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MOHI-UD-DIN ISLAMIC UNIVERSITY

NERIAN SHARIF (AJ&K)

________________________________________________________

SCHEME OF STUDIES MASTER OF BUSINESS ADMINISTRATION

(BBS/MBA/MS) FALL 2015 & ONWARDS

MOHI-UD-DIN ISLAMIC UNIVERSITY NERIAN SHARIF (AJ&K)

Semester-1

S.NO COURSE C.H CODE

1 FINANCIAL ACCOUNTING-I 3 FIN-511

2 BUSINESS COMMUNICATION 3 HUM-511

3 INTRODUCTION TO MANAGEMENT 3 MGT-511

4 BUSINESS ECONOMIC 3 ECO-511

5 PRINCIPLES OF MARKETING 3 MKT-511

6 QURAN AND HADITH 3 ISL-601

Total 18

Semester -2


1 MARKETING MANAGEMENT 3 MKT-512

2 BUSINESS RESEARCH METHODS 3 MGT-512

3 INTRODUCTION TO HRM 3 HRM-512

4 FINANCIAL MANAGEMENT 3 FIN-512

5 LEADERSHIP 3 MGT-514

6 SEERAT & TASAWWUF 3 ISL-512

Total 18

Semester -3


1 COST & MANAGEMENT ACCOUNTING 3 FIN-521

2 ORGANIZATIONAL BEHAVIOR 3 MGT-521

3 BUSINESS MATHEMATICS & STATISTICS 3 MTH-521

4 ENTREPRENEURSHIP 3 MGT-523

5 STRATEGIC MANAGEMENT 3 MGT-525

Total 15

Semester -4


1 BUSINESS LAW 3 MGT-522

2 TOTAL QUALITY MANAGEMENT 3 MGT-524

3 STRATEGIC MARKETING 3 MKT-522

4 BUSINESS FINANCE 3 FIN-522

5 PROJECT MANAGEMENT 3 MGT-526

Total 15

Semester -5


1 OPERATIONAL MANAGEMENT 3 MGT-611

2 SUPPLY CHAIN MANAGEMENT 3 MGT-613

3 ELECTIVE-I 3 XXX

4 ELECTIVE-II 3 XXX

Total 12

Semester -6


1 MANAGEMENT THEORY & PRACTICE 3 MGT-612

2 ADVANCE RESEARCH METHODOLOGY 3 MGT-614

3 Elective-III 3 XXX

4 Elective-IV 3 XXX

Total 12

Semester -7


1 THESIS/RESEARCH WORK 6 MGT-690

2 Total 6

In lieu of Thesis

1 Elective-I 3 XXX

2 Elective-II 3 XXX

Total 6

Total credit hours 96

Note:

For MS/MBA includes compulsory 6 credit hours of research thesis in case of MS

Research/field project in case of MBA. In case of MBA the project may be substituted with

two courses.

SPECIALIZATION

List of Elective Courses

1. Human Resources Management

1. Recruitment and Selection HRM-651

2. Training and Development HRM-652

3. Performance Management HRM-653

4. Leadership and Motivational Skills HRM-654

5. Human Resource Development HRM-655

6. Organizational Development HRM-656

7. Career Management HRM-657

8. Strategic Human Resource Management HRM-658

2. Banking and Finance

1. Corporate Finance FIN-651

2. Financial Market & Institution FIN-652

3. Financial Reporting And Analysis FIN-653

4. Financial Risk Management FIN-654

5. Investment Management FIN-655

6. Investment and portfolio Management FIN-656

7. Behavioral Finance FIN-657

8. Money & Capital Market FIN-658

3. Marketing

1. Marketing Research MKT-651

2. Sales in Marketing MKT-652

3. Seminars In Marketing MKT-653

4. Internet Marketing MKT-654

5. Integrated Marketing Communication MKT-655

6. Brand Management MKT-656

7. Advertising & Media Planning MKT-657

8. New Product Development MKT-658

4. Informational Technology

1. Programming Fundamentals IT-651

2. Data Communication IT-652

3. Operating Systems IT-653

4. Computer Networks IT-654

5. Database Systems IT-655

6. Software Engineering IT-656

7. Mobile Application and Development IT-657

8. Web Programming IT-658

9. E- Business IT-659

MOHI-UD-DIN ISLAMIC UNIVERSITY, NERIAN SHARIF,

AJK

Program: MBA Credit Hours: 3

FINANCIAL ACCOUNTING

1. Accounting and its role

Development of accounting, Accounting Theory and Conceptual framework,

Accounting Defined, Why study Accounting, Financial statements, Major

fields of Accounting, Accounting as a Career, Question for Class Discussions

2. Basic Accounting Concepts

The Entity Concept, The Reliability (or Objectivity) principle, The cost

Principle ,The Going-Concern Assumptions, The Stable Currency

Assumptions, Ethics-the-Most Fundamental Principle of Accounting

3. The recording process

The Recognition Issue, The Valuation Issue, The Classification Issu, The

Recording Process, Analysis of Transaction, The Journal, The Ledger

Balancing the Accounts, Trial Balance Limitations of Trial Balance , Chart of

Accounts

4. The year and adjustments and financial statements

Recording Revenue and Expenses, Accounting Period, Need for Adjusting

Entries Adjusting Entries Illustrated, Preparation of Financial Statements

5. Accounting for trading organization

Accounting for Stock and Cost of Goods Sold, Periodic System, Closing

Entries, Perpetual System, the Accounting for Sales

Worksheet, Preparation of financial Statements, Departmental Accounts

6. Accounting for stock

Measurement of Stock Cost, Perpetual Stock System, Periodic Stock System,

First in First out , Last in First out

7. Accounting for property, plant and equipment

Units-of-Output Method, Reducing-Balance Methods, Sum-of-the-years-digits

Method Revaluation, Review of Useful life, Wasting Assets and Depletion,

Demonstration Problem

8. Company final Accounts

Trading Account, PLS account, Balance sheet.

9. Cash Flow Statement

The Concept, The Advantages, Accounting Profit and Cash Flows,

Preparation of statement of cash Flows, Operating Activities

RECOMMENDED BOOKS

a. Williams, Haka, Bettner: Financial & Managerial Accounting, Latest Edition,

Prentice Hall

b. .Professor Muhammad Ammanullah Khan: Financial Accounting, Latest

Edition

c. Frank Wood’s: Business Accounting 1, Eleventh Edition

d. Meigs and Meigs, Accounting for Business Decision, 14th Edition


AJK

MBA-1 Credit Hours:3

BUSINESS COMMUNICATION

1. Introduction to Communication skills

Organizations communication, Understanding business communication,

communicating in teams and mastering listening and non-verbal

communication skills, Inter-cultural communication, communicating through

technology

2. Written Communications

Business Correspondence the art of good letter writing, The Role of sentences

and paragraphs, punctuation, Writing effective and excellent business letters

Openings building the main body, Logic and sequence. Effective endings,

Style. Active vs. Passive. Creating typographic excellence on Computers,

Letters for complaint, Memos and other forms of Correspondence, Minutes,

Email. Writing Reports, Outlines and guidelines on report writing, Appraising

a Draft Report, Sales Letters and Proposals, The Use of Proposals. Preparing a

sales proposal, Example Proposal.

3. Oral Communications

Interviewing and Conducting Meetings, Introduction to art of presentation

speaking, Techniques for reducing speakers‟ anxiety, Choosing your topic

and putting your speech together

Non-verbal aspects of Delivery. Body Language. Language Knowledge. .

Presentation of informative speeches. Creating and using effective visual aids.

Developing powerful stage preference.

4. Persuasive Communications

Understanding Persuasion, Prepare to persuade. Organize a persuasive

presentation. Methods of persuasion. Persuasive speech.Persuasive message of

fact, value and policy. Impact on audiences. Use of evidence, reasoning and

emotional appeals. Challenges of persuasive speaking, the role and purpose

of persuasion. Aristotle and persuasion: A classic combination of Ethos,

Logos, and pathos. Comparison with contemporary techniques and strategies

employed in contemporary advertising and political campaigning

BOOKS RECOMMENDED

a. Business Communications Essentials by Court Bovee, John Thill

b. Model Business letters by L. Garside

c. Some essential handouts by subject instructor


AJK

Program: MBA Credit Hours:3

INTRODUCTION TO MANAGEMENT

1. Objectives:

Hold informed conversations with functional specialists and understand how

to draw effectively on their expertise in managing organizations. Understand

the relevance of the western management principles and theories, for local

settings. Understand the Islamic perspective of managing businesses and

organizations. Apply course concepts and theory in a practical context

Integrate several of the disciplines studied. Demonstrate empirical

investigative skills by producing an in-depth analysis of a management

situation usually presented through case studies, resulting in recommendations

for a programme of action.S Recognise the need to take a holistic approach to

performance improvement rather than a narrowly functional approach.

2. Introduction to Management

Organization, The management Process

3. The History and evaluation of Management :Organizational theories and

different approaches to management

4. The organizational Culture and the Manager

The external environment and the Manager .The internal environment and the

manager

5. Foundations and basic elements of Planning

Process of planning and MBO .Effective strategic planning

6. Decision Making

The manager’s role as decision maker .Decision making process

7. Basics of Strategic Management

Case of Strategic Management . Strategic management process

8. Organizational Structure

Types of organizational structures

9. Human Resource Management

HRM processes

10. Motivation its theories

Current issues in Motivation

11. Team work and Group Behaviour

Case of team and team work

12. Leadership and its characteristics

Leadership styles and behaviours

13. The process of Control

The Control Standards

RECOMMENDED TEXT BOOK

Mary Coulter &Robbins, Management, International ed.


AJK

Program: MBA Credit Hours:3

BUSINESS ECONOMICS

1. Introduction to Economics

Micro versus Macro Economics, Positive versus Normative Analysis

2. Micro Perspective of Economics (The market forces of Supply and

Demand)

Demand Schedule, Law of Demand, Demand Curve, Individual Demand and

market demand, Shifts in the demand curve, Supply Schedule, Law of Supply,

The Supply schedule and the Supply curve, Individual Supply versus Market

supply, Shifts in Supply, Market Equilibrium.

3. Supply and Demand: Government Regulations

Price Ceiling, Price Floor, Effect on market Outcome.

4. Elasticity of Demand and Supply

Price elasticity of demand, Calculation of the Price Elasticity: Point Elasticity

and Average Based Formula, Factors Affecting Price Elasticity of Demand,

Price Elasticity and Total Revenue, Price Elasticity of Supply, Factors

Affecting Price Elasticity of Supply.

5. The Production Function and the Costs of Production

The Production Function, Efficient Method of Production, Production

Function and Types of Costs, Short run cost analysis, Long run Costs,

Opportunity Cost, The Law of Diminishing Returns, Economies and

Diseconomies of Scale.

6. Market Structures and Competitive Markets

The meaning of Competition, Demand for an Individuals Firms Product,

Profit maximization and competitive firms supply curve, Short-run

Equilibrium of the Firm (Economic Profit, Loss, and Breakeven), The supply

curve in the competitive market, Long-run equilibrium of the firm.

7. Monopoly and Monopolistic Competition

Characteristic of Perfect and Imperfect Competition, (monopoly, Oligopoly,

monopolistic competition) in short and long run, price discrimination in

monopoly.

