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SCHEME OF STUDIES
INSTITUTE OF BUSINESS MANAGEMENT SCIENCES
EXISTING PROPOSED
BM-701 PRINCIPLES OF AGRIBUSINESS
MANAGEMENT 3(3-0)
Learning objectives:
After studying this course, the students will be able to:
1. Understand the scope and nature of agribusiness
management.
2. Learn management tasks and principles in agribusiness
organizations.
3. Apply marketing decision making in agribusiness.
4. Identify the issues and challenges faced by agribusiness firms
in Pakistan.
Course Contents:
Basic concepts of agribusiness, Agribusiness in perspective,
Managing the agribusiness, Elements of agribusiness management
(planning, organizing, leading and controlling), The agribusiness
system, The organization of agribusiness, Agribusiness challenges,
Business decision making, Legal structure of business
organizations, Cooperatives in agribusiness, Use of economic
principles in agribusiness organization, Tools for management
decisions in agribusiness, Principles of capital budgeting and its
application to agribusiness, Production techniques and cropping
system in Pakistan, Production optimization, Agricultural
marketing system, Tools for marketing decisions in agribusiness,
Processing and exports of agricultural commodities, Managing
human resources in agribusiness. Case studies of agribusiness firms
in Pakistan.
Suggested Readings:
1.Akridge, J. T., F. L. Barnard, F. J. Dooley and J. C. Foltz.
2011. Agribusiness Management, 4th Edition. Routledge
Publishers, UK.
2.Beierlein, J. G., K. C. Schneeberger and D. D. Osburn. 2007.
Principles of Agribusiness Management, 4th Edition.
Waveland Pr Inc, USA.
3.Cramer, G. L. and C. W. 1994. Agricultural Economics and
Agribusiness. John Wiley and Sons, New York, USA.
4.Erickson, S. P., J. T. Akridge, F. L. Barnard and W. D.
Downy. 2002. Agribusiness Management, 4th Edition.
McGraw-Hill Inc, New York, USA
BM-701 AGRIBUSINESS MANAGEMENT 3(3-0)
Learning objectives
The aim of this course is to understand agribusiness management,
application of management tasks and marketing decision making in
agribusiness.
Course Contents
Basic concepts of agribusiness; Agribusiness in perspective;
Managing the agribusiness: elements of agribusiness management
(planning, organizing, leading and controlling); The agribusiness
system; The organization of agribusiness; Agribusiness challenges;
Business decision making; Legal structure of business
organizations; Cooperatives in agribusiness; Use of economic
principles in agribusiness organization; Tools for management
decisions in agribusiness; Principles of capital budgeting and its
application to agribusiness; Production techniques and cropping
system in Pakistan; Production optimization; Agricultural
marketing system; Tools for marketing decisions in agribusiness,
Processing and exports of agricultural commodities; Managing
human resources in agribusiness; Case studies of agribusiness
concerns in Pakistan.
Suggested Readings
1. Akridge, J.T., F.L. Barnard, F.J. Dooley and J.C. Foltz. 2012.
Agribusiness Management. Rutledge Publishers, New York,
USA.
2. Cliff, R.K. and G. Ricketts. 2009. Agribusiness Fundamentals
and Applications. Cengage Learning, NJ, USA.
3. Fleet, D.V., E.V. Fleet and G.J. Seperich. 2014. Agribusiness:
Principles of Management. Cengage Learning, NJ, USA.
4. Ghafoor, A. 2017. Agribusiness Management in Pakistan.
University of Agriculture, Faisalabad.
5. Mohy-ud-Din, Q. and H. Badar. 2011. Marketing of
Agricultural Products in Pakistan: Theory & Practice. Higher
Education Commission (HEC), Islamabad, Pakistan.
BM-702 FUNDAMENTALS OF ACCOUNTING 3(3-0)
Learning Objectives:
After studying this course students will be able to.
1. Aware about double entry accounting system.
2. Accumulate, record, and analyze financial data.
3. Analyze the business transactions for professional judgment
and reporting purposes.
4. Prepare accurate reports for decision making and regulatory
compliance.
Course Contents:
Purpose and Nature of Accounting, Various areas of Accounting
Forms of Business enterprises, Accounting Information users,
Generally Accepted Accounting Principles (GAAP), Conversion,
Business transaction 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, The control
of Cash transaction and Bank Reconciliation, Accounting for
receivables and Inventory, Accounting for depreciation of fixed
assets, Depreciation Methods, Cash flow statement, Partnership,
BM-702 FINANCIAL ACCOUNTING 3(3-0)
Learning Objectives
The objective of this course is to understand and analyse financial
reports for effective decision making.
Course Contents
Accounting Concepts: Generally Accepted Accounting Principles
(GAAP), Accounting system, An introduction to financial
statements, Transaction approach, Uses of financial statements,
Professional judgment and ethical conduct, An introduction to
accounting records, The ledger, Journal, Double entry system of
accounting, An introduction to accounting cycle for service type
businesses, Measuring business income, Preparing a set of financial
statements, Complete accounting cycle, Accounting for
merchandising businesses, Basic functions of accounting system of
a merchandising concern, Controlling accounts and subsidiary
ledgers, Perpetual inventory system and periodic inventory system,
Classified financial statements: classified balance sheet, Single step
and multiple step Income statement, Internal control system, Bank
reconciliation statement, Cash management, Internal control over
cash receipts and disbursements, Accounting for accounts
receivables and notes receivables, Inventories valuation techniques
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Corporation.
Suggested Readings:
1. Johns, W. 2007. Advanced Accounting. 7th Edition. McGraw
Hill Inc. New York, USA.
2. Kaluza, J. 2009. Accounting: A Systems Approach, 8th
Edition. McGraw-Hill Inc. New York, USA.
3. Meigs, J. 2006. Accounting. 14th Edition. McGraw Hill Inc.
New York, USA.
4. Meigs, M. 2010. Financial Accounting, 15th Edition. McGraw
Hill Inc. New York, USA.
5. Wallis, K. 2007. Accounting: A Modern Approach. 8th
Edition. McGraw Hill Inc. New York, USA.
and cost of goods sold, Accounting for fixed assets, Corporation:
stockholder’s equity statement, Measuring corporation income,
Reporting unusual items, Earnings per share, Cash dividend,
treasury stock, Stock split, Measuring cash flows: statement of cash
flows and classification of cash flows, preparation of cash flows,
Analysing financial statements.
Suggested Readings
1. Dyckman, T. 2017. Financial Accounting. Cambridge
Business Publishers, UK.
2. Fess and Warren. 2014. Financial Accounting. 13th Edition.
Prentice Hall Inc. NJ, USA.
3. John, P.W. and K.D. Larson. 2014. Fundamental Accounting
Principles. Richard D. Irwin Publishers, Illinois, USA
4. Libby, R., P. Libby and D.G. Shor. 2014. Financial
Accounting. McGraw-Hill Inc. NJ, USA.
5. Weetman, P. 2014. Financial Accounting: An Introduction.
Pearson Publishers, New York, USA.
BM-703 PRINCIPLES OF MARKETING 3(3-0)
Learning Objectives:
After studying this course the students will be able to:
1. Understand basic marketing terms
2. Know the Creating Customer Value and Satisfaction
3. Apprehend Strategic Planning and the Marketing Process
4. Identify and implement the concept of 4Ps.
Course Contents:
Marketing in Changing World, Core marketing concepts, Creating
Customer Value and Satisfaction, Strategic Planning and the
Marketing Process, Micro and Macro 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-Cycle
Strategies, 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.
Suggested Readings:
1. Cannon, T. 2009. Basic Marketing Principles and practices.
12th Edition, Wiley and Sons, New York, USA.
2. Evans, J. 2008. Principles of Marketing. 9th Edition, Prentice
Hall International Inc. New York, USA.
3. Kotler P., H. Ehsan and P. Y. Agnihotri. 2010. Principles of
Marketing: A South Asian Perspective.13th Edition. Pearson
Education, India.
4. Stanton, W. J. 2009. Principles of Marketing. 14th Edition,
McGraw Hill Pub, New York, USA.
BM-703 PRINCIPLES OF MARKETING 3(3-0)
Learning Objectives
The aim of the course is to understand marketing concepts and
apprehend strategic planning and marketing process.
Course Contents
Marketing in Changing World, Core marketing concepts, Creating
Customer Value and Satisfaction, Strategic Planning and the
Marketing Process, Micro and Macro 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-Cycle
Strategies, 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.
Suggested Readings
1. Armstrong, G., S. Adam, S. Denize and P. Kotler. 2015.
Principles of Marketing. Pearson Publishers, Sydney,
Australia.
2. Baines, P., C. Fill and K. Page. 2013. Essentials of
Marketing. Oxford University Press, NJ, USA.
3. Kotler, P. and G. Armstrong. 2017. Principles of
Marketing. Pearson Education, NJ, USA.
4. Pride, W.M., O.C. Ferrell, B.A. Lukas, S. Schembri
and O. Niininen. 2012. Marketing Principles, Cengage
Learning, NJ, USA.
BM-704 PRINCIPLES OF MANAGEMENT 3(3-0)
Learning Objectives:
After studying this course, students will be able to
1. Understand basic & derived principles of management
2. Grasp the basic functions of management
3. Analyze the influence of various environmental factors in
small as well as large scale organizations
4. Identify & understand current trends & issues specially in
contemporary organizations
Course Contents:
Management overview, The evolution and emergence of
management thought, Management functions, Current trends and
issues in organizations, Organization culture, Sources of
BM-704 PRINCIPLES OF MANAGEMENT 3(3-0)
Learning Objectives
The aim of this course is to understand principles of management,
current management trends and issues especially in contemporary
organizations.
Course Contents
Management overview, The evolution and emergence of
management thought, Management functions, Current trends and
issues in organizations, Organization culture, Environment and its
influence on organizations, Planning and performance, Objectives,
Strategies and policies, Setting strategic goals and objectives,
Organizational strategy formulation, Contemporary issues in
planning, Managerial decision making, Organizing:
Departmentalization, Line/staff authority, Commitments and group
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organization culture, Environment and its influence on
organizations, Planning concepts, Purpose of planning, Planning
and performance, Objectives, Strategies and policies, Setting
strategic goals and objectives, Linking organizational goals and
plans, Organizational strategy formulation, Contemporary issues in
planning, Managerial decision making, Organizing:
Departmentalization, Line/staff authority, Commitments and group
decision making, Organizational design decision, Organizational
communication, Staffing: principles of selection, Performance,
Career planning, Compensation and benefits, Leadership,
Motivation, Organizational behaviour and its goals, Work group
behaviour, Operations management and its significance, Current
issues in operations management, Controlling: the system, process
and techniques of controlling, Managerial control, Management and
society: future perspective.
Suggested Readings:
1. Anbuvelan, K. 2007. Principles of Management, 1st Edition.
Laxhmi Publications Limited, India.
2. Bagad, V. S. 2009. Principles of Management, 3rd Edition.
Technical Publications, India.
3. Dubrin, A. J. 2008. Essentials of Management, 8th Edition.
South Western Cengage Learning, USA.
4. Griffin, W. R. 2011. Management, 10th Edition. South
Western Cengage Learning, USA.
5. Robbins, S. P. and M. Coulter. 2009. Management, 10th
Edition. Prentice Hall, New York, USA.
decision making, Organizational design decision, Organizational
communication and information technology, Leadership,
Motivation, Organizational behaviour and its goals, Individual and
Work group behaviour, Operations management and its
significance, Current issues in operations management, Managing
change and innovation, managing entrepreneurial venture, System,
process and techniques of controlling.
Suggested Readings
1. Bagad, V.S. 2009. Principles of Management. Technical
Publications, New Delhi, India.
2. Dubrin, A.J. 2011. Essentials of Management. South Western
Cengage Learning, New York, USA.
3. Griffin, W.R. 2012. Management. South Western Cengage
Learning, New York, USA.
4. Robbins, S.P. and M. Coulter. 2013. Management. Prentice
Hall, New York, USA.
5. Williams, C. 2015. Principles of Management. South-Western
College Publisher, London, UK.
BM-705 BUSINESS ETHICS 2(2-0)
Learning Objectives:
After studying this course, students will be able to:
1. Understand the link between business ethics and social
responsibility.
2. Examine the foundations and evolution of business ethics.
3. Gain insight into the extent of ethical misconduct in the
workplace and the pressures for unethical behaviour.
4. Understand why business ethics initiatives are needed in both
small and large organizations.
Course Contents:
Business Ethics in today’s business: how to be a good corporate
citizen in a complex multiple stakeholder worlds, Foundations of
business ethics, Implications of ethics in the business world, The
ethical challenges faced by business in different parts of the globe,
Concepts necessary to understand and deal with ethical problems,
Utilitarianism, Rights and Duties, Justice and Fairness, Ethics in
marketplace, The ethics of Job discrimination, An overview of
types of ethics, Difference between ethics, Consumerism and
corporate social responsibility in context for businesses - business
ethics within context of global society - an outline of Bentham’s
basic theory of utilitarian ethics- core concepts of Kantianism-
evaluation of deontology compared with utilitarianism - codes of
ethical conduct - Rawls’ Theory of Justice (liberal egalitarian) and
Baker et al’s broader theory of equality of condition, Ethical
Relationships in Business and Social Responsibility - Employer-
employee relationship: management structures, Loyalty rewards,
Work conditions and facilities, Unfair dismissal, Sexual harassment
in businesses - Company-consumer relationship: honesty in
advertising, Value for money, After sales care - Relationship
between business and the community (local and global), Long-term
benefits of ethical businesses.
Suggested Readings:
1. Crane. A. and D. Matten. 2010. Business Ethics: Managing
corporate citizenship and sustainability in the age of
globalization.3rd Edition. Oxford University Press,
Oxford.UK.
2. Ferrell, O. C. and J. Fraedrich. 2010. Business Ethics: Ethical
Decision Making and Cases, 8th Edition, Mc Graw Hill
BM-705 BUSINESS ETHICS 2(2-0)
Learning Objectives
The aim of this course is to have an understanding of the ethics and
their importance in businesses.
Course Contents
Business Ethics in today’s business, Foundations of business
ethics, Implications of ethics in the business world, The ethical
challenges faced by business in different parts of the globe,
Concepts necessary to understand and deal with ethical problems,
Ethics in marketplace, The ethics of Job discrimination, An
overview of types of ethics, Difference between ethics, Ethical
Relationships in Business and Social Responsibility, Loyalty
rewards, Work conditions and facilities, Basics for fair and just
disciplinary process, Unfair dismissal, Sexual harassment in
businesses, Company-consumer relationship, Relationship between
business and the community (local and global).
Suggested Readings
1. Crane, A. and D. Matten. 2010. Business Ethics: Managing
corporate citizenship and sustainability in the age of
globalization. Oxford University Press, Oxford, UK.
2. Ferrell, O.C. and J. Fraedrich. 2016. Business Ethics: Ethical
Decision Making and Cases. McGraw Hill Inc. NJ, USA.
3. Philip, A.B. 2011. Ethiconomics: Principles and Practices of
Ethical Business for the 21st Century. Live It Publishers,
Birmingham, UK.
4. Velasquez, M.G. 2013. Business Ethics: Concepts and Cases.
Pearson Education, New Delhi, India.
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Inc.USA.
3. Philip, A. B .2011. Ethiconomics: Principles and Practices of
Ethical Business for the 21st Century. 1st Edition. Live It
Publishers. UK.
4. Velasquez, M. G. 2010. Business Ethics: Concepts and
Cases. 6th Edition, Pearson Education. Delhi, India.
BM-706 I.T IN BUSINESS 3(2-1)
Learning Objectives:
After Studying this course, the students will be able to:
1. Learn advanced IT related courses in the coming semesters.
2. Understand the business implementation of IT.
3. Differentiate among different types of computerized
information systems.
4. Practically use some necessary application software.
Course Contents:
Components of a computer system, Impact of computers on society,
Introduction to hardware, Software, Operating systems, Business
information systems careers, Identify fundamental programming
structures, Basic operating system functions, Current issues
associated with security, ethics and legal issues, Usage of the
internet and design a simplistic web page using office application
software, Business applications of software, Word processing,
Spreadsheet, database and presentation applications, Use of email,
issues such as viruses and other related topics, Internet utilization in
business environment, Computer and business ethics, How
businesses use information systems, Information systems,
Organizations, and strategy, Information Technology infrastructure
and emerging technologies, e-commerce, digital markets, Digital
goods, Building information systems, Project management,
Establishing the business value of systems, Change managing,
Global systems.
Practical: Practical of above mentioned contents.
Suggested Readings:
1. Beekman, G. and B. Ben. 2009. Tomorrow’s Technology and
You, 9th Edition. Prentice Hall Inc. USA.
2. Norton, P. 2010. Introduction to Computers, Prentice Hall,
New York, USA.
3. Parker, C. and T. Case. 2002. Management Information
Systems, 10th Edition. McGraw Hill Inc. New York, USA.
4. Vargas, F. and M. Mclellan. 2010. Go! With Microsoft Office
2007. 3rd Edition. Prentice Hall Inc. USA.
BM-706 INFORMATION TECHNOLOGY IN BUSINESS
3(2-1)
Learning Objectives
The aim of this course is to understand and implement the IT
solutions in businesses.
Course Contents
Theory
Components of a computer system, Impact of computers on
society, Introduction to hardware, Software, Operating systems,
Business information systems careers, Fundamental programming
structures, Basic operating system functions, Current issues
associated with security, Ethics and legal issues, Usage of the
internet and design of a simple web page using office application
software, Business applications of software, Word processing,
Spreadsheet, database and presentation applications, Use of email,
Viruses and other related topics, Internet utilization in business
environment, How businesses use information systems,
Information systems, Information Technology infrastructure and
emerging technologies.
Practical
Practical of above mentioned contents.
Suggested Readings
1. Beekman, G. and B. Ben. 2012. Tomorrow’s Technology and
You. Prentice Hall Inc., NJ, USA.
2. Laudon, K.C. and C.G. Traver. 2013. E-commerce: Business,
Technology and Society. Pearson Education, NJ, USA.
3. Norton, P. 2010. Introduction to Computers. Prentice Hall,
New York, USA.
4. Targett, D., D. Grimshaw and P. Powell. 2013. IT in
Business: Business Manager's Casebook. Routledge
Publishers, UK.
5. Vargas, F. and M. Mclellan. 2011. Go With Microsoft Office
2010. Prentice Hall Inc. NJ, USA.
BM-707 BUSINESS MATHEMATICS AND STATISTICS
3(3-0)
Learning Objectives:
After studying this course, the students will be able to:
1. Understand the basic algebra and its linear equations in
business programming.
2. Learn elementary concepts of cost and revenue functions.
3. Know the fundamentals of measurement scales.
4. Excercise skills at data collection and analsis techniques.
Course Contents:
Basic Algebra, Solution of simultaneous linear equations, Linear
inequalities, Elementary matrix algebra, Linear programming,
Graphical and Simplex method solution for LP problems,
Elementary concepts of function, Cost & Revenue functions,
Fundamentals of differential calculus, Maxima & Minima of a
function, Types of variables, Measurements Scales, Methods for
collection of Primary and Secondary data, Description of data by
frequency tables and graphs, Stem and leaf plot, Box plot, dot
diagram, Gantt chart, Z-Chart. Measures of central tendency,
Measures of variability, Sampling Designs, Probability and non-
probability sampling techniques, Testing of hypothesis, Interval
estimation for population mean, Difference between two population
BM-707 BUSINESS MATHEMATICS AND STATISTICS
3(3-0)
Learning Objectives
The aim of this course is to know the elementary concepts of cost
and revenue functions in business programming.
Course Contents
Basic Algebra, Solution of simultaneous linear equations, Linear
inequalities, Elementary matrix algebra, Linear programming,
Graphical and Simplex method solution for LP problems,
Elementary concepts of function, Cost & Revenue functions,
Fundamentals of differential calculus, Maxima & Minima of a
function, Types of variables, Measurements Scales, Methods for
collection of Primary and Secondary data, Description of data by
frequency tables and graphs, Stem and leaf plot, Box plot, dot
diagram, Gantt chart, Z-Chart. Measures of central tendency,
Measures of variability, Sampling Designs, Testing of hypothesis,
Interval estimation for population mean, Difference between two
population means, Population proportion, Correlation, Regression,
Definition of P-value, Determination of sample size, Analysis of
variance index numbers.
Suggested Readings
1. Agarwal, B.M. 2010. Business Mathematics & Statistics. Ane
Books, New Delhi, India
2. Black, K. 2016. Business Statistics: For Contemporary
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means, Population proportion, Difference between two population
proportion, Definition of P-value, Determination of sample size,
Analysis of variance index numbers.
Suggested Readings:
1. Holcomb, Jr. 2010. Mathematics with Applications in the
Management, Natural, and Social Sciences. 10th Edition.
Adison Wesley Publishers, USA.
2. James, T. M., P. G. Benson and T. Sincich. 2010. Statistics for
Business and Economics. 11th Edition. : Prentice Hall
Publishers, USA.
3. Roxy, P., C. Olsen and J. L. Devore. 2011. Introduction to
Statistics and Data Analysis. 4th Edition. Brooks/Cole
Publisher, USA.
4. Sher, M. 2003. Introduction to Statistical Theory. 9th Edition.
Ilmi Kitab Khana, Urdu Bazar, Lahore.
5. Walpole, R. E. 2004. Introduction to Statistics. 11th Edition.
Macmillan Publishing Co. Inc. USA.
Decision Making. Willey Plus Publishers, NJ, USA.
3. Francis, A and B. Mousley. 2014. Business Mathematics and
Statistics. Cengage Learning, New York, USA.
4. James, T.M., P.G. Benson and T. Sincich. 2010. Statistics for
Business and Economics. Prentice Hall Publishers, NJ, USA.
5. Roxy, P., C. Olsen and J.L. Devore. 2011. Introduction to
Statistics and Data Analysis. Brooks/Cole Publisher, FL,
USA.
BM-708 BUSINESS COMMUNICATION 3(3-0)
Learning Objectives:
After studying this course, students will be able to:
1. Understand the process of communication.
2. Describe the essential elements of business communication.
3. Adopt good practice with a variety of communication
methods.
4. Choose appropriate communication methods to be an
effective professional.
Course Contents:
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.
Seven C`s of communication: Conciseness-Correctness-
Completeness, Clarity-Consideration-Courtesy-Concreteness.
Written communication: Parts of Letter, Inductive methods,
Deductive method of communication-Memorandum-Circular,
Agenda and minutes of meeting, Business research report: Types,
Format, Language and Style, Market report: Types- Format, Thesis
writing. Oral communication: Meeting: Types and conduct,
Interview: Types and conduct, Presentation or speech: Types-
Planning-Delivering the presentation or speech, Workshop and
seminar: Planning-Conduct. Communication strategy: Image
building, 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 précis, Specimen of passages and their précis.
Suggested Readings:
1. Courtland, L. and T. Bovee. 2008. Business Communication
Today. Prentice Hall, New Delhi. India.
2. Mary, E. G. and B. Babcock. 2008. Essentials of Business
Communication, Cengage Learning, Lahore, Pakistan.
3. Murphy, H. 2009. Effective Business Communication. 14th
Edition, McGraw Hill, Inc., New York, USA.
4. Taylor, S. 2005. Communication for Business, 4th Edition.
Pearson Education. India.
BM-708 BUSINESS COMMUNICATION 3(3-0)
Learning Objectives
The aim of this course is to understand the communication and use
of appropriate communication methods to be an effective
professional entrepreneur.
Course Contents
Process of communication, Communication model, Channels of
communication, Barriers to effective communication, How to make
communication effective. Communication theories: Interaction-
information-Completeness. Seven C`s of communication, Business
communication in global and ethical context, Business
communication and technology, Written communication: Parts of
Letter, Inductive and Deductive method of communication,
Business research report, Market report, Oral communication,
Types and conduct, Presentation or speech, Workshop and seminar,
Messages choice, Negative and persuasive. Précis writing, Major
considerations while writing précis, Specimen of passages and their
précis.
Suggested Readings
1. Bowen, J.J. and S.J. Milne. 2015. A Quick Guide to Effective
Business Communication. Gulfhaven Books, NJ, USA.
2. Cardon, P. 2017. Business Communication: Developing
Leaders for a Networked World. McGraw-Hill Education
Publishers. New York, USA.
3. Courtland, L. and J.V. Thill. 2015. Business Communication
Today. Prentice Hall, New Delhi. India.
4. Mary, E.G. and B. Babcock. 2012. Essentials of Business
Communication. Cengage Learning, Lahore, Pakistan.
5. Murphy, H. 2009. Effective Business Communication.
McGraw Hill, Inc., New York, USA.
BM-709 CONSUMER BEHAVIOUR 3(3-0)
Learning Objectives:
After studying this course the students will be able to:
1. Understand contemporary consumer behaviour.
2. Analyze critically the task of marketing under contemporary
conditions from a behavioural perspective.
3. Examine the major functions that comprise the marketing
task and their interactions with consumer behaviour.
4. Develop an awareness of the major types of marketing and
BM-709 CONSUMER BEHAVIOUR 3(3-0)
Learning Objectives
The aim of this course is to understand consumer behaviour,
marketing task and their interactions with consumer behaviour.
Course Contents
Understanding consumer behaviour characteristics, Research on
consumer behaviour and purchasing decisions, General model of
consumer behaviour research process, Ethics in consumer research,
Human perception process, Measurement of belief, Cognition and
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consumer behaviour problems faced by organizations.
Course Contents:
Understanding consumer behaviour characteristics, Research on
consumer behaviour and purchasing decisions, General model of
consumer behaviour research process, Ethics in consumer research,
Human perception process, Measurement of belief, Cognition and
memory, measurement of awareness, Measurement of retention,
Effects of other internal process on perception and marketing
tactics (such as advertising and pricing), Types of segmentation,
Future of segmentation and positioning, Theory and application of
consumer and industrial buying behaviour, Organization/customer
decision making process, Impact of internal psychological factors
affecting the decision making process including perception,
Decisions such as demographics, Culture, Family, Intra and inter
organizational influences and publics/government regulations,
Consumer post purchase dissonance and strategies, Cross cultural
consumer behaviour, Consumer influence and diffusion of
innovations.
Suggested Readings:
1. Leon G. S., L. G. D. Bednall, A. O'Cass, A. Paladino, S.
Ward and L. Kanuk. 2008. Consumer Behaviour. Pearson
Education, Australia.
2. Leon, G. S. and L. Kanuk. 2008. Consumer Behaviour.
Pearson Education, India.
3. Michael, R. S. 2010. Consumer Behaviour. 9th Edition.
Prentice Hall. UK
4. Plessis, P. J., G. G. Rouseau and L. Ehiers. 2011. Buyer
Behaviour: Understanding Consumer Psychology and
Marketing. 4th Edition. Oxford University Press, USA
5. Wright, R. 2006. Consumer Behaviour. Cengage Learning,
UK.
memory, Measurement of retention, Types of segmentation, Future
of segmentation and positioning, Theory and application of
consumer and industrial buying behaviour, Organization/customer
decision making process, Impact of internal psychological factors
affecting the decision making process including perception, Intra
and inter organizational influences and publics/government
regulations, Consumer post purchase dissonance and strategies,
Cross cultural consumer behaviour.
Suggested Readings
1. Hoyer, W.D., D.J. MacInnis and R. Pieters. 2012. Consumer
Behaviour. Cengage Learning, NJ, USA.
2. Michael, R.S. 2011. Consumer Behaviour. Prentice Hall,
London, UK.
3. Plessis, P.J., G.G. Rouseau and L. Ehiers. 2011. Buyer
Behaviour: Understanding Consumer Psychology and
Marketing. Oxford University Press, NJ, USA.
4. Schiffman L. and L. Kanuk. 2014. Consumer Behaviour.
Prentice Hall, New York, USA.
5. Solomon, M.R. 2016. Consumer Behaviour: Buying,
Having, and Being. Pearson Education, NJ, USA.
BM-710 FINANCIAL ACCOUNTING 3(3-0)
Learning Objectives:
After studying this course students will be able to.
1. Understanding about accounting information system.
2. Record, summaries and analyze financial data.
3. Prepare accurate financial reports for decision making and
regulatory compliance.
4. Understand accounting and business terminology used in
business scenarios, and be proficient with commonly used
office software programs.
Course Contents:
Accounting Concepts: Generally Accepted Accounting Principles
(GAAP), Professional judgment and ethical conduct, The
consistency principle, The disclosure principle, Materiality
principle and setting new accounting standards, International
accounting standards overview, Accounting for merchandize
business, Classified balance sheet, Simple and multiple Income
statement, Design of accounting system, The company information
needs, Basic functions of accounting system, Special journals,
Controlling accounts and subsidiary ledger accounts, Data base
systems and internal control, Accounts receivable, Notes
receivable, Inventories and cost of goods sold, Ending inventory
cost computation methods, Liabilities: definite and estimated
liabilities, Loss contingencies and payrolls, Corporation:
stockholder’s equity statement, Measuring corporation income,
Reporting unusual items, Earnings per share, Cash dividend,
treasury stock, Stock split, Measuring cash flows: statement of cash
flows and classification of cash flows, preparation of cash flows.
Suggested Readings:
1. Johns, W. 2007. Advanced Accounting. 7th Edition, McGraw
Hill Inc. New York. USA.
2. Kaluza, J. 2008. Accounting: A Systems Approach. 8th
Edition, McGraw-Hill Inc. New York. USA.
