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MBA 2 Years Programme

Semester-I

1.1 PRINCIPLES OF MARKETING

Introduction: Marketing in Changing World: Creating Customer Value and Satisfaction,

Strategic Planning and the Marketing Process, Global Marketing Environment;Marketing Research and Information Systems, Consumer Markets and Consumer Buyer Behaviour, Business Markets and Business Buyer Behaviour;

Marketing Segmentation, Targeting, and Positioning for Competitive Advantage

Product and Services strategy, New Products Development and Product Life-CycleStrategies;

Pricing Products: Pricing Considerations and Approaches, Pricing Strategies

Distribution Channels and Logistics Management, Retailing and Wholesaling;Integrated Marketing Communication Strategy, Advertising, Sales Promotion and Public

Relations, Personal Selling and Sales Management, Direct and Online Marketing;

Competitive Strategies: Building Lasting Customer Relationships

Text Books:

• Philp, Kotler and Gary Armstrong : Principle of Marketing, McGraw Hill, Co.

• William J. Stanton: Fundamental of Marketing, Etzel, and Walker McGraw Hill

1.2 FINANCIAL ACCOUNTING

Introduction: Purpose and Nature of Accounting, Various areas of Accounting, Forms of

Business enterprises, Accounting Information users, GAAP, Conventions, Businesstransactions and Accounting equation;

Accounting Process: Recording changes in financial position, Double entry Accounting

system, Journal, Ledger, Trial Balance, the Accounting cycle, Measuring business income,adjusting process, Completion of Accounting Cycle, Work sheet, Financial Statements, and

Accounting for merchandize business.

Accounting Systems: Special Journals, and Internal control of Cash transactions, Bank

Reconciliation, Accounts Receivables, and Inventories accounting Methods, Plant Assets,

Depreciation, Intangible Assets, Amortization and Depletion Methods, Liabilities;Partnership: Formation, Division of Income and Liquidation process;

Corporation: Organization, Classes of Stock, Stock holder’s Equity statement, Stock value,Issuance of Stock, Stock Dividend, Treasury Stock, Stock split, Measuring CorporationIncome, and Earnings Per Share;

Measuring Cash Flows: Statement of Cash Flows, and Classification of cash flows

Text Books:

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• Robert F. Meigs and Walter B. Meigs: Accounting: The Basis for Business

Decisions

• Flamholtz, Michael A. Diamond: Principle of Accounting

• Frankwood: Business Accounting-I and Business Accounting-II

1.3 PRINCIPLES OF MANAGEMENT

Introduction: Management Concept, Definition and process, Managerial levels, roles &

skills, Evolution of management thought in changing environment, management’s ethicaland social responsibilities;

Management Functions, Determination of Objectives & Goals, Effective goal setting,

Management by objectives;Management Functions and Management Process: Planning, Organizing, Leading and

Controlling;

Planning: The nature, purpose and process, Hierarchy and types of organization’s plans,

Strategic planning, Environment analysis, SWOT analysis, corporate, business andfunctional strategies, Operational planning tools, Flow charts, the Gantt charts, the load charts,

PERT, and the logical framework, Effective planning;

Decision Making & Problem Solving: The rational Decision-making Model, Decisionmaking styles, Committee and group aided decision-making,

Organizing: Authority, Nature, Committee

Leadership: The Nature of leadership, Leadership Theories, Styles, and Skill;Motivation: Concept, Primary and Secondary motives, Motivation theories;

Elements of Controlling: An overview of control, control process, critical control points and

standards, control system, Effective control system requirements, Resistance to control,

Control strategy choice, and Methods of control.

Text Books:

• Harold Knootz & Heins Weihrich: Management

• Drucker, P.F,: The Practice of Management.

• Stephen P. Robbins and Mary Coulter: Management.

1.4 BUSINESS COMMUNICATION

Process of communication: Communication model, Channels of communication, Flow of communication, Barriers to effective communication, How to make communication

effective.

Communication theories: Interaction-information-Completeness.7’c of communication: Conciseness-Correctness-Completeness, Clarity-Consideration-

Courtesy-Concreteness.

Written communication: Letter-Memorandum-Circular, Agenda and minutes of meeting,Business research report: Types, Format, Language & Style, Market report: Types-Format,

Thesis and assignment writing.

Oral communication: Meeting: Types and conduct, Interview: Types and conduct,

Presentation or speech: Types-Planning-Delivering the presentation or speech, Workshopand seminar: Planning-Conduct.

Communication strategy: Image building, Minus image and its implications, Developing a

positive corporate image, Messages choice: Favorable, unfavorable, negative and persuasive.Précis writing: Methods of précis writing, Principle points to be kept in mind while writing

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précis, Specimen of passages and their précis.

Essay writing: Characteristic of a good essay, Classification, Hints on essay writing: generalpreparation, special preparation.

Text Books:

• Murphy and Hildebrandt, Effective Business Communication.

• Coutland L. Bovee, Jhon V. Thill, Business Communication Today.

1.5 BUSINESS MATHEMATICS & STATISTICS

Basic mathematical concepts and their application in various business real numbers, discrete

and continuous variables, functions, linear and exponential functions, simultaneous

equations, matrix algebra, compounding and discounting techniques, basic algebra and settheory, permutation and combination, and differential calculus. Introduction. The statistical

analysis of managerial problems. The important aspects of statistics, which are applicable to

management, are discussed. This includes collection and classification of data, measures of central tendency and dispersion, probability, probability distribution, estimation, regression

and correlation analysis, time series analysis and forecasting and index numbers.

Text Books:

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

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

• Iqbal Bhatti: Fundamental of Statistics. Latest Edition.

• Sher Muhammad, Elements of Statistics, Latest Edition.

1.6 COMPUTER ORIENTATION AND PACKAGES

Introduction: Definition of Computers, Types of Computers, Generation of Computers

• Hardware: Hardware components and peripherals.