8. Macro Perspective of Economics (A Frame Work of Macro Economics)

Evolution of Macro Economics, Scope of Macro Economics, Macro

Economics Variables and their Functional Relationship.

9. Assessing the Economy’s Performance

Concepts of National Income, Circular flow of National Income,

Measurement of National Income, Production Approach, Income Approach,

Expenditure Approach, Real GDP and Nominal GDP, The GDP Deflator,

Consumer Price Index, The CPI versus GDP Deflator.

10. Issues of Macro Economics

Unemployment: Measurement of unemployment, Types of unemployment,

Full employment level, Economic and non-economic cost of unemployment.

Inflation: Meaning and measurement of inflation, Types of inflation, Effects

of inflation.

11. Aggregate Demand & Aggregate Supply Curves

Aggregate demand, Aggregate Supply curve, Classical version, Keynesian

version.

TEXT/REFERENCE BOOKS

a. “Economics: Theory and Practice” (7th edition) 2004 by Patrick J. Welch and

Gerry F. Welch (W&W)

b. “Principle of Microeconomics” (2001) by Mankiw N. G

c. Olivier Blanchard, Macroeconomics, 2007,

d. Rundiger Dornbush & Stantley Fischer: Macroeconomics, McGraw Hill

e. Robert S. Pindyck & Danial L. Rubinfeld: Microeconomics


AJK


PRINCIPLES OF MARKETING

1. Objectives:

Understand the marketplace and the consumers. Understand the elements in

marketing mix and their application in marketing decisions. Outline the

functions of marketing communication. Discuss social responsibility and

ethics in marketing. Understand the importance of customer relationship in

marketing and the creation of customer value.

2. PRINCIPLES OF MARKETING

a. Introduction to marketing

b. Marketing and the Society, Importance and scope of marketing,

Definition of marketing, Nature and concept of marketing Marketing

environments

c. The Marketing environment, Environmental scanning and monitoring

Marketing & strategy

d. Strategic planning, Strategic marketing planning, Forecasting

marketing demand

e. Marketing decisions Information required for marketing decisions,

Reasons for obtaining information, marketing research.

f. Consumer behaviour Information for purchase decisions, Consumer

decision process, Influence of social and psychological factors, Market

implications.

g. Market segmentation and targeting Factors for Segmentation,

Selecting the target market, developing the positioning and target

market strategies

h. Products and services. Definition of product and services,

Classification of consumer goods, Classification of business goods

i. Product development and life cycle

j. Product development process and commercialization, Product life

cycle stages and its implications

k. Pricing. Overview of pricing, Importance of pricing, Break even

analysis, Factor effecting pricing decisions. Setting the price and

relating strategies Pricing objectives, Status quo Pricing, Price

strategy

l. Pricing techniques and their applications Cost based pricing, Cost plus

pricing, Target pricing, Floor pricing. Distribution

m. Importance of distribution channels, selecting a channel of

distribution, Retail functions in distribution, recent trends in

wholesaling and retailing.

n. Promotion. Importance and types of promotion, Channels of

communication, Objectives, budgeting and promotional mix, Legal

environments of promotion

o. Advertisement and publicity. Scope of advertisement and publicity,

Characteristic of advertisement and publicity, Development, planning

and implementation of advertising plan, Evaluating the success and

failure of promotional plan.

p. Introduction to e-business. Introduction, Different trends, Rules of

doing e-business, E-business application in the market.

RECOMMENDED TEXTBOOKS

a. Philip Kotler, Principles of Marketing (Latest Edition)

b. David Jobber, Principles of Marketing (Latest Edition)

c. Williana.f.Stanton Fundamentals of Marketing MeGRAW-HILL

New York(1907)

d. international Marketing by Wilham.D.Cateora

e. Fundamentals of maiketiag by William.1.Stamon

MOHIUD-DIN ISLAMIC UNIVERSITY, NERIAN SHARIF,

AJK


MARKETING MANAGEMENT

1. Marketing: an overview

Definitions, The evolution of marketing management, The marketing concept

and social responsibility, The importance and scope of marketing, The basic

functions of marketing.

2. Marketing information systems

Concept and components of marketing information systems, marketing

intelligence system, Marketing research system, Analytical marketing system,

Marketing decision support system.

3. Consumer markets and consumer behaviour analysis

Demographic dimensions of consumer market, Behavioral dimensions of

consumer market, The consumer's decision process, The buyer's decision

process, The industrial market, the reseller market and the Government

market, Organizational markets and their buying objectives & structures.

4. STP marketing

An overview of marketing opportunities and target markets, Market

segmentation concept patterns & procedure, Dimensions to segment consumer

and industrial markets, Market targeting and product positioning.

5. Product markets strategies

Basic concepts of product planning, the product life cycle: Stages and

marketing strategies, new product planning and development, Product-mix

strategies, Branding, packaging and labeling.

6. Pricing strategies and policies

Procedure for price setting, Methods of setting prices, Price-adaptation

strategies, One-price and flexible-price polices, Price level policies over the

product life cycle, Initiating and responding to price changes.

7. Marketing channel decisions

Channel - design decisions, management decisions, and Channel dynamics.

8. Promotional strategies

Effective advertising programs, Sales promotion and public relations

programs, the strategic personal selling process, Strategic sales-force

management.

RECOMMENDED TEXT/REFERENCE BOOKS:

a. Philip Kotler, Marketing Management, Analysis, Planning, Control, Prentice

Hall

b. William J. Stanton & Charles Futrell, Fundamentals of Marketing, McGraw

Hill.

c. Jagdesh Sheth and Dennis E. Garrett, Marketing Management: A

Comprehensive Reader, South Western Publishing.

d. E. Jerome McCarthy & William. D. Pareanth, Basic Marketing: Managerial

Approach, IRWIN.

MOHI-UD-DIN ISLAMIC UNIVERSITY, NERIAN SHARIF, AJK

Course Program MBA Total Credit Hours: 3

BUSINESS RESEARCH METHODS

The Role of Business Research

What is business research, why it is important?

The research process: An overview

What are the key steps in research process, Types of research?

Problem Definition and the Research Proposal

Contents of research proposal, writing effective research proposals

Exploratory Research and Qualitative analysis

Qualitative research and theory building

Survey Research: An Overview

Survey method and business research

Survey Research:

Basic Method of Communication with respondents

Measurement and Scaling Concepts

Types of measures, Types of scales

Questionnaire Design

Open ended questions, Close ended questions

Sample Designs and Sampling Procedures

Types of Sampling, Relevance of sampling technique to research question

Determination of Sample Size

Basic Data Analysis: Descriptive Analysis

Entering data in SPSS

Data analysis and interpretation

Regression analysis using SPSS

The Research Report

Contents of a research paper, Managerial decision making and Research, Policy implications

for managers

RECOMMENDED BOOKS

1. William G. Zikmund, Business Research Methods, Latest Edition, Thomson Learning

2 .UMA SKERAN ,Business Research Methods



INTRODUCTION TO HUMAN RESOURCE MANAGEMENT

Introduction

Meeting present human resource requirements, what is HRM? Why HRM is important?

Emerging Human resource management challenges

Trends in HRM, Global vs local HRM practices

Conducting Job analysis

HR Planning, Job Description, Job Specification

Staffing

Recruiting and selecting employees, Recruitment techniques, Sources of recruitment,

Selection tests and Interviewing techniques.

Employee development

Performance appraisals, Performance management

Training and development

Training the employees, Types of training, Technique of training.

Developing careers

Career growth

Compensations

Managing compensation, Types of compensation.

Rewarding performance

Pay for Performance

Designing and administering benefits

Types of benefits

Employee relations

RECOMMENDED BOOKS

1. By Luis R. Gomez Mejia, David B. Balkin, Robert L. Cardy Managing Human Resources.

(Fourth ed.)

\



Financial Management

Meaning and Scope of Financial Management

Finance and financial management, forms of business organizations

The Finance manager and the financial environment

Financial markets, financial institutions, the roles of the finance manager, Goals of the firm,

Agency problems

Time Value of Money

Calculate the future value (FV) or present value (PV) of a single sum of money, Calculate the

FV or PV of an annuity and an annuity due, Calculate the value, in a perpetuity problem,

Calculate the FV or PV of a series of uneven cash flows (i.e., compound or discount the Cash

flows),

Bond and Their Valuation

Key Characteristics of Bonds, Bond Valuation, Bond Yields, Bonds with Semiannual

Coupons,

Share and Their Valuation

Types of Ordinary Stock, Ordinary Stock, Ordinary Stock Valuation, Preferred Shares

Investment Appraisals

Discounted Cash flow techniques, a comparison of the NPV and the IRR methods

Analysis of Cash Flows

Explain the relevance of cash flows to analyzing business activities; Describe the elements of

operating cash flows; Describe the elements of investing cash flows; Describe the elements

of financing cash flows; Classify a particular item as an operating cash flow, an investing

cash flow, or a Financing cash flow; Compute, a statement of cash flows

Analysis of Inventories

Compute ending inventory balances and cost of goods sold using the LIFO, FIFO, and

average cost methods to account for product inventory;

The Cost of Capital

Define and calculate (1) the component cost of debt, (2) the component cost of preferred

stock, (3) the component cost of retained earnings (three different methods), and (4) the

component cost of newly issued stock or external equity; define the target (optimal) capital

structure; Define and calculate a company’s weighted-average cost of capital.

The Basics of Capital Budgeting

Define capital budgeting;describe and calculate four methods used to evaluate capital

projects: payback period, discounted payback period, net present value (NPV), and internal

rate of return (IRR);explain the NPV profile;explain the relative advantages and

disadvantages of the NPV and IRR methods.

Capital Structure

Define target capital structure and optimal capital structure .Explain business risk and

financial risk; Define operating leverage and explain how it affects a project’s or company’s

expected rate of return; Define financial leverage; Calculate degree of operating leverage,

degree of financial leverage, and degree of total leverage;

Managing Current Assets

Working Capital Terminology, Alternative Current Asset Investment Policies, The Concept

of Zero Working Capital, Cash Management, Cash Management Techniques, Marketable

Securities, Inventory costs, Inventory Control Systems, Receivables Management, Credit

Policy, Setting the Credit Period and Standards, Setting the Collection Policy

Financing current Assets

Sound Working Capital Requires Appropriate Financing, Alternative Current Asset

Financing Policies, Advantages and Disadvantages of Short- Term Financing, Accruals,

Account Payable (Trade Credit), Short-Term Bank Loans, The Cost of Bank Loans,

Choosing a Bank, Commercial Paper, Use in short-Term Financing

RECOMMENDED BOOKS

1. Ross, S.A., Westerfield, R. W. & Jordan, B. D. (2006) Fundamentals of corporate finance.

7th edition. New York: McGraw Hill

2. Eugene F. Brigham: Fundamentals of Financial Management

3. Jones, Financial Management

4. White, Sondhi and Fried, Analysis of Financial Statements



LEADERSHIP

Outlines:

The meaning, Importance and Nature of Leadership including Leadership roles.The Personal

Attributes of Leaders. The leadership Theories and Styles. The concept of Emotional

Intelligence. Motivation, Negotiation, Coaching and Team Building by Leaders.

Communication and Conflict Resolution by leaders.