3. Meigs, J. 2006. Accounting. 14th Edition, McGraw Hill Inc.,
Deleted
7
New York. USA.
4. Meigs, M. 2009. Financial Accounting. 15th Edition, McGraw
Hill Inc. New York. USA.
5. Wallis, K. 2004. Accounting: A Modern Approach. 8th
Edition, McGraw Hill Inc. New York. USA.
6.
New
BM-710 OPERATION OF BANKS AND FINANCIAL
INSTITUTIONS 3(3-0)
Learning Objectives
The aim of this course is to understand the banking system,
operations and major functions of banking system in Pakistan.
Theory
Origin and Evolution of Banking, Banking Laws and Regulations:
Banking Companies Ordinance, 1962. State Bank of Pakistan Act,
1956. Banking Institutions, Functions of Banks long term Loans,
Banker and Customer Relationship, Banker Lien Performance of
Commercial Banks, Introduction of customer- Know Your
Customer, Partnership Account and Joint stock companies
Account, Documents required for operating Joint Stock Company
Accounts, Closing of accounts, Cheque and payment of cheque.
Types of Crossing of cheques. Banking instruments, Letter of
credit. Negotiable Instruments. Leasing Purchase of assets and
resale at mark up basis.
Suggested Readings
1. Awan, M.S. 2014. The Manual of Banking Laws in
Pakistan. Omar Law Book House, Lahore, Pakistan.
2. Hubbard, R.G., & A.P. O'Brien. 2013. Money, Banking
and the Financial System, 2nd Ed. Pearson Publishers, NJ,
USA.
3. Matthews, K., M. Giuliodori and F.S. Mishkin. 2012. The
Economics of Money, Banking and Financial Markets
(10th ed.). Pearson Education.
4. Siddiqi, A.H. 2015. Practice and Law of Banking in
Pakistan. Kitab Wadi, Lahore, Pakistan.
5. Siddiqui, S.I. 2015. Practical Approach in the Banking
Laws in Pakistan A to Z Banking Dictionary. Kashif Law
Book House, Karachi, Pakistan.
BM-711 MARKETING MANAGEMENT 3(3-0)
Learning Objectives:
After studying this course the students will be able to:
1. Understand marketing management, concept, social
responsibility and basic functions of marketing.
2. Evaluate contemporary marketing practices
3. Configure environment analysis: An organization’s external
microenvironment and macro environment, An organization’s
internal environment.
4. Conceptualize marketing plan implement the marketing
practices.
Course Contents:
Role and scope of a marketing manager, Evolution of marketing,
Social responsibility, Basic functions 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,
Components and applications of marketing information systems,
Marketing Intelligence System, Analytical marketing system,
Marketing Decision Support System, Consumer markets and
consumer behaviour analysis: Demographic dimensions of
consumer market, Behavioural dimensions of consumer markets,
Buyer behaviour: objectives and structure, Segmentation, Targeting
and Positioning marketing: An overview of marketing opportunities
and target markets, Market segmentation concept patterns and
procedures, Product marketing strategies: Basic concepts of product
planning, Product life cycle: Stages and marketing strategies, New
product planning and development, Product-Mix strategies,
Branding, Packaging and labeling, Pricing strategies and policies:
BM-711 MARKETING MANAGEMENT 3(3-0)
Learning Objectives
The objective of this course to understand marketing management,
concept, social responsibility and marketing plan implementation.
Course Contents
Role and scope of a marketing manager, Evolution of marketing,
Basic functions and scope of marketing, An organization’s external
microenvironment and macro environment, an organization’s
internal environment. Marketing Information Systems, Marketing
Intelligence System, Marketing Decision Support System,
Consumer markets and consumer behaviour analysis, Targeting
and Positioning marketing, Market segmentation concept patterns
and procedures, Product marketing strategies, Product life cycle,
New product planning and development, Product-Mix strategies,
Pricing strategies and policies, Marketing channel systems,
Channel design decisions, Channel dynamics, Promotion strategies,
Strategic personal selling process, Strategic sales-force
management.
Suggested Readings
1. Chernev, A and P. Kotler. 2014. Strategic Marketing
Management. Cerebellum Press, FL, USA.
2. Doyle, P. 2010. Marketing Management and Strategy.
Prentice-Hall, New York, USA.
3. Kotler, P. and K.L. Keller. 2015. Marketing Management.
Pearson Education, NJ, USA.
4. Lacobucci, D. 2017. Marketing Management. South-
Western College Publishers, New York, USA.
5. Stevens, R.E., D.L. Loudon and B. Wrenn. 2012.
Marketing Management: Text and Cases. Routledge
Publisher, London, UK.
8
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
promotion mix strategy, Effective advertising programs, Sales
promotion and public relations programs, Strategic personal selling
process, Strategic sales-force management.
Suggested Readings:
1. Dicksan, P. 2008. Marketing Management. International
Edition, McGraw Hill Inc. New York, USA.
2. Doyle, P. 2010. Marketing Management and Strategy, 3rd
Edition. Prentice-Hall, New York, USA.
3. Jegdesh, S. and E. Dennis. 2009. Marketing Management:
A Comprehensive Reader. International Edition, McGraw
Hill Inc. New York, USA.
4. Jerome, E. and D. William. 2007. Basic Marketing:
Managerial Approach, 11th Edition, McGraw Hill Inc.
New York, USA.
5. Kotler, P. 2009. Marketing Management. Prentice Hall
International Inc., Englewood Cliffs, New York, USA.
BM-712 HUMAN RESOURCE MANAGEMENT 3(3-0)
Learning Objectives:
After studying this course, the students will be able to:
1. Learn the scope and nature of human resource management.
2. Check the performance of HRM activities effectively and
efficiently.
3. Understand financial implications of human resources.
4. Identify the issues and challenges faced by human resources.
Course Contents:
Introduction to human resource management (HRM), The strategic
role of HRM, The importance of organizational design, Functions
of HRM, Human resource planning, Job design and analysis, Job
morphing, Succession planning, Replacement charts, Recruitment
and selection, the methods of recruitment , Selection process, Key
elements of successful predictors, Discrete and comprehensive
approach of selection, Orientation and socialization, Socialization
process, Motivation and reward system, Career planning and
development, Training and development, Training need assessment,
Training methods, Methods for the evaluation of training,
Employee development and its techniques, Performance appraisal,
Components of performance management, Errors and biases in
appraisal, Performance appraisal process, Employee benefits,
Financial implications of human resource, Compensation
management and employee relation, Issues behind employee
retention, Employee health and safety, Discipline: concepts of
discipline, Preventive and corrective discipline, Negative and
positive approach, Administration of disciplinary action,
Disciplinary guidelines, Grievance handling, Employee counseling.
Suggested Readings:
1. Bohlander, G. W. and S. Snell. 2009. Managing Human
Resources. South-Western Cangage Learning, USA
2. Dessler, G. 2010. Human Resource Management, 12th Edition.
Prentice Hall, New York, USA.
3. Lepak, D. and M. Gowan. 2008. Human Resource
Management. Prentice Hall, New York.
4. Mondy, R. W. 2010. Human Resource Management, 12th
Edition. Prentice Hall, New York, USA.
BM-712 HUMAN RESOURCE MANAGEMENT 3(3-0)
Learning Objectives
The course aims to understand human resource management,
performance of HRM and financial implications of HRM.
Course Contents
Introduction to Human Resource Management (HRM), The
strategic role of HRM, Functions of HRM, HR planning, Job
design and analysis, Recruitment and selection, Orientation and
socialization, Motivation and reward system, Career planning and
development, Training and development, Types and methods of
Training, Employee development and its techniques, Performance
appraisal, Employee benefits, Financial implications of HR,
Compensation management and employee relation, Issues behind
employee retention, Employee health and safety, Administration of
disciplinary action, Employee counselling. Ethics, justice and fair
treatment in HR management, Managing global HR.
Suggested Readings
1. Bohlander, G.W. and S. Snell. 2014. Managing Human
Resources. South-Western Cengage Learning, New York,
USA.
2. Dessler, G. 2014. Human Resource Management. Prentice
Hall, New York, USA.
3. Methis. L.R and H.J. Jakson. 2016. Human Resource
Management. South Western College Publisher, New York,
USA.
4. Mondy, R.W. 2010. Human Resource Management. Prentice
Hall, New York, USA.
5. Torrington, D. 2014. Human Resource Management. Pearson
Education, New Delhi, India.
BM-713 MANAGEMENT INFORMATION SYSTEM 3(2-1)
Learning Objectives:
After studying this course, the students will be able to:
1. Perform analytical and critical thinking.
2. Adopt Technology skills and Work for business processes
BM-713 MANAGEMENT INFORMATION SYSTEM 3(2-1)
Learning Objectives
The major aim of this course is to develop an understanding of
information technology and its adoption on the business
processes.
9
and their relationship to information systems
3. Understand the role played by systems serving different
levels of management, and their relationship to each other
4. Use enterprise applications, collaboration/communication
systems and intranets to improve organizational performance
Course Contents:
Introduction to information technology, Introduction to computer
system: hardware, software, electronic data processing, Input,
Processing and output techniques, Management Information
System: needs for MIS, Evolution and types of information system,
The concept of data and information, Database management
systems (DBMS): the concept of DBMS, hierarchy of database,
Elements of Database management systems, Contents of files
information systems for business application: Executive
Information System, Manufacturing information system, marketing
information system, 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 transmission other
relevant topics: Artificial Intelligence (AI), Office Automation,
Multimedia, Computer viruses.
Practical: Practical of above mentioned contents.
Suggested Readings:
1. James, A. and M. George. 2008. Management Information
Systems. McGraw Hill Inc, New York, USA.
2. Kenneth, C. and P. Jane. 2009. Management Information
Systems, 7th Edition. Prentice Hall Company, New York,
USA.
3. Parker, C. and T. Case. 2002. Management Information
Systems, 10th Edition. McGraw Hill Inc, New York, USA.
4. Paul, L. T. 2003. Computer Information System, 13th
Edition. Scott Foreman and company, London, England.
Course Contents
Theory
Introduction to information technology, Introduction to computer
system: hardware, software, electronic data processing, Input,
Processing and output techniques, Management Information
System: needs for MIS, Evolution and types of information system,
Subsystems of MIS, TPS, MRS, DSS, OAS. The concept of data
and information, Database management systems (DBMS),
Scheduling of development activities: System Acquisition, System
Maintenance. Introduction to business telecommunication:
communication channels, Channel configuration, Channel sharing,
modes of transmission.
Practical
Practical of above mentioned contents.
Suggested Readings
1. James, A. and M. George. 2013. Management Information
Systems. McGraw Hill Inc. New York, USA.
2. Laudon, K.C. and J.P. Laudon. 2017. Management
Information Systems: Managing the Digital Firm. Pearson
Education, NJ, USA.
3. Rainer, R.K., B. Prince and H.J. Watson. 2015. Management
Information Systems. John Wiley and Sons, NJ, USA.
BM-714 BUSINESS FINANCE 3(3-0)
Learning Objectives
After studying this course students will be able to.
1. Learn issues relating to business finance in the corporate
sector.
2. Understand time value of money concepts and long terms
securities valuation.
3. Able to analyze and interpret financial ratios computed from
financial statements.
4. Evaluate long term and short term financing needs of the firm
and capital budgeting decisions.
Course Contents:
Business environment, Forms of business organization, An
overview of financial management, , The financial environment:
markets, institutions and interest rates, Financial statements, Time
value of money concepts, Sources of short term finance, Sources of
long term finance, Financial planning and introduction, Working
capital management, Cash and marketable securities, Accounts
receivables and inventory, Emergence of Islamic finance: Internal
perspectives (Managerial approach).
Suggested Readings:
1. James, C. and V. Horne 2009. Fundamental of Financial
Management. 10th Edition, Johns Wiley and Sons,
New York, USA.
2. James, C. and V. Horne 2010. Financial Management
and Policy. 11th Edition, Johns Wiley and Sons, New
York, USA.
3. Lawrence, J. 2008. Principles of Managerial Finance 6th
Edition, Prentice Hall Inc., New York, USA.
BM-714 BUSINESS FINANCE 3(3-0)
Learning Objectives
The objective of this course is to provide an understanding of
issues relating to business finance in the corporate sector and
evaluation of long term and short-term financing needs.
Course Contents
Business environment, Forms of business organization, An
overview of financial management, The financial environment:
markets, institutions and interest rates, Financial statements
Analysis, Time value of money concepts, Sources of short term
finance, Sources of long term finance, Financial planning and
introduction, Cash and marketable securities, Accounts receivables
and inventory, Emergence of Islamic finance: Internal perspectives
(Managerial approach).
Suggested Readings
1. Burns, P. and P. Morris. 2014. Business Finance: A Pictorial
Guide for Managers. Elsevier Publishers, Illinois, USA.
2. Eugene, B. and J. Houston. 2015. Fundamentals of Financial
Management. Cengage Learning, NJ, USA.
3. James, C. and V. Horne 2010. Financial Management and
Policy. Johns Wiley and Sons, New York, USA.
4. Lawrence, J. 2008. Principles of Managerial Finance. Prentice
Hall Inc. New York, USA.
5. Pierson, G., R. Brown, S.A. Easton, S. Pinder and P. Howard.
2015. Business Finance. McGraw-Hill, Sydney, Australia.
10
BM-715 FINANCIAL MANAGEMENT 3(3-0)
Learning Objectives
After studying this course students will be able to.
1. Explain issue relating to financial management in a business
environment.
2. Understand the analysis of cash flows, profit and loss, balance
sheets,
3. Analyze existing financial needs - short vs. long-term credit
requirements.
4. Compare and analyze business plans, capital budgeting,
working capital and capital structure issues.
Course Contents:
Nature, Scope and functions, Financial decisions areas, Objectives
of financial management, Working capital management: Concepts
and components, Determinants of working capital requirements,
Working capital conversion cycle and identification of business
risk, The valuation concepts: The valuation process, The
fundamental valuation model, Valuation of securities: Bond,
preferred stock, Analysis of financial statements: Ratio analysis,
Trend analysis, Common size analysis, Index analysis, Financial
markets: An overview: Money market: Institutional framework
with reference to Pakistan, Capital markets, Primary vs secondary
markets, Organized vs over the counter market, Investment banking
and public securities issue, Private placement, Role of financial
markets in Pakistan, Cost of capital: Cost of debt, Cost of equity,
Weighted average cost of capital, Weighted marginal cost of
capital, Budget constrained and IOS. Capital structure: Leverage
analysis, Theory and analysis, Risk and return: Risk behaviour,
Return, Risk measurement, Capital budgeting: An overview, Lease
financing.
Suggested Readings:
1. Hull, C. J. 2006. Fundamentals of Futures and Option
Markets. 4th Edition. Prentice Hall, India.
2. Hull, C. J. 2008. Options, Futures and other Derivatives. 5th
Edition. Prentice Hall, India.
3. Imad, A. M. 2009. Operational Risk Management. Palgrave
Macmillan Publishers, India.
4. Jorion, P. 2005. Financial Risk Manager. 2nd Edition. John
Wiley and Sons, Inc. UK.
BM-715 FINANCIAL MANAGEMENT 3(3-0)
Learning Objectives
The objective of this course to provide an understanding of
financial management in a business environment and how to
compare and analyse business plans.
Course Contents
Nature, Scope and functions, Financial decisions areas, Objectives
of financial management, Working capital management: Concepts
and components, Determinants of working capital requirements,
Working capital conversion cycle and identification of business
risk, The valuation concepts: The valuation process, The
fundamental valuation model, Valuation of securities: Bond,
preferred stock, Analysis of financial statements: Ratio analysis,
Trend analysis, Common size analysis, Index analysis, Investment
banking and public securities issue, Private placement, Role of
financial markets in Pakistan, Cost of capital: Cost of debt, Cost of
equity, Weighted average cost of capital, Weighted marginal cost
of capital, Budget constrained and IOS. Capital structure: Leverage
analysis, Theory and analysis, Risk and return: Risk behaviour,
Return, Risk measurement, Capital budgeting: An overview, Lease
financing.
Suggested Readings
1. Eugene F.B. and J.F. Houston. 2016. Fundamentals of
Financial Management. South Western College Publisher, New
York, USA.
2. Hull, C.J. 2008. Options, Futures and other Derivatives.
Prentice Hall, New Delhi, India.
3. James, C. and V. Horne. 2010. Financial Management and
Policy. Johns Wiley and Sons, New York, USA.
4. Raymond M.B. 2012. Financial Management Core Concepts,
Prentice Hall, NJ, USA.
BM-716 STRATEGIC MANAGEMENT 3(3-0)
Learning Objectives:
After studying this course, the students will be able to:
1. Understand the nature and role of strategic management.
2. Analyse the strategic management process.
3. Learn the various types of strategies and their evaluation
models and control process.
4. Identify the issues in strategic formulation process for service
firms.
Course Contents:
Strategic management, Definition and process, Nature of strategic
decisions, The strategy managers: The role and tasks. Major
components of strategic planning, Strategic decision making,
Strategy formulation: Information inputs, Operating environment
scanning, Structural analysis of competitive forces, The structure
and performance of the industry as a whole, Strategy formulation:
Concepts, Mission, Goals, Objectives and targets, Mission
development and statement, The strategy making hierarchy,
Corporate strategy, Functional strategies, Operating strategy,
Factors shaping strategy, Action plan choice: The generic
competitive strategies, Value discipline strategies: The offensive
strategic postures, The defensive strategic postures, Corporate
diversification strategies, Strategies evaluation and selection:
Evaluation models, Growth Share Matrix (GSM), Porter’s generic
strategies, Life cycle analysis, Gap analysis, Directional Policy
Matrix (DPM), Selection models and contexts, Selection of
functional areas, Formulation of functional objectives, Formulation
of functional action plans, Strategy implementation: Analyzing
BM-716 STRATEGIC MANAGEMENT 3(3-0)
Learning Objectives
The objective of this course to develop an understanding relating to
nature and role of strategic management.
Course Contents
Strategic management, Nature of strategic decisions, Major
components of strategic planning, Competitive analysis, Structural
analysis of five competitive forces that shape strategy, Strategy
Formulation, Mission development and statement, The strategy
making hierarchy, Types of strategies, Strategy Implementation,
Selecting an implementation approach, Strategic Control and
Evaluation, The strategic control process, Strategies evaluation and
selection, Evaluation models, Growth Share Matrix (GSM), Life
cycle analysis, Gap analysis, Directional Policy Matrix (DPM),
Strategic issues in entrepreneurial ventures and small businesses,
Case studies.
Suggested Readings
1. Charles, W.L.H. and G.R. Jones. 2011. Essentials of Strategic
Management. Cengage Learning, NJ, USA.
2. David, F.R. 2008. Strategic Management: Concepts,
International Edition, Pearson/Prentice Hall, New York, USA.
3. Grant, R. and J. Jordan. 2012. Foundations of Strategy. John
Wiley & Sons, New York, USA.
4. Michael, H.R., D. Ireland and R. Hoskisson. 2016. Strategic
11
strategy-change, Analyzing organizational structure, Analyzing
organizing culture, Selecting an implementation approach, Strategic
control: The strategic control process, Strategies for service firms,
Strategy formulation issues at non-profit organizations.
Suggested Readings:
1. David, F. R. 2008. Strategic Management: Concepts,
International Edition, Pearson/Prentice Hall, New York, USA.
2. Gregory, G., G. T. Lumpkin, G. Dess. and A. Eisner. 2009.
Strategic Management: Creating Competitive Advantages, 5th
Edition. McGraw-Hill Irwin, USA.
3. Harrison, J. and J. S. Harrison. 2006. Outlines and Highlights
for Strategic Management, 1st Edition. Academic Internet
Publisher, USA.
4. Hitt, M. A., R. Duane. and R. E. Hoskisson. 2008. Strategic
Management: competitiveness and globalization: concepts and
cases, 8th Edition. South Western Cengage Learning, USA.
5.
Management: Concepts and Cases Competitiveness and
Globalization, Cengage Learning, NJ, USA.
BM-717 MANAGERIAL ECONOMICS 3(3-0)
Learning Objectives:
After studying this course, the students will be able to:
1. Comprehend concepts of managerial economics.
2. Understand the supply and demand estimation and
forecasting.
3. Apply the production and pricing decisions and its
implications in business.
4. Analyse the economic challenges and indicators for business
industry in Pakistan.
Course Contents:
Introduction to Managerial Economics, Goals of a business firm,
Consumer’s behaviour, Supply and demand, elasticity, Concepts
for decision making, Demand estimation and forecasting, Theory
and estimation of production and cost, Pricing and output decisions
of monopolies and oligopolies, Special pricing practices, Game
theory and asymmetric information, Capital budgeting, Risk and
uncertainty, Multinational corporations and globalization,
Government and industry challenges, managerial economics in the
business industry, Key economic indicators and their implications
for business industry in Pakistan.
Suggested Readings:
1. Keat, P. and P. K. Young. 2008. Managerial Economics, 6th
Edition. Prentice Hall, New Jersey, USA.
2. McGuigan, J. R., R. C. Moyer and F. H. Harris. 2007.
Managerial Economics: Applications, Strategies, and Tactics,
11th Edition. South-Western College Pub. USA.
3. Samuelson, W. F. and S. G. Marks. 2006. Managerial
Economics, 6th Edition. Wiley Pub. USA.
4. Thomas, C. and S. C. Maurice. 2010. Managerial Economics,
10th Edition. McGraw-Hill/Irwin; USA.
BM-717 MANAGERIAL ECONOMICS 3(3-0)
Learning Objectives
The aim of this course is to comprehend concepts of managerial
economics and analysis of production and pricing decisions in
business.
Course Contents
Introduction to Managerial Economics, Theory of consumer’s
behaviour, Supply and demand, elasticity, Concepts for decision
making, Demand estimation and forecasting, Theory and
estimation of production and cost, Pricing and output decisions
under various market conditions, Special pricing practices, Profit
Maximization, Aggregate demand, Aggregate supply, Inflation,
Employment, Risk and uncertainty, Government and industry
challenges, managerial economics in the business industry, Key
economic indicators and their implications for business industry in
Pakistan.
Suggested Readings
1. Baye. M and J. Prince. Managerial Economics and Business
Strategy. McGraw Hill Education, NJ, USA.
2. Froeb, L., B. McCann, M. Ward, and M. Shor.
2015. Managerial Economics. Cengage learning, Boston,
USA.
3. Mankiw, N.G. 2014. Principles of Microeconomics. Cengage
Learning, Stamford, USA.
4. McGuigan, J., R.C. Moyer and F. Harris. 2013. Managerial
Economics: Applications, Strategies and Tactics. Cengage
Learning, Boston, USA.
5. Thomas, C. and S.C. Maurice. 2010. Managerial Economics.
McGraw-Hill/Irwin, NJ, USA.
BM-718 ORGANIZATIONAL BEHAVIOUR 3(3-0)
Learning Objectives:
After studying this course, students will be able to:
1. Define the purpose & nature of the field of organization
behaviour.
2. Differentiate between various types of behaviour
modification theories and techniques.
3. Analyze different approaches of leadership & decision
making.
4. Apply different concepts related to managing conflict,
stress, and communication.
Course Contents:
Introduction of organizational behaviour, organizational behaviour
and contemporary issues, The nature and purpose of organization,
perception, emotions, attitudes and their effects on the workplace,
work design, foundation of group behaviour, leadership,
BM-718 ORGANIZATIONAL BEHAVIOUR 3(3-0)
Learning Objectives
The objective of this course is to provide understanding relating to
nature and various types of behaviour modification theories and
techniques.
Course Contents
Introduction to organizational behaviour, organizational behaviour
and contemporary issues, Leadership, organizational culture,
Organizational change, Organizational culture, The dynamics of
organization’s culture, Total quality culture creation,
Organizational structure and design, Authority relations, The
contingency approach of organization design, today’s organizations
and various designs, organizational effectiveness, Behavioural
learning models, Principles of behaviour modification, Process of
modifying, Organizational socialization process, Socialization
techniques, Organization influence tactics, Strategies for improving
12
organizational culture, power and politics, organizational change,
decision making, creativity and ethics, organizational culture, the
dynamics of organization’s culture, the cross-cultural awareness,
total quality culture creation, changing and developing cohesive
organization’s culture, organizational structure and design, span of
control and organization structures, authority relations; line, staff
and functional, authority, delegation and decentralization,
departmentalization, the contingency approach of organization
design, today’s organizations and various designs, organizational
effectiveness, foundations of individual behaviour: the perception
process, the attribution theory, personality and organizational
behaviour, attitudes, personal values and ethics: learning and
behavioural 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
norms, work group behaviour, work group, types, functions and
development process, work group structure, composition and
effectiveness, inter group interactions, organization influence
tactics, organization’s politics, strategies for improving work group
performance, organizational conflicts management.
Suggested Readings:
1. Griffin, R. W. and G. Moorhead. 2009. Organizational
Behaviour: Managing People and Organizations. 9th Edition,
South Western Cangage Learning, USA.
2. Luthans, F. 2011. Organizational Behaviour. 12th Edition.
McGraw-Hill, New York.
3. Robbins, S. P. and N. Langton. 2007. Organizational
Behaviour: Concepts, Controversies, Applications. 4th
Edition. Pearson Education, Canada.
4. Robbins, S. P. and T. A. Judge. 2010. Organizational
Behaviour. 14th Edition. Prentice Hall, USA.
work group performance, Organizational conflicts management.
Suggested Readings
1. Griffin, R.W. and G. Moorhead. 2012. Organizational
Behaviour: Managing People and Organizations. South
Western Cengage Learning, New York, USA.
2. Luthans, F. 2011. Organizational Behaviour. McGraw-
Hill, NJ, USA.
3. Robbins, S.P. and N. Langton. 2007. Organizational
Behaviour: Concepts, Controversies, Applications.
Pearson Education, Toronto, Canada.
4. Robbins, S.P. and T.A. Judge. 2016. Organizational
Behaviour. Prentice Hall, NJ, USA.
BM-719 SPECIAL PROBLEM 1(1-0) BM-719 SPECIAL PROBLEM 1(1-0)
BM-720 SEMINAR 1(1-0) BM-720 SEMINAR 1(1-0)
BM-721 RESEARCH PROJECT 3(0-3) BM-721 RESEARCH PROJECT 3(0-3)
BM-722 COST AND MANAGEMENT ACCOUNTING
3(3-0)
Learning Objectives:
After studying this course students will be able to.
1. Compare and contrast the control systems required for
materials, labor and overheads.
2. Analyze data according to various cost classifications and
how to prepare the cost of goods sold statements.
3. Understand about the effect of volume on costs.
4. Develop the budgetary controls for management purposes.
Course Contents:
Introduction, organization and overview of the course, cost of
goods sold, cost of goods manufactured, the nature, concepts and
classification of cost, product cost accumulation systems, costing
and control of material, costing and control of labour, costing and
control of factory overhead, job order costing system, process
costing, joint product and by product costing, budgeting, direct and
absorption costing, break-even analysis and cost- volume- profit
analysis.
Suggested Readings:
1. Garrison, R. 2006. Managerial Accounting. 9th Edition.
Richard D. Irwin Inc. Illinois, USA.
2. Horngreen, C. 2007. Cost Accounting: A. Material
Emphasis. 13th Edition, Prentice Hall Inc. Englewood
Cliffs, N. Y., USA.
3. Wald, J. 2008. Biggs Cost and Management Accounts
(Vol. I and II). 14th Edition. Macdonald and Evans
Limited, Eastover, Plymouth, UK.
BM-722 COST AND MANAGEMENT ACCOUNTING
3(3-0)
Learning Objectives
The course aims to provide an understanding of comparing and
contrasting of the control systems and analyzing data according to
various cost classifications.
Course Contents
Introduction, organization and overview of the course, cost of
goods sold statement, the nature, concepts and classifications of
cost, product cost accumulation systems, job order costing system,
process costing, joint product and by product costing, costing and
control of material, costing and control of labour, costing and
control of factory over-head, budgeting, direct and absorption
costing, break-even analysis and cost- volume- profit analysis,
capital budgeting.
Suggested Readings
1 Bhimani, A. 2015. Management and Cost Accounting.
Pearson Education, NJ, USA.
2 Bragg, S.M. 2014. Cost Accounting Fundamentals: Essential
Concepts and Examples. Accounting Tools, Centennial
Publishers, Colorado, USA.
3 Garrison, R. 2012. Managerial Accounting. Richard D. Irwin
Inc. Illinois, USA.
4 Horngreen, C. 2010. Cost Accounting: A. Material Emphasis.
Prentice Hall Inc. Englewood Cliffs, USA.
5 Lanen, W., S. Anderson and M. Maher. 2013. Fundamentals
of Cost Accounting. McGraw-Hill Education, NJ, USA.
13
BM-723 BUSINESS RESEARCH METHODS 3(3-0)
Learning Objectives:
After studying this course, the students will be able to:
1. Understand the concepts in business research and research
designs.
2. Learn sampling techniques and data collection methods.
3. Exercise skills at data processing, editing, coding and
analysis.
