SEMESTER-III

BACHELOR OF MANAGEMENT STUDIES

DEPARTMENT OF FINANCE AND BUSINESS ECONOMICS,
Faculty of Applied Social Sciences and Humanities
Category I

DISCIPLINE SPECIFIC CORE COURSE -7 (DSC-7) – : INTRODUCTION TO BUSINESS

ANALYTICS

CREDIT DISTRIBUTION, ELIGIBILITY AND PRE-REQUISITES OF THE COURSE

Course title & Code Credits Credit distribution of the course Eligibility Pre-requisite of the
Lecture Tutorial Practical/ criteria course
Practice (if any)
Introduction to Business 4 3 0 1 Class XII Basics of Statistics
Analytics (DSC 7)

Learning Objectives
● Familiarise students with basics of predictive and prescriptive analytics in order
to solve some business problems using different types of data
● Students should be able to solve business problems, analyse data sets using
various relevant statistical software packages, and interpret and effectively
communicate the results

Learning outcomes
On successful completion of the course the learner will be able to:
● Understand fundamental concepts in machine learning
● Build basic models in statistical software
● Interpret results
● Compare results of different models to select the best fit
● Drive business decisions using model output

SYLLABUS OF DSC-7
Unit 1: Introduction to Business Analytics and Descriptive Analytics (14 hours)
Introduction to Business Analytics: Role of Analytics for Data Driven Decision Making; Types:
Descriptive Analytics, Predictive Analytics, and Prescriptive Analytics. Introduction to the concepts
of Big Data Analytics, Web and Social Media Analytics. Overview of Machine Learning Algorithms.
Introduction to relevant statistical software packages and carrying out descriptive analysis through it.

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Unit 2: Predictive Analytics 1 (9 hours)
Simple Linear Regression: Estimation of Parameters, validation of simple linear regression model,
Coefficient of determination, Significance tests, Residual analysis, Confidence and Prediction
intervals.
Multiple Linear Regression: Interpretation of Partial regression coefficients, working with
categorical variables, Multi-collinearity and VIF, Outlier Analysis, Auto-correlation, transformation
of variables, variable selection in regression model building.

Unit 3: Predictive Analytics 2 (9 hours)

Logistic and Multinomial Regression: Logistic function, Estimation of probability using logistic
regression, Omnibus Test, Wald Test, Hosmer Lemshow Test, Pseudo R Square. Model
Performance: Classification table (sensitivity, specificity, accuracy paradox, precision, F score),
Gini coefficient, ROC, AUC, methods for determining the optimal cutoff probability.

Unit 4: Machine Learning Models (13 hours)

Decision Trees: Introduction, Chi-Square Automatic Interaction Detection, Bonferroni Correction,
Classification and Regression Tree, Gini Impurity Index, Entropy, Cost based splitting Criteria,
Ensemble Methods, Random Forest.
Clustering: Introduction, Distance and Dissimilarity measures used in clustering, Quality and
Optimal Number of clusters, Clustering Algorithms, K-Means clustering, Hierarchical Clustering.

Practical component (30 hours)

Practical Exercises:
1. Prepare and import data (financial data of companies, macroeconomic data, primary data
collected through questionnaires). Calculate and interpret descriptive statistics on R/Python.
2. Perform simple OLS regression on R/Python and interpret the results obtained.
3. Test the assumptions of OLS (multicollinearity, autocorrelation, normality etc.) on R/Python.
4. Perform regression analysis with categorical/dummy/qualitative variables on R/Python.
5. Perform probabilistic regression models (logit and probit) along with validation tests and
classification table on R/Python.
6. Apply and interpret the results of decision trees and clustering models on R and Python.

Essential/recommended readings
1. Business Analytics: The Science of Data Driven Decision Making, First Edition (2017), U
Dinesh Kumar, Wiley India.

Suggestive readings
1. Introduction to Machine Learning with Python, Andreas C. Mueller and Sarah Guido, O'Reilly
Media, Inc.
2. Data Mining or Business Analytics – Concepts, Techniques, and Applications in Python.
GalitShmueli, Peter C. Bruce, Peter Gedeck, and Nitin R. Patel. Wiley.
3. Relevant Case Studies from different functional domains of business to be used while covering
the Predictive Analytics and Machine Learning models. Following Case Studies may be taken
up along with the course topics:
■ Merton Truck Company (HBS Case).