• Software: Introduction and function of systems software, Application Packages,

Level of languagesWindows – XP: Introduction and concept of Operating Systems, Function Accessories

MS – Word: Introduction to Word Processing. Inserting, deleting text, save and exit file, openand close file, copy and paste text. Find and replace contents, bold, underline, italic, font and

font size, paragraph settings, bullets and numbering, border and shading, columns, tab setting,

change case, header and footer, print preview and print, insert page, page break, date andtime, spelling and grammar, mail merge, tables, insert/delete column and row.

MS –Excel: Introduction to spreadsheets, inserting data in a worksheet, save and exit file,

open and close, cut copy and paste the data, formatting, cell, column, bold, italic, underline,font and font size, borders. Formula writing, print preview and print, insert: cell, row, column,

pictures, full and filter data, generating charts, spell checker, find and replace.

MS – Power Point: Creating a basic presentation, building presentation, modifying visualelements, formatting and checking text, inserting objects, applying transitions,. Preparinghandouts and slides for display.

MS – Access: Introduction to database, designing database files, commands in database,

working with file, brows and edit, sort, indexing and filter printing and reporting, setcommand and functions, data importing and exporting, link with the files.

Text Books:

• Peter Norton: Introduction to Computers.

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SEMESTER-II

2.1 MARKETING MANAGEMENT

Marketing an overview: Definitions, Evolution of marketing management, concept, social

responsibility, basic functions of marketing & importance and scope of marketing.The marketing environment analysis: An organization’s external microenvironment and

macro environment, an organization’s internal environment.Marketing information systems: Concept and components of marketing information systems,MKIS, MRS, Analytical marketing system, marketing decision support system.Consumer

markets and consumer behavior analysis: Demographic dimensions of consumer market,

Behavioral dimensions of consumer marker.Buyer behavior: objectives & structure.

STP marketing: An overview of marketing opportunities and target markets, Market

segmentation concept patterns & procedure.Product marketing strategies: Basic concepts of product planning, the product life cycle:

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

strategies, rending, packaging and labeling.

Pricing strategies and policies: Procedure for price setting, Methods of setting prices.Marketing channel systems: The nature of marketing channels, Various marketing channel

systems, Channel – design decisions, Channel – management decisions, Channel dynamics.

Promotion strategies: Meaning and importance of promotion, Communication and promotionmix strategy, Effective advertising programs, Sales promotion and public relations programs,

The strategic personal selling process, Strategic sales-force management.

Text Books:

• Philip Kotler, Marketing Management, Analysis, Planning, Control.

• Jegdesh Sheth and Dennis E. Garrett, Marketing Management: A Comprehensive

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

Approach

2.2 MANAGERIAL ACCOUNTING

Introduction: Managerial accounting: A perspective, Cost terms, concepts and classification.

Responsibility Accounting and Cost Allocation concepts: Responsibility accounting centers

and performance reports.

Cost Flows and Accumulation: The basic cost flow model, Cost accumulation:Merchandising organizations- Manufacturing organizations-Service organizations.Costing

Systems: Job order-costing systems, Process costing system, Hybrid product costing system,Cost management systems for new manufacturing environment.Cost Behavior and Estimation: Cost behavior patterns, Cost estimation methods.

Cost – Volume – Profit Analysis: The break even point, CVP analysis, CVP with multiple

products, Cost structure and leverage analysis.Standard Costing Systems: Standard costs and control, setting cost standards, Overhead

application in a standard costing system, Analysis of cost variances.

Differential Cost Analysis: Differential costs versus variable costs, Differential costs versus

total costs, Cost analysis for pricing decisions, Make-or-buy decision.Variable Costing: Variable costing versus full absorption costing, Appropriateness of

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variable costing & full absorption costing methods.

Flexible Budgeting: Static budget versus Flexible budget, Sales activity (Volume) Variance,Profit variance analysis, Variable, manufacturing costs variance.

Budgeting & Monitoring: Framework of budgeting, The master budget development process,

Budgeting in merchandising operations, service enterprising & non-profit organization,

Budget under uncertainty, Reports for monitoring.

Text Books:• Ronald W. Hilton Managerial Accounting McGraw Hill.

• Charles T. Hongren Inroduction to Managerial Accounting Prentice Hall,

International.

• Grarrison: Managerial Accounting McGraw Hill.

2.3 BUSINESS RESEARCH METHODS

Introduction to Business Research: Business Research: Definition & Nature, The Scientific

Method, The Business Research Process, Errors in Business Research.Research Design and Data Sources: Types of research and research designs, Primary data

and its sources, Secondary data and its sources.

Data Collection Procedures: The Measurement Process, Concepts of validity and reliability,The casual design procedures, Data Collection Methods, Observation, Documentary-

Historical Method, The Survey Method, Data Collection Instruments: Questionnaire,

Interview and Scheduling, Problems in Data Collection.Sampling: Sampling Concepts, The Sampling Procedures (Types of Sampling), Determining

a sample size & Selection of sample.

Data Processing And Analysis: Basic concepts of data processing: Computer representation,

Data Matrix, Data Storage Data Processing flow: Editing, Coding, Handling Blank Responses, Coding, Categorization, Converting, Weighting, Storing etc., Alternative

processing flows, University data analysis, Measurement of central tendency, Measurement

of dispersion, Hypothesis Testing, Bavaria data analysis, Linear Correlation, Simple

Regression, The Chi-Square Test, The Cross-Tabular Tables, Elaboration of relationships,Multivariate data analysis: Interdependence Methods, Factor analysis, Cluster analysis,

multidimensional analysis, Multivariate data analysis: Dependence methods, MultipleRegressions, Analysis of Variance & Covariance, Discriminate analysis.

Research Project Proposal: Rationale for the study defining the problem, Research

Objectives, Information needs, Research design, Data collection procedure, Data processing& analysis, Research Team and its profile, Budget, Time Table

Text Books:

• Ranjit Kumar, Research Methodology, Sage Publications.

