Bachelor in Management Studies (BMS)

Degree Requirement

coming soon.
150

Total Credits

63

Core Credits

45

Major Electives

42

CCC + UWE credits

Core & Elective Courses

Core Courses

Semester 1

  1. Quantitative Techniques in Business - I (3)
  2. Managing people in Organizations (3)
  3. From Creativity to Innovation Management (3)
  4. Economics for Business – I (3)

Semester 2

  1. Economics for Business - II (3)
  2. Analysis, presentation and report writing (3)
  3. Introduction to Financial Accounting (3)
  4. Quantitative Techniques in Business - II (3)

Semester 3

  1. Cost and Management Accounting (3)
  2. Introduction to Marketing (3)
  3. Introduction to Information Systems and Operations Management (3)

Semester 4

  1. Business Law (3)
  2. Financial Management (3)

Semester 5

  1. Technology and the Digital Economy (3)

Semester 6

  1. Strategic Management (3)
  2. Business Simulation (3)
  3. Values and Business Ethics (3)

*Credits in parenthesis

** Additionally, there will be two internships of 6 credits each - 

  1. Social Sector Internship (at the end of 4th Semester)
  2. Business Sector Internship (at the end of 6th Semester)

 

Course code
Title
Credit
CCC514
From Creativity to Innov. Mgmt
2

Creativity and innovation have become the key drivers of success for most leading companies today. Almost every firm is attempting to leverage innovation in beating competition at the marketplace and therefore, the skill/ ability to manage innovative projects has become a key managerial requirement. The course aims to introduce students to a systematic approach to problem-solving and acquire relevant skills needed to manage innovation, at both strategic and operational levels. Class sessions will be interactive and thrust of the course will be on stimulating the student teams to achieve time bound objectives of mind-to-market concepts.

CCC818
Quantitative Tech in Business
2

Quantitative Techniques in Business

OHM103
Managing People in Organizations
3

Managing People in Organizations

STM103
From Creativity to Innovation Management
3

From Creativity to Innov Mgmt

Elective Courses

List of Representative Elective Courses

Marketing Area
    Services Marketing (3 Credits)
    Brand Management (3 Credits)
    Marketing Research (3 Credits)
    Integrated Marketing Communications (3 Credits)
    Mining Insights from the Consumers mind (3 Credits)
    Digital Marketing (3 Credits)
    B2B Marketing (3 Credits)
    
Finance, Accounting and Control Area
    Advanced Accounting (3 Credits)
    Advanced Financial Management (3 Credits)
    Financial Frauds (3 Credits)
    Direct and Indirect Taxation (3 Credits)
    Banking and Financial Services (3 Credits)
    Capital Markets (3 Credits)
    Security Analysis and Portfolio Management (3 Credits)
    Mathematical Finance (3 Credits)
    Spreadsheet modeling in Finance (3 Credits)
    Insurance (3 Credits)
    
Decision Sciences, Operations Management and Information Systems Area
    Project Management (3 Credits)
    Systems Approach to Management (3 Credits)
    Introduction to Programming for Business Applications (3 Credits)
    Business and Big Data Analytics (3 Credits)
    Optimization in Industry (3 Credits)
    Supply Chain Management (3 Credits)
    Efficiency Analysis (3 Credits)
    Decision Theory (3 Credits)
    Total Quality Management (3 Credits)

Strategic Management, Entrepreneurship and International Business Area
    Acquisition and Alliances (3 Credits)
    Negotiations for Business Success (3 Credits)
    Entrepreneurship (3 Credits)
    Social Entrepreneurship (3 Credits)
    Multinational Business (3 Credits)
    Competitive Strategy and Digital World (3 Credits)
    Business Government and Society (3 Credits)

Organizational Behaviour and Human Resource Management Area
    Japanese Management (3 Credits)
    Managing Diversity (3 Credits)
    Group Dynamics for Teams (3 Credits)
    Compensation and Benefits (3 Credits)
    Performance Management (3 Credits)
    Recruitment, Selection and Manpower Planning (3 Credits)
    Leadership Development (3 Credits)

Economics and Public Policy Area
    Econometrics (3 Credits)
    Environmental Economics and Policy (3 Credits)
    Contemporary issues in Public Policy in India (3 Credits)
    Global Cities and Business Environment (3 Credits)
    Game Theory for Managers (3 Credits)
    Industrial Economics and Competitive Strategies (3 Credits)
    Labor Economics (3 Credits)
    Development Economics (3 Credits)
    Money and Banking (3 Credits)
    International Trade (3 Credits)
    Social, Historical and Political Economy of India (3 Credits)
    Infrastructure Economics and Policy (3 Credits)

*The courses are reviewed periodically based on the requirement of the program and are subjected to changes.
    

Course code
Title
Credit
DOM401
Total Quality Management
3

Total Quality Management

MEC401
Environmental Economics, Management and Policy
3

Environmental Economics, .....