4. Write scientific report.
Course Contents:
Introduction to business research, Research design formulation,
exploratory, Descriptive and causal research designs, Measurement
and scaling, Primary and secondary data sources, Data collection
methods, Self-administered and telephonic surveys and survey
methods, Data collection instruments, Questionnaire and
interviews, Problems in data collection, Sampling, Sampling
concepts, Sampling procedures and types of sampling, Sample size
and selection, Data processing and analysis, Basic concepts of data
processing, data storage, processing, editing and coding, Data
analysis, Descriptive statistics, Cross-tabular tables, Hypothesis
testing, Bi-variate data analysis, Linear correlation, Simple
regression, Chi-square test, Multivariate data analysis, Multiple
regressions, Analysis of variance and covariance, Discriminant and
logit analysis, Factor and cluster analysis, Report preparation and
presentation.
Suggested Readings:
1. Bryman, A. and E. Bell. 2011. Business Research Methods.
3rd Edition. Oxford University Press, USA.
2. Cooper, D. R. and S. P. Schindler. 2010. Business Research
Methods. 11th Edition. McGraw Hill, USA.
3. Sekaran, U. and R. Bougie. 2010. Research Methods for
Business: A Skill Building Approach. 5th Edition. Wiley,
USA.
4. Zikmund, W. G., B. J. Babin, J. C. Carr and M. Griffin. 2009.
Business Research Methods, 8th Edition. South-Western
College Pub, USA.
BM-723 BUSINESS RESEARCH METHODS 3(2-1)
Learning Objectives
The objective of this course is to provide understanding relating to
concepts in business research and research designs.
Course Contents
Theory
The nature of business and management research, The research
process and proposal, Structuring the research proposal, Critically
reviewing literature, Understanding research philosophies and
approaches, Formulating the research design, Use of primary and
secondary data sources; Sampling procedures and types; Data
collection instruments, Data preparation techniques, Analysing
quantitative data, Analysing qualitative data, Report preparation
and presentation.
Practical
Practical of above mentioned contents
Suggested Readings
1. Bryman, A. and E. Bell. 2015. Business Research Methods.
Oxford University Press, USA.
2. Cooper, D.R. and S.P. Schindler. 2013. Business Research
Methods. McGraw Hill, NJ, USA.
3. Saunders M.N.K., P. Lewis and A. Thornhil. 2012. Research
Methods for Business Students. Pearson Education Ltd., New
York, USA.
4. Sekaran, U. and R. Bougie. 2016. Research Methods for
Business: A Skill Building Approach. Wiley Publishers, NJ,
USA.
5. Zikmund, W.G., B.J. Babin, J.C. Carr and M. Griffin. 2012.
Business Research Methods. South-Western College Publisher,
NJ, USA.
BM-724 ENTREPRENEURSHIP 3(3-0)
Learning Objectives:
After studying this course the students will be able to:
1. Know about entrepreneurship and entrepreneurs.
2. Identify the main characteristics of an entrepreneur.
3. Understanding the Entrepreneurship as an important
component in the process of economic development
4. Learn theories of entrepreneurship and creation of new
venture
Course Contents:
Evolution and importance of entrepreneurship, difference between
intrapreneurship and entrepreneurship, entrepreneurial process,
ventures, practices and characteristics, methods of new idea
generation, opportunities, innovations, change, fantasies,
environment of small businesses, sources and resolutions, corporate
entrepreneurship, risk failure and new venture unit, feasibility and
concepts 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 of opportunities, product
development life cycle, product protection, trade mark and 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: situation analysis for new ventures, marketing
concepts, startup of marketing research, market focused on
organization, sources of market intelligence, competitive analysis
and implications of market research, marketing strategies, functions
BM-724 ENTREPRENEURSHIP 3(3-0)
Learning Objectives
The course aims to provide understanding relating to
entrepreneurship, theories of entrepreneurship and creation of new
venture.
Course Contents
Evolution and importance of entrepreneurship, emerging
opportunities in entrepreneurship, approaches to entrepreneurship,
nature of corporate entrepreneurship, Entrepreneurial individual,
entrepreneurial motivation, Ethics and entrepreneurship, Critical
factors for new venture development, Entrepreneurial ventures and
marketing research, entrepreneurial ventures and financial analysis,
entrepreneurial ventures and business plan, Form of entrepreneurial
organization, Human resources and entrepreneurial ventures,
Financial sources for entrepreneurial ventures, Strategic planning
and entrepreneurship growth, Challenges in entrepreneurship
growth, Case studies from Pakistan about successful
entrepreneurial ventures.
Suggested Readings
1. Aulet, B. 2013. Disciplined Entrepreneurship: 24 Steps to
successful Start-ups. John Wiley and Sons, NJ, USA.
2. Hisrich, R. and M. Peter. 2012. Entrepreneurship. McGraw-
Hill Education, NJ, USA.
3. Johnson, K.D. 2013. The Entrepreneur Mind: 100 Essential
Beliefs, Characteristics and Habits of Elite Entrepreneurs.
Johnson Media Inc. Melbourne, Australia.
4. Kuratko, D.F. 2013. Entrepreneurship: Theory, Process and
Practice. South-Western College Publishers, New York, USA.
14
and product concepts, changing international ventures,
entrepreneurial team and business formation, human resource and
relations, board of directors, legal aspects, evaluation of acquisition
opportunities and methods of valuation, financial resources and
asset management, different types of financing, buy or lease,
organization cycle and growth of organization, strategic
management for success of enterprise, looking towards
entrepreneurial career, business plan contents and details.
Suggested Readings:
1. Dollinger, M. 2007. Entrepreneurship: Strategies and
Resources. Prentice Hall Inc. N.Y.
2. Kuratko, D. and R. Hodgetts. 2006. Entrepreneurship: A
Contemporary Approach. 7th Edition, Prentice Hall, Inc. N.Y.
3. Naqi, S. M. 2009. Entrepreneurs. A-One Publishers, Lahore,
Pakistan.
4. Peters, M. and R. D. Hishrich. 2009. Entrepreneurship. 8th
Edition. Irwin/McGraw-Hill, USA.
5. Zimmer, T. and N. Searborough. 2008. Essentials of
Entrepreneurship with Business Plan. Prentice Hall, USA.
5. Neck. M.H. and P.C. Neck. 2017. Entrepreneurship: The
Practice and Mindset. Sage Publications Inc. London, UK.
BM-725 MANAGERIAL ACCOUNTING AND CONTROL
SYSTEM 3(3-0
Learning Objectives:
After studying this course students will be able to.
1. Understand the costing tools and investment appraisal tools
applicable for managerial control system.
2. Compute and contrast various costing methods for effective
managerial control.
3. Understand financial budgets and control mechanism for cost
reduction and for higher business returns.
4. Develop the cost accounting information system in a dynamic
business environment.
Course Contents:
Managerial accounting, 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, manufacturing and services
organization, costing systems, job order-costing systems, process
costing system, hybrid product costing system, cost management
systems, cost behaviour and estimation, cost behaviour patterns,
cost estimation methods and account analysis, cost–volume–profit
(CVP) 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, differential cost
analysis, differential costs versus variable costs, differential costs
versus total costs, cost analysis for pricing, variable costing,
variable costing versus full absorption costing, appropriateness of
variable costing and full absorption costing methods, flexible
budgeting.
Suggested Readings:
1. Garrison, R. 2006. Managerial Accounting. 9th Edition.
Richard D. Irwin, Inc. Illinois, USA.
2. Horngreen, C. 2007. Cost Accounting: A. Material
Emphasis. 13th Edition. Prentice Hall Inc. Englewood
Cliffs, N. Y. USA.
3. Wald, J. 2008. Biggs Cost and Management Accounts
(Vol. I and II). 14th Edition. Macdonald and Evans
Limited, Eastover, Plymouth, UK.
Deleted
New BM-725 TAXATION MANAGEMENT 3(3-0)
Learning Objectives
The course aims to provide understanding relating to taxation,
income and sales tax laws in Pakistan and its implications for
businesses.
Course Contents
Income tax laws and Practice in Pakistan: Capital and Revenue,
15
Income Exempt from Tax. Salaries, Interest on Securities, Income
from house property, profits, and gains of business and profession
Depreciation, Tax consideration, Income from other sources and
capital gains. Assessment Procedure, registration of firms, method
of accounting set off and carry forward of Losses, Income tax
authorities. Case studies to understand the application of the above
law. Working of above note legislation. Federal Government and
Provincial.
Suggested Readings
1. Government of Pakistan. 1969. Customs Duty Act,
Islamabad.
2. Government of Pakistan. 2001. Income Tax Ordinance,
Islamabad.
3. Government of Pakistan. 2005. Federal Excise Act,
Islamabad.
4. Mughal. M.M. 2017. Income Tax-Principles and Practice,
Syed Mobin & Co, Lahore.
BM-726 VALUE CHAIN MANAGEMENT AND
ANALYSIS 3(2-1)
Learning Objectives:
After studying this course, the students will be able to:
1. Understand dynamics of value chains and different principles
of value chain management.
2. Analyze a firm’s value chain and identify constraints that
affect its value chain performance and suggest measures for
improvements in value chain management.
3. Conduct quantitative and qualitative analysis of value chains
operating in different industries.
Course Contents:
Theory: The concept of value and value chains; Creating and
capturing value; Sources and drivers of value; Structure of value
chains: value chain actors and service providing institutions; Value
chain types: traditional, modern and export value chains; Value
chain flows: product, information and financial flows; Value chain
governance: market-based, modular, relational, captive and
hierarchy governance models; Nature and impact of value chain
relationships, power, trust and commitment on chain performance;
Value chain management: drivers, benefits and principles;
Management of value chain resources, capabilities and core
competencies; Critical success factors for value chain management.
Value chain constraints; value chain actor, system and support
services related constraints; Value chain upgrading: product,
process and functional upgrading. Case studies of different
industries.
Practical: General tools of value chain analysis: prioritizing and
mapping the value chains; Qualitative value chain analysis tools:
governance, coordination, regulation and control, relationships,
linkages and trust, analyzing options for demand driven upgrading,
knowledge, skills, technology and support services; Quantitative
value chain analysis tools: analyzing costs and margins, income
distribution and employment distribution.
Suggested Reading:
1. Chandrasekaran, N. and G. Raghuram. 2014. Agribusiness
Supply Chain Management. CRC Press, Taylor and Francis
Group, USA
2. Collins, R. 2009. Value Chain Management and Post-harvest
Handling: Partners in Competitiveness in Postharvest
Handling: A System Approach Edited by Wojciech, J. F., R. L.
Shewfelt, B. Brueckner and S. E. Prussia. San Diego,
Academic Press, USA.
3. M4P. 2008. Making Value Chains Work Better for the Poor: A
Tool Book for practioners of Value Chain Analysis.
Department for International Development (DFID), UK.
4. Sabri, E. H. and S. N. Shaik. 2010. Lean and Agile Value
Chain Management: A Guide to the Next Level of
16
Improvement. J. Ross Publishing, USA.
5. Vermeulen, S., J. Woodhill, F. Proctor, and R. Delnoye. 2008.
Chain-wide Learning for Inclusive Agrifood Market
Development: A Guide to Multi-stakeholder Processes for
Linking Small-scale Producers with Modern markets,
International Institute for Environment and Development,
London, UK, and Wageningen University and Research Centre,
Wageningen, the Netherlands.
New
BM-726 TOTAL QUALITY MANAGEMENT 3(3-0)
Learning Objectives
The course aims to develop an understanding relating to theory and
practices of Total Quality Management, its role in business and its
implications.
Course Contents
Overview of quality and Total Quality Management (TQM), The
role of management and leadership in a TQM organization,
Managing quality improvement teams and projects, Quality tools
for process management, leadership and strategic planning, Six
Sigma management and its tools, More advanced statistical
techniques such as control charts, statistical process control and
experimental design in TQM, Building and sustaining total quality
organizations, Major international standards for quality
management systems.
Suggested Readings
1. Besterfield, D.H. and C.B. Michna. 2011. Total Quality
Management. Pearson Education, South Asia. Singapore.
2. John, S.O. 2014. Total Quality Management and Operational
Excellence: Text with Cases. Routledge Publishers, London,
UK.
3. Kiran, D.R. 2016. Total Quality Management: Key Concepts
and Case Studies. Butterworth-Heinemann, Manheim,
Germany.
4. Mandal, S.K. 2009. Total Quality Management: Principles and
Practice. Vikas Publishing House, Mumbai, India.
5. Ungar, G. 2012. Total Quality Management in Action.
Springer Science & Business Media, NJ, USA.
New
BM-727 PROJECT MANAGEMENT 3(3-0)
Learning Objectives
The course aims to develop an understanding of project planning,
implementation and control for ensuring successful delivery and
stakeholder satisfaction.
Course Contents
Introduction to Project management, Evolution of project
management systems, Project life cycle, Types of projects, Project
planning and management, Project initiation and selection,
Developing project network, Identifying & assessing project risk
and mitigation, Project time reduction procedure, Types of project
constraints, Multi project resource schedule, Project Organization,
Project management structures, Ethics & project management,
Project Implementation, Monitoring and Information Systems,
Project control and audit process, Emergence of project driven
organizations, Career paths in project management.
Suggested Readings
1. Brewin, C. 2010. The AMA Handbook of Project
Management. American Association Management, New
York, USA.
2. Carlson, E. 2016. Project Management: From Conception to
Practice. CreateSpace Independent Publishing Platform,
London, UK.
3. Kerzner, H. 2013. Project Management Case Studies. John
Wiley & Sons, NJ, USA.
4. Kerzner, H. 2013. Project Management: A Systems Approach
17
to Planning, Scheduling, and Controlling. John Wiley & Sons,
New York, USA.
5. Schwalbe, K. 2008. Introduction to Project Management.
Cengage Learning, NJ, USA.
New
BM-728 BUSINESS LAW AND CORPORATE
GOVERNANCE 3(3-0)
Learning Objectives
The course aims to develop an understanding of business law and
dynamics of corporate governance.
Course Contents
Introduction to business law, Types of business laws, partnership
law, Negotiation, Endorsement liabilities of parties, Payment,
discharge from liabilities, Dishonour of instrument liabilities of
parties. Payment, discharge from liabilities. Dishonour of
instrument. Notice and protesting. Acceptance and payment for
honour. Corporate governance Terms and Concepts, Issues in
Corporate Governance, Ethics and role of corporate governance
officer, Corporate Social Responsibility, Whistle blowing, Rights
and Powers of Shareholders and Directors, Duties of Directors,
Balance of Power on the Board, Financial Reporting and Auditing,
Directors’ remuneration.
Suggested Readings
1. Cheeseman, H.R. 2009. Business Law: Legal Environment,
Online Commerce, Business Ethics, and International Issues.
Prentice Hall, New York, USA.
2. Du-Plessis, J.J. and A. Hargovan, 2014. Principles of
Contemporary Corporate Governance. Cambridge University
Press, UK.
3. Emerson, R.W. 2009. Business Law. Barron Educational
Series Inc., New York, USA.
4. Mallin, C. 2013. Corporate Governance. Oxford University
Press, USA.
5. Tricker, R.I.B. 2015. Corporate Governance: Principles,
Policies and Practices. Oxford University Press, USA.
New
BM-729 STRATEGIC MARKETING 3(3-0)
Learning Objectives
The course aims to provide an understanding of strategic marketing
and planning and implementation of various marketing strategies.
Course Contents The strategic marketing, The theory of Sustainable Competitive
Advantages (SCA), Environmental analysis, Competitive forces
analysis of the industry, Develop the Key Success Factors (KSF),
Internal analysis, Strategic marketing resources leading to strength
and weakness in relation to the KSF; The value chain analysis,
Competitors analysis, Develop the competitors profile matrix and
establish strategic group maps, Marketing strategies, First mover
advantages and disadvantages, Innovation and entrepreneurial
marketing strategies, Customer analysis, Developing effective
positioning strategies, Strategies of the marketing mix, Distribution
strategies.
Suggested Readings
1. Cravens, D. and N. Piercy. 2012. Strategic Marketing.
McGraw-Hill Education, NJ, USA.
2. Ferrell, O.C. and M. Hartline. 2012. Marketing Strategy, Text
and Cases. Cengage Learning, NJ, USA.
3. Hooley, G., B. Nicoulaud and N. Piercy. 2011. Marketing
Strategy and Competitive Positioning. Financial Times/
Prentice Hall, NJ, USA.
4. McDonald, M. and H. Wilson. 2011. Marketing Plans: How to
Prepare Them, How to Use Them. John Wiley & Sons, NJ,
USA.
5. Westm D. and J. Ford. 2015. Strategic Marketing: Creating
Competitive Advantage. Oxford University Press, UK.
18
New
BM-730 STRATEGIC FINANCE 3(2-1)
Learning Objectives
The course aims to provide understanding of effective corporate
strategy and use of alternative expressions of profit and cash flow
of the various stakeholders in a company.
Course Contents
Theory
Nature, Scope and functions of Financial management, Financial
decisions areas, Objectives of financial management, Analysis of
Time value of money problems, Valuation of long term securities,
Financial Reporting and Financial statement analysis, Theory of
Cost of Capital and its impact of firm performance, Capital
structure Theories and computations. Working capital
management: Concepts and components, Determinants of working
capital requirements, Working capital conversion cycle and
identification of business risk, Leverage analysis, Theory and
analysis, Risk and return: Risk behaviour, Risk and Return and
Asset pricing dynamics. Risk measurement, Capital budgeting
Techniques, An overview, Lease financing. Issues in modern
financial Management, Short term and long-term financing.
Mergers, acquisitions and bankruptcy.
Practical
Modelling of Loan Amortization Problems and other Time value of
Money Problems, Spread Sheet analysis of financial statements.
Capital budgeting Techniques and Feasibility Reports Preparation,
Working capital analysis and determination of capital structure and
firm financial performance, Lease versus debt decision analysis,
Returns and Risk computations in excel and testing of asset pricing
models.
Suggested Readings
1. Atrill, P. 2011. Financial Management for Decision
Makers, 6th Edition. Financial Times/Prentice Hall, NJ,
USA.
2. Chandra. P. 2014. Strategic Financial Management
Managing for value creation. McGraw- Hill Education,
New Delhi, India.
3. Hull, C.J. 2015. Options, Futures and other Derivatives,
5th Edition. Prentice Hall, New Delhi, India.
4. Imad, A.M. 2012. Operational Risk Management.
Palgrave Macmillan Publishers, New Delhi, India.
5. Jorion, P. 2013. Financial Risk Manager, 2nd Edition. John
Wiley and Sons Inc. London, UK.
BM-727 ADVANCED RESEARCH METHODS 3(3-0)
Learning Objectives:
After studying this course, the students will be able to:
1. Comprehend research designs related to data measurement
and analysis.
2. Learn the approaches to time series analysis and forecasting.
3. Use some software packages useful for data analysis.
4. Conduct individual research project.
Course Contents:
Research design formulation, Qualitative and survey research
methods, Sampling, Issues of precision and confidence in
determining sample size, Data processing data, Data measurement
and analysis, univariate, Bivariate and multivariate data analysis
and hypothesis testing, regression analysis, Dummy dependent
variable model, Linear probability model, Logit model, Probit
model, Tobit model and their applications in the analysis of
business data, Approaches to time series analysis and forecasting,
Methods of forecasting and their reliability, Commonly used
technologies in business research, Some software packages useful
for data analysis, Designing of a research proposal, Individual
research project formulation.
Suggested Readings:
1. Bryman, A. and D. Cramer. 2009. Quantitative Data
BM-731 ADVANCED RESEARCH METHODOLOGY
3(2-1)
Learning Objectives
The course aims to provide an in-depth knowledge about research
methodology and research designs related to data measurement and
analysis.
Course Contents
Theory
Research design formulation, Qualitative and survey research
methods, Sampling, Issues of precision and confidence in
determining sample size, Data processing data, Data measurement
and analysis, univariate, Bivariate and multivariate data analysis
and hypothesis testing, regression analysis, Dummy dependent
variable model, Linear probability model, Logit model, Probit
model, Tobit model and their applications in the analysis of
business data, Approaches to time series analysis and forecasting,
Methods of forecasting and their reliability, Commonly used
technologies in business research, Some software packages useful
for data analysis, Designing of a research proposal, Individual
research project formulation.
Practical
Practical of above mentioned contents
19
Analysis with SPSS 14, 15, and 16. Routledge Publisher,
London, UK.
2. Dewhurst, F. 2002. Quantitative Methods for Business and
Management. McGraw Hill, USA.
3. Sekaram, U. 2010. Research Methods for Business: A skill
building approach. Wiley, Publisher, USA.
4. Zikmund, W., B. Babin., J. Carr and M. Griffin. 2008.
Business Research Methods. 8th Eduction. Cengage
Publisher, USA.
Suggested Readings
1. Bazeley, P and K. Jackson. 2013, Qualitative Data Analysis
with NVivo. SAGE Publications, NJ, USA.
2. Creswell, J.W. 2012, Qualitative Inquiry and Research Design:
Choosing among Five Approaches, SAGE Publications Inc.,
California, USA.
3. Hair, J.F., W. Black, B.J. Babin and R.E. Anderson. 2010.
Multivariate Data Analysis. Prentice Hall Higher Education,
Chicago, USA.
4. Sekaram, U. 2016. Research Methods for Business: A Skill
Building Approach. Wiley Publisher, NJ, USA.
5. Bryman, A. and E. Bell. 2015. Business Research Methods.
Oxford University Press, New York, USA.
BM-728 ADVANCED MARKETING MANAGEMENT
3(3-0)
Learning Objectives:
After studying this course, the students will be able to:
1. Explore advanced knowledge of management practices in
marketing
2. Analyse practical applications of marketing management
theories
3. Apply quantitative tools in marketing decision making
4. Identify the issues in Strategic Marketing Management
Course Contents:
Comprehensive and integrative knowledge of marketing
management; principles, tools, acquiring a critical perspective on
the practical application of marketing management theories, a deep
understanding of the character of the real world of marketing
management practice, the forms of problems encountered and
marketing management decision making, marketing problems using
conceptual and quantitative tools utilized in marketing decision
making, the impact of technology on marketing opportunities,
market segmentation and selection of target markets, positioning
and value preposition of products, estimating demand, product
policy, setting prices, gaining access to channels, strategy
development, decision making, implementation and control,
substantially developing student’s ability to think critically their
analytic reasoning skills through contemporary case studies and
research projects.
Suggested Readings:
1. David, A. 2010. Strategic Market Management. 6th
Edition. John Wiley International, UK.
2. Dicksan, P. 2008. Marketing Management International.
10th Edition. McGraw Hill Inc. N. Y., USA.
3. Doyle, P. 2010. Marketing Management and Strategy. 3rd
Edition. Prentice-Hall, USA.
4. Jegdesh, S. and E. Garrett. 2007. Marketing Management:
A Comprehensive Reader. International 9th Edition.
McGraw Hill Inc., N. Y., USA.
5. Kotler, P. 2009. Marketing Management. 12th Edition.
Prentice Hall, International Inc. Englewood Cliffs, USA.
Deleted
BM-729 ADVANCED AGRICULTURAL MARKETING
3(3-0)
Learning Objectives:
After studying this course, the students will be able to:
1. Comprehend conceptual and theoretical issues in agricultural
marketing theory.
2. Differentiate among agricultural marketing systems,
institutions and regulations.
3. Apply comparative operations of agricultural marketing in
developing countries.
4. Identify and analyse issues and challenges in export of
agricultural commodities under WTO regime.
Deleted
20
Course Contents:
Agricultural marketing systems, characteristics of viable methods
for tracing rapid market changes, social class, political economy
market exchanges, the political economy and market changes, the
state and the institutions of market regulations, the political
economics of regulations and state control, power in peasant
markets, collective politics of food grains, fruits and vegetables
markets, the economics of agricultural marketing, the economics of
collective action in agricultural marketing, the allocative and
distributional performance of marketing system, some conceptual
and theoretical issues in agricultural marketing theory, the
performance criteria in agricultural marketing, competition in
agricultural markets, implications for agricultural, marketing
research, agricultural marketing information, adequacy of
marketing statistics for agriculture, grades and standards of
agricultural commodities, theoretical and conceptual studies
relating to grading, standardization of agricultural commodities,
food systems and their performance in agricultural markets of
developing countries, issues in the export of agricultural
commodities under WTO regime.
Suggested Readings:
1. Barbara, H. W. 1999. Agricultural Markets from Theory to
Practice. McMillan Press, London.
2. Malcolm, B. and J. Makehame. 2006. Farming Game:
Agricultural Management and Marketing. Cambridge
University Press, UK.
3. Norwood, F. B. and J. L. Lusk. 2007. Agricultural Marketing
and Price Analysis. Prentice Hall Publishers, India.
4. Rhodes, V. J., J. L. Dauve and J. L. Parcell. 2006. Agricultural
Marketing System. Holcomb Hathaway Publishers, USA.
5. Vercammen, J. 2011. Agricultural Marketing: Structural
Models for Price Analysis. 1st Edition. Routledge Publishers,
UK.
BM-730 BANKING LAW AND PRACTICE 3(3-0)
Learning Objectives:
After studying this course students will be able to.
1. Examine the current bank regulatory system, regulation of
depository institutions and merchant banking.
2. Compare and contrast various banking systems prevailing in
the Pakistan.
3. Examine the mechanics of key bank operations including,
syndicated lending, underwriting and the securitization of
debt securities.
4. Analyze and consider various international banking issues.
Course Contents:
Origin and Evolution of Banking, Banking Laws and Regulations:
Banking Companies Ordinance, 1962. State Bank of Pakistan Act,
1956. Negotiable Instruments Act, 1881. Bankers Book Evidence
Act, 1891. Financial Institutions Ordinance, 2001. Foreign
Exchange Regulation Act, 1947. Organization of Money Market In
Pakistan, Banker- Customer Relationship, Know Your Customer
and Anti Money Laundering, Prudential Regulations for Banks,
Bankers Core Business- Deposits, Payment Methods, Revocation of
Banker’s Authority, General Banking Operations, Negotiable
Instruments, other banking instruments, Crossing and Endorsement,
Prudential Regulations for Non-Banking Finance Company
(NBFC), Control of Bank Credit in Pakistan, Principles and Forms
of Lending, Foreign Exchange Control, Prudential Regulation for
SME Financing, Prudential Regulation for Consumer Financing,
Prudential Regulation for Micro Finance, Laws Relating to Lending
by Banks and Recovery, Legal Implications of Banks.
Suggested Readings:
1. Barth, J. R., G. Caprio and R. Levine. 2008. Rethinking
Business Regulations. Cambridge University Press, New
York, USA.
Deleted
21
2. Khan, G. N. 2008. Laws Relating to Financial Services, 2nd
Edition. The Institute of Bankers Pakistan, Karachi, Pakistan.
3. Meenai, S. A. and J. A. Ansari. 2010. Money and banking in
Pakistan. 6th Edition. Oxford University Press, Karachi,
Pakistan.
4. Munawar, N. 2008.Online Banking Laws in Pakistan: With
All Amendments and Up-to-Date Case Law. Al Noor Law
Book House, Lahore, Pakistan.
5. USA (COR). 2007. Global Banking Laws and Regulatons
Handbook, 2nd Edition. International Business Publishers,
USA.
BM-731 INTERNATIONAL FINANCIAL MANAGEMENT
3(3-0)
Learning Objectives:
After studying this course students will be able to.
1. Evaluate financing international projects and ensure
sustainable global business expansion.
2. Get exposure about the foreign exchange markets operations.
3. Aware about International interest rate parity theories
4. Understand the financing requirements of multinational
companies engaged globally
Course Contents:
The balance of payments and the international monetary system,
international capital market theory, the balance of payments
accounts, the foreign exchange market, reading exchange rate
quotations, government intervention in foreign exchange market,
organization of international money system, international financial
market, international payment system, the development of domestic
and international financial markets, international money market and
international bond market, exchange rate determination, the
international parity relationship, exchange rate forecasting.
Suggested Readings:
1. Maurice, D. L. 2005. International Finance. 3rd Edition.
Rutledge Publishers, UK.
2. Copeland, L. 2005. Exchange Rates and International
Finance. 4th Edition. Prentice Hall, USA.
3. Eders, Q. and H. E. Lapan. 2007. International Economics.
Prentice Hall Inc. New Jersy, USA.
4. Imad, A. M. 2009. International Finance. 3rd Edition.
McGraw Hill, New Jersy,USA
5. Jeff, M. 2008. International Finance. Prentice Hall Inc. New
York, USA.
BM-732 INTERNATIONAL FINANCIAL
MANAGEMENT 3(3-0)
Learning Objectives
The course aims to provide understanding about financing
international projects and ensure sustainable global business
expansion.
Course Contents
The balance of payments and the international monetary system,
international capital market theory, the balance of payments
accounts, the foreign exchange market, reading exchange rate
quotations, government intervention in foreign exchange market,
organization of international money system, international financial
market, international payment system, the development of
domestic and international financial markets, international money
market and international bond market, exchange rate
determination, the international parity relationship, exchange rate
forecasting.
Suggested Readings
1. Bekaert, G.J. and R.J. Hodrick. 2013. International Financial
Management. Pearson Education, NJ, USA.
2. Eun, C. and B. Resnick. 2014. International Financial
Management. McGraw Hill, New York, USA.
3. Medura, J. 2017. International Financial Management.
Cengage Learning, NJ, USA.
4. Shapiro, A.C. and P. Moles. 2014. International Financial
Management. John Wiley & Sons, NJ, USA.
BM-732 FINANCIAL STATEMENT ANALYSIS 3(3-0)
Learning Objectives:
After studying this course students will be able to.
1. Compute a range of financial ratios from the financial
statements of large companies.
2. Interpret of financial statements of Non-Financial Sectors.
3. Understand a range of factors that have relationship to the
financial soundness.