• Dam Remenyl, Doing Research in Business and Management, Sage Publications.

• C. William Emory, Business Research Methods, IRWIN.

2.4 ECONOMICS (MICRO & MACRO)

Introduction: Basic Economics Concepts, problems of Economic Organizations, Markets andElements of supply and demand.

Supply, demand and product markets: demand, utility and consumer behavior and business

organizations. Theory of production and marginal products, analysis of costs, competitivemarkets, monopoly and imperfect competition.

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Production Function and Distribution: Factors of Production, Pricing of factors of

production.Markets and Economic Efficiency, role of Government, Economic Systems, Economic

Growth and International Trade.

National Economy facts: National income Accounting, Measurement. Income and Spending,

Money, Monetary and Fiscal Policy, International Linkages.Aggregate Demand, Supply and Growth, Consumption and Saving, Inflation,

Unemployment, Budget Deficit and International Adjustment.

Text Books:

• Robert S.Pindyck & Danial L. Rubinfeld: Microeconomics, Prentice Hall

• Rudiger Dornbusch & Stanley Fischer: Microeconomics, McGraw Hill

• C.E.Ferguson & J.P.Gould: Microeconomics Theory

• Samuleson & Nordhausan: Economics,Tata McGraw Hill

2.5 BANKING & FINANCE

Course Contents:

Money and its functions, The Monetary System, The Monetary Policy, The Role of StateBank, Prudential Regulation, Commercial Banking, Banks and Financial Intermediaries,

Credit Creation, The Macro Role of Banks, Modern Banking Instruments, Theories of

Islamic Finance

Text Books:

• Robert.D.Auerbach: Money, Banking and Financial Markets, Maxwell Macmillan

• Dudley G. Luckett: Money and Banking, McGraw Hill

• Roger LeRoy Miller and David D. Van Hoose: Modern Money and Banking,

McGraw Hill

2.6 MANAGEMENT INFORMATION SYSTEM

INTRODUCTION TO INFORMATION TECHNOLOGYINTRODUCTION TO COMPUTER SYSTEM: Hardware, Software, Electronic Data

Processing, Input, Processing and Output TechniquesMANAGEMENT INFORMATION SYSTEM: Needs for MIS, Evolution & Types of

Information System, (MIS, DSS, Expert System), The concept of Data and Information

DATABASE MANAGEMENT SYSTEMS: The concept of DBMS, Hierarchy of Database,

Elements of DBMS, Contents of FilesINFORMATION SYSTEMS FOR BUSINESS APPLICATION: Executive Information

System, Manufacturing Information System, Marketing Information System, FIS, HRIS.

COMPUTER NETWORKS: Types of Networks, Application of Networks, Network Structure, Network Standardization, Example Networks, Network Software.

INTRODUCTION TO BUSINESS TELECOMMUNICATION: Communication Channels,Channel Configuration, Channel Sharing, Modes of TransmissionOTHER RELEVANT TOPICS: Artificial Intelligence (AI), Office Automation, Multimedia,

Computer Viruses

Text Books:

• Jmaes O, Brien Introduction of Information Systems with supplement. McGraw Hill,

New York.

• Robert Schulthies & Mary Sumner: Management Information System, with supplement.McGraw Hill, New York.

• David Olson: Management Information System, McGraw Hill.

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SEMESTER-III

1.1 FINANCIAL MANAGEMENT

Introduction: Nature, scope and functions, Financial decisions areas, Objectives of

financial management, Framework for financial management,Working Capital Management: Concepts and components, Determinants of working

capital requirement, Working capital conversion cycle and identification of risk.

Cash and Marketable Securities Management: Objectives of cash management, Rationalfor holding cash, Determinants of cash needs, Cash management strategies.

Credit Policy: Optimal credit policy, Credit granting policy, Credit collection policy,

Analysis of changes in credit policy

Financial Markets: Money market, Institutional framework with reference to Pakistan,Capital Markets, Primary vs secondary markets,

Sources of Finance: Short term financing: Trade credit, commercial bank loans,

collateral supported loans and commercial paper, Intermediate financing.

The Valuation Concepts: Key concepts of value, Time-value concept, The valuationprocess, The fundamental valuation model, Valuation of securities.

Financial Forecasting: Short term financial projections: Cash budget and pro-formafinancial statements, Long term financial projections.

Capital Budgeting: Nature & process, Estimation and identification of the relevant cash-

flows, Capital budgeting evaluation techniques, Capital rationing.

Dividend Policy: Determinants of dividend policy, Alternate dividend policies.

Text Books:

• Weston & Brigham: Essentials of Managerial Finance, The Dryden Press.

•

James C. Van Horne: Financial Management & Policy, Prentice Hall.• Gitman: Managerial Finance.

• Richard Brearly & Stewart Myers: Principles of Corporate Finance. McGraw Hill.

3.2 HUMAN RESOURCE MANAGEMENT

Introduction: Concepts of human resource management, Human Resource Challenges,

Human Resource Functions, Philosophical approaches to Human ResourceManagement.

Job Design and Analysis: An overview of Job design, Techniques of job design, Job

analysis, Collection of job information, Applications of job analysis information.

Human Resources Planning & Recruitment: Significance of Human Resource Planning,The planning process, the implementation of program, Recruitment & selection policy

issues, Source of recruitment, Selection process & procedure, Evaluation of Human

resource Planning & Recruitment.Career Planning & Development: Promotion, Anachronism, Demotion, Separation

Training and Development: Significance of training & development, Principles of

training & development, Training & development methods, Evaluation of training &development

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Motivation and Reward System: Concept of motivation, Reward systems, Motivation

through job design, Motivation through employee participation, Other motivation

techniquesPerformance Appraisal: Appraisal: Definition and applications, Basic consideration in

appraisal, Appraisal methods, Legal issues for appraisal, Appraisal challenges.