Recommended Text:

Leadership Research, Findings, Practices and Skills (Second Edition) by Andrew J. DuBrin.

Additional Readings:

The many facets of Leaderships, Edited by Goldsmith. Govindarajan, Kaye and Vicere.

Best Practices in Leadership Development and Organizational change by Carter, Ulrich and

Goldsmith, Jhon Wiley and sons, San Francisco, CA. 2005.

Emotional Intelligence by Daniel Goleman.

Working with Emotional Intelligence by Daniel Goleman.

The Eight Habit from Effectiveness to Greatness by Stephen R. Covey.

RECOMMENDED BOOKS :

Leadership by Andrew J.Durbin 5th Edition.



ACCOUNTING COST AND MANAGEMENT

Concept and scope:

Definition- cost accounting, cost objects, cost element, sources and uses of cost data, cost

accounting vs financial accounting, cost department

Cost classification and control

Direct and indirect cost, product and period cost, controllable and uncontrollable cost, fixed

and variable cost, semi variable and step fixed cost, cost flow, cost of goods sold and

manufactured statement.

Material costing and control

Procedure of material procurement, LIFO, FIFO and weighted average method, perpetual

inventorysystem, economic order quantity.

Labour costing and control

Direct and indirect labour, productivity and efficiency, time sheet, time card, overtime , idle

time, payroll, labour turnover rate, straight piece rate, incentive wage plan, group bonus plan

FOH and control

Classification of OH, predetermined OLL rate, FOH cost (planned, applied and actual) over

and under applied OH

Standard costing

Introduction, material price and usage variances, labour rate and efficiency variances, FOLL

variances

Break even analysis

Contribution margin, cm to sale ratio, break even in value and units, margin of safety ratio,

break even graph.

RECOMMENDED BOOKS :

Cost accounting, F Usray, Hammer, Adolph Martz.



ORGANIZATIONAL BEHAVIOUR

What is Organizational Behaviour?

Importance of organizational behaviour

Foundations of Individual Behaviour

Biographical Characteristics, Ability, Learning.

Organizational behaviour from Islamic and indigenous perspective

Understanding human psychology through the lenses of Quran and Sunnah

Attitudes and Job Satisfaction

Types of attitudes, Types of behaviors

Perception and Individual Decision Making

Why perception is important, Types of decision making, Biases and errors in decision

making.

Motivation concept

Content theories of Motivational, Process theories of motivation

Motivation: from concept to application

Applying motivation concepts for designing reward system, motions and Moods

Foundations of Group Behaviour

Groups in organization

Basic Approaches to Leadership

Trait theories, Behavioral theories

Power and politics

Types and sources of power, Politics in organizations

Conflict and negotiation

Types of conflicts

Functions of organization structure

Types of organizational structure, Organizational structure and its impact on individuals and

groups

Organizational culture

Organizational culture and individual behaviour

RECOMMENDED BOOK

1. Robbins, P. S., & Judge, T. A. (2009). Organizational Behaviour. 13th ed.



BUSINESS MATHEMATICS & STATISTICS

SET THEORY AND SYSTEM OF LINEAR EQUATIONS

Set Theory, Types of sets, Methods of Representing sets ,Venn Diagram, System of Linear

Equations and its Applications, Solution of Linear system of equations as well as solution by

graphically method, Quadratic Inequalities, Sets and properties of sets, Slopes, distance

between two points, graphical understanding, Rate, Ratio, proportion, percentage, Interest,

depreciation and fraction, Pie chart, bar chart and word problems, Real number and real line,

Solution of linear equations involving one and two variables and presenting them in real line,

Mathematical concepts in Business, Discount, profits and general understanding of business,

Mathematics of merchandise

MATRICES

Introduction of matrices, addition, subtraction and multiplication of matrices, Inverse of

matrices and linear solution, Exponents and radicals, Solution of linear equations involving

more than two variables, Introduction to optimization and linear programming

DESCRIPTIVE STATISTICS

Introduction to Statistics, Constructing a Frequency Distribution, Graphing Frequency

Distribution, Measures of Central Tendency, Percentiles, Deciles and Quartiles, Measures Of

Dispersion and skewness, Range and Semi-Interquartile Range, Coefficient of Variation

Chebysshev‟s Inequality

PROBABILITY

Definitions of Probability, Addition and Multiplication Rules of Probability, Probability

Distribution, Discrete Probability Distribution, Expected Values and Variance, Continuous

Probability Distribution, The Binomial Distriution, The Poisson Distribution, Hyper

geometric Distribution, The Normal Distribution

SAMPLING AND SAMPLING DISTRIBUTION

Population and Sample, Parameters and Estimators, Reasons for Sampling, Random

Sampling,Stratifies Random Sampling, Systematic Sampling, Cluster Sampling

Sampling Distributions, Point and Interval Estimation, Determination of Sample Size

TESTING OF HYPOTHESIS

The rationale of Hypothesis Testing, Type of Errors,Testing Hypothesis about One Mean

Testing Hypothesis about Two Means, Testing Hypothesis about Proportions, Goodness of

Fit , Contingency Table Analysis

REGRESSION AND CORRELATION ANALYSIS

The Functional Relationship between Two Variables, Scatter Diagram, Linear Correlation

Inferences Concerning Correlation Coefficient, The Linear Regression Equation, The

Principle of Least Squares, Estimating Regression Equation, Coefficient of Determination

Multiple Regression and Correlation Analysis

TIME SERIES AND INDEX NUMBERS

Introduction to Time Series, Components of Time Series Measures of Trend and Seasonal

Variation Time Series Analysis in Forecasting, Defining and Index Number, Un-weighted

Aggregate Index, Price, Quantity and Value Indices, CPI and its Use

TEXT BOOKS

1. Mansfield, E., Statistics for Business & Economics: Methods and Applications.

2. Danier, W. W., Terrell, J. C., Business Statistics: Basic Concepts and Methodology



ENTREPRENEURSHIP

Introduction:

Entrepreneurial Pcrapectire, Defining entrepreneurship economies pro ventures, pruners

and characteristicn.

Entrepreneurship and new free enterprise:

Entrepreneurship venture, Environment of Small Business riak Failure Model for New

Ventures

Feasibility Planning

Product and scrvice COTICCOS Ion new ventures

The product concept and commercial Opportunities.

Manufacturing matters, products and technology. itInnlifying ()ppm-militias and product

development process.

Production Protection

Patents, Trademarks and Copyrights.

benign patents protect ornamenfal diginCtiOn disclosures, Patent process, Trademarks and

service marks. Rights and swearing government information. The 100M)111 ride of

enterprise.

Marketing and nor venture development:

Morketiog research foe new ventures, marketing concepts, Market focused on Orgimizations.

Competitive an.alyris, implissiinns of Market Research sources of market inielligenec.

Entrepreneurial team and business formation:

Matching human resource Nee& and skills legal forms of business in perspective, sole

proprietmship, partnership and Corporations.

13usiness Acquisitions and Franchising

Rationale for Acquiring no business, Evalualivn acquiring opportimirieS, Methods of

mlnation, strumunng the acquisition and franchising.

Financial Resources for New Ventures.

Asset klanagornent, Eying Financing, Dela Financing, Venture Capita

Recommended Books:

David It 11011: Entrepreneurship, New Velma° Creation, Prentice Hall 2. Bill Bolton Ss

John Thompson: Entrepreneurs Talent, Temperament, Technique, Riatersynnh Heinemann



STRATEGIC MANAGEMENT

AN OVERVIEW

Strategic management: Definition and process, Key terms in Strategic Management, The

nature of strategic decisions. The strategy managers: the role and tasks. Strategic planning

and its benefits and pitfalls

STRATEGY FORMULATION: Vision and Mission

The business vision & mission, Importance of vision and mission, Components of mission

statement, Writing and evaluating mission statement

STRATEGY FORMULATION: EXTERNAL & INTERNAL ASSESSMENT

Operating environment scanning, Structural analysis of competitive forces, the structure and

performance of the industry as a whole.The structure and performance of individual

competitors. Company situation analysis. Financial diagnosis other functional areas

diagnosis, Existing strategies audit SWOT analysis

STRATEGIES IN ACTION

Long-term Objectives, Types of Strategies, Integration Strategies, Intensive Strategies

Diversification Strategies, Defensive Strategies Michael Porter’s Generic Strategies, Means

for achieving Strategies, Strategic Management in non-profit and Government Organization

Strategic Management in small firms

STRATEGY FORMULATION: ORGANIZATION AL PROCESS

The strategy-making hierarchy, corporate strategy, Line of business strategies, Functional

strategies, Operating strategies, the factors shaping strategy Strategy and ethics, the basic

strategy-making approaches.

STRATEGY ANALYSIS AND CHOICE

A comprehensive strategy formulation framework The input stage The matching stage

SWOT Matrix Space Matrix BCG Matrix IE Matrix The Grand Strategy Matrix The

decision QSPM Matrix Strategy choice criteria Consistency tests

Clarity of goals appropriate timing Flexibility Management commitment The politics of

strategy choice

STRATEGY IMPLEMENTATION

Analyzing strategy-change Analyzing organizational structure, Analyzing organizing culture

Developing an effective reward structure Exerting strategic leadership Selecting an

implementation approach implementing strategy and evaluating the results Annual objectives

and policies Resource allocation managing conflicts

STRATEGIES EVALUATION

Evaluation Framework Characteristics of an effective evaluation system, Contingency

planning auditing 21st century challenges in Strategic Management

STRATEGIC CONTROL

The strategic control process, the management information system (MIS) and strategic

control, Top management & strategic control

A CASE ANALYSIS FRAMEWORK

Diagnosis and record of the current situation, Identification and record of the strategic issues

and key problems, Formulation and evaluation of alternative course of actions Selection of an

action plan and set of recommendation, How to avoid pitfalls in case analysis,

Communication of case analysis, The written report, The oral presentation and discussion

RECOMMENDED BOOKS

1. Certo & Peter; Strategic Management: Concepts & Applications, Random House

Business Division.

2. Johnson Schol, Exploring Corporate Strategy, Prentice Hall

3. Fried. R. David, Strategic Management, Prentice Hall


\Course Program MBA Total Credit Hours: 3

BUSINESS & CORPORATE LAW

COURSE CONTENT

Definition and classification of Laws, over view of general and commercial terms, Business

Entities such as sole proprietorship, partnership and joint stock companies

Definition of a contract, Essential elements of a valid contract, Legal provision governing

offers ,communication, acceptance or counter offer, consideration, agreement, lawful

purpose, parties to the contract and their intent to create contractual obligations.

Rights and Duties of parties, specific performance of the contract, Discharge of the contract,

Breach of the contract and remedies, illegal, avoidable and void contracts.

Definition and Essential Elements of a partnership, partnership deeds, rights and duties of

partners, partnership distinguished from sole proprietorship and the companies.

Individual and Joint liabilities of the partners for the firm debts, principles governing

ownership of the firm‟s asset and distribution of profits, implied and specific authority of the

partners, principle of holding out, Dissolution of the partnership.

Concept of limited liability and Juristic person Requirement and process of incorporation,

Effects of incorporation, types of joint stock companies by nature and formation, Ownership

and management of the companies.

