1

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

Deleted

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.

Deleted

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.

Deleted

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

Deleted

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.