Compensation and Services: Objectives/Rationale of Financial compensation,Challenges affecting compensation, Wage criteria, Policy and principles, Job evaluation

and its system, Compensation for administrators & professionals, Financial benefits and

other servicesDiscipline: Concepts of discipline, Preventive & corrective discipline, Negative &

positive approach, Administration of disciplinary action, Grievance handling.

Text Books:

• William B. Werther & Keith Davis: Human Resource & Personnel, McGraw Hill.

• Bernardin & Russell: Human Resource Management McGraw Hill.

• Fred Luthans: Organizational Behavior. McGraw Hill.• Robert Kreitner & Angelokinicki: Organizational Behavior, IRWIN.

3.3 PRODUCTION & OPERATION MANAGEMENT

Introduction: Importance off operation management, design of and effective operationalsystem including a thorough understanding of various operational strategies and their

implicative impact on the over all production and operation of a company.

Operations management and corporate profitability. Characteristics of a manufacturing

system. Difference between manufacturing and service operations. Various forecastingtechniques including simulations and aggregate product planning for attaining TQM.

Japanese style of manufacturing utilizing techniques and trends for attaining qualityassurance with the use of techniques such “kanban”. Capacity planning, process design,facility layout and location.

Implementation of an effective operational strategy with a perspective emphasizing on

the operational system of the future in the global market.

Text Books:

• James D.Dilworth: Production and Operations Management, McGraw Hill.

• Elwood S. Buffa and Rakesh K. Sarin: Modern Production/Operations

Management,8e,Wiley

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SEMESTER-IV

4.1 STRATEGIC MANAGEMENT

Introduction: Strategic management, Definition and process, nature of strategic

decisions, The strategy managers: the role and tasks.

Strategy Formulation: Information Inputs: Operating environment scanning, Structuralanalysis of competitive forces, The Structure and performance of the industry as a

whole.

Strategy Formulation: Mission and Objective: Concepts: Mission, goals, objectives andtargets, Mission development and statement, Relationship. The strategy-making

hierarchy, corporate strategy, Functional strategies, operating strategy, factors shaping

strategy.

Action Plan Choice: The generic competitive strategies, the offensive strategic postures,the defensive strategic postures, corporate diversification strategies.

Strategies Evaluation and Selection: Evaluation models, Growth share matrix (GSM),

General electric’s stop light grid, Life cycle analysis, Gap analysis, Directional policy

matrix (DPM), Selection models and contexts.Function Strategy Formulation: Selection of functional areas, Formulation of functional

objectives, Formulation of functional action plans.Strategy Implementation: Analyzing strategy-change, Analyzing organizational

structure, Analyzing organizing culture, selecting an implementation approach.

Strategic Control: The strategic control process.

A Case Analysis Framework: Diagnosis and record of the current situation,Identification and record of the strategic issues and key problems.

Text Books:

•

G. Johnson & K. Scholes: Exploring Corporate Strategy, Prentice Hall.• Wheelen: Strategic Management

• Fried. R. David: Strategic Management, Prentice Hall.

• Thomous, Stricklend: Strategic Management, BPI, IRWIN.

4.2 ORGANIZATIONAL BEHAVIOUR

Introduction and Background: Organizational behavior: Key concepts, An historicalperspective on organizational behavior, Organizational behavior and contemporary

issues.

Organization: Structure and Design: The nature and purpose of organization, The

classical and modern concepts of organization, Span of control and organizationstructures, Authority relations: Line, staff and functional, Authority: Delegation and

decentralization, Departmentalization, Organizational life cycle stages, The contingency

approach of organization design, Today’s organizations and various designs,Organizational effectiveness

Organizational Culture: The dynamics of organization’s culture, the basic approaches to

organizational culture, the cross-cultural awareness, total quality culture creation,changing and developing cohesive organization’s culture

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Organizational Change and Development: The nature and typology of organizational

change, The diagnosis of forces for change, The models and dynamics of planned

change, Resistance to change and its management, Techniques for managing change,Organizational development: Objective & model, Change management and

contemporary issues in TQM.

Foundations of Individual Behaviour: The perception process, The attribution theory,Personality and organizational behaviour, Attitudes, personal values and ethics: Learning

& behavioural modification

Behaviour Modification: Behavioural learning models, Principles of behaviour modification, the process of modifying on-the-job behaviour, Behavioural self-

management

Socialization and Mentoring: The organizational socialization process, The socialization

techniques, Mentoring, Organizational roles and normsWork Group Behaviour: Work group: Types, functions & development process, Work

group structure, composition and effectiveness, Inter group interactions, Organization

influence tactics, Organization’s politics, Strategies for improving work group

performanceOrganizational Conflicts Management: The nature of conflict, Functional versus

dysfunctional conflict, Approaches to effective conflict resolution, Conflict stimulation

Text Books:

• Judith R. Gordon, Organizational Behavior, Prentice Hall.

• Fred Luthans: Organizational Behaviour

• Davis and Newstrom, Human Behavior at Work: Organizational Behavior,McGraw Hill.

• Robert Kreitner & Angelo Kin icki Organizational Behavior, IRWIN

4.3 ENTREPRENEURSHIP

Introduction: Entrepreneurial Perspective, economics and entrepreneurship, process,

ventures, practices and characteristics.Entrepreneurship and new free enterprise: Entrepreneurship venture opportunities,

innovations, change, fantasies, Environment of small business, sources and resolutions,

corporate entrepreneurship, risk failure and new venture unit, feasibility of planning andconcepts of planning, stages of growth model, responsibility of feasibility plan.

Product and services concepts: Product servicing concepts and commercial opportunities

(macro over view), products and technology, identification opportunities, product

development life cycle, product protection, trade mark and patents, process of patents,validity of property rights and accessing government information. Human resources side

of enterprise, infrastructure of services, types of service venture, success factors.

