishing House, 3/e, 2004

7. Terry Lucey, Quantitative Techniques, Thomson Learning, 6/e, 2004


40

Module 1: Introduction to Retail buying behavior 10 Hrs

Who is a retailer, retail buyer, and functions of a retail buyer, roles of a retail buyer, Primary

responsibilities of retail buyer, Daily tasks, and other common names for the position. skills and

qualities of a retail buyer, Qualifications of a retail buyer.

Module 2: Buying Process from a retail buyer 8 Hrs

Retail buying behavior, retail buying process, organization of retail buying, buying behavior

patterns, buying organization roles, frequency of purchase, Retail marketing mix.

Module 3: Purchase Behavior of Retail Customers (Final Consumer Perspective) 6Hrs

Purchase decision influencers - Psychological Factors, Personal Factors, Cultural Factors, Social

Factors, Other Factors, stages of buying process, types of purchase decisions, types of buying

decision behavior,

Module 4: Buying Criterion 4Hrs

Keys to choosing the best product – Merchandize, typical employers of retail buyers – work

activities.

Module 5: Merchandize Requirements 6Hrs

Supplier accessibility – ideal supplier/Product Choice, Actual Supplier/ Product Choice

Module 6: Retail Merchandiser 6Hrs

Definition, work activities, never out list, mark down, ABC analysis, Stock turnover



Course Code:

MBARM205

Course Name:

CONSUMER BEHAVIOUR

Credit Distribution

L-3 T-0 P-0

CIE 50

SEE 50


41

Module 7: Procurement Process in Retail Buying 4 Hrs

Forms of procurement, Steps of the procurement process, E-procurement, Benefits of e-

procurement

Module 8: Retail Buying Industry Specific Cases 4Hrs

Industry specific Retail Buyer Roles- Fashion, Sports, Automobiles, Super and Hyper Market,

Jewellery Retail, Food and Beverages, Electronics Retail Cases and Synthesis

References:

1. Wayne D Hoyer, Deborah J Macinnis (2008), “ Consumer behavior” Cenage learning

2. Micheal R Solomon, (2010), Consumer Behaviour: Buying, having, and Being, Prentice

Hall.

3. Leon g Schiffman, Leslie Lazar kanuk, Joseph Wisendlit, “Consumer Behaviour” Prentice

Hall

4. Berman and Evans – Retail Management, Prentice Hall.


42

Module 1: Introduction to operations management 7 Hrs

Foundations to operations management: Principles of Production / operations Management.

Operations strategy, Systems perspective of operations management, decisions of OM,

Functions/ Scope of OM, Competition dimensions of OM, Different production systems, Product-

process matrix, service-process matrix, productivity, types, techniques to enhance productivity.

Module 2: Introduction and Break even analysis 9 Hrs

Break even analysis - Break even analysis in terms of physical units, sales value, and percentage

of full capacity. Break even for Multi Product situations, Capacity expansion decisions, Product

add or drop decisions, Make or Buy decisions, Equipment Selection decisions, Production process

selection decisions, Managerial uses of breakeven analysis, Limitations of Breakeven analysis.

Note: The module will cover both theory and numerical problems with emphasis on decision

making for competitive advantage.

Module 3: Forecasting 10 Hrs

Forecasting as a planning tool, forecasting time horizon, short and long range forecasting, sources of data, types of forecasting, qualitative forecasting techniques, quantitative forecasting models - Linear regression, Moving average, weighted moving average, Exponential smoothing, Exponential smoothing with trends, Measurement of errors, Monitoring and Controlling forecasting models.

Note: The module will cover both theory and numerical problems

Module 4 : Facility Planning 10 Hrs

Facilities location decisions, factors affecting facility location decisions and their relative importance for different types of facilities, Facility location models, Facility layout planning: Layout and its objectives for manufacturing operations, warehouse operations, service operations, and office operations., principles, types of plant layouts – product layout, process



Course Code:

MBARM206

Course Name:

OPERATIONS MANAGEMENT

Credit Distribution

L-3 T-0 P-0

CIE 50

SEE 50


43

layout, fixed position layout, cellular manufacturing layouts, hybrid layouts, Factors influencing layout changes, Facilities utilities – lighting, ventilation, air conditioning, noise control, sanitation, Materials handling - objectives, principles, types.

Note: The module will cover theory focusing on safety, psychological factors, and productivity.

Module 5: Employee Productivity 10 Hrs

Productivity and work study, Productivity and the standard of living, Productivity and the organization, productivity, variables affecting labour productivity, work content and time, Work Study and related working conditions and human factors, Method Study , Introduction to Method Study, Data collection, recording, examining, and improving work, Material flow and material handling study, Worker flow study, Worker area study, Work Measurement, Introduction to Work Measurement, Work sampling study, Time study and setting standards, Numerical problems on productivity measurement, time study and work standards

Module 6: Capacity Planning 10 Hrs

Concept and overview of aggregation, Demand and capacity options and strategies in production and services, capacity and value, financial impact of capacity decisions, aggregate planning types and procedure, capacity requirement planning, concepts of yields(productivity) and its impact on capacity; Capacity requirement planning, Materials requirement planning, Planning hierarchies in operations, aggregate planning, purpose, necessity and importance of aggregate planning, Managerial importance of aggregate plans, alternatives for managing demand and supply, capacity augmentation strategies. Matching demand and capacity, demand chase aggregate planning, level production aggregate planning, capacity planning and steps, Resource requirements planning system, material requirement planning, objectives of MRP, elements of MRP, BOM, benefits of MRP, Capacity requirement planning and strategies. Job shop scheduling n jobs on 1 machine, n jobs on 2 machines. Numerical problems on job shop scheduling – Line Balancing theory – numerical problems on line balancing.

Module 7: Materials Management 8 Hrs

Role of Materials Management- materials and profitability, Purchase functions, Procurement procedures including bid systems, Vendor selection and development, Vendor rating,. Concepts of lead time, EOQ, DDLT problems, purchaser functions, Inventory Management: Concepts of inventory, types, Classification, selective inventory management, Inventory controlling techniques ABC VED, and FSN.