MKT201
Mining Insights From The Consumer's Mind
3

Mining Insights

MKT401
Business Marketing
3

Course Content
This course in Business Marketing would help students understand the distinguishing characteristics of B2B markets. It will also make the students get to know about various marketing concepts related to business markets. It includes environment scanning, buying behavior, STP, product policies and product life cycle, pricing strategies, business channels, and communication mix in business markets.

Course Objectives
The course has been designed to explain how serving of needs in B2B is different from that of B2C. The aim of the course is to understand B2B perspective and marketing concepts for it. The objectives will be fulfilled through lectures and case discussions.

Assessment Scheme

Class Participation 10 %
Quiz 10 %
Mid Term Examination 25 %
Case Study Discussions 15 %
End Term Examination 40 %

Session Plan
Session1
Topic: Introduction to Business Marketing
Objectives: Concept of business marketing, business vs. consumer marketing, types of customers, classifying goods for business markets, creating the value proposition
Discussion: MB Ltd: Nature of demand for special purpose machines.
Reading: The environment of Business Marketing (Chapter 1), Book 1

Session 2
Topic: Understanding of Environment for Business Markets and Organisational Buying Behavior
Contents: Individual, group, organisational and environmental influences on buying decisions, customers’ total cost of ownership, major stages of organisational buying process
Discussion: H.K Electroplating: environmental issues, Star Material Handling Ltd.
Reading: Organisational Buying Behavior (Chapter 2), Book 1

Session 3
Topic: Buyer-Seller Relationships
Contents: Relationship marketing, types of relationships, managing buyer-seller relationships, customer relationship management strategy, drivers of relationship marketing effectiveness
Discussion: India Textile Ltd.
Reading: Customer Relationship Management (Chapter 3), Book 1

Session 4
Topic: Segmenting and Targeting in Business Markets
Contents: Segmentation requirements and benefits for business marketing, bases for segmenting the markets, procedures for selecting target markets.
Discussion: Govind Doors Pvt. Ltd.
Reading: Segmenting the Business Markets (Chapter 4), Book 1

Session 5
Topic: Positioning and Product Strategy
Contents: Product positioning process, building a strong B2B brand, product policies.
Discussion: Vastu Cement Blocks Pvt. Ltd.
Reading: Managing Products for Business Markets (Chapter 7), Book 1

Session 6
Topic: Product Life Cycle and Business Services
Contents: Industrial product life cycle and strategies, characteristics of business services, conceptualizing service product, dimensions of service quality, delivering effective customer solutions.
Discussions: K.S Consultancy Services Ltd.
Reading: Managing Services for Business Markets (Chapter 7), Book 1

Session 7
Topic: Marketing Channels in Business Markets
Contents: Distinctive nature of business marketing channels, types of B2B channels, intermediaries in business marketing channels, decisions for channel designing and channel administration
Discussion: Cable Systems Pvt. Ltd
Reading: Managing Business Marketing Channels (Chapter 10), Book 1

Session 8
Topic: Pricing in Business Marketing
Contents: Meaning of price, price objectives, factors influencing pricing decisions, types of pricing approaches, responding to price changes of competitors.
Discussion: S.L Business Systems (India) Ltd.
Reading: Pricing Strategies for Business Markets (Chapter 12), Book 1

Session 9
Topic: Communication Program in Business Markets
Contents: Developing business communication program, role of advertising in business marketing, decisions for developing advertising program, role of trade shows in business communication mix.
Discussion: Nepal Boards Ltd.
Reading: Business Marketing Communication: Advertising and Sales Promotion (Chapter13), Book 1

Session 10
Topic: Managing Personal Selling in Business Marketing
Contents: Role of personal selling, selling process, organising, the personal selling effort, traditional selling vs. key account selling, managing sales people.
Discussion: Galaxy Solutions Inc.
Reading: Business Marketing Communications: Managing the Personal Selling Function (Chapter 14), Book1

Session 11
Topic: Performance Evaluation
Contents: Converting strategy goal into concrete performance measures, levels of marketing controls, value of ‘dashboards’ for evaluating marketing strategy performance
Discussion: Autotech Pvt. Ltd.
Reading: Marketing Performance Measurement (Chapter15), Book 1

Session 12 and 13
Case Studies for discussion: Kirloskar Oil Engines Ltd.
Tata Teleservices
IBM Challenge
Federated Insurance
Castrol India

Session 14 and 15 Quiz, Project presentation and discussion

Teaching Pedagogy: Explanation of concepts with real life corporate examples
Practical assignments
Case studies
Quiz

OHM401
Group Dynamics for Teams
3

Group Dynamics for Teams

OHM402
People Organizations & Business
3

People Organizations & Business

OHM403
Japanese Management
3

Japanese Management

STM401
Negotiations for Business Success
3

Negotiations for Busn Success

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