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 ■ Supply Chain Optimization at Madurai Aavin Milk Dairy (IIMB Case).
■ Red Brand Canners (Stanford Case); Managing Linen at Apollo Hospitals (IIMB Case).

Note: Examination scheme and mode shall be as prescribed by the Examination Branch,
University of Delhi, from time to time.

DISCIPLINE SPECIFIC CORE COURSE – 8 (DSC-8): MACROECONOMICS

Credit distribution, Eligibility and Prerequisites of the Course

Course title & Code Credits Credit distribution of the course Eligibility Pre-requisite of
Lecture Tutorial Practical/ criteria the course
Practice (if any)
Macroeconomics 4 3 1 0 Class XII Basic
(DSC 8) Microeconomics

Learning Objectives
● Determination of and linkages between major economic variables; level of output and prices,
inflation, interest rates and exchange rates.
● The course is designed to study the impact of monetary and fiscal policy on the aggregate
behaviour of individuals.

Learning Outcomes
On successful completion of the course the learner will be able to:
● Understand the determination of key macroeconomic variables.
● Describe models of determination of equilibrium outputs, prices and rate of interest.
● Analyse the role of the Government in an economy and examine how it uses its fiscal and
monetary policy to influence macroeconomic variables.
● Explain the working of an open economy

SYLLABUS OF DSC- 8
Unit 1 (6 hours)
Basic understanding of Ancient Indian Economy, Wealth and its various aspects as per Vedic
Philosophy; Kautilya’s view on Ways of Financial Management and Economic Governance,
Proposition of Welfare states and Good Governance by Kautilya as the foundation of strong Indian
Economy; Relevance of Kautilya’sArthsashtra in making of modern and advanced India.
Unit 2 (18 hours)
Classical theory of income and employment: Quantity Theory of Money–Cambridge version,
Classical aggregate demand curve, Classical theory of interest rate, effect of fiscal and monetary
policy.

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Simple Keynesian model: goods and money market equilibrium, changes in equilibrium, multiplier,
effect of fiscal and monetary policy; IS-LM model: properties of IS-LM curves, factors affecting the
position and slope of IS-LM curves, determination of equilibrium income and interest rates, effect of
monetary and fiscal policy; slopes of IS-LM curves and effectiveness of fiscal and monetary policies.
Unit 3 (9 hours)
Inflation: meaning; demand and supply side factors; natural rate theory; monetary policy-output and
inflation (monetarist view); Phillips curve: short run and long run.
Unit 4 (12 hours)
Brief introduction to Balance of Payment (BOP) account; market for foreign exchange and exchange
rate; monetary and fiscal policy in open economy; Mundell Fleming model: perfect capital mobility
and imperfect capital mobility under fixed and flexible exchange rate.

Essential/recommended readings
1. Froyen, R. P. (2011): Macroeconomics-theories and policies (8th Edition). Pearson.
2. Dornbusch and Fischer (2010): Macro economics (9th Edition).Tata McGraw Hill.N
3. Gregory Mankiw (2010). Macro economics (7th Edition).Worth Publishers
4. Kautilya’sArthashastra-The way of Financial management and economic governance
(2012)(6th Edition ) Jaico Publishing House

Note: Examination scheme and mode shall be as prescribed by the Examination Branch,
University of Delhi, from time to time.

DISCIPLINE SPECIFIC CORE COURSE– 9 (DSC-9): ORGANISATIONAL BEHAVIOUR

Credit distribution, Eligibility and Pre-requisites of the Course

Course title & Code Credit Credit distribution of the Eligibility Pre-
s course criteria requisite of
Lecture Tutoria Practical the course
l / (if any)
Practice
Organisational 4 3 1 0 Class XII None
Behaviour
(DSC 9)

Learning Objectives
● Course presents an integrated view of human behaviour in organisations.
● Building understanding of individual and group behaviour at work for improving the effectiveness
of organisations.

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Learning outcomes
On successful completion of the course the learner will be able to:
● Understand the importance of Organisational Behaviour as a field of study.
● Understand the role of Perception, personality and learning in explaining Individual behaviour
and to apply different motivational theories and leadership styles to increase the productivity and
job satisfaction of employees.
● Understand the foundations of group behaviour and the framework for
organisational change and development.
● Identify methods to enhance individual and Organisational wellbeing and resolve organisational
problems.