Reference Books

1. B. Mahadevan, Operations Management Theory and Practice, Pearson education, Second impression 2007

2. William J. Stevenson Operations Management, 8th 2005.


44

3. Prof. K. Ashwathappa, K Sridhar Bhat, Production and Operations Management –Himalaya Publications

4. Upendra kachru, Production and Operations Management, Text and cases, first, excel Books.

5. Byron J Finch Operations Now, Tata Mc Grawhill, 3rd , ,2008 Norman Gaither and

Greg Fraizer, Operations Management, Thomson SouthWestern


45

Module 1. Introduction to Product & Product Related Concepts 8 Hrs

Product Management & Scope Marketing Organization & Types, Marketing Planning:

Components of Marketing Plan Defining the Competitive Set: Levels of Market Competition,

Methods for Determining Competitors Category Attractiveness Analysis: Aggregate Market

Factors, Category Factors, Environmental Analysis

Module 2. Competitor Analysis 6 Hrs

Sources of Information, Assessing Competitors’ Current Objectives & Strategies, Differential

Advantage Analysis Customer Analysis: Purpose, Segmentation Criteria

Module 3. Market Potential & Sales Forecasting 6 Hrs

Market Potential & Sales Forecasting, Methods of Estimating Market & Sales Potential

Module 4. Product Strategies 6 Hrs

Developing Product Strategies, PLC, Product Strategies Over the Life Cycle Managing New

Product Development, Product Modification, Line Extension & Brand Extension

Module 5. Branding 6 Hrs

Brands & Brand Management, Branding Challenges & opportunities, Concept of Brand Equity 6.

Strategic Brand Management Process: Introduction & Phases. Identifying & Establishing Brand

Positioning: Building A Strong Brand, Positioning Guidelines

Module 6. Planning & Implementing Brand Marketing Programs 6 Hrs

Criteria for Choosing Brand Elements, Options & tactics for Brand Elements, Use of IMC for

Brand Building, Leveraging Secondary Brand Associations to Brand building



Course Code:

MBARM207

Course Name:

RETAIL PRODUCT AND BRAND MANAGEMENT

Credit Distribution

L-3 T-0 P-0

CIE 50

SEE 50


46

Module 7. Measuring & Interpreting Brand Performance 6 Hrs

Developing A Brand Equity Measurement & Management System, Measuring Sources of Brand

Equity & Outcome of Brand Equity

Module 8. Growing & Sustaining Brand Equity 6 Hrs

Designing & Implementing Branding Strategies Managing Brands Over Time

Reference books:

1. Principles and practices of Marketing – David Jobber and Fiona Chadwick - McGrw Hill 2. Strategic Brand Management – Creating and Sustaining Brand Equity Long Term – Jean –

Noel Kapferer 3. Building Strong Brands – David A Aaker 4. Managing Indian Brands – S. Ramesh Kumar 5. Kevin Lane Keller: Strategic Brand Management 6. Brand Media Strategy: Integrating Communications Planning in the Digital Age – Antony

Young 7. Product Management: Ramanujam 8. Product Management: Chunawalla 9. Product Management: Lehmann DR; Russel S Winner


47

Group Work:

Projects: Submission and presentation

1. Qualitative Research

2. Survey Research

3. Experimental Research

Individual Evaluation:

1. Exercises

2. Tests on Conceptual Understanding

3. Viva on the Projects done

Given the nature of how BRM workshop is conducted, absence in one class will automatically

lead to non-understanding of subsequent classes and such person becomes hindrance to the

learning of rest of the students. Therefore, attendance on all Classes Compulsory, Absence

without Permission on relevant ground would lead to the grade of ‘not-pass’,

Readings:

Any research methodology book prescribed by the faculty and lecture notes

Indicative Workshop Outline

1. Foundations of Research: Language of Research: Terminologies, Types of Questions, Time

in Research, Types of Relationships, Variables, Hypotheses, Types of Data, Unit of

Analysis, Two Research Fallacies

2. Philosophy of Research: Structure of Research, Deduction and Induction, Positivism and

Post- Positivism, Ethics in Research

3. Conceptualizing: Problem Formulation, Concept Mapping

4. Sampling: External Validity, Sampling Terminology, Statistical Terms in Sampling,

Probability Sampling, Non- Probability Sampling


Workshop MBA Retail Management II

Course Code:

MBARM2WS1

Course Name:

BUSINESS RESEARCH METHODS-WORKSHOP

Credit Distribution

L-0 T-0 P-2

CIE 100


48

5. Measurement: Construct Validity- Measurement Validity Types, Idea of Construct

Validity, Convergent and Discriminant Validity, Threats to Construct Validity, Reliability

Measurement Error, Types of Reliability, Reliability and Validity, Levels of Measurement,

Scaling: General Issues in Scaling, Thurstone Scaling, Likert Scaling, Guttman Scaling

6. Research Design: Internal Validity, Introduction to Design, Types of Designs

7. Survey Research: Types of surveys, selecting the survey method, constructing the survey-

Types of questions, question content, response format, question wording, question

placement.

8. Qualitative Research: The qualitative debate, measures, data, approaches, methods,

validity

9. Analysis: Data preparation, descriptive statistics, Correlation, Inferential Statistics

10. Write-Up: Key elements, formatting

‘


49

Module 1

Introduction, Basics, Starting SPSS, Navigating, Data Editor, SPSS Viewer, Getting your data in

Opening an Excel file, Manually entering data, Opening an existing SPSS file, Saving your work

Module 2

Cutting and pasting, Exporting, Describing data, Frequency distributions, Parametric vs. Non-

parametric statistics, Normality, Homogeneity of Variance,

Module 3

Frequency Distributions and Descriptive Statistics, Graphing, Z-Scores, T-Tests, ANOVA,

Correlation and Regression, Data Analysis, Analyzing Frequencies: Chi-square, Comparing two

groups

Module 4

T-tests, Paired T-tests, comparing two groups – Non-parametric, Two independent groups:

Mann-Whitney U, Paired groups: Wilcoxon Signed Rank Test, Testing associations between

continuous variables, Correlation.