Rights of the shareholders, Rights, power and duties of the Board of Directors, Statutory

provisions governing the election of Directors, meeting of the shareholders and the board of

Directors, disclosure requirements and the financial statements.

Listed vs. non listed companies, advantages and disadvantages of listing, listing requirements

of Stock Exchange, salient provision of Code of Corporate Governance, Brief discussion of

Securities and Exchange Commission of Pakistan as the corporate watch dog

Definition, Nature of the contract of sale, conditions and warranties, Definition, Nature of the

contract of sale condition and warranties

Transfer of property, performance of the contract of sale, Delivery of the goods, unpaid seller

and auction sale, Consignment basis, Delivery against advance payment, supply against letter

of credit, and types of letter of credit.

Laws relating to indemnity, guarantees, bailment, hyphothetication, pledge and Mortgage,

agency agreement

Evolution of Banks, types of banks, major function of banks, Negotiable instruments Act,

Definition, characteristics of Negotiable instruments.

Bill of exchange and promissory Notes, parties to instrument, negotiation and endorsement,

liabilities of the parties, payment and discharge of liabilities

RECOMMENDED BOOKS

1. Dr. Khwaja, Amjad Saeed, Mercantile and Industrial Laws in Pakistan Latest Edition

Institute of Business Management.

2. Nazir Ahmad Shaheen, Practical approach to the Companies Ordinance Latest Edition,

PLD.

3. Sajid A Qurashi, Business Law, Latest Edition.

4. Liaqat Ali Butt, The Negotiable Instrument, Latest Edition, PLD.



TOTAL QUALITY MANAGEMENT

INTRODUCTION TO TOTAL QUALITY MANAGEMENT

Definition of TQM, Overview of quality and dimensions of quality, TQM framework,

Quality Gurus and their contribution to TQM, Obstacles in implementing TQM program in

an organization

Role of Top Management in Implementing TQM

Quality statements, Importance of Communication in implementing TQM program

Relationship of customer satisfaction and quality improvement, role of employees teamwork

and employee empowerment initiatives for successful TQM performance.

PERFORMANCE MEASURES FOR TQM

Typical measurements (cost, time, HR, marketing, administrative measures and so on),

Criteria for choosing performance measures and building performance excellence

QUALITY MANAGEMENT SYSTEM

Benefits of ISO registration, ISO Series of Standards, Environmental management system

(ISO 14000)

STATISTICAL PROCESS CONTROL Introduction to SPC, Basic SPC Tools

TEXT BOOKS

1. John S. Oakland (2005) Total Quality Management,(3rd edition), Butterworth-Heinmann,

An Imprint of Elsevier, Linacre house, Jordan Hill, Oxford,200 Wheeler Road, Burlington.

2. Subburaj Ramasamy (2005) Total Quality Management, Tata McGraw-Hill Publishing

Company Limited, Delhi

REFERENCES

1. Foster, T. S. (2006). Managing quality: An integrative approach (2nd ed.). Upper Saddle,

NJ: Prentice – Hall.

2. Sadikoglu, E. (2004, September). Total quality management: Context and performance.

The Journal of Academy of Business, Cambridge, 5(1/2), 364-366.



STRATEGIC MARKETING

Introduction

The contribution of strategic Marketing within the context of business strategies of the firm

Customer value and the theory of sustainable Competitive Advantages (SCA)

Environmental Analysis

Trend and PEST analysis and their dynamic nature , Competitive forces analysis of the

industry and how the trend impact the forces and their dynamism, Develop the Key Success

Factors and understand how they may change, To identify the opportunities and threats

Internal Analysis

Resource Based View of the firm, Strategic Marketing resources leading to strength and

weakness in relation to the KSF, The value chain analysis leading to identifying the core

competency and sources of SCA

Competitors Analysis

The Nature of Competition in the market/industry, Strategies adapted by the competitions

and how they may change, develop the competitors profile matrix and establish strategic

group maps.

Marketing Strategies

Leaders, Followers and Challenger Strategies, First mover advantages and disadvantages,

Innovation and entrepreneurial marketing strategies

Customer Analysis

Segmentation targeting and Positioning, Process of segmentation and targeting, Perceptual

and positioning maps, developing effective positioning strategies

Strategies of the Marketing Mix

Product and Growth Strategies, Pricing Strategies, Promotion and Integrated Marketing

Communication, Distribution strategies

RECOMMENDED BOOKS

1. Strategic Marketing By Cravens & Piercy (Latest edition)

2. Marketing Strategy and Competitive Advantage By Hooley, Piercy & Nicoulaud,

(Latest edition)

3. Marketing Strategy Folder,

4. Marketing: Best Practices by Czinkota et. al. (Latest edition)



BUSINESS FINANCE

An Overview of Business Finance

Finance a quick look, Business finance and financial manager, Forms of business

organization, Goals of business finance, Agency problem.

Understanding financial statements and cash flows

The balance sheet, the income statement, Cash flow statement.

Analyzing the financial statements

Standardized financial statements, Ratio analysis, Using financial statement information

Time Value of Money

The role and perspectives of the TVM concept, Future values, Present values, the relationship

between future and present values, Annuities.

Bond and Their Valuation

Definition, types and features of bonds, Valuation of bonds (the basic process), Basic

relationships in bond valuation, Bondholder’s expected rate of return, Risks associated with

bond returns.

Stocks and Their Valuation

Shares and their basic features, Benefits from a share investments, Price of ordinary shares,

Behaviour of expected dividend growth and share price, Price of shares based on earnings,

Expected rate of return, Preferred shares and their characteristics, Price of preferred share

and the expected rate of return.

Net present value and other investment Criteria

Net present value, the payback rule, the average accounting return, the internal rate of return.

Introduction to Islamic Finance

The concept of Mudarba, Musharqa, Murabah, Ijarah, Comparison with the conventional

financial system.

Risk and Return

Expected returns and risk defined, Calculating expected return, Calculating risk (Variance

and Standard deviation).

The Cost of Capital

The cost of capital concepts, Individual and weighted average costs of capital, Costs of

capital and valuation

RECOMMENDED TEXT BOOKS (Latest available edition)

1. Ross, Westerfield, Jordan: Corporate Finance Essentials.

2. Jemes C. Vanhorne: Fundamentals of Financial Management



PROJECT MANAGEMENT

Introduction to Project Management (PM)

Project Screening and Selection

Work Breakdown Structure (WBS), Organization Breakdown Structure (OBS)

Time Estimation of Activities, Precedence Relationships

Gantt chart, Network Models (AON, AOA)

Critical Path Method (CPM),

Resource Management

Budgeting Cost-Time Tradeoffs, Project Crashing

Risk Management

Managing Changes in Project Scope, Configuration Management

Program Evaluation and Review Technique (PERT)

Project Control, Earned Value Approach, Revised Budget Projections

Project Termination

TEXT BOOK (Mandatory)

1. Project Management: The Managerial Process (4th Edition) by Gray and Larson

ADDITIONAL READINGS

1. Project Management: A Managerial Approach by Meredith and Mantel Managing

Business & Engineering Projects by Nicholas.



OPERATIONS MANAGEMENT

INTRODUCTION

Introduction to Operations Management, Competitiveness, Strategy, and Productivity

OPERATIONS MANAGEMENT MODELS

Forecasting, Decision Making, Transportation models, Waiting lines models, Learning

curves

SYSTEM DESIGN

Product and Service Design: Reliability, strategic Capacity Planning for Products and

Services: Decision Theory, Process Selection and Facility Layout: Linear Programming,

Design of work systems: Learning Curves, Location Planning and Analysis: The

Transportation Model

QUALITY

Management of Quality, Quality Control: Acceptance Sampling

INVENTORY MANAGEMENT AND SCHEDULING

Inventory Management, Aggregate Planning, MRP and ERP, JIT and Lean Operations:

Maintenance, Scheduling

SUPPLY CHAIN MANAGEMENT

Supply Chain Strategies, Vendor selection, Internet purchasing, Supplier quality ad

reliability, Benchmarking, Types of Facilities and location analysis techniques, and

Transportation and distribution system

PROJECT MANAGEMENT WAITING LINES AND SIMULATIONS LAYOUT

STRATEGY

Basics layouts, Designing process layouts, Designing product layouts, Warehousing and

storage layouts, Assembly line balancing Hybrid Layouts

TEXT BOOKS

1. Operations Management, International Edition, Eighth Edition, by William J. Stevenson,

Publisher: McGraw-Hill

2. Jay Heizer & Barry Render, Operations Management, Latest Edition, Prentice Hall

REFERENCE BOOKS

1. Operations Management by William J. Stevenson

2. Operations Management for MBAs by Jack R. Meredith and Scott M. Shafer

3. Operations Management (10th Edition) (Pearson Custom Business Resources) by Jay

Heizer and Barry Render

4. Operations Management: Creating Value along the Supply Chain by Roberta S.

Russell and Bernard W. Taylor



SUPPLY CHAIN MANAGEMENT

Introduction to supply chain management.

Supply chain strategy.

SCM Decisions

SCM Drivers and obstacle

Facility location.

Warehousing.

ForecastingInventory Management.

TransportationLinear Programming – Excel Solver – Lab sessions.Bullwhip effect.

Double Marginalization

Job shop scheduling, ERP JIT and lean production,.

Outsourcing and Supplier Relationships.

Project presentations.

RECOMMENDED TEXT BOOKS

1. Sunil Chopra, Supply Chain management, 3rd Prentice Hall.

2. Martin Christopher, Logistics and Supply Chain management – Creating value added

networks, FT – Prentice Hall.



MANAGEMENT THEORY AND PRACTICE

Introduction to management and organization

who are managers, what is management, what do managers do, management functions,

management roles, management skills, what is an organization, why study

management.Management yesterday and today, historical background, scientific

management, understanding OB, general administrative theory, quantative approach

management, the hawthorne studies, the system approach, the contingency approach, current

trends and issues. Social responsibility and mgt ethics, Social responsibility, the greetings of

management, value based management, managerial ethics, social responsibility and ethics

issues in today’s world.

Decision making

The essence of managers job, the decision making process, the manager decision as maker

Strategic management, importance of SM, SM process, types of OS, SMin todays world

HRM, why HRM is important, HRM process, HR planning, recruitment and decruitment,

selection, orientation, employee performance mgt, career development, current issues in

HRM.

Foundations of Behavior

WHY look an individual behavior, attitude, personality, perception, learning and

contemporary issues in HRM.motivating employees, what is motivation, early theories and

motivation, current issues in motivation.

Leadership

What is leadership, early leadership theories, leadership issues in twenty first century.

Operations and value chain mgt, operations management, value chain management, current

issues in OM.

REFERENCE BOOKS :

Management theory and practice by Stephen p robin’s 9th -10th edition, Mary Coulter.