SYLLABUS OF DSC-9
Unit 1: Core Concepts in OB in Managing Individual Behaviour (12 hours)

Conceptual Foundations and Importance of organizational Behaviour. Perception and Attribution:

Concept, Factors affecting Perception, Attribution theory, Perceptual Organization and Errors in
Perception. Personality: Concept, Factors affecting personality and Theories. Learning: Concept and
Theories of Learning, Concept of Reinforcement, Schedules of Reinforcement.

Unit 2: Motivation at work, Interpersonal relations & Change Management (12 hours)
Motivation: Concepts and their application, Content theories (Maslow, McClelland and Herzberg’s
Theories); Process theories (Expectancy theory, Equity theory). Analysis of Interpersonal
Relationship: Transactional Analysis, Johari Window. Organisational Change: Concept, Resistance
to change, managing resistance to change, Kurt Lewin Theory of Change.

Unit 3: Leadership and Group Processes (9 hours)

Leadership: Trait Approach, Behavioural theories (Ohio and Michigan State Studies, and Blake &
Mouton’s Managerial grid), and Contingency theories (Fiedler’s Contingency Model, Hersey &
Blanchard’s Situational Leadership Model) Contemporary Leadership issues: Charismatic,
Transactional and Transformational Leadership. Groups and Teams: Definition, Stages of Group
Development, Group Processes-Group Cohesiveness, Group Think, Group Shift.

Unit 4: Managing Conflict and Enhancing Wellbeing (12 hours)

Organisational Power and Politics: Concept, Sources of Power, Tactics to gain power in
Organizations. Nature of organisational politics. Conflict: Concept, Sources, Types, Stages of
conflict, Management of conflict. Well-being at Work: Importance and Impact of employee
emotions and emotional intelligence in organisations. Work stress and its management.

Essential/recommended readings
1. Stephen P. Robbins, T. A. (2016). Organisational Behavior. Pearson.=’
2. Aswathappa, K., & Reddy, G. S. (2009). Organisational behaviour (Vol. 20). Mumbai:
Himalaya Publishing House
3. Luthans Fred, Organisational Behaviour, Tata Mc Graw Hill.

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 4. Singh Kavita, Organisational Behaviour, Pearson.

Suggestive readings
1. Greenberg Jerald and Baron Robert A.: Behavior in Organisations: Understanding and
Managing Human side of work, Prentice Hall of India

Note: Examination scheme and mode shall be as prescribed by the Examination Branch,
University of Delhi, from time to time.

DISCIPLINE SPECIFIC ELECTIVE – MARKETING (DSE-1)

DSE 1: RETAIL MANAGEMENT

Credit distribution, Eligibility and Pre-requisites of the Course

Course title & Code Cre Credit distribution of the Eligibility Pre-requisite of
dits course criteria the course
Lectu Tutori Practic
re al al/
Practic
e
Retail Management (DSE 1) 4 3 1 0 Class XII Basics of
marketing

Learning Objectives
● Understand the concept and characteristics of retailing, emerging trends, and the evolution
of the Indian retail industry.
● Gain knowledge about store location selection and store planning, including trading area
analysis, site selection, store design and layout, and effective retail space management.
● Develop an understanding of retail marketing and merchandising, including retail marketing
mix, advertising and sales promotion, CRM, buying organization formats and processes,
merchandise planning, and pricing strategies.
● Acquire knowledge about the various elements/components of retail store operation, store
administration, inventory management, customer service, store maintenance, and store
security.

Learning Outcomes
On successful completion of the course the learner will be able to:
● Describe the concept and characteristics of retailing and explain the emerging trends and
evolution of the Indian retail industry.
● Analyze the characteristics of trading areas and evaluate different types of store locations
based on the trading area analysis.

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● Develop a retail marketing plan that includes the retail marketing mix, advertising and sales
promotion strategies, store positioning, and CRM strategies.
● Formulate pricing objectives, strategies, and types of pricing based on external factors that
impact a retail price strategy.
● Recognize and understand the operations-oriented policies, methods, and procedures used
by successful retailers in today’s global economy.

SYLLABUS OF DSE 1
Unit 1: Introduction to Retailing and Retail Formats (12 hours)
Introduction to Retailing: Definition, Characteristics, emerging trends in retailing, Evolution of
retailing in India, Factors behind the change of Indian retail industry. Retail Formats: Retail
institutions by ownership, Retail institutions by Store-Based Strategy Mix, Web, Non-store based,
and other forms of Non-traditional Retailing.