Module 5

Parametric: Pearson correlation coefficient, Nonparametric: Spearman's rho, Getting Started

with SPSS, Describing Data I, Describing Data II

Module 6

A First Look at Some Sociological Data, Exploring Relationships, Regression, More on

Relationships, A First Look at Experimental Design, Central Limit Theorem, Building Confidence

In Confidence Intervals


Laboratory MBA Retail Management II

Course Code:

MBARM2LB1

Course Name:

SPSS/SOFTWARE LAB

Credit Distribution

L-0 T-0 P-2

CIE 100


50

Module 7

Concepts In Hypothesis Testing, Two Group Inference, Population Means, Comparing two

Population Means, Comparing Multiple, Groups – Parametric, One-Way Analysis of Variance

(ANOVA), and Additional Topics: Post-hoc tests (Multiple comparison test)


51

III SEMESTER


52

Nature Area

Semester

Core MBA Retail Management III

Course Code:

MBARM301

Course Name:

RETAIL PROMOTION MANAGEMENT

Credit Distribution

L-3 T-0 P-0

CIE 50

SEE 50

Module 1 – Introduction to IMC 4 Hrs Basic Concepts in Marketing Communications, Role of IMC in the Marketing Process Module 2 – Organization for Advertising and Promotion 4 Hrs The role of Ad Agencies and other marketing communication organizations Perspectives on Consumer Behavior Module 3 – Source Message and Channel Factors 8 Hrs Major variables in the communication system and their influence on consumer processing of promotional messages, Selection of a source for promotional messages and message structures/appeals used to develop a message including choice of medium Module 4 – Creative Strategy: Planning and Development 8 Hrs Role of creativity in Advertising, its process and types of creative copies influencing consumer behavior Role of Client and Agency, their relationship and conflicts Module 5 – Media Planning and Strategy 6 Hrs Media Planning concept and development, Understanding media characteristics and its implementation Module 6 – Sales Promotion 6 Hrs Nature, role, objective and importance of Sales Promotion , Types of consumer and trade oriented sales promotion tools, its coordination with Advertising Challenges in Sales Promotions


53

Module 7 Public Relations, Publicity and Corporate Advertising, Direct Marketing and personal selling 8 Hrs Role of Public Relations, Publicity and Corporate Advertising in the Promotional Mix Advantages and Disadvantages of Public Relations/Corporate Advertising Methods of measurement , Different forms of Corporate Advertising , Role and importance of Direct Marketing/Personal Selling , Strategies and Tactics of Direct Marketing/Personal Selling , Scope and Effectiveness Module 8 – The Internet and The Interactive Media 4 Hrs Role and Importance, Evaluation of effectiveness , Role of additional online media References:

1. Shah, D’Souza: Advertising and Promotions, An Integrated Marketing Communications

Perspective, Tata McGraw Hill, 2009

2. Clow Kenneth E, Baack Donald: Integrated Advertising, Promotion and Marketing

Communications, Pearson Education.

3. Aaker, David A., Myers John, G., and Batra, Rajiv: Advertising Management, Pearson

Education.

4. S. H. H. Kazmi and S. K. Batra: Advertising and Sales Promotion, Excel Books

5. Dunn, S. Watson and Barban, Arnold M: Advertising – Its Role in Modern Marketing, The

Dryden Press.


54

Nature Area

Semester


Course Code:

MBARM302

Course Name:

SUPPLY CHAIN MANAGEMENT

Credit Distribution

L-3 T-0 P-0

CIE 50

SEE 50

MODULE 1. 10 Hrs. Introduction to Supply Chain Management- Supply chain – objectives – importance – decision phases – process view – competitive and supply chain strategies – achieving strategic fit – supply chain drivers – obstacles – framework – facilities – inventory – transportation – information – sourcing – pricing. MODULE 2. 14 Hrs Designing the supply chain network - Designing the distribution network – role of distribution – factors influencing distribution – design options – e-business and its impact – distribution networks in practice – network design in the supply chain – role of network – factors affecting the network design decisions – modeling for supply chain. MODULE 3. 10 Hrs Designing and Planning Transportation Networks. Role of transportation - modes and their performance – transportation infrastructure and policies - design options and their trade-offs – Tailored transportation. MODULE 4. 10 Hrs Sourcing and Pricing. Sourcing – In-house or Outsource – 3rd and 4th PLs – supplier scoring and assessment, selection – design collaboration – procurement process – sourcing planning and analysis. Pricing and revenue management for multiple customers, perishable products, seasonal demand, bulk and spot contracts. MODULE 5. 10 Hrs Coordination in a Supply Chain Lack of supply chain coordination and the Bullwhip effect – obstacle to coordination – managerial levers – building partnerships and trust – continuous replenishment and vendor managed inventories – collaborative planning, forecasting and replenishment.


55

MODULE 6. 10 Hrs Demand Management and Customer Service Outbound to customer logistics systems – Demand Management – Traditional Forecasting – CPFRP – customer service – expected cost of stock-outs – channels of distribution. Case studies RECOMMENDED TEXT BOOKS:

Sunil Chopra and Peter Meindl, Supply Chain Management – Strategy, Planning and Operation, Pearson/PHI, 3rd Edition, 2007.

Supply Chain Management by Janat Shah Pearson Publication 2008.

A Logistic approach to Supply Chain Management – Coyle, Bardi,

Longley, Cengage Learning, 1/e. REFERENCE BOOKS:

Donald J Bowersox, D and J Closs, M Bixby Coluper, Supply Chain Logistics Management, TMH, Second Edition, 2008.


56

Nature Area

Semester


Course Code:

MBARM303

Course Name:

RETAIL STORE MANAGEMENT

Credit Distribution

L-3 T-0 P-0

CIE 50

SEE 50

Module 1: SHOP LOCATION AND SITE 4 Hrs Importance of Location and Site, Location and Site, Evaluation and Selection Guidelines Module 2:DAILY OPERATING POLICIES and PROCEDURES 4 Hrs Shop Opening Tasks: Store Employees and Services – Store timings, Employee break scheduling, Store employee grooming standards, Attendance record keeping, Product Knowledge, Customer in and out procedures, Store Back Office and Cash Handling. Product Returns, Customer Service Desk, Crowd Management, Closing Procedures Module 3:STOCK MANAGEMENT 4 Hrs Ordering, Receiving, Checking, Marking / Price Tagging, Storage, Inter-Outlet Transfers, Expiry and Damaged Goods Control, Returns and Claims, Stock take, Staff Purchases Module 4: CASH HANDLING AND CONTROL 6 Hrs Cash Register, Payment Processing, Cash Management. Module 5: UPKEEPING SHOP IMAGE 6 Hrs Shop Layout, Housekeeping and Maintenance, Front End Tasks, Back End Tasks, Schedules for Housekeeping and Maintenance Module 6: SECURITY MANAGEMENT 6 Hrs Shop Safety and security, Preventive Measures, Remedial Works, Shop Security Module 7: SALES POLICY, MERCHANDISE DECISIONS 6 Hrs Bills and Receipts, Merchandise Reservation, Refund and Exchange, Handling Inquiries, Product Knowledge, Handling Complaints, Service Recovery Merchandise Buying, Merchandise Control