4. Able to forecast the financial trends of the companies.
Course Contents:
The background of financial statements, external and internal
financial statements, true and fair view; conservatism, historical
costs versus current value, the structure of financial statements, the
balance sheet, profit and loss account, analyzing financial
statements, funds flow, preparation of breakeven charts, basic
financial forecasting, cost of capital and new financing, techniques
of investment analysis in capital budgeting, major concepts of
securities valuation, major sources of financial information, reports
of joint stock companies and other sources, cash flow statement,
financial ratio analysis, standardizing financial statements.
Suggested Readings:
BM-733 FINANCIAL STATEMENT ANALYSIS AND
REPORTING 3(3-0)
Learning Objectives
The course aims to provide in-depth knowledge about financial
ratios from the financial statements of companies.
Course Contents
Overview of Financial Statements and framework, Financial
Reporting and Analysis, Financial Analysis Techniques, true and
fair view; conservatism, historical costs versus current value,
Analysis of Income Statement, Analysis of Balance Sheet, Analysis
of Cash Flows, Performance Evaluation and determinants of
Performance, Preparation of breakeven charts, basic financial
forecasting, cost of capital and new financing, Reports of joint
stock companies and other sources, financial ratio analysis,
standardizing financial statements.
Suggested Readings
1. Benajmin, G. and B. Spensor. 2006. Interpretation of
Financial Statements. Harper and Brothers Publishers, New
York, USA.
2. Penman, S.H. 2014. Financial Statement Analysis and
22
1. Benajmin, G. and Spensor. 2006. Interpretation of
Financial Statements. Harper and Brothers Publishers,
New York, USA.
2. Halfet, E. A. 2007. Techniques of Financial Analysis.
Prentice Hall Inc. New Jersy, USA.
3. Martin, F. and A. Fernando. 2008. Financial Statement
Analysis. 3rd Edition. John Wiley sons Inc, New York,
USA.
4. Sondhi, R. 2006. The Analysis and Use of Financial
Statement. Johns Wisely and Son Inc. New York, USA.
Security Valuation. McGraw-Hill Inc. NJ, USA.
3. Peter D.E. and M.L. McAnally. 2014, Financial Statement
Analysis and Valuation. Cambridge Business Publisher, UK.
4. Sondhi, R. 2006. The Analysis and Use of Financial
Statement. Johns Wisely and Son Inc, New York, USA.
5. Wahlen, J.M. and S.P. Baginski. 2017. Financial Reporting,
Financial Statement Analysis and Evaluation. South-Western
College Publishers, USA.
BM-733 ISLAMIC FINANCIAL SYSTEM 3(3-0)
Learning Objectives:
After studying this course students will be able to.
1. Get a comprehensive overview of the Islamic Financial
System,
2. Examine Banking and Finance Industry in an Islamic
economic system.
3. Recognize the fundamental Islamic instruments and concepts
available.
4. Understand the differences between Islamic and conventional
based financing for dynamic business scenario.
Course Contents:
Introduction to Islamic financial system, Actions in Islam
(Permissible Non-Permissible), Actions by Hukm Shari (5
categories), Sustenance predestined (Rezeki) Islamic Banking v/s
Conventional Banking, Bay (Trade) v/s Riba (Usury/Interest),
Prohibitions in Islamic Finance, Riba and its implications (injustice,
exploitation, etc), Harar, Qimar, Mysir and Hilah (Uncertainty,
Gambling, and Stratagems), Other prohibited (Haram) activities,
Purpose of the Financial System, Savings Surplus Units (SSUs) and
Savings Deficit Units (SDUs), Differences between Islamic and
Conventional Financial systems, Islamic Financial Products,
Deposit products, Wadi’ah Deposits, Mudaraba, Financing
Products (Equitybased), Mudharabah facility, Musharakah facility,
Decreasing Musharakah facility, Financing Product (Debtbased),
Murabaha and BBA facilities, Working Capital Financing, Leasing
Ijarah facility.
Suggested Readings:
1. Ahmah, K. 2009. Studies in Islamic Economics. The Islamic
Foundation, Leicester, UK.
2. Arif, M. and Mannan. 2008. Developing System of Financial
Instruments. Islamic Research and Training Institute, Islamic
Development Bank, Jeddah, Saudi Arabia.
3. Islamic Development Bank. 2007. Principles of Islamic
Financing. Islamic Research and Training Institute, Islamic
Development Bank, Jeddah, Saudi Arabia.
4. Kahf, M. 2005. The Islamic Economy: An Analytical Study of
Functioning of Islamic Economic System, Islamic
Development Bank, Jeddah, Saudi Arabia.
BM-734 ISLAMIC FINANCIAL SYSTEM 3(3-0)
Learning Objectives
The course aims to provide understanding about banking and
finance industry in an Islamic economic system.
Course Contents
Introduction to Islamic financial system, Actions in Islam
(Permissible Non-Permissible), Actions by Hukm Shari (Five
categories), Sustenance predestined (Rezeki) Islamic Banking v/s
Conventional Banking, Bay (Trade) v/s Riba (Usury/Interest),
Prohibitions in Islamic Finance, Riba and its implications
(injustice, exploitation, etc), Gharar, Qimar, Maysir and Jahl.
(Uncertainty, Gambling, and Stratagems), Other prohibited
(Haram) activities, Purpose of the Financial System, Savings
Surplus Units (SSUs) and Savings Deficit Units (SDUs),
Differences between Islamic and Conventional Financial systems,
Islamic Financial Products, Deposit products, Wadi’ah Deposits,
Mudaraba, Financing Products (Equity based), Mudharabah
facility, Musharakah facility, Decreasing Musharakah facility,
Financing Product (Debt based), Murabaha and Bai Bithaman Ajil
(BBA) facilities, Working Capital Financing, Leasing Ijarah
facility.
Suggested Readings
1. Ahmad, M.F. 2012. Shariah Compliant Private Equity and
Islamic Venture Capital. Edinburgh University Press, UK.
2. Hassan, K and M. Mahlknecht. 2011. Islamic Capital
Markets: Products and Strategies. John Wiley & Sons,
London, UK.
3. Hayat, U. and A. Malik. 2014. Islamic Finance: Ethics,
Concepts, Practice. CFA Institute Research Foundation.
Pakistan.
4. Karaghouli, W.A. and D.K. Ullah. 2017. Understanding
Islamic Financial Services: Theory and Practice. Kogan Page
Publishers, Singapore.
5. Zamir, I. and M. Abbas. 2015. Intermediate Islamic Finance.
John Wiley & Sons, London, UK.
BM-734 CORPORATE FINANCE 3(3-0)
Learning Objectives:
After studying this course students will be able to.
1. Enrich with modern corporate finance concepts and financial
decision making.
2. Analyze firms’ investment decisions and choice of capital
structure and its implications.
3. Examine issues related to short term versus long term debt,
dividend policy.
4. Analyze the reasons behind mergers and acquisitions and their
welfare implications.
Course Contents:
Introduction to corporate finance, the role of financial manager,
business finance, the goal of the firm, organization of the finance
function, valuation: concepts and critical analysis, capital asset
pricing model, critical analysis and application in Pakistan
BM-735 CORPORATE FINANCE 3(3-0)
Learning Objectives
The objective of this course is to provide understanding about
firms’ investment decisions and choice of capital structure and its
implications.
Course Contents
Introduction to corporate finance, the role of financial manager,
business finance, the goal of the firm, organization of the finance
function, valuation: concepts and critical analysis, capital asset
pricing model, critical analysis and application in Pakistan
economy, cash flow analysis, probability distribution and expected
value, dividend policy, mergers, acquisitions, leveraged buy outs
and business failure, emerging capital markets, convertibles,
warrants, derivative securities, working capital management,
working capital policies, sources of short-term financing, valuation
23
economy, cash flow analysis, probability distribution and expected
value, dividend policy, mergers, acquisitions, leverged buy outs and
business failure, emerging capital markets, convertibles, warrants,
derivative securities, working capital management, working capital
policies, sources of short-term financing, valuation of long term
securities, sources of long term financing.
Suggested Readings:
1. Brigham F. E. and C. E. Michael. 2007. Corporate Finance.
South-Western College Publishers, USA.
2. Fabozzi and P. Peterson. 2006. Financial Management and
Analysis. 2nd Edition. John Wiley and Sons, USA.
3. James C. and V. Horne. 2005. Financial Management and
Policy. 11th Edition. Johns Wiley and Sons, New York, USA.
4. Ross, A. S. 2008. Fundamentals of Corporate Finance. 4th
Edition. McGraw Hill, New York, USA.
5. Shapiro, B. 2009. Modern Corporate Finance. 4th Edition.
Prentice Hall, USA.
of long term securities, sources of long term financing.
Suggested Readings
1. Berk, J. and P. Demarzo. 2013. Corporate Finance, Prentice
Hall, NJ, USA.
2. Demarzo, P. and J. Berk. 2016. Corporate Finance. Pearson
Publishers, Paris, France.
3. Ross, A.S. 2008. Fundamentals of Corporate Finance.
McGraw Hill, New York, USA.
4. Ross, S. and R. Westerfield. 2013. Essentials of Corporate
Finance, McGraw Hill Education, New York, USA.
5. Shapiro, B. 2009. Modern Corporate Finance. Prentice Hall,
NJ, USA.
BM-735 INVESTMENT AND PORTFOLIO
MANAGEMENT 3(3-0)
Learning Object
After studying this course students will be able to.
1. Gain a firm grasp of theoretical concepts underlying modern
portfolio theory.
2. Evaluate investment alternatives, their risks, and their
expected return characteristics.
3. Understand about various investment strategies and valuation
models.
4. Compute and analyze various performance measures of
investment risk and return.
Course Contents:
Efficient market theory, risk and return analysis for stocks, bonds
and cash equivalents, modern portfolio theory, asset pricing
models, bond pricing and the term structure of interest rates, effects
of taxes and inflation on investment choices, and derivative asset
analysis, commodity derivatives, currency derivatives, stock
options, stock index futures and options, interest rate derivatives,
arbitrage strategies, black-schools and binomial option-pricing
models and computer applications, techniques, vehicles and
strategies for implementing investment goals in light of risk return
trade-offs, introduction to investment, types of investment,
structure, functioning and players of investment market, sources of
investment information, equity and its characteristics, stock market,
money and currency markets, bonds, term finance certificates,
debentures and fixed income securities, fundamental and technical
analysis, rate of return, risk and uncertainty, portfolio risk
management, capital asset pricing model and arbitrage pricing
theory.
Suggested Readings:
1. James, E. 2006. Applied Equity Analysis. 7th Edition.
McGraw Hill, New York, USA.
2. John, D. S. and R. Thomas. 2002. Analysis of Equity
Investments Valuation. 4th Edition. AIMR Publishers,
UK.
3. Lee, F. C. 2006. Advances in Investment Analysis and
Portfolio Management. 8th Edition Elsevier Publishers,
USA.
4. Peter, J. K. and R. I. Brian. 2010. Security Analysis. 2nd
Edition. John Wiley and Sons Inc. UK.
5. Reilly, F. and K. Brown. 2008. Investment Analysis and
Portfolio Management. 8th Edition. McGraw Hill, New
York, USA.
BM-736 INVESTMENT AND PORTFOLIO MANAGEMENT
3(3-0)
Learning Objectives
The course aims to provide in-depth knowledge about theoretical
concepts underlying modern portfolio theory.
Course Contents
Portfolio Management: Portfolio Management as a Process,
Formulate an Appropriate Investment Policy, Portfolio Selection,
Capital Market: The Assumption of Capital Asset Pricing Model
(CAPM), Arbitrage Pricing Theory, Market Portfolio, Background
for Understanding Portfolio Investment: The nature of Investment,
Types of Investment, Understanding the Investment Process,
External Factors Affecting the Decision Process, Portfolio
Investment Alternatives: Investment Companies and Financial
Markets, Types of Securities: Organizing Financial Assets, Non-
Marketable Financial Assets, Money Market Securities, Capital
Market Securities, Other Types of Securities, Fixed Income
securities Analysis valuation and management, Trading of
securities and risk concept, Derivative Securities, Warrants and
Convertible securities, Market Efficiency. Security Analysis:
Market Analysis, Industry analysis, Company analysis, and
Technical Analysis.
Suggested Readings
1. Elton, E.J. and M.J. Gruber. 2014. Modern Portfolio Theory
and Investment Analysis. John Wiley & Sons, London, UK.
2. Fraser, I. 2017. The Business of Portfolio Management.
Project Management Institute, Oxford, UK.
3. Mcmillan, M. and J. Pinto. 2011. Investment, Principles of
Portfolio and Equity Analysis. John Willey and Sons,
London, UK.
4. Peter, J.K. and R.I. Brian. 2010. Security Analysis. John
Willey & Sons Inc. London, UK.
5. Reilly, F. and K. Brown. 2008. Investment Analysis and
Portfolio Management. McGraw Hill, New York, USA.
New
BM- 737 FINANCIAL ECONOMETRICS 3(3-0)
Learning Objectives
The course aims to provide in-depth knowledge about the theories
and problems relating to econometric analysis.
Course Contents
Financial data Stylized facts of the financial markets data, major
24
characteristics and puzzles, sources and types of data, links to
discussed time series models, Fundamental of Regression analysis
and Assumptions of the regression, Role of descriptive statistics for
financial data, Correlation interpretations for financial data set.
Event-study methodology Abnormal returns, tests on abnormal
returns, cross-sectional approach, Testing return predictability,
Technical trading rules, measures of return predictability, review of
test of forecasting power and bootstrap, Time Series Analysis, Co-
integration and Causality in Financial time series, Heterockedasity,
ARCH, GARCH, IGARCH in risk management, GARCH-M,
Asymmetric GARCH effects Tests on GARCH asymmetry,
EGARCH, TGARCH, Testing market interdependence Review of
VAR/VECM models, Granger causality, multivariate GARCH,
Testing asset pricing models: Fama-MacBeth regressions Fama-
MacBeth procedure, basic Fama-McBeth regressions, Shanken
correction, GRS test, GMM approach, Testing asset pricing
models: GMM Review of stochastic discount models, factor-based
models, GMM estimator, Introduction to non-linear econometric
models, Markov switching model (time permitting).
Suggested Readings
1. Asterio, D. and H.G. Stephen. 2014. Applied
Econometrics. Palgrave Macmillan, New York, USA.
2. Brooks, C. 2012. Introductory Econometrics for Finance,
Cambridge University Press, UK.
3. Fan, J. and Q. Yao. 2017. The Elements of Financial
Econometrics. 1st Edition. Cambridge University Press,
UK.
4. Gujarati. N.D. 2012. Basic Econometrics. McGraw Hill
New York, USA.
5. Hamilton. J. 2011. Time Series Analysis, Princeton
University Press, Princeton, USA.
New
BM- 738 FINANCE THEORY 3(3-0)
Learning Objectives
The objective of this course is to provide understanding about he
the financial model appropriateness for organizational structure.
Course Contents
Conceptual foundations of finance, Utility theory, State-preference
theory, Mean-variance portfolio theory, The capital asset pricing
model, The arbitrage pricing theory, The Modigliani-Miller and
information theories of capital structure, Fundamentals of modern
financial analysis and applications to business challenges in
valuation, risk analysis, corporate investment decisions, and basic
security analysis and investment management, An introduction to
the financial system, the financial challenges firms and households
face, and the principles of modern finance in tackling these
challenges, valuation of stocks, bonds, forwards, futures, and
options, methods for incorporating risk analysis into valuation
models, including portfolio theory, mean-variance optimization,
and the Capital Asset Pricing Model, applications to corporate
financial decisions, including capital budgeting and real options.
Suggested Readings
1. Allen. F.R., A. Brealey and S.C. Myers. 2017. Principles
of Corporate Finance. 12th Edition. McGraw Hill, New
York. USA.
2. Brealey. R., S.C. Myers and F. Allen. 2010. Principles of
Corporate Finance. 11th Edition. McGraw-Hill Press,
London, UK.
3. Copeland. J., F. Weston and K. Shastri. 2005. Financial
Theory and Corporate Policy. Pearson Addison Wesley.
New York, USA.
4. Higgins. R.C. 2012. Analysis for Financial Management,
10th Edition. McGraw-Hill Press, London, UK.
New
BM-739 BEHAVIOURAL FINANCE 3(3-0)
Learning Objectives
The course aims to provide knowledge about the history of
irrationality in financial markets.
Course Contents
Overview of behavioural finance, Overconfidence and individual
investors, Overconfidence and professional investors, Disposition
25
effect , Risk perceptions, Prospect theory, Decision frames, Mental
accounting, Familiarity and representativeness, Behavioural
portfolio management , Herding , Social interaction, Emotions and
investment decisions, Behavioural biases and corporate decision-
making (Valuation, capital budgeting, and capital structure)
Behavioural biases and corporate decision-making (Dividend
policy and mergers and acquisitions), Psychological phenomena,
corporate governance and group process, Behavioural finance and
the financial crisis.
Suggested Readings
1. Ackert. L. and R. Deaves. 2016. Behavioural Finance and
Psychology and Decision-Making and Markets. 1st Edition.
South-Western Publishers, New York, USA.
2. Baker. K. and J. Nofsinger. 2010. Behavioural Finance and
Investors and Corporations and Markets. John & Wiley Sons,
New York, USA.
3. Forbes. W. 2014. Behavioural Finance. 1st Edition. John &
Willey Sons, New York, USA.
4. Nofsinger. J. 2014. The Psychology of Investing. 5th Edition.
Pearson, USA.
New
BM-740 PUBLIC FINANCE 3(3-0)
Learning Objectives
The course aims to provide knowledge about key concepts and
principles of public finance.
Course Contents
Introduction to Public Finance, The role of government in market
economy, the public sector in Pakistan, Externalities – Problems,
Solutions and Applications, Public Goods, Social Security and
Social Insurance, Fiscal Stimulus Package, Fiscal Deficit and
Public Debt, Taxation: Principles and Its Incidence, Taxation and
Economic Efficiency, Tax Inefficiencies and Their Implications for
Optimal Taxation, Issues in Sovereign Debt Crisis in Pakistan,
Imperfect Competition.
Suggested Readings
1. Barr. N. 2012. The Economics of the Welfare State, 5th
Edition. Oxford University Press, USA.
2. Gruber. J. 2015. Public Finance and Public Policy. 3rd
Edition. Worth Publishers, London, UK.
3. Morgan, Katz and Rosen. 2014. Microeconomics.
McGraw Hill Press, London, UK.
New
BM-741 ENTREPRENEURIAL FINANCE 3(3-0)
Learning Objectives
The course aims to provide in-depth knowledge about the
entrepreneurial financial setup and small and medium enterprise
financial management.
Course Contents
Overview of the Entrepreneurial Process, Developing the Business
Idea, Organizing and Financing a New Venture, Preparing and Using
Financial Statements, Evaluating Operating and Financial
Performance, Managing Cash Flow, Types and Costs of Financial
Capital, Valuing Early-Stage Ventures, Venture Capital Valuation
Methods, Real Estate Investment Ventures. Feasibility plans and
capital budgeting techniques to evaluate the business.
Suggested Readings
1. Leach, C. and R.W. Melicher. 2017. Entrepreneurial
Finance. 6th Edition. South Western College Publishers, New
York, USA.
2. Rogers, S. and R. Makonnen. 2014. Entrepreneurial Finance.
McGraw Hill, NJ, USA.
3. Smith, K.J. and L.S. Richard. 2011. Entrepreneurial Finance.
John Wiley & Sons Inc. New York, USA.
New
BM-742 FINANCIAL RISK MANAGEMENT 3(3-0)
Learning Objectives
The course aims to provide understanding about the risk management
and the mechanism of derivative markets use of quantitative models.
Course Contents
26
Introduction to Derivative Securities & Payoff Diagrams, No
Arbitrage Pricing, Applications of No Arbitrage, Option Price
Restrictions, Early Exercise of American Options, and Put-Call
Parity, Pricing Options - Binomial Option Pricing Model, Pricing
Futures and Forward Contracts, Pricing of Forward Contracts,
Pricing of Futures Contracts, Application of Futures Contracts,
Pricing Options, Advanced Binomial and Black-Scholes-Merton,
Advanced Binomial, Black-Scholes-Merton Option Pricing Model,
Hedging, and Applications, Numerical Methods for Derivative
Security Valuation, Optional Topics, Financial Engineering &
Corporate Applications, Risk Management & Derivative Disasters,
Energy and Weather, Derivatives.
Suggested Readings
1. Back. K. 2016. A Course in Derivative Securities:
Introduction to Theory and Computation. Springer,
Chicago, USA.
2. Cox. J.C. and R. Mark. 2015. Options Markets.
Prentice-Hall, NJ, USA.
3. Hull. J.C. 2006. Options, Futures, and Other
Derivatives, 6th Edition. Pearson Prentice Hall, New
York, USA.
4. Neftci, S.N. 2011. Introduction to the Mathematics of
Financial Derivatives. 2nd Edition. Academic Press,
London, UK.
5. Wilmott. P . 2013. The Mathematics of Financial
Derivatives: A Student Introduction. Cambridge
University Press, Washington, USA.
New
BM-743 CASE STUDIES IN FINANCE 3(3-0)
Learning Objectives
The objective of this course to develop structured cases relating to
finance.
Course Contents
Case studies based on various financial statements analyses of firms
from different financial and non-financial sectors, Cash flow
valuation patterns and its impact of firm. Case studies regarding to the
capital budgeting and financial planning, Risk and returns dynamics
in the organization, Analysis of cost of capital, and capital structure
determinants, working capital and dividend policy. Real life
investment problems. Ascertain the risks and validity of a particular
investment strategy. Apply judgment and creative thinking to
business problems, Develop evaluative tools to support investment
decisions. Testing of asset pricing models and market efficiency.
Capital markets theories and role of banking practices in real world.
Recognize the particular issues and problems arising in finance and
investment. Issues in international financial management.
Suggested Readings
1. Atrill, P. 2011. Financial Management for Decision Makers.
6th Edition. Financial Times/ Prentice Hall, UK.
2. Bingham, E.F. and M.C. Ehrhardt. 2010. Financial
Management: Theory and Practice. 13th Edition. McGraw-
Hill Press, London, UK.
3. Chandra. P. 2014. Strategic Financial Management
Managing for Value Creation. McGraw- Hill Education,
New Delhi, India.
4. Higgins. R.C. 2012. Analysis for Financial Management.
10th Edition. McGraw-Hill Press, London, UK
5. Leach. C. and R.W. Melicher. 2017. Entrepreneurial
Finance. 6th Edition. South Western College Publisher, UK.
BM-736 MARKETING RESEARCH 3(3-0)
Learning Objectives:
After studying this course, students will be able to:
1. Understand marketing research, kinds of information it can
provide, and how it is used by marketing managers.
2. Identify and explain alternative research methods and their
relative strengths and Weaknesses.
3. Analyze data obtained through marketing research using the
BM-744 MARKETING RESEARCH 3(3-0)
Learning Objectives
The course aims to provide in-depth know-how about marketing
research, kinds of information it can provide, and how it is used by
marketing managers.
Course Contents
A Decision-Making Perspective on Marketing Research, The
27
SPSS software.
4. Make sound strategic and tactical business decisions based
on the proper interpretation of information.
Course Contents:
Introduction to marketing research, the role of marketing research
in marketing management, the role of marketing research in
marketing decision making, the marketing research process,
research design, data collection procedures, measurement
process, attitude measurement, sampling plan and data collection,
data analysis and presentation, product research and test
marketing, advertising research, distribution and pricing research,
errors in business research. types of research and research
designs, research instruments, questionnaire designs and its
variations of implementation, sources of market intelligence,
competitive analysis and implications of market research,
concept of validity and reliability, simple linear correlation,
simple and multiple linear regression, cross–tabular tables, chi–
square test of independence, analysis of variance and covariance,
multi-dimensional scaling, conjoint analysis, factor analysis,
discriminate analysis and cluster analysis.
Suggested Readings:
1. Bryman, A. and E. Bell. 2009. Business Research
Methods. Oxford University Press, UK.
2. Edward, B. 2009. The Dynamics of Research and
Development. 9th Edition. Harper and Row Publishers,
USA.
3. Howard, B. and R. Baltz. 2007. Fundamentals of Business
Analysis. 10th Edition. Prentice Hall Inc., USA.
4. Krishna, S., D. Carl and R. Gates. 2009. Marketing
Research Essentials. Canadian Edition, John Wiley and
Sons Ltd. Canada.
5. Malhotra, N. K. 2008. Marketing Research. 6th Edition.
Pearson Education, India.
6. Robert, F. 2009. Marketing Research. 7th Edition.
McGraw Hill, Inc. USA.
Marketing Research Process, Secondary Sources of Marketing Data,
Marketing Research on the Internet, Information Collection,
Qualitative and Observational Methods, Survey Methods, Attitude
Measurement in Marketing Research, Designing the Questionnaire,
Experimental Research, Correlation Analysis and Regression
Analysis, Product Choice Modelling, Multi-dimensional scaling,
Conjoint analysis, Factor analysis, Discriminant analysis and cluster
analysis.
Suggested Readings
1. Burns, A.C. and R.F. Bush. 2014. Marketing Research.
Prentice Hall Press, NJ, USA.
2. Bush, B.B. 2016. Marketing Research. Pearson Publishers,
New Delhi, India.
3. Cooper, D.R. and P.S. Schindler. 2010. Business Research
Methods. McGraw Hill, NJ, USA. 4. Gujarati, D.N., D.C. Porter and G. Sangeetha. 2011. Basic
Econometrics. McGraw Hill/Irwin, New York, USA.
5. Malhotra, N.K. 2015. Essentials of Marketing Research: A
Hands-On Orientation. Prentice Hall Press, London, UK.
BM-737 GLOBAL MARKETING 3(3-0)
Learning Objectives:
After studying this course the students will be able to:
1. Conceptualize international and global marketing theory
and concepts.
2. Understand the internal corporate structure and decide on
the most appropriate entry mode in the target international
markets.
3. Frame global pricing, promotional and marketing strategies
for a company
Course Contents:
International and global marketing concepts and tasks; theoretical
and cultural foundations of global trade and marketing; Country
specific absolute and comparative advantages, firm specific
advantages, Porters model; Cultures across countries, culture and
business, industrial buyers, culture and three hats; Global
marketing research; Global marketing strategies: the global
marketer’s mindset, selling orientation, standardization,
coordination, global market planning and segmentation, global
product positioning; Global pricing, a global pricing framework,
pricing basics, financial issues, transfer pricing, countertrade,
systems pricing, price and positioning, global coordination,
global pricing policies; Global promotion: global sales
promotion, publicity, global public relations, international trade
fairs, direct marketing, electronic commerce, global personal
selling; Global advertising: the global advertising task, the
international world of advertising, pros and cons of global
advertising, the global advertiser’s decisions, the global
advertising agency, the digitalization of advertising; Modes of
entering foreign markets: export expansion, licensing, strategic
alliances and wholly owned subsidiaries: Foreign Direct
Investment (FDI): economic and institutional factors affecting
BM-745 GLOBAL MARKETING 3(3-0)
Learning Objectives
The course aims to provide understanding about international and
global marketing theory and concepts.
Course Contents
International and global marketing concepts and tasks, Theoretical
and cultural foundations of global trade and marketing, Porters model,
Culture and business, Global marketing research, Global marketing
strategies, Global product positioning, Global pricing, Global
coordination, Global promotion, Global sales promotion, Global
public relations, Global personal selling, Global advertising, Modes
of entering foreign markets, Export expansion, Licensing, Strategic
alliances and wholly owned subsidiaries, Foreign Direct Investment
(FDI), Economic and institutional factors affecting FDI.
Suggested Readings:
1. Cateora, G. and J.L. Graham. 2009. International Marketing.
McGraw Hill, NJ, USA.
2. Gillespie, K. and H.D. Hennessey. 2015. Global Marketing.
Cengage Learning Inc. New York, USA.
3. Hollensen, S. 2016. Global Marketing. Pearson Publishers,
London, UK.
4. Johansson. J.K. 2009. Global Marketing Foreign Entry, Local
Marketing and Global Management. McGraw Hill, New York,
USA.
5. Masaaki, K. and K. Helsen. 2008. Global Marketing
Management. John Wiley & Sons, NJ, USA.
28
FDI.
Suggested Readings:
1. Gillespie, K. and H. D. Hennessey. 2011. Global Marketing.
Cengage Learning Inc. USA.
2. Cateora, G. and J. L. Graham. 2009. International Marketing.
McGraw Hill. USA.
3. Johansson. J. K. 2009. Global Marketing Foreign Entry,
Local Marketing and Global Management. McGraw Hill,
USA.
4. Masaaki, K. and K. Helsen. 2008. Global Marketing
Management. John Wiley and Sons, New Jersey. US
BM-738 LOGISTIC MANAGEMENT 3(3-0)
Learning Objectives:
After studying this course, students will be able to:
1. Understand the challenges, opportunities and pitfalls in the
design of supply chains and the economic trade-offs that
have to be resolved.
2. Learn to apply analytical skills and planning tools to provide
decision support in procurement, manufacturing, distribution
and transportation.
3. Visualize an overview about logistics markets and specific
developments in humanitarian logistics.