Unit 2: Choosing a Store Location and Store Planning (12 hours)

Choosing a Store Location: Trading-Area analysis, characteristics of trading areas, Site selection,
Types of locations, location and site evaluation. Store Planning: Design & Layout, Retail Image Mix,
effective retail space management, floor space management.

Unit 3: Retail Marketing (12 hours)

Retail Marketing: Retail Marketing Mix, Advertising & Sales Promotion, Store Positioning, CRM.
Retail Merchandising: Buying Organization Formats and Processes, Devising Merchandise Plans,
Shrinkage in retail merchandise management, Markup & Markdown in merchandise management.

Unit 4: Merchandise Pricing and Retail Operations (9 hours)

Merchandise Pricing: Concept of Merchandise Pricing, Pricing Objectives, External factors affecting
a retail price strategy, Pricing Strategies, Types of Pricing. Retail Operation: Elements/Components
of Retail Store Operation, Store Administration, Store Manager – Responsibilities, Inventory
Management, Customer Service, Management of Retail Outlet/Store, Store Maintenance, Store
Security.

Essential/recommended Readings (latest edition of readings to be used)

1. Berman, B., & Evans, J. R. (2012). Retail management. Pearson Education.
2. Vedamani, G. G. (2010). Retail management: Functional principles & practices. Jaico
Publishing House.

Suggested Readings (latest edition of readings to be used)

1. Cullen, P., & Newman, A. (2014). Retailing: Environment & operations. Cengage Learning

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 EMEA.
2. Bajaj, K., Tuli, G., & Srivastava, R. K. (2017). Retail management. Oxford University Press.
3. Singh, H. (2017). Retail management. S. Chand Publishing.

Note: Examination scheme and mode shall be as prescribed by the Examination Branch,
University of Delhi, from time to time

DISCIPLINE SPECIFIC ELECTIVE – MARKETING (DSE-2)

DSE 2: MARKETING OF SERVICES

Credit distribution, Eligibility and Pre-requisites of the Course

Course title & Code Credit Credit distribution of Eligibility Criteria Pre-requisite
s the course of the course
Lectu Tutor Practic
re ial al/
Practic
e
Marketing of Services 4 3 1 0 Class XII Basics of
(DSE 2) Marketing

Learning Objectives
● Understand the emerging service environment in India and the world. It emphasises the
distinctive aspects of Services Marketing.
● Aims at equipping learners with concepts and techniques that help in taking decisions
relating to various services marketing situations.

Learning Outcomes
On successful completion of the course the learner will be able to:
● Understand the Concept and Importance of Services.
● Discuss the relevance of the services in the Indian economy.
● Examine the characteristics of the services in various industries.
● Analyse the role and relevance of Quality in Services.

SYLLABUS OF DSE 2
Unit 1: Introduction to Services Marketing (9 hours)
Defining a Service; Increasing Importance of Services; Nature of Services; Intangibility;
Distinguishing Features of a Service; Managing Services; The Service Product; Relationship of
Services and the organization; Services as an Opportunity; Service Industry across the world.

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 DISCIPLINE SPECIFIC ELECTIVE – MARKETING (DSE-3)

DSE 3: E COMMERCE

Credit distribution, Eligibility and Pre-requisites of the Course

Course title & Credits Credit distribution of the Eligibility Pre-requisite of the
Code course Criteria course
Lecture Tuto Practical/
rial Practice

E-Commerce 4 3 1 0 Class XII Basics of Marketing

(DSE 3)

Learning Objectives
● To understand how electronic commerce is affecting business enterprises, governments,
consumers and people in general.
● To understand the working of different types of e-commerce models
● To understand the transition of e-commerce in India
● To evaluate enabling technologies for e-commerce such as the internet, networks, search
engines, software agents, and e-payment systems.

Learning Outcomes
On successful completion of the course the learner will be able to:
● Understand traditional vs e-retailing and different models of e-retailing.
● Evaluate enabling technologies for e-commerce such as the internet, networks, search
engines, software agents, and e-payment systems.
● Analyze website design, its role in B2C e-commerce, strategies, and goals.
● Analyze the security risks associated with e-commerce and discuss legal and ethical issues.