Advance research methodology

Introduction to research

Types of business research, Ethics and business research

Research process Step 1 to 3:

Problem area, definition. Step 4 to 5: Theoretical framework, Hypothesis development

variables and types. Step 6: elements of research design, purpose of the study. Measurement

of variables: operational definition and scales scaling. Reliability and validity, rating scales,

ranking scales, Goodness of measures. Data collection methods,

Source of data

primary sources of data, secondary sources, Data collection methods. Sampling: Population

elements, Population frame, Sample and subject, normality of distribution, Probability and

non-probability. Sampling in cross cultural research,

Determining sample

Sample size, importance of sampling design and sample. Data analysis and interpretation:

gather data ready for analysis, Data analysis and interpretation, software packages use for

data analysis ,The research report oral presentation

Recomended Book:

Research methods for business by ume sakran fourth edition

Banking and Finance

1. Corporate Finance

2. Financial Market & Institutions

3. Financial Reporting And Analysis

4. Financial Risk Management

5. Investment and Portfolio Management

6. Investment Management

7. Behavioral Finance

8. Money And Capital Market



CORPORATE FINANCE

Long-Term Financial Planning & Growth

Financial planning models, External financing and growth, internal growth and sustainable

growth

Project Cash Flows For Investment Decisions

Projected Cash Flows, Investment Cash Flows, Pro Forma financial Statements, Estimating

NPV Estimates

Project Analysis And Evaluation

Scenario and other what-if analysis, operating leverage, Capital rationing, Accounting vs.

Financial Break-Even

Raising Capital

Early stage financing & venture capital, Underwriters, IPO‟s and Under pricing, Costs of

issuing securities, Rights, Dilution, Issuing Long Term Debt, Securitization (bundling-

unbundling), Mutual funds management

Financial Leverage And Capital Structure Policy

Capital structure & Cost of Capital, The effect of financial leverage, Optimal capital structure

Dividends And Dividend Policy

Cash dividend and dividend payment, Low payout and high payout factors, Establishing a

dividend policy, Stock repurchase, Stock splits

Short Term Finance And Planning

Operating and Cash Cycle, Alternative Financing Policies for current assets, Short Term

Borrowing, Cash and Liquidity Management, Float Management, Cash Collection and

Disbursements, Target Cash Balance, Credit and Inventory, Credit and Receivables,

Factorization

Hybrid Financing: Leasing

What is Lease, Why Lease? Financial & Operating Lease, Valuing Financial Lease, Leasing

Versus Purchasing Decision


1. Fundamentals of Corporate Finance by Ross, Westerfield & Jordon (8th

Edition)

2. Financial Management, Theory and Practices by Brigham & Ehrhard (11th

Edition)

REFERENCE BOOKS AND OTHER READING MATERIALS

1. Financial Management and Policy by James C. Van Horne

2. Principles of Corporate Finance by Brealey, Myers & Allen, Latest Edition.



FINANCIAL MARKET& INSTITUTIONS

Financial Markets.

The Money Markets, The Stock Markets, its Participants (Corporation and Investors), The

Long Term Debt Market, Interest Rate Determination, The Foreign Exchange Market.

Development Financial Institutions in Pakistan, ADBP, IDBP, NIT, PICIC, SMEDA, SBFC,

( Khushali Bank, Micro Credit Bank).

International Financial Agencies, IMF, World Bank,

Asian Development Bank, Islamic Development Bank.


1. Michael McGrath, Cristopher Viney, Financial Institutions, Instruments & Markets,

2nd Edition, McGraw Hill

2. Johnson j. Hazel, Financial Institutions & Markets A Global Perspective, McGraw

Hill.

3. Saeed Khawaja Amjad, Financial Institution in Pakistan Operational & Procedural

Aspects, Karachi, Royal Book.



FINANCIAL REPORTING AND ANALYSIS

An Overview of Financial Reporting

The history of Accounting, Development of Accounting Standards: From 1929 NY Stock

crash to International Financial Reporting Standards (IFRS), The Security Exchange

Commission of Pakistan (SECP) and regulatory requirements for Financial Reporting,

Underlying issues and objectives of financial reporting: capital maintenance, temporal

distributions etc

Conceptual Framework

The history of conceptual framework, Major Issues on agenda, Rule based vrs. Principal

based standards debate, the ambiguity of financial terminology and efforts to standardize

interpretations

Important IAS and IFRS

IAS 1 Presentation of Financial Statements, IAS 5 Information to Be Disclosed in Financial

Statements – Originally issued October 1976, effective 1 January 1997. Superseded by IAS 1

in 1997, IAS 2 Inventories, IAS 7 Statement of Cash Flows, IAS 38 Accounting for Research

and Development Activities, IAS 18 Revenue, IAS 36 Impairment of Assets, IAS 38

Intangible Assets, IFRS 10 Consolidated Financial Statements, IFRS 13 Fair Value

Measurement

Preparation of Financial Statements

Balance Sheet, Profit and Loss Account/ Income Statement, Cash Flow Statement

Issues and Controversies in Financial Reporting

Earnings Management Red flags

Incentives that might induce the company mgt. to manipulate earnings, Fraud triangle, Risk

factors related to attitude and rationalizations that may lead to fraudulent accounting,

Common accounting warning signs and methods of detecting them, Accounting shenanigans

on cash flow statement, Stretching out payables, Financing of payables, Securitization of

receivables, Using stock buybacks to offset dilution of earnings.

Financial analysis techniques

Ratio analysis, Common size financial statements, Charts in financial analysis, Limitations of

ratio analysis, Activity, liquidity, solvency, profitability and valuation ratios, Du-Pont

analysis, Equity analysis, credit analysis, and segment analysis, Integration of tools to model

and forecast earnings.

Financial Statement Analysis: Applications

Company’s past financial performance evaluation and finding company’s strategy reflected

in past financial performance, Basic projection of a company’s future net income and cash

flow, Role of financial statement analysis in assessing the credit quality of a potential debt

investment, Financial statement analysis in screening for potential equity investments,

Appropriate analyst adjustments to a company’s financial statements to facilitate comparison

with another company.

RECOMMENDED BOOKS

1. Jemes C. Vanhorne: Fundamentals of Financial Management

2. Eugene F. Brigham: Fundamentals of Financial Management

3. Brealey, R. A. & Myers, Principles of corporate finance.

4. Stephen A. Zeff, Bala G. Dharan: Readings and Notes on Financial Accounting: Issues and

Controversies.

5. Gerald I. White, Ashwinpaul C. Sondhi, Haim D.: The Analysis and Use of Financial

Statements.

6. Meigs, William, Haka, Bettner,: Accounting, the basis for business decisions.



FINANCIAL RISK MANAGEMENT

Introduction to risk management

Risk and return

Why are financial intermediaries special?

Risks of financial intermediation

Interest rate risk

Market risk

Credit risk

Off-balance-sheet risk

Technology and other operational risks

Foreign exchange risk

Sovereign risk, Liquidity risk

Insurance

Options, caps, floors, and collars

Swaps, Futures and forwards

Securitization

RECOMMENDED TEXTBOOK

1. Saunders, A. and M. Cornett. 2008. Financial institutions management: A risk

management approach, 6th ed. Boston: McGraw-Hill.

2. Harrington, S. and G. Niehaus. 2004. Risk management and insurance, 2nd

ed. Boston: McGraw-Hill.

3. Rivai, V., A. Veithzal, and F. Idroes. 2007. Bank and financial institutions

management: Conventional and Sharia System. Jakarta: Rajawali Pers.



INVESTMENT ANALYSIS AND PORTFOLIO MANAGEMENT

Investment Settings

Organization and Functioning Of Securities Market

Security market indicator series

Introduction to efficient market hypothesis

An introduction to portfolio management

An introduction to asset pricing models

Analysis of financial statements

Security valuation

Stock market analysis

Industry analysis

Company analysis and stock valuation

Technical analysis

Introduction to behavioral finance

Introduction to financial derivatives

Forwards, Futures, Options & Swaps


1. Jones. P. Charles; Investment: Analysis & Management, John Wiley & Sons.

REFERENCE BOOKS

1. Sharpe, Alenander and Bailey; Investments, Prentice Hall.

2. Bodie, Kanne & Marcus; Investment, McGraw Hill.

3. Radcliff; Investment: Concepts Analysis Strategy, Addison Wesley.



INVESTMENT MANAGEMENT

Chapter 1:

Financial markets and instruments, Money and bond markets; Money market instruments;

Bond market instruments; Equity markets; Equity instruments; Derivatives markets;

Managed funds; Exchange traded funds; Exchange trading and over-the-counter trading;

Clearing, settlements, margin trading, short sales and contingent orders; Regulation of

financial markets.

Chapter 2:

History of financial markets, History of financial innovation; Recent financial innovations:

Floating rate debt, zero-coupon bonds, poison-pill securities, swaps, futures; Investment

returns in equity and bond Markets; The equity premium puzzle.

Chapter 3:

Active fund management and investment strategies, Historical mutual fund performance;

Market efficiency and behavioral finance; Return based trading strategies; Hedge funds.

Chapter 4:

Market microstructure, Market microstructure effects on transaction prices; Bid-ask spread;

Inventory risk; Limit Order Markets, Bid-ask bounce (Roll); adverse selection

(Glosten-Milgrom); Optimal insider trading (Kyle); Stealth Trading Hypothesis; Market

microstructure and investment analysis.

Chapter 5: Diversification

Expected returns and variance of portfolios; Utility functions and expected utility;

Risk aversion; The mean-variance problem; Capital allocation with other utility functions

(CARA, CRRA); Estimating covariances: the index model; Abnormal returns: Treynor-

Black model; Factor models and diversi.cation; Factor models and the notion of immu-

nization in equity portfolios (see end ch. 6 in SG).

Chapter 6:

Fixed income securities and portfolio immunization

Term structure of interest rates; Yield to maturity; Duration; Immunization of bondportfolios.

Chapter 7:

Risk and Performance Measurement

Types of risk; Risk decomposition; Value-at-risk (VaR); Risk-adjusted performance

measures; Performance measurement with changing portfolios (market timing).

Chapter 8: Risk Management

Risk capital allocation; Put option protection; Portfolio insurance with calls; Non-linear

payoffs; Extreme risk; Hedging volatility; Hedging credit risk


1. Bodie, Zvi, Alex Kane, and Alan J. Markus, Investments, McGraw Hill, 2005

(Sixth Edition) - short: BKM



BEHAVIORAL FINANCE

Introduction

What is behavioral Finance? The history of behavioral Finance, Behavioral Finance vs.

Traditional Finance

Incorporating investor behavior into the asset allocation.

What are the Psychological foundations? Gender, personality types and Investor behavior.

Portfolios, Pyramids, Emotions, and Biases

Investor Biases

Overconfidence Bias, Representativeness Bias, Anchoring & adjustment Bias, cognitive bias,

self attribution bias, conversion bias, control bias, endowment bias, optimism bias, loss

aversion bias, mental accounting bias.

Practical application of behavioral finance:

Gender, Personality, investor personality types

Heuristics Behavior of finance

Investment models:

Capital Asset Pricing Model (CAPM)

Efficient Market Hypothesis (EMH)

Traditional Hedge Fund Model

Endowment Model

Behavioral Finance Theories

Arbitrage pricing Theory

Prospect Theory

Markowitz Portfolio Theory

BOOKS RECOMMENDED

Behavioral Finance and wealth management by Michael M Pompian.