Marketing and new venture development: Marketing research foe new ventures,marketing concepts, startup of marketing research, market focused on organization,

sources of market intelligence, competitive analysis and implecations of market

research. Marketing strategies and functions and product concepts, 4 Ps, makingmarketing plan, changing international ventures.

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Entrepreneurial team and business formation: human resource and relations, BOD,legal

aspects, acquiring a business, evaluation of acquisition opportunities and methods of

valuation. Financial resources and asset management, different types of financing, buyor lease. Organization cycle and grouth of organization, strategic management for

success of enterprise, looking towards entrepreneurial career.

Text Books:

• David H. Holt: Entrepreneurship, New Venture Creation, Prentice Hall

• Bill Bolton & John Thompson: Entrepreneurs Talent, Temperament,

Technique, Butterworth Heinemann.

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D. COURSES OF SPECIALIZATION(For BBA & MBA)

FINANCE1. ISLAMIC FINANCE

• Primary background and theoretical foundations

• Islamic Economic System and Introduction.

• Macroeconomic theories from Islamic perspective

• Islamic Banking and Finance in theory and practice

• Financial intermediation in the framework of Shariah

• The role of Shariah-based financial instruments in Islam

• The mechanism and operations of Islamic financial markets

• Islamic modes of finance

• Principles of Islamic Financing

• External financing in Islam• Empirical Investigation

• Islamic Development bank - its role and functioning

• Contemporary experiences of Islamic Banks.

• Islamic Finance in Pakistan’s Context,

• Supreme Court’s Judgment on the issue

• Interest free Banking in Pakistan

• Long-term Financing in Pakistan

• Islamic Modes of Finance in Pakistan: A practical experience.

Books Recommended (Latest Editions)

1. Ahmad, Khurshid. Studies in Islamic Economics, The Islamic Foundation,Liecester, UK

2. Ariff M. and Mannan, M. A. Developing a System of Financial Instruments,Islamic Research and Training Institute, Islamic Development Bank, Jeddah,

Saudi Arabia.

3. Islamic Development Bank. Principles of Islamic Financing, Islamic Researchand Training Institute, Islamic Development Bank, Jeddah, Saudi Arabia.

4. Islamic Development Bank. Islamic Banking: State of the Art, Islamic

Research and Training Institute, Islamic Development Bank, Jeddah, SaudiArabia.

2. CORPORATE FINANCE

Introduction to Corporate Finance

• Financial decision making in corporations

• Types of finances

• Financial instruments and markets

• Short and long term financing

• Valuation principles

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• Required Rates of Return and risk

• Internal & external financing

• Spontaneous financing

• Short term financing tools.

• Financial statements and cash flows

• The cash flow statement• The income statement and statement of retained earnings

• The balance sheet

• Relationship between book value and market value

• Understanding the Interest Rates.

• General level of interest rates.

• Foreign Borrowing and lending

• Purchasing power parity

• Structure of interest rate

Valuing Debt and Equity

• Value debt and preferred stock • Pure-discount instruments

• Coupon bonds, zero coupon, perpetual & reserve bonds

• Amortized instruments

• Preferred stock, their types and valuation.

• Valuing equity

• A single period common stock

• A multi-period common stock

• The constant growth dividend & growth in stages.

• Implications for managers.

Lease and loan financing, Introduction to financing decisions

• Description of financial instruments

• Private Sources of financing

• Commercial banks and other financial intermediaries

• Ventures capitalists

• Issuing securities to the public.

Long-term financial policy: Dividends Policy.

• How companies distribute value to the owners

• Cash dividends

• Share repurchases

• Stock dividends and stock splits

• When dividend policy is irrelevant

• The effect of financial market imperfections

• The effect of asymmetric imperfections

• Establishing a dividend payout-earnings retention policy.

Capital structure theory

• Operating & Financial leverage

• Cost of Capital,

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Restructuring

• Restructuring company’s assets and claims

• Mergers, Acquisitions, divestitures and buy-outs


1. Gary W. Emery, Corporate Finance; Principles and Practice2. Van Horne, Financial Management and policy.

3. Gitman, Principles of Managerial Finance.

4. Brealey and Byers, Corporate Finance, McGraw Hill5. Rose, Corporate Finance.

3. PROJECT MANAGEMENT

Modern project management, Integration of organizational strategywith projects. Defining the projects, developing a network plan Project

Cycle, Feasibility Report and PC-1 Managing Risk, Reducing project

time, Scheduling Resources, Organization, Leadership, Being an

effective project manager, PERT, CPM Analysis. Managing projectteams, partnering, managing Interorganizational Relations, Progress

and Performance Measurement and Evaluation. Project Audit andClosure. The Process of Project management and the Future. Case

study of any project.

Note: Case study of any project.


• Meredith, J.R. & Mantal, S.J. Project Management. John Willey G. Inwan.

Modern Approach to Project Evaluation.

• Morris PWG & Hought, G.H. The Anatomy of Major Projects. John Willey.Clifford F. Gray / Erik W. Larson, Project management (The managerial process)

Irwin McGraw Hill• M. Pete Spinner, Project Management, Principles and Practices, Prentice Hall

• John Dingle, Project Management, Orientation for Decision Makers, Arnold

Publishers

• Robert K. Wysocki, Roberty Beck, Jr., David B. Crane, Effective Project

Management, John Wiley & Sons Parag Diwan, Proejt Management, Pentagon

Press

4. SPECIALIZED FINANCIAL INSTITUTIONS

• Financial Institutions: Basic concepts, Importance, Role in Economic

• Development, Types & Working, Role of Money and Capital markets,

• Appraisal of Specialized Financial Institutions in Pakistan, including

• Commercial, Nationalized Banks, Foreign Banks, Leasing Company,

• Mudarabah. Specialized International Financial Institutions.