SYLLABUS OF DSE 3
Unit 1: Introduction to E-Commerce: Business Models and Concepts (12 Hours) E-
Commerce: Meaning and Concept of e-Commerce, Brief history; Transition of e-Commerce in
India; Advantages and Disadvantages of e-Commerce; IT act, 2000. E-Commerce models: B2B,
B2C, C2C, C2B, G2C; Traditional vs e-retailing, Models of e-retailing; e-Services: Categories of e-
services, Web-enabled services, matchmaking services.

Unit 2: Enabling Technologies for E-Commerce (9 Hours)

Technology in e-Commerce, the internet today and future, Networks and internets:
communication switching, Internet protocol suite, IPv6, Search engines, software agents, Internet
service provider, ISP policy in India, e-payment systems. Information selling on the web, E-

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 entertainment

Unit 3: Basic Techniques for E-Commerce (12 hours)

Web Hosting: Webhost-types, VPS-Domain for a website, DNS Information. Webhost: Bandwidth
Control Panels- Statistics- uptime-Ecommerce. Website Design: Introduction, Role of Website in
B2C Ecommerce, Website strategies and Goals. Search Engine Optimization (SEO): Introduction,
Importance of SEO, History of Search Engines, how search Engines Operate, Crawling Techniques.
Basic types of Search Tools, How People use search engines and portals, Page rank, Anatomy of
Hyperlink, Keywords and Queries, how to conduct Keyword Research, Why site structure is
important.

Unit 4: E-Marketing (12 Hours)

Concept, traditional marketing vs e-marketing, Browsing behaviour model, advantages of e-
marketing, e-marketing strategies: permission-marketing, affiliate marketing, viral marketing,
social media marketing, content marketing, m-commerce, e-commerce security risks, legal and
ethical issues.

Essential/recommended Readings (latest editions of readings to be used)

1. Laudon, Kenneth C.: E-Commerce: Business, Technology, Society, 4th Edition, Pearson.
2. Joseph, S.J.: E-Commerce: an Indian perspective, Prentice-Hall of India.
3. Awad, Elias, M.: Electronic Commerce, Prentice-Hall of India.
4. Pandey, U.S. and Shukla, Saurabh: E-Commerce and Mobile commerce Technologies, S.
Chand.

Note: Examination scheme and mode shall be as prescribed by the Examination Branch,
University of Delhi, from time to time.

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 DISCIPLINE SPECIFIC ELECTIVE – HUMAN RESOURCE MANAGEMENT (DSE-1)

DSE 1: INDUSTRIAL RELATIONS

Credit distribution, Eligibility and Pre-requisites of the Course

Course title & Code Credits Credit distribution of the Eligibility Pre-requisite of
course criteria the course
Lectu Tutori Practic
re al al/
Practic
e
Industrial Relations (DSE 1) 4 3 1 0 Class XII None

Learning Objectives
● To acquaint learners with concepts of industrial relations and related acts in Indian
context.
● To familiarise the learners with the implications of law in the industrial environment.

Learning Outcomes
On successful completion of the course the learner will be able to:
● Acquire theoretical and practical perspective on different aspects of industrial relations.
● Understand the key participants, institutions, relationships, and processes in industrial
relations.
● Understand employer and employee relations and its management.
● Analyse the rights of labour class in the industrial environment

SYLLABUS OF DSE 1
Unit 1: Industrial Relations (12 hours)
Concept, Objectives of industrial relations, Parties in industrial relations, Aspects of industrial
relations. Trade unions: Objectives, Historical perspective of unionism in India, functions, why
workers join unions, importance, problems of trade unions, structure of trade unions, Trade union
act 1926, Immunity granted to register trade unions, recognition of trade unions.

Unit 2: Industrial Disputes (9 hours)

Concept, Types of industrial disputes, Causes of industrial disputes, Machinery for settlement of
industrial disputes, Industrial disputes act 1947. The industrial employment (standing orders
act1946, coverage, modification, interpretation).

Unit 3: Labour Turnover (12 hours)

Concept, Rate of labour turnover, Costs of labour turnover, Causes of labour turnover, controlling
labour turnover. Absenteeism: Concept, Rate of absenteeism, Causes of absenteeism, Effects of

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absenteeism, Measures to control absenteeism.