Behavioural Finance by William Forbes

http://eu.wiley.com/WileyCDA/Section/id-302479.html?query=William+Forbes



MONEY AND CAPITAL MARKETS

Introduction to Financial Assets and Markets

Financial Assets, Equity Market, Debt Market, Foreign Exchange Markets, Derivative Markets

Issuers and Investors, Role of Financial Intermediaries, Regulations of Financial Markets

Markets Classification and Trading Mechanics

The Primary Market, Secondary Market, Money Market, Capital Market, Regulation of the Issuance

of Securities, Role of brokers and Dealers in Markets, Variations in the Underwriting of Securities,

World Capital Markets Integration and Fund Raising Implications, Motivation for Raising Funds

outside of the Domestic Market, Function of Secondary Markets, Trading Locations, Market

Structures, Secondary Market Trading Mechanic, Market Efficiency, Transaction Costs

Investment Theory

Introduction to Markowitz Portfolio Theory, Expected Return and Risk Calculation, Measuring

Portfolio Risk, Diversification, Choosing a Portfolio of Risky Assets, Economic Assumptions

Capital Market Theory

Introduction to William Sharp Capital Market Theory, The Capital Asset Pricing Model, The

Multifactor CAPM

Arbitrage Pricing Theory Model

Some Principles to Take Away

Economic Theories to Explain Yield with Maturity

Market Segmentation Theory, Liquidity Premium Theory , Pure Expectation Theory, The Structure of

Interest Rates, The Yield Curve, Forward Rates, Determinants of the Shape of the Term Structure

Money Market Securities

Government Securities, Corporate Securities , Treasury Bills, Commercial Paper, Bankers

Acceptances, Large – Denomination Negotiable CDs, Repurchase Agreements, Federal Funds

Foreign Exchange Market

Foreign Exchange Rates, Foreign – Exchange Risk, Spot Market, Cross Rates, Dealers, The European

Currency Unit, Currency Forward Contracts, Currency Futures Contracts, Currency Options

Contracts, Currency Swaps

Corporate Bond Market

Features of a Corporate Bond Issue, Corporate Bond ratings, Event Risk, High – Yield Corporate

Bond Market, Secondary Market, Private Placement Market for corporate Bonds, Risk and Return in

the Corporate bond Market, Eurobond Market, Medium – Term Notes, Bank Loan Market,

Bankruptcy and Creditor Rights

Performance Evaluation of Mutual Funds

Structure of Mutual Funds, Close end and Open end Mutual Funds, Types of Funds with Different

Objectives , Sharp Measure , Treynor Measure, Jenson Differential Measure, Fama Franch Three

Factor Model

Equity Market

Structure of the Equity Markets, Stock Market Index, Types of Orders, Types of Accounts , Empirical

Evidence on Pricing Efficiency ad Implications for Portfolio Strategies, Preferred Stocks , Listing at

Stock Market, Stock Market Indicators

Recommended Books:

1. Money and Capital Markets by: Peter S. Rose, Milton H. Marquis

2. Investments Analysis and Portfolio Management By: Reilly and Brown

3. Money and Capital Markets by: Jonathan Dodoo

Human Resources Management

1. Conflict Management

2. Industrial Relations

3. Leadership

4. Performance Management

5. Recruitment and Selection

6. Training and Development

7. Career Management

8. Strategic Human Resource



CONFLICT MANAGEMENT

The causes of conflict and conflict escalation, leading to greater ability to alter nonproductive

responses to conflict.

Types of conflict those are beneficial and detrimental to individual, group, and/or

organizational outcomes, leading to ability to foster productive conflict.

The advantages, disadvantages and potential outcomes of a variety of conflict management

strategies.

Analyze the characteristics of a given conflict, improving their ability to select appropriate

conflict management strategies for different conflict situations.

Improve their own conflict performance through attention to the basics of effective dialogue

and negotiation.

Improve their ability to facilitate conflicts as a third party through attentions to the basics of

effective mediation and other intervention strategies.

Make suggestions for organizational dispute system design or conflict management policies

and procedures.


1. Interpersonal Conflict (6th Edition) Wilmot & Hocker. 2. Designing Conflict Management Systems (1996) by Costantino and Merchant.



INDUSTRIAL RELATIONS

Introduction to the subject

1. What is Industrial/Labor Relations

2. Why workers Forms/Joins Unions

3. Management Attitude Towards Trade Unions

4. Theories of Labor Movement

5. Union Structure, Government and Policies

Part 2.

6. The Negotiation Process

7. The subject matter of CB

8. The nature of CB

9. Contract Administration & Grievance Procedures

10. Strikes and CB

11. The Future of CB

Part 3. Contemporary Issues related to IR

12. Labor Policies & Labor Laws in Pakistan

a. Company Act 1934

b. Industrial Relations Ordinance

c. Workmen’s Compensation Act

13. International Labor Organization (ILO)

14. World Trade Organization (WTO) its policies and impacts on trade unions

15. Globalization Phenomenon

16. Child Labor

17. Equal Employment Opportunity

18. Future of Union & Movement Relationship

19. Relevant Case Studies/Guest Speakers


1. Allen, Robert ., Keaveny, Timothy, 1983, Labor Relations: London, Addison Wesley

Publishing Company.

2. Chamberlain, Neil W., Kuhn James W. 1965. Collective Bargaining., London

McGraw Hill Book Co.

3. Nagarajau,S. 1981, Industrial Relations System in India: New Delhi, Chugh

Publications

4. Towers, Braian. Ed 1987, A handbook of Industrial Relations Practice: Practice and

law in the Employer Relationship, Great Britain, Kogan Page.

5. Mathur, Reeta 1986, Industrial Relation in Public Enterprises:, Jaipur India.

Prateeksha Publications.

6. Srivastava,, Suresh, C. Industrial Disputes and Labor management relations in India,

New Delhi, Deep & Deep Publication.

7. Beach Dale S. 1985, Personnel; The management of People at work:, NY Macmillan

Publishing Co.

8. Luthans, Fred, 1998, Organizational Behavior:, USA Irwin McGraw Hill Inc.



Leadership & Motivation skills

The nature and importance of leadership, Definition, Impact of leadership on

organizational performance,

Traits, Motives and characteristics of a leader

Charismatic and Transformational leadership

Leadership behavior, attitude and style

Leadership Ethics and social responsibility

Power, politics and leadership

Developing teamwork

Motivation and coaching

Strategic leadership and knowledge management

Leadership development and succession

Text book: Leadership by Andrew j durbin 5th edition



PERFORMANCE MANAGEMENT

Unit# 1

Performance Management and Reward Management in Context: - Definition of PM, The

Performance Management Contribution, Disadvantages of Poorly implemented PM system,

Definition of Reward System, Aims & Role of PM Systems, Characteristics of an ideal PM

system, integration with other HR and development activities.

Unit# 2

Performance Management Process: - Prerequisites, Performance Planning, Performance

Execution, Performance Review, Performance Renewal & Recontracting.

Unit# 3

Performance Management and Strategic Planning: - Definition and purpose of Strategic

Planning, Process of linking Performance Management to the Strategic Plan, Building

Support.

Unit# 4

Defining Performance and Choosing a Measurement Approach: - Defining performance,

determinants of performance, performance dimensions, and approaches to measuring

performance.

Unit# 5

Measuring Result and Behavior: - Measuring Result, Measuring Behavior.

Unit# 6

Gathering Performance Information: - Appraisal forms, Characteristics of appraisal forms,

determining overall rating, appraisal period & number of meetings, who should provide

performance information. A model of rater motivation, preventing rating distortion through

rater training.

Unit# 7

Implementing a performance Management System: - Preparation: Communication, appeals

process, training programs & pilot testing, communication plan, appeal process, training

programs for acquisition of required skills, pilot testing, ongoing monitoring and evaluation.

Unit# 8

Performance Management and Employee Development: - Personal Development Plans,

direct supervisor’s role, 360- degree feedback system.

Unit# 9

Performance Management Skills: - Coaching, Coaching Styles, Coaching Process,

Performance review meeting

Unit# 10

Reward System and Legal Issues:- Traditional Contingent pay plans, reasons for introducing

contingent pay plans, possible problems associated with contingent pay plans, Selecting a

contingent pay plans, Putting pay in context, PM & the law, Some legal principles affecting

PM, Laws affecting PM.

Unit# 11

Managing team performance: - Definition and importance of teams, types of teams and

implications for performance management, purpose and challenges of team PM, including

performance in the PM system, Rewarding team performance.


1. Performance Management by Herman Aguinis 2nd Ed.



RECRUITMENT & SELECTION

Introduction to Recruitment and Selection

Measurement, Reliability and Validity

Legal Issues

Job Analysis and Competency Models

Recruitment & Selection and Job Performance

Recruitment

Applicant Screening

Ability Tests and Personality Assessment

Performance Tests, Assessment Centers, Integrity Testing, Drug Testing, Graphology

The Selection Interview

Strategies for Selection Decision Making


a. Diane Arthur Recruiting, Interviewing, selecting and orienting new employees

Latest Edition.



TRAINING AND DEVELOPMENT

Introduction & Organization

The Training & Development Process

Organizational Learning

Learning & Motivation

The Needs Analysis Process

Training Design

Training Implementation and Delivery, Transfer of Training

Training Methods I

Training Methods II

Training Evaluation Ch. 11, Costs and Benefits

Training Programs Ch. 13, Training Trends & Best Practices


1.Creative Training Techniques Handbook by Robert W. Pike, CSP.



Career Management

Introduction to career management

Model of career management

Career exploration

Goal, strategies and appraisal

Career Development and overview

Occupational choice

Organizational entry

Job stress

Managing diversity

Stressed sales women

Text Book

Career management By Jeffery H. Greenhas



STRATEGIC HUMAN RESOURCE MANAGAMENT

Course Contents

The conceptual framework of strategic HRM

The concept of HRM

The concept of strategy

The concept of strategic human resource management

Part two: The practice of strategic HRM

The strategic role of HR

The impact of strategic HRM

Strategic HRM in action

Strategic international HRM

Part three: HR strategies

The framework of HR strategy

Business model innovation

High performance strategy

Human capital management strategy

Corporate social responsibility strategy

Organization development strategy

Engagement strategy

Knowledge management strategy

Resourcing strategy

Talent management strategy

Learning and development strategy

Reward strategy

Employee relations strategy

BooksRecommended

Strategic Human Resource Management by Michael Armstrong

https://www.safaribooksonline.com/library/view/armstrongs-handbook-of/9780749463946/Part01.xhtml

https://www.safaribooksonline.com/library/view/armstrongs-handbook-of/9780749463946/Chapter01.xhtml






















Marketing

1. Brand Management

2. Internet Marketing

3. Integrated Marketing Communication

4. Marketing Research

5. Sales Management

6. Seminars In Marketing

7. Advertising and Media Planning

8. New Product Development



BRAND MANAGEMENT

Opening Perspectives

Brands and Brand Management

Identifying and Establishing Brand Positioning

Customer based brand equity

Planning and Implementing Brand Marketing Program

Choosing brand elements to build brand equity

Designing marketing programs to build brand equity

Integrating marketing communications to build brand equity

Leveraging secondary brand associations to build brand equity

Growing and sustaining brand equity

Designing and implementing branding strategies

Introducing and naming new products and brand extensions


1. Kevin Lane Keller, 3rd Edition



INTERNET MARKETING

INTRODUCTION AND INDUSTRY TRENDS

The opportunity, Mega trends

STRATEGIC E - MARKETING

E business models, Consumers online characteristics

SITE DESIGN BASICS

Four cornerstone approach,Personas and scenarios, How to write project briefs

SITE DESIGN USABILITY

Usability Best Practices,Domain name management

SITE DESIGN

Programming standards/information architecture, Rich Media

BUILDING TRUST

Consumer privacy legislation,Data management practices

E MARKETING COMMUNICATIONS

Online advertising methods,Online promotional tools, Permission based email

SEARCH AND INTELLIGENT SEARCH

Search engine optimization

SEARCH MARKETING

Search strategies customer acquisition, Search Engine Marketing FAQ


1. Strauss, Judy, Adel El – Ansary, and Raymond Frost (2006), E – marketing 4th Edition,

Prentice Hall, ISBn: 0-13-148519-9

USEFUL TEXT

1. Hanson, Word (2000), principles of internet marketing, South western college publishing,

ISBN 0-538-87573-9



INTEGRATED MARKETING COMMUNICATION

Introduction to Marketing Communications Strategy

Integrated Marketing Communications (IMC), Integrated Brand Promotion (IBP),

Communications process and the structure of the advertising industry.