1. Khawaja Amjad Saeed. Financial Institution. Lahore.

2. Government of Pakistan, Govt. Sponsored Financial Institutions. Hand-

Book of Govt. of Pakistan.

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3. Government of Pakistan, State Bank Publications. Central Directorate,

State Bank of Pakistan, Karachi.

4. Cooper Fraser, The Financial Market Place, Wesley Publishing Co.5. Donald, Financial Institutions, Irwin Inc.

5. INTERNATIONAL FINANCEMeaning, Introduction to exchange rate, Forward Rate, Currency future and

options markets, Alternative system of exchange rate, Balance of payment

accounts, International financial system, Foreign exchange exposure and risk,Hedging risk and exposure, Financing international trade, Multinational

Corporations.


1. Maurice D. Levi, International Finance,2. Dow Johns Irwin, The handbook of international financial management.

3. Pippenger, J. ‘Fundamentals of International Trade’

4. Madora, International Financial Management.

5. Shapiro, Multinational Finance

6. TREASURY AND FUND MANAGEMENT

1. Analysis of the various methods of Treasury and Fund Management,

2. Incorporating asset pricing expectation theory,

3. Interest rate risk and the term structure of interest rates.

4. The differences among asset and liability management,5. Managing interest rate risk.

6. Selling interest rate risk products.


• Watson & Altringham, Treasury Management International Banking

•

Operations• Reihl Rodriguez, Foreign Exchange & Money Markets

• Marcia Stigums, Money Markets

• Robert Hudson, Treasury Management

7. FINANCIAL STATEMENT ANALYSIS

Introduction to Investing and Valuation

Introduction to the Financial StatementsValuation Models and Forecasting Dividends and Cash Flows

Accounting Measurement and Valuation from Earnings Forecasts

Business Activities and Financial Statements

The Analysis of the Statement of Shareholders' EquityThe Analysis of the Balance Sheet and Income Statement

The Analysis of the Cash Flow Statement

The Analysis of ProfitabilityThe Analysis of Growth and Sustainable Earnings

Valuation of Operations and the Analysis of Price-to-Book Ratios

The Analysis of Price-Earnings RatiosThe Analysis of Equity Risk and the Cost of Capital

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The Analysis of Credit Risk


- Financial Statement Analysis, by Stephen Penman

- Financial Statement Analysis, by Charles Gibson

8. AUDITING

• The Audit function (Types of Audit, reasons for Auditing)

• The environment of Auditing (Audit expectation gap, Audit profession,liability)

• Overview of Auditing (Audit risk and evidence, client acceptance and initial

planning)

• Audit planning (strategic risk analysis, risk management and risk assessment)

• Internal control (an Auditor’s view)

• Analytical evidence, audit risk, audit planning)

• Audit sampling (statistical & non-statistical)

• Audit of computer accounting system, computer assisted audit techniques

• Audit of marketing, sales and distribution management

• Audit of supply change, production management and resource management

• Audit completion and reporting

• Current issues (judgement and decision making, other assurance services,

other current issues)


Principles of auditing by Whittington & Pany

Auditing by Khawaja Amjad Saeed

9. INVESTMENT ANALYSIS

Investment to introductionRisk and return

Security market

How securities are tradedCommon stock; analysis and strategy

Economy / market analysis

Industrial analysis

Company analysisBonds; analysis and strategy


Investment; analysis and management by Charles P. Jones

MARKETING1. INTERNATIONAL MARKETING

Introduction to international business,

Foreign Trade Policies;Channels of International Marketing,

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http://books.global-investor.com/pages/newSearch.htm?ginPtrCode=00000&PageSize=20&BookAuthor=Stephen%20Penman

http://books.global-investor.com/pages/newSearch.htm?ginPtrCode=00000&PageSize=20&BookAuthor=Stephen%20Penman



Role of Governments

Global Market Selection Decisions,

Global Market StrategiesConsumer & Industrial Product,

International Pricing

International Promotional & Advertising StrategiesExport Procedure and Documents,

Pakistan Export Composition,

Export Finance.


• Onkvisit, Sak and Shaw, John J., International Marketing McMillan.

• Czinkota, Micheal R. and Ronkainen, Ilka A., International Marketing, Dryden

Press.

• Susan P. Douglas and C. Samuel Craig, Global Marketing Strategy McGraw Hill

Inc.

• Philip Cateora, International Marketing

• Subbash C. Jain, International Marketing

2. RETAIL MANAGEMENT

Retailing in Transition

The changing Environment of Retailing-Major Social Forces,

Technological Advances,Retailing response to Environmental Changes.

Retailing Opportunities and career

The Retail Store-Location, Store, Building,Fixtures and Equipment-The Store interior Layout,

Retail Organization and Personnel Management, Retail Sales

Promotion, Personal Salesmanship, Retail Credit and Collections,Coordination & Management-Adjusting to Present and changing conditions,

Use of case Study Method


• Berkman, H.W. & Gillson, C. Advertising, Concepts & Strategies. McGraw-Hill.

• Frey. Advertising. John Willey.

• Bolen, W.H. Advertising. John Willey.

• John O’Shaughnessy, Competitive Marketing.