Unit 4: Collective Bargaining (12 hours)

Concept, Essentials of collective bargaining, Problems of collective bargaining, Collective
bargaining procedure. Workers’ participation in Management: Modes of participation, Measures
for successful workers’ participation.

Essential/recommended Readings (latest edition of readings to be used)

1. Srivastav S. Industrial relations and Labour laws. Vikas Publishing House.
2. Mallik P. Handbook of Industrial and Labour laws. Eastern Book Company.
3. Saharay H.K. Industrial and Labour Laws of India. Prentice Hall International.
4. Chhabra T. Industrial Relations and Labour Laws. Dhanpat Rai Publishing House.

Note: Examination scheme and mode shall be as prescribed by the Examination Branch,
University of Delhi, from time to time

DISCIPLINE SPECIFIC ELECTIVE – FINANCE (DSE-1)

DSE 1: PROJECT APPRAISAL, FINANCING AND CONTROL

Credit distribution, Eligibility and Pre-requisites of the Course

Course title & Code Credits Credit distribution of the Eligibility Pre-requisite of the
course criteria course
Lectur Tutoria Practic
e l al/
Practic
e
Project Appraisal, 4 3 1 0 Class XII Basics of Accounting
Financing and Control and Finance
(DSE 1)

Learning Objectives
● To familiarize learners about identification of a project and feasibility analysis,
● To equip them to apply project appraisal, control & management Techniques,
● To understand and appraise project risk analysis and financing

Learning Outcomes
On successful completion of his course, the learners will be able to:
● Understand the process of screening of ideas and carry out appraisal for Projects.
● Use Investment Evaluation Techniques for selection of Projects.
● Carry out Risk Analysis for business projects and identify alternative sources of financing.
● Understand the concept and application of Social Cost benefit Analysis
● Apply project control and management techniques for project success.

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SYLLABUS OF DSE 1
Unit 1: Introduction to Projects and their Appraisal (9 hours)
Project Definition, Project Identification, Project Life Cycle, Project Stakeholder Analysis, Feasibility
study. Types of Project Appraisal (Brief Overview): Market and Demand Analysis, Technical
Appraisal, Financial Appraisal, Economic Appraisal, Managerial Appraisal, and Social Appraisal.

Unit 2: Financial Appraisal (9 hours)

Components of Project Cost, Investment Evaluation Techniques: Non-Discounting Methods
(Payback Period, Accounting Rate of Return), Discounting Methods (Net Present Value,
Profitability Index, Internal Rate of Return (IRR), Modified Internal Rate of Return (MIRR)).
Comparative analysis of Investment Evaluation Techniques, Investment Evaluation in Practice.

Unit 3: Project Risk Analysis and Project Financing (15 hours)

Risk Analysis and Management: Sources and Measures of Risk. Methods of Assessing Risk –
Sensitivity Analysis, Scenario Analysis, Break-Even Analysis, Simulation Analysis, Decision Tree
Analysis. Strategies for Risk Management.
Sources of Financing – Internal Accruals, Equity Capital, Preference Capital, Debentures (or Bonds),
Term Loans, Venture Capital, Private Equity, Venture Capital Vs Private Equity, Loan syndication.

Unit 4: Social Appraisal and Aspects of Project Management (12 hours)

Social Appraisal: Rationale for Social Cost Benefit Analysis (SCBA), Approaches of SCBA (UNIDO and
Little-Mirrlees Approach Approach), Environment Impact Assessment (EIA) and Social Impact
Assessment (SIA) of Projects. Relevant Case Studies. Network Techniques for Project Cost and Time
Management (PERT & CPM) (theory only). Pre-Requisites for Successful Project Implementation.
Essentials of a Project Report.

Essential/recommended readings (latest edition of readings to be used)

1. Chandra, Prasanna (2019). Projects – Planning, Analysis, Selection, Financing,
Implementation, and Review. McGraw Hill Education.
2. Agrawal, R., & Mehra, Y. S. (2021).Project Appraisal and Management.
TaxmannPublications.

Suggestive Readings (latest edition of readings to be used)

1. Goodpasture, J. C. (2003). Quantitative methods in project management. J. Ross Publishing.
2. Project Management Institute. (2021). A guide to the Project Management Body of Knowledge
(PMBOK guide). Project Management Institute.