4. Interpret reverse logistics and service parts management.
Course Contents:
Fundamental logistics concepts, Inventory management logistics:
the modern perspective, components of a logistics system, The
role of logistics in the organization, Trends in global trade,
Environmental concerns, Changing view of inventory,
Continuing advances in information technology, Electronic
business, Logistics and operations management and enterprise
performance, Relationship marketing and CRM, Strategic
decisions and business relationships in a supply chain, Business
process analysis and enterprise resource planning concept:
business processes and methods, Material and information flow,
The lean/just-in-time concept, time management and scheduling,
Cost estimating, Job-order costing, and activity-based costing,
Inter-modal transportation, Warehouse and supply chain, Value
chain, Logistics in the global organization, Logistics in the
organization, marketing and logistics channels, Channel flows,
designing effective channels, Economic Order Quantity (EOQ)
model, Modifications to the basic eoq model safety stock
requirements, Inventory management: signs of trouble, Inventory
management, Improving inventory management, Materials
requirements planning (MRP), Distribution resource planning
(DRP), Just-in-Time (JIT), Advantages of JIT, Disadvantages of
JIT, Vendor managed inventory (VMI), Quality management –
TQM and six sigma systems engineering and project
management.
Suggested Readings:
1. Christopher, M. 2005. Logistics and Supply Chain
Management, 3rd Edition, Pearson Education Limited, U.K.
2. Emmett, S. 2005. Excellence in Warehouse Management:
How to minimize cost and maximize value. International
Edition, John Wesley and Sons, Ltd. U.K.
3. Harrison, A. and R.V. Hoek. 2011. Logistics Management
and Strategy: Competing Through the Supply Chain, 4th
Edition, Pearson Education Limited, U.K.
4. Paul, S. 2011. Integral Logistics Management: Operations
and Supply Chain Management within and Across
Companies, 4th Edition. Auerbach Publications, Switzerland.
5. Rushton A., P. Croucher and P. Baker. 2010. The Hand
Book of Logistic and Distribution Management, 4th Edition,
Kogan Page Limited, U.K.
BM-746 LOGISTICS MANAGEMENT 3(3-0)
Learning Objectives
The course aims to provide knowledge about the challenges,
opportunities and pitfalls in the design of supply chains and the
economic trade-offs.
Course Contents
Fundamental logistics concepts, Inventory management logistics,
Logistics and supply chain management, Business process analysis
and enterprise resource planning concept, Material and information
flow, The lean/just-in-time concept, time management and
scheduling, Inter-modal transportation, Warehouse and supply chain,
Logistics in the global organization, Shipping and port operations,
Inventory management, Materials requirements planning (MRP),
Distribution resource planning (DRP), Just-in-Time (JIT), Advantages
of JIT, Disadvantages of JIT, Vendor managed inventory (VMI),
Green and sustainable logistics
Suggested Readings
1. Christopher, M. 2016. Logistics and Supply Chain Management.
Pearson Education, London, UK.
2. Emmett, S. 2005. Excellence in Warehouse Management: How to
Minimize Cost and Maximize Value. John Wesley and Sons,
London, UK.
3. Harrison, A. and R.V. Hoek. 2011. Logistics Management and
Strategy: Competing Through the Supply Chain. Pearson
Education, London, UK.
4. Paul, S. 2011. Integral Logistics Management: Operations and
Supply Chain Management within and Across Companies.
Auerbach Publications, Geneva, Switzerland.
5. Rushton, A., P. Croucher and P. Baker. 2010. The Hand Book of
Logistic and Distribution Management. Kogan Page Ltd,
Reading, UK.
BM-739 ADVERTISING AND SALES PROMOTION 3(3-0) BM-747 ADVERTISING AND SALES PROMOTION
3(3-0)
Learning Objectives
29
Learning Objectives:
After studying this course, students will be able to:
1. Understand the way marketers organize for Promotional
campaign and describe the role and function of advertising
agencies, media specialist companies, and other marketing
communications organizations.
2. Describe the consumer decision making process and the
role consumer behaviour plays in the development of
advertisement and sales promotional programs.
3. Explain the process of developing and implementing
media strategies and identify the advantages and
limitations of various media including print, broadcast, and
alternative media.
4. Explain how organizations measure the effectiveness of
their advertising and promotional campaigns
Course Contents:
Foundations of Advertising, Evolution of advertising, Career
planning and development in advertising, Advertising and ethics,
Vehicles of advertising, Pros and cons of each vehicle, Types of
advertising audiences, Advertising research, Advertising
planning process, Tactical planning and management of mass
marketing communications including advertising and sales
promotion. Five Ms of advertising, Legal considerations,
Segmentation and target marketing, Creative strategy and
copywriting, Art direction, Print production, Media objectives,
Strategy and planning, Scheduling strategies, Advertisement
agency relations, Testing and evaluation, budgeting, product trial
and purchase stimulation through sales promotion tactics. Direct
marketing and out-of-home advertising, Sales promotion and
supplementary media, Local advertising, Holistic campaign
management.
Suggested Readings:
1. Belch, I. 2008. Advertising and Promotion: An Integrated
Marketing. McGraw-Hill, New York, USA.
2. Hackley, C. 2009. Advertising and Promotion: An
Integrated Marketing Communication Approach,
International Edition. Pearson Education, USA.
3. Trott, D. 2009. Creative Mischief, 2nd Edition. Loaf
Marketing Ltd. London, UK.
4. Wells, W., J. Burnett and S. Moriarty. 2004. Advertising:
Principles and Practice, 2nd Edition. Englewood Cliffs,
N.J.: Prentice Hall, Inc.
5. William, F. 2005. Contemporary Advertising, 10th Edition.
McGraw-Hill Co. New York.
The course aims to provide understanding about sales promotion and
advertising and their impact on business growth.
Course Contents Advertising, The evolution of modern advertising. Social, ethical and
legal issues, Advertising agencies and the media, Advertising research
stages, Advertising strategy determination, Designing the advertising,
Advertisement layouts, Role of media in marketing framework,
Developing media strategies, Advertising media, Print media,
Newspapers and magazines, Electronic media, Television, radio and
limitations of cable, Direct mail and the creative mix, Out-of-home
media, Transit advertising, Sales promotion, Factors influencing sales
promotion growth, Consumer oriented promotions, Sales promotion
and consumer behaviour, Consumer price perceptions, How
promotions affect sales, Sales promotion objectives and budget
allocation, Sales promotion budget, Sales promotion design, Sales
promotion issues, Sales promotion planning guidelines, Sales
promotion evaluation.
Suggested Readings
1. Altstiel, T and J. Grow. 2013. Advertising Creative: Strategy,
Copy and Design. Sage Publications, London, UK.
2. Einstein, M. 2017. Advertising: What everyone needs to know.
Oxford University Press, New York, USA.
3. Faris, Y. 2015. Paid Attention: Innovative Advertising For A
Digital World. Kogan Page Publishers, London, UK.
4. Hackley, C. 2009. Advertising and Promotion: An Integrated
Marketing Communication Approach. Pearson Education, NJ,
USA.
5. Trott, D. 2009. Creative Mischief. Loaf Marketing Ltd. London,
UK.
BM-740 WTO AGREEMENTS: IMPLICATIONS FOR
DEVELOPING COUNTRIES 3(3-
0)
Learning Objectives:
After studying this course, students will be able to:
1. Understand how WTO helps the developing countries to
benefit fully from global trading systems.
2. Interpret the framework for trade policies relevant to
WTO.
3. Know the basic principles of the WTO and learn the
essence of WTO agreements.
4. Understand the implications of WTO rules and
liberalization of trade on developing
Course Contents:
Introduction of WTO, Functions and basic principles of WTO,
Reciprocity in WTO, WTO accession, Market access issues,
Agreement on agriculture (AOA), Tariff peaks and preferences,
Domestic export subsidy, Sanitary and phyto sanitary measures
(SPS), Rules of origin, custom valuation and custom reforms,
trade facilitation, industrial policy, export development policies
and institutions, Trade related investment measures, local content
Deleted
30
policies, safeguards, The GATS: Key features and sectors,
liberalization of trade in services and developing countries,
international technology transfer and economic development,
implementing the TRIPS Agreement, Trade marks, Geographical
Indications and developing countries, Standards, regulations and
trade: Developing country concerns, Trade and labor,
Environmental regulations, Developing countries: Turning
participation into influence, Implementation of WTO
Commitments, Special and Differential treatment. Dispute
resolution mechanism. Implications of WTO rules and
regulations for developing countries. Case studies.
Suggested Readings:
1. Bermann, G. A. and P. C. Mavroids. 2009. WTO laws and
Developing Countries. Cambridge University Press, USA.
2. Hoekman, B.M. and W. Martin. 2001. Developing
Countries and the WTO: A Pro-active agenda. Wiley-
Blackwell.
3. Hoekman. B., A. Mattoo and P. English. 2007.
Development, Trade and the WTO. The World Bank,
Washington, DC, USA. 4. www.wto.org
New
BM-748 SALES AND RETAIL MANAGEMENT 3(3-0)
Learning Objectives
The course aims to provide understating about sales and retail
management and factors affecting them.
Course Contents Selling and Sales Management, Challenges in the Market, Marketing
and Sales Evolution, Sales Environment, Personal Selling,
Relationship Selling, Seven Steps of Selling, Sales Leadership and
Management, Activities of Sales Managers, Retailing, type of retail
format, The changing Environment of Retailing, Retailing
Opportunities and career, Retail Marketing Management, Global
Retailing, Types of Retailers, Retail Consumer Buying Behaviour,
Retail Marketing Strategy, Retail Financial Strategy, Retail Location
Strategy, Retail Site Location Strategy, Retail Marketing Mix, Retail
Supply Chain Management and Information Systems.
Suggested Readings
1. Berman, B.R., and J.R. Evans. 2017. Retail Management.
13th Edition. Pearson Publishers, London, UK.
2. Daly, D. 2013. Account Planning in Sales force: Unlock
Revenue from Big Customers to Turn Them into Bigger
Customers. The Target Account Selling Group Limited,
Worcestor, UK.
3. Dario, J. and C. McShane. 2015. The Retail Management
Formula: A Navigational Guide to Consistently Effective.
McGraw Hill, London, UK.
4. Fernie, J. and L. Sparks. 2014. Logistics and Retail
Management: Emerging Issues and New Challenges in the
Retail Supply Chain. Kogan Page Publishers, London, UK.
5. Ingram, T.N. and R.W. Laforge. 2015. Sales Management:
Analysis and Decision Making. Routledge Publishers,
London, UK.
New
BM-749 DIGITAL MARKETING 3(2-1)
Learning Objectives
The objective of this course is to provide understanding about the
advent of digital technologies and its implications for the business.
Course Contents
Theory
Marketing in a digital world, Exploring the digital ‘consumer’, Digital
marketing strategy, Online market research, web analytics and
technologies, Campaign planning for digital media, The ethics of
digital marketing: security and privacy, Marketing for the future:
virtual worlds, Explanation of the social paradigm that results from
rise of digital technologies, creative marketing tools and strategies to
meet marketing and organizational goals, ethicality and suitability of
31
different digital marketing techniques, reflection of digital marketing
practices in varying cultures, synthesis of academic literature and
evaluations of implications of digital media on society, integration of
social media in making marketing integrated for organizations.
Practical
Practical orientation of the above-mentioned contents.
Suggested Readings
1. Aaker, D.A. and D. McLoughlin. 2010. Strategic Market
Management: Global Perspectives. Wiley Publishers, NJ,
USA.
2. Chaffey, D. and F.E. Chadwick. 2016. Digital Marketing:
Strategy, Implementation and Practice. Pearson Ltd. New
York, USA.
3. Fuchs, C. 2017. Social Media: A Critical Introduction. Sage
Publishers, London, UK.
4. Percy, L. 2014. Strategic Integrated Marketing
Communications. Routledge Publishers, London, UK.
5. Smith, P.R. and Z. Zook. 2011. Marketing Communications:
Integrating Offline & Online with Social Media. Kogan
Page, London, UK.
New
BM-750 SERVICES MARKETING 3(3-0)
Learning Objectives
The course aims to provide understanding about services marketing
and customer relationship marketing (CRM). Course Contents
Characteristics and categories of services: evolution of services as
value contributors, goods and services continuum, major differences
between services and goods, customer involvement and perception,
classification of different types of services; Trends in services
marketing; Consumer behaviour towards services; Marketing mix
element for services: segmentation, targeting and positioning;
product, price, promotion and place; Role of people in services
marketing: the service provider employee and the service recipient
customer; Service quality, measurement and control; Marketing
research in services marketing; Management of the services
marketing effort. Suggested Readings
1. Apte, G. 2012. Services Marketing. Oxford University Press, New
Delhi, India.
2. Fisk, R., S. Grove and J. John. 2013. Services Marketing
Interactive Approach. Cengage Learning, New York, USA.
3. Lovelock, C., P.G. Patterson and J. Wirtz 2016. Services
Marketing. Pearson Ltd, Melbourne, Australia.
4. Mudie, P. and A. Pirrie. 2012. Services Marketing Management.
Routledge Publishers, London, UK.
5. Verma, H.V. 2012. Services Marketing: Text and Cases. Pearson
Education, New Delhi, India
New
BM-751 INDUSTRIAL MARKETING 3(3-0)
Learning Objectives
The course aims to provide knowledge about strategies and key
theoretical concepts of business markets.
Course Contents
Introduction to industrial marketing and industrial products,
Classification of industrial products and services, Environmental
analysis in business markets, Methods used to influence business
customers, Marketing research process for B2B marketing, Industrial
marketing intelligence system, Industrial product life cycle and
strategies, Developing product strategies for existing products,
Factors influencing pricing decisions, Role of leasing, The nature of
business marketing channels, Supply chain management and logistics,
Introduction to business marketing communication, Role of
advertising in business marketing, Branding in business markets,
32
Strategic planning in an industrial setting, Models for B2B E-
commerce.
Suggested Readings
1. Brennan, R., L.E. Canning and R. McDowell. 2011. Business-to-
Business Marketing. SAGE Publications, New Delhi, India.
2. James, G. 2011. How to Say It: Business to Business Selling:
Power Words and Strategies from the World's Top Sales Experts.
Prentice Hall Press, NJ, USA.
3. Saavedra, C.A. 2016. The Marketing Challenge for Industrial
Companies: Advanced Concepts and Practices. Springer
Publishers, Crydon, UK.
4. Vitale, R., W. Pfoertsch and J. Giglierano. 2011. Business to
Business Marketing. Prentice Hall Press, London, UK.
5. Zimmerman, A. and J. Blythe. 2013, Business to Business
Marketing Management: A Global Perspective. Routledge, New
York, USA.
New
BM-752 SUPPLY CHAIN MANAGEMENT 3(3-0)
Learning Objectives
The course aims to provide know-how about supply chain designs,
which are aligned with business models for manufacturing and
service companies.
Course Contents
Understanding the supply chain: Introduction and importance of
supply chain decision, process view of supply chain; Supply chain
performance: competiveness and Supply chain strategies, Achieving
the strategic fit; Supply Chain drivers and Matrices: drivers of supply
chain performance, framework for structural drivers; Designing the
supply chain network: role of distribution and e-business in the
network, network design in the supply chain; planning demand and
supply in the supply chain: Characteristics of forecasts and basic
approach to demand for forecasting; Planning and managing
inventories in a supply chain: managing economies of scale in a
supply chain, managing uncertainty in supply chain, transportation in
the supply chain, coordination in the supply chain.
Suggested Readings
1. Blanchard, D. 2010. Supply Chain Management: Best Practices.
John Wiley and Sons, London, UK.
2. Chopra, S. and P. Meindl. 2016. Supply Chain Management:
Strategy, Planning and Operation. Pearson Education, NJ, USA.
3. Donald, B., D. Closs and M.B. Cooper. 2009. Supply Chain
Logistics Management. McGraw Hill Higher Education,
Chicago, USA.
4. Donald, W. 2010. Global Logistics: New Directions in Supply
Chain Management. Kogan Page, London, UK.
New
BM-753 INNOVATION AND ENTREPRENEURSHIP 3(3-
0)
Learning Objectives
The course aims to provide in-depth knowledge about
entrepreneurship and its impact on economic development.
Course Contents
Entrepreneurial perspective, Economics and entrepreneurship,
Entrepreneurial skills and character, Entrepreneurship and new free
enterprise, Theories of entrepreneurship, Entrepreneurial strategic
vision, Marketing and new venture development, Innovation types
and business performance, Intellectual property and innovations,
Innovation strategy and firm performance, Human resources side of
enterprise, Entrepreneurial motivation and effect on business success,
Corporate entrepreneurship, Cultural influences on entrepreneurship,
Educational entrepreneurship.
Suggested Readings
1. Bessant, J. and J. Tidd. 2015. Innovation and Entrepreneurship.
John Wiley & Sons, New York, USA.
33
2. Eich, D.J. 2014. Innovation Step-by-Step: How to Create and
Develop Ideas for your Challenge. Create Space Independent
Publishing Platform, FL, USA..
3. Koehane, G.L. 2013. Social Entrepreneurship for the 21st
Century: Innovation across the Nonprofit, Private, and Public
Sectors. McGraw Hill Publishers, New York, USA.
4. Matthew, C.H. and R. Brueggemann. 2015. Innovation and
Entrepreneurship: A Competency Framework. Rutledge
Publishers, London, UK.
5. Naqi, S.M. 2010. Entrepreneurship: A Recipe for Economic
Development. A-One Publishers, Lahore, Pakistan.
New
BM-754 GLOBALIZATION AND TRADE
DEVELOPMENTS 3(3-0)
Learning Objectives
The course aims to provide in-depth knowledge about globalization,
its drivers and related policy issues at national and international
levels.
Course Contents
An overview of globalization and its evolution, Drivers of
globalization and their impacts, Policy debates on globalization;
Review of the theories and the political economy of international
trade, The global trade patterns, Trade policies and their role in
economic growth and development, Application of trade theories and
models, Contemporary trade policy issues, Global financial crisis,
Changes in the global trading system, Global and regional economic
integration, Free trade agreements; Policy prescriptions for the reform
of the global financial and trade institutions.
Suggested Readings
1. Appleyard, D.R., A.J. Field and S.L. Cobb. 2014. International
Economics: Trade, Theory and Policy. Richard D/Irwin
Publishers, NJ, USA.
2. Bhagwati, J. 2007. In Defence of Globalization, Oxford
University Press, UK.
3. Hill, C.W.L. 2013. Global Business Today, McGraw-Hill/Irwin,
NJ, USA.
4. Joseph E. J.E. Stiglitz. 2007. Making Globalization Work. W.
W. Norton & Company, Brisbane, Australia.
5. Scott, J. 2000. WTO: 1996-2000, Setting the Course for World
Trade, Policy Analysis in International Economics. Institute for
International Economics. Washington, USA.
New
BM-755 CASE STUDIES IN MARKETING 3(3-0)
Learning Objectives
The objective of this course to develop structured cases relating to
marketing.
Course Contents
Concept of case study, case study as a research method, case study
research: design & methods, pros & cons with case study research
design, key elements for designing and implementing qualitative case
studies, reviewing case studies about major aspects of marketing,
Developing case studies on emerging issues in marketing.
Suggested Readings
1. Baker, M.J. and S.J. Hart. 2016. The Marketing Book.
Butterworth-Heinemann Publications, NJ, USA.
2. Buzzell, R.D., J.A. Quelch and C.A. Bartlett. 1995. Global
Marketing Management: Cases and Readings. 3rd Edition.
Addison Wesley Publishing Company, Wokingham, UK.
3. Lacobucci, D. 2017. Marketing Management. South-Western
College Publishers, New York, USA.
4. Orr, L.M. 2014. Advanced Sales Management Handbook and
Cases: Analytical, Applied and Relevant. Rutledge Publishers,
UK.
BM-741 STRATEGIC HUMAN RESOURCE
MANAGEMENT 3(3-0)
BM-756 STRATEGIC HUMAN RESOURCE MANAGEMENT
3(3-0)
34
Learning Objectives:
After studying this course, the students will be able to learn:
1. Nature of strategic human resource management.
2. Strategic contribution of HRM to organizational
development.
3. Different strategies for developing human resource
management.
4. Level and links of business strategy and HRM.
Course Contents:
Basis of Strategic Human Resource Management (SHRM):
Concept of human resource management, Concept of strategy,
Concept of strategic HRM, Process of SHRM. Practice of
strategic human resource management: Formulating and
implementing HR strategy, Strategic HRM in action, Strategic
role of HRM function, Strategic contribution of HRM to
organizational success, Organizational Strategies: strategies for
organizational development, Strategies for culture management,
Change management strategies, Strategies for developing the
employment relationship, functional strategies: employee
resourcing strategy, Strategies for managing performance,
Strategic human resource development, Models of HR strategy,
Control, resource and integrative Management, Reward strategy,
SHRM in organizational management, Levels of strategy
formulation and links between business strategy and HRM.
Suggested Readings:
1. Boselie, P. 2010. Strategic Human Resource Management.
McGraw Hill, USA.
2. Daniels, K. 2008. Strategic Human Resource Management:
Building Research-Based Practice. Cap Books, U.K. 3. Greer, C. R. 2007. Strategic Human Resource
Management: A General Managerial Approach, 2nd
Edition. Prentice Hall, New Jersey, USA.
4. Mello J. A. 2010. Strategic Human Resource Management,
3rd Edition. Cengage South-Western, USA.
5. Schuler, R. S. and S. E. Jackson. 2007. Strategic Human
Resource Management, 2nd Edition. Black Well
Publishing, USA.
Learning Objectives
The course aims to provide in-depth knowledge about strategies use
for management of human resources in business organisations.
Course Contents
Basis of Strategic Human Resource Management (SHRM), Process of
SHRM. Practice of strategic human resource management,
Formulating and implementing HR strategy, Strategic role of HRM
function, Strategic contribution of HRM to organizational success,
Strategies for culture management, Change management strategies,
Strategies for developing the employment relationship, Strategies for
managing performance, Control, resource and integrative
Management, Reward strategy, SHRM in organizational context,
Links between business strategy and HRM.
Suggested Readings
1. Boselie, P. 2014. Strategic Human Resource Management.
Mc-Graw Hill, NJ, USA.
2. Crawshaw, J. and P. Budhwar. 2017. Human Resource
Management: Strategic and International Perspective. SAGE
Publications, London, UK.
3. Mello, J.A. 2014. Strategic Human Resource Management.
Cengage South-Western, New York, USA.
4. Rees, G. 2014. Strategic Human Resource Management,
McGraw Hill, NJ, USA.
BM-742 PERFORMANCE MANAGEMENT 3(3-0)
Learning Objectives:
After studying this course, the students will be able to learn:
1. Nature and role of performance management.
2. Performance management as a system.
3. Performance evaluation techniques.
4. Current issues in performance management.
Course Contents:
An overview of performance management, Psychology of
performance, Challenges of performance management,
Performance management as a system, Contracting for high
performance, Managing the psychological contract, Goals:
defining and measuring performance, Rewards and
consequences, Incentives, Feedback, and feed forward (with
special emphasis on non-financial rewards) Individual
differences: distinct contracts for different workers, equity,
fairness, consistency, Performance planning, Ongoing
performance communication, Data gathering, observing and
documenting, Approaches to evaluating performance, The
performance appraisal meeting, Performance diagnosis and
improvement: the key to success, Performance management and
discipline, Performance management variation, A people process
techniques, Performance management in action.
Suggested Readings:
1. Agunis, H. 2008. Performance Management. Prentice Hall,
New York, USA.
BM-757 PERFORMANCE MANAGEMENT 3(3-0)
Learning Objectives
The course aims to provide in-depth knowledge about nature and role
of performance management.
Course Contents
An overview of performance management, Psychology of
performance, Challenges of performance management, Performance
management as a system, Contracting for high performance,
Managing the psychological contract, Goals: defining and measuring
performance, Rewards and consequences, Incentives, Feedback, and
feed forward (with special emphasis on non-financial rewards)
Individual differences: distinct contracts for different workers, equity,
fairness, consistency, Performance planning, Ongoing performance
communication, Data gathering, observing and documenting,
Techniques of performance appraisal, The performance appraisal
meeting, Performance diagnosis and improvement: the key to success,
Performance management and discipline, Performance management
variation, A people process technique, Performance management in
action.
Suggested Readings
1. Agunis, H. 2012. Performance Management. Prentice Hall, New
York, USA.
2. Cardy, R.L., B. Leonard and B.I. Newman. 2011. Performance
Management: Concepts, Skill, and Exercises. M. E. Sharpe Inc.,
New York, USA.
3. Chandler, M.T. and D. Ulrich. 2016. How Performance
Management is Killing Performance and What to do about it.
Berrett-Koehler Publishers, Birmingham, UK.
35
2. Cardy, R. L., B. Leonard and B. I. Newman. 2011.
Performance Management: Concepts, Skill, and Exercises,
2nd Edition. M.E. Sharpe Inc., New York, USA.
3. Cokin, G. 2009. Performance Management: Integrated
Strategy Execution, Methodology, Risk and Analytics. John
Wiley and Sons Inc., USA.
4. Smither, J. W. and M. London. 2009. Performance
Management: Putting Research In to Action. John Wiley
and Sons, USA.
4. Cokin, G. 2009. Performance Management: Integrated Strategy
Execution, Methodology, Risk and Analytics. John Wiley and
Sons, New York, USA.
5. Smither, J.W. and M. London. 2009. Performance Management:
Putting Research into Action. John Wiley and Sons, New York,
USA.
BM-743 LEADERSHIP AND TEAM MANAGEMENT
3(3-0)
Learning Objectives:
After studying this course, the students will be able to learn:
1. Concept of leadership and its theories.
2. Effective and ineffective leadership management.
3. Work group & work team management.
4. Future concerns in leadership management.
Course Contents:
Concept of organization, Organization as a system, Concept of
leadership, Leadership and character, Leadership personality and
effectiveness, Trait theories, Behavioural theories, Situational
theory, Contingency theories, Charismatic leadership,
Transactional leadership, Effective leadership style, Serving
leadership, Overview of effective and ineffective leadership
management., Personality, Becoming a leader, Power,
Empowerment, Communication, Organizational communication,
Group dynamics, Understanding work team, Building teams,
Team based organization, Decision making, Group decision
making, Effective team communication, Conflict and negotiation,
Learning organizations, Reward system, Managing virtual teams,
Effective team meetings, Strategic leadership, Change
management, Ethics in leadership, Looking at future: what next,
Teamwork: learning from the nature.
Suggested Readings:
1. Grint, K. 2010. Leadership: A very short introduction.
Oxford University Press Inc., U.K.
2. Margerison, C. 2010. Team Management: Practical New
Approaches to Greatly Improved Results, Global
Management Enterprises. Pearson Education Inc. New
Jersey, USA.
3. Rothstein, M. G. 2010. Self-Management and Leadership
Development. Edward Elgar Publishing Limited, U.K.
4. Slater, R. 2010.Team Management. Harper Collins, U.K.
5. Watts, S. H. and J. W. Over. 2011. Leadership, Teamwork,
and Trust: Building a Competitive Software Capability.
Pearson Education Inc. New Jersey, USA.
BM-758 LEADERSHIP AND TEAM MANAGEMENT
3(3-0)
Learning Objectives
The objective of this course is to understand concept of leadership
and its theories.
Course Contents
Concept of leadership, Leadership and character, Leadership
personality and effectiveness, Trait theories, Behavioural theories,
Situational theory, Contingency theories, Charismatic leadership,
Transactional leadership, Effective leadership style, Serving
leadership, Overview of effective and ineffective leadership
management., Personality, Becoming a leader, Power, Empowerment,
Organizational communication, Group dynamics, Understanding
work team, Building teams, Team based organization, Decision
making in teams, Effective team communication, Conflict and
negotiation, Learning organizations, Reward system, Managing
virtual teams, Effective team meetings, Strategic leadership, Change
management, Ethics in leadership, Looking at future: what next,
Teamwork: learning from the nature.
Suggested Readings
1. Brent, M. and F.E. Dent. 2017. The Leadership of Teams.
Bloomsbury Business, Chester, UK.
2. Farmer, H. 2015. Leadership Challenge, Oxford University
Press, UK.
3. Grint, K. 2010. Leadership: A very short introduction. Oxford
University Press, UK.
4. Margerison, C. 2010. Team Management: Practical New
Approaches to Greatly Improved Results, Global Management
Enterprises. Pearson Education, NJ, USA.
5. Watts, S.H. and J.W. Over. 2011. Leadership, Teamwork, and
Trust: Building a Competitive Software Capability. Pearson
Education, NJ, USA.
BM-744 ORGANIZATION DYNAMICS 3(3-0)
Learning Objectives:
After studying this course, the students will be able to learn:
1. History and sources of organizational change.
2. Forces and views of organizational change.
3. Conceptual, integrated and casual models for
organizational change.
4. Issues in leading organizational change.
Course Contents:
Sources for understanding organizational change, Rethinking
organization change, History of organization change, Theoretical
foundations of organizations and organization change, The nature
of organization change, Forces for organizational change,
Different views of organizational change, Levels of organization
change: individual, Group and large system, Organization
change: research and theory, Conceptual models for
understanding organization change, Integrated models for
understanding organizations and for leading and managing
BM-759 ORGANIZATIONAL DEVELOPMENT AND
DYNAMICS 3(3-0)
Learning Objectives
The course aims to provide understanding about diagnostic models
and methods for collecting diagnostic data in organizations.