• George E. Belch & Michael A. Belch, Advertising and Promotion

4. SALES MANAGEMENT

1. Introduction:

Nature of personal sellingDefinitions of personal selling and sales Management

Evolution of personal selling and sales Management

Personal selling in Marketing Mix

Roles of Sales Executive

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2. Personal Selling Function:

a) Prospecting b) Preparing c) Presenting

Preliminary steps in selling process

A Prospecting

B) Preparing

Advanced steps in Selling Process:C) Presenting

• Approach

• Probe for need

• Convincing the prospect

• Handling Objections

• Close

• Follow up

3. Territory Development and Time Management:

a). Nature of Territory ManagementSales Territory Design

Procedures for Developing Territoryb). Time Management

5. Sales Management Planning:

Sales PlanningSales Forecasting

Sales Budgeting

5. Organizing the Sales Force:

Sales Personal Planning Recruiting

Sales Personal Selection ProcessSales Training & Development

6. Directing the sales force:

Sales Leadership and supervisionSales incentives

Sales Compensation

7. Evaluating Sales Force Performance:

Sales EvaluationSales and Cost Analysis

Recommended Text Books:

Eugene M. Johnson, David L. Kurtz, Eberhard E. Scheuing, Sales Management:

Concepts, Practices and Cases, Mc-Graw Hill Publishers

6. ADVERTISING1. Introduction:

Foundations of Advertising

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DefinitionsAdvertising and Marketing

Advertising Planning Process

2. Audience Definition, Research & Planning

Audience Analysis and Buyer Behaviour

Segmentation, Targeting and positioning

Advertising ResearchObjectives, Strategy and Plans

3. Creative Process:

Creativity, Creative strategy and copywriting

Art Design

Print ProductionElectronic Production

4. Media Choices:

Media Objectives, Strategy and Planning

Print MediaElectronic Media

Direct Marketing & out-of-home Advertising

5. Marketing Campaign

Sales Promotion and supplementary MediaPublic Relations and special communications

Local Advertising

3. INTEGRATED MARKETING COMMUNICATION

1. Introduction to IMC,2. Corporate Image and Brand Management

Cases Chapter 1 and 2, (two cases per group)Groups for the Projects finalized

3. Consumer and business-to-business buyer behaviour

Selection of Institutions, Companies, or Products for project finalized

4. Promotion opportunity analysis

Cases Chapter 3,4 & 5 (2 cases per group)

5. Advertising Management and Design ( theoretical frameworks and appeal

types)

6. Advertising Design (strategies and executional frameworks)Cases Chapter 6,7& 8(2 cases per group)

7. Media Selection and Trade Promotion

8. Consumer PromotionsCases Chapter 10 &11(2 cases per group)

9. Personal Selling and CRM, PR: Regulations and sponsorship programsPreliminary project report due

Cases Chapter 12& 13(2 cases per group)

10. Internet Marketing

11. IMC for Small Business

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Cases Chapter 14& 15(2 cases per group)

HBSC: IMC by Robert Dolan

HBSC: Managing IMC by S.A. Greyser & Robert Young12. Evaluating an Integrated Marketing Program

Cases Chapter 16

Project Presentations; Project reports dueProject Presentations; Project reports due

Recommended Text Books:

Clow & Baack, Integrated Advertising, Promotion, and Marketing

Communications, 2nd Ed. Pearson Education Inc.

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HRM

1. EMPLOYEES’ TRAINING AND DEVELOPMENT• Introduction

Icebreakers

• Differentiating between Training, Development and EducationThe Relationship between the Learner and the Firm

• Needs AssessmentCritical Incident Technique, Interview, Observation, Group discussion,

QuestionnaireGoals and Objectives of the Training Program

Differentiating Between Mission Statements, Goals, and Specific

ObjectivesDifferentiating between cognitive, affective, and psychomotor domains

Learning Outcomes, Strategies, and Training Techniques

• Goals and Objectives of the Training ProgramDifferentiating between Mission Statements, Goals, and SpecificObjectives

Differentiating between cognitive, affective, and psychomotor domains

Learning Outcomes, Strategies, and Training Techniques

• Costing the Training ProgramAdult Learners

The Impact of Age on the Learning Process

Peculiar Needs of Adult LearnersHow to Motivate the Adult Trainee

• Learning StylesHow Does Learning Style Affect the Training Process?

Training StylesQuestionnaire/Handout Regarding Training Styles

Examination of Relationship Between Training Style and training Content

Motivation of TraineesEstablishing a Climate Conducive to Learning

In-class discussion of behavioral objectives written for the group

presentation(Major project)

Review of criteria for the writing of behavioral objectives

• Training MethodologyOn the Job Training: Identifying skills required to do the jobJob Description

CIT (Critical Incident Technique)Task Identification

Linear Sequencing

Evaluation Techniques

Formative EvaluationSummative Evaluation

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The Relationship Between Program Objectives and the Evaluation Process

• Preparation for Final Training Session

Recommended Books:

1. Employees Training and Development, By Raymond A. Noe (Latest Edition)

2. Human Resource and Personnel Management By Werthor and Davis (LatestEdition)

2. LEADERSHIP & GROUP DYNAMICS

IntroductionThe Nature and importance of Leadership

• The meaning of Leadership

• Leadership Versus Manager

• The Impact of Leadership on organizational Performance

• Leadership Roles

Traits, Motives, and Characteristics of Leaders• General Personality Traits

• Cognitive Factors and Leadership

• The Strength and limitation of the Trait Approach Traits, Motives,and Characteristics of Leaders

• General Personality Traits

• Cognitive Factors and Leadership

• The Strength and limitation of the Trait ApproachCharismatic Leadership

• The meaning and effect of Charisma

•

The communication Style of Charismatic LeadershipEffective Leadership Behaviors and Attitude

• Task related attitudes and behaviors

• Relationship-oriented attitude and behaviors

• Situational influences on effective LeadershipLeadership Styles

• Classical Leadership Styles

• Team Leadership versus Solo Leadership

• Best Leadership StyleContingency and Situational Leadership

• Fiedler’s Contingency Theory of Leadership

• Goal Theory of LeadershipPower Politics and Leadership

• Sources and Types of Power

• Tactics for becoming an Empowering Leader Developing Teamwork

• Advantages and disadvantages of Group work and Teamwork

• Leader behavior and attitude that foster Teamwork

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Motivating and Coaching Skills

• Behavior Modification and Motivational Skills

• Coaching Skills and TechniquesCreative Problem Solving

• Steps in Creative process

• Characteristics of creative Leader Communication Skills

• Inspirational and powerful communication

• Supportive Communication

Conflict Resolution Skills

• The Leader’s role in Resolving Conflict and Negotiation

• Conflict Management Styles

Recommended Books:

Organizational Behavior by Fred Luthans

Leadership Research Findings, Practice , and Skills by Andrew J. DuBrin

3. PERFORMANCE AND COMPENSATION MANGEMENT

ESTABLISHING A WAGE AND SALARY PROGRAM

• Building a wage and salary program

• Auditing and reviewing the current wage and salary program

• Building an information base

• Job description compilation

• Determining the organization’ pay policy

• Developing wage and salary administration program

• Providing an inventory of job description to use in the job evaluation process

• Determining the appropriate method of job evaluation

• Building the pay structure

• Creating a wage and salary budget

• Providing a manual for the program

• Promoting organization wide communication

• Developing relationship outside the organization

• Auditing and reviewing program on a regular basis

JOB ANALYSIS AND DESCRIPTION

How to analyze jobs to determine pay rates

• Collecting, documenting and analyzing data for job analysis

• How to use job analysis for functions other than wages and salary administration

• Planning the job analysis program

• Collecting data for the job analysis program

• Analyzing the data

Creating job description to facilitate wage and salary evaluation

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• Determining when to prepare job description

• Determining who should prepare the job description

• How to fill out the job description form

• Steps in the job description process

BUDGETING AND AUDITING

Designing a staff budget program

• Defining basic terms

• Implementing a wage and salary budget

• Conducting training sessions

• Following up with assistance and advice to staff

• Completing the budget

• Other budget issues

Auditing and reviewing the wage and salary program for overall effectiveness

• Performing the wage and salary audit

• Reviewing the organization’s current wage and salary program

USE OF PERFORMANCE APPRAISAL AND INCENTIVE IN PROGRAM

Using the performance appraisal process to determine wage and salary changes

• Developing the performance appraisal system

• Using performance appraisal for various purposes

• Planning a performance appraisal system

• Avoiding potential problems with performance appraisal

• Designing forms for the performance appraisal system

• Rating errors in the system

• Designing a rater training program

• Avoiding legal problems in the performance appraisal

Making incentives part of the wage and salary program

• Identifying the key components of a successful incentive program• Implementing specific types of incentive programs

• Awarding discretionary incentives based on suggestion systems

• Choosing different types of incentive payments

• A word about intrinsic rewards

• Negative incentives

• How to build an incentive plan

• How to effectively communicate your program

• Benefits and perquisites as incentive

STAFFING AND MANAGING THE WAGE AND SALARY ADMINISTRATION UNIT

• Determining the role and size of compensation within the human resources function• How the staff the wage and salary administration unit

• How to manage the wage and salary administration unit

HOW TO DEVELOP WAGE AND SALARY SURVEYS TO DETERMINE PAY

POLICIES

• Developing the wage and salary survey

• Using consultants to conduct salary survey

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• How to use other survey methods

• Participation of wage and salary professionals in surveys

HOW PAYROLL AND THE WAGE AND SALARY ADMINISTRATION FUNCTION

WORK

TOGETHER TO IMPLEMENT PAY DECISIONS

• Working with payroll to make sure new employees are paid on time and correctly

• Working with payroll to process salary actions

• Working with payroll on critical aspects of the routine pay period

• Auditing payroll to ensure proper implementation of wage and salary actions

• Legal issues

AUTOMATING THE WAGE AND SALARY ADMINISTRATION FUNCTION TO

INCREASE

EFFICIENCY

• The role of computer in wage and salary administration

• Eight steps to implementing change

• Analyzing the impact of change on other units in the organization• How to manage a project from idea to implementation

• Designing system internally

• Designing system externally

• Selecting the appropriate system

• Automation details

FUTURE OF THE WAGE AND SALARY ADMINISTRATION FUNCTION

• Total compensation approach

• Direct pay for performance

• Performance management

•Consideration for the smaller organization

• The consultant/internal customer service approach

RECOMMENDED BOOK

Compensation Management by Matthew J. Deluca

4. EMPLOYEES’ RECRUITMENT AND SELECTION

COURSE DESCRIPTION:

This course provides students with a comprehensive overview of the currentissues and methodologies that are used in the recruitment and selection process. Astrategic pproach to recruitment and selection is emphasized, incorporating

essential human resource planning components. Students learn how to integrate

organizational and job analyses as the foundation of excellence in the recruitmentand selection system. Students develop job descriptions and job postings.

Particular concentration is on structured interview techniques with students

designing effective situational and behaviour description interview questions with

25



scoring guides, and conducting interviews through role play. Current legislation

and legal issues are examined, as well as scientific and professional standards that

affect recruitment and selection procedures. Practical applications of all materialare assimilated through cases and experiential exercises.

COURSE CONTENTS

IntroductionWhy Recruitment & Selection Matter

A Systems View of HR Recruitment & Selection & the HR Profession

Key Legal Concepts & Requirements in Recruitment & SelectionMeasurement, Reliability, & Validity

Job Analysis & Competency Models

Organizational & Process Analysis

The Role of CompetenciesJob Performance

A Multidimensional Model of Job Performance

Measuring Performance

Job Performance CriteriaApplicant Screening

Attracting Job ApplicantsThe Person Organization Fit

Recruitment Strategy & Methods

Evaluating Recruiting Efforts

Applicant Screening & Testing & MethodsInterviewing

Purposes & Uses of the Interview

Unstructured & Structured InterviewsInterview Techniques

Interview Practice & the Law

Designing Interview QuestionsInterviewer Training

Decision Making

The Context of Selection DecisionsSelection Errors

Collection & Combination of Information

Group Decision Making Models

Making Selection DecisionsStructured Interviews in Practice

Recommended Books:

Competency-Based Recruitment and Selection, by Robert Wood

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http://www.amazon.com/exec/obidos/search-handle-url/103-8844241-4271054?_encoding=UTF8&search-type=ss&index=books&field-author=Robert%20Wood