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 DISCIPLINE SPECIFIC ELECTIVE – FINANCE (DSE-3)

DSE 3: FINANCIAL PLANNING

Credit distribution, Eligibility and Pre-requisites of the Course

Course title & Credits Credit distribution of the eligibility Pre-requisite of the
Code course criteria course
Lectur Tutoria Practical
e l /
Practice
Financial Planning 4 3 1 0 Class XII Basics of Finance
(DSE 3)

Learning Objectives
● To equip learners with the knowledge and practical understanding of important
dimensions of managing one’s personal finance.
● To provide understanding and planning abilities for their tax liabilities, investments,
insurance coverage, and retirement.

Learning Outcomes
On successful completion of the course the learner will be able to:
● Understand the fundamentals of Personal Financial Planning
● Learn the basics of managing personal tax liabilities
● Learn the basic concepts and underlying principles for Retirement Planning.
● Ascertain and choose appropriate insurance policies for managing personal risks.
● Evaluate various asset classes on the basis of risk-return and personal investment goals
● Create, maintain and grow personal investment portfolio

SYLLABUS OF DSE 3
Unit 1: Basics of Personal Finance and Tax Planning (12 hours)
Understanding Personal Finance. Rewards of Sound Financial Planning. Personal Financial Planning
Process. Personal Financial Planning Life Cycle. Making Plans to Achieve Your Financial Goals.
Common Misconceptions about Financial Planning. Personal Tax Planning –Fundamental
Objectives of Tax Planning, Tax Structure in India for Individuals, Common Tax Planning Strategies
– Maximizing Deductions, Income Shifting, Tax-Free and Tax-Deferred Income.

Unit 2: Managing Insurance Need (12 hours)

Insuring Life – Benefits of Life Insurance, Evaluating need for Life Insurance, Determining the Right
Amount of Life Insurance. Choosing the Right Life Insurance Policy – Term Life Insurance, Whole
Life Insurance, Universal Life Insurance, Variable Life Insurance, Group Life Insurance, Other
Special Purpose Life Policies. Buying Life Insurance – Compare Costs and Features, Select an

44
Insurance Company, and Choose an Agent. Life Insurance Contract Features. Insuring Health –
Importance of Health Insurance Coverage. Making Health Insurance Decision – Evaluate Your
Health Care Cost Risk, Determine Available Coverage and Resources, Choose a Health Insurance
Plan. Types of Medical Expense Coverage. Policy Provisions of Medical Expense Plans. Property
Insurance – Basic Principles, Types of Exposure, Principle of Indemnity, and Coinsurance.

Unit 3: Managing Investments (12 hours)

Role of Investing in Personal Financial Planning, Identifying the Investment Objectives, Different
Investment Choices. The Risks of Investing, The Returns from Investing, The Risk-Return Trade- off.
Managing Your Investment Holdings – Building a Portfolio of Securities, Asset Allocation and
Portfolio Management, Keeping Track of Investments. Investing in Equity – Common
Considerations, Key Measures of Performance, Types of Equity Stocks, Market Globalization and
Foreign Stock, Making the Investment Decision. Investing in Bonds – Benefits of Investing in Bonds,
Bonds Versus Stocks, Basic Issue Characteristics, The Bond Market, Bond Ratings. Investing in
Mutual Funds and Exchange Traded Funds (ETFs) – Concept of Mutual Funds and ETFs, Benefits of
Investing in Mutual Funds or ETFs, Some Important Cost Considerations, Services Offered by
Mutual Funds, Selecting appropriate Mutual Fund and ETF investments, Evaluating the
performance of Mutual Funds and ETF.

Unit 4: Investing in Real Estate and Retirement Planning. (9 hours)

Investing in Real Estate – Some Basic Considerations. Modes of Real Estate Investment – Raw Land,
Commercial Properties, Residential Properties, Real Estate Investment Trusts (REITs).
Planning for Retirement – Role of Retirement Planning in Personal Financial Planning, Pitfalls to
Sound Retirement Planning, Estimating Income Needs, Sources of Retirement Income.

Essential/recommended Readings (latest edition of readings to be used)

1. Billingsley R., Gitman L., &Joehnk M. (2017). Personal Financial Planning. Cengage Learning.
2. Tillery S., & Thomas N. Tillery. (2017). Essentials of Personal Financial Planning. Association
of International Certified Professional Accountants.