57

Module 8: ORGANISATION AND PEOPLE MANAGEMENT 8Hrs Organizational Structure, Culture Development, People Management Module 9 : FINANCIAL CONTROL 6 Hrs Financing the Initial Operation, Budgetary Control, Evaluation of Merchandise Effort, Evaluation of the Retail Performance

References:

1. Retail Operation; How to run your own store (2nd edition) by Angie Tang and Sarah Lim

Pearson Publications

2. Retail store Operations by Sriram Iyer, Tata McGraw Hill

3. Store Operations by Vishal Agarwal, Wiley India Publications


58

Nature Area

Semester


Course Code:

MBARM304

Course Name:

CUSTOMER HANDLING WITH CRM

Credit Distribution

L-3 T-0 P-0

CIE 50

SEE 50

Module I 4 Hrs

Changing nature of Marketing and Customer service -The economics of building customer

relationships.

Module II 4 Hrs

Customer value and customer satisfaction: Precursors to CRM

Module III 8 Hrs

Role of CRM in the various stages of sales cycles.

Module IV 10 Hrs

CRM –The basic concepts – Planning the CRM, -The CRM strategy: CRM strategy relies heavily on

the efficient and accurate capture and use of customer information. Therefore, organizations

have a responsibility to meet or exceed their customer’s expectations to privacy.

Module V 8 Hrs

Role of IT and tools for CRM, eCRM

Module VI 8 Hrs

CRM implementation and guarding against CRM failures

Module VII 10 Hrs

CRM in practice. – Cases

References:

1. CRM, The Foundation of Contemporary Marketing Strategy, Roger J Baran and Robert J

Galka, Special Indian Edition, Routledge, Taylor and Francis Group.

2. Customer Relationship Management - How to turn a good business into a great one!

Graham Roberts-Phelps, Thorogood


59

3. Customer Relationship Management – Emerging Concepts,Tools and Applications, Ed – J

N Sheth, AtulParvatiyar and G Shainesh

4. Customer relationship Management A strategic approach to marketing –Kaushik

Mukerjee

5. Customer Relationship Management An indian perspective.-Mukesh Chaturvedi and

Abhiav Chaturvedi


60

Nature Area

Semester


Course Code:

MBARM305

Course Name:

E COMMERCE AND E RETAILING

Credit Distribution

L-3 T-0 P-0

CIE 50

SEE 50

Module1 4 Hrs Introduction to e-retailing , e-retailing practices - Future potentialities for e-tailing, Integration of e-retailing in an organization Module2 4 Hrs Understanding and communicating with e-consumer, Information search on the Web Module3 8 Hrs e-store design - Navigability, interactivity and atmospherics, e-retailing models Module4 10 Hrs E-services - Discussion on some popular business sectors for e-tailing (like books, music, education, financial and investment services etc). Payment gateways, Pay pals, e-wallets , online-shopping Module5 8 Hrs m-shopping, mobile marketing, wireless shopping - advantages and constraints Website and Analytics, Search Engine Optimization (SEO) Examples of Brands successfully leveraging Social Media – India and International case studies Module6 10 Hrs Evolution of Social Media and why one needs to be a part of it Agency V/s In house team for social media activation, Influencing consumer choices through Social Media, Creating and maintaining online relationships through Social Media Marketing Online customer experience Module7 8 Hrs Social Media Search Optimization, Align offline marketing strategy with social media

References:

1. Electronic Commerce 2012: A Managerial and Social Networks Perspective.

2. By :Efraim Turban , David King,Jae Kyu Lee ,Ting-Peng Liang,Deborrah C. Turban

3. E-Commerce BASICS, 2nd edition McLaren and McLaren Thompson Course Technology

4. E-Retailing - Charles Dennis, Tino Fenech, bill Merrilees. Published by: Routledge

5. Social media marketing by Liana Evans, Pearson

6. Manager’s guide to social media by Scott Klososky, Tata Mc Graw Hill


61

Module 1. 8 Hrs

Introduction to Services: Growth and Characteristics of services, services Marketing Mix, Role of

physical evidence, processes and people; Service-scape; Internal response to service-scape;

Cognitive response, emotional response, physiological responses, behavioral response.

Module 2 10 Hrs

High contacts and low contact services, strategies for differentiation, Pricing of Services,

Distribution of Services.

Module 3 10 Hrs

Understanding service process - variety in process, value addition in process, task allocation,

decisions in service process planning.

Module 4 10 Hrs

Service consumer behavior, Decision making perspective, [ risk in services buying, Service

decision process, Service strategy; Anatomy of a service exchange - encounter types, customer

and staff, customer and system, customer and environment, customer and customer.

Module 5 10 Hrs

Understanding the service process, GAPS MODEL of services, Managing Demand and capacity,

Service branding, Service recovery and empowerment, Service Quality - Quality dimensions,

technical quality and functional quality.

Suggested Readings:

1. Adrian Paye: The Essence of Services Marketing, Prentice Hall India.

2. Sanjay P. Palankar: Services Marketing, Himalaya Publishing House.

3. Christopher Lovelock, Jochen Wirtz, Jayanta Chatterjee: Services Marketing: People,



Course Code:

MBARM306

Course Name:

SERVICES MARKETING

Credit Distribution

L-3 T-0 P-0

CIE 50

SEE 50


62

Technology,Strategy, Pearson Education.

4. K. Rama Mohana Rao: Services Marketing, Pearson Education.

5. J.N. Jain and P.P. Singh: Modern Marketing of Services-Principles and Techniques,

Regal Publications.