Advertising in Business and Society

The evaluation of advertising, social, ethical, and Regulatory aspects of advertising and

marketing communications.

Advertising, IBP, and Consumer Behavior

Consumer buyer behavior,the purchase decision, Marketing segmentation and positioning,

Advertising planning (international) and cultural barriers, Advertising plan and its context,

Communications vs. Sales objectives

Market Segmentation, Positioning, and the Value Proposition

Identifying market segments, The positioning & repositioning strategy, The value proposition

The Advertising Plan

The basic component, setting advertising objectives, setting advertising budgets, The role of

advertising agency

Message Strategy

A review of information processing process, Categories of message strategy, Brand strategy,

Verbal vs. visual messages, Types of advertising appeal

Media Planning Strategy

Objective setting and strategy for advertising and promoting the brand,Media planning

process, Media types: print, TV, and radio, the internet

Sales promotion

Sales promotion defined,Consumer sales promotion,Trade sales promotion,the risks of sales

promotion, Support media and promotional aids,Point-of-Purchaseadvertising, Event

sponsorship

Direct Marketing

The evolution of direct marketing,Databasemarketing, Media applications in direct marketing

Public Relation and Corporate Advertising

Public relation, corporateadvertising, Integrated brand promotion Building the brand and

growing the business


1. Rushton, A., Croucher, P., and Baker, P. (2007). The handbook of Logistics and

Distribution Management (3rd Ed.), McGraw Hill.

ADDITIONAL READINGS

1. Ballou, R. H. (2006). Business Logistics Management, (6th ed.), New Jersey Prentice-Hall

International, Inc.

2. Arnold, J. R. & Chapman, S. N. (2001). Introduction to Materials Management. (4th ed.), New

Jersey: Prentice Hall.



MARKETING RESEARCH

A Decision-Making Perspective on Marketing Research

Marketing Research in Practice

The Marketing Research Process

Research Design and Implementation

Secondary Sources of Marketing Data

Standardized Sources of Marketing Data

Marketing Research on the Internet

Information Collection: Qualitative and Observational Methods

Information from Respondents: Issues in Data Collection

Information from Respondents: Survey Methods

Attitude Measurement in Marketing Research

Designing the Questionnaire

Experimental Research

Correlation Analysis and Regression Analysis, Discriminant and Canonical Analysis

Emerging Applications of Marketing Research: Database Marketing and Relationship

Marketing


1. David A. Aaker; V. Kumar; George Day, Marketing Research, Latest Edition, John Wiley

& Sons.

RECOMMENDED REFERENCE BOOK 1. NK Malhotra, Marketing research: an applied orientation, Latest Edition, Pearson Prentice-Hall.



SALES MANAGEMENT

Selling and Sales Management, Challenges in the Market, Sales Managers Job, etc

Marketing and Sales Evolution, Sales Environment; Customer, Competition, Economics,

Legal, Demography, etc

Personal Selling, Relationship Selling, Seven Steps of Selling, etc

Sales Leadership and Management, Activities of Sales Managers, Roles, Responsibilities,

Skills, Authority, etc

Organizational Buying and Purchasing, Difference b/w Individual and Organizational

Buying, Buying Process, Negotiation Skills, etc

Organizational Buying and Purchasing, Difference b/w Individual and Organizational

Buying, Buying Process, Negotiation Skills, etc

Sales Organization, Sales Force Types and Structures, Independent Sales Agents, etc

Sales Organization, Sales Force Types and Structures, Independent Sales Agents, etc

Recruitment and Selection, Importance, Planning, Assessing, Recruiting, etc

Training, Needs Assessment, Setting Objectives, Training topics, Formalized Program, etc

Compensation, Reward System Management, Financial Rewards, Non-Financial Rewards,

Other considerations, Relationship b/w Motivation and Compensation.

Evaluation, Criteria for Performance Measurement, Performance Appraisal, Comparing

Actual with Standard, Evaluating Teams, etc

Motivating the Sales Team, Models of Motivation Process, Job-Related Factors, Individual

Related Factors, Motivational Theory, etc

Sales process


1. Eugene M. Johnson, David L, Kurtz & Eberhard E. Scheuing, McGraw Hill.Sales

Management; Concepts Practices and Case, 2nd edition.



SEMINARS IN MARKETING

Introduction to SM PEST Analysis

Identify various trends in the Macro environment,impact of Macro environment changes on

any given industry

Porter Analysis

Multi-dimensional nature of competition,industry analysis using the five forces model, KSFs

of an Industry, value creation and appropriation takes place in an industry.

Competitor analysis

Strategies of competitors,identify good vs bad competitor, Leader follower and challenger

strategies, making strategies

Company analysis RBV

Value chain analysis,company’s strength weaknesses and capabilities

Customer Analysis and Strategy

Segmentation targeting and Positioning,process of segmentation and targeting, developing

effective positioning strategies

Segmentation, Targeting, Positioning (STP) 2

Product and Growth Strategies, Pricing Strategies, Promotion and IMC, Distribution

strategies


1. Marketing Strategy and Competitive Advantage By Hooley, Piercy &Nicoulaud, 4th

Edition.

2. Marketing Strategy Folder



ADVERTISING & MEDIA PLANNING

Advertising Environment and positioning.

Relationships between various elements of Advertising & Promotional tools.

ATL v/s BTL (Above the line v/s Below the line Promotions)

The Brand Communication Process.

The Economic & Social Roles of Advertising.

Advertising for Social Cause and ethical consideration. Advertising to Diverse Customer

Interests.

The Advertising Spiral and Brand Planning.

Pioneering Stage, The Competitive Stage, The Retentive Stage, The advertising as a

Management tool for Building Strong Brands and Equity.

Managing Advertising,

The Advertising Agency, Media Services, and Research Services, The full Service

Advertising Agency Organization, Competing Accounts, Advertising Brief and Agency-

Client Relationships.

Media Planning.

Media Strategy, Planning and Research, Media Objectives, Media Buying and Media

Characteristics,

The Components of the Media Plan,

The Media Schedule, The Pressure of Competition, Creative Objectives and Strategy.

Television as an Advertising Medium and its importance in media planning.

The Rating-Point System, Share of Audience, Cable Television, Syndicated Rating Services.

Features and Advantages of Radio as a medium for Advertising.

Limitations and Challenges of Radio, Types of Programming and Radio Rating.

The FM Radio and its effectiveness.

The Print Medium:

Market Coverage and Categories of Newspaper, Circulation Analysis.

Clutter in print medium and media planning issues.

Magazines as an Advertising Medium; Advantages and Disadvantages. Selectivity, Costs,

Media Competition and Media Imperatives, Cross-Media Buys, Magazine Elements,

Magazine Circulation.

Direct-Response and Direct-Mail Advertising.

Growth of Direct-Response Advertising, The Search for alternative media by Advertisers,

Data based advertising. Direct mail catalogues and coupons etc.

Advertising and forms of Sales Promotion, Point-of-purchase Advertising, Sampling, Event

Marketing, Sweepstakes and Contests, Cooperative Advertising, Trade shows and Exhibits,

Directories, Yellow Pages, and Trade Incentives.

Out of Home Advertising. Bill Boards and other Limitations.

Using Outdoor Advertising, Transit and Other out-of-home advertising cost, Scope,

Potential,

Merits and demerits.

Role of Sales Promotion, Supplementary Media and Part of Media Planning.

Trade Promotion Objective, The Shift toward Sales promotion. Samples, coupons, price

promotions and price packs, money-back offers, contests and sweepstakes, premiums,

frequency programmes, point-of-purchases displays.

Trade deals, Trade contests Incentives and Trade shows.

Books Recommended

1. Kleppners Advertising Procedure J. Thomas Russell & Ronald Lane Prentice Hall

Internet.

2. Advertising Excellence, International Edition, Bovee, Thill, Dovel & Wood.



NEW PRODUCT DEVELOPMENT

Product Concept / New Product Concept

Defining Product (at various levels)

Defining newness (New-to-the-Company, New-to-the-Market Place) New product

Categories (New to the world or market place, new product line, additions to existing product

lines, improvements & revisions to existing products, repositioning, cost reductions)

Organizing for new product / Product Development Process------A brief overview

Pre-Requisites / Motives to New Product Development

Strategic Marketing Planning

Opportunity Identification & Analysis

Corporate Decision of NPD

NPP (New Product Planning)

New product Development Team

NPD Process

I. Idea Generation & Screening

Sources of Idea Generation (Internal and External)

Idea Generation Techniques

Idea Screening (Evaluation Criteria )

Role of cross-functional team in screening the idea

Choosing the most suitable idea (best alternative)

Concept Development & Tasting

Concept Développent Technique (statement, Simulations, model etc.)

Writing the concept statement

Concept Testing

Business Analysis

Sales forecasting & Financial Analysis (Costing, Gross Margins, Profitability etc.)