Course contents
Introduction to organization development, change process, theories
and change models, resistance to change, the challenge of
organizational renewal and change, organizational change and human
resource management, cultural change, role of practitioner,
organizational diagnostic model, methods for collecting of diagnostic
date, organizational development interventions strategies: mergers
and acquisitions, process interventions: reengineering, restructuring,
human resource management interventions: team development, job
design, training, empowerment, intergroup development, work team
development, high performing systems and the learning organization,
strategic change and transformation, future challenges.
Suggested Readings
36
change, The causal model of organization performance and
change, Organizational culture change, Leading organizational
change.
Suggested Readings:
1. Anderson, D. L. 2009. Organization Development: The
Process of Leading Organizational Change. Sage
Publications Limited, USA.
2. Boroş, S. 2009. Organizational Dynamics. Sage Publications
Limited, USA.
3. Cameron, K. S. and R. E. Quinn. 2011. Diagnosing and
Changing Organizational Culture: Based on the Competing,
3rd Edition. John Wiley and Sons, New York, USA.
4. Shuler, J. 2009. Organizational Dynamic and Human
Behaviour. Lulu Com Publisher, USA.
1. Anderson, D.L. 2015. Organization Development: The Process of
Leading Organizational Change. Sage Publications Limited, New
York, USA.
2. Brown, D.R. 2011. An Experiential Approach to
Organizational Development. Mc Graw Hill, NJ, USA.
3. Cameron, K.S. and R.E. Quinn. 2011. Diagnosing and Changing
Organizational Culture: Based on the Competing. John Wiley and
Sons, New York, USA.
4. Cummings, T.G. and C.G. Worley. 2014. Organizational
Development and Change. Cengage Learning, New York,
USA.
5. Diamond, M.A. 2016. Discovering Organizational Identity:
Dynamics of Relational Attachment. University of Missouri,
USA.
New
BM-760 PERSONNEL TRAINING AND DEVELOPMENT
3(2-1)
Learning objectives
The course aims to provide understanding about the issues in
managing the training and development function and its relation to
corporate objectives and performance.
Course contents
Theory
Concept of training, learning, motivation and performance, designing
effective training, organizational characteristics influencing training,
changing role of training, Aligning training to strategy, models for
organizing training department, training need assessment & its scope,
transfer of training, work environment characteristics influencing
transfer of training, learning organization, training evaluation: reasons
and process. Traditional training methods, E-learning and use of
technology in training, key areas of training, employee management
and development, approaches to employee development, development
planning process, career management and its importance, career
stages, model of career development, evaluating career management
system, future of training & development.
Practical Developing a training needs analysis including design and method
considerations, planning, implementing and evaluating a training
program (simulation)
Suggested Readings
1. Noe, R.A. 2016. Employee training and development.
McGraw Hill, NJ, USA.
2. Patrick, J. 2011. Creative Facilitation Techniques for
Training, ASTD Press, Seattle, USA.
3. Saks, M.A. and R. Haccoun. 2015. Managing
Performance Through Training and Development. Nelson
Education Limited, New York, USA.
4. Wakefield, S. 2011.Technical Training Basics ASTD
Press, US.
New
BM-761 INTERNATIONAL HUMAN RESOURCE
MANAGEMENT 3(3-0)
Learning Objectives
The course aims to provide knowledge about organizational structures
and governance models created to manage human resources
internationally.
Course Contents
Introduction to international human resource management (IHRM),
organizational structures: structure ,organizational context ,
organizational structures: cross border alliances, small medium
enterprises, human resource management in host country context ,
global resources: staffing international operations , recruitment and
selection, compensation, role of international assignee: career related
issues – re-entry, training and development, performance
management , repatriation and knowledge management, the transfer
of employment practice across borders, industrial relation, IHRM
trends and future challenges
Suggested Readings
37
1. Briscoe, D and R. Schuler. 2012. International Human
Resource Management. Rutledge, New York, USA.
2. Edwards, T. and C. Rees. 2016. International Human Resource
Management: Globalization, National Systems and
Multinational Companies, Pearson Education, London, UK.
3. Wilharzing, A. and A. Pinnington. 2014. International Human
Resource Management. Sage Publication, New York, USA.
BM-745 CASE STUDIES IN HUMAN RESOURCE
MANAGEMENT 3(3-0)
Learning Objectives:
This course has been designed to enhance the conceptual skills and
analytical abilities of the students by assigning them various real
life case studies and practical experiences.
Suggested Readings:
1. Anderson, D. L. 2011. Cases and Exercises in Organization
Development and Change. Sage publications inc., USA.
2. Nkomo, S. and M. D. Fottler 2010. Human Resource
Management Applications: Cases, Exercises, Incidents, and
Skill Builders, 7th Edition. South Western Cengage learning,
USA.
3. Radman, T. and A. Wilkinson. 2009. Contemporary Human
Resource Management: Text and Cases, 3rd Edition. Prentice
Hall, USA.
4. Stovall, S. A. 2006. Cases in Human Resource Management.
Atomic Dog Publisher, USA.
BM-762 CASE STUDIES IN HUMAN RESOURCE
MANAGEMENT
3(3-0)
Learning Objectives
The objective of this course is to develop structured cases relating
to the human resource management.
Course Contents
Concept of case study, case study as a research method, case study
research: design & methods, pros & cons with case study research
design, key elements for designing and implementing qualitative
case studies, Real life case studies on recruitment and selection,
training and development, performance management and
compensation administration, motivation, team management,
recruitment, ethical issues at work place.
Suggested Readings
1. Anderson, D.L. 2011. Cases and Exercises in Organization
Development and Change. Sage Publications, New York,
USA.
2. Armstrong, M. 2014. Armstrong’s Handbook of Human
resource Management Practices. South Western Cengage
Learning, New York, USA.
3. Kimball, D.C. 2016. Cases in Human Resource
Management. SAGE Publications, NJ, USA.
4. Nkomo, S. and M.D. Fottler. 2010. Human Resource
Management Applications: Cases, Exercises, Incidents,
and Skill Builders. South Western Cengage learning, New
York, USA.
5. Radman, T. and A. Wilkinson. 2013. Contemporary
Human Resource Management: Text and Cases. Prentice
Hall, FL, USA.
BM-746 DATABASE MANAGEMENT 3(2-1)
Learning Objectives:
After Studying this course, the students will be able to:
1. Deal the problems of managing data resources in a traditional
file environment and to be solved by a database management
system (DBMS).
2. Apply important database design principles.
3. Evaluate tools and technologies for accessing information
from databases in order to improve business performance and
decision making.
4. Competently create, save, and run database queries.
Course Contents:
Database, Data independence, Advantages and disadvantages of
database management system, File processing approach. Types of
database, Database organization, Components of database
environment, Role and function of Database administrator (DBA),
Three level of architecture (external, conceptual, internal),
Mapping, Optimization, Normalization, 1st normal form, 2nd normal
form, 3rd normal form, Entity relational ship model, Types of
relationships, Cardinality of relationship, Data integrity, Primary
keys, Composite key, Candidate keys, Foreign keys, Secondary
keys, Referential integrity. Recovery, Commit and rollback
transaction, Transaction recovery, The acid properties.
Concurrency, three concurrency problems security, General
consideration, Mandatory access control, Data encryption. SQL,
Overview of SQL, Features of SQL, SQL *plus, Basic SQL
BM-763 DATABASE MANAGEMENT 3(2-1)
Learning Objectives
The course aims to provide understanding about the problems of
managing data resources in a traditional file environment and the
importance of shifting to a database environment.
Course Contents Theory
Database, Data independence, File processing approach. Types of
database, Components of database environment, Role and function
of Database administrator (DBA), Types of relationships, Data
integrity, Referential integrity, Transaction recovery, Mandatory
access control, Data encryption, Overview of SQL, Functions in
SQL, Running standard queries, Create table command, Data types,
Alter table statement, Truncate table statement, Drop table
command, Integrity constraints, Data manipulation, Transaction
control commands, Creating Views, Difference of DML and DDL.
Practical
Practical of above mentioned contents.
Suggested Readings
1. Date, C.J. 2006. An Introduction to Database Systems.
Addison Wesley Publishing Company, London, UK.
2. Elmasri, R., and S. Navathe. 2011. Fundamentals of
Database Systems. Addison Wesley Publishing Company,
London, UK.
3. McFadden, F.R. and J.A. Hoffer. 2015. Modern Database
Management. Benjaman Publishing Company, Chicago,
38
statement, Select statement, Where clause, Order by clause,
arithmetic operators, Comparison operators, Logical operators,
Single row function, Number function, Character functions, Data
function, Conversion function, General function, Group functions,
Group by clause, Having clause, Order of evaluation of clauses,
Running standard queries with substitution variable, Single
ampersand substitution variables, Double ampersand substitution,
The define command. Extracting data from more than one table,
Product, Join, Equi-join, Nonequi-join, Self join, Outer join, Set
operators, Union, Intersect, Table creation and management, Create
table command, Data types, Alter table statement, Truncate table
statement, Drop table command, Integrity constraints, Primary key
constraint, Foreign key constraint, unique constraint, Check
constraint, Not null constraint, Data manipulation, Insert command,
update statement, Delete command, Transaction control commands,
Commit, rollback, Views, simple view vs. Complex view, The
create view command, Using a view with dml operation.
Practical: Practical of above mentioned contents.
Suggested Readings:
1. Date, C. J. 2006. An introduction to Database Systems, 8th
Edition, Addison Wesley Publishing Company Inc, UK.
2. Elmasri, R., and S. Navathe.2011. Fundamentals of Database
Systems, 6th Edition. Addison Wesley Publishing Company
Inc, UK.
3. McFadden, F. R. and J. A. Hoffer. 2010. Modern Database
Management, 10th Edition. Benjaman Publishing Company
Inc, USA.
4. Philip, J. and J. Joseph. 2011. Concepts of Database
Management. Course Technology, Cambridge,
Massachusetts, United States.
USA.
4. Philip, J. and J. Joseph. 2011. Concepts of Database
Management and Technology, Cambridge Publishers,
Massachusetts, USA.
BM-747 COMPUTER NETWORKING 3(2-1)
Learning Objectives:
After studying this course, the students will be able to:
1. Design a network layout and understand various networking
topologies.
2. Integrating the use of hubs/switches into your networks.
3. Select the best network topology for the particular
environment.
4. Verify that a computer network has been properly configured.
Course Contents:
Elements of data communication, Analog and digital transmission,
Data transmission mode, transmission impairments, Topologies,
Data communication networking, Protocols and protocol
architecture (transmission control protocol/internet protocol, Open
system interconnection model), Guided transmission media,
Unguided transmission, Digital data and digital signal, NIC
encoding techniques, NRZ-l, NRZI, Bipolar ami, Pseudoternary,
Manchester, Differential manchester, Digital data and analog
signals-modem encoding techniques ask, FSK, PSK, QPSK, analog
data and digital signals-coding techniques (PCM, DM), Flow
control techniques, Stop and wait, Error detection, Even and odd
parity check, CRC or FCS, Stop and wait ARQ, Go-back-n ARQ,
Selective-reject ARQ, High-level data link control protocol,
Multiplexing, FDM, stdm, Circuit switching, Switched networks,
Circuit-switching networks, Switching concepts, routing in circuit-
switched networks, Control signalling, Packet switching, Packet-
switching principle, Routing, Congestion control.
Practical: Practical of above mentioned contents.
Suggested Readings:
1. Andrew, S. 2010. Computer Networks, 5th Edition.
Prentice Hall International Inc, USA.
2. Peterson, L. 2009. Computer Networks, 3rd Edition,
Prentice Hall International Inc, USA.
3. Prakash, C. 2004. Data Communication, 7th Edition.
BM-764 COMPUTER NETWORKING 3(2-1)
Learning Objectives
The course provides understanding of computer network design
in order to choose the most appropriate network scheme for an
organization.
Course Contents
Theory
Elements of data communication, Analog and digital transmission,
Data transmission mode, transmission impairments, Topologies,
Data communication networking, Protocol layers and service
models, OSI and Internet protocols, Concepts of delay, security,
and Quality of Service (QoS), Application layer protocols and
client-server model, Sockets, client-server and web server
programs, Reliable data transfer. Stop-and-Go evaluation, TCP and
UDP semantics and syntax, TCP RTT estimation. Principles of
congestion control, Routing, IP semantics and syntax, Link layer,
Error detection, Multiple access protocols, IEEE 802.3 Ethernet,
Switching and bridging, Media Signal strength, Data encoding,
Wireless and mobile networks, Security, threats, cryptography,
authentication, and firewalls, Network management including
SNMP, Network troubleshooting, Sensor networks and Software
Defined Networks.
Practical
Practical of above mentioned contents.
Suggested Readings
1. Andrew, S. 2010. Computer Networks. Prentice Hall
International, NJ, NJ, USA.
2. Kurose, J. and K. Ross. 2016. Computer Networking: A Top
Down Approach. Pearson Publishers, London, UK.
3. Peterson, L. 2009. Computer Networks. Prentice Hall
International, NJ, USA.
4. Prakash, C. 2014. Data Communication and Computer
39
Prentice Hall International Inc, USA.
4. William, S. 2007. Data and Computer Communications,
8th Edition. Prentice Hall International Inc, USA.
Networks. Prentice Hall International, USA.
5. William, S. 2011. Data and Computer Communications.
Prentice Hall International, NJ, USA. BM-748 OPERATING SYSTEM 3(2-1)
Learning Objectives:
After Studying this course, the students will be able to:
1. Understand objectives and functions of modern operating
systems.
2. Identify need for concurrency, Deal with various approaches
for solving the problem of mutual exclusion in an operating
system.
3. Recognize the conditions that lead to deadlock.
4. Compare algorithms used for both preemptive and non-
preemptive scheduling of tasks in operating systems. Course Contents:
Aims of operating system, Overview of various types of systems
(simple batch systems, Multi-programmed batch systems, Time-
sharing systems, Personal computer systems, Parallel systems,
distributed systems, Real-time system), Computer-system
operation, I/O structure, Storage structure, Storage hierarchy,
Hardware protection, common system components and a brief
description of what the responsibilities of an operating system are
with regard to each component, Operating system services, Systems
calls, Process concepts, Process management, process state
transition, PCB, process scheduling, Context switch, Operation on
process, cooperating processes, Undercrosss communication,
Threads, Types of threads, Multithreading models. Process
synchronization, Race conditions, Synchronization, Mutual
exclusion, Critical sections, Solution to the critical section
problems, Synchronization hardware, Semaphores, Deadlock,
Introduction to deadlock, Resource concepts, Necessary conditions
for deadlock methods of handling deadlock, Deadlock prevention,
Deadlock avoidance deadlock detection, Deadlock recovery, Job
and processor scheduling, Introduction to scheduling, Scheduling
levels, Scheduling objectives, Scheduling criteria preemptive vs
non-preemptive scheduling, Scheduling algorithms, Multiple-
processor scheduling, Real-time scheduling. Memory management,
Introduction, memory allocation methods, (single, fixed, variable
partition), Compaction, Logical Vs. Physical address space,
Fragmentation, Paging, Segmentation, Segmentation with paging.
Virtual memory, Introduction to virtual memory, Demand paging,
Page replacement strategies, Thrashing working sets, Page fault,
File system, File concepts, File attribute, File operations, File type,
File structure, Access method, Directory structure, Security,
Security problem, Authentication, Prevention, Program threats,
System threats.
Practical: Practical of above mentioned contents.
Suggested Readings:
1. Andrew, S. 2007. Operating System, 3rd Edition. Prentice Hall
International Inc, USA.
2. Dietel, H. M., and P. Dietel. 2007. Operating Systems, 3rd
Edition. Prentice Hall International Inc, USA.
3. Silberschatz, A. 2010. Operating System Concepts, 8th Edition.
John Wiley and Sons Inc, USA.
4. Stalling, W. 2009. Operating systems, 6th Edition. Prentice Hall
Inc, New Jersey, USA.
BM-765 OPERATING SYSTEM 3(2-1)
Learning Objectives
The aim of this course is to provide understanding of important
components of modern Operation Systems, and to gain in-depth
knowledge of this complex software for better selection and
installation.
Course Contents
Theory
Overview of various types of systems, Computer-system operation,
I/O structure, Storage structure, Hardware protection, Common
system components, Operating system services, Systems calls,
Process management, Inter-process communication, Process
synchronization, Race conditions, Synchronization, Solution to the
critical section problems, Resource concepts, Necessary conditions
for deadlock methods of handling deadlock, Job and processor
scheduling, Introduction to scheduling, Scheduling algorithms,
Multiple-processor scheduling, Real-time scheduling. Memory
management, Compaction, Logical v/s Physical address space,
Virtual memory, Demand paging, Page replacement strategies, File
concepts, File operations, File structure, Directory structure,
Security, Security problem, System threats.
Practical
Practical of above mentioned contents.
Suggested Readings
1. Andrew, S. 2007. Operating System. Prentice Hall
International, NJ, USA.
2. Dahlin, M. And T. Anderson. 2014. Operating Systems:
Principles and Practices. Recursive Book, London, UK.
3. Dietel, H.M., and P. Dietel. 2007. Operating Systems. Prentice
Hall International, NJ, USA.
4. Silberschatz, A. 2010. Operating System Concepts. John Wiley
and Sons Inc, New York, USA.
5. Stalling, W. 2017. Operating Systems: Internals and Design
Principles. Prentice Hall Inc, NJ, USA.
BM-749 EXPERT SYSTEM AND ARTIFICIAL
INTELLIGENCE 3(2-1)
Learning Objectives:
After studying this course, the students will be able to:
1. Understand applications of AI and Expert System.
2. Compare human mind to computer intelligence.
3. Recognize the steps for developing an expert system and
identify the benefits associated with the use of expert
systems.
4. Learn from experience & applying knowledge.
Course Contents:
BM-766 EXPERT SYSTEM AND ARTIFICIAL
INTELLIGENCE 3(2-1)
Learning Objectives
The course aims to provide in-depth knowledge about
applications of Artificial Intelligence and Expert System
especially in the business environment.
Course Contents
Theory
Fundamentals of artificial intelligence, Intelligent machines,
Formal definitions for artificial intelligence, History and evolution
40
Fundamentals of artificial intelligence, What is intelligence,
Intelligent machines, Formal definitions for artificial intelligence,
History and evolution of artificial intelligence, Turing test, areas of
artificial intelligence, Problem solving, Classical approach,
Generate and test, Problem representation, Components of problem
solving, The two-one problem, Searching, Tree and graphs, Depth
first search, Breadth first search, Problems with depth first search
and breadth first search, Progressive deepening, Heuristically
informed searches, Hill climbing, Beam search, Best first search,
Optimal searches, Branch and bound, A procedure, Minimax
procedure, Alpha beta pruning, Natural language processing, Expert
system, Propositional calculus, Predicate calculus, components of
expert system, Designing expert system, Applications of expert
system, knowledge representation, semantic net, transition diagram,
Fuzzy logic.
Practical: Practical of above mentioned contents.
Suggested Readings:
1. Girratano, J. C. 2008. Expert Systems: Principles and
Programming, 4th Edition. Course Technology, U.K.
2. Luger, G. 2009. Artificial Intelligence, 6th Edition. Pearson,
Addison Wesley Publishing Company Inc, U.K.
3. Mishkoff, H.C. 2007. Understanding Artificial Intelligence.
Howard W. Sams and Co. Inc, USA.
4. Russell, S. and P. Norvig. 2009. Artificial Intelligence, A
Modern Approach, 3rd Edition. Prentice Hall, New Jersey,
USA.
of artificial intelligence, Turing test, areas of artificial intelligence,
Problem solving, Classical approach, Generate and test, Problem
representation, Components of problem solving, The two-one
problem, Searching, Tree and graphs, Natural language processing,
Expert system, Propositional calculus, Predicate calculus,
components of expert system, Designing expert system,
Applications of expert system, knowledge representation, semantic
net, transition diagram, Fuzzy logic, Robotics.
Practical
Practical of above mentioned contents.
Suggested Readings
1. Girratano, J.C. 2008. Expert Systems: Principles and
Programming. Course Technology, London, UK.
2. Luger, G. 2009. Artificial Intelligence. Pearson, Addison
Wesley Publishing Company, London, UK.
3. Mishkoff, H.C. 2007. Understanding Artificial Intelligence.
Howard W. Sams and Co., Washington, USA.
4. Norris, D.J. 2017. Beginning Artificial Intelligence. A Press,
Hampshire, UK.
5. Russell, S. and P. Norvig. 2009. Artificial Intelligence, A
Modern Approach. Prentice Hall, NJ, USA.
BM-750 SYSTEM ANALYSIS AND DESIGN 3(2-1)
Learning Objectives:
After studying this course, the students will be able to:
1. Identify Phases for the Development of a System.
2. Understand the concepts of data and process modeling.
3. Identify types of skills necessary to be a successful
systems analyst.
4. Identify alternative approaches for systems
development.
Course Contents:
Overview of information system, System development life cycle
(SDLC) phases, Software development process models, Water fall
model, Prototyping model, Iterative enhancement model, Rad
model and spiral model. Project initiation request, Initial
investigation, Project planning activities including work breakdown
structure, Project evaluation and review technique, Critical path
method, Gantt charts, Requirements analysis, System investigation,
Process modelling, Data analysis, Case tools data flow diagrams,
Entity relationship models, Decision tables and decision trees,
Structured English, Data dictionaries, System specifications,
System design, Detailed design, Input design, Output design,
Report design, Data validation and audit, database design, Design
testing, Coupling, cohesion, Pseudo code, Program flow chart,
Coding, testing, Levels of correctness, Types of testing, Levels of
testing, Test plan, Implementation, installation, Data conversion,
Changeover procedures, Maintenance and its types, Review.
Practical: Practical of above mentioned contents.
Suggested Readings:
1. Bentley, W. D. 2006. Systems Analysis and Design, 7th
Edition. McGraw Hill, USA.
2. Cashman, S. R. 2008. Systems Analysis and Design, 7th
Edition. Thomson Learning, USA.
3. Kendall, K. E. 2010. System Analysis and Design, 8th
Edition. Prentice Hall, New Jersey, USA.
4. Satzinger, J. B. 2011. Systems Analysis and Design, 8th
Edition. Thomson Learning USA.
BM-767 SYSTEM ANALYSIS AND DESIGN 3(2-1)
Learning Objectives
The course aims to provide knowledge about phases for the
development of a system and concepts of data and process
modelling.
Course Contents
Theory
Overview of information system, System development life cycle
(SDLC) phases, Software development process models, Project
initiation request, Initial investigation, Project planning activities
including work breakdown structure, Project evaluation and review
technique, Critical path method, Gantt charts, Requirements
analysis, System investigation, Process modelling, Data analysis,
Case tools data flow diagrams, Entity relationship models, Decision
tables and decision trees, Structured English, Data dictionaries,
System specifications, System design, Detailed design, Input
design, Output design, Report design, Data validation and audit,
database design, Design testing, Coupling, cohesion, Pseudo code,
Program flow chart, Coding, testing, Levels of correctness, Types
of testing, Levels of testing, Test plan, Implementation, installation,
Data conversion, Changeover procedures, Maintenance and its
types.
Practical
Practical of the above mentioned contents and UML.
Suggested Readings
1. Bentley, W.D. 2006. Systems Analysis and Design.
McGraw Hill, NJ, USA.
2. Cashman, S.R. 2014. Systems Analysis and Design.
Thomson Learning, New York, USA.
3. Kendall, K.E. 2012. System Analysis and Design. Prentice
Hall, NJ, USA.
4. Satzinger, J.B. 2011. Systems Analysis and Design.
Thomson Learning, New York, USA.
5. Tilley, S. and H.J. Rosenblatt. 2016. System Analysis and
Design. Course Technology, London, UK.
41
BM-751 BUSINESS LAW AND CORPORATE
GOVERNANCE 3(3-0)
Learning Objectives:
After studying this course students will be able to.
1. Learn legal framework for business and provide the basis for
commercial activity.
2. Understand contract law, employment law, financing,
management of companies.
3. Gain knowledge about highest professional standards of
Corporate Governance.
4. Aware about ethics, ethical conflicts and the role of corporate
governance.
Course Contents:
Introduction to business law, Types of business laws, Law
governing indemnity, Guarantee, Bailment and agency, Types of
partnership: Essential elements of partnership, Registration of
partnership firms, Partnership becoming illegal, Partnership
distinguished from company, Partnership distinguished from
private company, Partnership distinguished from co-ownership,
Partnership agreement, Rights and liabilities of the members of
partnership firm, Personal profit earned by partnership, The
property of the firm, Implied authority of a partnership, Principles
of holding out, Minor as a partner, Reconstitution of a firm,
Dissolution of partnership, Rights and obligations of partners after
dissolution of partnership, Negotiation. Endorsement liabilities of
parties, Payment, discharge from liabilities, Dishonour of
instrument liabilities of parties. Payment, discharge from liabilities.
Dishonour of instrument. Notice and protesting. Acceptance and
payment for honour. Corporate governance, Corporate ethics,
Corporate governance and corporate responsibility, Globalization
and corporate governance, Models of corporate governance,
Mechanisms of corporate governance, Shareholder rights, Equitable
treatment, Responsibilities of shareholders, Minority shareholders’
Protection, Stakeholder protection, Structure and independence of
the board.
Suggested Readings:
1. Cheeseman, H. R. 2009. Business Law: Legal Environment,
Online Commerce, Business Ethics, and International Issues.
Prentice Hall, New York, USA.
2. Emerson, R. W. 2009. Business Law, 5th Edition. Barron
Educational Series Inc., New York, USA.
3. Fernando, A. C. 2009. Corporate Governance: Principles,
Policies and Practices. Pearson Education, India.
4. Miller, R. L. and G. A. Jentz. 2009. Fundamentals of Business
Law: Excerpted Cases. South Western Cengage learning,
USA.
5. Tricker, R. I. and B. Tricker. 2009. Corporate Governance:
Principles, Policies and Practices. Oxford University Press,
U.K.
Deleted
BM-752 CORPORATE STRATEGY 3(3-0)
Learning Objectives:
After studying this course students will be able to.
1. Contribute to the development of corporate strategy by
applying theories and concepts.
2. Understand the role of creativity and innovation for value
creation and competitiveness.
3. Develop initiatives to achieve changes in organizational
culture and behaviour.
4. Analyze normative approaches to the strategic development of
organizational behaviour.
Course Contents:
Introduction to strategy, Components of strategy, Concept of
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42
corporate strategy: organizational purpose and strategic objectives,
The strategic position: analyzing the environment, Resources and
capabilities, Expectations and purposes (corporate governance,
cultural web, etc.), Strategic choices: corporate level strategy,
Business-level strategy, Network level strategy, Directions and
methods of development (alliances, mergers and acquisitions,
diversification, etc.), Strategy implementation: organizing, Strategic
enablers, Strategic change, Corporate strategy: dynamics and
sustainability, Corporate strategy and stakeholders need, Corporate
strategy and finance, Methods of financing and re- financing,
Strategic thinking, Strategy formation, Identifying risk and
measuring performance, Industry context, Organizational context,
International context, Organizational Purpose.
Suggested Readings:
1. Johnson, G. 2008. Exploring Corporate Strategy: Text and
Cases, 7th Edition. Pearson Education, USA.
2. Lynch, R. L. 2006. Corporate Strategy, 4th Edition. Prentice
Hall, USA.
3. Thompson, A. and A. J. Strickland. 2009. Crafting and
Executing Strategy: Text and Readings. Irwin Professional
Publishing, USA.
4. Thompson, A. and A. J. Strickland. 2009. Crafting and
Executing Strategy: The Quest for Competitive Advantage
Concepts and Cases. Irwin Professional Publishing, USA.
BM-753 SMALL AND MEDIUM ENTERPRISES
MANAGEMENT 3(3-0)
Learning Objectives:
After studying this course students will be able to.
1. Aware about business planning process for start-up
organization in SME sector.
2. Understand the mechanism for the management of SME’s.
3. Aware about integration of functional areas of a new
business venture.
4. Understand differences in the SMEs, new ventures and big
organizations.
Course Contents:
History and definition of SMEs, The Regional concept of SMEs,
Small business management and development, SMEs in global and
regional level, The development of SMEs in Pakistan, Government
efforts towards SMEs development, The role of NGOs, Issues and
policy development for SME, Short and medium term issues for
SME, Policy formulation, Long term issues for SME policy,
Business life cycle, Strategic management in SMEs: unit of
analysis, concepts, preconditions, obstacles, The life cycle concept:
stages of development of SMEs and their implications.
Relationships between the factors of strategic development of
SMEs, Types of interventions into development processes of
SMEs and processes for the emergence of adequate interventions in
different phases of the life cycle, Research methods and concepts
for studying the strategic development of SMEs and options for
further research in the field. Innovation Management, Theories of
innovation, Variation of innovation theme, Innovation and SMEs,
Entrepreneurship in a transition context, conceptualizing
entrepreneurship in a transition context, Role of entrepreneurship in
SME, Conclusions and implications for entrepreneurship theory
and policy.
Suggested Readings:
1. Chaston, I. 2009. Entrepreneurial Management in Small
Firms. Sage Publications Limited, USA.
2. Gegax, T. and P. Bolsta. 2007. The Big Book of Small
Business. Collins, U.K.
3. Longenecker, J. G. 2008. Small Business Management:
Launching and Managing New Ventures, 4th Edition. Nelson
Education Limited, Canada.
4. Stokes, D. and N. Wilson. 2010. Small Business
Management and Entrepreneurship 6th Edition, South
Western Cengage Learning, USA.