6. Deepak Bhandari and Amit Sharma: Marketing of Services, Vrinda Publications.

7. Bidhi Chand: Marketing of Services, Rawat Publications.

8. Nimit Chowdhary and M. Chowdhary: Textbook of Marketing of Services,

MacMillan India


63

Nature Area

Semester


Course Code:

MBARM3WS1

Course Name:

SENSORY MARKETING BRAND

MANAGEMENT AND RETAIL LUXURY

Credit Distribution

L-0 T-0 P-2

CIE 50

SEE 50

Module 1

Understanding Sensory Marketing, What and why science of Sensory marketing, case study star bucks coffee

Module 2

Understanding Branding and Brand management, Branding: an overview, Brand Architecture, Brand Identity and Brand Positioning, Brand Equity and Brand Building, The new rules of Brand management, Brand equity/ Brand Valuation Module 3

Retail branding, Retail Brand Identity, Retail Brands v/s manufactured brands, Retail Branding Module 4

Retail branding strategies, Managing Brand Equity, Measuring Brand Equity

Module 5

Managing Brand Portfolio, Retail Brand Identity, Retail Branding Strategies, Brand Extension Brand Personality Module 6

Retail luxury brands: The concept of luxury brands. , Managing Multi brand Portfolios. , Globalization of brands Brand Brief

References:

10. Principles and practices of Marketing – David Jobberand Fiona Chadwick - McGrw Hill 11. Strategic Brand Management – Creating and Sustaining Brand Equity Long Term – Jean –

Noel Kapferer 12. Building Strong Brands – David A Aaker 13. Managing Indian Brands – S. Ramesh Kumar 14. Kevin Lane Keller: Strategic Brand Management 15. Brand Media Strategy: Integrating Communications Planning in the Digital Age – Antony

Young


64

Nature Area

Semester


Course Code:

MBARM3WS2

Course Name:

RETAIL ENTREPRENEURSHIP

DEVELOPMENT

Credit Distribution

L-0 T-0 P-2

CIE 50

SEE 50

Components of a business plan

Identify and clearly describe a new business opportunity (based on well identified gaps in the market)

Review and describe the business model, Value Proposition, Revenue and Cost Drivers,

Research and analyze the dynamics of the context in which the new business will operate

Research and analyze the market potential for the new business opportunity

Develop and describe an innovative business model and strategy for developing a viable, ongoing business based on the identified opportunity

Develop a marketing plan for the new business

Develop and operations plan for the new business

Analyze resource requirements (including Manpower) for establishing the new business

Develop financial projections, including start-up costs, cash-flow forecasts, P&L and balance sheets for the new business over its start-up phase

Research and identify potential sources of finance

Estimate the value of the new business, develop a financing proposal and develop an offer structure and a harvest/exit plan for the new venture

Business Plan Submission and presentation Given the nature of the course, absence in one class will automatically lead to non-understanding of subsequent classes discussions. Therefore attendance on all Classes Compulsory, Absence without Permission on relevant ground would lead to the grade of ‘not-pass’, Readings: 1. Collins and Lazier W, Beyond entrepreneurship, Prentice Hall, New Jersey

2. Hisrich R D and Peters M P, “Entrepreneurship” 5th Edition Tata McGraw-Hill

3. David Oates, A Guide to Entrepreneurship, Jaico Publishing House, Mumbai

4. Vasant Desai, Dynamics of entrepreneurial development and Management, Himalayan

Publishing


65

A) Block 1 : Introduction and Briefing

Module 1: Project and Internship Briefing

Module 2: Registration with Organisation

Module 3: Finalising Internship plan

Module 4: Letter addressing organisation and handover

B) Block 2 : Project discussion and mentoring

Module 5: LOG Book maintaining

Module 6: Meeting 2 for update and follow up

Module 7: Meeting 3 for update and follow up

C) Block 3 : Experience and Training

Module 8: Fieldwork and Training

Module 9: Report writing and evaluation, Viva


Core MBA Retail Management III Course Code:

MBARM3SI1

Course Name: SUMMER INTERNSHIP

Credit Distribution

L-0 T-0 P-3

CIE 50

SEE 50


66

APTITUDE ESENTIALS Sl No

Topic Name Sub-Topics Duration in Hours

- Pre-assessment 1 Hour

(Online)

1 Numbers system

a. Number system

b. Power cycle c. Remainder cycle 2

d. Factors, Multiples

e. HCF and LCM

2 Reading comprehension

a. Speed Reading Strategies

2 b. RC - Types and Tackling Strategies

3 Data arrangements and

Blood relations

a. Linear Arrangement

b. Circular Arrangement

c. Multi-dimensional Arrangement

2

d. Blood Relations

4 Time and work

a. Work with different efficiencies

b. Pipes and cisterns

c. Work equivalence 2

d. Division of wages

5 Sentence correction

a. Course-Verb Agreement

b. Modifiers

c. Parallelism

d. Pronoun-Antecedent Agreement

2

e. Verb Time Sequences

f. Comparisons

g. Prepositions

h. Determiners

6 a. Coding and Decoding

Practical MBA Retail Management Semester - III

Course Code

MBARM3PT1

Course Name:

PLACEMENT TRAINING

Credit Distribution

L-0 P-1 T-0

CIE 50

Viva-Voce 50


67

Coding & decoding, Series, Analogy, Odd man out and Visual

reasoning

b. Series c. Analogy 2

d. Odd Man Out

e. Visual Reasoning

7 Percentages, Simple

interest and Compound interest

a. Percentages as Fractions and Decimals

b. Percentage Increase / Decrease

c. Simple Interest

d. Compound Interest 2

e. Relation Between Simple and Compound Interest

8 Sentence completion and

Para-jumbles

a. Pro-active thinking

b. Reactive thinking (signpost words, root words, prefix suffix, sentence structure clues)