Market Strategy Development

Product protocol / new product Charter

Target Market selection, segmentation, positioning strategies for the new product

Product Attributes, features & benefits

Branding

Technical Product Development & Testing

R&D

Product Design

Engineering & Production

Packaging

Coordinating with the other business functions while developing the products

Issues during product development

Product Use Testing

Test market Testing

Product Launch

Strategic Decisions

Strategic Launch Planning

Implementation of the strategic Plan

Functional Launch Plans / Sales Administration

The launch Management Plan

Reducing Cycle Time & Risk Management

Speed to Market

First Mover Advantage

Spotting potential Problems & selecting the control events

New Product Development Practices at Multinational Organizations

Cases & Examples

New Product Development Practices at SMEs / local organizations

Cases & Examples

Books Recommended:

New Product Management, C. Merle Crawford / C. Anthony Di Benedetto

4. Informational Technology

1. Programing Fundamentals

2. Data Communication

3. Operating Systems

4. Computer Networks

5. Data Base Systems

6. Software Engineering

7. Mobile Application and Development

8. Web Programming

9. E. Business


AJK

MBA Credit Hours: 3

Programming Fundamentals

Overview of computers and programming, Overview of language for example C

language C, Basics of structured and Modular programming, Basic Algorithms and

problem solving, development of basic algorithms, analyzing problem, designing

solution, testing designed solution, Fundamental programming constructs,

translation of algorithms to programs, data types, control structures, functions,

arrays, records, files and testing programs

Practical:

Basic program, Loops, Conditional Statements, Array, Structures, Pointers

Reference Materials:

a. Problem Solving and Program Design in C / 6E Hanly&Koffman

Addison-Wesley Published: 02/06/2009 ISBN-10: 0321535421 | ISBN-13:

9780321535429

b. C How to Program, 5/E (Harvey & Paul) Deitel&Deitel, ISBN-10:

0132404168 ISBN-13: 9780132404167 Publisher: Prentice Hall Copyright:

2007,

c. Object Oriented Programming using C++ by Robert Lafore

d. Practical C++ Programming, Second Edition by Steve Ouallin

e. The C++ Programming Language by BjarneStroustrup

MOHI-UD-DIN ISLAMIC UNIVERSITY, NERIAN

SHARIF,AJK

MBA Credit Hours:3

Data Communication

Data Communication concepts, Analogue and digital Transmission, Noise,

Media, Encoding, Asynchronous and Synchronous transmission. Network

system architectures (OSI, TCP/IP), Error Control, Flow Control, Data

Link Protocols, Bridging.Local Area Networks and MAC Layer

protocols, Multiplexing, Switched and IP Networks, Inter-networking,

Routing. Transport layer protocols TCP, UDP and SCTP. Application Layer

Protocols.Wireless LANs. Lab exercises using tools such as Wireshark, OpNet,

Packet tracer etc.

Reference Material:

a. Data Communications and Networking, by Behrouz A.

Forouzan, 5th edition, 2013

b. Computer Networks by A. S. Tanenbaum, D. J. Wetherall,

5th Edition Prentice Hall 2010

c. Data and Computer Communications By William Stallings 9th

Edition 2011


SHARIF,AJK

MBA Credit Hours:3

Operating Systems

Operating Systems Structures, System structures , Process Concepts

Multitasking Multiprogramming, Multithreading, CPU Scheduling,Process

management and scheduling policies, Inter process communication,

Concurrent processing, Critical sections Mutual exclusion and

synchronization, Semaphores, Monitors etc, Deadlocks,Resource allocation and

Deadlock management, Memory Management policies (Contiguous i.e.

partitioned / Segmented), Paged memory systems for Real memory, Address

translation mechanisms, Virtual memory management, Page Removal

Algorithms, Address translation mechanisms and cache management models

/ policies, File Systems,Access methods, Directory structure and protection,

File structure, Directory implementation. Disk space allocation strategies,

File allocation table (FAT), inodes, Secondary Storage,Disk I/O management

policies, buffered I/O disk caching, Spooling devices etc.


a. Operating System Concepts, 9th Edition, Silberschatz A., Peterson,

J. L., & Galvin P. C. 2012.

b. Modern Operating Systems, 3rd Edition, Tanenmaum A. S., 2008.


SHARIF,AJK

MBA Credit Hours:3

Computer Networks

Introduction to Computer Networks, network requirements and layered

architectures. ISO reference model.Data encoding/framing, error detection and

correction, DLL protocols (stop wait & sliding windows), Ethernet and

FDDI.Network layer and WANs, IP and routing, cell switching and ATM,

bridges, internetworking – the global internet.End to End Protocols, UDP,

TCP, and RPC.Application layer, security, the domain name system (DNS),

and the WWW protocols.

Recommended Books:

a. Computer Networks by Mdhulika Jain, VineetaPillai, Sstish Jain

b. Computer Networks - 4th EditionTanenbaum, Andrew S

http://172.16.0.35/searchtitle.asp?title=Computer%20Networks

http://172.16.0.35/searchtitle.asp?title=Computer%20Networks%20-%204th%20Edition


SHARIF,AJK

MBA Credit Hours:3

Database Systems

Basic database concepts, Database Architecture, DB Design Life

Cycle, Three level ANSI-SPARC Architecture, Conceptual, Logical and physical

database Modelling and design, Entity Relationship diagram (ERD),

Enhanced ERD ,Relational data model, mapping ERD to relational model,

Functional dependencies and Normalization, Relational Algebra,

Structured Query language (SQL), Transaction processing, concurrency

control and recovery techniques, Query optimization concepts.

Reference Material:

a. Database Systems A Practical Approach to Design, Implementation,

and Management, 4th Edition, Thomas Connolly, Carolyn

Begg, Addison Wesley, 2005.

b. Modern Database Management by Fred McFadden, Jeffrey Hoofer,

Mary the Prescott, Prentice Hall; 11th Edition (July 26, 2012). ISBN-10:

0132662256

c. Fundamentals of Database Systems by R. Elmasri and S. Navathe.6th

Edition, Addison-Wesley (2010). ISBN-10: 0136086209.

d. Database Design and Relational Theory: Normal Forms and All That

Jazz by C. J. Date, O'Reilly Media; 1st Edition (April 24, 2012).

ISBN-10:1449328016.


SHARIF,AJK

MBA Credit Hours:3

Software Engineering

Overview of SE, Practice & Myths; the Software Processes, Generic Process

Models: Framework Activity, Task Set, Process Patterns, Process

Improvement, CMM Prescriptive, Process Models: Waterfall Model,

Incremental Process Model, Evolutionary Process Model;

Specialized Process Models: Component Based Development, the

Formal Methods Models, Agile Development; Business Information

Systems: Components, Types, and Evaluating methods. SDLC:

Phases, System Planning, Preliminary Investigation, SWOT Analysis. The

Importance of Strategic Planning; Evaluation of Systems Requests,

Requirements Engineering. Difference between Structured Analysis and

Object Oriented Analysis, Difference between FDD Diagrams & UML

Diagrams; Data & Process Modelling; Diagrams: Data Flow, Context,

Conventions, Detailed Level DFDs; Levelling and Balancing. Logical Versus

Physical Models. The Design Process; Architecture Design Elements,

Interface Design Elements, Component-Level Design Elements, Deployments

Design Elements; System Architecture, Architectural Styles. User Interface

Design.WebApps Interface Design; Software Quality Assurance.

Validation Testing, System Testing; Internal and External View of

Testing. Project Management. Risk Management; Maintenance and

Reengineering.


a. Software Engineering 8E by Ian Sommerville, Addison Wesley; 8th

Edition (2006). ISBN-10: 0321313798

b. Systems Analysis and Design by Gary B. Shelly, Thomas J. Cashman

and Harry J. Rosenblatt, Course Technology; 7th Edition (2007).

ISBN-10: 1423912225

c. Software Engineering: A Practitioner's Approach by Roger S.

Pressman, McGraw-Hill Science/Engineering/Math; 7th Edition

(2009). ISBN- 10: 0073375977.


SHARIF,AJK

MBA Credit Hours:3

Mobile Application and Development

Mobile Development Concepts, Activities, Resource Management and

Media, Services and Content Providers, Data Storage, Security, Managing

Evolution, Tablets Graphics Speech Sensors Networking, Processes and

Threads, Deployment


a. Android Wireless Application Development, third edition, Lauren

Darcey, Shane Conder, Addison Wesley, 2012, ISBN 0321813839

b. Mobile Design and Development: Practical concepts and techniques

for creating mobile sites and web apps, by Brian Fling Publisher:

O'Reilly Media, 2009.


SHARIF,AJK

MBA Credit Hours:3

Web Programming

Theory:

Fundamentals of the Web Development, Brief Introduction, Working with

HTML Tags, XHTML Basic,

DHTML / CSS, Designing Web Template, Converting Web Template to

Web Page, java Script, jQuery

Introduction, What’s New in PHP 5.3,What Is PHP, Installing PHP

Variables, data types, expression, Decisions and loops, Functions, Objects

Handling

HTML Forms with PHP, Introducing database and SQL, Connecting to

MySQL from PHP

Retrieving Data from MySQL with PHP

Practical:

CCS, Designing Web Template, Database Connectivity, Web Page Design

Reference Materials: a. Nuckles, Craig, Web Applications: Concepts and Real World Design,

Wiley 2006

b. Programming the World Wide Web (4th Edition) , by Robert W. Sebesta,

4th edition (August 17, 2007), ISBN-10: 0321489691

c. Gosselin, Dan, et. al., The Web Warrior Guide to Web Design

Technologies, Cengage Learning, 2003

d. Zak, Diane, et. al., The Web Warrior Guide to Web Programming, Cengage

Learning, 2003

e. Jackson, J. C., Web Technologies: A Computer Science Perspective,

Pearson (LPE), 2008 Web Application Architecture: Principles, Protocols and

Practices by Leon Shklar and RichardRosen, Publisher: Wiley; 2 edition

(October 31, 2008), ISBN-10: 047051860X

f. Engineering PHP 5.3 Matt Doyle ISBN: 978-0-470-41396-8

http://www.amazon.com/exec/obidos/search-handle-url/ref=ntt_athr_dp_sr_1?%5Fencoding=UTF8&search-type=ss&index=books&field-author=Robert%20W.%20Sebesta

http://www.amazon.com/Web-Application-Architecture-Principles-Protocols/dp/047051860X/ref=sr_1_1?ie=UTF8&s=books&qid=1225481636&sr=1-1

http://www.amazon.com/Web-Application-Architecture-Principles-Protocols/dp/047051860X/ref=sr_1_1?ie=UTF8&s=books&qid=1225481636&sr=1-1


SHARIF,AJK

MBA Credit Hours:3

E- Business

Being online

The basics, distant learning, space and time and the internet , The web is not the

internet

Defining the E-Business

Overview, Communication gateway, E-business statistics

Strategies for digital business, Strengths and advantages of E- business

BEASONS for Going Online

Expanding market reach, generating visibility

Strengthening business relationship, Responsiveness, Offering new services, Cost

reduction

Just in time inventory, preventing financial loss, Relevance to IT, Concerns for

going online.

Differentiating Between E-Business Categories

Overview , Categories

Using the new online business

The interoperable network , The new economy

Preparing the online Business

Competitor Analysis on the internet

Locate your competition , Collecting competitive information

The Fourth Channel

Understanding the fourth channel

Driving Business Process Re- Engineering

Introduction to business processes re-engineering

Designing, Development, And Deploying the System

Identifying the online business, developing a business plan, preparing for the

Electronic

Revolution

Designing and development, Building a pilot, going into production, connecting the

internet , Verifying the results

Selecting the Technology

Internet networking ,Internet Protocol suite ,The domain name system , ATM

Network

Deciding on the enterprise Middleware

Mail and collaboration ,Security software ,Database management system

Marketing Strategies on the WEB

Promoting your E-business

Direct Marketing

Spam

Search Engines and portals

Finding something on the net, Different types of search engines ,Using a search

engine

Shopping and ORM Solutions

Reasons for ORM, Business requirements, succeeding in the ORM market ORM

solutions, Comparison of the procurement solution

Comparing Web Technologies

Finding the right browser ,The hypertext markup language

Security on the internet

Creating a security strategy ,Cryptographic tools ,Application of cryptography

Imaging on the internet

Image business ,Image concepts

Playing via the Net

Postpaid payment systems ,Instant paid payment system ,Prepaid payment system

Recommended Books:

1. The E-Business (Evolution)By: Daniel Amor, Publishers: Prentice Hall PTR

, Upper Saddle River, NJ 07458

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