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43
BM-754 TOTAL QUALITY MANAGEMENT 3(3-0)
Learning Objectives:
After studying this course students will be able to learn.
1. Understanding about theory and practices of Total Quality
Management.
2. Apply the ideas of Total Quality Management to their
organization.
3. Analytical skill to identify useful quality improvement
techniques.
4. How Total Quality Management can be introduced into their
place of work.
Course Contents:
Overview of quality and total quality management (TQM), The
TQM gurus: Crosby, Deming, and Juran, Customer and market
focus, Tools for process management, Leadership and strategic
planning, Process management, The juran trilogy, The PDSA cycle,
Kaizan, Six sigma management and its tools, , Reengineering,
Supplier partnership, Bench making, Pitfalls and criticisms of
benchmarking, Bench marking process, Human resource focus,
Measurement and strategic information management, Information
quality issues, Concept of catch ball, The ISO 9000 standard for
quality management systems, Sector-specific standards, ISO 9001
requirements, ISO 14000 series standards, Concepts of ISO 14001,
Requirements of ISO 14001, Integrating ISO 14000 with ISO 9000,
Global GAP, Failure mode and effect analysis, Total productive
maintenance, Managing quality improvement teams and projects,
Statistical process control, Building and sustaining total quality
organizations.
Suggested Readings:
1. Bagad, V. S. 2008. Total Quality Management. Technical
Publications, India.
2. Besterfield, D. H. and C. B. Michna. 2011. Total Quality
Management, Revised 3rd Edition. Pearson Education,
South Asia.
3. Naagarazan R. S. 2009. Total Quality Management, 3rd
Edition. New Age International (P) Limited Publishers,
New Delhi.
4. Rajaram, S. 2008. Total Quality Management, 2nd Edition.
Dreamtech press, New Dehli, India.
Deleted
BM-755 PROJECT MANAGEMENT 3(3-0)
Learning Objectives:
After studying this course students will be able to learn.
1. Plan a project to ensure successful delivery and stakeholder
satisfaction.
2. Implement risk management techniques and deploy
mitigation strategies.
3. Estimate and schedule task work, duration and costs with
confidence.
4. Implement monitoring tools and controls to keep you fully in
command of the project.
Course Contents:
Introduction to project management, Definition of a project,
Importance of project management, Evolution of project
management systems, Project life cycle, Types of projects, Project
management and related industries, Project initiation and selection,
Developing project network, Identifying & assessing project risk,
Identifying sources of risk, Contingency planning, Change control
management, Project time reduction procedure, Types of project
constraints, Kinds of resource constraints, Resource allocation
method, Critical chain approach, Benefits of scheduling resources,
Multi project resource schedule, Project Organization, Project
management structures, Organizational culture, Implications of
organizational culture for organizing projects, Managing versus
leading a project, Ethics & project management, Managing project
interfaces, Qualities of an effective project manager, Managing
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44
project teams, Building high performance project teams, Managing
virtual project teams, Project team pitfalls, Conflicts and
Negotiation, Project Implementation, Monitoring and Information
Systems, Project control, Project audit process, Team member and
project manager evaluations, Emergence of project driven
organizations, Career paths in project management, Case studies.
Suggested Readings:
1. Brewin, C. 2010. The AMA Handbook of Project
Management, 2nd Edition. American Association
Management, USA.
2. Kerzner, H. 2009. Project Management Case Studies, 3rd
Edition. John Wiley & Sons,USA.
3. Kerzner, H. 2009. Project Management: A Systems
Approach to Planning, Scheduling, and Controlling, 4TH
Edition. John Wiley & Sons, USA
4. Schwalbe, K. 2008. Introduction to Project Management,
2nd Edition. Cengage Learning, USA. BM-756 AGRIBUSINESS MANAGEMENT 3(3-0)
Learning Objectives:
After studying this course, the students will be able to:
1. Understand the basic agribusiness management system.
2. Learn management functions and principles in agribusiness
organizations.
3. Evaluate better marketing, production and logistics decisions
in agribusiness.
4. Identify the issues and challenges faced by agribusiness firms
in Pakistan.
Course Contents:
Agribusiness system and its components, Challenges to
agribusiness, Business decision making, Functions of management:
Planning, Organizing, Directing and controlling, Economics for
agribusiness managers, Forms of business organizations,
Cooperatives in agribusiness, International agribusiness, Principles
of capital budgeting and their application to agribusiness,
Breakeven analysis, Marketing mix, Selling process, Tools for
evaluating marketing decisions, Production planning, Material and
logistics management: Importance of logistics management,
Logistics management functions, Forecasting demand: Master
production scheduling: Production control: Inventory: Distribution,
Technology and operations, Managing organizational structure for
agribusiness, Formal organization, Informal organization, The
functions of human resource management.
Suggested Readings:
1. Akridge, J. T., F. L. Barnard, F. J. Dooley and J. C. Foltz.
2011. Agribusiness Management, 4th Edition. Routledge
Publishers, UK.
2. Beierlein, J. G., K. C. Schneeberger and D. D. Osburn.
2007. Principles of Agribusiness Management. Waveland Pr
Inc. USA.
3. Elliot, J. 2008. Agribusiness: Decisions and Dollars. Delmar
Cengage Learning. New York, USA.
4. Erickson, S. P., J. T. Akridge, F. L. Barnard and W. D.
Downy. 2002. Agribusiness Management. McGraw-Hill
Inc. New York. USA
5. Himanshu, J. R. 2006. Agri Business Management. Vedams
eBooks (P) Ltd, New Dehli, India.
Deleted
BM-757 MARKETING OF AGRICULTURAL PRODUCTS
3(3-0)
Learning Objectives:
After studying this course, the students will be able to:
1. Understand the historical background and approaches to
agricultural marketing.
2. Analysis agricultural marketing management and its trends in
Pakistan.
3. Know the marketing functions and their roles.
BM-768 MARKETING OF AGRICULTURAL
PRODUCTS 3(3-0)
Learning Objectives
The course aims to provide knowledge about the concepts,
principles and approaches relating of marketing of agricultural
products.
Course Contents
Basic concepts of markets and agricultural marketing, Agricultural
marketing system, Marketing system productivity, Approaches to
45
4. Identify the issues and challenges faced by commodity marketing
in Pakistan.
Course Contents:
Historical benchmark in agricultural marketing, Approaches to study of
agricultural marketing, Food marketing management, Structure of
Pakistan’s agriculture, Food manufacturing in Pakistan, Law of markets
areas, Principal trends in food wholesaling and retailing, International
agricultural trade, Pakistan’s food exports and imports, Various form of
competition in food markets, Agri. marketing costs, Decentralization of
food markets, Cooperative agricultural marketing, Role of market
information, Standardization in food industry, Marketing function,
Transportation, Storage and risk management, Commodity marketing
(livestock and meat marketing, Milk and dairy product marketing, Poultry
and egg marketing, Cotton and textile marketing, Fruit and vegetable
marketing).
Suggested Readings:
1. Kohl, R. L. and J. N. Uhl. 2005. Marketing of Agricultural
Products, 9th Edition. Prentice Hall of India Private Limited. New
Delhi. India.
2. Malcolm, B. and J. Makehame. 2006. Farming Game: Agricultural
Management and Marketing. Cambridge University Press. UK.
3. Norwood, F. B. and J. L. Lusk. 2007. Agricultural Marketing and
Price Analysis. Prentice Hall Publishers. India.
4. Rhodes, V. J. and J. L. Dauve. 1998. The Agricultural Marketing
System, 5th Edition. Arizona Holcomb Hathway Publishers. USA.
5. Vercammen, J. 2011. Agricultural Marketing: Structural Models
for Price Analysis, 1st Edition. Routledge Publishers, UK.
the study of agricultural marketing, Agricultural marketing in
Pakistan, Government marketing services, standardization and
grading, agricultural marketing information system, agricultural
extension services and marketing laws and legislation, Agricultural
prices, Agricultural pricing policy in Pakistan, Agricultural
wholesale and retail markets, Commodity marketing and problems,
International agricultural marketing, Challenges and options for
enhancing agricultural exports from Pakistan.
Suggested Readings
1. Ghafoor, A. 2017. Agribusiness Management in Pakistan.
University of Agriculture, Faisalabad, Pakistan
2. Kohl, R.L. and J.N. Uhl. 2005. Marketing of Agricultural
Products. Prentice Hall, New Delhi, India.
3. Krishnamacharyulu, C.S.G. and L. Ramakrishnan. 2011.
Rural Marketing: Text and Cases. Pearson Education,
Bangalore, India
4. Mohy-ud-Din, Q. and H. Badar. 2011. Marketing of
Agricultural Products in Pakistan: Theory & Practice.
Higher Education Commission (HEC), Islamabad,
Pakistan.
5. Norwood, F.B. and J.L. Lusk. 2007. Agricultural
Marketing and Price Analysis. Prentice Hall Publishers,
New Delhi, India.
BM-758 FACTOR PRODUCT MARKETS ANALYSIS
3(3-0)
Learning Objectives:
After studying this course, the students will be able to:
1. Understand the scope of marketing approaches and their
application to agricultural inputs and outputs.
2. Manage the operations of wholesale and retail markets.
3. Analyse the pricing policies of major agribusiness firms.
4. Identify the challenges and policy options in the marketing
management of major agricultural products and inputs.
Course Contents: Importance and composition of agricultural inputs and output in the
economy of Pakistan, Marketing approaches and their application
to agricultural inputs and output, Major marketing functions and
institutions involved in the marketing of major crops, Horticultural
crops, Livestock, Poultry, Forestry and their products, Fertilizers,
Seed and pesticides, Management of wholesale markets of food
grains, Fruits and vegetables, Livestock and poultry, Retail
management and distribution system of major pesticides,
Fertilizers, Seed and other inputs, Major trends, Pricing policies
and sales management of major firms supplying agricultural inputs
in Pakistan. Role and scope of multinational firms operating in
agriculture sector of Pakistan, Challenges and policy options in the
marketing management of major agricultural products and inputs.
Suggested Readings:
1. Kohls, R.L. and J.N. Uhl. 2005. Marketing of
Agricultural Products. Max Well. Macmillan, New York.
USA.
2. Mohy-ud-Din, Q. 1998. Agricultural Marketing. A-One
Publishers, Al-Fazal market, Urdu Bazar, Lahore,
Pakistan.
3. Norwood, F. B. and J. L. Lusk. 2007. Agricultural
Marketing and Price Analysis. Prentice Hall Publishers.
India.
4. Stasko, G. F. 2003. Marketing Grain and Livestock, 2nd
Edition. Wiley-Blackwell Publisher, USA.
5. Vercammen, J. 2011. Agricultural Marketing: Structural
Models for Price Analysis, 1st Edition. Routledge
Publishers, UK.
BM-769 FACTOR PRODUCT MARKETS ANALYSIS
3(3-0)
Learning Objectives
The course aims to provide understanding about the scope of
marketing approaches and their application to agricultural inputs
and outputs.
Course Contents
Agricultural factor product markets, Importance and structure of
agricultural inputs and output markets in Pakistan, Marketing
approaches and their application to agricultural inputs and output,
Major marketing functions and institutions involved in the
marketing, Management of wholesale markets of food grains, Fruits
and vegetables, Livestock and poultry, Retail management and
distribution system of major pesticides, Fertilizers, Seed and other
inputs, Major trends, Pricing policies and sales management of
major firms supplying agricultural inputs in Pakistan. Role and
scope of multinational firms operating in agri. sector, Challenges
and policy options in marketing management of major agricultural
products and inputs.
Suggested Readings
1. Ghafoor, A. 2017. Agribusiness Management in Pakistan.
University of Agriculture, Faisalabad, Pakistan.
2. Mohy-ud-Din, Q. and H. Badar. 2011. Marketing of
Agricultural Products in Pakistan: Theory & Practice.
Higher Education Commission (HEC), Islamabad,
Pakistan.
3. Norwood, F.B. and J.L. Lusk. 2007. Agricultural
Marketing and Price Analysis. Prentice Hall Publishers,
New Delhi, India.
4. Singh, S. 2009. Rural Marketing: Focus on Agricultural
Inputs. Vikas Publishing House Pvt. Ltd. New Delhi,
India.
5. Vercammen, J. 2011. Agricultural Marketing: Structural
Models for Price Analysis, 1st Edition. Routledge
Publishers, London, UK.
46
BM-759 ENTREPRENEURSHIP IN AGRICULTURE
3(3-0)
Learning Objectives:
After studying this course, the students will be able to:
1. Understand the historical background and approaches to
entrepreneurship in agriculture sector.
2. Differentiate between entrepreneurship ventures and
opportunities.
3. Develop entrepreneurship culture in agriculture sector.
4. Identify the issues and challenges faced by agribusiness
centres.
Course Contents:
Characteristics of entrepreneurs, Entrepreneurial mind,
Entrepreneurial opportunities, Innovations and environment in
business sector, Creativity and business ideas, Business plan,
Feasibility and concepts of planning, Entrepreneurship ventures,
Corporate entrepreneurship, Product and services concepts,
Marketing concepts, Marketing strategies and functions, Marketing
plan, Organizational plan, Financial plan and legal issues in
business, Sources of capital, Need for entrepreneurship in
agribusiness sector, Avenues of agribusiness entrepreneurship in
public and private sector, Entrepreneurship development and
strategies for agriculture, Horticulture and livestock sector, Agri-
clinics and agribusiness centers for promoting agricultural
entrepreneurship.
Suggested Readings:
1. Haque, N. 2007. Entrepreneurship in Pakistan. Pakistan
Institute of Development Economics, Islamabad. Pakistan.
2. Hisrich, R., M. Peter and D. Shepherd. 2008.
Entrepreneurship. Erwin McGraw Hill, New York. USA.
3. Holt, D. H. 1992. Entrepreneurship, New Venture Creation,
Prentice Hall, New York. USA.
4. Rajgopal, R. 2004. Agri-business and Entrepreneurship.
Anmol Publications Pvt Ltd. New Dehli. India.
5. Sharma, M.C., R. Tiwari and J. P. Sharma. 2010.
Entrepreneurship in Livestock and Agriculture. CBS
Publishers and Distributors Pvt Ltd., New Delhi. India.
BM-770 ENTREPRENEURSHIP IN AGRICULTURE
3(3-0)
Learning Objectives
The course aims to provide knowledge about the key concepts of
entrepreneurship and their application in agriculture sector.
Course Contents
Entrepreneurship, Characteristics and types of entrepreneurs,
Entrepreneurial approach, Entrepreneurial opportunities,
Innovations and environment in business sector, Entrepreneurship
ventures, Corporate entrepreneurship, Need for entrepreneurship in
agribusiness sector, Avenues of agricultural entrepreneurship in
public and private sector, Entrepreneurship development and
strategies for agriculture, Educational and social entrepreneurship
in agriculture, Entrepreneurship in crop sector, horticulture sector,
livestock sector, dairy sector, forestry and fisheries sector,
Entrepreneurship in agro-based industries, Input markets and
agribusiness centres for promoting agricultural entrepreneurship.
Suggested Readings
1. Alsos, G.A., S. Cater., E. Ljunggren and F. Welter. 2011.
The Handbook of Research on Entrepreneurship in
Agriculture and Rural Development. Edward Elgar
Publisher, Boston, USA.
2. FAO. 2013. Entrepreneurship in Farming (Farm
Management Extension Guide). Food and Agriculture
Organization of the United Nations.
3. Hazell. P.B.R. and A. Rehman. 2014. New Directions for
Smallholders in Agriculture. Oxford University Press,
London, UK.
4. Schmithusen. F., B. Kaiser., A. Schmidhauser., S.
Mellinghoff., K. Perchthaler and A.W. Kammerhofer.
2013. Entrepreneurship and Management in Forestry and
Wood Processing: Principles of Business Economics and
Management Processes. Routledge Publication, London,
UK.
5. Sharma, M.C., R. Tiwari and J.P. Sharma. 2010.
Entrepreneurship in Livestock and Agriculture. CBS
Publishers and Distributors Pvt Ltd., New Delhi, India.
BM-760 WHOLESALE MARKETS 3(3-0)
Learning Objectives:
After studying this course, the students will be able to:
1. Understand the importance of wholesale markets in
agricultural system.
2. Evaluate operations of wholesale markets and its
management bodies.
3. Analyse the operations and regulations governing the
wholesale markets.
4. Identify the challenges and options to manage wholesale
markets and successful.
Course Contents:
Role of wholesale markets in agricultural system of Pakistan,
Functions of wholesale markets, Factors considered for the
establishment of new wholesale markets, Management of wholesale
markets, Type of market ownership, Market management bodies,
Types and functions of market committees, Public and private
organizations involved in the management of wholesale markets,
Management Information System, Information collection,
dissemination and method of financial control, Market operations:
Transaction method including auctions and sale, Rental fees and
charges, Produce handling procedure in the wholesale markets.
Regulating the wholesale markets: Laws governing the wholesale
markets in Pakistan, Licensing, Inspection quality control and
hygiene, Challenges and options to manage wholesale markets,
Case studies of agricultural wholesale markets in Pakistan.
BM-771 WHOLESALE MARKETS 3(3-0)
Learning Objectives
The objective of this course is to provide understanding about
operations of wholesale markets and the regulations governing the
wholesale markets.
Course Contents
Importance and role of wholesale markets in agricultural
development, Functions of wholesale markets, Factors considered
for the establishment of new wholesale markets, Management of
wholesale markets, Market management bodies, Types and
functions of market committees, Public and private organizations
involved in the management of wholesale markets, Management
Information System, Market operations, Transaction method
including auctions and sale, Rental fees and charges, Produce
handling procedure in the wholesale markets. Regulating the
wholesale markets, Laws governing the wholesale markets in
Pakistan, Licensing, Inspection quality control and hygiene,
Challenges and options to manage wholesale markets, Case studies
of agricultural wholesale markets in Pakistan.
Suggested Readings
1. Ghafoor, A. 2017. Agribusiness Management in Pakistan.
University of Agriculture, Faisalabad, Pakistan.
2. Kohls, R.L. and J.N. Uhl. 2005. Marketing of Agricultural
Products. Ninth Edition. Max Well. Macmillan, New
York, USA.
3. Mohy-ud-Din, Q. and H. Badar. 2011. Marketing of
47
Suggested Readings:
1. Kohls, R.L. and J.N. Uhl. 2005. Marketing of Agricultural
Products. Ninth Edition. Max Well. Macmillan, New York,
USA.
2. Mohy-ud-Din, Q. 1998. Agricultural Marketing. A-One
Publishers, Al-Fazal market, Urdu Bazar, Lahore, Pakistan.
3. Scarborough, V. and J, Kydd. 1992. Economic Analysis of
Agricultural Markets: A manual, Natural Resources Institute,
Chatham, UK.
4. Vercammen, J. 2011. Agricultural Marketing: Structural
Models for Price Analysis, 1st Edition. Routledge Publishers,
UK.
Agricultural Products in Pakistan: Theory & Practice.
Higher Education Commission (HEC), Islamabad,
Pakistan.
4. Prescot, J.A. and T. Gladestone. 2013. Wholesale 101: A
Guide to Product Sourcing for Entrepreneurs and Small
Business Owners. McGraw-Hill Education, NJ, USA.
5. Rayner, C. 2013. How to Sell to Retail: The Secrets of
Getting Your Product to Market, Kogan Page Publisher,
London, UK.
BM-761 STRATEGIC AGRIBUSINESS MANAGEMENT
3(3-0)
Learning Objectives:
After studying this course, the students will be able to:
1. Comprehend the nature of strategic management process and
decisions in agribusiness.
2. Learn the agribusiness strategy making hierarchy and types
of strategies.
3. Delineate the factors affecting strategic formulation and
implementation process.
4. Understand the agribusiness strategic control process.
Course Contents:
Nature of strategic management process and decisions in
agribusiness; Agribusiness strategy managers: Their role and tasks,
Agribusiness environment, Internal and external auditing,
Development of vision and mission statements, Setting of goals,
Objectives and targets, Agribusiness strategy-making hierarchy,
Corporate strategy, Functional strategies, Operating strategy,
Factors shaping strategy, Action plan choice: The generic
competitive strategies, strategies choice and analysis; strategy
implementation: Analyzing strategy change, Organizational
structure and culture in agribusiness, Selecting a strategy
implementation approach for agribusiness, Strategic control:
Agribusiness strategic control process and methods of control.
Suggested Readings:
1. Akridge, J. T., F. L. Barnard, F. J. Dooley and J. C. Foltz.
2011. Agribusiness Management, 4th Edition. Routledge
Publishers, UK.
2. David, F. 2008. Strategic Management. Prentice Hall. USA.
3. David, R. F. 2011. Strategic Management: Concepts and
Cases, 13th Edition. Pearson Higher Education Ltd. USA.
4. Harling, K. 2008. Strategic Management in Agribusiness.
Pearson Higher Education and Professional Group, USA.
5. Thompson, A. A. 2004. Strategic Management: Concepts and
Handouts; McGraw Hill, USA.
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New
BM-772 AGRIBUSINESS FINANCIAL MANAGEMENT
3(3-0)
Learning Objectives
The course aims to provide knowledge about fundamental concepts
of agribusiness finance and financial analysis of food and
agribusiness firms.
Course Contents
Introduction Agribusiness Finance, Recoding system for an
agribusiness, Accounting system for an agribusiness firm,
preparation of financial statements for Agribusiness firms.
Application of accounting standards for agriculture, Review of
Financial Statements. Understanding Financial Statements and
Cash Flows, Balance sheet format and classification (e.g., assets,
liabilities, equity) Income statement format and classification,
Statement of cash flows, Evaluating a Firm’s Financial
Performance , Financial Ratios. Financial Forecasting. The Time
Value of Money. Risk and Uncertainty, The Impact of Risk on
Financial Decisions, Portfolio Theory and Diversification, Capital
48
Budgeting and Investment Analysis, Sensitivity analysis and
Scenario analysis, Breakeven analysis, Cost of capital, Capital
Structure: The impact of Risk on Financial Decisions, Business
versus Financial Risk. Mitigating Risk and Uncertainty in
agribusiness.
Suggested Readings
1. Battles, R.W., C. Robert and Thompson. 2009.
Fundamentals of Agribusiness Finance. Blackwell
Publishing, London, UK.
2. Brealey, R., S. Myers, G. Partington and D. Robinson.
2014. Principles of Corporate Finance. McGraw-Hill, NJ,
USA.
3. Hamid, K. and M.Y. Zia. 2017. Financial Management
Practices in Pakistan. University of Agriculture,
Faisalabad..
4. Higgins, R. 2007. Analysis for Financial Management.
McGraw Hill. NJ, USA.
5. Wesley, J.O., R. Graham and C. Graham. 2013. Financial
Management for Agribusiness. Land links Press, Perth,
Australia.
BM-762 AGRICULTURAL PRICE ANALYSIS 3(3-0)
Learning Objectives:
After studying this course, the students will be able to:
1. Understand the price determination and movements over
time in agriculture sector.
2. Estimate market margins and marketing costs in different
market structures.
3. Examine government intervention in pricing policies of
farm products.
4. Learn commodity future markets and case studies.
Course Contents:
Price determination and price discovery, Correction for inflation,
Use of index numbers, Simple linear regression and estimation of
trend, Price movements over time, Measuring cycles, Use of trends
in measuring cycles, Use of moving average in measuring cycles,
Seasonality of prices, Measuring seasonality through simple
average approach and moving average approach, Spatial price
movements, Price movements associated with quality, Supply
demand relationships, Estimation of demand and supply through
multiple graphic correlation and regression analysis, Market
margins and marketing costs, Market structures, Pure competition,
Monopoly and monopsony, Oligopoly and oligopsony, Future
markets, Product quotas and their implications, Price relationships
on commodity futures markets, Functions of commodity futures
markets, Government intervention in pricing farm products and
their implications, Price support programme in Pakistan and its
repercussions.
Suggested Readings:
1. Goodwin, J. W. 1994. Agricultural Price Analysis and
Forecasting, John Wiley and Sons, New York. USA.
2. Niaz, M. S. 1995. Pricing of farm Produce in Pakistan:
Objective, Practices and Experiences. Print Associates
International, Pakistan.
3. Norwood, F. B. and J. L. Lusk. 2007. Agricultural Marketing
and Price Analysis. Prentice Hall Publishers. India.
4. Tomek, W., G. K. L. Robinson. 2003. Agricultural Product
Prices. Cornell University Press. USA.
5. Vercammen, J. 2011. Agricultural Marketing: Structural
Models for Price Analysis, 1st Edition. Routledge Publishers,
UK.
BM-773 AGRICULTURAL PRICE ANALYSIS 3(3-0)
Learning Objectives
The objective of this course is to provide understanding about the
price determination and movements over time in agriculture sector.
Course Contents
Role of prices in agriculture, Price determination and price
discovery, Correction for inflation, Use of index numbers, Simple
linear regression and estimation of trend, Price movements over
time, Measuring cycles, Use of trends in measuring cycles, Use of
moving average in measuring cycles, Seasonality of prices,
Measuring seasonality through simple average approach and
moving average approach, Spatial price movements, Price
movements associated with quality, Supply demand relationships,
Estimation of demand and supply through multiple graphic
correlation and regression analysis, Market margins and marketing
costs, Market structures, Pure competition, Monopoly and
monophony, Oligopoly and oligopsony, Future markets, Product
quotas and their implications, Price relationships on commodity
futures markets, Functions of commodity futures markets,
Government intervention in pricing farm products and their
implications, Price support programme in Pakistan and its
repercussions.
Suggested Readings
1. Ghafoor, A. 2017. Agribusiness Management in Pakistan.
University of Agriculture, Faisalabad, Pakistan.
2. Mohy-ud-Din, Q. and H. Badar. 2011. Marketing of
Agricultural Products in Pakistan: Theory & Practice.
Higher Education Commission (HEC), Islamabad,
Pakistan.
3. Norwood, B. and J. Lusk., 2007. Agriculture Marketing
and Price Analysis. Prentice Hall, NJ, USA.
4. Shepherd, G.S., 2013. Agriculture Price Analysis. Literary
Licensing, LLC Publishers, LA, USA.
5. Vercammen, J. 2011. Agricultural Marketing: Structural
Models for Price Analysis. Routledge Publishers, London,
UK.
BM-763 INTERNATIONAL TRADE IN AGRICULTURAL
COMMODITIES 3(3-0)
Learning Objectives:
After studying this course, the students will be able to:
1. Comprehend the concepts of international trade in
agriculture.
2. Understand various trade models and theories.
BM-774 INTERNATIONAL TRADE IN
AGRICULTURAL COMMODITIES 3(3-0)
Learning Objectives
The course aims to provide knowledge about the concepts and
theories of international trade in agriculture.
Course Contents
Importance of international trade: basic facts and trends in national
and international trade, Mercantilism and domestic economic
49
3. Analyse the foreign exchange market and price adjustment
mechanism in agricultural trade.
4. Observe the effects of international trade of agricultural
commodities for developing countries.
Course Contents:
Importance of international trade, Merchandised trade, Trade in
services, Major agricultural exports and imports of Pakistan, Major
markets for agricultural exports and imports of pakistan, Changing
degree of economic interdependence, Early trade theories,
Mercantilism and domestic economic policies, Adam smith and
absolute advantage, Ricardo model of comparative advantage,
Offer curve and terms of trade, Factor endowment and Heckscher
Ohlin model, Stolper Saumelson theorem and income distribution,
Economic growth and international agricultural trade, Effects and
sources of economic growth, International factor movement in
agricultural trade, Instruments of agricultural trade policy, Tariff,
quota, Non-tariff barriers and their welfare effects, Economic
impact of integration, The foreign exchange market and price
adjustment mechanism in agricultural trade, Arguments for fixed
and flexible exchange rate system, International monetary system,
Past, Present and future, International trade of agricultural
commodities and less developed countries.
Suggested Readings:
1. Appleyard, D. R., A. J. Field and S. L. Cobb. 2009.
International Economics: Trade, Theory and Policy. Richard D.
Irwin. Inc. II. USA.
2. Charbaugh, R. 2009. International Economics. South Western
Cingage Learning.
3. Charles, V. M. 2002. International Trade and World Economy.
Oxford University Press, London. UK.
4. Feenstra, R. C. and A. M. Taylor. 2007. International Trade.
Worth Publishers; 1st edition, USA.
5. Paul R. K. and M. Obstfield. 2002. International Economics.
Prentice Hall, New Jersey, USA
policies, Adam smith and absolute advantage, Ricardian model of
comparative advantage, extension of Ricardian model of
comparative advantage, Economic growth and international trade,
Effects and sources of economic growth, International factor
movement in trade, Instruments of agricultural trade policy, The
foreign exchange market and price adjustment mechanism in
agricultural trade, Arguments for fixed and flexible exchange rate
system, International monetary system, International trade of
agricultural commodities and less developed countries, WTO
implications for agricultural trade from Pakistan.
Suggested Readings
1. Appleyard, D.R., A.J. Field and S.L. Cobb. 2014. International
Economics: Trade, Theory and Policy. Richard D/Irwin Inc.
New York, USA.
2. Feenstra, R.C. and A.M. Taylor 2016. International Trade.
Worth Publishers, FL, USA.
3. Helpman, E. 2011. Understanding Global Trade. Belknap
Press, NJ, USA.
4. Krugman, P.R., M. Obstfeld and M. Melitz. 2014. International
Trade: Theory and Policy. Prentice Hall, NJ, USA.