c. Fixed jumbles 2

d. Anchored jumbles

9 Clocks, calendars,

Direction sense and Cubes

a. Clocks

b. Calendars

c. Direction Sense 2

d. Cubes

10 Time, Speed and

Distance

a. Basics of time, speed and distance

b. Relative speed c. Problems based on trains 2

d. Problems based on boats and streams

e. Problems based on races

11 Vocabulary

a. Vocabulary Demystified

b. Synonyms and Antonyms

c. Word Analogy 2

d. Miscellaneous Vocabulary

12 Data interpretation and

Data sufficiency

a. Data Interpretation – Tables

b. Data Interpretation - Pie Chart

c. Data Interpretation - Bar Graph

2

d. Data Sufficiency

13 a. Basic terminologies in profit and loss


68

Profit and loss, Partnerships and

averages

b. Partnership c. Averages 2

d. Weighted average

e. Mixtures and alligations

14 Articles, Prepositions and

Interrogatives

a. Definite and Indefinite Articles

b. Omission of Articles

c. Prepositions

d. Compound Prepositions and Prepositional Phrases

2

e. Interrogatives

15 Permutation,

Combination and Probability

a. Fundamental Counting Principle

b. Permutation and Combination

c. Computation of Permutation

d. Circular Permutations 2

e. Computation of Combination

f. Probability

16 Ratio and Proportion

a. Ratio

b. Proportion c. Variation 2

d. Simple equations

e. Problems on Ages

17 Logical connectives, Syllogism and Venn

diagrams

a. Logical Connectives

b. Syllogisms

c. Venn Diagrams – Interpretation

2

d. Venn Diagrams - Solving

18 Voices and Speech a. Active Voice and Passive Voice b. Direct Speech and Indirect Speech

2

- Post-assessment 1 Hour

(Online)

Total Duration 36 Hours


69

INTERVIEW ESENTIALS Sl.no Duration

1 Group discussion -

Basics

· Importance of GD round

· Skills assessed in GD round

· How to ace GD · Dos and don’ts of a

GD 2

· Idea generation techniques

· One mock GD participated by 12 volunteer students, facilitated by the trainer

2 Personal Interview -

Basics

· Self-introduction practice

· Body language – especially grooming

2

– for personal interview

· Personal interview – FAQs discussion

3 Resume writing - Basics

· How to write a good and impressive

Resume

· Important aspects of an impressive

2

Resume

· Sample template and formatting ideas



70

IV SEMESTER


71

Nature Area

Semester

Core MBA Retail Management IV

Course Code:

MBARM401

Course Name:

CATEGORY MANAGEMENT AND

PRIVATE LABEL

Credit Distribution

L-3 T-0 P-0

CIE 50

SEE 50

Module1: Category Management 6 Hrs

Introduction, Concept, Relevance and Importance, Global Retail Development Index data 2017. Category planograms. Case study 1 Shiny provision stores

Module2 : Retail and CM in India 6 Hrs

Retail and CM in India- Indian Retail Scenario, the fit of Category Management to this scenario and its relevance. Marketing and Category Management-the Inter-relation, Importance, Relevance to India. Birth of Eight Steps Process- Concept, Steps, Importance, and Relevance to retail. Case study 2: Cottle Taylor: Expanding oral care group in India

Module 3 : Role of Technology 8 Hrs

Retail and uses of technology; Category Management and relevance of technology, Role of Retailer- Category Management and the role of retailer; functions; importance. Guest lecture 1. Module 4: Role of Manufacturer 8 Hrs

Role of Manufacturer- Category Management and the role of manufacturer; functions; importance. Category Captain- Concept, Importance, Relevance, Integration to retail principles

Supporting Players-Support Systems to efficient Category Management Case 3: Consumer choice between house brands and national brands in detergent Introduction, Importance and relevance to India Module 5 : Private Labels 6 Hrs

Role of private label in category management and Retail branding, Understanding the customer for Private labels

Module 6 : Value Proposition 6 Hrs

Value proposition for private labels, Purchase behavior for private labels, Presentation of Literature review

Module 7: Retail Branding 8 Hrs

Private labels and store loyalty, Private labels vs. National Brands, strategies of retailers vis-a vis manufacturers


72

References:

1. Fashion Buying and Merchandising: From Mass-Market to Luxury Retail, Miguel Hebrero 2. Consumer centric category management by A.C.Nielsen, John Karolefski and Al Heller 3. Private label strategy: Nirmalya Kumar and Jan-Benedict E.M.Steenkamp; Harvard

Business School Press 4. Retail product management: Buying and merchandising- Rose Mary Varley, Routledge,

2006


73

Nature Area

Semester


Course Code:

MBARM402

Course Name:

RETAIL ANALYTICS

Credit Distribution

L-3 T-0 P-0

CIE 50

SEE 50

Module 1. Market Basket Analysis and Lift 10 Hrs Introduction, Computing lift of two products, Computing Three-Way Lifts , Using Lift to Optimize Store layout, Explanatory Examples using spread sheets Module 2. RFM Analysis 10 Hrs Introduction, RFM Analysis, Optimizing a direct mail campaign, Explanatory Examples using spread sheets and R Module 3. Scanpro Model 10 Hrs Variants Forecasting and modeling sales Module 4. Allocating 10 Hrs Retail Space , Sales Resources, Optimizing allocation retail resources Module 5. Forecasting 8 Hrs Sales from few data points, Modifying the model to improve forecast accuracy

References:

1. Marketing Analytics by W L Winston (Wiley) 2. Marketing Engineering by Gary L Lilien and Arvind Rangaswamy (Pearson) Tim Brown, Change

By Design, Harper 2009 3. Mullins, John and Komisar, Randy, Getting to Plan B: Breaking Through to a Better Business

Model, HBR Books 4. Hill, C.W.L., Cronk, T and Wickramasekera, R., Global Business Today, McGraw-Hill


74

Nature Area

Semester


Course Code:

MBARM403

Course Name:

INTERNATIONAL RETAILING

Credit Distribution

L-3 T-0 P-0

CIE 50

SEE 50

Module 1: International Marketing -Scope and Concepts 4 Hrs

International Marketing Environment - International Trade – Barriers and Facilitators- Regional

Economic/Political Integration- Cultural Influences on International Marketing

Module 2: International Retailing 6 Hrs

Alternative conceptions of international retailing, definitions, interpretations and classification-

Trends in the internationalisation of retailing and evolution of international retailing - Motives

for international retailing, the changing nature of boundaries

Module 3: STP 6 Hrs

Market Research- Segmentation- Targeting- Positioning – The Market Mix- Image- Product

range- Format- Price- Location_ Distribution- Promotion-- Promotional Mix and Advertising

Publicity, PR, and Sales Promotion Strategies- Personal Selling and Sales Management

International Pricing Strategy- Developing and Controlling an Intl. Marketing Plan

Module 4: International Retail Structure 8 Hrs

Retail Structure- Enterprise Density- market Concentration- Product Sector- Innovation

Employment Structure, - The Marketing Plan and Entry Mode Selection- Products and Services –

Branding Decisions- International Product and Service Strategies- International Distribution and

Logistics

Module 5: Methods of international retailing 6 Hrs

Accessing retail markets, the form of entry, joint ventures, franchising, acquisition etc.

marketing planning for differing international and regional requirements-Why retailers

internationalise.