Suggested Readings (latest edition of readings to be used)

1. Indian Institute of Banking & Finance. (2017). Introduction to Financial Planning (4th ed.).
2. Sinha, M. (2017). Financial Planning: A Ready Reckoner. Mc Graw Hill.

Note: Examination scheme and mode shall be as prescribed by the Examination Branch,
University of Delhi, from time to time.

DISCIPLINE SPECIFIC ELECTIVE - GLOBAL BUSINESS MANAGEMENT (DSE 1)

45
 GLOBAL MARKETING

Credit distribution, Eligibility and Pre-requisites of the Course

Course title & Code Credits Credit distribution of the Eligibility criteria Pre-requisite of
course the course
Lecture Tutorial Practical/ (if any)
Practice
Global Marketing (DSE 1) 4 3 1 0 Class XII Basics of
Marketing

Learning Objectives
● This course aims to bring to the fore various cultural and regional variables and their impact
on businesses in the short-term and long-term future.
● It further aims to explore the nuances of international marketing related activities such as
advertising, pricing, supply chain management, market entry, branding and customization
etc. while attempting to bring practical elements into study.

Learning Outcomes
On successful completion of the course the learner will be able to:
● Develop the basic understanding of the factors related to global marketing
● Articulate the various deciding factors at international level which have a significant impact
on international trade and business.
● Identify the Fundamentals of sustainable (profitable) business growth with focus on
international expansion, operating in multiple markets, new business opportunities and
market analysis.
● Comprehend the critical roles of (international pricing, advertising and promotions, policies
for export and international trade, global marketing strategies etc.) in developing a sound
International business relations.

SYLLABUS FOR DSE 1

Unit 1: Introduction (9 Hours)
Reasons behind international expansion; types of MNCs; Expatriates and Inpatriates; Stages of
International Exposure; Global Marketing, Using Social Media tools.

Unit 2: International Variables (12 Hours)

National-level variables, regional trading blocs; Physical variables, Geographic distance, Grouping of
industries in specific areas/regions, Environment specific impacts, Distribution of Natural
Resources; Cultural Variables, Impact on doing business (Distance, Power, Decision Making, People
Management, Delegation, Corruption, Quality Benchmarks Etc.), Gender biases, Festivals, Buying

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Behaviour; PESTEL; Porter’s Diamond Model; Positioning; Protectionism and its impact on
international trade.

Unit 3; International Expansion (12 Hours)

Porter’s Five Forces Model; Ghemawat’s CAGE framework; Globalisation; Demographics and
Segmentation; Assessing Market Potential, How markets behave, Selling in specific markets
(Developed, Developing, Post-Communist); “Right” Market to enter and “Right” Time to enter;
What (mis-selling, outdated products), Where, Why, and How are we selling; Customer needs (of
the new/foreign market); Location of manufacturing facilities; Labelling and Packaging (Export and
Retail); Selling to and in emerging markets; Concerns and issues with available market analysis tools.

Unit 4: International Business (12 Hours)

Strategic (and global) Alliances; Global level of competition; Product Development; E- Commerce
and Changing International Marketing Paradigms; Supply Chain as a source of International
Advantages; Managing International Sales (Channels and Logistics); International Advertising and
Promotions; Pricing for international markets, Pricing wars (War Chests), Approaches – Full-cost v/s
Variable, Skimming v/s Penetration (non-numeric), factors influencing pricing; Implementing a
Global Marketing Strategy; Support Mechanisms for Exports and International Trade, Export
Infrastructure and Assistance in India, ITPO; International Payment Methods, Finance and Raising
Funds, Taxation and Tax Havens, Marine and Cargo Insurance. Managing Risks in International
Trade.

Essential/recommended Readings (latest editions of readings to be used)

1. Cateora, R. P., & Graham, L. John (2019). International Marketing.Tata McGraw Hill.
2. Joshi, R. M. (2014). International marketing. Oxford University Press.

Suggestive Readings (latest editions of readings to be used)

1. Keegan, W. J. (2017). Global marketing management. Pearson Education India.
2. Muhlbacher, Hans. International Marketing-A Global Perspective. Cengage Learning.
3. Bhattacharya, B. and Varshney, R.L. (2022). International Marketing Management. Sultan
Chand & Sons.

Note: Examination scheme and mode shall be as prescribed by the Examination Branch, Universiy
of Delhi, from time to time.

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