BM-764 FOOD MARKETING: AN INTERNATIONAL
PERSPECTIVE 3(3-0)
Learning Objectives:
After studying this course, the students will be able to:
1. Comprehend food marketing concepts, structure and
organization.
2. Examine the cultural, political and legal environment in
global food marketing.
3. Learn global food marketing management planning and
organization.
4. Analyse food trade mechanics and logistics.
Course Contents:
Scope and challenges of food marketing, Economics of food
system, Food consumption and buying behaviour, Consumer’s
concerns about food products, Structure and organization of food
system, Food processing and industrial marketing, Cultural
dynamics in assessing international market, business customs and
practices in global food markets, Political and legal environment in
global food marketing, Selecting and reaching target markets, Food
product management and development, Promotion of food products
in the national and international markets, Multinational market
groups, Global food marketing management planning and
organization, Developing four Ps for international markets, Food
trade mechanics and logistics, Financial requirements in
international marketing, risks in global marketing, Commodity
grading system and mechanism, Commodity price risks and future
markets, The development of international agribusiness marketing
plans and case studies from international agribusiness firms.
Suggested Readings:
1. Alli, I. 2011. Food Quality Assurance: Principles and
Practices, Second Edition. CRC Publishing Co. USA.
2. Appleyard, D. R. and A. J. Field, Jr. 1998. International
Economics, Trade theory and policy. 3rd Edition, Richard D.
BM-775 INTERNATIONAL FOOD AND
AGRIBUSINESS MARKETING 3(3-0)
Learning Objectives
The course aims to provide understanding about food marketing
concepts, structure and organizations in an international perspective
.
Course Contents
Scope and challenges of food marketing, Economics of food
system, Structure and organization of food system, Food processing
and industrial marketing, Food product management and
development, Promotion of food products in the national and
international markets, Multinational market groups, Global food
marketing management planning and organization, Food trade
mechanics and logistics, Financial requirements in international
food marketing, Food commodity grading system and mechanism,
Food safety and quality management, Political and legal
environment in global food marketing, Commodity price risks and
future markets, The development of international agribusiness
marketing plans and case studies from international agribusiness
firms. Management practices and problems of firms involved in
exporting and importing.
Suggested Readings
1. Alli, I. 2011. Food Quality Assurance: Principles and
Practices. CRC Publishing, NJ, USA.
2. Bernard, F.L. and J.T. Akridge. 2016. Agribusiness
Management. Routledge Publishers, London, UK.
3. Chen, Y. 2014. Trade, Food Security and Human Rights: The
Rules for International Trade in Agricultural Products and the
Evolving World Food Crises. Ashgate Publisher Company,
Burlington, USA.
50
Irwin, Inc. II. Homewood, Illinois. USA.
3. Kohl, R. L. and J. N. Uhl. 2005. Marketing of Agricultural
Products. 9th Edition. Prentice Hall of India Private Limited.
New Delhi. India.
4. Schaffner, D. J., W. R. Schroder and M. D. Earle. 2003. Food
Marketing: An International Perspective, 2nd Edition. Mcgraw
Hill Publishing Co. New York. USA.
4. Kohl, R.L. and J.N. Uhl. 2005. Marketing of Agricultural
Products. Prentice Hall, New Delhi, India.
5. Schaffner, D.J., W.R. Schroder and M.D. Earle. 2003. Food
Marketing: An International Perspective. McGraw Hill
Publishing, New York, USA.
BM-765 FOOD SAFETY AND QUALITY MANAGEMENT
3(3-0)
Learning Objectives:
After studying this course, the students will be able to:
1. Comprehend the importance and principles of total quality
management in food business.
2. Examine the international and national food quality
management systems.
3. Understand the significance of international food regulations.
4. Evaluate food safety and health standards.
Course Contents:
Principles of total quality management and their application in
ensuring food quality and safety, Role of quality in business, Basics
of total quality management, Leadership, Employee involvement,
Quality culture, Continuous improvement, Customer satisfaction
and performance measurement, Quality function deployment,
Quality management systems, Environmental management systems,
International and national food regulatory systems and development
of scientific basis for food regulations, Salient features of Codex
Alimentarious, International Plant Protection Convention (IPPC),
International Office of Epizootics (OIE), Hazard Analysis and
Critical Control Points (HACCP), Good Agricultural Practices
(GAP), International Featured Standards (IFS) and their
significance in food safety and quality management, Role of
Pakistan Standards and Quality Control Authority (PSQCA) and
Pakistan National Accreditation Council (PNAC) in food safety and
quality management, Food safety and health standards and their
implications for export of high value agricultural food products
from developing countries.
Suggested Readings:
1. Alli, I. 2011. Food Quality Assurance: Principles and Practices,
2nd Edition. CRC Publishing Co. USA.
2. Besterfield, D. H.and C. B. Michna. 2011. Total Quality
Management, Revised 3rd Edition. Pearson Education, South
Asia.
3. Goetsch, D. L. and S. Davis. 2006. Quality Management.
Prentice Hall Inc., USA
4. Schaffner, D. J., W. R. Schroder and M. D. Earle. 2003. Food
Marketing: An International Perspective, 2nd edition. Mcgraw
Hill Publishing Co. New York. USA.
5. The World Bank. 2005. Food Safety and Health Standards;
Challenges and Opportunities for Developing country exports.
Report No. 31207.
BM-776 FOOD SAFETY AND QUALITY
MANAGEMENT 3(3-0)
Learning Objectives
The objective of this course is to provide understanding about the
importance and principles of total quality management in food
businesses.
Course Contents
Key concepts and principles of food safety management, Elements
of food safety management, Principles of total quality management
and their application in ensuring food quality and safety, Employee
involvement, Quality culture, Continuous improvement, Quality
function deployment, Quality management systems, Environmental
management systems, International and national food regulatory
systems and development of scientific basis for food regulations,
Salient features of Codex Alimentarious, International Plant
Protection Convention (IPPC), International Office of Epizootics
(OIE), Hazard Analysis and Critical Control Points (HACCP),
Good Agricultural Practices (GAP), International Featured
Standards (IFS) and their significance in food safety and quality
management, Role of Pakistan Standards and Quality Control
Authority (PSQCA) and Pakistan National Accreditation Council
(PNAC) in food safety and quality management, Food safety and
health standards and their implications for export of high value
agricultural food products from developing countries.
Suggested Readings
1. Alli, I. 2011. Food Quality Assurance: Principles and
Practices. CRC Publishing, Chicago, USA.
2. Besterfield, D.H. and C.B. Michna. 2011. Total Quality
Management. Pearson Education, NJ, USA.
3. Goetsch, D.L. and S. Davis. 2006. Quality Management.
Prentice Hall, NJ, USA.
4. Motarjemi, Y and H. Lelieveld. 2014. Food Safety
Management: A Practical Guide for the Food Industry.
Elsevier Inc. New York, USA.
5. Newslow, D. 2016. Food Safety Management Programs:
Applications, Best Practices and Compliance. CRC Press,
London, UK.
New
BM-777 VALUE CHAIN MANAGEMENT
AND ANALYSIS 3(3-0)
Learning Objectives
The course aims to provide knowledge about dynamics and
principles of value chain management.
Course Contents
The concept of value and value chains, Sources and drivers value
chains, Value chain actors and service providing institutions, Value
chain types, Value chain flows, Value chain governance, Nature
and impact of value chain relationships, Management of value
chain resources, Critical success factors for value chain
management, Value chain constraints, Value chain upgrading, Case
studies of different industries, General tools of value chain analysis,
Prioritizing and mapping the value chains, Qualitative value chain
analysis tools, Analysing options for demand driven upgrading,
Quantitative value chain analysis tools, Analysing costs and
margins, income distribution and employment distribution.
51
Suggested Reading
1. Bozarth. B.C. and B.R. Handfield. 2015. Introduction to
Operations and Supply Chain Management. Pearson
Publishers, NJ, USA.
2. Chandrasekaran, N. and G. Raghuram. 2014. Agribusiness
Supply Chain Management. CRC Press, Taylor and
Francis Group, New York, USA.
3. Collins, R. 2009. Value Chain Management and Post-
harvest Handling: Partners in Competitiveness in
Postharvest Handling: A System Approach Edited by
Wojciech, J. F., R. L. Shewfelt, B. Brueckner and S. E.
Prussia. San Diego, Academic Press, NJ, USA.
4. M4P. 2008. Making Value Chains Work Better for the
Poor: A Tool Book for Practitioners of Value Chain
Analysis. Department for International Development
(DFID), UK.
New
BM-778 CASE STUDIES IN AGRIBUSINESS 3(3-0)
Learning Objectives
The objective of this course to develop structured cases relating to
agribusiness.
Course Contents
Concept of case study, case study as a research method, case study
research: design & methods, pros & cons with case study research
design, key elements for designing and implementing qualitative
case studies, Reviewing and preparing case studies on various agro-
based industries. Suggested Readings
1. Akridge, J.T., F.L. Barnard, F.J. Dooley and J.C. Foltz.
2012. Agribusiness Management. Routledge Publishers,
New York, USA.
2. Beierlein, J.G., K.C. Schneeberger and D.D. Osburn.
2007. Principles of Agribusiness Management, 4th Edition.
Waveland Printing Inc, NJ, USA.
3. Bonanno, A. and L. Busch. 2015. Handbook of the
International Political Economy of Agriculture and Food,
Edward Elgar Publishing, Glasgow, UK.
4. Gill, T.G. (2013). Case studies in agribusiness: An
interview with Ray Goldberg. Informing Science: the
International Journal of an Emerging Transdiscipline, 16,
203-212.
5. Sterns, J.A., D.B. Schweikhardt and H.C. Peterson. 1998.
Using Case Studies as an Approach for Conducting
Agribusiness Research. The International Food and
Agribusiness Management Review, 1(3): 311-327.
BM-766 INDUSTRIAL MARKETING 3(3-0)
Learning Objectives:
After studying this course the students will be able to:
1. Develop an understanding of the nature of business
markets
2. Understand strategies and key theoretical concepts of
business markets.
3. Analyzing business marketing theories
4. Apply theoretical and conceptual models to real life.
Course Contents:
Business marketing management, business marketing strategy,
Procurement function and e-procurement, Ethical business
marketing, Organizational buying process, Customer Relationship
Management (CRM) strategies for business markets, Managing
business marketing channels, Components of Business Model,
Business marketing as network analysis and management, Value
network, business marketing strategies for global markets,
Outsourcing decisions, Nature of industrial goods and services,
Management science in industrial marketing, procurement function,
Material management concept, Sales presentation, two stage
approach of industrial market segmentation, Industrial product life
cycle, New product development process, Managing innovation and
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52
new industrial product development, Marketing R&D interface,
Purchasing management activities and buying strategy, Customer
lifetime value, High-tech marketing, Evaluation supplier
performance by using ‘balanced scorecard’ technique, Vendor
managed inventory system, Earlier supplier involvement program,
managing service for business markets, Characteristics of personal
selling intrapreneurial philosophy, System buying and selling, Role
of e-commerce, Important parts of e-commerce, Supply chain
management, High-tech marketing, Government regulations as a
factor influencing pricing decisions.
Suggested Readings:
1. Brennan, R., L. E. Canning and R. McDowell. 2011.
Business-to-Business Marketing, 2nd Edition. SAGE
publications Pvt. Ltd. Delhi, India.
2. Havaldar , K. Krishna . 2010. Industrial Marketing, 1st
Edition. Mc Graw Hill. USA.
3. Hutt D. M. and T. W. Speh. 2009. Business Marketing
Management: B2B, 10th Edition. Cengage Learning
Inc.USA.
4. Kotler P., W. P. foertsch and I. Michi. 2006. B2B Brand
Management. Springer Inc. Germany.
5. Palanisamy, A. 2010. Industrial Marketing: sales analysis
International Edition VDM Verlag Inc. India.
BM-767 SUPPLY CHAIN MANAGEMENT 3(3-0)
Learning Objectives:
After studying this course the students will be able to:
1. Conceptualize supply chain designs, which are aligned with
business models for manufacturing and service companies.
2. Manage inventory efficiently and pool inventory risks across
time, products, channels, and geography.
3. Design supply chain contracts for effective governance of
supply chain relationships.
4. Evaluate alternate information sharing and lead time
compression strategies, and supply chain coordination
structures.
5. Evaluate alternate information sharing and lead time
compression strategies, and supply chain coordination
structures.
Course Contents:
Supply chain management, New directions in Supply Chain
Management, Formulating supply chain strategy, Agile supply
chain operating environment, Developing supply chain
relationships, Role of distribution in in the supply chain, Demand
flow leadership, Information technologies for supply chain
management, Outsourcing, Risk in the supply chain, Delivering
sustainability through supply chain management, Planning and
managing economies of scale in supply chain, Strategic Decisions
and Business Relationships in a Supply Chain, Business process
analysis, The manufacturing requirement planning II / Enterprise
Resource Planning concept: Business processes and methods,
Material and information flow, Just-in-Time Concept, Time
management and scheduling, Cost estimating, Job order costing,
Activity based costing, Intermodal transportation, Warehouse,
Value chain, Performance measurement and management in the
supply chain, Road transport optimization, Retail logistics, Global
sourcing and supply, Supply chain metrics, Planning and
forecasting, Procurement, Manufacturing, Transportation,
Globalization, customer service, Collaboration, Security and
workforce management, Green supply chains, Business Processes
and methods, Material and information flow, Coordination in a
supply chain, Contemporary case studies.
Suggested Readings:
1. Blanchard, D. 2010. Supply Chain Management: Best
Practicies, 2nd Edition. John Wiley and Sons, Ltd. UK.
2. Chopra, S. and P. Meindl. 2009. Supply Chain Management:
Strategy, Planning and Operation, 4th Edition. Pearson
Deleted
53
Education, USA. 3. Donald, B., D. Closs and M. B. Cooper. 2009. Supply Chain
Logistics Management, 3rd Edition, McGraw Hill Higher
education, USA.
4. Donald, W. 2010. Global Logistics: New Directions in Supply
Chain Management, 6th Edition. Kogan Page Ltd. UK.
BM-768 INNOVATION AND ENTREPRENEURSHIP
3(3-0)
Learning Objectives:
After studying this course the students will be able to:
1. Know what entrepreneurship is and who entrepreneurs are.
2. Configure the main characteristics of an entrepreneur
3. Understand entrepreneurship as an important component in
the process of economic development
4. Learn theories of entrepreneurship and creation of new
venture
Course Contents:
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 and concepts 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 for new ventures,
Marketing concepts, Start-up of marketing research, Market
focused on organization, Sources of market intelligence,
Competitive analysis and implications of market research,
Marketing strategies and functions and product concepts, 4 P’s,
Making marketing plan, Changing international ventures,
Entrepreneurial team and business formation: Human resource and
relations, Legal aspects, Acquiring a business, Evaluation of
acquisition opportunities and methods of valuation, Financial
resources and asset management, Different types of financing, Buy
or lease, Organization cycle and growth of organization, Strategic
management for success of enterprise, Looking towards
entrepreneurial career.
Suggested Readings:
1. Dollinger, M. 2007. Entrepreneurship: Strategies and
Resources. Prentice Hall, Inc. New York. USA.
2. Hisrich, R. and M. Peters. 2009. Entrepreneurship, 8th
Edition, McGraw-Hill. USA.
3. Michael, E. G. 2010. Entrepreneurship 101, 2nd Edition,
John Wiley and Sons Inc. USA.
4. Naqi, S. M. 2010. Entrepreneurship, A Recipe for
Economic Development, 4th Edition. A-One Publishers,
Lahore, Pakistan.
5. Zimmer, T. and N. Searborough. 2008. Essentials of
Entrepreneurship with Business Plan. Prentice Hall, New York.
USA.
Deleted
BM-769 CONSUMER BEHAVIOUR AND MARKETING
RESEARCH 3(3-0)
Learning Objectives:
After studying this course the students will be able to:
1. Configure the knowledge of
2. Understand the concepts and practice of marketing research
on consumer behaviour.
Deleted
54
3. Conduct a research study and writing a research report,
which enhances their knowledge, skills, and abilities as
marketing practitioners.
4. Exercise real life marketing research project on consumer
markets, which also develops students' ability to work in
teams.
Course Contents:
Understanding consumer behaviour characteristics, Research on
consumer behaviour and purchasing decisions, A general model of
consumer behaviour research process, Ethics in consumer
research, The human perception process, Measurement of belief,
Cognition and memory, Measurement of awareness,
Measurement of retention, Effects of other internal process on
perception and marketing tactics, Affects on consumer choice or
preferences, Types of segmentation, Future of segmentation and
positioning, Theory and application of consumer and industrial
buying behaviour, Organization/customer decision making
process, Impact of internal psychological factors affecting the
decision making process including perception, decisions such as
demographics, Culture, Family, Intra and inter organizational
influences and publics/government regulations, Consumer post
purchase dissonance and strategies to handle it, Cross cultural
consumer behaviour, Consumer influence and diffusion of
innovations, Research design, Different marketing challenges,
Impact of marketing actions on consumer choices, Competitive
positions of brands, Efficient sequence of open and close ended
questions to use for studying consumer trends, Consumer research
paradigm, combining quantitative and qualitative research
findings, Trade area analysis for retailers, Data analysis and
reporting research findings, Emphasis on group projects and
individual academic research.
Suggested Readings:
1. Hawkins, B. C. 2008. Consumer Behaviour, 7th Edition,
McGraw Hill, New York, USA.
2. Malhotra, K. 2008. Marketing Research, 6th Edition.
Pearson Education, Inc. India.
3. Schiffman, L. 2010. Consumer Behaviour, 9th Edition,
McGraw Hill, New York. USA.
4. Solomon, Z. and A. Polegato. 2009. Consumer Behaviour:
Buying, Having and Being. 4th Edition, Prentice-Hall, USA.
5. Wanke, M. 2009. Social Psychology of Consumer
Behaviour. Taylor and Francis Publishers Group, New
York, USA.
BM-770 GLOBALIZATION AND TRADE
DEVELOPMENTS 3(3-
0)
Learning Objectives:
After studying this course the students will be able to:
1. Have a good understanding of globalization, its drivers and
related policy issues at national and multilateral levels.
2. Examine the roles of states, markets, and other actors in
globalization policy.
3. Gain practical insight of application of international trade
theories and models to real world case studies
4. Understand latest trade developments and their impacts on
Pakistan’s economy and local business.
Course Contents:
An overview of globalization and its evolution; Drivers of
globalization and their impacts; the perspectives of developing
and developed countries towards globalization; Policy debates on
globalization; Review of the theories and the political economy of
international trade: The global trade patterns; Country
specializations in production and exports; Trade policies and their
role in economic growth and development; Application of trade
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55
theories and models; Contemporary trade policy issues: dumping,
outsourcing and off shoring, and the global financial crisis;
Changes in the global trading system; Global and regional
economic integration; The World Trade Organization (WTO):
developing and developed countries perspectives, disputes
settlement mechanism, rules, procedures, case studies; Free trade
agreements; Policy prescriptions for the reform of the global
financial and trade institutions.
Suggested Readings:
1. Hill, C.W.L. 2013. Global Business Today, McGraw-
Hill/Irwin, USA
2. Bhagwati, J. 2007. In Defense of Globalization, Oxford
University Press, UK.
3. Joseph E. Stiglitz, J.E. 2007. Making Globalization Work.
W. W. Norton & Company.
4. Appleyard, D. R., A. J. Field and S. L. Cobb. 2006.
International Economics: Trade, Theory and Policy. Richard
D. Irwin. Inc. II.
1. Scott, J. 2000. WTO: 1996-2000, Setting the
Course for World Trade, Policy Analysis in International
Economics. Institute for International Economics.
Washington D.C.
BM-771 CHANNEL AND SALES FORCE
MANAGEMENT 3(3-0)
Learning Objectives:
After studying this course the students will be able to:
1. Identify who are the sales persons and their importance in
distribution channel, distribution channel structure,
arrangement and classification.
2. Conceptualize supply chain strategies, Designing
distribution network, Gaining competitive advantage
through logistics.
3. Learn the roles of suppliers, Whole-sellers, Distributors,
Retailers, Agents and logistics
4. Understand about wheel of retailing and audit, Sales force
management, Selling process, Formulation of strategic sales
program, Implementation of sales program.
Course Contents:
Marketing channel structure, Channel arrangement classification,
Channel conflicts and their resolution, Importance of sales force in
channels of distribution, Understanding supply chain process,
View of supply chain strategies, Designing distribution network,
Gaining competitive advantage through logistics, Service driven
logistics systems, Supplier and distributor benchmarking, Roles of
suppliers, Wholesalers, Distributors, Retailers, Agents and
logistics, Understanding the performance gaps, Role of
information technology in logistics and supply chain management,
Inventory management, Enterprise resource planning, Integrated
supply chain process, Logistic renaissance, Barriers to internal
integration, Supply chain management, Managing store and non-
store retailing, Wheel of retailing and audit, Sales force
management, Selling process, Formulation of strategic sales
program, Implementation of sales program, Sales territories, Sales
quotas, Motivating and compensating sales force structure, Sales
force size, Recruiting, Selecting, Training and supervising sales
representatives, Distributive network relations, The sales
organization, Setting personal selling objectives, Managing
expenses of sales personnel, Sales meetings and sales contests,
Controlling sales personnel.
Suggested Readings:
1. Cheveron, P. 2008. Key Account Management: Tools and
Techniques for Achieving Profitable Key Supplier Status, 4th
Edition. Kogan Page Inc. London. UK.
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56
2. Harrison, A. and R. V. Hoek. 2011. Logistics Management
and Strategy: Competing through the Supply Chain, 4th
Edition. Pearson Education Limited, U.K.
3. Panda, T. K. and S. Sahadev. 2005. Sales and Distribution
Management: Oxford University Press. U.K.
4. Rogers, B. 2011. Rethinking Sales Management: A Strategic
Guide for Practitioners. John Wiley and Sons Inc. USA.
New
BM-779 AGRIBUSINESS POLICY AND POLITICAL
ECONOMY 3(3-0)
Learning Objectives
The course aims to provide in-depth knowledge about the
agribusiness policy in global context and institutional and legal
arrangements for agribusiness policies.
Course Contents
Political economy and rationale of agribusiness policies; theories of
government intervention in markets and role of private sector;
lessons from past agribusiness policies in Pakistan: social, economic
and business impact, successes and failures; institutional and legal
arrangements for agribusiness policies, role of federal agencies and
provincial departments in policy formulation, implementation,
evaluation and communication; selected issues- agricultural inputs,
resources allocation and utilization at farms, procurement and
pricing, agricultural marketing; decent work deficit and agribusiness
policies; agribusiness policy and domestic market developments;
standards and agribusiness policies; rent seeking, financing and risk
protection; GMOs and agribusiness policy; agribusiness policies in
global context, competitiveness and international trade. Some case
studies in agribusiness policies in Pakistan.
Suggested Readings
1. Bonanno, A. and L. Busch. 2015. Handbook of the
International Political Economy of Agriculture and Food,
Edward Elgar Publishing, London, UK.
2. Knutson, R.D., J.B.L. Penn and B.L. Flinchbaugh. 2006.
Agricultural and Food Policy, Washington, USA.
3. OECD. 2017. Agricultural Policy Monitoring and
Evaluation, OECD Publishing, Paris, France.
4. Schmitz, A. 2010. Agricultural Policy, Agribusiness, and
Rent-Seeking Behaviour, University of Toronto Press,
Canada.
New
BM-780 GLOBAL VALUE CHAIN DYNAMICS
AND DEVELOPMENTS 3(3-0)
Learning Objectives
The course aims to provide in-depth understanding of global value
chains and their dynamics and strategies for their development.
Course Contents
Concepts and theories within Global Value Chain (GVC), Types of
GVCs, Analytical tools (mapping of GVCs and main actors,
commercial analysis, context analysis, risk analysis), Governance of
GVCs, Financing of GVCs, Context, stakeholder and commercial
analysis; Analyzing successful and less successful value chains,
Analysis of well-functioning value chains, The role of development
assistance in supporting value chains, Evaluating the impact of value
chains, Formulation of GVC action plans and their implementation,
GVCs and trade policy interactions, The World Trade Organization
(WTO); Free Trade Agreements (FTAs), Bilateral Investment
Treaties (BITs), Free Trade Zones (FTZs) and GVCs; National and
regional dimensions of GVCs, Case studies of GVCs of Pakistan.
Suggested Readings
1. Baldwin, R. 2016. The Great Convergence. Harvard
University Press. USA.
2. Elms, D.K. and L. Patrick. 2013. Global Value Chains in a
Changing World. The World Trade Organization and
57
Temasek Foundation, USA.
3. Gereffi, G. and K. Fernandez-Stark. 2016. Global Value
Chain Analysis: A Primer. Duke University, Centre on
Globalization, Governance & Competition, UK.
4. OECD/WTO/World Bank. 2014. Global Value Chains:
Challenges, Opportunities and Implications for Policy.
http://www.oecd.org/tad/gvc_report_g20_july_2014.pdf
5. Taglioni, D. and D. Winkler. 2016. Making Global Value
Chains Work for Development. The World Bank
Publications, USA.
New
BM- 781 ADVANCES IN SUPPLY CHAIN
MANAGEMENT 3(3-0)
Learning Objectives
The course aims to provide in-depth understanding relating to supply
chain drivers, metrics and network design decisions in supply chain.
Course Contents
Contemporary developments in the discipline of supply chain
management, Supply chain theory and strategic sense; Supply chain
partnership: why should a firm wish to partner with my firm, what
are different types of relationships exist in supply chain; Product and
financial flow: Driving profitability via analytics-based value chain
segmentation, Lean approach for efficient supply chain management
system, Triple AAA supply chain; Supply chain Governance:
Building chain relationships, Power and Collaboration, Power, Value
and Supply Chain Management, the art of the possible management
in power regimes and supply chains, understanding the meaning of
collaboration in the supply chain. Supply chain and e-businesses;
Review of Case studies in the relevant industries.
Suggested Readings
1. Anthony, J.D. 2001. Supply Chain Management: Fad, Panacea or Opportunity? University of Queensland,
Brisbane, Australia.
2. Chopra, S. and P. Meindl. 2016. Supply Chain
Management: Strategy, Planning, and Operation. Pearson
Publishers, NJ, USA.
3. Pagano, A.M. and M. Gyimah. 2017. Contemporary Issues
in Supply Chain Management and Logistics. Business
Expert Press, London, UK.
4. Stadtler, H., C. Kilger and H. Meyr. 2014. Supply Chain
Management and Advanced Planning: Concepts, Models,
Software and Case Studies. Springer Publishers, Singapore.
New
BM-782 ADVANCES IN MARKETING MANAGEMENT
3(3-0)
Learning Objectives
The course aims to provide in-depth knowledge about management
practices in marketing and practical applications of marketing
management theories.
Course Contents
Comprehensive and integrative knowledge of marketing
management, Application of marketing management theories, The
forms of problems encountered and marketing management decision
making, The impact of technology on marketing opportunities,
Market segmentation and selection of target markets, Positioning
and value preposition of products, Estimating demand, Product
policy, Setting prices, Gaining access to channels, Strategy
development, Decision making, Implementation and control,
Substantially developing student’s ability to think critically their
analytic reasoning skills through contemporary case studies and
research projects.
Suggested Readings
1. Baker, M.J. and S.J. Hart. 2016. The Marketing Book.
Butterworth-Heinemann Publications, NJ, USA.
2. David, A. 2010. Strategic Market Management. John Wiley
International, Birmingham, UK.
3. Doyle, P. 2010. Marketing Management and Strategy.
58
Prentice-Hall, NJ, USA.
4. Lacobucci, D. 2017. Marketing Management. South-
Western College Publishers, New York, USA.
5. Orr, L.M. 2014. Advanced Sales Management Handbook
and Cases: Analytical, Applied and Relevant. Routledge
Publishers, London, UK.
New
BM-783 ADVANCES IN AGRIBUSINESS MARKETING
3(3-0)
Learning Objectives
The course aims to provide in-depth knowledge about conceptual
and comparative operations and theoretical issues in agribusiness
marketing theory.
Course Contents
Agribusiness marketing system, Characteristics of viable methods
for tracing rapid market changes, Political economy of agribusiness
marketing, Agribusiness marketing in developing countries, Building
institutions for the markets, Collective politics of food grains, fruits
and vegetables markets, The economics of agribusiness marketing,
The economics of collective action in agribusiness marketing,
Conceptual and theoretical issues in agribusiness marketing theory,
the performance criteria in agribusiness marketing, E-agribusiness
marketing, Adequacy of marketing statistics for agriculture, Food
systems and their performance in agricultural markets of developing
countries, Branding and agricultural value chains, Issues in the
export of agricultural commodities under WTO regime.
Suggested Readings
1. Ghafoor, A. 2017. Agribusiness Management in Pakistan.
University of Agriculture, Faisalabad
2. Kohls, R. 2015. Marketing of Agricultural Products.
Pearson Publishers, New Delhi, India.
3. Schlosser, E. 2012. Fast Food Nation: The Dark Side of the
All-American Meal. Mariner Books, Texas, USA.
4. Vercammen, J. 2011. Agricultural Marketing: Structural
Models for Price Analysis. Routledge Publishers, London,
UK.
5. Wierenga, B., A.V. Tilburg., K.G. Grunert., J.E.M.
Steenkamp and M. Wedel. 2012. Agricultural Marketing
and Consumer Behaviour in a Changing World. Springer
Publisher, NJ, USA.