75

Module 6: Competing in Foreign Markets 6 Hrs

Companies Expansion into Foreign Markets- Cross- Country Differences in Cultural,

Demographic and Market Conditions- Concept of Multi country Competition and Global

Competition-

Module 7: Strategy Options for Entering and Competing in Foreign Markets 6 Hrs

Quest for competitive Advantage in Foreign Markets-Profit Sanctuaries, Cross market

Subsidization and Global; Strategic Offensives- Strategic Alliances and Joint Ventures with F

Foreign partners.-Competing in Emerging Foreign Markets-Cross Border Strategic Alliances

Module 8: International Operations 6 Hrs

Merging Structure-Global Structure- Developing markets- Stages in development of

International Operations- Export- Management Contracts- Franchising – Acquisition and

Mergers – Organic Growth- Choice of Market Entry- Domestic Market- Retail Operations-Non

Domestic market

Reference Books

1. Nicolas Alexander International Reataling-Blackwell Business Publishers Ltd.

2. Arthur A Thompson,AJ Strickland,John E Gamble &Arun K Jain Crafting and Executing

Strategy-Concepts and Cases –Tata McGraw Hill Publishing Company Ltd.

3. Abbas J Ali Globalization of Business- Practice and Theory – Jaico Publishing House

4. Margaret Bruce, Chistopher Moore, Grete Birtwistle International Retail Marketing: A Case

Study Approach

5. Allan M Findlay, Ronan Paddsion and John A Dawson Retailing Environments in Developing

Countries- Rutledge

6. Arun Chandra , Pradep Rau,& John K Ryans India Business: Finding Opportunities in This Big

Emerging Market- Paramount Market Publising Inc


76

Nature Area

Semester


Course Code:

MBARM404

Course Name:

RURAL RETAILING

Credit Distribution

L-3 T-0 P-0

CIE 50

SEE 50

Module1 6 Hrs Introduction to Rural Marketing an overview of the Indian market. Module2 6 Hrs Rural Market, Challenges and Opportunities in Indian Rural Market. Module3 8 Hrs Rural Marketing-Meaning, Importance, Rural Marketing Environment and Social Environment, Economic Environment, Technological Environment innovation, Political Environment and Development Initiatives. Module4 8 Hrs Introduction to Rural Retailing: Meaning of Rural Retailing, Role of Rural Retailing in India, Indian Rural Retail Scenario, and Characteristics of Retail for Rural Marketing.

Module5 8 Hrs Challenges to Retail Industry from a Rural Perspective, Rural Retailing, Experiences, Objective, Function and Overview: Hariyalli. KisanBazaars (DCM), Aadhars (Pantaloons, Godrej, M. Choupal Sagar (ITC), Kisan (TATA), Reliance Fresh. Project Shakti 9(HUL) and Naya Yug Bazaar. Module 6 6 Hrs Rural Retail Marketing Strategies: As applied to 4 Ps. Module 7 6 Hrs Rural Development, Government initiatives, ICT and Rural Retailing, Future of Rural Retailing

References: 1. Rural Marketing: Challenges and Opportunities Paperback —Import, 15 September

By Dinesh Kumar (Author), Punam Gupta (Author) 2. Rural Marketing in India: Texts and Cases Hardcover —2018 by Debarun

Chakrabaorty (Author), Soumya Kanti Dhara (Author), Adrinil Santra (Author).


77

Nature Area

Semester


Course Code:

MBARM405

Course Name:

RETAIL STRATEGY and FRANCHISING

MANAGEMENT

Credit Distribution

L-3 T-0 P-0

CIE 50

SEE 50

Module 1 6 Hrs Introduction and overview of Retail Strategy, A theoretical model of the strategic management process. Competitive Advantage, Business Definition , Analysis of Industry Environment , Change as a key driver of Strategic Management Module2 6 Hrs Corporate strategy and diversification, Corporate strategy and diversification, Analysis of the Indian Business Environment, (Internal Discussion of current Indian and Foreign Retailer Strategy through modified Case studies and Group Projects ) Module 3 10 Hrs Understanding the Franchise Business Franchise relationship

Spectrum of marketing channels

Franchise models and structures

Advantages and disadvantages of franchising

Keys to franchise success

Steps in franchise development

Licensing vs. franchising

Case studies

Module 4 – Legal and Commercial Framework of Franchising 8 Hrs Franchise framework and relationship

Franchise agreement International franchising

Trademark Protection

Module 5 – Franchise Manuals and Franchise Marketing 10 Hrs Importance of a manual

Typical contents of a manual

Writing a manual

Platforms for marketing the franchise

Franchise marketing package

Franchise recruitment process


78

Franchisee evaluation checklist

Module 6 – The Financial Considerations in Franchising 8 Hrs

Overview of revenue streams and costs for a franchisor and franchisee

Pricing a franchise

Financial projections

Other financial considerations

Financing options for franchising References:

1. Miller Alex 2004, Strategic Management, McGraw Hill.

2. Mastering Fashion Buying and Merchandising Management

3. Textbook by D. Shaw and Tim Jackson

4. Franchising: The science of reproducing success by Gaurav Marya published by

Franchisee India Holdings Ltd

5. Retail franchising by Manish V Sidhpuria, published by Tata McGraw Hill 2009


79

Nature Area

Semester


Course Code:

MBARM406

Course Name:

BUYING AND MERCHANDISING

MANAGEMENT

Credit Distribution

L-3 T-0 P-0

CIE 50

SEE 50

Module1: Merchandise planning 6 Hrs Assortment planning and merchandising brands, promoting and allocating merchandise to different stores. Module2: Merchandising for Profit 8 Hrs Component of each basic profit factor, basic profit factors and their relationships and Profit and Loss statements Module3 : The Retail method of Inventory 8 Hrs concept and general procedure, accounting and recording and calculating book inventory figure structuring of price lines, mark-up and reprising of merchandise Module4: Invoicing mathematics 10 Hrs terms of sales, discounts, Different types of dating (C.O.D. Dating, Regular dating, E. O. M. Dating ) Module5 : Sales Planning and Control 8 Hrs Six month seasonal sales plan forecasting and open to buy control Module6: Sales Mix 8 Hrs Art of sales mix and vendor negotiation: Hands-on

References: 1. Mathematics for retail buying, Bett B. Tepper 2. Consumer centric category management by A.C.Nielsen, John Karolefski and Al Heller 3. Retail product management: Buying and merchandising- Rose Mary Varley,

Routledge, 2006.


80

Module1 Introduction to Visual Merchandising, Relationship of VM with sales, retail strategies, customers and retail image, History of VM, Role and Responsibilities of VM, Alternate career opportunities related to VM

Module2 Store Exteriors , Store Interiors, Display Techniques

Module3 Color, Principles of Design ,Props , Theme , Window Designing Module4 Fixture, Merchandise Presentation, Point-of-Purchase Fixtures Module5 Graphics in Retail, Pedagogical Methods: Power point, lectures, cases and Video presentations

Nature Area

Semester


Course Code:

MBARM4WS1

Course Name:

VISUAL MERCHANDISING-

WORKSHOP

Credit Distribution

L-0 T-0 P-2

CIE 50

SEE 50

References:

1. Bell Judith, Ternus Kate ,Silent Selling: Best Practices and Effective Strategies in Visual Merchandising, Fairchild Books Publication

2. Bhalla Swati, S. Anurag , Visual Merchandising , Tata McGraw-Hill


81

Nature Area

Semester


Course Code:

MBARM4PW2

Course Name:

PROJECT WORK

Credit Distribution

L- T-0 P-3

CIE 50

SEE 50

Module 1 Industry/ Organizational Visit, Synopsis – objective, problem statement, Research Design, methodology, Analysis, Module 2 Final Project Work.( Abstract, Methodology, Data Collection Analysis and Presentation, Report Writing) Module 3 Viva Voce Total Credits for the experiential learning


82

APTITUDE ESENTIALS Sl No

Topic Name Sub-Topics Duration in Hours

- Pre-assessment 1 Hour

(Online)

1 Numbers system

a. Number system

b. Power cycle c. Remainder cycle 2

d. Factors, Multiples

e. HCF and LCM

2 Reading comprehension

a. Speed Reading Strategies

2 b. RC - Types and Tackling Strategies

3 Data arrangements and

Blood relations

a. Linear Arrangement

b. Circular Arrangement

c. Multi-dimensional Arrangement

2

d. Blood Relations

4 Time and work

a. Work with different efficiencies

b. Pipes and cisterns

c. Work equivalence 2

d. Division of wages

5 Sentence correction

a. Subject-Verb Agreement

b. Modifiers

c. Parallelism

d. Pronoun-Antecedent Agreement

2

e. Verb Time Sequences

f. Comparisons

g. Prepositions

h. Determiners

6 a. Coding and Decoding

Practical MBA Retail Management Semester - III

Course Code

MBARM4PT1

Course Name:

Placement Training

Credit Distribution

L-0 P-1 T-0

CIE 100

SEE 00


83

Coding & decoding, Series, Analogy, Odd man out and Visual

reasoning

b. Series c. Analogy 2

d. Odd Man Out

e. Visual Reasoning

7 Percentages, Simple

interest and Compound interest

a. Percentages as Fractions and Decimals

b. Percentage Increase / Decrease

c. Simple Interest

d. Compound Interest 2

e. Relation Between Simple and Compound Interest

8 Sentence completion and

Para-jumbles

a. Pro-active thinking

b. Reactive thinking (signpost words, root words, prefix suffix, sentence structure clues)

c. Fixed jumbles 2

d. Anchored jumbles

9 Clocks, calendars,

Direction sense and Cubes

a. Clocks

b. Calendars

c. Direction Sense 2

d. Cubes

10 Time, Speed and

Distance

a. Basics of time, speed and distance

b. Relative speed c. Problems based on trains 2

d. Problems based on boats and streams

e. Problems based on races

11 Vocabulary

a. Vocabulary Demystified

b. Synonyms and Antonyms

c. Word Analogy 2

d. Miscellaneous Vocabulary

12 Data interpretation and

Data sufficiency

a. Data Interpretation – Tables

b. Data Interpretation - Pie Chart

c. Data Interpretation - Bar Graph

2

d. Data Sufficiency

13 a. Basic terminologies in profit and loss


84

Profit and loss, Partnerships and

averages

b. Partnership c. Averages 2

d. Weighted average

e. Mixtures and alligations

14 Articles, Prepositions and

Interrogatives

a. Definite and Indefinite Articles

b. Omission of Articles

c. Prepositions

d. Compound Prepositions and Prepositional Phrases

2

e. Interrogatives

15 Permutation,

Combination and Probability

a. Fundamental Counting Principle

b. Permutation and Combination

c. Computation of Permutation

d. Circular Permutations 2

e. Computation of Combination

f. Probability

16 Ratio and Proportion

a. Ratio

b. Proportion c. Variation 2

d. Simple equations

e. Problems on Ages

17 Logical connectives, Syllogism and Venn

diagrams

a. Logical Connectives

b. Syllogisms

c. Venn Diagrams – Interpretation

2

d. Venn Diagrams - Solving

18 Voices and Speech a. Active Voice and Passive Voice b. Direct Speech and Indirect Speech

2

- Post-assessment 1 Hour

(Online)



85

INTERVIEW ESENTIALS Sl.no Duration

1 Group discussion -

Basics

· Importance of GD round

· Skills assessed in GD round

· How to ace GD · Dos and don’ts of a

GD 2

· Idea generation techniques

· One mock GD participated by 12 volunteer students, facilitated by the trainer

2 Personal Interview -

Basics

· Self-introduction practice

· Body language – especially grooming

2

– for personal interview

· Personal interview – FAQs discussion

3 Resume writing - Basics

· How to write a good and impressive

Resume

· Important aspects of an impressive

2

Resume

· Sample template and formatting ideas
